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A review of three new or re-designed prospect research tools from Target Analytics.
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9/30-10/2 © 2012. Blackbaud Confidential. All rights reserved 1
Target Analytics™ - An Overview
TARGET ANALYTICS Fundraising Success Through Prospect Intelligence
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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
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Data Appends
Predictive Modeling
Wealth and Philanthropic Screening
Consulting
TARGET ANALYTICS SUITE OF RESEARCH TOOLS
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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
an
d H
ard
Ass
et D
ata
Phi
lant
hrop
ic
G
ivin
g A
fflue
nce
Indi
cato
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
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RESEARCHPOINT REDESIGN Reduce manual effort
Simplify the experience
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DATA & SEARCH OPTIMIZATION – PROSPECTING DB Lead with information
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MODEL SCORE EASE OF USE Lead with information
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LIVE RESEARCHPOINT DEMO
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NOZA: ESTIMATING POTENTIAL FROM ACTUAL GIFTS
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• 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
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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
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SEE THE NEW NOZASEARCH.COM IN THE TARGET ANALYTICS BOOTH
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• 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?
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LIVE DEMO OF STAND-ALONE SEARCH TOOL
www.nozasearch.com
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SECURING PHILANTHROPY WITH PRINCIPAL GIFTS
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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+
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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.
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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
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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
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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
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CASE STUDIES
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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
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• 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
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• 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
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• 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
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• 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
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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
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CONTACT INFORMATION
David Lamb
Senior Solutions Consultant, Target Analytics
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].