1. APRA Overview Alignment of Organisational needs How to build & to optimise fundraising portfolios Measuring outcomes and evaluating success PROGRESS NOT PERFECTION

2. Alignment of organisational needs with prospect identification Profile your average donor From this data score & weight your prospect & fundraiser’s portfolio Why and what kind of prospects are needed

3. How to build & to optimise fundraising portfolios Portfolio Review Monitor and evaluate portfolio performance Philanthropic capacity versus giving Field qualification Solicitations and closures Replenish and adjust portfolio Addition of new prospects Removal of disqualified prospects Reassignment of prospects

4. Outcomes and Success Evaluation Parameters Report progress and success via number and quality of new or upgraded prospects Identified and rated Assigned to and contacted by fundraisers Field qualification outcomes Solicited for gifts, particularly of a size greater than ever before

5. Evaluation Parameters Fundraiser Contact and Engagement Personal Visits Progress Towards Goals Evaluating Effectiveness Solicitation strategies Closing gifts / yield rates Portfolio penetration

6. How to Measure Outcomes Connect prospect identification and rating to statistics on assignment, contact, qualification and solicitation outcomes Connect prospect identification and upgrades to dollars raised over time Benchmark against pre- and post- identification giving levels Examine individual officer’s portfolio performance against potential weaknesses in the affinity and capacity of their prospects

7. Outcome Examples 72% of campaign donors of $100K+ made their first major gift during the campaign > 94% of these donors were newly identified or upgraded in rating; their giving represents more than $534M or 83% of the dollars raised from top donors 24% of $100K+ donors were first time donors ever during the campaign > 100% of these first-time donors were newly identified or upgraded in rating; their giving represents more than $200M 11,671 new prospects were identified through data mining identification methods > 8,066 of them were rated by prospect research for the first time during the campaign > These newly identified prospects represent $339M in new gifts and pledges to the campaign or about 25% of total campaign dollars raised to date