2. Proactive 360° Research: Quantifying Accountability and Measuring ROI in Prospect Development
Debra Thomas Director of Prospect Management and Research
Terri Whitehouse
Associate Director of Prospect Research

3. Learning Objectives
Learn how to set proactive metrics and discern the factors for referral potential
Walk through the reporting process from development to report automation
Determine how to use the data regardless of organization size and garner additional budget and resource support for your research team

4. Insights and Benefits Development benefits:
Portfolio enhancement
Provides DOs with higher caliber prospects to cultivate
Moves management
Prospect research benefits:
Flexibility
Quick accountability tool for DPM&R
Middle donor prospects don’t fall through the cracks
Identify segments of prospects to engage with events, special solicitations, etc.

5. Establishing Current Goals
Identify new donors
Increase giving of existing donors
Distinguish and engage our “middle donors”
PAST: REACTIVE
Wasted opportunities
Wasted time
Lost prospects
FUTURE: PROACTIVE
Efficient
Maximize tools
Maximize data analytics

6. Research Expectations
Interaction with DOs on requests
Partner in putting together projects for DOs, deans, etc.
Custom templates for stages, events and other needs
Discovery
Solicitation
Presidential briefing
Presidential events
Alumni & other events

7. Elements for Proactive Process
Setting goals of proactive expectation (referrals)
Types of information
Types of contact reports
ROI – reporting and coding

8. Referral Goals Not everyone in research team has referral goals
G/B/B goals are set with researcher at yearly review for upcoming FY
Current metrics are 200/220/242 per researcher for 30 DOs (~16/18/20 monthly)

9. FY17 Researcher Proactive Metrics
Name:
Points to Success
Referral Goal FY17 Goal Achieved
Good Goal _____
Better Goal _____
Best Goal _____
Proactive Work Quality Activities Achieved
Cold Contacts _____
Research Notes _____

10. Strategic Prospecting: Internal Factors Strategic Prospecting:
External Factors
Obvious connections to UofL
UofL event attendance and coding
UofL giving history
Substantial athletic giving
Awards
Internal report triggers
Wealth and capacity
Business ownership
Types of employment
Industry
Other philanthropy
Community activity
Board membership
Volunteerism
Self-identified interests

11. Prospect Profile

14. Referral Process: Contact Reports
Research Referrals
Cold Prospects
Research Notes

15. Contact Report: Research Referral

16. Contact Report: Cold Prospect

17. Contact Report: Research Notes

18. ROI Reporting ROI = gifts + pledges since referral
Reports are based upon coded contact reports and show all contact report activities
Reports can be pulled for individual researchers or development officers—or the development team as a whole

19. Researcher ROI Data Report

21. Leadership Referral Summary

22. Impact of ROI Clearly shows prospect research dollar value
Enhanced research products
Additional training and professional development for research staff
Positions staff for raises and promotions
Demonstrates value of research profession
Increases motivation and excitement of research team when successful contact is made
Invigoration of purpose
Doing more with less staff

23. What does this mean for YOU?
Implementation is flexible regardless of size of research shop
Provides dollar value that leadership can embrace
Allows for strategic follow up on referrals

24. Conclusion: A Truly 360° Process
Identify prospects
Refer prospects
Track follow-up
Gifts/ROI
Benefits for university and community

25. Thank you for attending!
Please remember to complete the evaluation form of this session and turn it in to our moderator or at the conference registration desk. Enjoy the rest of the conference!