Blackbaud Segmentation Rollout & Prospect Management Updates January, 2014

- Overview of Segmentation Project and Rollout Process - Guiding Principles for Prospect Management - Prospect Status - Prospect Classification - Blackbaud Overall Rating - DO Confirmed Overall Rating - Stage Aging Report - Policy Updates - New Research Request Levels Topics to Cover

- All individual constituents were screened through Blackbaud’s Modeling service and each was given a tier score based on their identified wealth and modeling data. The score grouped them into prospect types of Principal, Major, Annual and Planned Giving. - The results show that we have the following numbers of unassigned potential prospects in each group: Principal Gift Prospects ($1M+) total/272 alumni Major Gift Prospects ($25K+) - 1,943 total/1,479 alumni Annual Gift Prospects ($100+ Annually) - 14,314 total/8,106 alumni Planned Gift Prospects (High PG Likelihood) - 16,034 total/7,781 alumni -Leadership staff analyzed those results and will fill the remainder of each DO’s portfolio with available prospects. - Prospects will be added to portfolios in the near future. Overview of Segmentation and Rollout Process

Guiding Principle 1: Current cash and pledges are the first and primary focus of the Development Enterprise for Clemson University. Because of this focus the Principal Gift and Major Giving scores are the first focus area for enterprise over the Planned Giving and Annual Giving scores. Guiding Principle 2: Principal Gift Tier 1 prospects will be managed, in conjunction with the Research Team, by the Principal Gifts Committee at Clemson University. Guiding Principle 3: Principal Gift Tier 2-4 prospects will be managed, in conjunction with the Research Team, by the University Development Team and the Athletics Team. Additionally, the Major Giving rating 700+ will be managed by the University Development Team and the Athletics team. Proposals of 7 figures or more must go through the Principal Gifts Process. Guiding Principle 4: The Gift and Estate Planning Team will work with all prospects in the database through their direct mail/electronic communications. When a constituent reaches out to a member of the Gift and Estate Planning Team as a result of these communications, the Gift and Estate Planning Team will follow up with the constituent (if unassigned). If a prospect who reaches out is currently assigned, a PG officer will work in conjunction with the assigned DO to develop the right strategy to work as a team to solicit the planned gift within the current prospect strategy in place. The Planned Giving Team will work with prospects who are 700+ on their Planned Gift score but are under 700 in their MG score. Guiding Principle 5: The Annual Giving Team will work with prospects in the database through their mass appeals. The Annual Giving Team will manage the specific target solicitation strategies for those prospects that have an Annual Giving score of 700+ and/or their Target Gift Range is between $1 and $2500 annually. Guiding Principles for Prospect Management

Prospect Classification Prospect Classification - tracks a prospect through the screening/confirmation process Prospect - Screened- Set by Research after prospects are screened by Blackbaud or other source Prospect - Research Confirmed- Set after Research confirms wealth data from screening Prospect - DO Confirmed- DO sets after meeting prospect to confirm wealth/likelihood Not a Prospect- DO/Research determines that entity will never be any type of prospect for Clemson

Prospect Status Prospect Status - tracks where a prospect is in the prospect life cycle Lead- Initial value for all new screened prospects and for those prospects not yet visited Discovery- The DO confirmation step (use with classification of “Prospect - DO Confirmed”) Cultivation- DO is building relationship and moving prospect closer to making a gift Pre-Solicitation- Prospect cultivated and DO is within 1-2 meetings of making the ask Decision Pending- Prospect has been formally solicited and is considering making a gift Short-term Stewardship- Gift made and donor is being stewarded (back to cultivation after Permanent Stewardship- Donor made lifetime gift & will need periodic contact indefinitely Not Right Now- DO has determined now is not a good time (this will be revaluated periodically)

Blackbaud Overall Rating Blackbaud Overall Rating - Rating given by Blackbaud based on wealth/modeling data with values 1-18 (1 being the highest rated prospects). We want to preserve this original rating from Blackbaud so Do Not Change This Rating. Look for this rating on the prospect tab under Ratings. It has a source of Blackbaud Analytics - WP and a date of 7/10/2013. ValuesType of Prospect 1-4 Principal Gift Prospects ($1M+) 5-9 Major Gift Prospects ($25K+) Annual Gift Prospects (<$25K) 17 Planned Gift Prospects (High PG Likelihood) 18 Rest of screened constituents

Overall Rating Details Blackbaud Overall Rating Tier Detail Blackbaud Annual Ask Amount / Target Gift Range Clemson 5-Yr Giving Average Team 1Principal 1$1,000,000$5,000,001 or greaterPrincipal Gifts 2Principal 2$750,000$3,750,000 - $5,000,000UDT/Athletics 3Principal 3$500,000$2,500,000 - $3,749,999UDT/Athletics 4Principal 4$250,000$1,250,000 - $2,499,999UDT/Athletics 5MG $100,001 - $249,999$500,000 - $1,249,999UDT/Athletics 6MG $50,001 - $100,000$250,000 - $499,999UDT/Athletics 7MG $25, ,000$125, ,999UDT/Athletics 8MG $10,001 - $25,000$50,000 - $124,999UDT/Athletics 9MG $5,001 - $10,000$25, ,999UDT/Athletics 10AG $2,501 - $5,000$12,500 - $24,999Annual Giving 11AG $1,001 - $2500$5,000 - $12,499Annual Giving 12AG $501 - $1,000$2,500 - $4,999Annual Giving 13AG $251 - $500$1,250 - $2,499Annual Giving 14AG $101 - $250$500 - $1,249Annual Giving 15AG $51 - $100 Annual Giving 16AG $1 - $50 Annual Giving 17MG & AG =700 Planned Gift TierGift & Estate Planning 18MG/AG/PG all <700 Available Pool

DO - Confirmed Overall Rating DO - Confirmed Overall Rating - Rating given by DO based on his or her informed opinion after visiting the prospect. This rating uses the same 1-18 scale as the Blackbaud Overall Rating. Here’s how to enter the DO Confirmed Overall Rating: Source = Primary Manager Date = Date added Category = DO - Confirmed Overall Rating Description = Number 1-18 Notes = Reasoning for the rating

Prospect Stage Aging Report Prospect Stage Aging Report - The report tracks prospects through the stages in the prospect life cycle. It displays the number of days each prospect has been in a status and also shows rating and proposal info for each prospect.

Policy Updates Proposal Clearance Threshold Now only proposals that are $100,000 or greater will require clearance. Sun-Setting Policy No change for existing prospects. Prospects added to portfolios as part of the segmentation project will be evaluated 3 months out and 6 months out to determine if a special sun-setting policy will be needed for them. Requesting “Affiliated Primary Manager” for Spouses We’ll add Affiliated Primary Manager to spouses for new assignments, but check your new assignments and request to be added as Affiliated Primary Manager if you aren’t already.

Research Request Levels Basic - All Tiers- Confirm contact information or identify alternate forms of contact and refresh wealth screening data 2 hour turnaround All DO’s can request Face to face visit not required Send basic requests to this list serve: Intermediate - Tiers 5-8, 17 & CFR Full confirmation of wealth screening data to include: real estate, business, securities, income, family foundation, other miscellaneous assets, and major gift level philanthropic giving to other organizations. 1 week turnaround All DO’s can request if other criteria met Research Point Profile placed on Media Tab Must have face to face meeting recorded within past 12 months Proposal at Developing Approach, Seeking Clearance, or Cleared for Solicitation with a minimum Target Amount of H: $100,000-$249,000K To request: Enter RE action with type of “DO - Research Request Intermediate”

Research Request Levels Continued Advanced -Tiers Full confirmation of wealth screening data to include: real estate, business, securities, income, family foundation, other miscellaneous assets, and major gift level philanthropic giving to other organizations. 1 week turnaround Sr. Director of Development request only 1 Page Summary Profile placed on Media Tab – includes contact for home and business, biographical, education, Clemson connections, Clemson giving, brief professional bio Must have face to face visit recorded within past 12 months Proposal at Developing Approach, Seeking Clearance, or Cleared for Solicitation with a minimum Target Amount of H: $100,000-$249,000K Enter RE action with type “DO - Research Request Advanced” Executive - Tiers Full confirmation of wealth screening data to include: real estate, business, securities, income, family foundation, other miscellaneous assets, and major gift level philanthropic giving to other organizations. 2 week turnaround Executive Director of Development and Alumni Affairs request only Executive Summary Profile placed on Media Tab - includes contact for home and business, biographical, education, Clemson connections, Clemson giving, brief professional bio, summary of actions, and strategy for engagement Must have face to face visit recorded within past 12 months Proposal at Developing Approach, Seeking Clearance, or Cleared for Solicitation with a minimum Target Amount of H: $100,000-$249,000K Enter RE action with type “DO - Research Request Executive”