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Penny Scarpucci , CFRE
Senior Consultant & Director , Marts & Lundy, Inc.
Ms. Scarpucci has been a regular presenter at AFP International Conferences since 1996 and at local AFP conferences and meetings in Georgia, Tennessee, and Florida as well. Presentation topics have included developing new donor prospects, board development, and campaign planning. She has been a Senior Consultant with Marts & Lundy since 1995 and was elected to the board in 2005. The focus of her practice has included hospitals, independent schools, colleges, universities, museums, and environmental organizations that are initiating campaigns. Ms. Scarpucci has also been a member and officer of the AFP board and the AFP Foundation Board.
Scott Lange
Senior Consultant , Marts & Lundy, Inc.
Mr. Lange has been a presenter at previous International AFP Conferences, including and serving as Track Dean in 1985. He and Ms. Scarpucci teamed up for a presentation in 2005. Mr. Lange has also been a faculty member at CASE conferences Capital Campaigns and Annual Giving. A member of Marts & Lundy since 2001, his specialties includes major gift solicitation, prospect management and systems. Mr. Lange’s clients include a range of hospitals, universities, colleges, and environmental organizations.
How many potential major gifts donors should a staff member be expected to manage? How do we build that pool? If we don’t have enough dedicated fundraisers, how do we cultivate and solicit our major donors? This session is designed for senior level managers and development officers, to help each address the question of establishing appropriate case load, balance between new prospects and existing donors, projected number of contacts per month with each, different types of prospect contact, reporting methods, and managing both the prospects in the pipeline and the officers/volunteers executing the strategies.
Benefits and Learning Objectives
- Have tools to establish an appropriate case load for their staff and/or volunteer fundraisers
- Understand the interdependence of the pipeline concept with moves management techniques
- Walk away with some “dashboard” reports
- Be able to project appropriate staff sizes for their major and principal gift prospect pool
- Explore opportunities to utilize volunteers in the prospect management process
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