Apra-IL Webinar: Location, Location, Location: Adjusting Gift Capacity by Geography

Apra-IL Webinar: Location, Location, Location: Adjusting Gift Capacity by Geography

Real estate is by far the most commonly-used wealth indicator in our profession to determine a prospect's financial capacity to give. And while we all know a $1 million house in Chicago is not the same as a $1 million house in rural Illinois, many shops lack a standardized method for adjusting capacity figures based on location. As a national non-profit working in every part of the country, this issue was imperative for the American cancer Society. In this session, we will explore our approach to creating a standard, data-focused, and easy-to-use methodology for more accurately gauging a prospect's giving capacity based on their location (fancy Excel tool included!).

Speaker Bio: Dan Zarlenga is the Director of Prospect Development at the American Cancer Society, where he oversees the prospect research and prospect management functions for ACS's nationwide Philanthropy team. Prior to ACS, Dan spent nine years at Northwestern University, most recently as the Senior Associate Director of Prospect Research and Management (PRM). In this role, he led the prospect research functions of the PRM team and conducted proactive prospecting for Northwestern's Principal Gifts department and Vice President's office, as well as the Feinberg School of Medicine and Northwestern Pritzker School of Law. Prior to Northwestern, Dan was a Prospect Researcher at Opportunity International, a global microfinance organization that provides loans, savings, and insurance to entrepreneurs in over 20 countries. He received his BS in Finance from Elmhurst University and enjoys hiking, learning new songs on his ukulele, and trying to convince his daughter to become a Star Wars fan.