Organizations are increasingly expected to do more with less. In this environment, it is crucially important for any development organization, small or large, to apply various analytics techniques to improve performance and efficiency.
By combining your organization’s existing data with wealth scoring and philanthropic screening of your prospects, fundraising analytics will improve the performance and efficiency of a development organization. Analytics can help your organization secure greater philanthropic support by identifying your organization’s best prospects, realigning major gift officers’ prospect portfolios, consistently tracking progress toward goals and gaining the vision to address obstacles in time to positively impact your fiscal year.
The following tools are part of TW&B’s Total Quality Prospect Research, Management and Analytics (TQPRMA) system. This system will provide your organization and frontline fundraisers with a 360-degree view of your prospect pool and donor pipeline. The TQPRMA system provides tracking mechanisms for fundraising progress, and forecasts progress to goals, return on investment (ROI), and metrics at the organizational and individual levels.
Prospect Pool Capacity Analysis
Prospect Pool Capacity Analysis provides our clients with an understanding of the total philanthropic potential of their prospect pool. It reveals the current institutional giving relative to each prospects’ giving potential, the capacity of existing staff to manage their current number of prospects, and calculates what financial goals could be achieved with increased productivity over a five-year period.
We analyze the prospect pool and estimate the capacity of the prospect pool for gifts over a five-year period. We also analyze the penetration and yield of the institution’s prospect pool and provide scenarios for growth.
Prospect Research, Management, and Analytics (PRMA) Program Review
The PRMA Program Review is a specific assessment of the prospect research, management, and analytics function of the institution. It assesses the service delivered by the research department and makes recommendations for improvement, including assessing whether increased investment would positively impact the program. The main activities include:
- Comprehensively analyzing the processes, systems, staffing, policies and procedures in place and making any recommendations for building an effective and efficient PRMA to sustain a successful fundraising program
- Interviewing PRMA staff, frontline fundraisers, and the leadership regarding prospect research, management and analytics work
- Reviewing the prospect management systems and reporting mechanisms that support the overall fundraising program
- Providing findings and recommendations to the leadership
- Helping with developing the Prospect Management Policies and reporting needs
Total Quality Portfolio Analysis (TQPA)
The Total Quality Portfolio Analysis not only screens the entire database, but also models the prospect pool by developing more specific propensity scores, planned giving scores and annual fund scores for each prospect. Those scores are based on a combination of data from wealth screening and other data contained in the institution’s database, such as participation in events, affiliations, and giving. In addition, this detailed analysis drills down into the major gift team level and evaluates individual portfolios, as well as the pools of unmanaged prospects. At the individual level, the evaluation of the portfolios can be used to balance each development officer’s prospect pipeline to be sure they are focusing on the right prospects. TQPA includes:
- Wealth screening the entire database
- Developing propensity scores and planned giving indicators for each constituent
- Analyzing the entire prospect pool management and providing findings and recommendations about the management of the pool
- Analyzing each individual school/unit/development officer portfolio and finding ways to balance the portfolios
Analyzing the un-managed prospect pool and identifying new prospects
- that can be moved into Major Gift (MG) officers’ portfolios
- Developing frontline fundraiser metrics and tools to improve the efficiency of the MG program
- Following-up to ensure and support implementation
Data Modeling and Screening
This product combines wealth screening with modeling for propensity, annual fund and planned giving scores similar to the TQPA, but without the detailed evaluation of the team and individual portfolios. It includes:
- Wealth Screening
- Propensity and Annual Fund Modeling
- Planned Giving Modeling
Institutional Benchmarking of Fundraising Performance
Using the Council for Aid to Education (CAE) Reports and customized surveys, this service compares the client’s institution to 10 institutions that they identify as benchmarking targets.
Raiser’s Edge/Database Consulting
- Raiser’s Edge User Training
- Database Conversion Support
- Configuration Support
Interim PRMA Program Leadership and Research Work
- Providing interim Prospect Research and Management leadership and training
- Providing prospect research profiles
- Supporting the client’s search efforts for PRMA leadership if a search is underway
- Managing weekly meetings with leadership and other staff
- On-line surveys of Alumni Relations, MG prospects, stewardship, communication and marketing, grateful patients, volunteers, subscribers/members, etc.
- Face-to-face stewardship surveys with MG donors. This is an opportunity for development officers to meet with donors and ask about how their gift were stewarded and an opportunity to learn more about their specific interests in the institution and any future intentions, etc.
The deliverable for both products is a report interpreting
the survey data and responses. It also includes the raw