Capacity Ratings: Setting the Stage for Portfolio Management Sponsored by.
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Transcript of Capacity Ratings: Setting the Stage for Portfolio Management Sponsored by.
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Capacity Ratings: Setting the Stage for
Portfolio Management
Sponsored by
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Establishing Capacity Ratings, Inclination and AffinitySharon Das, Rutgers University Foundation
Screening and Segmentation
Jessica Davis, NYU Langone Medical Center~
Portfolio Management Bill Powers, Hospital for Special Surgery
Working with Fundraisers
Matthew Perrin, Natural Resources Defense Council
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Establishing Capacity, Ratings, Inclination and Affinity
Sharon Das
Rutgers University Foundation
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Giving Capacity
• Based on estimated wealth via publicly available information
• Includes an analysis of conditions that could affect giving potential
• Seeking to identifying a maximum gift level
• Be wary of saying “net worth”
Understanding the Terms
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Capacity and it’s Effect on Ratings
What is a Rating?An estimated dollar range for a gift or total gifts over five years based
on a prospect’s estimated wealth in the most ideal situation
• Not based on whether or not an individual should or will make a gift at the stated level or during the time-frame, but only that they have been pre-qualified through asset-based or predictive analysis as financially capable of doing so…. rating and evaluating an ability to donate
• Both science and art• PRIOITIZATION and SEGMENTATION TOOL
Understanding the Terms
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Affinity• Level of positive feelings about the institution• Earned loyalty• Based on giving history and involvement• Interest in the institution’s programs and initiatives
Inclination• Measure of overall philanthropic generosity
o Involvemento Donationso Are their hobbies and interests inline with your own?
Understanding the Terms
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• Varies by institution and constituency
• Be consistent in both defining, assigning and reporting • Adjust as the stages progress, or as a donor’s financial
situation fluctuates
• Fundraisers should request updated research if they think there are changes in wealth or BEFORE THEY MAKE THE ASK
Making the Data Part of the System
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Capacity and Ratings: Panel Discussion
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Jessica DavisNYU Langone Medical Center
Screenings and Segmentation
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Wealth Screenings“How do we obtain the information to rate?”
Wealth screenings can help pave the way!
System to identify publically available wealth indicators: • Real Estate• Foundations/charitable gifts• Businesses/Corporate affiliations • Insider stock holdings
Different areas of the organization’s population: – Alumni screenings before a reunion
– Portfolio screenings for individual gift officers
– Screening based on ZIP code, geographic criteria or employment records
– Brainstorm with Gift Officers and ITS to get the best pull of data for a screening
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Wealth Screening - Tips“What are you going to do with all that information?”
• A 10,000 person screening might sound great, but is it the best way to approach?
• Don’t over screen and get overwhelmed in the verification process! • How many people know how to use the screening tool?• How are you going to give the information to the frontline fundraiser? • Screening schedule should be done in a way that best suits your
organization’s needs.
Never screened?• Budget time (hours, months) and/or reduce time spent on other projects• Test several vendors and find the right one for you and your organization!
– Accessibility (web or software?)– Reporting features– Integration with your database
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Segmentation “Why screen and rate?”
• Ratings give clarity to a portfolio or group (sometimes 100s of people!)
• Look at capacity and inclination (internal and general)
• Allocate and allow best use of a fundraiser’s time –go after the right high-capacity prospects at the right time, and the mid-level prospects at another time.
Use screening data with internal knowledge to enhance your dataset
~Screenings are a great place to start to assign prospects to staff
and to engage in portfolio management
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Use Your Database“What do we do with this information?”
• Use the information to clean up a portfolio in the database
–Add capacity ratings can use them in future reporting or data pulls–If the GO learns something that changes the rating, change the rating!
• Most databases have a field for capacity and assets—use it!
–See if you can upload the screening data to your DB in bulk?
Remember: Garbage in, garbage out!
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Screenings and Segmentation: Panel Discussion
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Portfolio: Fundraising
• What is a portfolio?
A portfolio is a constituent group within an organization’s fundraising operation.
Individuals, foundations or corporations can make up portfolios.
A portfolio consists of a manageable fundraising group. Portfolio size can vary.
Organizations can have a handful or hundreds of portfolios. Good idea to have written policies concerning the management of the constituent group in the portfolio.
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High
Propensity
Low Capacity
High
Propensity
High Capacity
Low
Demonstrated
Propensity
Low Capacity
Low
Demonstrated
Propensity
High Capacity
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Portfolio: Stages
• When should a prospect be moved from one stage to the next (e.g. discovery, cultivation, solicitation)?
Depends on a number of factors. Each move should be discussed and/or reviewed with organization’s management and/or leadership.
• How long should a prospect be in a particular stage?
Depends on the organization and individual prospect.
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Portfolio Management
• Many organizations use prospect management or moves management to capitalize on donor strategy.
• Donor and prospect information is stored in a central database.
• Allows prospect or lead assignment to a specific gift officer with a specific action or actions assigned and a given time frame.
• Purpose of prospect management is for measureable, actionable and reportable results.
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Utilizing the Portfolio
• To drive change, e.g. where are the unresponsive prospects in your prospect pool?
• To analyze what is efficient.• To forecast future fundraising results.• To compare results internally and with peer
institutions.• To allocate resources to high performing
and/or deserving fundraising areas.
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Portfolio: Panel Discussion
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Matthew PerrinNatural Resources Defense Council
Effective
Teamwork
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Effective TeamworkResearchers and Frontline Fundraisers
•Break down silos!
•Establish working relationships
•Treat prospects holistically with research and “prospect-sourced” information
•Ultimate goal is to secure a gift
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Effective TeamworkResearchers and Frontline Fundraisers
Panel Discussion
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Contact Info
Sharon Das,Rutgers University [email protected]
Jessica Davis, NYU Langone Medical [email protected]
Matthew Perrin, Natural Resources Defense [email protected]
Bill Powers, Hospital for Special [email protected]