Prospect research for fundraisers : the essential handbook / Jennifer J. Filla, Helen E. Brown.

Format:

Book

Author/Creator:

Filla, Jennifer J., 1970-

Contributor:

Brown, Helen E., 1963-

Series:

AFP fund development series.

AFP Fund Development Series

Language:

English

Subjects (All):

Fund raising.

Fund raisers (Persons).

Physical Description:

1 online resource.

Edition:

1st ed.

Place of Publication:

Hoboken, N.J. : John Wiley & Sons, c2013.

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.

Contents:

Cover

Title Page

Copyright

Contents

Foreword

Acknowledgments

Introduction

Chapter 1 The Big Picture

What Is Prospect Research?

Overview of Terms

Why Do Prospect Research?

Prospect Research Informs Fundraising Strategy

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

Prospect Research in the Gift Cycle

Communication

Dispelling Myths and Corroborating Evidence

Summary

For Further Reading

Chapter 2 Identifying New Prospects

Overview: Why We Identify New Prospects

Capturing and Maintaining Constituent Information

How Much Information Do You Capture on Each of Your Constituents?

Basic Prospect Identification Terms

Prospecting Project Types

Manual Prospect Identification Methods

When Might You Undertake a Manual Prospecting Project?

What Are Some Tools a Researcher Might Use?

Manual Research Sample Case Studies

Wealth Screenings

What Kinds of Information Do Wealth-Screening Vendors Provide?

Preparing for a Wealth Screening

Setting the Purpose and Goal for an Electronic Screening

Selecting a Screening Product

Basic Information to Send to the Vendor

Screening Verification and Analysis

Demographic/Psychographic Data Appends

Risk and Electronic Screenings

Peer Screenings

Surveying

Sample Projects a Researcher Might Do

Simple Data Mining

Advanced Data Mining

Donor Modeling

List Rental

Chapter 3 Researching Prospects

Different Levels of Research

Types of Donor Profiles

Individual Profiles

Company Profiles

Foundation Profiles

Assembling Your Research Toolkit

Assess the Scope of Your Profile Needs

Fee versus Free.

How to Keep Up with Online Resources

Search Techniques Every Fundraiser Should Know

Step One: Find the Full Legal Name

Step Two: Become a Search-Engine Power User

Step Three: Find Giving History and Community Involvement

Step Four: Find Occupational Information

Step Five: Find General and Biographical Information

Other Search Concepts

Capacity Ratings: Putting the Information Together

Chapter 4 Donor Relationship Management

What Is a Relationship Management System?

The Three Moving Pieces

Rating Your Best Prospects

Moving Your Prospects

Reporting on Your Progress

Creating Your Own System

Tips on Entering Relationship Management Information

Creating Prospect Ratings

Recording Prospect Moves

Creating Reports to Track Progress

Chapter 5 Managing Prospect Research

Managing to Your Fundraising Goals

As Part of Everyone's Job

As a Standalone Department or Staff Member

Hiring Employees and Volunteers

Employees

Volunteers

Skill Sets for Hiring

Managing Expectations

Defining Common Terms and Using Forms

Purchasing Resources

Search Tools

Analytics Tools

Summary Look-Up Tools

Evaluating and Choosing a Tool

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

Chapter 6 Ethics, Risk, and Data Protection: What's the Big Deal?

Starting with Donor Trust

Risky Business

Ethics

Legal Issues

Outside of the United States

United Kingdom

Canada

Some Practical Tips

Chapter 7 International Prospect Research

Making International Fundraising Work

Back to Fundamentals with Habitat for Humanity

Wycliffe Courts Asian-American Donors

Coordinating Information at Rotary International.

Getting Started with International Prospects

Evaluate and Rate

Sources of Information

Tax Laws

Chapter 8 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

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.

Notes:

Includes bibliographical references at the end of each chapters and index.

Includes index.

Description based on online resource; title from title page (ebrary, viewed May 6, 2013).

ISBN:

9781118419700

1118419707

9781118707364

1118707362

9781299385139

1299385133

9781118421574

1118421574

OCLC:

841648873