1. Feeding the Major Gift Pipeline: a framework for effective prospect development

2. Take Aways: To learn an efficient and effective method for analyzing prospects and rating their Giving Potential. To have a sense of the best sources for finding prospects. To feel ready to begin prospecting at our organizations. To feel good about being a Prospect Researcher and to embrace the critical and highly strategic role we play in fundraising.

3. Definition of a Prospect An individual or entity who exhibits potential to donate to our organization, either as a new donor or increased donor. The quality of the prospect is determined by his or her Giving Potential which is a dynamic variable that will change over time. A Major Gift Prospect is a subjective definition dependent on the threshold our organization has set for Major Gifts level giving. This level depends on our organization’s overall income goals and history.

4. Don’t Be Distracted by Wealth

5. Rating Giving Potential A dynamic variable rated by measuring 4 components: Wealth: A measure of a prospect’s assets including (where found) compensation, real estate, personal wealth, family money, size of charitable gifts and total charitable giving dollars. Propensity: A measure of a prospect’s donations (size & scope) and involvement with charities. Affinity: A measure of a prospect’s interest in our charity’s issue, including giving to peer charities. Connection: A measure of the quality of the current relationship between a prospect and our charity.

6. Rating Giving Potential 4 component variables

7. Rating Giving Potential Measure each of the four variables (Wealth, Propensity, Affinity, Connection) to rate Giving Potential. Remember to factor in your organization’s Major Gifts threshold. Who are the best prospects?

8. Tips for Success Prospects are people: no 2 are the same. Don’t create too many differentiated measurements for WPAC: create general categories and have a holistic sense of the prospect. WPAC: High, Medium, Low, None Found (+ below standard for Wealth) Giving Potential: High, Medium, Low & None Found Date each of the measures & the Rating and see all as dynamic and subject to re-evaluation and change. Your fundraising team’s actions can have a direct effect on Affinity & Connection. Keep your rating system understandable, consistent, and trackable so your rating makes sense to you and your Gift Officers now and in the future.

9. Rating Giving Potential Tracking System ProspectWPACGPDate Smith, THMLLM01/05/2015 Jones, MBSHHHL02/07/2013 Doe, JohnHHHMH05/09/2015 Doe, JaneMLLHH04/12/2014

10. Tips for Success Use your language (WPAC) to talk with your fundraising team about prospects & use the Giving Potential Rating to prioritize and move prospects along. Team Work: work with your fundraising team to flesh out WPAC for your prospect: obtain, exchange & clarify information. Qualification is mandatory where necessary.

11. Where Do We Go With Our Framework: The Roads to Finding Prospects

12. Identifying Prospects: Macro & Micro Tools Internal Data Sources a)CRM Databases, Queries, Database prospecting modules/tools b)Internal coding, ratings, and length of giving c)Preexisting prospect lists and invite lists

13. Our Internal Networks & Concentric Circles a) Event attendees b) Networks of Trustees, Committee Members c) Relationship Science, identify & deploy relationships d) Leverage relationships & proactively identify networks

14. Charitable Giving Databases a) Peer Organization Annual Reports b) NOZA (https://www.nozasearch.com/)https://www.nozasearch.com/ c) Verigift per Iwave (http://www.iwave.com/)http://www.iwave.com/ Political Giving Databases a) Opensecrets.org (http://www.opensecrets.org/)http://www.opensecrets.org/ b) Federal Elections Database (FEC) – (http://www.fec.gov/)http://www.fec.gov/ Tip: Research is an intuitive process. In order to economize and maximize your effort, use your discretion. A skilled researcher knows where to look and when to stop.

15. Screening Databases: a) ResearchPoint b) WealthEngine c) DonorScape d) Wealth-X e) Custom Screens Push Technology: a) Google/Bing/Clusty Searches b) WestLaw, LexisNexis searches c) New Alerts (Foundation Center, Chronicle of Philanthropy, RelSci)

16. IDENTIFY PROSPECTS FOR THE BOARD OF REGENTS (ALUMNI, WOMEN, DIVERSITY) Our team was publically tasked with identifying a multicultural set of prospects who exhibit capacity and are women. Oh! They must be alumni too in order to present the best case to the Board of Regents.

17. I began with my own question: Where do we usually find our prospects? a) Database (data mining) b) Does giving matter? To what extent? c) What data do we keep in our database?

18. Raiser’s Edge (CRM)

19. 2nd tier of prospects in wealth screening

20. Other Sources Event attendance (mine cultivation events) Christmas Fest (music) Reunion weekend (25th & 50th)

21. Result: Prioritized list of prospects who exhibit capacity and are closely aligned to our institution. Best case scenario to the Board of Regents! Dr. Elizabeth Shireen Kapadia, PhD ’78 Occupation:Clinical Psychologist, Licensed Psychologist in private practice Ethnicity:Asian, Pacific Islander Gender:Female Address:1080 College Way, Somewhere, PA 19897 Spouse:Homi D. Kapadia Prospect Mgr.Director of Development Capacity Rating:$1,000,000 - $4,999,999 Giving to StO:$3,400 total; $500 most recent October 2015; $100 first gift October 1997 Education: Fuller Graduate School of Psychology, 1985 Licensed in Pennsylvania and Delaware, in practice for over 20 years Professional Affiliations: Pennsylvania Psychological Association, American Psychological Association, Psychoanalytic Center of Philadelphia

22. Cause related organization? OTHER SOURCES Donor lists of like-minded organizations American Civil Liberties Union (ACLU) Doctors Without Borders (DWB) International Justice Mission (IJM)

23. Cause related organization? OTHER SOURCES Rich lists, COP, FORBES, CRAINS (40 under 40) The Chronicle of Philanthropy FORBES 400 Rich List Crain’s 40 under 40

24. Cause related organization? OTHER SOURCES Relationship mapping software Board Ex Advisor Solutions Relationship Science

25. Relationship Science (RelSci)

26. Be the solution Question: Tip: Ask yourself, how does this list best serve leadership and Vice President? Hopefully this will help solve your next step! Continue to be the consummate research practitioner and follow up with your list based on the philanthropic culture of your organization.

27. Deploying & Managing Research to Maximize Fundraising What’s Needed?

28. Standards 1) Teamwork: create a Team with Gift Officers to Leverage Information Trade, synthesize & record mutual and respective information Follow-up after action with prospect Get fact and feelings (holistic thinking)

29. Standards 2) Stay Current: qualify and re-qualify prospects throughout the gift cycle using the WPAC framework. 3) Be Strategic: keep your focus on helping to secure the targeted gift from the prospect. Anticipate and Answer the Need. 4) Be Tactful: Manage Gift Officer expectations vis a vis your resources and workload.

30. Thanks for Coming! Feel Free to Contact Us Matthew Perrin Manager of Prospect Research Natural Resources Defense Council (NRDC) mperrin@nrdc.org Joseph Gonzales Prospect Researcher St. Olaf College gonzal8@stolaf.edu

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