Breaking the Prospect Constraint by Growing the Prospect Base
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Event Description
Gift officers and development leaders alike often find themselves wondering, do we have enough people to fundraise from? Is our pool of prospects large enough? This one-hour session will explore and identify options and answers for advancement leaders, prospect researchers and managers, and development officers.
While the number of high-net-worth households has grown by nearly 2/3 since before the Great Recession, many fundraising teams are making unforced errors that lead to under cultivated prospect populations.
EAB’s research has surfaced a tendency for advancement leaders to put the best prospects in the wrong portfolios, to overload major gift officers with prospects they simply don’t have bandwidth to cultivate, and to prioritize alumni participation over pipeline development when these two things dovetail more than detract. This session explores each of these challenges, as well as tactics and strategies that institutions have used to circumvent them.
Presenter: Jeff Martin, Senior Director at Education Advisory Board
