"We wanted to make the most of every opportunity, focusing first on those with the greatest potential. Now, we are really on track in knowing how many records will be returned at a major gift level from each monthly screening. It has become a predictable and critical business process—which is critical to our planning, especially as it pertains to broader fundraising goals. From this strategic approach, our new challenge is what we’ll do when each development officer hits their threshold of manageable prospect names. A full pipeline is a great problem to have."