Product Updates:

Research Center

• Recalculation of giving history and age amounts
• Addition of supplemental rating information
• Deletion of a single report in the profile and hitting the recalculate button for a revised answer
• Ability to search match sources—find out who has made a Federal Campaign Contribution or has company information in D&B

• Addition of several ratings and scores to the main History folder—influence & inclination, planned giving scores (bequest, annuity & trust) and investment rating
• Tool to export your history section into an Excel file. This is a great for creating and printing custom reports and importing into your DMS. To use this tool, click on the Export Options link on the right side of your main History page.

FindWealth Access Manager

After your screening, you can now export data appends (National Change of Address, Date of Birth and Phone overlays) back into your Donor Management System. To use, click on the Utilities menu and select Export Overlay and follow the prompts. A .csv file will be created and can be found on your computer's "C" drive.

For more information about these features or how to use them, please contact our customer service department at customerservice@wealthengine or (301) 215-5980.

Learning Opportunities: Training Sessions for WealthEngine Clients

Would you like to learn more about the new updates or great features that WealthEngine offers? Then, sign up for one of our free hour-long training sessions. They are conducted via teleconference and webinar.

WealthEngine offers numerous opportunities to make your research easier and more effective. The following trainings and workshops are offered weekly:

Access Manager 200 Level Training	Mondays, 1 p.m . (EST)
Access Manager 100 Level Training	Tuesdays, 11 a.m. (EST) Thursdays, 1:00 p.m. (EST)
Research Center Training	Tuesdays, 2 p.m. (EST)
These trainings are offered monthly:
Donor Management System Integration Training	First Monday of each month 1 p.m. (EST)
Pinpoint Training	Second Wednesday of each month 2 p.m. (EST)

To register for one of these workshops, please email trainings@wealthengine.com with your name, organization, preferred training date and phone contact information. Following your registration, we will send you a notice with the webinar and teleconference information. Registration is closed two business days prior to the session.

Feature Article: Westfall + WealthEngine = $12 Million for One Organization

Westfall Group was founded in March 2002 with an objective to help good organizations with great causes raise funds to fulfill their visions, according to founder and CEO Bob Westfall. Originally, Westfall thought the firm would be able to help 3-5 organizations raise $15 million in new money. In reality, Westfall Group has helped about 45 organizations raise $110 million in new money over the past five years.

“We really understand how to move donors into deeper relationships with an organization,” says Westfall, explaining the company’s particular niche. He notes that a cultural change typically takes place as an organization develops its major and mega donors. In fact, the Fellowship of Christian Athletes told Westfall that his work had revolutionized the entire culture of that nonprofit organization with a new focus on major and mega donors.

Knowing this, Westfall’s most recent success should come as no surprise. At a recent first-time donor event with 90 guests, $12 million in new money was pledged. And, this apparently is just one in a series of successful events which Westfall has orchestrated. This particular program offered by the Westfall Group centers around a four-day weekend major-donor event which is designed to move attendees, including both major donors and prospects, into deep and meaningful relationship with the hosting organization. Westfall adds, “It’s basically a compressed cultivation cycle.”

The weekend events include testimonials about the impact of the organization on its constituency, talks on the vision and the future of the organization, multimedia presentations, information on how the attendees’ involvement would strengthen the organization, and special keynote speakers. The weekend also allows for a lot of time for attendees to engage each other and talk about their passion for the organization as well as free time to spend with spouses, playing golf, etc.

“Both research and the event made the significant difference,” emphasizes Westfall. Typically, three or four files are used to develop an invitation list for one of these events:”

• Major donors
• Lapsed major donors
• Peer-to-peer (potential donors)
• General and mid-range level donors

WealthEngine was used to develop the file of general and mid-range level donors as well as to help develop the peer-to-peer prospect file.

Westfall shared examples of two other organizations that had little or no understanding of or relationships with major donors. In both these cases, WealthEngine was used to data mine the general and mid-range level donors (with gifts in the $25/month to $5,000/year range) and to develop invitation lists for both events. Each organization had a 5-to-1 return on their investment in the event!

“Also, remember that you are building a long-term relationship. Development is really stewardship. Getting the gift is the first step in the relationship. After that, it’s making the relationship into a partnership,” concludes Orr.

To learn more about Westfall Group, visit www.westfallgroup.net

Client News: WealthEngine/eTapestry Integration Makes Work Easier for CCF

The successful integration of WealthEngine and the fundraising software eTapestry makes work in the development office of the Christian Children’s Fund (CCF) easier and more effective, according to Laura Thornton, Manager of Marketing Information for CCF. Before the integration, the development office used their own research tool and then stored the information separately from their fundraising data. No surprise – it was hard to use!

Now, the development officers and researchers can access the information they need all at once. Thornton explains, “Development officers can even perform basic research on their own. A simple search request can be done with the press of one button. Meanwhile, our researchers can spend their time on the more in-depth requests. Now, everyone is getting more done.”

CCF first used WealthEngine to screen about 10,000 middle/major donors. Thornton notes, “Approximately 6,000 donors were identified out of that initial screening, with over 500 having the capacity of making a gift of $250,000 or more. The screening gave us a way to prioritize development efforts.”

CCF was able to work with WealthEngine and eTapestry to decide upon the design of the screens. For instance, CCF adds in a paragraph of explanation for each of the most qualified prospects.

“We are able now to ensure that we are working on the right things. We research and qualify our prospects. And, we are able to go even deeper into our database. For example, we may research people who haven’t yet given a large gift, but have been donating for 20-30 years,” says Thornton.

Plans down the road include screenings by state, so the leads can be balanced out among the development officers – and, of course, an increased number of screenings per year.

“We are finally doing regular screenings,” sums up Thornton. “Before, we would get the screening results, and they would sit. Then, we would be anxious over not using the results. Now, however, the integration of WealthEngine and eTapestry makes it easy for us.”

Questions and Answers:

Q: How can I add a prospect to my Inner Circle on my Online Research Center account?

A: To mark a prospect as an Inner Circle member, follow these steps:

• Run an Advanced Search on the prospect you wish to move to your Inner Circle.
• Go to your History page.
• Run a query on that prospect, perhaps by searching by the prospect’s name.
• Once in the History page, put a check mark in the box to the left of this prospect’s name.
• In the “Action” drop-down box, select “Inner Circle Creation.”
• Hit “Go.”
• If you visit your “Inner Circle” page, you will now find this prospect’s record listed.

Q: Where does WealthEngine obtain the Annual Income value in the Estimated Giving Capacity formula

A: The income portion of the Estimated Giving Capacity report is drawn from one of the data sources listed below:

• A Market Guide Executives report
• Real Estate*
• Census Data

* Income derived from real estate is calculated using a formula based on the first loan amount. Here’s how that formula works:

1. The loan amount (assumed to be 80% of the market value) is totaled for each property with a QOM (Quality of Match) of 9 or greater.
2. The monthly payment for the totaled loan amount is calculated using an interest rate of 7% over 30 years.
3. Next, we calculate the income using the following formula:
   (monthly payment X 80%) X 3) X 12 = income.

Staff Profile: Tricia Strong, Chief Operating Officer

Tricia Strong was promoted in January to Chief Operating Officer at WealthEngine. In this new role, she is in charge of running the daily operations of the company, including managing the Client Service team and their interactions with the batch processing/technical team, creating and improving internal processes that allow the company to deliver services to clients, and providing input on product development. Since Tricia came to WealthEngine in 2005, she has:

• Successfully relocated the WealthEngine headquarters to its own building
• Established a CRM implementation plan
• Developed WealthEngine’s program for training new and existing clients

Tony Glowacki, CEO, says, “The establishment of the COO position was a significant benchmark for WealthEngine as a company. I’ve been concentrating in the past few years on clearly defining WealthEngine’s vision and strategic goals for the future. Now, Tricia’s focus is to ensure that our company’s operational goals are aligned accordingly with our strategic direction, so that we can serve our existing and future customers in the best way possible. Basically, Tricia and I are working with the rest of the WealthEngine team to create for the future while managing the present.”

Tricia adds, "I was first drawn to WealthEngine because it allows me to interact with a large number of interesting organizations that are making an impact on the world in a positive way. I believe all of WealthEngine’s employees truly believe in our mission to serve these organizations and deliver the best products in the market. Coming from the IT world (she has worked for Citrix, Accenture, and Accelerated Consulting Group) it is very refreshing to work with clients that are focused on working toward their organization’s mission."

Tricia has a degree in Marine Science from the University of Miami and a MBA/MSIS degree from the University of Colorado at Denver. She and her husband, Craig, along with their 9-month-old daughter, Lily, and 5-year-old yellow lab named Roxy, live in Arlington, VA. Tricia enjoys snowboarding, mountain biking, surfing and swimming. She adds, “I’m originally from Florida, so most of my vacations are spent on the beach there visiting my family in St. Augustine and Boca Raton. I’m also really into live music, so I enjoy catching my favorite bands as they come through the D.C. area – especially in the summer when I can see them outdoors.”

WealthEngine also welcomes six new staff members:

Sales

• Dave Manuel, Director of Sales, manages the sales department. He can be reached at dmanuel@wealthengine.com or 301/215-5980, ext. 1025.
• Kellie Kenny, Senior Account Executive, will be focusing on Research Center sales and renewals. She can be reached at kkenny@wealthengine.com or 301/215-5980, ext. 1026.
• Molly Francis, Senior Sales Associate, supports the sales team. Her email is mfrancis@wealthengine.com and telephone is 240-744-1027.

Marketing

• Renee Hamlen, Director of Marketing, will focus on our website management and conference involvement. She can be reached at rhamlen@wealthengine.com or 240-744-1030.

Client Services

• Rebecca Farber, Client Services Associate, is our front line person for client service. Her email is rfarber@wealthengine.com and phone is 240-744-1028.
• Caroline Oblack, Manager of Client Services, will focus on large client services and integration with donor management systems. She can be reached at coblack@wealthengine.com or 240-744-1029.

Upcoming Events: Stop by Our Exhibit Booth at These Conferences

WealthEngine will be attending the following conferences in the next few months. We invite you to stop by our booth.