1. Imagine the Possibilities How Knowledge Management Builds Communications-Campaign Partnerships Shelby Kloures Radcliffe Executive Director of Campaign Administration Bucknell University

5. Systems and Technology Strategic & Informed Decisions and Actions Biographic Information Activity Information Giving Information Facts Scores Responses Models Analysis Reports & Charts Alerts Delivery

6. Business Systems & Technology Business Systems & Technology

10. Understanding the Constituents Reunion Young Alumni Mature Alumni Parents Corporations Foundations Faculty/Staff Undergraduates MBAs PHDs Accounting Finance Marketing Full Time Executive

11. Understanding the Constituents Donors Lapsed Donors Never Donors SYBUNTS LYBUNTS Donors Leadership Donors

25. Data Mining

27. Data Mining: Scores/Prospect Ratings Unrated Capacity U $500-$999 P $1K-$2.4K O $2.5K-$4K N $5K-$9K M $10K-$24K L $25K-$49K K $50K-$99K J $100K-$249K I $250K-$499K H $500K-$999K G $1M-$5M F $5M-$10M E $10M-$24M D $25M-$49M C $50M-$99M B $100M+ A Do Not Cultivate 5 Not Likely 4 Distant or Less Inclined 3 Somewhat Inclined 2 Favorably Inclined 1 Undetermined Inclination 0

28. Data Mining: Scores/ Prospect Ratings 4760 TOTAL PROSPECT POOL 3232 Principal & Major Gift Suspects 3216 Major Gift Suspects 16 Principal Gift Suspects Suspects 1528 Principal & Major Gift Prospects 1332 Total 853 $100K to $249K 315 $250K to $499K 164 $500K to $999K Major Gift Prospects 196 Total 134 $1M to $5M 31 $5M to $10M 5 $10M to $25M 20 $25M to $50M 3 $50M to $100M 3 $100M and Up Principal Prospects

30. Data Mining: Scores/RFM

32. Demographics & Market Segmentation

34. Demographics & Market Segments Example: PRIZM Clusters Middle America Country Comfort Landed Gentry Micro-City Blues 2 nd City Society Inner Suburbs Middleburbs The Affluentials Elite Suburbs Urban Cores Midtown Mix Urban Uptown

35. Demographics & Market Segments Example: PRIZM Clusters Second City Elite Brite Lites Li’l City Upward Bound Middle America Country Comfort Landed Gentry Micro-City Blues Urban Cores Inner Suburbs Middleburbs The Affluentials Elite Suburbs 2 nd City Society Midtown Mix Urban Uptown

36. Demographics & Market Segments Example: PRIZM Clusters Second City Elite There's money to be found in the nation's smaller cities, and you're most likely to find it in Second City Elite. The residents of these satellite cities tend to be prosperous executives who decorate their $200,000 homes with multiple computers, large-screen TV sets and an impressive collection of wines. With more than half holding college degrees, Second City Elite residents enjoy cultural activities–from reading books to attending theater and dance productions. Middle America Country Comfort Landed Gentry Micro-City Blues Urban Cores Inner Suburbs Middleburbs The Affluentials Elite Suburbs 2 nd City Society Midtown Mix Urban Uptown

37. Demographics & Market Segments Example: PRIZM Clusters Brite Lites Li’l City Not all of the America's chic sophisticates live in major metros. Brite Lights, Li'l City is a group of well-off, middle-aged couples settled in the nation's satellite cities. Residents of these typical DINK (double income, no kids) households have college educations, well-paying business and professional careers and swank homes filled with the latest technology. Middle America Country Comfort Landed Gentry Micro-City Blues Urban Cores Inner Suburbs Middleburbs The Affluentials Elite Suburbs 2 nd City Society Midtown Mix Urban Uptown

38. Demographics & Market Segments Example: PRIZM Clusters Upward Bound More than any other segment, Upward Bound appears to be the home of those legendary Soccer Moms and Dads. In these small satellite cities, upper-class families boast dual incomes, college degrees and new split-levels and colonials. Residents of Upward Bound tend to be kid-obsessed, with heavy purchases of computers, action figures, dolls, board games, bicycles and camping equipment. Middle America Country Comfort Landed Gentry Micro-City Blues Urban Cores Inner Suburbs Middleburbs The Affluentials Elite Suburbs 2 nd City Society Midtown Mix Urban Uptown

39. Cluster Analysis

47. Predictive Modeling

48. Predictive Modeling High Capacity High Propensity Focus on Principal Prospects Only Focus Major Gift Fund Raising Here Focus Participation Efforts Here

49. Predictive Modeling Propensity Score is 84% Predictive

50. Understanding our Constituents: Putting it All Together

51. Understanding the Constituents Reunion Young Alumni Mature Alumni Parents Corporations Foundations Faculty/Staff Undergraduates MBAs PHDs Accounting Finance Marketing Full Time Executive

52. Understanding the Constituents Reunion Young Alumni Mature Alumni Parents Corporations Foundations Faculty/Staff Alumni Alumni Prospects Alumni Donors

56. Summary