1. Wealth Screening Tufts University Kristen Watson, Director, Prospect Development, Colleen Capodilupo, Senior Associate Director, Prospect Development Planned Giving Council of Central Massachusetts April 13, 2016

2. Intro of Speakers Kristen Watson, Director, Prospect Development at Tufts University Colleen Capodilupo, Senior Associate Director, Prospect Development at Tufts University 2

3. Agenda Audience Poll Value of wealth screening Where do I start? When to screen Choosing who to screen Choosing a vendor Prepping your data The data is back, now what? Creative ways to use the data Can’t afford to screen? Other ways to segment your database Tips and Tricks Questions 3

4. Audience Poll Types of organizations Job function? Who does research? You? A dedicated researcher? Database/data storage? IT support? Geographic characteristics 4

5. Value of Wealth Screening What is wealth screening? The good the bad and the ugly Why do we need to screen? How can it help? What kind of information will be uncovered? 5

6. Where Do I Start? Planning, Planning, Planning Set expectations What do you want to know? Get buy-in IT support Plan of attack once the data is back 6

7. When to Screen Regularly scheduled screening Events Campaigns Influx of new constituents New initiatives 7

8. Choosing Who to Screen Based on desired outcome Budget Think about exclusions Screening rotations 8

9. Choosing a Vendor Top vendors – Wealth Engine, Blackbaud, GG&A (Donorscape), DonorSearch, IWave Questions to ask a vendor – Customer service, training, ease of use, resources, data requirements, turn around time Choose a test file – The known and the unknown Evaluate returns Being lured by the “extras” 9

10. Prepping Your Data “Cleansing your data” NCOA Data Appends 10

11. The Data is Back—Now What? Remember your plan! Questions to Ask: How am I going to use this data? How much time/how many resources do I have? 11

12. The Data is Back—Now What? Vetting/verifying is almost always necessary. Sorting and prioritizing With resources/Without resources Start from the top: Capacity and Confidence Start with the end goal in mind: focus on specific data points 12

13. The Data is Back—Now What? Find someone you know well. Is this the right John Smith? Does he really have $750M worth of Facebook stock? Does he really own a second home in Aspen? Spouses, employers, middle initials, alma maters, political affiliation, etc. 13

14. The Data is Back—Now What? Real Estate: Assessor’s Office databases, Registry of Deeds (WealthEngine, Lexis-Nexis, etc.) Private Company Ownership: Secretary of State (Hoovers, etc.) Stockholdings: EDGAR.SEC.GOV, SECInfo.com (WealthEngine, Yahoo Finance, MarketWatch, Capital IQ, etc.) Philanthropic Donations: Advanced Google searches (IWave, NOZA) Political Donations: FEC (WealthEngine, IWave, etc.) 14

15. Getting Creative Targeted Mailings (real estate, IRAs, annuities, bequests, trusts) Heat Maps Identify new giving channels Fine-tune ask amounts Optimize portfolios Build Models 15

16. Database Segmentation Who are your best donors? What characteristics do they share? Draw a picture! Affinity Scores (rating by donor behavior) RFM ZIP codes Snow Birds Gift sources/giving methods Public Company Employment (matching gifts) 16

17. Tips and Tricks Googling efficiently Reverse searching Know what you know, know what you don’t Political giving and employment Know your competition/peers Prospect Research information resources 17

18. Questions? Kristen Watson: kristen.watson@tufts.edu kristen.watson@tufts.edu Colleen Capodilupo: colleen.capodilupo@tufts.edu colleen.capodilupo@tufts.edu 18