Conducting Prospect Discovery and Qualification

Recorded On: 11/19/2019


Many advancement programs face the challenge of having too few gift officers and too many constituents who have never been seen. To help combat this, it’s essential to have a system in place for discovering new prospects and qualifying their capacity and inclination. Doing this well, and leveraging all of an advancement team’s resources as part of the effort, ultimately allows gift officers to focus on building relationships with the prospects who have the greatest likelihood of making major gifts in the future.

Register now for your entire team to learn how to conduct productive prospect discovery and qualification at your institution.

This webinar is eligible for 1.25 points of CFRE credit.


  • Methods for identifying prospects and determining potential gift capacity
  • Guidelines for making prospect assignments and conducting initial outreach
  • Tips for meeting with prospects, confirming capacity, and assessing inclination
  • Tactics for translating key findings into actionable steps and developing prospect plans
  • Examples from other institutions, and more!

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Elizabeth Keppel

Director of Strategic Priorities, Annual Giving, The Johns Hopkins University

Elizabeth Keppel is the Director of Strategic Priorities, Annual Giving at The Johns Hopkins University, where she leads the university's undergraduate alumni participation strategy. With a career that has spanned direct marketing, frontline fundraising, volunteer and board management, and special campaigns, she recently completed five years at the University of Florida, most recently serving as the Director of Annual Giving & Strategic Initiatives. She has also worked in annual giving at William & Mary. Elizabeth holds a B.A. in Government & Philosophy and an M.Ed. in Higher Education Administration from William & Mary.


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