1. Prospect Management In a Capital Campaign Tuesday October 28, 2003 1:15 – 2:05 pm Sharon L. Upton, Director of Development Research

2. Introduction How Lehigh uses SCT Banner to manage our capital campaign prospects and projects How Lehigh uses SCT Banner to manage our capital campaign prospects and projects Broader understanding of prospect management module Broader understanding of prospect management module Knowledge to implement capital campaign reporting Knowledge to implement capital campaign reporting

3. Topics of Discussion Assess management and reporting needs Assess management and reporting needs Utilize SCT Banner for management needs Utilize SCT Banner for management needs Construct validation tables Construct validation tables Gather and input data Gather and input data Structure reports Structure reports

4. Prospect Manager Work Sheet

5. Assess Management & Reporting Needs Proposals (broad campaign initiatives) Proposals (broad campaign initiatives) Projects (smaller components of proposals) Projects (smaller components of proposals) Cash forecasting Cash forecasting

6. Utilize SCT Banner Prospect information form – AMAINFO Prospect information form – AMAINFO Prospect proposal form – AMAPROP Prospect proposal form – AMAPROP Prospect contact form - AMACONT Prospect contact form - AMACONT

7. Prospect Management Form AMAINFO Maintain status of prospect Maintain status of prospect Project total campaign ask amount and ask date Project total campaign ask amount and ask date Maintain ratings Maintain ratings -- Capacity – Willingness -- Priority Assign Staff Assign Staff -- Primary – Secondary -- Liaisons Add Projects Add Projects

12. Lehigh University Prospect Management Status Codes A - Active Record S – Suspect Q – Qualification T – Cultivation L – Solicitation W – Stewardship/Future Gift Capability V – Stewardship/No Future Gift Capability N – Not Interested/Denied D – Dormant Y – Spouse/Partner

13. Capacity Ratings 00 $0 to $999 00 $0 to $999 01 $1,000 to $2,400 01 $1,000 to $2,400 02 $2,500 to $4,999 02 $2,500 to $4,999 03 $5,000 to $9,999 03 $5,000 to $9,999 04 10,000 to 24,999 04 10,000 to 24,999 05 $25,000 to $49,999 05 $25,000 to $49,999 06 $50,000 to $99,999 06 $50,000 to $99,999 10 $100,000 to $249,000 10 $100,000 to $249,000 11 $250,000 to $499,999 11 $250,000 to $499,999 12 $500,000 to $999,999 12 $500,000 to $999,999 20 $1,000,000 to $4,999,999 20 $1,000,000 to $4,999,999 21 $5,000,000 to $9,999,999 21 $5,000,000 to $9,999,999 30 $10,000,000 to $24,999,999 30 $10,000,000 to $24,999,999 31 $25,000,000 to $49,999,999 31 $25,000,000 to $49,999,999 32 $50,000,000 to $99,999,999 32 $50,000,000 to $99,999,999 40 $100,000,000+ 40 $100,000,000+

14. Prospect Proposal Form AMAPROP Prospects with multiple asks Prospects with multiple asks Information on each proposal Information on each proposal Status and staff Status and staff Projected ask amounts and dates Projected ask amounts and dates Projected Components are managed Projected Components are managed Separate target asks and dates Separate target asks and dates Separate status Separate status

17. Prospect Contact Form Update or add proposal and project data Update or add proposal and project data Status Status Ask amount and date Ask amount and date Update prospect information Update prospect information Ratings Ratings Biographical information updates Biographical information updates Move and contact codes Move and contact codes

18. Validation Tables We Use Project/interest codes – ATVPROJ Project/interest codes – ATVPROJ Proposal codes – ATVPROP Proposal codes – ATVPROP Prospect status – ATVPRST Prospect status – ATVPRST Prospect rating types – ATVRTGT Prospect rating types – ATVRTGT Prospect rating codes – ATVRATE Prospect rating codes – ATVRATE Solicitor contact codes – ATVSCNT Solicitor contact codes – ATVSCNT Move type codes - ATVMOVE Move type codes - ATVMOVE

19. Reports Prospect Management Prospect Management Assigned prospects Assigned prospects Activity Management Activity Management Contacts and moves Contacts and moves Pipeline Pipeline FY Planned Ask FY Planned Ask

20. Prospect Manager Assigned Prospects with Status Codes and Planned Ask Pipeline Report

21. Summary Start by assessing management and reporting needs Start by assessing management and reporting needs Look to SCT Banner to accommodate those needs Look to SCT Banner to accommodate those needs Flexibility is KEY