Using Prospect Research to Inform Major Gift Qualification Discussions (Virtual)

Please join us on May 11th for this virtual event.

Do you like thinking on your feet? Do you like getting onstage and joining the presentation? If so, this session is for you! We've all heard of prospect research, some of us have used it ourselves, and more lucky ones have someone prepare profiles for us; but how do we use this to inform fundraising discussions? We shouldn't read off the list of gifts elsewhere to a prospective donor, but what should we do? This session will address that and more. We will walk through giving patterns indicating someone may be primed for a qualification meeting, how that data should be managed, and briefly, how to use that to set up qualification meetings through a few different scenarios acted out by volunteers from the audience. Scenarios will include, but are not limited to:

1. Using data to tell a board member their new neighbor may not be the best use of fundraising staff time.
2. Using data to identify which board member to bring to a qualification visit.
3. What not to do by sharing information directly from the profile.

This workshop can be used by senior staff to train their more junior team members through roleplay.

Meeting Time:
Thursday, May 11, 2023 from 9:00 AM - 10:00 AM

Registration Fees:
Members - $25.00
Nonmembers - $45.00

SPEAKERS

Kirsten Boyce
Kirsten Boyce currently serves as a Senior Consultant at Campbell & Company. Based in the Chicago office, Kirsten builds a strong partnership with each of her clients, creating a positive and proactive environment. Kirsten’s ability to understand each client’s culture and goals helps her manage projects and see campaign planning studies, development assessments, and other projects through to fruition.

Prior to Campbell & Company, Kirsten worked at Georgetown University, where she worked closely with the Alumni Association and Board of Governors as the liaison to the Finance Committee. As part of her role, Kirsten oversaw the brand management of the Association, implemented the 2010-2015 Strategic Plan, and managed the royalty relationships for the Association.

Kirsten co-leads the firm’s internal continuous learning practice and human services task force. In addition to her professional activities, Kirsten is a member of the Association of Fundraising Professionals and volunteers mentoring refugee families. Kirsten holds a bachelor’s degree in History from American University in Washington, D.C.

John Philligin
John is currently the Director of Leadership Gifts at Capital Area Food Bank where he leads the cultivation, solicitation, and stewardship efforts of the organization’s most generous donors. While specializing in securing support from ultra-high-net-worth individuals, John has built successful major gift programs at The Washington Ballet, Teach For America – DC Region, and Capital Area Food Bank. John received his MA in Arts Nonprofit Management from American University while concentrating on fundraising and he frequently returns as a guest to coach students in the art of major gift solicitations. John also holds degrees from East Carolina University and the University of North Carolina School of the Arts in Violin performance. He is an active member of the Washington National Opera Junior Board where he serves as Vice President and also serves on the board of Kollective366, a New York City based chamber orchestra.

Ryan Woroniecki
Ryan leads Lighthouse Counsel's marketing and business development efforts; He spent over a decade as the VP of Strategic Partnerships at DonorSearch where built a network of fundraising consultanting firms and nonprofit technology companies who use DonorSearch data to help nonprofits fundraise more effectively. He has worked with hundreds of nonprofits on effective prospect development practices.

Ryan Chaired Resource Development for The Giving USA Foundation, where he oversaw the implementation of the organization's first-ever CRM. He has been actively involved in The Giving Institute and serves on the board of AFP-DC. He is a former APRA-MD board member.  

*Full participation in Using Prospect Research to Inform Major Gift Qualification Discussions is applicable for 1.0 points in Category 1.B -Education of the CFRE International application for initial certification and/or recertification.