2011 Integrating Wealth Data Whitepaper Web

8/3/2019 2011 Integrating Wealth Data Whitepaper Web

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Auu 2011

Integrating Wealth DataInto Your Donor Management System for Better Fundraising Results

September 2011

A WealthEngine and Heller Consulting White Paper


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2 | A WealthEngine and Heller Consulting White Paper

Acknowledgements

spia ha h i ha hav pariipa i h a ui i hi rpr:

Hu RuhJy gra, dirr oprai

sv UivriyRb turr, dirr Ava srvi

Hahar chariimaria griai-mir, sir Irai sy thi

2011 wahei, I., Hr cui a/r hir rpiv aia. A Rih Rrv.

Rprui a iribui hi pubiai i ay r ihu prir ri prii i rbi. th irai ai

hri ha b bai r ur biv b riab. thi u i iraia i aur a uara ay

h irai ihr pr r ipi. Rar ar ura u ih hir apprpria a, aui a pr-

ia u br ipi ay u ai. wahei a Hr cui hav iabiiy r rrr, ii r

iaquai i h irai ai hri r r irprai hr a ha b h iab r ay ai r ha

ay ri r h ipai h b prai i hi rpr.


3/35

A WealthEngine and Heller Consulting White Paper | 3

contents

Irai wah daa I Yur dr maa sy r Br Furaii Ru ............. 4

Irui.................................................................................................................................................................................................. 5

Ui wah daa r Br Furaii Ru .......................................................................................................................... 6

Irai wah daa: wha Yu n k...................................................................................................................... 10

cui................................................................................................................................................................................................... 19

ca sui .........................................................................................................................................................................................20

Hahar charii................................................................................................................................................................................. 21

Hu Ruh............................................................................................................................................................................................. 24

sv Uivriy ............................................................................................................................................................................... 27

Appi ............................................................................................................................................................................................... 30

dri Yur Apprah..................................................................................................................................................................... 31

cra a taia Pa ............................................................................................................................................................................... 31

s Up a t .......................................................................................................................................................................................... 32

g liv .......................................................................................................................................................................................................... 34

wahei, I. i a ai prvir phiia prp rarh a aayi ui pr raizai, hpia,

iiui hihr uai, aia rvi a uury r. Hr cui hp pr rai hir prai

a aiiz hir u ar r uraii a ii aa. thr, hy hav a up prvi pr raiza-

i a uai iiui ih hi ui irai ah aa i r aa y r br uraii ru.


4/35


IntegRAtIng weAltH dAtAI Yur dr maa sy r Br Furaii Ru

Irui ................................................................................................. 5

Ui wah daa r Br Furaii Ru.......................... 6

wha Yu n k ........................................................................10

cui ..................................................................................................19


5/35


Irui

Urai yur r br a iiyi pr-

p hp yu bui a r, -r uraiiprra. Irai ah aa i yur r aa

y (dms) r iu raihip aa (cRm)

y ar yur raizai ih aiia irai a

iih i yur r a prp. thi a iih iv

yu h abiiy :

s a p vi yur r r iu

Bui r iv ai a uivai

rai

Ai a ra vp a

lvra yur iv by hari ah aa aryur raizai

Ira h viibiiy h rarh ui ihi yur

raizai

cra a aa-rih vir r aa ii a

priiv i prj

thi papr rvi h b irai ah aa i

yur dms r cRm a pr y ar ir h

pai a ui a dms r cRm irai, iui h

v a piy irai, h vaia aa,

a h ira a p r pai a ipih irai. I i i a a bai ui r raizai

i ira ah a ivi aa i hir dms r

cRm hp riv br uraii ru.

n ha r h purp hi papr, h r r

aa y (dms) a iu raihip a-

a (cRm) ar u irhaaby. whi h

yp appiai ay ir i h ua i hih hy ar

ruur a u, hy apih h bjiv

ui hy raiz, aua, a yhriz

bui pr ra i, arai, a ii iu hhr h iu ar r,

vur, br, r hr yp upprr. th

y a ar u ar raizai aa r

urur a rai iiviua ha h raizai aray ha

raihip ih, i rr iu ba i h ,

a rai h vra ari, a, bui vp-

a i rvi pr.


6/35


Ui wah daa r Br

Furaii Ru

I ju a : h r yu abu yur i-

u apaiy a prpiy iv, h br ar yu

b ar h rih prp ih h rih uraii a

a h b rp. Irai ah ri a

hr prp rarh aa i a i, raiz ai

prraby yur r aa y (dms) r yur

iu raihip aa (cRm) y hp

yu br ura yur r a iiy prp.

A ha uiay hp yu iprv yur uraii ru.

cir h 5 b irai ah aa:

1. Get a 360 Degree View o Your ConstituentsIrai yur ah aa a ri ru i yur dms

r cRm a variu par ihi yur raizai

hav a r p vi ah iu. Irai

y u i yur y uh a a ai, v

aa, apai ivv, ivi hiry, a hr

irai ih yur raizai ar r i pa a

a h b up ih ah, phiahrpi a biraphi-

a ai r a prhiv vi yur iu. Frap, raizai ivv i h ar, har a uur

ha u v r prra a ra brhip, a-

a, ii a ivi hiry ihi h a rar

i hih hy ra ivi apaiy, abi h vp

a br ar a i hir a. lii, hahar

raizai ha ru rau pai prra ar br ab

ria a i hir uraii a ih h pai

vii r irai ih h hpia.

The Convio Common Ground and WealthEngine integration provides us with the capa-

bility to perorm real-time lookups rom Common Ground into the WealthEngine database.

This allows our Major and Planned Giving Ocers to be even more prepared prior to any

interaction with our prospects, and it saves us a tremendous amount o time and resources

when it comes to data prospecting, enabling us to easily identiy which prospects are worth

pursuing based on a clearly defned giving capacity and propensity-to-give score.- Jai l. kbuhar, Vi Pri, Iiviua, majr a Pa givi,

Juvi diab Rarh Fuai Iraia

Integrating prospect research

and screening data with your

DMS/CRM allows you to:

Upa pr iiay

br i ih y a

a/r iu

dri i a a au

hu ira/ra u ha i prp ah

ma a ua ii

(ba ra aa) br

ai a a

eaiy iiy hih prp

puru a aua yur

ari a r urah

aivii ariy

sav i a rai

rf by yi prp

rarh ih iu aa


7/35


2. Build Eective Segmentation and CultivationStrategies

Irai ah ri ru i yur dms r cRm

ab yu h u yur i aa r

ri. Yu a u i-by-i pari r,

prp, a hr iu ur ha yur -

ivy aai h b prp hruh h uraii

y. Aiiay, yu a iiy iiviua ha ay b

ai a urair, bu hav i apaiy iv, a h

ha ar uai a hav iia apaiy. By i h

u ra iu aa i i rpr, yur vp-

a a br a pririiz r a ai

h h rih ivi prra a vp r r

uivai. thi aa a iu, a hr:

gi hiry ry, rquy, ary (RFm) vau

gi apaiy

Iiai iv

cuiy ifu

Prpiy giv (P2gtm) r

mi, aayi a hr rai

s raizai hav a p urhr by ui ira

aa aua ari a r urah. Yu a r

r a prp by hir ivi r a auaiay

ip uivai ai ariy. Fr ap, hr ih a r 1 r 2 a pra ph a, h

ih a 3 a ai, a a hr ir ai.

With all o the inormation in one place, our git ocers can quickly understand the donoror prospect and determine how to best approach that individual.- maria griai-mir, sir Irai sy thi, Hahar charii

3. Systematically Assign and Track Development TasksHavi ah, a, a r aiviy irai i

y ha yur abiiy ur h rr prp

ar uiva iy. I a a yu quiy iiy

prp ha hu b v a h pipi r

ar r a ira ai au. Yur uraii

a a vp r a aiy p ajr r

prp a hir p aua r, a h h

a iiay i hir i.


8/35


Pu, rai hi aa ihi yur dms r cRm a yur

vp a aiy iiy fuuai, rh a/

r rui a iu ah pr yur a a

iiy ha ihi iu ra a, urii h-

i a hr har a aa pi apur uri prprarh a ri. thi a h a ri i

a prpa a au hu ira r ra u

ha i a prp ah.

Now our major git ocers wont have to waste any time or money. With wealth dataaccessible rom directly within DonorPerect, they can ocus all o their time directly onthose most likely to donate a major git.

- Jy gra, dirr oprai, Hu Ruh

4. Share Wealth Screening Resultswhhr yur ui a i-rvr r b-ba cRm/dms,

yur y i a raiz r aai aivii by a

yur raizai iu-ai par. wih r

a/r prp ah aa a ri ru ira

i yur y, irai i aiy har ar yur ra-

izai. ev ihi yur vp a, uiai

a abrai b r i. evry prp

rarhr a vp r ha a ri aaa a iay vi a prp har a aa iui hir

aayi r. Ia a aa ha a ha yur

vp r a quiy upa a iu pr

br i ih hi r hr. By vauai h yp

ri, yur vp a a r aiy iiy hih

prp ar iy a a hih ar b

i h vp pr a urhr arhip.

The act is, you have to screen and bring the data back into your DMS so everyone can

see the data, make comments and remarks about an individual. Having it all centrallylocated increases eciency within your organization. Theres no need to spend time updating

records because the data is cleaner, transparent and readily accessible or everyone in our

advancement oce to view. The integration between WealthEngine and Datatel makes

all o our lives easier.- Rb turr, dirr Ava srvi, sv Uivriy


9/35


5. Elevate the Research Functionmai ah a hr rarh aa a par h vra

uraii vir rai h pr yur raiza-

i rarh ui ihi h vp a a

h brar raizai. Yur rarh a i ab ivr

rar viibiiy i h prp rarh pr. thy hav

rar iih hp yur raizai a ua i-

i ba ra aa, a hy a u ah, phiahrpi,

a biraphia aa a aayi hp vaia h aa

yur raizai aray ha, uh a a r ivi hiry.

I yur raizai hav a prp rarh ui,

irprai ah aa i yur uraii vir

i hp h ap.

Using WealthEngine data within The Raisers Edge platorm has allowed us to step upour undraising, and has raised the profle o Healthcare Charities among our aliatehospitals and organizations. Our aliates undraising teams can get a complete view o

our donors and ollow up in a more timely ashion so no opportunity is ever missed.- maria griai-mir, sir Irai sy thi, Hahar charii

wh B r daa & dms Irai?Prp Rarhrsrai h rarh pr a prvi aiab ru h vp a

dvp orQuiy ura h prp pr a i apaiy, prpar r i a rip, a ra yur p

prp ih h aii ah aa

larhipU bi ah/i hiry pr bri arhip yur b prp aiiz vry

pia v r ri ppruiy

mari taU rai a r /ar iiai a aua r urah r

It taBr raiz h prp rarh a aaba ui a rai aa aa

oraizai a a whB r iv a i i uraii a ari aivii, yu a u r rur

i yur raizai ii


10/35


Irai wah daa: wha

Yu n k

ovr h yar, v ay ra ha raizai i

r irai ah aa r ri ru i a dms

r cRm. By ar, h ar:

Uraiy a h vaia h aa prir

ipri

Rur rai prri h irai

Far ha h aa i b iur r irry

irpr

cui rari h pr r ipri a

irai h aa

miurai a aabiiy

I raiy, hi yp prj a b uu a raivy

pai. thi i iu h irai a p yu

i a r a uu irai.

Prj sp

th p a ah aa irai prj p yur

raizai pa u r prp rarh a ri.th r hi yu ir a yu bi uh a prj

i yur a pr a . Ba yur a ,

yu hav i b yp aa irai:

Mass ImportFuy irai h ah ri aa i

yur dms r cRm

Individual Recordlii u a para appiai ha huah aa r i, rr-by-rr rarh

Key Factors to Consider

When Planning a DMS/CRM

Integration:

lv a piy

irai rquir

typ dms r cRm ha yur

raizai u

daa vaiaitira, a a p

r ui a dms/cRm

irai


11/35


Buii h Pa

o yuv a hi iiia ii, yur vp a

It a hu r hr ri h pa, rpi-

biii a ira r ui h irai. thy uuia a ria a hv a ih h

ui prvir ur a h irai. Hr ar ur

irai r vpi yur dms/cRm irai pa:

1. Level and Complexity o Integration thr ar bai yp irai: a ipr a

iiviua rr. th h yu u, a h yu u i,

p ha yp uraii aivii yur ryi

uppr a hr yu ar i h y a pariuar ray.

Mass

Import

Rr ar pr a r aai

h vr aa, a h ipr ba

i h dms r cRm ui a variy

yp, iui mir e (.), a-

para vau (.v), a (.).

wah-ra ar irpra i

a r r rr r qui a

h pri prpi aii a

ay ai r bra uiai.

thi h i uuay aa by r

hia a yur a, ih ur

bi r h ru. dvp

hu r ih It ri h pia

ra r ipri aa a h rquir-

r ai ah-ra

a r r rr.

Individual

Record

A ir i i abih b h dms

r cRm a h aa vr irai.

wh vii a iiviua rr a r

irai i (r irai

b upa) yu ipy pr a bu a

up--a aa.

thi h i rquy u by ivi

r iii iiviua prp (uh

a ajr r, pa ivi, a apia

apai) a by prp rarhr

ui pr rarh.

Ahuh hia ar ar ivv i

ipi hi apabiiy, ur a

aiy upa h irai hv.


12/35


th piy ipi ah h h

p hr priary ar:

Your DMS or CRM

spiay, h p i i hai aa? Fr a a

ipr, i i b air i yur dms ha r pr a

ipr aur. Uuay, pri i air ha ipri;

r y ay hav ii ipri apabiii. A

prviuy i, yur hia a br

iy i aa hi pr. Fr iiviua rr

irai, yur dms r cRm i b ab iry

i i a ra aa ur; h aur ha ab hi

i a a API (Appiai Prra Ira). thi aur i

r i hihr-aibr, prary dms r cRm

y. I rarr i r dms pru a, h i i avai-

ab, a iu a aiia aiva a ur.

Your Data Vendor

Vr vary i hir abiiy r ih i a ra

y. s av a h r up yur raizai

hi hr hav pri ih a i variy dms a

cRm y a prvi ubaia uppr i.

A ih yur dms/cRm y, a vr aaba ay

b r r p hy prvii irai yu.

Your Sta

dpi h piy r a yur irai

iuai, yu apprpria i a a

aa h irai. I yu hav a prary, p

dms r cRm y a r ih a pri, p vr,

h r r yur a i b . o h hr ha,

i yur dms i r r , r yur vr uppr a

y p i ii iia, yur a i b

r ivv a h irai uu.


13/35


2. Type o DMS/CRM UsedFuaay, hr ar ur p r ah aa irai:

cra a i rr r ri

shar h rr ih yur aa vr

Riv h ru h ri

Ipr h ru i yur dms r cRm

Rar ha yp y yu hav, h r p i

iiar. Hvr, a h p, hi ar ivr:

I yur dms i i-rvr ba a ri ihi yur

raizai, yu aa yur vr, r

a h h aa hruh yur raiza-i ra. Fira ar, by hir aur, rriiv; hi

a i ra y r bh hari

a rivi irai r p. thrr,

i-rvr dms r cRm y a b harr

ira ih aa ur ui yur raizai.

I yur ui a b-ba dms r cRm, i aray u-

i yur raizai ra, h barrir har-

i irai i b iia. th y ar r

prary r ha iy, hy r vp

ih hari a p i i. suh p ha

rai vai qui abu aa uriy a i-

aiy, bu ay r hav b aiariy rv

vr i hruh pri a pru r.

Yur aa vr irai ii ri ihr i a

Ir-aib vir, r a uivy i-rvr

vir. th a iu i b vai hr. I yur aa

vr r Ir iviy h aa, ay

irai i hav hruh hir ra a . I

yur aa vr r Ir iviy a h aa

uriy, hari a irai i b r raih-rar.

cra a i

rr r

shar i ih aa

vr

Riv ru

ri

Ipr ru i

yur dms/cRm

Key Steps in a Wealth Data Integration


14/35


Ba h irai, h ia ari i i yur dms

r cRm i b-ba a yur aa vr ha a hir

irai aib via h Ir. th b ari

i i a a h y i b-ba. thr ar a i

hih a phiia i-rvr dms r cRm y hariirai ih a aa vr b-ba aa ur a

b uiay quiva b-ba y. I ay

rquir a bi r r uri h iiia up, bu r

h biai, hr ar abih

pr a b prai. th a irab a

p iuai i i bh yur dms r cRm a yur vr

aa ar bhi ra i i/rvr y.

thr ar vra ri a ri parrhip b

prp rarh/ri prvir a dms/cRm pr-

vir r bh b-ba a raiia ar ui.

Bau hi, yur v r i iiiz; h bu

h irai r i prr by h vr(). A, h

pr-bui irai ypiay prvi -a rrhi

iu pr, iiai h r yu pr a

ipr aa.

Ip ua r ui prvir ha piaiz i

ipi dms/cRm y a ur ha h ira-

i pr i hr a hr i , i ay, bur yur

raizai vp a It a.

DMS/CRM Integration Workow


15/35


3. Data ValidationVaiai vry pi aa aia ih a prp

a aui. Iay, yu hu vp a ray

vaia h iiu au aa yi h hih u-

raii ru, hrby aiizi yur rur iv.

thi ar ih havi a ipu by ri h auray

aa aray i yur dms/cRm, uh a a irai,

hi r upia ri a aarizi i rai.

wih h aura ha h aa i a a a pib a a

ha b rai i irpri ru, yu a b r

i h quaiy ah ih h ah aaba.

cir h ap aa vaiai:

Where doesthe wealth data

originate?

I h ur ruary r vuary? Hr i h aa? ki h ar

h qui a yu ri

hih aa ur b urhr

vri vru hih a b ap.

What is your

validation

strategy?

A vaiai ray ha pririiz

prp r vaiai ba rai

riria, uh a hihr ivi apaiy,

hihr ir r aiy, a h aa

vaiai pr hr.

What types o

data will be

reviewed and

validated?

Urai ha yp aa i

b rvi a vaia (r ap,

, ra a, piia r hariab

ribui, r biraphia aa), hp

ur ha h ri i aura a

h i apaiy rai a ia ar

ar.

How will you

share the

validation

process?

si h irai a a prp

aa viib r aib ay

br yur raizai, i

ipra u a har haa vaiai pr ih ay ha

ha a vi r i h aa. thi

ur hr ar qui a hy a

rai aa pi i r i iu.


16/35


4. Developing an Implementation PlanA ih ay ajr iiiaiv, havi a -huh-u pa

i h y u. Br yu hi abu yur pa, a a

iu ir ha uuu irai i

yu ha avi.

Avoiding an Unsuccessul Integration

th bai ii a uuu irai i i

hih urair a hir rai riv vau r

h aa vr irai, a uraii ru a/r

pr ar iiay ipa. I ur pri, h

ra r hi i ra h irai

i. I i h pai. th uuu raizai

a h i i ava a a ar i b

hir uraii rai a h prp iraihyr i. I hi a, h raizai riz

ha hy hy hav h irai a

up i, h irai i i hir dms uu hi

hir uraii r iu a hy aay hav.

Ensuring a Successul Integration

n ha yu ha avi, ir ha yur pa

hu iu. I hu iu h a a ih h a

h pr r a rpib r pi h a.

A It rur ar ar, i i ipra iu h It

a i h ipai pa, iii hir ipu ary i

h pr.

o h irai i p, i prp rarh

a hr uivai irai hu b iuay ra

i h dms/cRm, piay a r r prp ar

a h y. mrvr, i i ipra ha h h

hav a h ri ru aa hav raii

a rr uai avaiab hp irpr h

aa.


17/35


th Pa

Appi 1 prvi a p-by-p ui r buii a u-

u irai pa. ky p i h pa iu:

Determine Your Approach dpi yur u-

raii rai a h aivii yu uppr,

yu hu i i yu a a ipr r iiviua

rr irai. Yur uraii ray a aar

i a riv ii rari ii. A ipra

i ai h pr r a h i b rpib r

h ipai a a ur hy hav h i,

i a rur b uu. I pyi a a

apprah, yu hu hav a pr r vp

rpr h -ur , a a pr h i

hia ha a uppr h r p ap

h irai. th ar ay b yur aaba aii-rar r r yur It par.

Create a Tactical Plan Yu i r ih yur

aa vr ariy ha irai hy i prvi

ba yur rquir uppr yur uraii

ray, a vp a pa h rquir.

Yu i ri h uh irai yu

r, hr i yur y yu i r i, a

hih rr i yur aaba yu a r, a

h aui ha rr r quaiy. oraizai -

i rr h i ri uh irai,

ai i iu a r ih h iraiha uiy ipra a prvi h

rai vau. I yu hav h pi, ir ari

ih aa i yur dms/cRm a pai ha yu

r a yu ar r ih h irai a yur

rai b r phiia.

Setup and Test Prvi yur aa vr ih a ap

, rv a a ry ru. thi a h vr

vaua yur ii aa, a i i yu h

pr apaii yur dms. Yu i up

yur dms ap ruri aa, hih ay rquir

ai a/r ab vau. I ra, yu hur h irai hr yu b aiy ab a

a u i. Yu hu h h ipr aur by

ipri h ap i yur aaba. Yu a u

h aa prai rai i a rpr, ay

iai bui prai, a prpar r a

ry ru yur uivai. I r h a i

rr, yur ray . I yu hi ir a, yu iy

a v aha a a h rquii aju a

yu iv ih h aa. I h iu r

p, yu ay a rpa h i pr.


18/35


Go Live wri ih yur aa vr, yu hu

iiy h yu h aa a h hy

prvi a rur , a u hi abih h iv

pa. Yu a h riv a ipr yur aa i

h iv pa. ma ur yu iv yur au aha-up, v ai h pau aa ry i

apprpria, a prvi h ih raii hy

h u a irpr h aa.

By h r ay, hr r (a r ipra) pai

. H ar yu i ar ui yur ira-

i? wha uraii rai a appa i b r?

th r yu ar ui h irai, h r vau

yu r yur iv i a y. wih h

irai p, h ipra ha i b i

avi hi irai r py i yur uraii

prai. I b ju par; i uppr ju ray, i ha h pia riv ay

uraii ii. th irai ah aa i yur

aaba a hp yu uiva pr raihip ih a

yur iu.

sp Pai a dms/cRm Irai

See Appendix 1 or a complete guide to these steps.

Determine Approach

1. cariy h uraii

rai yu b

uppri

2. di i yu a

a ipr, iiviua

rr irai, r

bh

3. di h yu iu h aa ra

yur prp i a/

r uppr iiviua

uivai

4. Ai r

pp b i har

h ipai

5. eur prj ar

hav h prpr i

a i b uu

Create A Tactical Plan

6. cariy ha ira-

i yu i b ai

yur aa vr

prvi

7. dri h uh

irai yu a

r i yur dms

8. dri hr yui r h ira-

i i yur dms

9. dri h rr

i yur aaba r

ri

10. Aui ha rr

11. dvp a pa ih

yur aa vr ha

iu raii a

uppr

Setup and Test

12. Prvi a ap

yur vr

13. s up yur dms

ap ruri aa

14.t yur ipr

aur

15. Riv a ipr a

ap , ar yuriv h

r h aa vr

16. Prai yur bui

prai

17. cu a --

ru

Go Live

18. Pi a iv a

19. eabih a iv

pa

20.trai yur a,

piay h

ur

21. Riv a ipr

yur aa

22. kp i i, p

ai i br


19/35


cui

A ira ui ha i yur prp rarh a

ri yur dms/cRm a aa aa riv a i. I a yur vp raizai

ra-i, ay a a r r prp ah

pr, a pu hi ia irai iry i

iu rr ihi yur dms/cRm. thi pri brar

a a iv u h aa. cr-para

h ri ru a rur uiay

a br ai, rai prp, a ab-

ihi a hihr pr r h rarh ui ihi yur

raizai.

wh ii h ira ih yur dms/cRm, yuhu ir ar uh a h yp a piy

irai ha i , h aa a b ira i yur

dms r cRm, h vaia h ah aa, a h pa

a ira r ipi a dms/cRm irai. whi

yu i a ha uuy p a dms/cRm

irai, yu a vr h by ivi h i a

rur i h iiia pai pr a by ri p

abrai b yur vp a It par.

A h ubr parrhip b dms/cRm prvir

a ah aa/ri prvir pa, hr ar rppruii r yu vra pr-bui irai ha

a yu u iiviua r bah ri r ihi

yur dms/cRm, avi yu vauab i. th rvi ypi-

ay prvi -a rrhi iu pr. wih

h uia a ip ua r auhriz u-

i prvir ha piaiz i ipi yur dms/cRm

y, h irai pr i hr ai r

r i u h ru ih r ai p

r iiai a uivai, urhr abi h ii

yur raizai.


20/35


cAse stUdIes

Hahar charii ................................................................................21

Hu Ruh ............................................................................................24

sv Uivriy ..............................................................................27


21/35


Healthcare Charities

Integrating Wealth Data Gives Their Fundraising a Boost

si 1983, Hahar charii ha b rvi h pp

rura ra, ar a rhr mai by uppri h

phiahrpi r h ear mai Hahar sy

(emHs). wih a uii ha phiahrpy ha a ay

brii pp hr ri r a a a

raizi aazi u, Hahar charii r ih i

a uiy arr uppr r i hpia a hr

br raizai p h h ui

hy. thuhu i a iz a pib h

quip a rarh ha emHs r a ii

a h ipra ivri ay ha i hp bui a

hahir rr.

Hahar charii ha raiiay ha a izab ubr

r a prp; i a, hir aaba h a

200,000 rr ar r ha a z aia hpia,

prra a hahar raizai. Fr h pa yar,

hir aa a ha b i r ay bui a

a ar apprah uraii. I a 2010

hy i ir ri bah rr i rr

iiy a ar hir p prp a ir hir u-

raii ray. I Fbruary 2011, hy wahei

a a i rarh a ri rvi, ih h -

i a:

sr r r a ri a uivai pa

Ira h r aa i hir r aa

y

U aa ii par ajr r ih

pai rr ar rau pai


22/35


sri dr r eiv cuivai

Hahar charii ar by ri 21,000 rr ar

v aia hpia a hahar raizai

a r h i ivi, ivr ha hir ah pr i,a ri i hr i r r aiia iiai. thi

a h rpiv vp a u hir

p prp a uiva raihip r aiia i.

our aa i para r ah ur aia, a hi ah

hir uraii, hy ry Hahar charii

r uia, uppr ui, a r aai hir i

pri, pai maria griai-mir, sir Irai

sy thi a Hahar charii Bar, mai.

thy hav u h r aa b ivauab i pai

ir-ai prra, h r hih ar auh

hi sur.

Irai wah daa r Br Furaii

Ru

Determining the Desired Level o Integration - Hahar

charii u th Rair e r Babau r uraii

a r aai hir r irai. Ui a a ipr

apprah hy a h avaiab a pririiz

hih hy u a h y ba h riria

prvi by h uraii a ihi hir aia hpi-

a a raizai.

whi ur aia a vry bi irai i

hr, u pu i a i. w ha pririiz. By ri

ih y wahei i rvi aar a bi ab

avi r hr, I u wahei r ab a a

ari pi a h ri ha r ary

iu, pai griai-mir.

Validating Data - Br ipri i h iv vir,

h uraii a u p h vaia h

aa. Fruay, ajr irpai r u, i ar

par bau h a ha r r h auray aa

aray i h y, iui a irai, hi

r upia ri, a aarizi i rai.

Benefts Realized - th a ha u h ah aa ivau-

ab i aayzi pa r aribu a pii ar

r ir-aii. thy a hariab ivi hiry,

hi a pi, ra a hi, har a, a

prpiy iv r a i apaiy ra.


23/35


wih a h irai i pa, ur i r a

quiy ura h r r prp a ri h

b apprah ha iiviua, pai griai-mir.

Next Steps - si h iiia irai a p iFbruary a Hahar charii ha ha h ppruiy

r ih h irai, hy hav a ha

r iu i h iiia a ipr.

daa mii

mvi rar, griai-mir pa u a aa ii

ri ih wahei aayz hir ajr r,

ha hi aa a b r-rr aai pai aa ha

i r i a para y. eiay, hir hpia i

b ab r pai a aiy, y r hy bai

a r-rr h ru aai h ajr r ,

ai h p h h hav prviuy a a,

ih pia ai, ay iv aai.

Ui hi aayi, h i r a uiva raihip

ha hav pia r ajr i a vp a rau

pai prra by ari iiviua r rpa ai

ba hir ia ivi apaiy a prpiy iv

r. w ar vry i hi aa ii ri, a

i i a ur aia i a rau pai prra

a uiay br ria a i hir uraii aih h pai vii r irai ih h hpia, pai

griai-mir.

criia suppr, evry sp h way

Havi ai a aura ah aa ira i hir

r aa y iv Hahar charii a b

i h r hy ih hir aia. w ar ab prvi

ur aia raizai a hpia ih iia a

ir a quaiy, aiab aa, ha h r-i aa ira r wahei.

thir aiai i havi wahei i vi. A

griai-mir pai, wahei a ha b ry

ab a hpu. w hav ha a ra pri

ri ih hir a. evry ha b qui rp,

ar hp a ii h ra i. I b a pa-

ur r ih uraii pria ha ar ia

rvi a y raizai.

Hahar charii

Goal: sr r ra ri a uivai

pa

Tactics:

sr 21,000 rr ar

v aia hpia a

hahar raizai

A ah pr r

a prp

dri ppruii r

r iiai

Goal: Ira r aa

i hir dms

Tactics:

Aayz pa r aribu

a pi ar r ir-

aii

Rai hir pr a

aia hpia a

raizai

eab aia b r

praiv i hir uraii by

havi a p vi hir

r

Goal: daa ii

par ajr r

ih pai rr

Tactics (In Progress):

tar iiviua r rpa

ai, ui ah aaiy iiar

cuiva raihip ha hav

pia r ajr i

dvp a rau pai

prra


24/35


House o Ruth

Integrating Wealth Data to Discover Top Prospects

Hu Ruh ha prvi hui a uppriv rvi

r abu hir i wahi d.c. a h r-

pia ara i 1976. th raizai hp r ha 600

a hir a hy ar h i iv ip-

y hy a iia h a abu r

hir iv.

A dirr oprai a a 16-yar vra a h Hu

Ruh, Jy gra i rpib r aai h ira-

ruur, pr a y ha ar u upprh raizai ii. m. gra a hr a

drPr r srwar, I. a hir r aa-

y vr 10 yar a. th drPr y a

h iy aa hir uraii aivii a

uiai ih iu a r. sh a hr

a hav ahr vauab aa hir r, bu hy

r biraphia a pra aia irai

hp ri hih iu hu b ii r

ajr i a hir pa ivi prra.

mr daa r Br Furaii Ru

I prpari r h a Hu Ruh ajr i

a pa ivi prra, m. gra ha ir a

rarh apprah ha a bh prhiv a -

i. sh ur drPr prp rarh parr,

wahei.


25/35


Hu Ruh prp rarh a ri prra

iu:

Fiwah oi aa a ri

wahc irai ih drPr

wih h irai i pa, h Hu Ruh i ab

ha hir ir aaba ih raphi a a-

ia irai hir p r a prp, iui:

a, ra a, har a a hi, hariab -

ribui, a r. A hi aa, iui wahei

Prpiy giv (P2g) r a ia ivi apaiy

ra, i ipr iry i drPr r rpri a

v aa.

drPr ha vp pi ipr

wahei aa iry i h drPr y.

Ay aa bruh by h a b upa by h

i via a mir A , hih i iu a par

h rvi. I aii, hp aiiz h b h

aa, drPr i ar prvi a ur ui,

hih ai irai, rpr a i r

ha hav b a hir aaba h hy purha

wahei rvi.

Irai ma Prp Rarh eay a

eiv

Ui h aiia aa a drPr aur bui

rpr a appy ha r, m. gra a hr a

r ab iiy Hu Ruh p 100 prp, 50 r

ah h raizai ajr i r. A m. gra

pai, n ur ajr i r hav a ay

i r y. wih ah aa aib r iry ihi

drPr, hy a u a hir i iry h

iy a a ajr i. sh a h h

wahc bu ha ai hr a, I h i r

r r aa, hy u h wahc bu i iry Fiwah oi ahr r ira-

i ah r r prp. th a irai a

hp h Hu Ruh bui hir lay cir, hih i

hir pa i prra.


26/35


crai a Ai Pa r Furaii su

Ar ih h aa r wahei hir p

r prp, m. gra u h mv maa

u i drPr i, hu, a arry u a a v r hi rup r.

Fr ap, h vp a ra a pa ii

ai r hir ajr r, iui a, aii,

a i r ar a, a pa ur/vii hir

aiii. eah pa iu h pi ai (..,

ph a, ai, a i) ii h r. A

ah ai i p a ra, h ai r i

prp hu h ai i h pa. A ayi,

hy a hr hy ar i h pr. m. gra pai,

w u mv maa r a ur r ipy a aui ha hu . I ray hp a r

r i v h a i ay u!

A suaiab Rur Iv

m. gra a ha wahei ha hp v

Hu Ruh a h rih pah, w raiy biv ha

hav ar ba ur iv i prp rarh i h

r yar, a hav i r aa r ur yar.

thuh i y i hir yar ua a priariy

ari r r h pa ivi prra, m. gra

i hi ar vi i h rih iri. wih h

irai hav, uh a a a i v, i

b uh air pi u iy r r h lay cir

pa ivi prra. wr abu i ur

a.

Ru:

narr uivr p

prp r 500 100

r r ajr i iiai

eha r aa ih

iv aia a pra

irai

Uiiz ha r aa

ih drPr mv

maa u ui

r vp pa

sa a rur i wahei

iv ihi yar

Hu Ruh


27/35


Stevenson University

Rapid Growth and Strategic Restructuring Improve

Fundraising Efciency

sv Uivriy, marya hir ar ip

uivriy i r r i uiqu b ibra ar

a arr prparai. la i sv, marya, h

uivriy ha ubaiay ira r i u

by a aui i h pa a. Fu i 1947 a Via

Jui c, h uivriy Bar tru v ha

h a sv Uivriy ar hr yar iiv

rarh i Ju 2008. I aii, h Uivriy p

a rruuri pa ih h a rai i h.wih a urr r 3,900 urraua a rau-

a u, sv pri i ih i hiriay hih

jb/raua-h pa ra.

I 2005, sv Uivriy iiia a 20 ii ar capia

capai a i 2006 ba ri ih wahei

rarh a r urr a pa r. si h, h

Uivriy ha b aivy uraii r hir apai. I

dbr 2009 h 20 ii ar apai a -

p ih sv urpai hir apai a.

wih a aiv aaba 14,000 aui, i aii

ira u r, h ava ha

vp pr r hai h aaba a iprv

prur r uraii, aa aa, a prp

rarh.


28/35


Ur h iri Rb turr, dirr Ava

srvi, h ubr rarhr ha ira i h

Uivriy iiiay i ih wahei i 2006.

thr ar 15 iiviua h a up h o Uivriy

Ava. tv iiviua u vp, hih 3 ar rarhr, a 3 u Aui Rai.

sri dr r eiv cuivai

si ipi a prp aa pa ra-

i hir uraii r, sv Uivriy ha a

ira i iiviua ivi au. sri a rarh-

i hir aui a par urr u ha prvi

rar iih a a turr a hi a ar hir

u h rih iiviua.

wah ri hav a hp turr a hi a

iiy a r a ar rup prp raivy quiy.

A hy ip a r prhiv aa i

ray a ri pr, h i hir prviu pr

r ii. turr pai, I r yar raiz

r ii a y ppruiy ih ur ri pr;

ha huh r par ii rh. our

arhip pr a ri ru h hr a a

u h par.

A turr pai urhr, w ba a i a aii h iiviua. li par r

i ai rr by Prpiy giv (P2g)

r a iiai r. th ir aii a u

apai ha a u ra pia r

u aur h rur iv r ar

aii. Fiay, h ava a ria hir

ph iiai i h aii, hih ru i a

ar r hiv pa.

wih h ha, turr rvi hir uraii pa

iu a ray r i, ruar ri ir- a iprv rf r iv prp

aa.

sv Uivriy

Goals:

U ah ri iiy

a r a ar rup

prp

Bui a prhiv aa

i ray a iprv

rf

Uvr ppruii i hir

rarh pr

dvp a ray r i,

ruar ri ir

Screening and Targeting

Process:

U P2g a iiai r

par ii

rha

cra aii

rha par

U apai ra

pia r

eabih ri aur h

rur iv r

ar aii

cria p-aii ph

iiai


29/35


Irai wah daa r Br Furaii

Ru

Fi uraii b prai, sv Uivriy

u daa cau Ava a hir r aa-

y (dms), a ira h aa ahr hruh

ri iry i hir dms. sv ira vr

cau Ava ira hir ru i daa

r a p .v hir ur rar pr

(p) i. th ava u ir yp

irai ih wahei i hir ri aa ba

i hir dms. eah h i u uppr ir u-

raii aivii a ir pi i h uraii y.

Mass import irai ih aa r r-

i hyv u, a

Individual record i aa ui wahei

Prp li API, a wahc.

sv rarhr u wahei a aiy bai

up iiviua. Ui wbc, hy i h iivi-

ua p ah pr ihi wahei Fiwah

oi rarh , a ru ar aiy ira ba i

cau Ava.

Prir irai ri ru i hir dms, turr

r ih daa vp a ipai pa

ui hir pr. thy h irai ih daa

a ri h h wahei ri ru u

b iu. wahei aa i h ihi h daa majr

dr mu, hih ha b ha a b i ih

aa. A , i a uiz a pa r aiia

a . I i hi ara ar ab uiz h

aa ih pi r hr ura, a turr.

sipy pu by turr, th a i, yu hav r a bri

h aa ba i yur dms vry a h aa,

a a rar abu a iiviua. Havi i a

ray a ira iy ihi yur raizai.

thr p i upai rr bau h

aa i ar, rapar a raiy aib r vry

i ur ava vi. thi irai b

wahei a daa a a ur iv air.


30/35


APPendIxsp by sp gui r Pai a dms/cRm Irai

dri Yur Apprah ....................................................................31

cra a taia Pa...............................................................................31

s Up a t..........................................................................................32

g liv..........................................................................................................34


31/35


ta Rpibiiy

dvp It

dri Yur Apprah

1.) cariy h uraii rai yu b uppri.

dir mai eai Ph-a-h Aua givi majr r Pa givi A h abv

2.) di i yu a a ipr/ ri, iiviua rrirai, r bh.

ma ipr sai r ir ai, ai a ajr rprpi.

Iiviua rr Ai r upai irai iiviua prpr ajr r uivai.

3.) di h yu i u h aa ra yur prp i a/ruppr iiviua uivai.

l a yur uraii aar a r baar, ivi yur aup bur i pib.

4.) Ai r pp b i har h ipai.

dms/cRm Aiirar r It pr

dirr Rarh r Prj maa

5.) eur prj ar hav h prpr i a i b uu.

A ary, prvi prj a ih raii ppruii, a iai i hir hu r h prj.

cra A taia Pa

6.) cariy ha irai yu i b ai yur aa vr prvi.Far ir iu:

wha irai b uppr ur uraii rai? H uh a hih pi irai a r i ur

dms/cRm? wha i h raiv h vau h irai r ah pi?

7.) dri h uh irai yu a r i yur dms/cRm.

NOTE: Organizations sometimes err on the side o storing too much inormation,

making it dicult to fnd and work with the inormation thats genuinely important

and provides the most strategic value. I you have the option, consider starting with

less data in your DMS/CRM and expanding what you store as you learn to work with

the inormation and your strategies become more sophisticated.

Team Responsibility


32/35


ta Rpibiiy

dvp It

8.) dri hr yu i r h irai i yur dms/cRm.

A yur aa vr r ui, ba hir r ih hr uih a dms r cRm y.

ch ih pr ui h a dms/cRm (i ru a b a ur pr irai).

Iiy b prai ha hav aray b vp r yur dms/cRm.

9.) dri h rr i yur aaba r ri.

Prvi ra u h ay rr rai riria. th b 100% pri a hi pi; Fr ap:

dr i h a x h, r

wha riria i ra h ubr rr yu pa ri

(r ap, i yu pa ri 10,000 rr, h ay hi yu iy ba a a ha ivi v?)

ch h ru aai yur pai a a iai a.

U h qury i yur dms/cRm, hih i b ipra bh r hirai prj a a arar aiiz h vau h

irai.

10.) Aui ha rr .

dri i yur quri ru i h rih rr bi apur. dri h quaiy h irai h rr. Fr ap, i

ay h ar ar quiab, i ay b iu ah rr

u yu a a ar upa a h a i.

ch r upia. I hr a hih r pra ihi h rryu r? I , i iy ha yur aa vr a hp yu r riprv h quaiy yur rr yu h r h

ri pr.

11.) dvp a pa ih yur aa vr.

dvp a -by- i ab ha iu h a bh h vra yu p, ih ar ai a ai.

sup a t

12.) Prvi a ap yur vr.

F yur vr uii r prvii a ap r yur dms/cRm. thi ry ru i h vaua yur ii aa, a i i yu h pr apaii yur dms/cRm.

cariy ih yur vr ha aa yu i b i ba r h.

Team Responsibility


33/35


ta Rpibiiy

dvp It

13.) s up yur dms/cRm ap ruri aa.

dri hr yu i r h aa yur vr rur. n h ir ariy a urai r i yu a a/r

ab vau. I ra, yu hu r h irai hr yu b

aiy ab a a u i.

daa hu b viib -ur h hy vi a iu rr,iay hr hy u p uh irai! Yu ay a

r uary irai i pa a h uryi ai

hr. thi pp ha ipra r a y vi h

ai i hy a i.

daa hu b aib yur i-rai a pr . I yuri up u r ay h aa, a ur ha yur

qury a pr aur i b ab pu ha irai h

yur rai i. d a r ra ha h a vau yuabih i b aib h up a h!

daa hu b avaiab r rpri. A abv, yu a r hahr yu r h irai uppr yur rpri , iay

ihu rri u rpri (r e!)

NOTE: I this seems like a lot, dont worry. Its very likely that your data vendor has

helped clients make these same decisions or your DMS/CRM. User orums can provide

insights as well. The best practices are probably already out there, you just need to ask

and then do some simple testing or yoursel.

14.) Riv a ipr a ap , ar yu riv h r haa vr.

I avaiab r yur vr, arra riv a ap aa rpri ju a pri yur iu. A up z i . I pib, up up a ab vri yur aaba. ma a py

yur h aaba a para ia. Pp ia a para

rai r hi py i ar ha i h iv vri.

Ipr h ap aa , ba h yuv ii i hprviu p. thi yu vriy h dms/cRm ipr aur a vaia

yur i i ui h. I yu ha yu r raii

ipr, iy h yur i up yur riv h aa, r

ivia araiv ipr h, yu hav i !

NOTE: Not everyone can set up a separate sandbox. I you cant, no problem. Just be

extra careul to back up your DMS/CRM beore importing any data, and audit small

samples that you can delete manually, i needed, beore committing to importing

large amounts o inormation.

15.) Prai yur bui prai.

U h aa prai rai i a rpr. t ay iai bui prai, uh a aai iu

aa, i ry a r uivai. wh hi r , abih

i i yur iv aaba (i yur ui a ab y. I , yur

!)

Team Responsibility


34/35


ta Rpibiiy

dvp It

16.) cu a -- ru.

d a ry ru yur uivai i. ir ai appa, ai apair ajr r aii. t rai yur i, r a ap i a

yur rpri. I a i rr, yur ray . I yu hi ir

a, yu iy a v aha a a h rquii aju a yu

iv ih h aa. I h iu r p, yu ay a

rpa h i pr.

g liv

17.) Pi a iv a.

wih yur vr, iiy h yu h aa a h hyprvi a rur .

18.) eabih a iv pa.

Pa r ha yur a i h ay h aa i riv, aarar. H ar yu i ar ui yur irai? wha

uraii rai a appa i b r? th r yu ar

ui h irai, h r vau yu r yur iv i

a y.

19.) trai yur a.

Prvi raii yur au, piay ipr a -ur.

20.) Riv a ipr yur aa. ma a baup yur urr aaba (a vriy i!).

Rvi h h vr rur r ay bviu r (di hy rurh ubr rr yur p? th yu p?).

giv yur au a ha-up, v ai h pau aa ry iapprpria.

cu yur ipr. Aui h aa (bh uary quri a iiviua rr p hi). giv yur au h r ih ar ui h y aai.

21.) kp i i, p ai i br.

Yuv h bi (hia) pi. n yu a aiai h rh

h irai a a ur i ruary upa ih yur vr. saaa vau quiy. Yur vr a hp a hi h a ay via

ubripi rvi a ui rui aaba rrhi.

Team Responsibility


35/35

wahei i a ai prvir phiia prp rarh a

aayi ui pr raizai, hpia, iiui hihr

uai, aia rvi a uury r. mr ha 3,000 i

u wahei pru r prhiv ah iiai

iiviua, pai a uai. Haquarr i Bha, md,

wahei r pru i bh h Ui sa a Ui ki.

Fr r irai, vii .ahi..

Hr cui hp pr rai hir prai a aiiz

hir u ar r uraii a ii aa. th pay

piaiz i ar i, ipai, piizai a rai-

i r pru r sar, cvi a hr ai prvir. wih i sa Frai, chia a n Yr, h Hr cui a

ha hp hur pr aii. Fr r irai, vii

.ahr..

Documents

2011 Integrating Wealth Data Whitepaper Web