Most organizations and institutions have too many constituents and too few major gift officers. Consequently, to be successful, they must lean on a highly strategic approach that identifies their best prospects and systematically moves them toward a major gift invitation.
Prospect Management, often referred to as a “Moves Management” or “Donor Management” system, is a collection of operational processes, procedures and policies that help high-functioning fundraising programs build stronger relationships and close more major gifts.
To do this work effectively, your advancement team must establish shared prospect management protocols and definitions, employ strategic listening and donor inquiry methods, and commit themselves to a prospect tracking system within the advancement database. Committing the organization and oneself to a Prospect Management System ensures that appropriate focus, time, and effort is placed on the relationships that can have the greatest impact on your institution.
This Gonser Gerber Institute workshop will focus on the essential elements of an effective prospect management system and will provide guidance on organizing your work and team for success, including key metrics to help guide and improve your work and philanthropic results. Built into this workshop is the opportunity to discuss real-world scenarios with our faculty and your peers. We facilitate both planned and informal interactions so that you learn from other workshop participants as well as the instructors.
Among other things, topics covered during our time together include:
- Benefits of Prospect Management
- Embracing your organization’s common Prospect Management language
- Helping gift officers objectively move donors through the gift cycle
- Constructing and assessing great portfolios
- Measuring Major Gift Program ROI
- How to organize your team for success
- Measuring your work
Who Should Attend:
This workshop is designed for advancement and development professionals who want to organize, manage or solicit major gifts for their institution in a more effective way. This could include all gift officers, but also development directors, vice presidents, assistant or associate vice presidents, prospect management staff, or other team members. We invite both new and seasoned professionals, from all organization types. (Since we will be looking at deep processes and policies, we do not recommend this program for volunteers.)
Attendance is limited to 10 people so that we can build a cohort atmosphere with lots of dialogue and personalized learning. Please come prepared to talk, share, and ask questions!
Registration and Hotel Information:
The fee for this one-day workshop is $595, and current clients of Gonser Gerber Consulting get a discounted rate of $495 per person.
The workshop will take place at the Hilton Lexington/Downtown Hotel in Kentucky. A limited number of rooms have been secured at the rate of $179 a night. Reservations must be made by March 12, 2024. Check out our hotel fact sheet for more information and details.
Senior Consultant Tyson Pinion, Ph. D., has worked in higher education for 20 years having served in advancement, academic leadership, and enrollment management. He has worked closely with a variety of departments and programs in higher education including extensive experience leading and managing all the direct reporting areas of advancement: annual giving, major gifts, planned giving, alumni relations, database management, and Board of Trustee and volunteer management. He has shaped policy in areas as diverse as admissions, scholarship management, financial aid, stewardship, marketing and branding, board governance, student affairs, and athletics.
Charlie Shepard, Partner at Gonser Gerber, provides development consulting services to non-profit organizations in all aspects of institutional advancement. Prior to joining Gonser Gerber, Charlie served the Advancement field for more than 18 years, with his most recent position as Vice President for Institutional Advancement at Asbury University in Kentucky and The University of Findlay in Ohio.