1. Digging Deep for Diamonds
Finding Hidden Major Gift Prospects
#wcfc2017

2. About Me Mary Saretski Associate Director, Advancement
Faculty of Arts, University of Alberta
13 years experience
University of Alberta (annual giving & major gifts), and Habitat for Humanity Edmonton.
Lifelong learner and teacher
Creative thinker and problem solver
Relationship builder
Influencer
Data ninja
#wcfc2017

3. About the presentation
My top 11 ideas for digging into your ‘database’/prospect pool
Quick Demonstration of what that can look like
Questions/Conversation
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4. First things first WHAT TO KEEP IN MIND AT ALL TIMES Vision & Mission
Capacity
Interest
Linkage
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5. Direct mail/Telefund/events
Second things next
Be Strategic (resources are limited)
Visit
Telephone (personal)
Direct mail/Telefund/events
#wcfc2017

6. 1. Large Gifts in the PAST Chat with them face to face, find out why
Will give you a chance to find out history
Will give them a chance to feel heard
Donors are giving more to less charities, find out why you fell off the donors radar (It’s probably not what you think)
#wcfc2017

7. 3 years or more is ‘magic’ number Or increase in monthly gift
2. Monthly donors
Longer the better
3 years or more is ‘magic’ number
Or increase in monthly gift
They trust you, and feel connected
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8. 3. Volunteers Long time volunteers Volunteers with many hours
May have NO giving history
Unique connection to your mission
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9. 4. Long Time Donors Even small amounts Again, 3 or more years
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10. 5. Event Attendance Magic #3 Again Regular at one event or many events
Always keeping CIL in mind
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11. This may not be something you know
Previous Contact
This may not be something you know
If you do it is a great indicator of interest
Read notes and follow up
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12. 7. Connection
Do they have a connection to your org. through business, family etc.
Suppliers & Vendors
(you may have to pull this list separately)
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13. They have given you a way to contact them Trust
8. Address
They have given you a way to contact them
Trust
They are receiving your information
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14. 9. Recent Increase in Giving
Get fancy – look for spikes in giving
($25/year to $500/ year is a 1900% increase)
Not just crossed our ‘major gift threshold’
Keep relative wealth in mind
If Bill Gates donates $1M what does a person with $1M in assets have to donate to make a proportionate gift?
$11.81*
#wcfc2017

15. Given already this year Do not exclude them from ANYTHING
10. Current Donors
Given already this year
Do not exclude them from ANYTHING
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16. Pull top donors (lifetime), and SCOUR records
11. Your Unique thing
Pull top donors (lifetime), and SCOUR records
Find what they have in common, find others like them
Postal Code, ex-employees, board members, gala attendees, previous clients (?)…
#wcfc2017

17. What’s it look like?
Many ways to implement this from running simple reports doing your own analytics
Donor ratings system as an example
#wcfc2017

18. Make your own model (using one or all of these)
1. Large gifts in the past - -use lifetime giving regardless of date -1 point for each $100, Monthly donors -1 point for each month 3. Volunteers -1 point for each year 4. Long time donors -1 point for each year (in a row) 5. Previous contact -1 point for each contact (in person)
#wcfc2017

19. Make your own model (using one or all of these)
6. Event attendance
-1 point for each event
7. Connection
-1 point for each X $ spent with them
-10 points for family is connected
8. address
-10 points if you have it
-1 point per year (if available)
9. Recent increase in giving
-1 point for every 10% increase (year on year)
10. Current Donors
-1 point for each $100 donated this year
11. Your it Factor
-eg. Board in 1996 (25 points)
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20. Let’s Test It! #wcfc2017 Name Lifetime Current Gift Volunteer hours
Consecutive years
Contact
Event attendance
Connection
Giving increase
Giving in 2017
Board year
Mary Donor
$1,000,000 1 4
Matt Donor
$8,333
$125/Year
17600 22 43
Supplier
50%  Y
Jane Donor
$35,000
$1200/year 29 12
Joe Donor
$1,350
8.5 3
Alpha Donor
$10,000,000
2M/Year 5 6
Margaret Donor
$6,380
10/Month
104 15
Sister of regular volunteer
25% Y
1996
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21. Let’s Test It! Name Lifetime Volunteer years Consecutive years Contact
Event attendance
Connection
Giving increase
Giving in 2017
Board year
Score
Mary Donor
$1,000,000 1 4 28
Matt Donor
$8,333 17 22 43
Supplier
50%  Y 97
Jane Donor
$35,000 29 12 41
Joe Donor
$1,350 3
Alpha Donor
$2,500,000 5 6 39
Margaret Donor
$6,380 2 15
Sister of regular volunteer
25% Y
1996
100
#wcfc2017

22. So, what do I do now? Visit Direct Mail/Telefund Joe Donor Mary Donor
Margaret Donor
Matt Donor
Telephone
Jane Donor
Alpha Donor
Direct Mail/Telefund
Joe Donor
Mary Donor
#wcfc2017

23. So, what do I do now? Run reports to keep it simple
Run your own analytics for more complexity
Reach out to donors that bubble to the surface
#wcfc2017

24. Acknowledgements/Inspirations
*Douglas Stewart, Marts & Lundy
Gail Perry,
Blackbaud Charitable Giving Institute
5th Annual Charitable Giving Report
Burke Donor Survey-2016
Hank Rosso, ‘Achieving Excellence in Fundraising’, 2011
#wcfc2017

25. Questions/Discussion
#wcfc2017