Prospect Management Ideas For Tracking And Reporting At Year-End 2449

Prospect Management Ideas For Tracking And Reporting At Year-End

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Last week’s post gave some great ideas for reporting your use of ResearchPoint at year-end (for those organizations that have a June 30th fiscal year-end).  Here are a few more items you may want to track and report.


 

Last week we suggested these reports from ResearchPoint:
  • Number of records screened through WealthPoint for prospect research
  • Number of records with confirmed research findings
Consider tracking and reporting these additional items from ResearchPoint or your CRM to your development leaders and colleagues for your fiscal year-end. They provide you powerful data in showing the value of your Target Analytics services:
  1. Number of identified prospects assigned to a prospect manager/solicitor. Identified prospects can be defined a variety of ways
    • For organizations using our predictive giving modeling service this may be records with MGL 701-1000 and TGR scores 8-12 ($5,000 )
    • For organizations using our data screening bundle service this may be records with WealthPoint Rating A-D or Income of $150,000 or Holdings = Yes or Private Company = Yes
    • For organizations with an active planned gift prospect pipeline this may be records with PGL (or BL) 701-1000 and Loyal Giving (such as giving for at least 10 years)
  2. Number of prospects with an increase in gift potential based on your Target Analytics results
    • If you’ve previously identified major gift prospects, you’ve likely got an increase in prospect numbers following your TA project
  3. Dollar amount and percentage amount of increase in gift potential based on your Target Analytics results
    • Calculate the increase in gift potential dollars based on your newly identified prospects and also report that as a percentage amount
  4. Number of prospects previously identified as major gift prospects that have been downgraded based on the results of your Target Analytics project
    • Not all wealthy people are philanthropic and it’s important to recognize that your predictive modeling aides in your prospect management process.Where you realize that a suspect is no longer a high-end prospect, remove the record from your prospect pool and report how actively your prospect pipeline is focusing on qualified and likely prospects.
Over time, your reporting will evolve in both the types of data and the volume of items you track.  Consider adding one of more of these items to your current reports so that you're not only evaluating year-over-year progress but also trending 3, 5, 7 and 10-year spans as well. 

 
News ARCHIVED | Blackbaud Target Analytics® Tips and Tricks 07/04/2016 11:42am EDT
Added by Katherine Swank
  

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