prospect management in a capital campaign tuesday october 28, 2003 1:15 – 2:05 pm sharon l. upton,...
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Prospect Management In a Capital Campaign
Tuesday October 28, 20031:15 – 2:05 pm
Sharon L. Upton, Director of Development Research
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IntroductionIntroduction
How Lehigh uses SCT Banner to How Lehigh uses SCT Banner to manage our capital campaign manage our capital campaign prospects and projectsprospects and projects
Broader understanding of prospect Broader understanding of prospect management modulemanagement module
Knowledge to implement capital Knowledge to implement capital campaign reportingcampaign reporting
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Topics of DiscussionTopics of Discussion
Assess management and reporting needsAssess management and reporting needs
Utilize SCT Banner for management needsUtilize SCT Banner for management needs
Construct validation tablesConstruct validation tables
Gather and input dataGather and input data
Structure reportsStructure reports
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Prospect Manager Work SheetProspect Manager Work Sheet
NameClass
Yr. Degree Total Giving Cap.
RatingWill.
Rating City State StatusAsk
Amount Ask Date Project Name
Doe, John 1957 ALMB 145,924.16$ 10 Trenton NJ
Smith, John 1974 ALMB 1,555.00$ 5 Upper Saddle River NJ
Jones, John 1978 ALMB 328,910.34$ 20 Chappaqua NY
Traer, John 1978 ALMB 2,650.00$ 5 Chappaqua NY
Bilen, John 1956 ALMB 75,319.30$ 10 Bronxville NY
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Assess Management & Assess Management & Reporting NeedsReporting Needs
Proposals (broad campaign Proposals (broad campaign initiatives)initiatives)
Projects (smaller components of Projects (smaller components of proposals)proposals)
Cash forecastingCash forecasting
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Utilize SCT BannerUtilize SCT Banner
Prospect information form – AMAINFOProspect information form – AMAINFO
Prospect proposal form – AMAPROPProspect proposal form – AMAPROP
Prospect contact form - AMACONTProspect contact form - AMACONT
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Prospect Management Form Prospect Management Form AMAINFOAMAINFO
Maintain status of prospectMaintain status of prospect Project total campaign ask amount Project total campaign ask amount
and ask dateand ask date Maintain ratingsMaintain ratings
-- Capacity – Willingness -- Priority-- Capacity – Willingness -- Priority Assign StaffAssign Staff
-- Primary – Secondary -- Liaisons-- Primary – Secondary -- Liaisons Add ProjectsAdd Projects
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Lehigh University Prospect Lehigh University Prospect Management Status CodesManagement Status Codes
A - Active RecordA - Active Record
S – SuspectS – Suspect
Q – QualificationQ – Qualification
T – CultivationT – Cultivation
L – SolicitationL – Solicitation
W – Stewardship/Future Gift CapabilityW – Stewardship/Future Gift Capability
V – Stewardship/No Future Gift CapabilityV – Stewardship/No Future Gift Capability
N – Not Interested/DeniedN – Not Interested/Denied
D – DormantD – Dormant
Y – Spouse/PartnerY – Spouse/Partner
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Capacity RatingsCapacity Ratings
00 $0 to $99900 $0 to $999
01 $1,000 to $2,40001 $1,000 to $2,400
02 $2,500 to $4,99902 $2,500 to $4,999
03 $5,000 to $9,99903 $5,000 to $9,999
04 10,000 to 24,99904 10,000 to 24,999
05 $25,000 to $49,99905 $25,000 to $49,999
06 $50,000 to $99,99906 $50,000 to $99,999
10 $100,000 to $249,00010 $100,000 to $249,000
11 $250,000 to $499,99911 $250,000 to $499,999
12 $500,000 to $999,99912 $500,000 to $999,999
20 $1,000,000 to $4,999,99920 $1,000,000 to $4,999,999
21 $5,000,000 to $9,999,99921 $5,000,000 to $9,999,999
30 $10,000,000 to $24,999,99930 $10,000,000 to $24,999,999
31 $25,000,000 to $49,999,99931 $25,000,000 to $49,999,999
32 $50,000,000 to $99,999,99932 $50,000,000 to $99,999,999
40 $100,000,000+40 $100,000,000+
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Prospect Proposal Form Prospect Proposal Form AMAPROPAMAPROP
Prospects with multiple asksProspects with multiple asks Information on each proposalInformation on each proposal
Status and staffStatus and staff Projected ask amounts and datesProjected ask amounts and dates
Projected Components are managedProjected Components are managed Separate target asks and datesSeparate target asks and dates Separate statusSeparate status
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Prospect Contact FormProspect Contact Form
Update or add proposal and project Update or add proposal and project datadata StatusStatus Ask amount and dateAsk amount and date
Update prospect informationUpdate prospect information RatingsRatings Biographical information updatesBiographical information updates Move and contact codesMove and contact codes
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Validation Tables We UseValidation Tables We Use
Project/interest codes – ATVPROJProject/interest codes – ATVPROJ Proposal codes – ATVPROPProposal codes – ATVPROP Prospect status – ATVPRSTProspect status – ATVPRST Prospect rating types – ATVRTGTProspect rating types – ATVRTGT Prospect rating codes – ATVRATEProspect rating codes – ATVRATE Solicitor contact codes – ATVSCNTSolicitor contact codes – ATVSCNT Move type codes - ATVMOVEMove type codes - ATVMOVE
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ReportsReports
Prospect ManagementProspect Management Assigned prospectsAssigned prospects
Activity ManagementActivity Management Contacts and movesContacts and moves
PipelinePipeline FY Planned AskFY Planned Ask
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Prospect Manager Assigned Prospects with Status CodesProspect Manager Assigned Prospects with Status Codesandand
Planned Ask Pipeline ReportPlanned Ask Pipeline Report
ID Name Cl. Yr. DegreeCap Rtg
Will Rtg
Pri Rtg City St
Total Banner Giving
Sta-tus
Ant. Camp. Ask Amt.
Ant. Camp.
Ask Date Proposal Project Johnsen, Metta 1937 WIDW 01 B Bethlehem PA $ W
Johnsen, Carl 1941 ALMB 10 H Bethlehem PA $ YCarlsen, John 1955 ALMB 11 A Jenkintow n PA $ L 25,000$ 31-Dec-03 ACAPRG 3DISSJensen, Martin 1937 ALMB 11 H Reading PA $ L 50,000$ 30-Jun-04 SCHOLS 9FINADSheely, Cindy 1975 ALMB 20 H West Chester PA $ L 1,000,000$ 31-Dec-03 ACABLD 10LLRNMortensen, Mary 1988 ALMB 12 A H Allentow n PA $ QSorensen, Jan 1960 ALMB 06 Landisville PA $ QAndersen, Arthur 1977 ALMB 10 C L Allentow n PA $ QLarsen, Lars 1943 ALMB 12 Allentow n PA $ S
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SummarySummary
Start by assessing management and Start by assessing management and reporting needsreporting needs
Look to SCT Banner to accommodate Look to SCT Banner to accommodate those needsthose needs
Flexibility is KEYFlexibility is KEY
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