Prospect intelligence

9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 1

Target Analytics™ - An Overview

TARGET ANALYTICS Fundraising Success Through Prospect Intelligence


Understanding the passions and interests that your donors support

Determining capacity to give

Determining appropriate ask amounts

Understanding a person’s inclinationand ability to make a gift to your organization

TODAY’S FUNDRAISING CHALLENGES

THE BLACKBAUD SOLUTIONWE PROVIDE NON-PROFITS THE RIGHT INSIGHT INTO DONORS TO MAXIMIZE FUNDRAISING RESULTS AND MINIMIZE THE COST AND EFFORT REQUIRED TO

RAISE FOR YOUR CAUSE


Data Appends

Predictive Modeling

Wealth and Philanthropic Screening

Consulting

TARGET ANALYTICS SUITE OF RESEARCH TOOLS


RESEARCH POINT

ResearchPoint is a web-based prospect management tool that

efficiently manages vast amounts of critical prospect data and

optimizes your research process. By segmenting your data and

giving you numerous reporting options, you can make more

strategic decisions and build a stronger prospect pipeline.

Wealth screening within ResearchPoint delivers

detailed wealth identification information on prospects to ensure that you’re asking for the right amount at the right

time.

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DATA ASSETS | WEALTH POINTW

ealth

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rsEmployer and Career Information, Compensation, Private Company Stock, Management Biographies

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.

Presence of Luxury Items Like Planes, Yachts, and Other Indicators of Wealth

Nonprofit Officers and Board Members Identification, Private/Family Foundations

MarketGuide Profiles: Biographical and Financial Data on Corporate Officers and Directors

Historical and Current Charitable Giving Data Exclusive to Target Analytics

In Depth Information on More Than 2 Million Federal Election Contributions Including Amount and RecipientFEC and 527 Groups

World’s Largest Searchable Database of Tens of Millions Public Charitable Donations Available for Nonprofits


RESEARCHPOINT REDESIGN Reduce manual effort

Simplify the experience


DATA & SEARCH OPTIMIZATION – PROSPECTING DB Lead with information


MODEL SCORE EASE OF USE Lead with information


LIVE RESEARCHPOINT DEMO


NOZA: ESTIMATING POTENTIAL FROM ACTUAL GIFTS


• 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

UNDERSTANDING CAPACITY AND INCLINATION BASED ON ACTUAL GIVING HISTORY


Prospect #1• $600,000 home • A private company business

affiliation found in Dun & Bradstreet

• Philanthropic history is unknown

A TALE OF TWO PROSPECTS

Prospect #2• $600,000 home • A private company business

affiliation found in Dun & Bradstreet

• 15 philanthropic gifts found- 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


SEE THE NEW NOZASEARCH.COM IN THE TARGET ANALYTICS BOOTH

http://dev.nozasearch.com/NozaSearch/Default.aspx


• 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.

WHERE DOES NOZA DATA COME FROM?


LIVE DEMO OF STAND-ALONE SEARCH TOOL

www.nozasearch.com


SECURING PHILANTHROPY WITH PRINCIPAL GIFTS


Target Analytics Principal Giving Solution provides the analysis and data you need to uncover the donors that drive philanthropy forward.

TOP TIER – AT YOUR FINGERTIPS

Annual

Major

Mid

Principal / Lead $50K-$1M+


OVERVIEW

$1,000

$100,000+

Typical house file analysis

takes you here

Principal Giving

Solution takes you

here

$500,000+Target Analytics Principal Giving Solution segments your data

highlighting the population with inclination & capacity to make lead

gifts.

Their capacity equals 80% or more of an organization’s fundraising

potential.

Wealth screening and trend analysis cannot and do not produce

the same results.

Principal Giving solution saves time and increases the amount of known

lead gift prospects.


Laser focused on the right donors for top tier gifts

OVERVIEW

Your Database

Wealth AnalysisAnalysis of hard assets for

complete assessment of donors and prospects

Propriety Models for Inclination and Capacity

Developed by examining over 150 organizations and

100M gift transactions

Giving History Analysis

Examination of the trends and

patterns of giving in your

house file

Principal Giving Pool

$250K prospect

Naming opportunity $1M+

prospect


PRINCIPAL DONOR PROFILE

360 Donor View

• Giving history is trending positively

• Confirmed patterns of philanthropic donations

• Well educated and affluent

• Live in areas with higher quality of life index

• Benchmarked against peers giving principal and lead gifts

• Higher incomes and known public assets

• Purchase expensive homes and vehicles

• Do not rely on credit to make purchases

• High real estate valuation

Inclination

WealthIndicators

Capacity

Asset Valuation


RESULTS RETURNED WITH SIMPLIFIED SCORING

$500K+

(Tier 1)

$250K

(Tier 2)

$100K

(Tier 3)

$50K

(Tier 4)

$1M+

(Tier 1)

$750K

(Tier 2)

$500K

(Tier 3)

$250K

(Tier 4)

Multi-Vertical Segmentation

Higher Education Segmentation


CASE STUDIES


Received 5M constituent

records from Client

Client flagged 17K

constituent records that were already

“known” principal gift

prospects

Scored all records through Target

Analytics Principal

Giving Solution

Analyzed results for

donors with inclination

and capacity to make

principal and lead gifts to

Client

Measured results

against list of 17K donors

and…

CASE STUDY REVIEW


• 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

RESULTS

Donor Capacity

Level

$50,000Tier 4

$100,000Tier 3

$250,000Tier 2

$500,000+Tier 1

Previously Identified 3,159 670 279 7

New Prospects 59,296 11,253 8,164 20

Total Donors 62,455 11,923 8,443 27


• 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

DONOR STORY – TIER TWO HIGHER ED ($500K+) 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

DONOR STORY – TIER TWO ($250K+) PROSPECT


• 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.”

OTHER CLIENT FEEDBACK


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.

CONCLUSION


CONTACT INFORMATION

David Lamb

Senior Solutions Consultant, Target Analytics

[email protected]

If you are interested in finding out more information about how Target Analytics can help your organization, please contact your Account

Executive or email: [email protected].

mailto:[email protected]

mailto:[email protected]

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