Erin Miller University of Illinois

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1 Erin Miller, Senior Research Specialist University of Illinois Erin Miller University of Illinois NonProfit

2 Overview Definitions BI and CI in Advancement CFR Information Management Data Collection CI for Prospect Research Looking to the Future Selected Resources Data and information are always changing Advancement strategy should be grounded in facts, not assumptions. The Oh Noz!! factor

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4 BI CI Analytics Data Mining Information Management The process of gathering information about constituent needs and decision-making processes, the competition and competitive pressures, industry conditions, and general economic, technological, cultural, and political trends affecting an organization s success, undertaken to gain sustainable competitive advantage. BI involves the extraction and analysis of information from multiple sources of relevant data, to gain strategic knowledge on which to base risk assessment and decision-making. BI applications include query and reporting, data mining, and analytics. BI focused specifically on a company's external environment is competitive intelligence(reitz).

5 The process of monitoring the competitive environment. CI is a systematic and ethical program for gathering, analyzing, and managing information that can affect a company's plans, decisions, and operations. A key thrust of CI is analysis, which turns raw data (a collection of facts, figures, and statistics relating to business operations) into actionable intelligence (data organized and interpreted to reveal underlying patterns, trends, and interrelationships). Data thus transformed can be applied to analytical tasks and decision making (Miller). Performing competitive intelligence research on current and potential corporate prospects, with special attention to opinions, attitudes, employees, and strategic direction.

6 A suite of statistical tools and techniques used to analyze constituencies, build models to predict constituent behaviors, and make organizational decisions by evaluating program performance and projecting future program performance (Birkholz). Finding useful information by identifying patterns and trends within larger databases (Birkholz). Identifying missing information

7 Information Management is the capture, storage, management, and delivery of the information assets of Advancement. Information management within the organization is a close collaboration between records management, information technology and the stakeholders of Advancement information. UI CFR Prospect Research BI Function CI Function Asking Question with Data

8 CFR Research Staff Senior Research Specialist Corporate Research Associate New! Graduate Student Employee New! Undergraduate Student Employee Shared Research Staff Data Management Analyst Clerical Contract Extra help External Staff Department of Policy and Planning Information Services Reporting Analytics Data mining Event processing Performance management Benchmarking

9 Planning Direction Collection Research Monitoring Analysis Dissemination

10 Facts not assumptions What questions do you want to ask? You must identify areas of interest to understand: What data to input How to organize the data Why? How you input data determines how and if you can pull it out

11 How is your data Gathered Sourced Organized Classified Accessed Is your data Valid Accurate Consistent What does all of the gathered data mean in terms of raising more money? Helping you identify strategically important data? Helping you identify missed opportunities? Helping you identify missing data?

12 The University of Illinois Relationship project: 3 million data points under the sea Purpose Problem Clean-up Status Make use of the information you have in your database.

13 How many corporate donors? How many foundation donors? How many special group donors? What percentage of giving is by organizations? How do I prioritize? Giving Distribution

14 Giving Distribution -ACES Giving Distribution -Engineering

15 Giving Distribution -LAS Is there a connection between employee location and donor company location? What states give the most? How big is international giving?

16 Giving Less Than $25,000 $50,000 - $99,999 $100, ,999 $200,000 - $300,000 $600,000 - $700,000 $25,000,000+ Alumni Employees Corporate Giving Locations Foreign Locations Africa Europe Asia India Australia Mexico Canada South America Giving Less Than $1 million $1 m -$10 m $10 m $35 m $50 m -$76 m $200 m 400 m $400 million +

17 Foundation Giving Locations Foreign Locations Africa Asia Europe Giving Less Than $1 million $1 m -$5 m $5 m $25 m $65 m -$75 m $90 m 105 m $300 million + Special Groups Giving Locations Foreign Locations Africa Europe Asia Mexico Canada South America Caribbean Giving Less Than $1 million $1 m -$10 m $10 m $25 m $30 m -$40 m $50 m $75 m $200 million +

18 Can our corporate donors be broken in to segments? Partners Collaborators Sponsors What s distinctive about these groups? What do we know about our first time donors? What do we know about our consecutive donors? Ah! Ah! How do I do this?!

19 Process vs. Project Information stakeholders Managing relationships Gift processing Stewardship Matching gifts Advancement User support Records IT You must create a main record for the organization. All research, relationships, prospect management, and development tracking must be entered on this record. Are there exceptions? Rarely, exceptions are the death of good data.

20 Review the creation of all organization records Manage all requests to create org records from advancement officers Review all changes to org addresses Lock key records Review all org to org relationships Monitor all mergers and acquisitions Defunct all organizations Data maintenance is a team sport Make it easy! Create a request form Specialist vs. support staff

21 What do you need to know about the organization to make a connection and build a relationship? No, seriously, standardize your work

22 Financial data types: gifts to others, foundation, other indicator, market value (need for improvement) Comment classification A: Awards B: Business description E: Employees G: Giving description R: Ranking U: University 66: FYI U: Corporate affiliate of the HoeftTechnology & Management Program at the University of Illinois. The program bridges the gap between engineering and business education by offering courses in technology and management to undergraduates from the College of Engineering and College of Business. Corporate affiliates provide capstone projects for students, take part in talks with faculty and have exclusive access to online resumes of students in the program. The affiliations last three years.

23 UI Companies of Interest Hot 15 UI Foundations of Interest Funding search data Alerts business news, general news, SEC documents Scanning business news, campus news Company market value, annual sales, net income, total assets Philanthropic foundation total giving, foundation assets, foundation giving to higher education, giving to Illinois, higher education grants over $100,000; corporate contribution program assets, corporate contribution program giving

24 B: Business description, crucial for querying to business type B: Industry competitors E: Range of alumni employed G: Giving description, how they give, purpose, fields of interest, limitations, geographic focus, types of support R: Fortune rank, Illinois-specific rankings U: Major partnerships and initiatives with the University Corporate Hierarchy Ensure correct hierarchy for all locations in the database Connect High title executives Board members Foundation board members Key contacts Credit relationships

25 Assets Giving Giving to higher education Giving to Illinois Giving to peer institutions Grants over $250,000 B: overview Purpose fields of interest Limitations geographic focus types of support B: description funding programs initiatives

26 Which of our major corporate donors gave more than $1 million to a peer institution? How many corporate donors are involved in software production? How many high title executives do we have at Fortune 100 companies? Are they donors? Under management? How many donations have we received from the top 100 private companies in Illinois? Which foundations are interested in funding STEM research?

27 Crucial Date the corporation or foundation was referred, subject area, purpose, keywords Example: UIUC: Graduate School of Library and Information Science (GSLIS): Funding search: Census Data Project: data; visualization; census; urban planning; demographic; data design; spatial analysis. Which organizations did we refer for prison reform? Do we have any current donors to other programs that we referred to Education? Do we know who is interested in diabetes? Have any of the organizations that we referred for social justice programs made a gift in the past 10 years? What are the funding interests of all organizations that have made a gift over $100,000?

28 Research specialist training, oversight Research associate scanning, auditing Graduate student special projects Undergraduate student companies of interest Maintenance Retention Definition CI vs. Traditional Research CI and Social Networks

29 The collection, analysis, and assessment of information about a company's markets and competition, for use in strategic decision-making. CI involves monitoring the environment external to the company for information pertinent to the decision-making process, which is then analyzed into accurate, usable strategic knowledge about the firm's markets and competitors, including position, performance, capabilities, and intentions. Ethical CI is conducted openly, but the target company is generally kept in the dark (Reitz). CI is the difference between dissemination of widely available factual information (such as market statistics, financial reports, newspaper clippings) performed by traditional research, and intelligence which is a perspectiveon developments and events aimed at yielding a competitive edge. FuldGiladHerring Academy of Competitive Intelligence

30 Digging in Reputation monitoring New developments Products Employee news Employee opinion

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33 Identify industries of interest Create circles for each industry Software development or agriculture Identify industry experts Add them to your circles Identify key companies Add them to your circles Identify company brand pages Add them to your circles Watch them feed you data Health Informatics Innovation Illini Center West

34 Stuff I really, really want to do Adding industry classification codes Tracking primary investigators and grants, linking this data to funding search data Missing campus data -patents, patent applications, faculty areas of interest Tracking private equity and venture capitalists Embedding a company name table Changes to prospect management for CFR work, preserving Institutional knowledge

35 Erin Miller University of Illinois NonProfit

36 SELECTED AND CITED RESOURCES Academy of Competitive Intelligence - Birkholz, J. (2008). Fundraising Analytics, Hoboken, NJ: John Wiley & Sons. BUSLIB-L List, Business Librarians Listserv - Competitive Intelligence: A Selective Resource Guide - Cool Data Blog - DRIVE - GrantStation Insider - HEAT List, Higher Education Advancement Technology - Miller, S. Competitive Intelligence. In Encyclopedia of Library and Information Sciences, Third Edition. Taylor and Francis: New York, Published online: 09 Dec 2009; NOZA Gift Alerts Archive - Philanthropy Journal - Philanthropy News Digest - Reitz, J. (2004). Dictionary for Library and Information Science, Westport, CT: Libraries Unlimited. Sharp, S. (2009). Competitive Intelligence Advantage, Hoboken, NJ: John Wiley & Sons.