Spring Webinar Series - Juan Garcia

From Prospect Management to Solicitation Management: Aligning Strategy, Readiness, and Fundraiser Action to Accelerate Philanthropic Outcomes

Juan Garcia

Webinar Description: 

Many advancement programs have strong prospect identification and portfolio management processes, yet struggle to consistently translate those efforts into timely solicitations and philanthropic outcomes. The gap often lies between prospect management strategy and frontline fundraiser action.

This webinar explores how advancement organizations can move from traditional prospect management models to solicitation management approaches that align institutional strategy, prospect readiness, and fundraiser action. By connecting these elements, institutions can create clearer solicitation pathways and accelerate philanthropic outcomes.

Participants will learn how leading advancement programs integrate analytics, prospect development, and frontline fundraising to strengthen pipeline visibility and support more intentional solicitation strategies. The session will introduce a practical framework and examples for aligning strategy, readiness indicators, and portfolio action to move qualified prospects more efficiently from identification to solicitation.

About the Speaker:

Juan García served as the assistant vice president for advancement strategy and campaign director for the University of Texas at Austin. Previously, he served as chief strategy, analytics and campaigns officer with Texas Athletics, as associate vice president and campaign director at Wake Forest University, as vice president of operations and CIO at Arizona State University Foundation, and as assistant vice president for development services and analytics at the University of Texas at Austin. 

His experience includes campaign planning and goal setting, case statement development, fundraising project planning and management, and analytics modeling. He has also led the development of multiple business intelligence capabilities that include data sources from CRM systems, ticketing systems, donation systems, donor capacity ratings, demographic profiles, behavioral indicators and additional third-party data sources. In addition, he has implemented reporting, data mining and statistical modeling capabilities to assist with prospect identification, revenue projections, and process optimization.

Prior to joining development community, García spent 11 years as a management consultant with PriceWaterhouseCoopers, Arthur Andersen and BearingPoint. His project assignments focused on data-driven business analysis, and development of business plans for strategy and operations projects. His experience includes strategy formulation, merger integration, revenue growth enhancement, and operational improvement consulting projects.

García received a bachelor's degree in industrial engineering from Purdue University and a master's degree in business administration from the University of Texas at Austin.