College and university advancement offices have unprecedented access to information about their alumni and prospective donors. Unfortunately, many miss valuable opportunities to use this information to activate donors and maximize contributions to their campaigns. View the video below to hear advancement experts from WealthEngine and Heller Consulting discuss underutilized strategies that can help boost the success of your next campaign. We’ll show how successful organizations leverage and extend opportunities with their CRM data to identify, nurture, and maintain the most rewarding constituent relationships.

1. Top 3 Missed Opportunities
to Utilize Wealth Screening
for Advancement
7/18/17

2. Presenters
Sandi Reinardy
Account Executive
Higher Education
JB Rauch
VP of Strategic Alliances

3. About Heller Consulting
Experience Places People Focus
20 Years
1,500+ Clients
3,000+ Projects
San Francisco
Chicago
New York
Boston
Austin
35 People:
Smart
Skilled
Committed
Experienced
Dedicated to
serving nonprofit
and higher
education
organizations

4. CRM Strategy
& Design
• CRM vision planning
• System design and software
selection
• Analyzing and optimizing
existing systems, and building a
roadmap forward
CRM Implementation
• Advanced CRM development
and integration
• Change management
solutions
• Team configuration and
training
Fundraising &
Engagement
• Aligning strategy, team,
and mission goals
• Planning effective
engagement strategy
• Developing and
integrating effective
fundraising tools
Heller’s Skills with Nonprofit & Higher Ed

5. About WealthEngine
Affluent & HNW Wealth Specialists
15+ years in business with 3,200+ Clients
Premier Prospect Research Platform
Robust Data, Analytics & Marketing Solutions
“WealthEngine is giving us some of the tools we need to be data-driven, to be
thoughtful, to be responsive.” Betsey Lily, Chief Development Officer, The Humane Society of the United States

6. WE Market Leading Clients
HEALTHCARE EDUCATION NONPROFIT FINANCIAL LUXURY

7. WEALTHENGINE.COM | INFO@WEALTHENGINE.COM | 800.933.4446
• National reach
• Accurate wealth and giving scores
• Lifestyle and interest attributes
• Inter-personal connections
• Industry-leading match rates
125M
240MConsumer Profiles
65+
Data
Sources
89%WE Prospect Coverage
of the Adult US
population
Households
= 10 million
The only platform that provides a 360° view of most
U.S. adults - optimized for insight.
Over 100 million email addresses

8. APIs
ConnectContact Models
AddOns
Connectors
(CRM/Marketing/Advertising)
WE Core Platform
Screen List Manager Core Reports Profiles
Platform
Search Prospect
Products
Analyze
Data
Services
WealthEngine Data Platform
Data
Profiles & Scores
The Big Picture for WE
Partners &
Developers

9. Poll: Who’s Here?
Which is your primary responsibility?
• Fundraising
• Prospect Research / Management
• Constituent or Gift Processing
• Reporting / Analytics
• Other

10. Missed Opportunity 1: Capital Campaign (Not) Planning
Too often, Capital Campaign
goals and priorities are set
without validation of the funding
sources.
Leads to:
• Slow & disorganized
campaign launch
• Potential budget issues
• Worst case: failure to hit
campaign goals

11. Best Practice: Wealth Screening is Part of Planning
University
Needs &
Priorities
Validated
Prospect
Pool
Internal
Operations
Unified
Achievable
Goals
Validated Prospect Pool
• 3 – 8 months
• Begin with data enrichment: email,
address & phone appends
• Wealth Screening
• Analysis of combined data:
• Past giving
• Capacity
• Giving interests
• Propensity to Give
Resulting data should inform goals,
prospect pyramid & resource requirements

12. Missed Opportunity 2: Under-using Wealth Screen Data
Traditionally, wealth screening is
the domain of prospect research
or gift officers.
You can get more from your
investment:
• Annual Giving
• Stewardship
• Modeling & Analytics

13. Enhance Annual Giving Campaigns
1. Combine past giving & wealth screen data for deeper analytics.
Consistent Giving
Giving
Interests
Capacity
Gift Size
Non-donors
Giving
Interests
Capacity
P2G
2. Take action. Test what works. Analyze. Repeat.
- Incorporate Capacity into ask
ladders
- Utilize giving interest in targeted
campaigns
- Save money: Eliminate non-donor
segments that don’t align
- Targeted campaigns for those with
high screening scores

14. Utilize Wealth Engine API for Stewardship
• Real-time screening
of online gifts
• Dedicate one or two
telefund staffers to
making thank you
calls to high-
capacity/propensity
donors.

15. Finding More Like Your Best
INSIGHT
AUDIENCE TO ANALYZE
data
your data
SCORE LISTS YOU HAVE
/
FIND MORE LIKE
YOUR BEST
Run
campaign
USE RESULTS TO REFINE
LOOK-ALIKE
MODEL
• WE Analytics &
Modeling

16. Missed Opportunity 3: CRM/Wealth Screen Integration
Keeping wealth screening and CRM data in separate systems leads to:
• Lost time for Research, Reporting and Fundraising teams
• Unsophisticated analytic data àmissing info on best prospects

17. Solution: Get it Done
Why Unintegrated? How to Move Forward
System limitations
• CRM system lacks fields to store wealth
screening data points
• Integration with CRM is unaffordable or
unwieldy
• Confirm system capabilities
• Consider new system: If you’re using a
system that does not enable these
features, likely missing other
functionality needed in today’s
fundraising environment
Rainy Day Project
Every organization has projects that never
seem to be prioritized. Sometimes, there is
a lack of will or understanding by
leadership.
• For a set period of time, track time spent
combining data manually and develop
list of important data points you
currently aren’t using to demonstrate the
value.
• Budget accordingly.

18. WE Integrations

20. Contact us
TeamHeller.com
sandi@teamheller.com
(312) 881-0201
WealthEngine.com
jrauch@wealthengine.com
(240) 786-3493