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The Quintess Collection is the nation’s leading destination club and provider of member-only vacation homes. By applying the country club model to vacation homes, Quintess gives their members exclusive access to 100+ multimillion-dollar homes and experiences in 40+ destinations worldwide — complemented by membership services and privileges that set the standard for luxury vacations. Since day one, Quintess has been a member-driven club, and is constantly looking for new ways to enhance their members’ experience by offering flexible membership plans to choose from and properties that are equally amazing across all destinations.

LHW is a membership-based, representation firm for a consortium of five-star luxury boutique hotels. They assist membership with everything from sales and marketing to distribution and technology, but each unique property is privately owned and managed. In fact, each member hotel is also a shareholder in LHW; at the end of the day, all profits of LHW are reinvested in their luxury hotel members.

As the marketing tactics and budget shift at Butterfield & Robinson (B&R) towards digital channels and more opportunities for personalization, so has the need to invest in solutions that allow them to understand and engage each customer on a more personalized basis, from marketing outreach to lead qualification to custom offerings. Trip designers at B&R use wealth intelligence daily to enhance their ability to custom-craft personalized travel experiences.

Buccellati is one of the world’s most unique and exceptional jewelers and silversmiths. The Buccellati line features handmade, one-of-akind creations, or “limited editions of one.” Each piece is designed by Gianmaria Buccellati himself or by his son Andrea Buccellati, and handcrafted under their direction by skilled artisans. The family-owned business is, in a way, a time-capsule, with a rich history and tradition dating back to a family ancestor and goldsmith in the 1780’s. The company enterprise began in earnest in Milan in the 1920’s and today has 12 locations worldwide. In addition to Italy, Buccellati has retail outlets in France, Russia, England, Hong Kong and Japan as well as three locations in the United States: New York, Beverly Hills, and Aspen, with a new location opening soon in Chicago. 2012 marks the 60th anniversary of Buccellati’s U.S. operations.

According to Liz Lin, Director of Donor Communications at Center Theatre Group (CTG) in Los Angeles, one of the theatre company’s main challenges when it comes to prospect research is finding new donors. CTG is a unique nonprofit organization that supports three different theatres - the Mark Taper Forum, the Ahmanson Theatre and the Kirk Douglas Theatre all under the artistic leadership of Michael Ritchie. These three theaters share an average annual audience size of 500,000. Each theatre presents distinctive programming, and donors enjoy benefits and access to all three performance venues. About a third of CTG’s donors attend all three theatres during a given season.

“WealthEngine has given us so much to work with,” explains Keith Niles, Senior Database Analyst for the Greater Los Angeles Zoo Association (GLAZA), the fundraising arm of the Los Angeles Zoo and Botanical Gardens. “Basically, we now have a wealth of quality, actionable data, thanks to the screening we performed through WealthEngine.” GLAZA has traditionally had a sizable number of prospects and names; in fact, the membership database alone holds 64,000 households and about 300,000 records. Meanwhile, the Zoo staff includes only one prospect researcher, Michelle Mesrobian. And, while Mesrobian handles the Zoo’s prospect research, she is also responsible for donor relations and, most recently, was named project manager for the Zoo’s feasibility study in preparation for an upcoming capital campaign.

When the Houston Grand Opera’s season commences this fall with a new production of Madame Butterfly, Larissa Potiomkin will have her prospect pipeline stocked and ready for its own debut. As Manager of Development Information at the Houston Grand Opera, she is a jack of all development trades; performing prospect research, managing the prospect pipeline and soliciting annual gifts. For Potiomkin, it all comes down to the basics, “prospect research data provides direction on whom to target and at what gift level. It’s as simple as that.”

Signature Theatre is a Tony Award®-winning, nonprofit professional theater company with a mission to produce contemporary musicals and plays, reinvent classic musicals, develop new work, and reach its community through engaging educational and outreach opportunities. Beginning in a garage space in 1993, Signature has swiftly become a landmark theater in the DC Region’s theatre scene, as well as a recognized player among the nation’s regional theatres.

Duke University’s The Fuqua School of Business needed a new approach to screening their database of 13,000 alumni records during the silent phase of their campaign. Rather than screen all at once and risk using outdated data and ratings during validation and cultivation, they opted to categorize the alumni by state and screen smaller groups on a monthly basis.

Having worked at Le Moyne College for over 20 years, Deborah Reinhardt Youmans has learned how to build value into a prospect research management program. When she first started as Director for Advancement Research, the College was spending significantly on prospect research and wealth screening tools but wasn't applying the information in a strategic and team-oriented approach to realize strong returns on investment. Today, her strategy involves routine donor and prospect screenings, internal data mining, ongoing prospect tracking, and more importantly, prospect management meetings in close coordination and communication with development officers.

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