1. All The Right Prospects Relationship Management Systems That Work
Advancement Fundamentals Track Sponsored by:
All The Right Prospects Relationship Management Systems That Work

2. All The Right Prospects:
Relationship Management Systems That Work
David Nacol, Executive Director, Schools and Programs
Rebekah O’Brien, Associate Director of Development, McCormick School of Engineering and Applied Science
Both-
RDO
DBN

3. Agenda
Relationship Management Objectives
What We Do
Adaptation
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4. Prospect Actualization
The movement of a prospect through the development cycle resulting in:
A major gift to an organization
An enduring relationship with the organization
RDO

5. Relationship Management Questions
Are the right prospects being effectively managed?
Am I approaching the right people?
Am I moving prospects along appropriately?
Am I missing identification patterns amongst wealthy people?
Am I soliciting at the right moment for the right amount?
Where are next year’s solicitations?
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Are there opportunities to identify more prospects?
Who are the right prospects to put in front of the dean?
Are there enough prospects in the pipeline?

6. Prospect Development Objectives
Ensure assigned portfolio and proposal health
Design and implement management strategies for unmanaged prospects
Support data stewardship to reflect progress
Identify new opportunities for officers and solutions to their specific challenges
RDO

7. Northwestern University
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8. Northwestern Alumni Relations and Development Culture
We Focus on Gifts.
Major Gift Commitments
Major Gift Solicitations
Dollars Raised
Our Approach:
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Lean Portfolios
Robust Pipelines
Personally Qualified Prospects with
Strategies and Proposals

9. Constituents Identified Prospects Team Prospects Portfolio Prospects
Proposals
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Introduce data v. ideological definitions of prospects.
Vast body of people—
Talk through goal…actualization
Turn as many amorphous “constituents” into major gift donors who are engaged and connected to the institution perpetually.
We usually talk about this in the context of moves management or prospect stages. To talk about relationship management on a macro-level, we have broken the pool into groups of people.

10. Unassigned Prospect Pipeline Management
We rely on the large data sets to show us who has “indicators” that show interest and suggest capacity.
We leverage Prospect Development partners to help us prioritize.
We contact, visit, and qualify!
We track our activity.
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11. Portfolio Management
We only manage prospects we have personally visited and qualified as likely to give to Northwestern during the We Will. Campaign.
We must have a planned strategy and a corresponding proposal.
We track our activity.
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12. Relationship Management Tools
Excel (Spreadsheet)
Calendaring System
Tracking Software
Business Intelligence Tools
Prospect Research and Management
Portfolio Reviews
RDO

13. Northwestern Portfolio Reviews: Evolution
Phases 1 and 2 focused on team-based data integrity and portfolio clean-up.
Phases 3 and 4 highlighted opportunities through interactive tables and established follow-up commitments for hand selected prospects.
Phase 5 integrated team annual and Campaign goals with prospect pool status.
Future…
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14. Adaptation How does your shop do business?
What do you need to measure?
Who are your partners?
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15. Summary
Any organization with a prospect pool or constituent base can design relationship management systems to meet specific business needs.
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16. Stay in Touch Stay in Touch David Nacol Rebekah O’Brien
Rebekah O’Brien

17. Session evaluations will be emailed.