1. UNCW and Target Analytics
Working together to improve prospect identification
Jennifer Vincent - UNCW
Manager, Prospect Development
Mike Sanders - Blackbaud
Southeast Regional Sales Manager, Higher Education

2. Jennifer Vincent – 11 years at UNCW in Prospect Development
Lives in Wilmington, NC
Married to Paul - celebrating 10 years together the same day Lily turns 2
Enjoys Excel geekery, traveling, mountains, crochet, and putting a babushka on our dog
Mike Sanders - 22 years at Blackbaud in a variety of roles
Lives in Charleston, SC
Married to Andrea for 20 years, Daughter - Caroline 18, Son - David 15 and Yorkie - Coco
Enjoy spending time with family, watching movies, and playing tennis

3. Agenda Overview of Target Analytics services used by UNCW
How UNCW deployed the results and use them in their daily operations

4. UNCW’s Target Analytics Project – late 2017 (150,000 records)
Custom Predictive Models
Major Gift Likelihood
Planned Gift Likelihood
Annual Gift Likelihood
Target Gift Range
Target Analytics Affluence
Income
Discretionary Spend
Net Worth
Investments
Philanthropic Segments
Wealth Screening

5. PORTFOLIO STRATEGY AND PLAN OF ATTACK
Tier 1 - $1m+ annually
Tier 2 - $750k annually
Tier 3 - $500k annually
Tier 4 - $250k annually
Principal Giving Solution to identify leadership gifts (estimated .5-1% of house file) PG
Find new major gift prospects for development staff portfolios and events with ProspectPoint Major Gift Model and Target Gift Range
Target Gift Range
$10k to $250k annually
Major
Target Gift Range 6 - 7
$1k to $10k annually
Identify mid-level donors in your portfolio who have no major gift potential with Target Gift Range, Major Gift Models
Annual
Target Gift Range 1 - 5
$1 to $999 annually
Improve Annual Appeal’s participation and Average Gift size with Target Gift Range and Annual Gift Models
Prospect/Suspect
*Highest concentration of Planned Gift Prospects may come from Annual Gift Pool

6. 1,000+ 150 Million+ 4 Billion+ What Makes Target Different…
Donor Attributes are Available through Our SupporterView Data Appends
150 Million+
Gifts Are Searchable Through Our NOZA Database
4 Billion+
Transactions Are Collected in Our Nonprofit Cooperative Database of Direct Marketing Giving

7. Our Modeling Approach
We then apply proven statistical techniques to create your custom models that identify likelihood and capacity with pinpoint precision…
We collect your unique internal data points (giving, class year, major, etc.) and enhance it with external data (wealth, demographic, behavioral, etc.),
Finally, we score each of your records against these models to determine how closely they match each model

8. Gift Likelihood scoring
Each constituent receives an assigned score from
As their score increases, the likelihood of the constituent to make a gift of that type increases
Score Description
Minimum
Maximum
Excellent
901
1000
Very Good
801
900
Good
701
800
Average
501
700
Below Average
500

9. Target Gift Range scoring
Each constituent receives an assigned gift range that presents a suggested “ask” amount for a one- year period
Target
Gift Range Score
Minimum
Maximum 12
$100,001
$250,000 11
$50,001
$100,000 10
$25,001
$50,000 9
$10,001
$25,000 8
$5,001
$10,000 7
$2,501
$5,000 6
$1,001
$2,500 5
$501
$1,000 4
$251
$500 3
$101
$250 2
$51
$100 1 $1
$50

10. Major Giving Likelihood Score
Major Giving Results
Individuals likely to make a major gift are designated as excellent, very good or good.
Their major gift inclination and capacity score should be used to evaluate their relationship to your organization
Target gift range category should be the basis for your initial ask amount and guide individual solicitation plans
Target Gift Range
Major Giving Likelihood Score
TGR 8
$5,001-$10,000
TGR 9
$10,001-$25,000
TGR 10
$25,001-$50,000
TGR 11-12
$50,001+
Excellent
(MGL )
526
418
125 27
Very Good
(MGL )
268
103 20 1
Good
(MGL ) 75 37 8 4
Average/Below
(MGL < 701)
236
114 13 6

11. WealthPoint Data Sources
Hard-Asset
Information
Recent employer and career information, compensation, private company stock ownership, management biographies
MarketGuide profiles: biographical and financial data on corporate officers and directors
Public stock holdings/transactions by corporate officers, directors, major shareholders; transaction histories, last- traded stock prices through BATS Exchange
Primary and secondary holdings of real estate, estimated property values, including properties in trusts
Detailed self-reported biographical information including education, interests, children, etc.
Compiled information from more than 70 different data sources to isolate 3.4 million high net-worth individuals nationwide with the presence of items such as luxury automobiles, yachts and private planes
Data and analytical insights on lifestyle segmentation, demographics, purchasing habits, brand preferences, and life-event triggers (based on subscription level)
Using the address in a constituent record PeopleGraph searches 90+ social media services for accounts, profile images, and demographics and also provides a social media rating indicating the constituent’s influence and outreach (subscription add-on)
Biographical
Wealth &
Indicators
PeopleGraph
Philanthropic Interests
Nonprofit officers and board members identification, private/family foundations
The largest collection of public donations available with more than 100 Million philanthropic gift records; NOZA adds over a million donation records to its database each month
In-depth information on more than 2 Million federal elections contributions including amount and recipient
Federal Election
Commission

12. 5 Donor Groups | 13 Segments
Target Analytics Affluence
Target Analytics Affluence extracts ACCURATE, ACTIONABLE wealth attribute data from across
the US population and uses it to organize prospects into precise donor groups and segments.
4 Wealth Attributes
5 Donor Groups | 13 Segments
A. Philanthropists
Annual
Income
B. Humanitarians
Net Worth
C. Casual Donors
Investments
D. Enigmas
Discretionary Spending
E. The Masses

13. Structure Prospect Development (2) Prospect Development Manager
Prospect Research Analyst
Front-line Fundraisers (15)
Principal, Major Gift and Annual Leadership focused development officers
College-based Major Gifts
Planned Giving
Corporations & Foundations
Athletics

14. Structure Limitations
Staff turnover followed by extended leave and position redistribution in every area of advancement
New development team members on-boarded and position vacancies
Opportunities
New development embraced the metrics
Geographic prospecting

15. Getting Started Alumni Relations Annual Giving
Annual Leadership Giving
Major Gifts
Advancement Services
Prospect Development
Advancement Leadership

16. Getting Started Portfolio Review Reports
Discovery Leads/Research Requests

17. Major Giving Likelihood Score
Target Gift Range
Major Giving Likelihood Score
TGR 7
$2,501- $5,000
TGR 8
$5,001-$10,000
TGR 9
$10,001-$25,000
TGR 10
$25,001-$50,000
TGR 11
$50,001-$100,000
TGR 12
$100,001+
Excellent
(MGL )
1,741
1,237
1,039
477
196 50
Very Good
(MGL )
366 54 24 21 9
Good
(MGL )
173 42 20 6 2
Average
(MGL 501–700)
450 93 3
Lower Scoring
(MGL < 501) 99 1

18. Development Officer Travel
What did we find?
Those with higher MGL scores were more likely to return messages and take a meeting than those with lower MGL scores.

19. Development Officer Travel
Who to contact?
Look for the green

20. How accurate were the scores?
Commit Amount
5 Yr TGR High
$25,001-$50,000
$50,001-$100,000
$250,001-$500,000
$1M+
Grand Total
Excellent
$500,000 3 6
$250,000 1
$125,000 4
$50,000 2
$25,000
Very Good
$12,500
$2,500
$1,250
Good 16 25
MGL Range
Commits
Excellent 16
Very Good 8
Good 1
Average 3
Lower Scoring 2
Grand Total 30

21. Questions? Jennifer Vincent Mike Sanders (910) 962-2107
Mike Sanders
(843)