From Pipeline Audit to E-survey: A Case Study in Research-driven Prospect Prioritization and Qualification

Is your pipeline about to burst? Is it clogged with suspects waiting to be qualified? This presentation will take you on a journey demonstrating how Carleton’s research team collaborated with development officers to restructure our prospect pipeline to be more active and dynamic through a comprehensive pipeline review and subsequently to expedite prospect qualification through a pilot e-survey project. We will discuss the planning and execution of both projects, approaches taken to prioritize and optimize prospect portfolios, and changes made to prospect qualification process to increase efficiency and unclog portfolio buildup.