Download - Prospect Mgt And Research Intro
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Hope College
Dept. Prospect Management and Research
Prospect Identification and Research
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Hope College
Dept. Prospect Management and Research
Prospect Identification and Research♦ Purpose and function of prospect research
in development♦ Methods for identifying top prospects♦ Researching top prospects♦ Analyzing the research♦ Resources (free and fee-based)
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Hope College
Dept. Prospect Management and Research
Purpose and Process
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Hope College
Dept. Prospect Management and Research
Information Management
♦ Identify new, major gift prospects♦ Maintain accurate information on major gift
prospects and current major donors♦ Provide information solicitors need to be
successful
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Hope College
Dept. Prospect Management and Research
Solicitation Management
♦ Coordinate and monitor progress of major donor/prospect cultivation and solicitation
identification
cultivation
solicitation
stewardship
♦ Keep energy focused on prospects who will contribute
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Hope College
Dept. Prospect Management and Research
It’s all about Relationships
Prospect Research gives you the tools to be able to:
• ask the right person
• for the right amount
• for the right project
• at the right time
• (with the right person).
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Hope College
Dept. Prospect Management and Research
The Process of Prospect Research
♦ Identify the prospect♦ Qualify the prospect through research♦ Facilitate strategy and plan of action for
the prospect♦ Track the prospect’s movement in the
cultivation cycle
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Hope College
Dept. Prospect Management and Research
Methods for Identifying Top Prospects
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Hope College
Dept. Prospect Management and Research
Sources
♦ Publications Review♦ Peer Screenings♦ Vendor Screenings♦ In-house Screenings/Datamining♦ Push Technology♦ Online Databases & Lists
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Hope College
Dept. Prospect Management and Research
Publications♦ Business Direct Weekly♦ Chamber of Commerce Directory♦ Newspapers♦ Chronicle of Philanthropy♦ Chronicle of Higher Education♦ Annual Reports♦ Alumni Magazines♦ Leadership Magazine♦ Foundation Directories (Foundation Center)
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Hope College
Dept. Prospect Management and Research
Peer Screening
♦ New Names♦ Connections/Relations♦ Best Person to Make Ask♦ Willingness to Assist♦ Gift Capacity♦ Interest Level
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Hope College
Dept. Prospect Management and Research
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Hope College
Dept. Prospect Management and Research
Vendor Screening
♦ Asset♦ Geographic/Demographic
♦ Modeling
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Hope College
Dept. Prospect Management and Research
In-house Screening/Datamining
♦ Time of year giving analysis♦ Solicitation effectiveness analysis♦ Geographic analysis♦ Longevity analysis
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Hope College
Dept. Prospect Management and Research
Other Suggested Questions…(Peter Wylie, “The Many facets of Database Mining,”
NEDRA News, Summer 2002)
♦ What % of people in your db have NEVER given?
♦ What % of your donors make up 95% of your funding?
♦ Where do the majority of your donors live?♦ What % have attended an institutional
function?
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Hope College
Dept. Prospect Management and Research
Push Technology
♦ Lexis/Nexis $$♦ NewsAlert.com♦ Google News Alerts
– www.google.com/newsalerts
♦ Yahoo!News Alerts– alerts.yahoo.com/config/set_notification?.t=n
♦ BizJournals.com
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Hope College
Dept. Prospect Management and Research
Online Databases & Lists♦ GuideStar♦ Foundation Center ($)♦ Iwave ($)♦ GrantSmart♦ Chronicle of Philanthropy (Guide to Grants
- $)♦ Hoover’s Online ($)♦ Multex Investor♦ Crain’s Detroit – www.crainsdetroit.com♦ Forbes Lists www.forbes.com/lists
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Hope College
Dept. Prospect Management and Research
Researching Top Prospects
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Hope College
Dept. Prospect Management and Research
APRA Code of Ethics
♦ Confidentiality♦ Accuracy♦ Relevance♦ Accountability♦ Honesty
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Hope College
Dept. Prospect Management and Research
CIA Qualifiers
♦Capacity ♦Interest♦Affiliation
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Hope College
Dept. Prospect Management and Research
Researching Individuals
♦ Personal Info♦ Business Info♦ Relationship to Organization♦ Professional & Philanthropic Affiliations♦ Financial Info
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Hope College
Dept. Prospect Management and Research
Researching Corporations and Foundations♦ Contact information♦ Organization description♦ Giving guidelines♦ Giving history♦ Alumni♦ Inside advocate♦ Contact with staff
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Hope College
Dept. Prospect Management and Research
DOCUMENT YOUR SOURCES!!
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Hope College
Dept. Prospect Management and Research
The “Full” Picture
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Hope College
Dept. Prospect Management and Research
Analyzing the Research
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Hope College
Dept. Prospect Management and Research
Estimating Gift Capability
GIFT CAPABILITY OVER FIVE YEARS
♦ Using Consistent Annual Giving:– 20 x consistent annual gift = gift capability
♦ Using Annual Income:– 10% of annual income– Same as: 2% of annual income x 5 years
♦ Using Public Stock Holdings:– (Total known direct stock holdings x 1,2, or 3)
x 5%
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Hope College
Dept. Prospect Management and Research
Gift Capability (cont.)
♦ Using Public Stock Holdings– 1-4% of stock and options worth $1-499K– 5-9% $500K-999K– 10% $1 million+
♦ Using Private Company Holdings– (25-50% of prospect’s holdings) x 1.5-5%
♦ Using Real Estate– $400K or less: 3 x property total x 0.03– $401K or more: 5 x property total x 0.05
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Hope College
Dept. Prospect Management and Research
More than one number available
♦ Average of all ♦ Most accurate♦ Range: lowest to highest number♦ Totals from formulas added together
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Hope College
Dept. Prospect Management and Research
Resources
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Hope College
Dept. Prospect Management and Research
More Resources
♦ AFP (Assn of Fundraising Professionals)– www.afpwm.org
♦ APRA (Assn of Professional Researchers for Advancement)– www.aprami.org
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Hope College
Dept. Prospect Management and Research
Efficiency & Effectiveness
♦ Efficiency– Wastes less time of your time– Wastes less of the prospect’s time
♦ Effectiveness– Address needs, interests, & preferences of
prospects up front– No nasty surprises– Identifies those who will give – and those who
will not
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Hope College
Dept. Prospect Management and Research THANK YOU!
Pam SpencerHope College616-395-7366