Prospect Research for Fundraisers. The Essential Handbook. The AFP/Wiley Fund Development Series

  • ID: 2330865
  • Book
  • 240 Pages
  • John Wiley and Sons Ltd
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Praise for Prospect Research for Fundraisers

"I love the way this book is designed ′to engage and deepen the relationship an organization has with its donors, friends, and beneficiaries′ because it makes prospect research an ′inclusive′ and ′inviting′ part of the fundraising process."
—Laura Fredricks, author of the book The Ask and e–book Winning Words for Raising Money

"Prospect research is a field which, over the last decade, has dramatically changed how we do our fundraising, planning, and strategy development. This book provides the tools for the novice and the expert, the professional and the lay volunteer, the curious and the academically inclined. I highly recommend Prospect Research for Fundraisers for today′s philanthropic community. A must–have resource tool for every fundraising organization."
—Sue Paresky, SVP, Dana–Farber Cancer Institute, Boston, Massachusetts

"Filla and Brown′s Prospect Research for Fundraisers will transform the way you think about prospect research. Until now, you′ve probably viewed prospect research as a single function tool. With this book you can arm your nonprofit with a super–duper multi–tool to identify capable and interested donors and board members, and track donor progress to reach major gift goals and more."
—Karen Eber Davis, expert on nonprofit income and innovation, author of Nonprofit Income without the Mystery

"Modern development offices that embrace and leverage the partnership between researchers and fundraisers are able to strengthen the practice and success of their fundraising efforts through improved donor engagement and increased gift revenues. Filled with practice advice, case studies, and sample techniques, Prospect Research for Fundraisers is a robust exploration of the purpose, value, and impact of an effective prospect research program that can be adopted by any size or type of nonprofit organization. Through shared commitment and purpose, fundraisers and researchers alike can learn and grow from the guidance and best practices gleaned from this valuable resource for fundraising professionals."
—Elizabeth Crabtree, Assistant Vice President for Strategy and Resource Development, Brown University

"Helen and Jennifer are adding a worthwhile book to nonprofit shelves with Prospect Research for Fundraisers. The magic behind the research curtain will become clear to fundraisers as they move through definitions and processes that lead to big or bigger gifts. Insight from the field helps readers put themselves in the prospect research success story. The best part? Learning the high point of value a well–designed research function can have for any nonprofit lies within these pages."
—Cecilia Hogan, author of Prospect Research: A Primer for Growing Nonprofits; Director, University Relations Research, University of Puget Sound, Tacoma, Washington

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Foreword xiii

Acknowledgments xvii

Introduction xix

CHAPTER 1 The Big Picture 1

What Is Prospect Research? 1

Why Do Prospect Research? 4

How Does Research Fit into My Work and into the Gift Cycle? 7

Communication 10

Dispelling Myths and Corroborating Evidence 11

Summary 12

For Further Reading 13

CHAPTER 2 Identifying New Prospects 15

Overview: Why We Identify New Prospects 15

Capturing and Maintaining

Constituent Information 18

Manual Prospect Identification Methods 24

Wealth Screenings 27

Surveying 40

Simple Data Mining 41

Advanced Data Mining 43

Donor Modeling 45

List Rental 46

Summary 49

For Further Reading 51

CHAPTER 3 Researching Prospects 53

Different Levels of Research 54

Types of Donor Profiles 55

Assembling Your Research Toolkit 61

Search Techniques Every Fundraiser Should Know 65

Capacity Ratings: Putting the Information Together 79

Summary 82

For Further Reading 83

CHAPTER 4 Donor Relationship Management 85

What Is a Relationship Management System? 87

The Three Moving Pieces 89

Creating Your Own System 93

Summary 115

For Further Reading 116

CHAPTER 5 Managing Prospect Research 117

Managing to Your Fundraising Goals 118

Hiring Employees and Volunteers 125

Skill Sets for Hiring 129

Managing Expectations 132

Defining Common Terms and Using Forms 134

Purchasing Resources 136

Options for the One–Person (or Small–Team) Development Office 144

Summary 148

For Further Reading 149

CHAPTER 6 Ethics, Risk, and Data Protection: What’s the Big Deal? 151

Starting with Donor Trust 151

Risky Business 152

Ethics 154

Legal Issues 155

Outside of the United States 157

Some Practical Tips 158

Summary 159

For Further Reading 159

CHAPTER 7 International Prospect Research 161

Making International Fundraising Work 162

Getting Started with International Prospects 167

Summary 169

For Further Reading 170

CHAPTER 8 Trends and Opportunities: The Future of Prospect Research 171

Big Data and Segmentation 172

Data Visualization 174

Relationship Mapping 175

Social Media and Social Scoring 178

Content Curation 180

What the Future Might Look Like 185

Summary 186

For Further Reading 187

Appendix A: AFP Code of Ethics 189

Appendix B: Donor Bill of Rights 190

Appendix C: APRA Statement of Ethics 191

Appendix D: APRA Skill Sets—Advanced 193

Appendix E: APRA Skill Sets—Fundamentals 196

Appendix F: APRA Skill Sets—Relationship Management 199

Appendix G: APRA Skill Sets—Research Management 202

About the Authors 207

Index 209

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JENNIFER J. FILLA operates Aspire Research Group out of Florida, providing prospect research services to organizations across the country. Prior to founding Aspire Research Group, she served as associate director of development at the Kimmel Cancer Center at Jefferson in Philadelphia, Pennsylvania. She is a member and past trustee of the Association of Fundraising Professionals, Suncoast Chapter, and was most recently the 2010–2011 president of the Association of Professional Researchers for Advancement, Florida Chapter.

HELEN E. BROWN is President of The Helen Brown Group LLC and a twenty–plus year veteran in the field of prospect research. She is a former director of the Association of Professional Researchers for Advancement (APRA) and currently serves as chair of the APRA Chapter Relations Committee. She is a past president of the New England Development Research Association. In 2006, she received the NEDRA Ann Castle Award for service to the prospect research community.

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