Prospect Identification for all Shop Sizes

How does a prospect research team identify new prospects? What about if you are a development officer in a small shop trying to balance fundraising with identifying new prospects? Our presentation will provide some easy takeaways whether you are a prospecting beginner or run your own prospect research team. From discovering asset values to engagement scores with a range of complexities, this presentation will show you how to use the data you have, to segment and discover new leads within your database.

Shannon Koehn, WSUFAE Director of Prospect Development: Shannon is in her 26th Year as a proud Shocker at Wichita State University. For the past 16 years, she has filled the role of Director of Prospect Research. Shannon served as project manager in Wichita State’s CRM conversion to Blackbaud Raiser’s Edge and NXT, and is proud to have played a role in the successful completion of their $250 million comprehensive campus campaign in 2020, surpassing the goal by $58MM. Shannon received her BBA in Management Information Systems from WSU in 2002 and completed her Master of Public Administration in the Spring of 2021. Shannon has served on the City Council for the City of Bentley for six years, and volunteers in many community activities. Shannon is married to her husband, Chad, and they have two adult children, both also proud WSU graduates.

Scotland Lamb, WSUFAE Senior Director of Prospect Development: Scotland is in her first year as Senior Director of Prospect Development at Wichita State University. For the past seven years, she has served in various fundraising roles in Manhattan, Kansas City, and Wichita, with most of her experience in prospect research and database management. Scotland played on the women’s golf team at K-State where she received bachelor’s degrees in Economics and Public Relations, as well as her MBA. Scotland is a volunteer for Make-a-Wish and Love on a Leash. She is married to her husband, Gus, and they have two golden retrievers, Sandy and Bella, who keep her very busy.