Post on 05-Jul-2015
description
Hope College
Dept. Prospect Management and Research
Prospect Identification and Research
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)
Hope College
Dept. Prospect Management and Research
Purpose and Process
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
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
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).
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
Hope College
Dept. Prospect Management and Research
Methods for Identifying Top Prospects
Hope College
Dept. Prospect Management and Research
Sources
♦ Publications Review♦ Peer Screenings♦ Vendor Screenings♦ In-house Screenings/Datamining♦ Push Technology♦ Online Databases & Lists
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)
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
Hope College
Dept. Prospect Management and Research
Hope College
Dept. Prospect Management and Research
Vendor Screening
♦ Asset♦ Geographic/Demographic
♦ Modeling
Hope College
Dept. Prospect Management and Research
In-house Screening/Datamining
♦ Time of year giving analysis♦ Solicitation effectiveness analysis♦ Geographic analysis♦ Longevity analysis
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?
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
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
Hope College
Dept. Prospect Management and Research
Researching Top Prospects
Hope College
Dept. Prospect Management and Research
APRA Code of Ethics
♦ Confidentiality♦ Accuracy♦ Relevance♦ Accountability♦ Honesty
Hope College
Dept. Prospect Management and Research
CIA Qualifiers
♦Capacity ♦Interest♦Affiliation
Hope College
Dept. Prospect Management and Research
Researching Individuals
♦ Personal Info♦ Business Info♦ Relationship to Organization♦ Professional & Philanthropic Affiliations♦ Financial Info
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
Hope College
Dept. Prospect Management and Research
DOCUMENT YOUR SOURCES!!
Hope College
Dept. Prospect Management and Research
The “Full” Picture
Hope College
Dept. Prospect Management and Research
Analyzing the Research
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%
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
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
Hope College
Dept. Prospect Management and Research
Resources
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
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
Hope College
Dept. Prospect Management and Research THANK YOU!
Pam SpencerHope College616-395-7366
spencerp@hope.edu