Prospect development plays a critical role in advancing fundraising success, yet

much of its impact extends beyond what standard CRM reports capture. In this

session, Prisca Zaccaria, Executive Director of Prospect Development, and Jose

Osorno, Director of Prospect Strategy share how the University of South Carolina

is leveraging a combined framework—the Prospect Development Scorecard and

the Prospect Development Log—to evaluate both the quantitative and qualitative

contributions of prospect research and prospect management operations.

The Scorecard draws directly from CRM-entered data to track referrals, research

deliverables, and portfolio reviews, linking them to pipeline movement and gift

results. The Log complements this by recording activities that are more difficult to

quantify, including strategy sessions, ad hoc meetings, and unscheduled calls,

professional development, training, and more. Used together, these tools provide

a comprehensive view of how time and resources are invested, and how those

investments convert into measurable fundraising progress.

Attendees will see live examples of the files in use, demonstrations of dashboards

shared with leadership, and the processes USC has implemented to secure

fundraiser adoption and leadership support.

Participants will leave with practical approaches to:

• Connect prospect development activities to measurable fundraising outcomes.

• Capture and communicate contributions that extend beyond CRM-based reporting.

• Use data visualizations to demonstrate ROI and team productivity.

• Strengthen collaboration with fundraisers while maintaining accountability.