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University Advancement - Wealth Screening Implementation Plan

California State University, Fullerton

GG+A Predictive Modeling/Wealth Screening Implementation Plan

Research staff will generate reports within the DonorScape product to ascertain currently unassigned prospects who have the highest GG+A major gift or planned gift codes and the highest gift capacity ratings. Prospects will be rolled out to Directors for qualification in order of the following strategic priority:

Major Gift Prospects

  • GG+A major gift codes of A, B, C and gift capacity estimates 1 to 4 ($10 million to $100,000) (216 records)
  • GG+A major gift codes A and B and gift capacity estimates 5 and 6 ($99,999 to $10,000) (1,889 records)
  • GG+A prospects coded NL (“nothing to lose”), those who have strong wealth indicators, but have given less than $200 to CSUF (1,205 records)
  • GG+A major gift codes A, B, C and gift capacity “Unable to Rate” (80 records)

Planned Giving Prospects

  • GG+A Planned Giving Rating P (Primary) (870 records)
  • GG+A Planned Giving rating S (Secondary) (6,648 records)

Concurrent with the roll out of new unassigned prospects, Research staff will conduct individual portfolio analysis and compare the results of screening with the names in the active portfolios of Directors of Development, Planned Giving and Annual Campaigns. Screening identified 127 top major gift prospects that are assigned and have a gift capacity of $100,000 or more; Research will provide prospect managers with the wealth screening results on these prospects.

Additionally, screening results have identified 111 assigned constituents who may not represent CSUF’s best near term major gift prospects; Research will work directly with prospect managers to determine which of these constituents may need to be dropped from active management in order to free up space for new discoveries.

Research staff will assign newly identified prospects with the highest capacity ratings first within the current structure of the prospect management meeting. Research staff will assign new discoveries to development staff in small groups rather than supplying long lists of names. This method is a proven “best practice” at numerous organizations that have conducted screenings.

Research staff initially will bring forward 10 new prospects per Director for qualification. Once these prospects have been contacted by Directors, qualified as a viable or non-viable prospects, and documented in a contact report in Advance, the Director will receive the next batch prospects for qualification and so forth. Depending upon a variety of factors, the pace of assignment of new prospects may vary from Director to Director.

Research staff will ensure that Directors will have a maximum of 10 new prospects to qualify at any given time. The purpose of this process is to ensure coordinated communication with prospects, to have the ability to track results for reporting purposes, and to create a continuous flow of new prospects into and out of the fundraising pipeline.