1. Prospect metrics and how we use them in a £500m campaign Hannah Wakeford and Alice Diggory

2. Background King’s College London and King’s Health Partners Combined hospital and university fundraising operation World questions|King’s answers – a £500 million campaign Public launch in November 2011 3 key strands – Cancer, Leadership & Society, Neuroscience & Mental Health Why add value? Identify, allocate & monitor prospects throughout cultivation cycle Best placed to coordinate prospect management across KHP and University fundraising teams Ensuring that research and information is used to most effectively achieve campaign goals

3. Objectives Adding value through progress reporting How we report on progress to the wider department in relation to our campaign target Adding value by maintaining high standards How we use metrics to maintain high standards in the Research Team in relation to prospect management Next steps

4. – Progress reporting Gift table – Somerset House East Wing project

5. Prospect movement between the cultivation stages Progress reporting 2 Composition of major prospects (£100k +) Prospect analysis

6. Prospect numbers Progress reporting 3

7. Prospects found per month – target of 60 Prospect source – academic, clinician, prospect, senior volunteer, research team proactive, research team data mining, self identified, unknown Measure how long a prospect stays at each cultivation stage % of prospects that develop into an ask or gift Progress reporting 4 Other metrics and measurements

8. Research Team Raisers Edge targets Maintaining high standards

9. Monitor information added to proposals Maintaining high standards 2

10. Maintaining high standards 3 Relationship building with fundraisers to measure effectiveness Monitoring the pipeline – spontaneous donors, new volunteers, new event attendees etc. Other metrics and measurements

11. Next steps Measuring the quality of our prospects Analysis of our results External analysis of our pipeline and propensity modelling