1. Building the Pipeline: Identification 101 Caitlin Callahan Director, Regional Advancement Indiana University Foundation CASE Indiana Conference November 13th, 2015

2. So… What is identification, and why is it worth our time? Terminology may vary by institution – Discovery = qualification = identification – Regardless of what you call it… … Building your pipeline IS important! – The importance of identifying new donors, both immediately and for the future – Moving your donors from stage to stage: First time gift > annual donor > major/planned gift

3. First Gift Annual Gift Upgraded Annual Gift Leadership Annual Gift Major/ Planned Gift Principal or Transformational Gift Continuous Lifetime Giving Model

4. What makes a good identification prospect? Great news… EVERYONE is a prospect! Still, a targeted fundraising strategy is essential to success. – Research and analytics – Giving history and other key indicators

5. Securing the Visit: Part 1 A variety of ways to reach out to new donors Never Underestimate the Value of Follow-Up!!

6. Securing the Visit: Templates E-Mail: Your Support of Indiana University On behalf of IU Foundation, thank you for your generous support of IU, in particular of the Varsity Club. As a Development Officer on staff, I would love the opportunity to meet with you in the near future and share with you some of our University’s current initiatives, and more importantly, to say thank you in person. In addition, I hope to discuss your philanthropic interests at IU to ensure that your giving priorities have been, and continue to be, satisfied. Phone: I’m calling to schedule a meeting with you on behalf of Indiana University. In my role, I work with philanthropic alumni to identify ways to support the University, make connections with current students, and to celebrate the accomplishments of our alumni.

7. Securing the Visit: Part 2 You’ve successfully made contact…. Now what? Scheduling your meeting: the where and when Meeting Prep 101: what do you bring, etc.? Remember: everyone’s strategy is different!

8. Mastering the Visit

9. Mastering the Visit: Part 1 Get personal and LISTEN Asking the right questions Tell me about your experience at IU. How do you want your gift to make an impact? Addressing philanthropy ALWAYS IDENTIFY: 1. Is the donor/prospect philanthropic? 2. Do they care about being philanthropic with our institution? Hard ask vs. soft ask If you don’t know the answer, that’s ok! Determine linkage, capacity, affinity

10. Mastering the Visit: Part 2 The meeting’s over…but what comes next? Follow-up, follow-up, follow-up! Make a plan Defining success in a (sometimes) gray area Have consensus within your institution Redirection and disqualification are successes Both giving AND engagement count Success will vary from visit to visit… That’s the beauty of identification!