From Pipeline to Predictability: Revenue Forecasting Using Prospect Management Tools
Presenters: Arno Bangert & Valerie Moore
Setting realistic annual financial and activity goals is a challenge for most fundraising organizations. Too often, goals are determined through a combination of arbitrary percentage increases and leadership expectations. At BC Children's Hospital Foundation, the solution was found in the creation of a Constituent-Based Forecasting Process (CBFP), built on the framework of the Foundation's prospect tracking system. Implementation of the system has, over the years, resulted in a predictable, streamlined process producing realistic and achievable financial targets that accurately reflect potential within the donor/prospect base.
This webinar will outline how the process was developed, and will provide details on tangible results, challenges faced and areas of future development. The session will also document how leadership of the process has placed the Research & Prospect Management team at the centre of organization-wide strategic planning.
Award Winning Content: In 2009, BC Children's Hospital's Foundation was awarded the first annual APRA-Canada Award for Prospect Research.
This presentation is based on the subject material submitted for the award.
The level of this session is intermediate to advanced.
Arno Bangert has been Director of Research & Campaign Operations at BC Children's Hospital Foundation since 2001. Prior to joining the Foundation, Arno held positions in research and prospect management, proposal writing and case development with United Way of the Lower Mainland, the VGH & UBC Hospital Foundation and the University of British Columbia. His previous experience includes several years working with a market research firm. Arno also works on a consulting basis with other organizations, providing training in prospect management and tracking. Arno is a past board member of APRA Canada and of AFP Vancouver. He is a graduate of the University of Victoria.
Valerie Moore is the Manager, Research & Prospect Management at BC Children's Hospital Foundation, a position she has held since October 2007. Prior to this she managed the prospect research shop at Simon Fraser University in Burnaby, BC and established the prospect research program over 11 years at The University of Western Ontario in London, Ontario. Valerie has a B.A. (Hons) in political science from The University of Guelph, and a Master of Library Science from The University of Western Ontario. Valerie has served APRA-Canada since 2001 in a variety of roles, including regional representative, mentor, Board Member, and 2008 and 2010 National Conference Committee member.
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