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Making Major Gifts Major
Letting Data Drive
Vicki Claussen
August 1,2013
wealthengine.com | Page 2
Agenda
Where are you now?
– Fund Raising Activity
– Donor Management Software
– Staff
Making the...
wealthengine.com | Page 3
Prospect Identification Metrics
3
0%
5%
10%
15%
20%
25%
30%
35%
40%
45%
Number of Prospects Time...
Capacity and likelihood to
give data identify the best
major gift prospects…
wealthengine.com | Page 5
Use Data to Optimize Portfolios by Finding
the Best Prospects
Based on Capacity and
Likelihood t...
wealthengine.com | Page 6
Use Data to Optimize Portfolios by Finding
the Best Prospects
2 2 47
41 30 525
3,626 2,397 8,328...
wealthengine.com | Page 7
Data Appends (Wealth, Demographic and Lifestyle
Attributes) Allow Evaluation of All Constituents...
wealthengine.com | Page 8
Likelihood to Give
Capacity Range Very Low Low Moderate High Very High Total
$5M+ 1 3 2 6
$1M up...
wealthengine.com | Page 9
Likelihood to Give
Capacity Range Very Low Low Moderate High Very High Total
$5M+ 1 3 2 6
$1M up...
Portfolios are often selected based
on past giving history…
wealthengine.com | Page 11
Affinity Score
Capacity Range Very Low Low Moderate High Very High Total
$5M+ $7,983,010 $7,983...
Potential soars when portfolios
are selected based on capacity
and likelihood to give ratings…
wealthengine.com | Page 13
243 Optimal Prospects @$286MM
(Selected Based on Capacity and Likelihood Ratings)
Affinity Scor...
wealthengine.com | Page 14
Strategy Grows Out of Analysis
All else being equal, if 20 gifts close at 10% of capacity, this...
Ask amounts are often based on
instinct, ―gut‖ feelings, or the
comfort level of the solicitor…
wealthengine.com | Page 16
Data including Capacity Estimates Allow
Analysis of Major Gift Solicitations
Prospect
Manager o...
wealthengine.com | Page 17
This Organization Receives on Average
Only 10% of Potential Gift Value
Prospect
Manager
Average...
wealthengine.com | Page 18
Gift Officers May be Defaulting to the
Minimum Major Gift Level
Prospect
Manager
Average
Capaci...
wealthengine.com | Page 19
With Gifts Closing at Just 56% of Asks, There
May be Money Left on the Table
Prospect
Manager
A...
wealthengine.com | Page 20
If 20 Gifts are Closed with Gifts Averaging 10% of
Capacity, the Organization will Realize $263...
If ask amounts are adjusted to
reflect capacity on an individual
basis, fundraising potential
increases…
wealthengine.com | Page 22
Prospect
Manager
Average
Capacity of
Prospects
Average Ask
Amount
% of
Capacity
Asked
Average
G...
wealthengine.com | Page 23
Prospect
Manager
Average
Capacity of
Prospects
Average Ask
Amount
% of
Capacity
Asked
Average
G...
wealthengine.com | Page 24
Prospect
Manager
Average
Capacity of
Prospects
Average Ask
Amount
% of
Capacity
Asked
Average
G...
wealthengine.com | Page 25
All else being held constant, If 20 gifts close at 15% of
capacity on average, this will result...
wealthengine.com | Page 26
Realize Untapped Fundraising Potential
By analyzing file capacity and modeling likelihood to gi...
WealthEngine
To Get to Capacity
Helping You Reach the Right People for the
Right Purpose
wealthengine.com | Page 28
So Your Mother Says Do a Screening
Have files in electronic format
How many records
– Alumnni: ...
wealthengine.com | Page 29
Comprehensive Data from 30+ Sources
 Acxiom Household
Profiles
 Dun & Bradstreet
 Hoovers Bu...
wealthengine.com | Page 30
Leveraging Big Data for Maximum Results
Age
Birth Month/Year
Nationality
Marital Status
Presenc...
wealthengine.com | Page 31
Bringing Together Data
from Multiple Sources
Extracting Value from
Data and Appending
Informati...
wealthengine.com | Page 32
Scoring at the Household Level
Prevents one household with a multi-
million dollar income from ...
wealthengine.com | Page 33
Propensity to Give (P2G) Score
Quickly Defines Potential
30% - 35%
45% - 50%
10% - 15%
< 5%
5% ...
wealthengine.com | Page 34
Analytics are the Heart of Wealth Intelligence
WealthEngine scores provide indicators of wealth...
wealthengine.com | Page 35
Use WealthEngine Scores
to Identify Your Targets
An analytical approach lets you:
Extract More ...
First Look at the
Data
wealthengine.com | Page 37
Major Findings from Test File
1078 Major donor prospects in the files. 403 highly
qualified by ...
wealthengine.com | Page 38
P2G Distribution Your Org/WE Comparison
0%
5%
10%
15%
20%
25%
30%
35%
40%
P2G 1 P2G 2 P2G 3 P2G...
wealthengine.com | Page 39
Total File Results WealthEngine Results
P2G
Score # REC EGC Ttl Gift Org Gift $500+
P2G 1 358 $...
wealthengine.com | Page 40
Best Prospects by P2G/Gift History
wealthengine.com | Page 41
The Results
Determine affinity criteria
– Engagement type and score
– Donations- RFM
– Affiliat...
wealthengine.com | Page 42
Individual’s
record in DMS
WealthConnect
Connect to FWO
Profile
Calculate
Ratings & Scores
Brin...
wealthengine.com | Page 43
Translating the Results to Action
Look at P2G 1-0 with high match
– Property value of $1.2 MM
–...
wealthengine.com | Page 44
Search Page for Prospect Research
wealthengine.com | Page 45
wealthengine.com | Page 46
Wealth Scores Key to Prospect Research Detail on
the Subscription- Quickly ID good donors
wealthengine.com | Page 47
Circle of Friends or Connections
wealthengine.com | Page 48
Individual’s
record in DMS
WealthConnect
Connect to FWO
Profile
Calculate
Ratings & Scores
Brin...
wealthengine.com | Page 49
Free Publications
Free Tools and Resources
Original Research
Free Webinars
Free Roundtables
Fre...
wealthengine.com | Page 50
Contact Us
Sally Boucher
Director of Research
WealthEngine
sboucher@wealthengine.com
Tony Glowa...
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Wealth Engine Advancement Partners Summer Seminar 2013

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Wealth Engine Advancement Partners Summer Seminar 2013

  1. 1. Making Major Gifts Major Letting Data Drive Vicki Claussen August 1,2013
  2. 2. wealthengine.com | Page 2 Agenda Where are you now? – Fund Raising Activity – Donor Management Software – Staff Making the Case for Data Using Data to – Identify Major Gift Prospects – Optimize Major Gift Portfolios – Define Ask Amounts Using Data Screening to Get to the Capacity Factor
  3. 3. wealthengine.com | Page 3 Prospect Identification Metrics 3 0% 5% 10% 15% 20% 25% 30% 35% 40% 45% Number of Prospects Time Invested Insights: • Peer referral yields relatively few prospects for time invested • Wealth Screening yields a high number of prospects for time invested
  4. 4. Capacity and likelihood to give data identify the best major gift prospects…
  5. 5. wealthengine.com | Page 5 Use Data to Optimize Portfolios by Finding the Best Prospects Based on Capacity and Likelihood to Give (or Affinity), an entire constituency can be segmented for application of distinct strategies: For major gifts, constituents with high capacity and high affinity are shaded in green for immediate assignment and cultivation Constituents in shaded in blue are second tier prospects and should be engaged in high-touch cultivation at the annual giving level Capacity Likelihood to Give
  6. 6. wealthengine.com | Page 6 Use Data to Optimize Portfolios by Finding the Best Prospects 2 2 47 41 30 525 3,626 2,397 8,328 Capacity Likelihood to Give Based on Capacity and Likelihood to Give (or Affinity), an entire constituency can be segmented for application of distinct strategies: For major gifts, constituents with high capacity and high affinity are shaded in green for immediate assignment and cultivation Constituents in shaded in blue are second tier prospects and should be engaged in high-touch cultivation at the annual giving level
  7. 7. wealthengine.com | Page 7 Data Appends (Wealth, Demographic and Lifestyle Attributes) Allow Evaluation of All Constituents Likelihood to Give Capacity Range Very Low Low Moderate High Very High Total $5M+ 1 3 2 6 $1M up to $5M 2 1 19 23 45 $500K up to $1M 7 11 50 39 107 $250K up to $500K 34 19 301 135 489 $100K up to $250K 139 60 905 358 1,462 $50K up to $100K 6 490 469 2,155 774 3,894 $25K up to $50K 186 795 1,037 1,288 761 4,067 $15K up to $25K 132 464 498 607 365 2,066 Up to $15K 127 278 67 216 146 834 Unrated 525 484 266 466 287 2,028 Total 976 2,693 2,429 6,010 2,890 14,998
  8. 8. wealthengine.com | Page 8 Likelihood to Give Capacity Range Very Low Low Moderate High Very High Total $5M+ 1 3 2 6 $1M up to $5M 2 1 19 23 45 $500K up to $1M 7 11 50 39 107 $250K up to $500K 34 19 301 135 489 $100K up to $250K 139 60 905 358 1,462 $50K up to $100K 6 490 469 2,155 774 3,894 $25K up to $50K 186 795 1,037 1,288 761 4,067 $15K up to $25K 132 464 498 607 365 2,066 Up to $15K 127 278 67 216 146 834 Unrated 525 484 266 466 287 2,028 Total 976 2,693 2,429 6,010 2,890 14,998 Quickly Identify the Best Prospects for Major Gift Cultivation 28 shaded green have high capacity, high likelihood to give 3 2 23
  9. 9. wealthengine.com | Page 9 Likelihood to Give Capacity Range Very Low Low Moderate High Very High Total $5M+ 1 3 2 6 $1M up to $5M 2 1 19 23 45 $500K up to $1M 7 11 50 39 107 $250K up to $500K 34 19 301 135 489 $100K up to $250K 139 60 905 358 1,462 $50K up to $100K 6 490 469 2,155 774 3,894 $25K up to $50K 186 795 1,037 1,288 761 4,067 $15K up to $25K 132 464 498 607 365 2,066 Up to $15K 127 278 67 216 146 834 Unrated 525 484 266 466 287 2,028 Total 976 2,693 2,429 6,010 2,890 14,998 Identify Second Tier Prospects for High-Touch Leadership Giving Program 19 50 39 301 135 544 shaded in blue are also good major gift candidates
  10. 10. Portfolios are often selected based on past giving history…
  11. 11. wealthengine.com | Page 11 Affinity Score Capacity Range Very Low Low Moderate High Very High Total $5M+ $7,983,010 $7,983,010 $1M up to $5M $10,481,105 $10,481,105 $500K up to $1M $4,120,173 $4,120,173 $250K up to $500K $370,479 $341,000 $440,241 $6,786,036 $7,937,755 $100K up to $250K $601,489 $332,565 $1,545,482 $6,350,829 $8,830,365 $50K up tp $100K $196,430 $243,806 $712,639 $3,133,520 $4,286,395 $25K up to $50K $94,259 $289,513 $201,514 $583,946 $1,119,834 $2,289,066 $15K up to $25K $39,287 $24,468 $73,790 $134,884 $272,430 Up to $15K $40,226 $10,961 $36,692 $87,880 Unrated $27,383 $15,889 $11,409 $9,571 $64,252 Total $161,868 $1,513,087 $1,143,353 $3,378,469 $40,155,653 $46,352,430 The Current Portfolios Under Management have a Total Value of $46MM 243 prospects are currently under management (assigned to a gift officer or volunteer) These were selected based on total giving Values in the cells are the sum of the capacity of each individual who falls within the range $46,352,430 The total capacity of the prospects under management is the total number in the lower right-hand corner ($46MM)
  12. 12. Potential soars when portfolios are selected based on capacity and likelihood to give ratings…
  13. 13. wealthengine.com | Page 13 243 Optimal Prospects @$286MM (Selected Based on Capacity and Likelihood Ratings) Affinity Score Capacity Range Very Low Low Moderate High Very High Total $5M+ 89,015,427 19,223,723 108,239,150 $1M up to $5M 35,938,650 48,700,146 84,638,796 $500K up to $1M 34,221,647 27,739,460 61,961,108 $250K up to $500K 30,862,459 30,862,459 $100K up to $250K $50K up tp $100K $25K up to $50K $15K up to $25K Up to $15K Unrated Total 159,175,725 126,525,788 285,701,513 Selecting the 243 optimal prospects yields $286MM under management This is 6 times the capacity under management 89,015,427 19,223,723 108,239,150 35,938,650 48,700,146 84,638,796 34,221,647 27,739,460 61,961,108 30,862,459 30,862,459 285,701,513
  14. 14. wealthengine.com | Page 14 Strategy Grows Out of Analysis All else being equal, if 20 gifts close at 10% of capacity, this change in portfolio value would result in an additional $2MM ($2,351,452 vs. $381,501) To activate this potential, spend your time with high-likelihood, high-capacity prospects not under management by an individual staff or volunteer should be assigned Most of the time when you are cultivating lower capacity people it’s because of the likelihood scores. Goal is to move them to close or decrease your time with them The second tier of prospects with high capacity and likelihood scores should be ―fast-tracked‖ in high-touch annual giving/cultivation program
  15. 15. Ask amounts are often based on instinct, ―gut‖ feelings, or the comfort level of the solicitor…
  16. 16. wealthengine.com | Page 16 Data including Capacity Estimates Allow Analysis of Major Gift Solicitations Prospect Manager or Major Gift Officer Average Capacity of Prospects Average Ask Amount % of Capacity Asked Average Gift Amount % of Ask Received % of Capacity Received Jocelyn $95,617 $24,286 25% $10,242 42% 11% Sarah $167,708 $24,167 14% $16,667 69% 10% Total $131,662 $24,226 18% $13,455 56% 10%
  17. 17. wealthengine.com | Page 17 This Organization Receives on Average Only 10% of Potential Gift Value Prospect Manager Average Capacity of Prospects Average Ask Amount % of Capacity Asked Average Gift Amount % of Ask Received % of Capacity Received Jocelyn $95,617 $24,286 25% $10,242 42% 11% Sarah $167,708 $24,167 14% $16,667 69% 10% Total $131,662 $24,226 18% $13,455 56% 10% Analysis shows gifts received are valued at approximately 10% of capacity 11% 10% 10%
  18. 18. wealthengine.com | Page 18 Gift Officers May be Defaulting to the Minimum Major Gift Level Prospect Manager Average Capacity of Prospects Average Ask Amount % of Capacity Asked Average Gift Amount % of Ask Received % of Capacity Received Jocelyn $95,617 $24,286 25% $10,242 42% 11% Sarah $167,708 $24,167 14% $16,667 69% 10% Total $131,662 $24,226 18% $13,455 56% 10% With a minimum major gift amount of $25K, it looks like prospect managers may be satisfied asking for gifts of $25K $24,286 $24,167 $24,226
  19. 19. wealthengine.com | Page 19 With Gifts Closing at Just 56% of Asks, There May be Money Left on the Table Prospect Manager Average Capacity of Prospects Average Ask Amount % of Capacity Asked Average Gift Amount % of Ask Received % of Capacity Received Jocelyn $95,617 $24,286 25% $10,242 42% 11% Sarah $167,708 $24,167 14% $16,667 69% 10% Total $131,662 $24,226 18% $13,455 56% 10% On average, they are receiving gifts of $10K-$15K $10,242 $16,667 $13,455
  20. 20. wealthengine.com | Page 20 If 20 Gifts are Closed with Gifts Averaging 10% of Capacity, the Organization will Realize $263,324 Prospect Manager Average Capacity of Prospects Average Ask Amount % of Capacity Asked Average Gift Amount % of Ask Received % of Capacity Received Jocelyn $95,617 $24,286 25% $10,242 42% 11% Sarah $167,708 $24,167 14% $16,667 69% 10% Total $131,662 $24,226 18% $13,455 56% 10% $131,662 x 10% x 20 Gifts $131,662 10% $131,662 x 10% x 20 Gifts = $263,324
  21. 21. If ask amounts are adjusted to reflect capacity on an individual basis, fundraising potential increases…
  22. 22. wealthengine.com | Page 22 Prospect Manager Average Capacity of Prospects Average Ask Amount % of Capacity Asked Average Gift Amount % of Ask Received % of Capacity Received Jocelyn $95,617 $24,286 25% $10,242 42% 11% Sarah $167,708 $41,927 25% $28,929 69% 17% Total $131,662 $32,915 25% $19,585 59% 15% Adjusting Average Ask Amount Up to 25% of Capacity on Average Leads to Higher Asks Sarah’s asks are adjusted from 14% to 25% of capacity, resulting in an average ask of $41,927 $41,927 25%
  23. 23. wealthengine.com | Page 23 Prospect Manager Average Capacity of Prospects Average Ask Amount % of Capacity Asked Average Gift Amount % of Ask Received % of Capacity Received Jocelyn $95,617 $24,286 25% $10,242 42% 11% Sarah $167,708 $41,927 25% $28,929 69% 17% Total $131,662 $32,915 25% $19,585 59% 15% Higher Asks Lead to Higher Closed Gift Amounts This leads to a 17% of capacity average gift for Sarah and 15% overall 15% 17%
  24. 24. wealthengine.com | Page 24 Prospect Manager Average Capacity of Prospects Average Ask Amount % of Capacity Asked Average Gift Amount % of Ask Received % of Capacity Received Jocelyn $95,617 $24,286 25% $10,242 42% 11% Sarah $167,708 $41,927 25% $28,929 69% 17% Total $131,662 $32,915 25% $19,585 59% 15% If 20 Gifts are Closed with Gifts Averaging 15% of Capacity, the Organization will Realize $394,986 15%$131,662 $131,662 x 15% x 20 Gifts $131,662 x 15% x 20 Gifts = $394,986
  25. 25. wealthengine.com | Page 25 All else being held constant, If 20 gifts close at 15% of capacity on average, this will result in $394,986 in revenue This represents an additional $131,662 in revenue over prior asks Ask amounts should be evaluated on an individual basis – What is the constituents capacity – What is their Likelihood • Are we one of this prospect’s top three priorities? • Is this prospect enthusiastic about a particular project or program? • Do we have a funding need that meshes with this prospect’s interests? • What other current commitments do they have? Data can give you the confidence to ask for the right amount Strategy Grows Out of Analysis
  26. 26. wealthengine.com | Page 26 Realize Untapped Fundraising Potential By analyzing file capacity and modeling likelihood to give, this organization was able to increase capacity under management and (without closing more gifts) increase potential funds raised by $2MM By analyzing ask amounts in relation to capacity, this organization was able to identify a weakness in their major gift program and by encouraging each gift officer to ask for a minimum of 25% of capacity, increases fundraising potential by $131,662 If this organization realizes even 10% of this potential $2.1MM gain, they will have realized a Return on Investment (ROI)of 740% based on a $25,000 investment in data and analytics
  27. 27. WealthEngine To Get to Capacity Helping You Reach the Right People for the Right Purpose
  28. 28. wealthengine.com | Page 28 So Your Mother Says Do a Screening Have files in electronic format How many records – Alumnni: where do you start – Parents – Grandparents – Business, community support – Foundations – Events When Before campaign Before cultivation opportunities Before the ask With new gifts
  29. 29. wealthengine.com | Page 29 Comprehensive Data from 30+ Sources  Acxiom Household Profiles  Dun & Bradstreet  Hoovers Business Information  Marquis Who’s Who  Reuter’s Market Guide  Airmen Certificate – Pilot license  Physicians Profiles – AMA  SSA Master Death Index  Do Not Mail Registry Personal Demographics Business & Organizations Asset & Income Philanthropic / Giving  D&B – Business Profiles  D&B – State Business Registrations  GuideStar Directors  GuideStar Foundations  Section 527 Political Organizations  Foundation Trustees  Acxiom Household Profiles  DataQuick Real Estate  LexisNexis Real Estate  Aircraft Registration – FAA  Boat Owners – Coast Guard & State Reg’s  IRS Pension Holders  Reuter’s Market Guide  SEC – Insider Stock (WealthID)  Federal Election Contributions  State Political Donations  Section 527 Organization Donations  Donations to tax exempt organizations(IRS Section 501 (C)(3)) The WealthEngine Advantage—our unique data sources provide deeper insight on business ownership, lifestyle and overall affluence.
  30. 30. wealthengine.com | Page 30 Leveraging Big Data for Maximum Results Age Birth Month/Year Nationality Marital Status Presence of Children Education and Graduation Dates Credit Card User Ethnicity Religious Affiliation Demographics & Contact Info Occupation and Bio Company Name Start Date Employees Public/Private Company Sales Volume Physician, Specialty and Hospital Information Professional Awards Certifications Civic Information Memberships Business & Organizations Net Worth Estimate Liquidity Total Assets Household Income Pension Real Estate Value Stock Transactions and Holdings 144 Stock Sale Intentions Options Charitable Contributions Investment Interests Wealth & Assets Travel Sports (i.e. golf, ski) Spectator Sport Interests Arts & Culture Hobbies Leisure Activities Political Affiliations Private Foundations Aircraft Ownership Boat Ownership Clubs Automobiles owned Lifestyle & Interests WealthEngine leverages data from 60+ sources for insight on business ownership, lifestyle and overall affluence
  31. 31. wealthengine.com | Page 31 Bringing Together Data from Multiple Sources Extracting Value from Data and Appending Information Identifying Top Prospects for Cultivation Screening Process Knowledge of wealth data Scores Extract greater insight from data Profiles Complete the value of data & intelligence Parse 1|0 Transform Clean Normalize & Append LN D&B SEC FEC Income GS
  32. 32. wealthengine.com | Page 32 Scoring at the Household Level Prevents one household with a multi- million dollar income from skewing the average incomes of other households in the tract Asset behavior varies dramatically by age. Zip+4 level averages age, diminishing the impact of varying behavioral characteristics Avoids classifying renters as homeowners and subsequently inflating actual assets Prevents Estimation Error from Zip+4 Asset Variability
  33. 33. wealthengine.com | Page 33 Propensity to Give (P2G) Score Quickly Defines Potential 30% - 35% 45% - 50% 10% - 15% < 5% 5% - 10% 15% - 25% 25% - 35% 40% - 45% 25% - 30% < 1% P2G successfully predicts 80% of major donors so you can spend less time validating data P2G looks at: the predictive value of data sources the quality of match to those sources the estimated giving capacity 75% - 85% of your total giving typically comes from donors in the P2G-1 & P2G-2 scoring categories
  34. 34. wealthengine.com | Page 34 Analytics are the Heart of Wealth Intelligence WealthEngine scores provide indicators of wealth & affluence Total Assets Net Worth Cash on Hand WealthEngine Estimates the difference between total assets and total debt for a household Estimates the total value of all financial and non- financial assets held by a household, derived from varying asset components Estimates financial assets that are readily accessible (e.g., checking, savings, money market accounts, etc.)
  35. 35. wealthengine.com | Page 35 Use WealthEngine Scores to Identify Your Targets An analytical approach lets you: Extract More Value Analyze Data Faster Fundraise More Cost Effectively Enjoy Greater Flexibility Make More Informed Decisions Maximize ROI WealthEngine scores bring unmatched clarity into who they are. Use to segment and target donors for every fundraising campaign  Propensity to Give (P2G™)  Total Assets  Net Worth  Liquidity  Estimated Annual Donations  Gift Capacity Range  Gift Capacity Rating  Influence  Planned Giving: (Bequest, Annuity & Trust)  Inclination: Affiliation  RFM Wealth Ratings & Scores
  36. 36. First Look at the Data
  37. 37. wealthengine.com | Page 37 Major Findings from Test File 1078 Major donor prospects in the files. 403 highly qualified by WealthEngine P2G score and estimated giving capacity Middle initial updated on 767 records Age obtained by through Acxiom on 1251 (suggest age overlay if planning planned giving or b-day cultivation activity.) 1,680 total gift amount less than $500 ―Same‖ number of $500 gifts from P2G 1-3 Total number of all gifts is a good number to capture as it indicates commitment
  38. 38. wealthengine.com | Page 38 P2G Distribution Your Org/WE Comparison 0% 5% 10% 15% 20% 25% 30% 35% 40% P2G 1 P2G 2 P2G 3 P2G 4 P2G 5 WE HF
  39. 39. wealthengine.com | Page 39 Total File Results WealthEngine Results P2G Score # REC EGC Ttl Gift Org Gift $500+ P2G 1 358 $374,882,024 $7,499,919 $153,676 39 P2G 2 720 $267,489,621 $742,805 $149,891 36 P2G 3 699 $34,788,530 $561,634 $199,224 41 P2G 4 76 $4,073,449 $8,315 $8,315 2 P2G 5 144 $21,933 $21,933 8 Total 1997 $681,233,624 $8,834,606 $533,039
  40. 40. wealthengine.com | Page 40 Best Prospects by P2G/Gift History
  41. 41. wealthengine.com | Page 41 The Results Determine affinity criteria – Engagement type and score – Donations- RFM – Affiliation Assign someone to be in charge – Of the passwords – Of access to the information – Of the results file Find your best prospects and assign or engage immediately Begin to develop your table
  42. 42. wealthengine.com | Page 42 Individual’s record in DMS WealthConnect Connect to FWO Profile Calculate Ratings & Scores Bring Ratings & Key Datapoints into the DMS Integrate Wealth Intelligence Integrating wealth data into your DMS/CRM helps you: Prepare for a meeting Refine ask amounts Make informed decisions Automate marketing and donor outreach activities Save time and streamline workflows
  43. 43. wealthengine.com | Page 43 Translating the Results to Action Look at P2G 1-0 with high match – Property value of $1.2 MM – SEC – Dun & Bradstreet with individual value greater than $800,000 – Guidestar match with EGC greater than $250,000 Look at P2G 1 others – Property value of $1.2 or more – More than 2 properties – High FEC contributions with one of the above Look at Total Net Worth greater than $2,500,000 Look at Large Individual Gifts
  44. 44. wealthengine.com | Page 44 Search Page for Prospect Research
  45. 45. wealthengine.com | Page 45
  46. 46. wealthengine.com | Page 46 Wealth Scores Key to Prospect Research Detail on the Subscription- Quickly ID good donors
  47. 47. wealthengine.com | Page 47 Circle of Friends or Connections
  48. 48. wealthengine.com | Page 48 Individual’s record in DMS WealthConnect Connect to FWO Profile Calculate Ratings & Scores Bring Ratings & Key Datapoints into the DMS Integrate Wealth Intelligence Integrating wealth data into your DMS/CRM helps you: Prepare for a meeting Refine ask amounts Make informed decisions Automate marketing and donor outreach activities Save time and streamline workflows
  49. 49. wealthengine.com | Page 49 Free Publications Free Tools and Resources Original Research Free Webinars Free Roundtables Free Membership Virtual Networking Research Education Networking Dedicated to research, education, and networking for fundraising and research professionals Join WealthEngine Institute: http://info.wealthengine.com/Institute.html Contact WealthEngine Institute: Institute@WealthEngine.com
  50. 50. wealthengine.com | Page 50 Contact Us Sally Boucher Director of Research WealthEngine sboucher@wealthengine.com Tony Glowacki President & CEO WealthEngine glowacki@wealthengine.com 800.933.4446 www.wealthengine.com info@wealthengine.com

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