Prospect Research for Fundraisers The Essential Handbook
by Filla, Jennifer J.; Brown, Helen E.Edition: 1st
Format: Hardcover
Pub. Date: 2013-04-01
Publisher(s): Wiley
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Summary
Essential tools for implementing right-sized prospect research techniques that help nonprofit organizations reach their fundraising goals Written especially for front-line fundraisers, Prospect Research for Fundraisers presents a practical understanding of prospect research, prospect management, and fundraising analytics, demonstrating how research can be used to raise more money. Filled with examples, case studies, interviews, and stories, this unique book is structured around the fundraising cycle and illustrates the myriad of current and ever-changing prospect research tools and techniques available to boost an organization's fundraising effectiveness. From essential overviews to how-to-search skills, this practical book gives development officers the tools to understand how to use prospect research in ways that best fit their goals for each stage of the fundraising cycle. Provides practical insight to understand the best use of each prospect research tool and technique Features a companion website with a variety of online tools to help readers implement key concepts Part of the AFP Fund Development Series Prospect Research for Fundraisers provides fundraisers with an understanding of what prospect research is and which resources are available to small organizations that have limited internal capacity, medium-sized organizations building capacity, and large organizations wanting to maximize their strengths. It offers a practical understanding of the relevant tools at the disposal of development officers and managers responsible for hiring, outsourcing, purchasing, managing, and implementing prospect research within their organizations.
Author Biography
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.
Table of Contents
Foreword
Acknowledgments
Chapter One The Big Picture
What Is Prospect Research?
Why Do Prospect Research?
How Does Research Fit Into My Work and Into the Gift Cycle?
Communication
Dispelling Myths and Corroborating Evidence
Chapter Two Identifying New Prospects
Overview – Why We Identify New Prospects
Capturing and Maintaining Constituent Information
Manual Prospect Identification Methods
Wealth Screenings
Setting the Purpose and Goal for an Electronic Screening
Screening Verification and Analysis
Surveying
Simple Data Mining
Advanced Data Mining
Donor Modeling
List Rental
Summary
Chapter Three Researching Prospects
Different Levels of Research
Types of Donor Profiles
Assembling Your Research Toolkit
Search Techniques Every Fundraiser Should Know
Capacity Ratings: Putting the Information Together
Summary
Chapter Four Donor Relationship Management
What Is a Relationship Management System?
The Three Moving Pieces
Creating Your Own System
Rating Your Prospects
Moving and Reporting on Your Prospects
Summary
Chapter Five Managing Prospect Research
Managing to Your Fundraising Goals
Hiring Employees and Volunteers
Skill Sets for Hiring
Managing Expectations
Defining Common Terms and Using Forms
Purchasing Resources
Options for the One-Person (or Small Team) Development Office
Summary
Chapter Six Ethics, Risk and Data Protection
What’s the Big Deal?
Starting with Donor Trust
Risky Business
Ethics
Legal Issues
Outside of the United States
Some Practical Tips
Summary
Chapter Seven International Prospect Research
Making International Fundraising Work
Getting Started with International Prospects
Summary
Chapter Eight Growing Trends and Opportunities
The Future of Prospect Research
Big Data and Segmentation
Data Visualization
Relationship Mapping
Social Media and Social Scoring
Content Curation
What the Future Might Look Like
Summary
Appendices
Appendix A: AFP Code of Ethics
Appendix B: Donor Bill of Rights
Appendix C: APRA Statement of Ethics
Appendix D: APRA Skill Sets - Advanced
Appendix E: APRA Skill Sets - Fundamentals
Appendix F: APRA Skill Sets - Relationship Management
Appendix G: APRA Skill Sets - Research Management
About the Authors
Index
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