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Prospect Management In a Capital Campaign

Prospect Management In a Capital Campaign. Tuesday October 28, 2003 1:15 – 2:05 pm Sharon L. Upton, Director of Development Research. Introduction. How Lehigh uses SCT Banner to manage our capital campaign prospects and projects Broader understanding of prospect management module

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Prospect Management In a Capital Campaign

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  1. Prospect Management In a Capital Campaign Tuesday October 28, 2003 1:15 – 2:05 pm Sharon L. Upton, Director of Development Research

  2. Introduction • How Lehigh uses SCT Banner to manage our capital campaign prospects and projects • Broader understanding of prospect management module • Knowledge to implement capital campaign reporting

  3. Topics of Discussion • Assess management and reporting needs • Utilize SCT Banner for management needs • Construct validation tables • Gather and input data • Structure reports

  4. Prospect Manager Work Sheet

  5. Assess Management & Reporting Needs • Proposals (broad campaign initiatives) • Projects (smaller components of proposals) • Cash forecasting

  6. Utilize SCT Banner • Prospect information form – AMAINFO • Prospect proposal form – AMAPROP • Prospect contact form - AMACONT

  7. Prospect Management Form AMAINFO • Maintain status of prospect • Project total campaign ask amount and ask date • Maintain ratings -- Capacity – Willingness -- Priority • Assign Staff -- Primary – Secondary -- Liaisons • Add Projects

  8. Lehigh University Prospect Management Status Codes A - Active Record S – Suspect Q – Qualification T – Cultivation L – Solicitation W – Stewardship/Future Gift Capability V – Stewardship/No Future Gift Capability N – Not Interested/Denied D – Dormant Y – Spouse/Partner

  9. 00 $0 to $999 01 $1,000 to $2,400 02 $2,500 to $4,999 03 $5,000 to $9,999 04 10,000 to 24,999 05 $25,000 to $49,999 06 $50,000 to $99,999 10 $100,000 to $249,000 11 $250,000 to $499,999 12 $500,000 to $999,999 20 $1,000,000 to $4,999,999 21 $5,000,000 to $9,999,999 30 $10,000,000 to $24,999,999 31 $25,000,000 to $49,999,999 32 $50,000,000 to $99,999,999 40 $100,000,000+ Capacity Ratings

  10. Prospect Proposal Form AMAPROP • Prospects with multiple asks • Information on each proposal • Status and staff • Projected ask amounts and dates • Projected Components are managed • Separate target asks and dates • Separate status

  11. Prospect Contact Form • Update or add proposal and project data • Status • Ask amount and date • Update prospect information • Ratings • Biographical information updates • Move and contact codes

  12. Validation Tables We Use • Project/interest codes – ATVPROJ • Proposal codes – ATVPROP • Prospect status – ATVPRST • Prospect rating types – ATVRTGT • Prospect rating codes – ATVRATE • Solicitor contact codes – ATVSCNT • Move type codes - ATVMOVE

  13. Reports • Prospect Management • Assigned prospects • Activity Management • Contacts and moves • Pipeline • FY Planned Ask

  14. Prospect Manager Assigned Prospects with Status CodesandPlanned Ask Pipeline Report

  15. Summary • Start by assessing management and reporting needs • Look to SCT Banner to accommodate those needs Flexibility is KEY

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