Bill Tedesco Founder and CEO, DonorSearch The Changing Nature of Prospect Research and Prospect Identification for Fundraising Bill Tedesco Founder and CEO, DonorSearch

Who is DonorSearch? Batch screening and analysis using wealth and philanthropy databases Online search tools for individual research, prospect generation Predicting both capacity to give as well as philanthropic inclination CFRE credit webinars and Flash Classes on development Largest database of philanthropic gift records in the nation BILL TEDESCO bill@donorsearch.net | (443) 831-1722

Six Markers of Philanthropy A DonorSearch Study $5 Billion 2 Million 400 in Giving Individuals Organizations BILL TEDESCO bill@donorsearch.net | (443) 831-1722

Six Markers of Philanthropy Giving to Your Organization

Previous Giving to Your Organization RFM = Relationship or Affinity Score. It’s calculated using the following 3 data sets: - Recency of giving (0-100) - Frequency of giving (0-100) - Monetary total contribution (0-100) Total RFM score ranges from 0-300 Analysis of previous giving to your organization is the single best predictor of future philanthropy RECENCY FREQUENCY MONETARY Last Gift Number of Gifts Total Giving BILL TEDESCO bill@donorsearch.net | (443) 831-1722

Six Markers of Philanthropy Giving to Other Organizations

Previous Giving to Other Organizations Largest Gift % of Donors % of Giving Predictive Strength Benchmark 100% 1.00 $100,000+ 0.7% 24.1% 32.67 $50,000 - $100,000 0.5% 13.5% 25.02 $25,000 - $50,000 0.6% 6.5% 11.79 $10,000 - $25,000 7.0% 10.73 $5,000 - $10,000 1.1% 5.4% 4.98 BILL TEDESCO bill@donorsearch.net | (443) 831-1722

Markers of Philanthropy New findings! 95% of constituents associated with a nonprofit had given elsewhere. The average cumulative giving of constituents associated with nonprofits was about 1.6 times higher than for the average donor. ($55,425 versus $35,148) The average largest individual gift of constituents associated with nonprofits was about 9 times higher than the average donor’s. ($19,118 versus $2,057) BILL TEDESCO bill@donorsearch.net | (443) 831-1722

How We Collected the Data We defined a “donor” as a constituent who has positive values in at least 1 of the following categories for external giving (not to the client that provided data for him/her): TotalGiftAmount, TotalGiftCount, LikelyMatchesTotal, LikelyMatchesCount, PoliticalCount, PoliticalTotal, PoliticalLikelyCount, PoliticalLikelyTotal, LargestGiftHigh, LargestGiftLow, HigherEducationCount, HigherEducationTotal, EducationCount, EducationTotal, PhilandGrantCount, PhilandGrantTotal, HealthcareCount, HealthcareTotal, ArtsCount, ArtsTotal, REPCount, REPTotal, DEMCount, DEMTotal, OtherPoliticalCount, OtherPoliticalTotal, SocietyBenefitCount, SocietyBenefitTotal, ReligionCount, and ReligionTotal. Before finding averages for TotalGiftAmount and LargestGiftHigh, we removed zeros, since there are donors with 0 values for TotalGiftAmount and LargestGiftHigh. We felt that 0s would skew the averages. So when we give averages for certain donors (i.e. SEC Insiders) or the “average donor”, they’re not actually ALL of those specific donors or donors in general, but the ones that had positive values for TotalGiftAmount or LargestGiftHigh. All numbers come from a set of 1.2 million records from 2013-14. “average total cumulative giving amount” is TotalGiftAmount “average upper range of the largest external gift” is LargestGiftHigh We say “total giving” (TotalGiftAmount) as distinct from total charitable giving (LikelyMatchesTotal). The averages given in this document were found after removing outliers, which as defined by statistics are values higher than the “upper bound” which is found by this process: Subtract the 25th percentile from the 75th percentile Multiply this by 1.5 Add this to the 75th percentile BILL TEDESCO bill@donorsearch.net | (443) 831-1722

Six Markers of Philanthropy Foundation Trustee

Foundation Trustee 99% of foundation trustees have given elsewhere. Participation as a foundation trustee is more valuable than any wealth marker. 99% of foundation trustees have given elsewhere. Based on a DonorSearch study of 1.2 million records. BILL TEDESCO bill@donorsearch.net | (443) 831-1722

Foundation Trustee The average cumulative giving of a foundation trustee is $294,737. Compared to $35,148 cumulative giving of an average donor (8 times higher). BILL TEDESCO bill@donorsearch.net | (443) 831-1722

Foundation Trustee The average largest individual gift from a trustee is $69,431. Compared to the $2,057 largest individual gift of an average donor (34 times larger). BILL TEDESCO bill@donorsearch.net | (443) 831-1722

IRS990PF 100% of constituents who had a private foundation registered with the IRS had given elsewhere. BILL TEDESCO bill@donorsearch.net | (443) 831-1722

IRS990PF The average total cumulative giving amount for IRS990PF was about 70 times higher than for the average donor. ($2,459,451 versus $35,148) BILL TEDESCO bill@donorsearch.net | (443) 831-1722

IRS990PF The average largest individual gift for IRS990PF was about 172 times higher than for the average donor. ($353,281 versus $2,057) BILL TEDESCO bill@donorsearch.net | (443) 831-1722

Six Markers of Philanthropy Political Giving

Political Giving % of Donors % of Giving Strength All Giving > $2.5K 3.8% 54.6% 14.37 All Giving > $1K 11.0% 70.7% 32.67 All Giving > $500 14.4% 74.3% 25.02 A single political gift of $250 puts your donor in the top 6% of the U.S. population A single political gift of $1,000 puts your donor in the top 1/10th of 1% ! Virtually every FEC donor with lifetime political giving of $15,000 has made a 4-, 5-, 6-, or 7-figure charitable gift somewhere BILL TEDESCO bill@donorsearch.net | (443) 831-1722

Six Markers of Philanthropy Value of Real Estate

Value of Real Estate Real Estate Value % of Donors % of Giving Predictive Strength $2+ million 1.4% 25.0% 17.6 $1-2 million 3.2% 13.2% 4.2 $750K - $1 million 2.5% 5.7% 2.3 $500K - $750K 5.4% 6.8% 1.3 $250K - $500K 12.8% 8.6% 0.7 $125K - $250K 10.9% 4.8% 0.4 $125K 8.4% 3.5% BILL TEDESCO bill@donorsearch.net | (443) 831-1722

Six Markers of Philanthropy Business Affiliations

Business Affiliations % of Donors % of Giving Strength SEC | Yes & Maybe 2.0% 15.5% 7.8 Market Guide | Yes & Maybe 3.0% 19.5% 6.6 D&B | Yes & Maybe $5+ million 0.6% 5.1% 9.0 D&B | Yes & Maybe $1-5 million 0.7% 2.5% 3.5 D&B | Yes & Maybe 6.5% 21.5% 3.3 BILL TEDESCO bill@donorsearch.net | (443) 831-1722

Business Affiliations New findings! 99% of SEC insiders had given elsewhere. Based on a DonorSearch study of 1.2 million records. The average cumulative giving of an SEC insider is $517,759. Compared to $35,148 cumulative giving of an average donor (15 times higher). The average largest individual gift from an SEC insider is $136,787. Compared to the $2,057 largest individual gift of an average donor (66 times larger). BILL TEDESCO bill@donorsearch.net | (443) 831-1722

Business Affiliations New findings! All but 1 constituent who had a charitable organization registered with the IRS as “tax deductible” had given elsewhere. The average total cumulative giving amount for IRSPUB7806 was about 240 times higher than for the average donor! ($8,444,856 to $35,148) The average upper range of the largest external gift for IRSPUB7806 (Y) was about 419 times higher than for the average donor! ($861,801 to $2,057) BILL TEDESCO bill@donorsearch.net | (443) 831-1722

Quick Tip Always Remember: Take advantage of donor interaction opportunities! Both one-time and ongoing interactions are great opportunities to strengthen relationships with current and prospective donors. Be prepared to engage with them! BILL TEDESCO bill@donorsearch.net | (443) 831-1722

Stay in touch: Bill Tedesco bill@donorsearch.net (410) 670-7884 We’ll screen your entire donor database for free! BILL TEDESCO bill@donorsearch.net | (443) 831-1722