Patrick O'Toole, Director of Prospect Research and Management U.S. Air Force Academy Endowment
Wealth Screenings: Getting What You Paid for and More
In prospect research, we often utilize wealth screenings to identify new prospects and confirm suspicions regarding existing prospects. But are your wealth screenings as effective as they could be? In this presentation, we will discuss: how you can better prepare for a wealth screening; keeping the relationship with your data vendor on target, on budget, and on schedule; ways you can maximize the accuracy of your screenings; and processes by which you can more effectively employ your screening’s results. I also will share helpful tips and tricks learned from conducting dozens of wealth screenings with several major vendors. This presentation will provide you with tools to make your wealth screenings more productive.
Gift Capacity Estimation: From Asset Totals to Modest Models
Research math, or gift capacity estimation, is an essential part of prospect research. But how comfortable are you with this process? Gift capacity estimation rarely strays from the tried-andtrue formula of using a fixed percentage of known assets; however, by doing this we often miss opportunities. Easy-to-master models can provide indications of greater wealth than might be thought. In this presentation, we will discuss: basic formulae used in gift capacity estimation (i.e., fixed percentages of known assets); total wealth estimations based on known assets (i.e., modest modeling); adjustments for age, gender, and past giving behavior. In this presentation, I will also discuss the importance of capturing your work in your database of record. Your estimation work becomes an invaluable tool that will make you more efficient and your research office more effective.