Notes from a Big Notes from a Big ConferenceConference

APRA 2010APRA 2010

Oliver Taylor, University of Oliver Taylor, University of LeedsLeeds

APRA APRA ConferenceConference

2010: 2010:

Anaheim Anaheim Marriott, Marriott, Orange Orange County,County,CaliforniaCalifornia

21 – 24 July21 – 24 July

An annual conference, plus …An annual conference, plus … Training and education Training and education

resources for prospect resources for prospect researchersresearchers

Beneficial relationships with Beneficial relationships with partnerspartners

Volunteers and chapter networkVolunteers and chapter network ConnectionsConnections publication publication

2010 conference:2010 conference: 650 delegates650 delegates 29% attending for first time29% attending for first time Just ten from outside North Just ten from outside North

AmericaAmerica All sectors representedAll sectors represented

Seminar tracks:

Advanced ResearchCampaigns

Data Analytics/Prospect identificationHealthcare

Management and Professional DevelopmentMember and Cause-Related Organizations

Relationship ManagementResearch Fundamentals

Trends

Seminar tracks:

Advanced Research | Campaigns | Data Analytics/Prospect identification | Healthcare | Management and Professional Development | Member and Cause-Related Organizations |

Relationship Management | Research Fundamentals | Trends

How I roadmapped my way to professional success:Day 1Research, Prospect Management and Analysis for the Whole Campaign (3 hrs)The Top Ten Challenges for Prospect Management (3 hrs)

Day 2Accelerate Your Rookies to Researchers (1½ hrs)The Future of Prospect Research (1½ hrs)Round-table discussion group networking event and lunch (1½ hours)Building the Pipeline without History (1½hrs)

Day 3Corporation and Foundation Research Strategy (1½ hrs)APRA Annual Members’ Meeting (1 hr)APRA Networking Lunch (2 hrs – yes, that is a 2 hr lunch break)Using data to maximize fundraising opportunities (1½ hrs)

Day 4Using Strategic Planning to Gain Leadership's Support of your Shop (1½ hrs)Mind Reading 101 (1½ hrs)

Data analyticsData analytics

The NEXT BIG THING? The NEXT BIG THING?

Data analyticsData analytics ““making your data work making your data work

harder”harder” ““going back to basics”going back to basics” ““smarter data capture”smarter data capture”

Predictive Modelling 101 – the Basics

Coefficients: measure the magnitude and direction of the slope or the strength of the relationship of the relationship between X and Y.

Example:

•Positive relationship – X & Y

•Perfect flat relationship – X & Y

•Perfect negative relationship – X & Y

Understanding Regression“Linear regression is the process offitting the best possible straight linethrough a series of points. ...”“The relation between variables (xand y) when the regression equationis linear:

$0.00

$500.00

$1,000.00

$1,500.00

$2,000.00

$2,500.00

$3,000.00

No

Yes

“Business phone number present” – average lifetime giving

Strategy For Coping With Last Strategy For Coping With Last Minute Research Requests From Minute Research Requests From Canvassers … Canvassers …

Keep a pad and pen near your Keep a pad and pen near your phonephone

Always ask the gift officer to spell Always ask the gift officer to spell the prospect’s name and provide the prospect’s name and provide you with an ID #you with an ID #

Get as detailed as possibleGet as detailed as possible - what do they already know?- what do they already know? - is there a due date?- is there a due date?

Prospect management … is seldom Prospect management … is seldom perfect. perfect.

But remember, if it’s consistently not But remember, if it’s consistently not working well, it’s probably your working well, it’s probably your system that’s wrong, not your system that’s wrong, not your fundraisers. Probably. fundraisers. Probably.

Top 10 challenges for prospect Top 10 challenges for prospect managementmanagement systemssystems

1)1) AccountabilityAccountability2)2) AccountabilityAccountability3)3) AccountabilityAccountability4)4) AccountabilityAccountability5)5) AccountabilityAccountability6)6) AccountabilityAccountability7)7) AccountabilityAccountability8)8) AccountabilityAccountability9)9) AccountabilityAccountability10)10) AccountabilityAccountability

Top 10 challenges for prospect managementTop 10 challenges for prospect management systemssystems

1)1) Missing accountability/authorityMissing accountability/authority2)2) Shadow systems / offline brains / uncoded or ad-hoc Shadow systems / offline brains / uncoded or ad-hoc

developmental strategies and historiesdevelopmental strategies and histories3)3) Lack of trust in the systemLack of trust in the system4)4) Revolving doorsRevolving doors5)5) Lack of production through system (does system drive Lack of production through system (does system drive

prospects?)prospects?)6)6) Exceptions (such as perceived and real confidentiality)Exceptions (such as perceived and real confidentiality)7)7) Credit and metrics / quality vs quantityCredit and metrics / quality vs quantity8)8) Missing or wrong rolesMissing or wrong roles9)9) Math doesnMath doesn’’t add up (are the metrics achievable, t add up (are the metrics achievable,

realistically?)realistically?)10)10) Complex and/or unused definitions and coding (does everyone Complex and/or unused definitions and coding (does everyone

understand the language involved?)understand the language involved?)

AccountabilityAccountability

– – the greatest the greatest challenge in challenge in prospect prospect managementmanagement

Who is accountable Who is accountable for what, and to for what, and to whom?whom?

Who has authority Who has authority to administer the to administer the system? Arbitrate?system? Arbitrate?

Seminar tracks:

Advanced Research | Campaigns | Data Analytics/Prospect identification | Healthcare | Management and Professional Development | Member and Cause-Related Organizations |

Relationship Management | Research Fundamentals | Trends

How I roadmapped my way to professional success:Day 1Research, Prospect Management and Analysis for the Whole Campaign (3 hrs)The Top Ten Challenges for Prospect Management (3 hrs)

Day 2Accelerate Your Rookies to Researchers (1½ hrs)The Future of Prospect Research (1½ hrs)Round-table discussion group networking event and lunch (1½ hours)Building the Pipeline without History (1½hrs)

Day 3Corporation and Foundation Research Strategy (1½ hrs)APRA Annual Members’ Meeting (1 hr)APRA Networking Lunch (2 hrs – yes, that is a 2 hr lunch break)Using data to maximize fundraising opportunities (1½ hrs)

Day 4Using Strategic Planning to Gain Leadership's Support of your Shop (1½ hrs)Mind Reading 101 (1½ hrs)

in Santa Monica

“… this must be what they mean when they keep talking about the prospect pool …”

Thank you!Thank you!

o.taylor@adm.leeds.ac.uko.taylor@adm.leeds.ac.uk0113 343 69300113 343 6930

RiF APRA Bursary

• Simple application process

•Next year’s conference in Austin, TX, 27-30 July

• Why not give it a go?