If your organization purchases wealth screening reviews you are given an opportunity to mine the data in thoughtful ways. Many frontline fundraisers rank names in order of giving capacity in preparation of a prospecting trip and phone the highest rated first for appointments. But what more can you do with the data?
One of my key projects this year is to contact all my highest rated donors for some deliberate contact. I pulled the list based on rated gift capacity, then looked at their giving history. I then sorted the names in order of lifetime gift totals to give myself two key pieces of information — major gift potential and a history of actual support. I then used a tool I have designed – my Suspect Identification and Rating Worksheet – to fine tune my prioritization. I produced a list of 60 qualified Suspects and have already begun some promising new major gift discussions.
What are you doing with your wealth screening data?