All The Right Prospects Relationship Management Systems That Work Advancement Fundamentals Track Sponsored by: All The Right Prospects Relationship Management Systems That Work

All The Right Prospects: Relationship Management Systems That Work David Nacol, Executive Director, Schools and Programs Rebekah O’Brien, Associate Director of Development, McCormick School of Engineering and Applied Science Both- RDO DBN

Agenda Relationship Management Objectives What We Do Adaptation DBN

Prospect Actualization The movement of a prospect through the development cycle resulting in: A major gift to an organization An enduring relationship with the organization RDO

Relationship Management Questions Are the right prospects being effectively managed? Am I approaching the right people? Am I moving prospects along appropriately? Am I missing identification patterns amongst wealthy people? Am I soliciting at the right moment for the right amount? Where are next year’s solicitations? DBN Are there opportunities to identify more prospects? Who are the right prospects to put in front of the dean? Are there enough prospects in the pipeline?

Prospect Development Objectives Ensure assigned portfolio and proposal health Design and implement management strategies for unmanaged prospects Support data stewardship to reflect progress Identify new opportunities for officers and solutions to their specific challenges RDO

Northwestern University DBN

Northwestern Alumni Relations and Development Culture We Focus on Gifts. Major Gift Commitments Major Gift Solicitations Dollars Raised Our Approach: DBN Lean Portfolios Robust Pipelines Personally Qualified Prospects with Strategies and Proposals

Constituents Identified Prospects Team Prospects Portfolio Prospects Proposals RDO Introduce data v. ideological definitions of prospects. Vast body of people— Talk through goal…actualization Turn as many amorphous “constituents” into major gift donors who are engaged and connected to the institution perpetually. We usually talk about this in the context of moves management or prospect stages. To talk about relationship management on a macro-level, we have broken the pool into groups of people.

Unassigned Prospect Pipeline Management We rely on the large data sets to show us who has “indicators” that show interest and suggest capacity. We leverage Prospect Development partners to help us prioritize. We contact, visit, and qualify! We track our activity. RDO

Portfolio Management We only manage prospects we have personally visited and qualified as likely to give to Northwestern during the We Will. Campaign. We must have a planned strategy and a corresponding proposal. We track our activity. DBN

Relationship Management Tools Excel (Spreadsheet) Calendaring System Tracking Software Business Intelligence Tools Prospect Research and Management Portfolio Reviews RDO

Northwestern Portfolio Reviews: Evolution Phases 1 and 2 focused on team-based data integrity and portfolio clean-up. Phases 3 and 4 highlighted opportunities through interactive tables and established follow-up commitments for 10-20 hand selected prospects. Phase 5 integrated team annual and Campaign goals with prospect pool status. Future… DBN

Adaptation How does your shop do business? What do you need to measure? Who are your partners? DBN

Summary Any organization with a prospect pool or constituent base can design relationship management systems to meet specific business needs. RDO

Stay in Touch Stay in Touch David Nacol Rebekah O’Brien d-nacol@northwestern.edu Rebekah O’Brien Rebekah.obrien@northwestern.edu

Session evaluations will be emailed.