A review of three new or re-designed prospect research tools from Target Analytics.

1. TARGET ANALYTICS
Target Analytics™ - Intelligence
Fundraising Success Through Prospect An Overview
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3. TODAY’S FUNDRAISING CHALLENGES
Determining capacity to give
Determining appropriate ask amounts
Understanding the passions and
interests that your donors support
Understanding a person’s inclination
and ability to make a gift to your organization
THE BLACKBAUD SOLUTION
WE PROVIDE NON-PROFITS THE RIGHT INSIGHT INTO DONORS TO MAXIMIZE
FUNDRAISING RESULTS AND MINIMIZE THE COST AND EFFORT REQUIRED TO
RAISE FOR YOUR CAUSE
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4. TARGET ANALYTICS SUITE OF RESEARCH TOOLS
Predictive Modeling
Wealth and Philanthropic Screening
Data Appends
Consulting
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5. RESEARCH POINT
Wealth screening within
ResearchPoint delivers
detailed wealth identification
ResearchPoint is a web-based information on prospects to
prospect management tool that ensure that you’re asking for
efficiently manages vast amounts the right amount at the right
time.
of critical prospect data and
optimizes your research process.
By segmenting your data and
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giving you numerous reporting
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options, you can make more
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strategic decisions and build a
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stronger prospect pipeline.
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6. DATA ASSETS | WEALTH POINT
Employer and Career
Information, Compensation, Private Company
Stock, Management Biographies
Hard Asset Data
MarketGuide Profiles: Biographical and Financial Data
Wealth and
on Corporate Officers and Directors
Public Stock Holdings/Transactions by Corporate
Officers, Directors, Major Shareholders; Transaction
Histories, Last-traded Stock Prices
Primary and Secondary Holdings of Real Estate,
Estimated Property Values, and Properties in Trusts
Detailed Self-reported Biographical Information
Including Education, Interests, Children, etc.
Affluence
Indicators
Presence of Luxury Items Like Planes, Yachts, and
Other Indicators of Wealth
Nonprofit Officers and Board Members Identification,
Private/Family Foundations
World‟s Largest Searchable Database of Tens of Millions
Philanthropic
Public Charitable Donations Available for Nonprofits
Giving
Historical and Current Charitable Giving Data Exclusive to
Target Analytics
In Depth Information on More Than 2 Million Federal
FEC and 527 Groups Election Contributions Including Amount and Recipient
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7. RESEARCHPOINT REDESIGN Reduce
manual
Simplify the
experience
effort
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8. DATA & SEARCH OPTIMIZATION – PROSPECTING DB Lead with
information
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9. MODEL SCORE EASE OF USE Lead with
information
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10. LIVE RESEARCHPOINT DEMO
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11. NOZA: ESTIMATING POTENTIAL FROM ACTUAL
GIFTS
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12. UNDERSTANDING CAPACITY AND INCLINATION BASED
ON ACTUAL GIVING HISTORY
• Is this person philanthropic?
• Past giving predicts future giving
• Giving reveals interests and passions
• How does the donor divide the philanthropic
dollar?
• Shortcut to qualifying a prospect without doing
additional prospect research
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13. A TALE OF TWO PROSPECTS
Prospect #1 Prospect #2
• $600,000 home • $600,000 home
• A private company business • A private company business
affiliation found in Dun & affiliation found in Dun &
Bradstreet Bradstreet
• Philanthropic history is • 15 philanthropic gifts found
unknown - 2 gifts over $25,000
- 6 gifts to organizations with a
similar mission to yours
Variations on the theme
• Small wealth, big gifts
• Large batch of records of unknown origin – which to keep and which to
lose?
• Need to find corporation or foundation prospects for a particular project
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14. SEE THE NEW NOZASEARCH.COM IN THE TARGET ANALYTICS BOOTH
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15. WHERE DOES NOZA DATA COME FROM?
• NOZA technology locates
unstructured, publicly available
charitable giving facts and
converts them into an online
searchable database.
• This allows NOZA users to
search, download and save data
anytime, quickly, easily and
affordably.
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16. LIVE DEMO OF STAND-ALONE SEARCH TOOL
www.nozasearch.com
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17. SECURING
PHILANTHROPY WITH
PRINCIPAL GIFTS
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18. TOP TIER – AT YOUR FINGERTIPS
Target Analytics Principal Giving Solution provides the analysis and data
you need to uncover the donors that drive philanthropy forward.
Principal / Lead $50K-$1M+
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19. OVERVIEW
$500,000+
Target Analytics Principal Giving Solution
segments your data highlighting the
population with inclination & capacity to Principal
make lead gifts. Giving
Solution
takes you
Their capacity equals 80% or more of here
an organization‟s fundraising potential.
$100,000+
Wealth screening and trend analysis
cannot and do not produce the same Typical
results. house file
analysis
takes you
here
Principal Giving solution saves time
and increases the amount of known
lead gift prospects.
$1,000
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20. OVERVIEW
Laser focused on the right donors for top tier gifts
Naming
$250K $1M+
Giving History Analysis opportunity
prospect prospect
Examination of the trends and
patterns of giving in your
house file
Propriety Models for
Inclination and Capacity Principal Giving Pool
Your Database Developed by examining
over 150 organizations and
100M gift transactions
Wealth Analysis
Analysis of hard assets for
complete assessment of
donors and prospects
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21. PRINCIPAL DONOR PROFILE
•Giving history is trending
positively
•Well educated and
•Confirmed patterns of
affluent
philanthropic donations
•Live in areas with
higher quality of life
Inclination Capacity
index
360 Donor
View
Wealth Asset •Purchase
Indicators Valuation
•Benchmarked against expensive homes
peers giving principal and vehicles
and lead gifts •Do not rely on
•Higher incomes and credit to make
known public assets purchases
•High real estate
valuation
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22. RESULTS RETURNED WITH SIMPLIFIED SCORING
Multi-Vertical Higher Education
Segmentation Segmentation
$500K+ $1M+
(Tier 1) (Tier 1)
$250K $750K
(Tier 2) (Tier 2)
$100K $500K
(Tier 3) (Tier 3)
$50K $250K
(Tier 4) (Tier 4)
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23. CASE STUDIES
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24. CASE STUDY REVIEW
Client flagged Analyzed
Scored all
17K results for
records
Received 5M constituent donors with Measured
through Target
constituent records that inclination and results against
Analytics
records from were already capacity to list of 17K
Principal
Client “known” make principal donors and…
Giving
principal gift and lead gifts
Solution
prospects to Client
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25. RESULTS
• Identified 82,848 lead and principal gift prospects
• Client previously identified 17K records with capacity to give lead
principal gifts
• The new analysis increases the amount of identified principal gift by
65,000 new prospects
• Combined capacity of previously unidentified donors is $600M
with a 10 prospect to 1 donor ratio
Donor
$50,000 $100,000 $250,000 $500,000+
Capacity
Tier 4 Tier 3 Tier 2 Tier 1
Level
Previously
3,159 670 279 7
Identified
New
59,296 11,253 8,164 20
Prospects
Total Donors 62,455 11,923 8,443 27
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26. DONOR STORY – TIER TWO HIGHER ED ($500K+)
PROSPECT
• Giving to Client
- No giving since 2000
- Prior giving totals $3K; covering 8 consecutive years
and 16 gifts
• Philanthropy
- Recent giving to other higher education and to many
NYC-based non-profits
- Spouse is a board member of one prestigious university
and a handful of other non-profits
• Wealth
- Real estate holdings in three distinct „tony‟ communities
throughout New York and Florida
- Spouse is a high-level executive at a large investment
firm, formerly based in the Twin Towers
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27. DONOR STORY – TIER TWO ($250K+) PROSPECT
• Giving to Client
- 13 gifts to over the past 6 years, ranging from
$100 - $500 each
• Philanthropic Giving
- Six figure giving to local-area organization
- Other larger gifts to health care, social services,
arts and business-related non-profits
• Wealth
- Real estate and securities holdings of $8MM+
- Executive in private industry wealth-sector
company
- Identified additional wealth-lifestyle indictors
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28. OTHER CLIENT FEEDBACK
• College Foundation President:
- Noted that he now feels like he has the list they need to drive their
campaign.
- “Target Analytics is going to help us challenge assumptions and lead
transformative gifts”
• Multi-Vertical Senior Director of Development
- “We’ve identified that the area of the greatest latent potential to fuel
growth is in major gifts. The success of this project with Target
Analytics will help us make a jump in bringing our mission to more
people.”
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29. CONCLUSION
Target Analytics Principal Giving solution provides an
easy to use segmentation for your top tier donors.
Organizations will have the prospect list they need to
prioritize executive level cultivation ensuring
campaign goals are achieved.
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30. CONTACT INFORMATION
David Lamb
Senior Solutions Consultant, Target Analytics
david.lamb@blackbaud.com
If you are interested in finding out more information about how Target
Analytics can help your organization, please contact your Account
Executive or email: solutions@blackbaud.com.
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