1. What happens after the Profile? How fundraisers use your research Mena Gainpaulsingh International Fundraising Consultancy www.ifc.tc

2. Key reasons for research Identification Who are the wealthy? Growing your major donor supporter base Evaluating & Prioritising Who’s the strongest? Who first? Wealth, influence etc…. Working out your best approach strategy When? How? Who? What for?

3. The Ask Helping to identify: The right project The right amount The right person The right place The right time AND builds confidence in the Asker

4. Stewardship Ways to keep involved Reaching their contacts Reach into further wealth eg trusts, companies Other forms of support eg host events, Gifts In Kind, volunteering

5. USING YOUR PROFILES! Wealth of information in your research ( pun intended!) Informs all aspects of the approach strategy Refresh regularly, particularly before/as contact is made (in either direction) 

6. Address details Personal address; company addresses etc Indication of wealth Proximity to project (home and business) Proximity to other wealthy people ( neighbours? ) Number of homes Home or business? (protecting privacy) Venue ?

7. Family details Connections to family wealth Wealth indicator Titles Family with interest in the cause Indication of financial obligations Types of activity that might interest them eg family events Motivation for giving Giving through their children

8. Business Interests Wealth indicator Influence Connections to company wealth Connections to others with wealth or influence Connections to corporate trusts Possible support in kind Line of business might provide additional motivation (eg CRM; customer interests)

9. Wealth Info Establish donation level (0.5% of overall wealth; 5% of annual salary) Are they currently giving the most that they can? Public information to give indication of time to give, in terms of wealth, accessible wealth (have they just retired, are children at university etc) Fountain of Wealth, Singapore

10. Charitable Interests Trusts and foundations Are they already heavily involved in another charity? Public face or donor? Have they shown previous interest in similar cause Have they publicly stated an interest? Eg news report Personal experience regarding the cause? Connections to other philanthropists

11. City Livery Co’s/Clubs Donations (company’s charitable giving) Connections Venues Indication of wealth?

12. Leisure Interests Can indicate disposable wealth (eg yachting, vintage cars!) Can give an indication/way of bringing a donor in eg golf event, literary event etc

13. Biographical/recent news “ Soft” information about your prospect, including: concern re your cause, interests, passions Your prospect’s own words ie quotes personal circumstances that may indicate wealth connections religion (NB sensitive data) Getting a “feel” for a person

14. Connections Personal Intelligence Gathering (trustees, staff, supporters, patrons) Finding the best contact Growing your rich list Reaching celebrities Finding venues Connections to other wealth eg companies, GIK etc

15. Internal research Log of all correspondence, phone calls, events attended, who they know, what said, when and who to Donations received, when, what for, how much Other forms of involvement eg volunteering, gifts in kind, through their trusts/companies, introductions etc Detail, and accurate records, are important!

16. Pulling it all together… Finding the right people Gaining a picture of a person before you meet them Getting a foot through the door Helping the fundraiser to make the right approach Enabling & supporting a true charity/donor partnership

17. Thanks for your time! Feel free to ask questions Mena Gainpaulsingh International Fundraising Consultancy www.ifc.tc mgainpaulsingh@ifc.tc