Introducing Prospect Research

mobdescriptiveSoftware and s/w Development

Oct 28, 2013 (3 years and 10 months ago)

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Introducing Prospect Research



William
Cordery

Program Officer

Marguerite Casey
Foundation




Armando E.
Zumaya

Chief Development Officer

Playworks

WHY?


WHAT?

Basic research will help
you focus your time on
the most likely prospects
and help you shape your
engagement strategy.

Biographical information

Contact Information

Assets
(
real
estate/stock/etc
.)

Giving
History

Affinity/Interests

Agenda





Intros
of facilitators (10 min)


o

Name, Organization, Location


o

How did we get into this work?



Goals
for session (5 min)


o


To
identify tools and practices to find major donor prospects


o


Find
ways to narrow the pool and focus on viable prospects


o


To
provide insight on how to determine how much to ask for





Power
Point Presentation (20 min)


Prospect
Research for Development Officers





Q&A
on PowerPoint (10 min)






Break into small group (5 min)



Small group work (20 min) Brainstorm:


o


What
does your major donor look like? (What do they give to? Community involvement? Other

philanthropic
issues?)


o


Where
do you currently find your prospects?


o


What
are tools you are using to find information on prospects?


o


What
else do you need in order to successfully build your major donor portfolio?


o


How
do you first approach these prospects?





Report back (20 min)


o

Share responses to questions answered in the small group




Q&A (20 min)





Prospect Research: Why it doesn’t happen


Seems unethical and dirty to outsiders, boards and
volunteers.


Cost. Not seen as an investment but waste of money.


Many Founder centered/personality driven
organizations.


The “we know our donors” mentality


We are “too small and grassroots” for that type of
stuff.

Getting it done, why?


Know who to ask and for how much, 80% of the
battle


Because otherwise your wasting a lot of time.


Real diversity vs. token diversity: leadership and
donors


Raising a great deal more money. Serious money


If you can ask for $100 you can ask for $100,000.


Because the right surely is advanced to this level of
fundraising.

Getting it done, how?


Hire a full time staffer.


$45
-
75k a year


Hire a freelancer or firm.


$1,000
-
$3,000 monthly


Train a existing staffer or volunteer.


$2
-
3,000 one time


Do it yourself.


Free, but lots of staff time

Look around, who cares about our issues?

Example…my current work…


Children’s Museums


Children’s Hospitals


After School Programs


School Reform


Anti
-

Bullying Organizations


LGBT Rights and Youth Organizations


Autism Organizations


Police Athletic Leagues


YMCA’s, YWCA’s


Education donors at the Local university


Anti
-
Obesity Organizations


Anti
-
Gang Organizations


What else?

Google them, yeah, Google


Advanced


Exact Phrase Search


Try “gift from …”


Donor and _________




Getting to them


Who knows them ?


Your Board, donors, employees, alumni?


What boards do they sit on?


Industry?


Alumni of schools?


Linked In


In Mail


Facebook.


Muckety


Easy one’s to reach


Lawyers


Real Estate people


Anyone looking for clients




Crucial Web Sites

Charitable Donations


NOZA
,
https://
www.nozasearch.com/myInfo.asp

Foundation
searching is free and is a good way to build lists of people. Premium
search is available
for
a fee. Can search by keyword, e.g. youth
development,to

find organizations that have that as a
focus
; use those
lists to find prospective donors.


Guidestar
,
http://www.guidestar.org/rxg/analyze
-
nonprofit
-
data/index.aspx (can be used to build
lists
of organizations which may
have donors who would support Playworks). Premium search is
available
for a fee.

Free Resources

Biographical Information


The Business Journals, www.bizjournals.com/


Look for your city and look up the movers and shakers ; in addition,
most have annual lists of
lists which
can be used to find groups of
people.


Forbes, http://www.forbes.com/

Contact Information


411.com,
http://www.411.com
/


Manta
www.manta.com


Big Book www. Bigbook.com


1) Google (or similar search engine)


2)

www.zabasearch.com

(I no longer use this because I
get fuller info from LexisNexis, but if I didn't have access
to LexisNexis, I would use
Zabasearch

all the time)


3)

http://homes.yahoo.com/home
-
worth

for real estate
values.


I find it quicker than going directly to Zillow and
you still get the Zillow value.


4)
Blockshopper

(I usually get to this through Google)


5)

www.guidstar.org

-

free information available even
though you can pay for premium content.


(I usually find
the free info is sufficient)





Advanced Resources

Professional Licensing Organizations
(physicians, engineers, lawyers, etc.) Every state
licenses
professionals
and you'll often be able to find contact information. You can also use
http://www.

martindale.com/ (Martindale Hubbell
-
lawyers) and
https://
extapps.ama
-
assn
.
org/
doctorfinder
/
recaptcha.jsp

(AMA
-
doctors).

Federal Election Commission,
http://www.fec.gov/ (political
contributions) You'll
get a
sense of what a person might support by looking at their political contributions; states

often have their own contribution sites, so look for those.

Data Mining
(use the database). If you conduct events, take the lists of people who attend
and
match
against those who have given. Give higher priority to those who have attended
multiple
events
and have consistent (even if it's modest giving). Match addresses with high
net worth areas
(
ask research for lists of zip codes).


THANKS !!


To reach us…


Armando


aez2@hotmail.com

Will


corderyconsulting@gmail.com