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

2. 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
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3. Six Markers of Philanthropy A DonorSearch Study
$5 Billion Million
in Giving Individuals Organizations
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4. Six Markers of Philanthropy
Giving to Your Organization

5. 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
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6. Six Markers of Philanthropy
Giving to Other Organizations

7. 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
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8. 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)
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9. 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
“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
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10. Six Markers of Philanthropy
Foundation Trustee

11. 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.
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12. 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).
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13. 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).
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14. IRS990PF
100% of constituents who had a private foundation registered with the IRS had given elsewhere.
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15. 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)
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16. IRS990PF
The average largest individual gift for IRS990PF was about 172 times higher than for the average donor.
($353,281 versus $2,057)
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17. Six Markers of Philanthropy
Political Giving

18. 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
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19. Six Markers of Philanthropy
Value of Real Estate

20. 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%
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21. Six Markers of Philanthropy
Business Affiliations

22. 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
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23. 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).
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24. 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)
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25. 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!
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26. Stay in touch: Bill Tedesco bill@donorsearch.net (410) 670-7884
We’ll screen your entire donor database for free!
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