Pre-Conference Workshops

Wednesday, May 28 | 9:00am – 12:00pm
Achieving Intelligence: Building an Integrated Prospect Development Program

Bond Lammey, Bentz Whaley Flessner | Sarah Conner-Smith, Bryn Mawr College

This presentation covers the theory and practice of creating an integrated prospect development program. Bringing together the elements of analytics, research, and relationship management, we demonstrate that an effective approach to prospect development is both data-driven and donor-centric. This approach creates opportunities for collaboration at organizations regardless of size or type of constituent base, but brings challenges related to organizational culture and change management. Attendees will leave with practical ways to conceptualize, integrate, and implement a successful prospect development program.

Wednesday, May 28 | 9:00am – 12:00pm
Creating Strategic Reports Highlighting Prospecting
Debra Darling, Washington and Lee University

Deb will share, in detail, the reports she has developed and currently uses to report campaign progress and predict future capacity to the Washington and Lee Campaign Cabinet, comprised of W&L trustees and other key alumni, parent, and friend donors. These reports highlight the work of the prospect development team and are considered a crucial element in forecasting the future progress and success of the Campaign. They focus not on how much has been received, but how much we feel is yet to come and how that compares with how much is yet to be raised. Each of these reports can be adapted to focus on any specific fundraising goal, i.e. your yearly Annual Fund goal, a specific fundraising project or departmental goal, etc.