Prospect Research for Fundraisers

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.

Essential tools for implementing right-sized prospect researchtechniques that help nonprofit organizations reach theirfundraising goalsWritten especially for front-line fundraisers, ProspectResearch for Fundraisers presents a practical understanding ofprospect research, prospect management, and fundraising analyticsdemonstrating how research can be used to raise more money. Filledwith examples, case studies, interviews, and stories, this uniquebook is structured around the fundraising cycle and illustrates themyriad of current and ever-changing prospect research tools andtechniques available to boost an organization's fundraisingeffectiveness.From essential overviews to how-to-search skills, this practicalbook gives development officers the tools to understand how to useprospect research in ways that best fit their goals for each stageof the fundraising cycle.* Provides practical insight to understand the best use of eachprospect research tool and technique* Features a companion website with a variety of online tools tohelp readers implement key concepts* Part of the AFP Fund Development SeriesProspect Research for Fundraisers provides fundraiserswith an understanding of what prospect research is and whichresources are available to small organizations that have limitedinternal capacity, medium-sized organizations building capacityand large organizations wanting to maximize their strengths. Itoffers a practical understanding of the relevant tools at thedisposal of development officers and managers responsible forhiring, outsourcing, purchasing, managing, and implementingprospect research within their organizations.

Foreword xiiiAcknowledgments xviiIntroduction xixChapter 1 The Big Picture 1What Is Prospect Research? 1Why Do Prospect Research? 4How Does Research Fit into My Work and into the Gift Cycle? 7Communication 10Dispelling Myths and Corroborating Evidence 11Summary 12For Further Reading 13Chapter 2 Identifying New Prospects 15Overview: Why We Identify New Prospects 15Capturing and Maintaining Constituent Information 18Manual Prospect Identification Methods 24Wealth Screenings 27Surveying 40Simple Data Mining 41Advanced Data Mining 43Donor Modeling 45List Rental 46Summary 49For Further Reading 51Chapter 3 Researching Prospects 53Different Levels of Research 54Types of Donor Profiles 55Assembling Your Research Toolkit 61Search Techniques Every Fundraiser Should Know 65Capacity Ratings: Putting the Information Together 79Summary 82For Further Reading 83Chapter 4 Donor Relationship Management 85What Is a Relationship Management System? 87The Three Moving Pieces 89Creating Your Own System 93Summary 115For Further Reading 116Chapter 5 Managing Prospect Research 117Managing to Your Fundraising Goals 118Hiring Employees and Volunteers 125Skill Sets for Hiring 129Managing Expectations 132Defining Common Terms and Using Forms 134Purchasing Resources 136Options for the One-Person (or Small-Team) Development Office 144Summary 148For Further Reading 149Chapter 6 Ethics, Risk, and Data Protection: What's the Big Deal? 151Starting with Donor Trust 151Risky Business 152Ethics 154Legal Issues 155Outside of the United States 157Some Practical Tips 158Summary 159For Further Reading 159Chapter 7 International Prospect Research 161Making International Fundraising Work 162Getting Started with International Prospects 167Summary 169For Further Reading 170Chapter 8 Trends and Opportunities: The Future of Prospect Research 171Big Data and Segmentation 172Data Visualization 174Relationship Mapping 175Social Media and Social Scoring 178Content Curation 180What the Future Might Look Like 185Summary 186For Further Reading 187Appendix A: AFP Code of Ethics 189Appendix B: Donor Bill of Rights 190Appendix C: APRA Statement of Ethics 191Appendix D: APRA Skill Sets--Advanced 193Appendix E: APRA Skill Sets--Fundamentals 196Appendix F: APRA Skill Sets--Relationship Management 199Appendix G: APRA Skill Sets--Research Management 202About the Authors 207Index 209