Three CRM Queries That Will Transform Your Major Gift Program!

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Getting the Most Out of Your Major Gift Data Investment

We’ve create a Resource Guide and Workbook that will transform your major giving program! Through our four-steps – laid out with a sample Case Study – and our guided calculations, we’re giving you a path to follow from the major gift revenue you raised this year to a significant increase next year, the year following and so on.

Whether you’re working with custom predictive modeling scores (known as ProspectPoint), our Principal Giving Solution tier-rated records, donor type rating scores in RE NXT or Fundraising Essentials, high-wealth individuals identified through our Target Analytics Affluence Insights or through prospect research, we’ve given you the means to:

First, understand the value of the investment you’ve made in your analytic data, and
Second, to act upon your results in a systematic and comprehensible way.

Our four steps begin with benchmarking your existing prospect management for major giving. This allows you to evaluate the current use of your major gift data investment. Then, you set an increased major gift revenue goal and we walk you through the math that automatically reveals the solicitor metrics necessary to achieve it. Finally, you’ll learn how to re-align and refresh solicitor prospect portfolios using your new goals and metrics.

Case Study Summary

Here’s a quick look at how Literacy Today – our sample organization – evaluated their major gift program and set new goals. To read the full Case Study, download our Resource Guide: Our Recommended Four-Step Portfolio Review Process which is attached below.

Using the ProspectPoint® Custom Modeling Scores queries suggested below, Literacy Today’s new development director (DD) evaluated the major gift program and found that the 2-person major gift solicitation team raised $465,000 in major gifts last fiscal year from 62 donors for an average gift of $7,500. The numbers showed that they were actively managing 5.5% of their identified prospect pool and garnering 3.1% of identified potential revenue.
The DD and solicitors set an increased goal of accessing 6% of identified revenue in the coming year for a goal of $889,000. They also decided to increase their major gift minimum gift amount to $10,000. Using the workbook to finalize their metrics, they concluded that they would need - at most - 89 major gift donations to reach their new goal. Each solicitor would need to close 45 gifts (3.7 gifts per month). They would each carry a caseload of 134 prospects for a prospect-to-donor ratio of 3:1.
Finally, the team will conduct a portfolio realignment exercise to make sure that each solicitor is engaging with a robust pool of major gift prospects who are at a variety of stages including new prospects they’re just getting acquainted with in a high-touch manner.

Now that we’ve got your attention, download the Resource Guide with sample Case Study (attached below) that walks through each of these steps in detail.

Getting Started with Your Own Assessment

You can get started with your own assessment and goal-setting by filling in our Workbook calculations also attached below. You’ll see that the Workbook lays out three simple queries using our Major Giving Likelihood (MGL) and Target Gift Range (TGR) scores returned to customers with ProspectPoint® custom modeling. If you’re using a different analytic product however, you can use the substitute-queries below. Also, if you’re using more than one data source to identify major gift prospects you can combine query criteria from below as appropriate.

Whether you’re a current Blackbaud/Target Analytics customer or not, you can employ our methodology. Your answers then go into the appropriate calculations in the Workbook. Be sure to read the section in that document about output information you’ll need to include when you run the queries and how to add-up the potential revenue identified.

Queries You Need to Create to Complete the Calculations in the Workbook

ProspectPoint Custom Modeling Scores Users

Total number of identified prospects. Query: Major Giving Likelihood score (MGL) is between 701 and 1000 AND Target Gift Range (TGR) is one of $5,001-$10,000, $10,001-$25,000, $25,001-$50,000, $50,001-$100,000, $100,001 . Enter # of records here: _______
Total number of identified prospects currently assigned to a solicitor. Query: MGL is between 701 and 1000 AND TGR is one of $5,001-$10,000, $10,001-$25,000, $25,001-$50,000, $50,001-$100,000, $100,001 AND Solicitor Not Blank. Enter # of records here: _______
Total number of assigned prospects that made a gift within last fiscal year. Query: MGL is between 701 and 1000 AND TGR is one of $5,001-$10,000, $10,001-$25,000, $25,001-$50,000, $50,001-$100,000, $100,001 AND Solicitor Not Blank AND Last Gift Date is last fiscal year. Enter # of records here: _______

RE NXT Integrated Analytics & Fundraising Essentials Users

Total number of identified prospects. Query: Donor Type Rating (DTR) is equal to M. Enter # of records here: __________
Total number of identified prospects currently assigned to a solicitor. Query: DTR is equal to M AND Solicitor Not Blank. Enter # of records here: __________
Total number of assigned prospects that made a gift within last fiscal year. Query: DTR is equal to M AND Solicitor Not Blank AND Last Gift Date is last fiscal year. Enter # of records here: __________

Principal Giving Solution (Tiers) Users

Total number of identified prospects. Query: Principal Giving Solution Tier (Tier) Not Blank. Enter # of records here: __________
Total number of identified prospects currently assigned to a solicitor. Query: Tier Not Blank AND Solicitor Not Blank. Enter # of records here: __________
Total number of assigned prospects that made a gift within last fiscal year. Query: Tier Not Blank AND Solicitor Not Blank AND Last Gift Date is last fiscal year. Enter # of records here: __________

Target Analytics Affluence Insights Users

Total number of identified prospects. Query: Affluence Wealth Segment (Affluence) begins with A or Affluence begins with D. Enter # of records here: __________
Total number of identified prospects currently assigned to a solicitor. Query: (Affluence begins with A or Affluence begins with D) AND Solicitor Not Blank. Enter # of records here: __________
Total number of assigned prospects that made a gift within last fiscal year. Query: (Affluence begins with A or Affluence begins with D) AND Solicitor Not Blank AND Last Gift Date is last fiscal year. Enter # of records here: __________

WealthPoint® Prospect Research & Other Prospect Research Users

Total number of identified prospects. Query: Major Giving Capacity (MGC) Greater Than or Equal to $50,000. Enter # of records here: _________
Total number of identified prospects currently assigned to a solicitor. Query: MGC Greater Than or Equal to $50,000 AND Solicitor Not Blank. Enter # of records here: __________
Total number of assigned prospects that made a gift within last fiscal year. Query: MGC Greater Than or Equal to $50,000 AND Solicitor Not Blank AND Last Gift Date is last fiscal year. Enter # of records here: __________

Resources to Download

With just these three queries, and our Workbook (attached below), the information revealed will propel your team toward confidently setting revenue, solicitation and portfolio goals. Download our Resource Guide with sample Case Study and the accompanying Workbook to get started!

News ARCHIVED | Blackbaud Target Analytics® Tips and Tricks 01/16/2018 1:07pm EST

Added by Katherine Swank

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