1. Level Up: Take Your Relationship with Prospect Development to New Heights
Presented By:
Mallory Lass, Assistant Director, Prospect Management, Prospect Development, UC Berkeley
Aaron George, Development Director, Northern California, Leadership Gifts, UC Berkeley

2. Org Chart UC Berkeley Fundraising UDAR/ Units/ Central Colleges
Prospect
Development
Etc.
Gift
Planning
Athletics
School of Optometry
Principal
Gifts
Haas School
Of Business
Advancement
Operations
Leadership Gifts
Botanical
Gardens
Engineering
College of Letters
& Science
Annual Programs
Gift
Services

3. Relationships Need Attention

4. Prospect Management Old System (Circa 2000s) New System (Since 2012)
PD meets with DO annually
PD meets with DO weekly
DO deals with multiple PD analysts for PM
DO has a single dedicated PD analyst for all PM needs
Large & overburdened portfolios ( prospects)
Small & nimble portfolios
(60-80 prospects)
PD not included in planning
PD helps shape and set goals

5. Prospect Research & Identification
Old System (Circa 2000s)
New System (Since 2012)
DO sends research requests through a ticket system
DO sends research requests to their dedicated PD analyst
DO mostly does their own prospect identification work
DO and PD analyst work together to assess needs and PD provides new prospects
Prospects in a DO portfolio often have static data in the system based on the last research request
Prospects in DO portfolio are updated frequently and in real time and DO is notified of updates

6. Two-way Street

7. Case Studies
Known Prospect – Aaron needs more info on them, their family, and their giving history.
Unknown Prospect – Mallory discovers and passes along to Aaron to qualify.
Event lists – peer review; targeted pools; and regional/industry specific.

8. QUESTIONS?

9. Contact Us Mallory Lass Aaron George