Research Donor Data for Better Fundraising

Presented by:

Maria Semple, The Prospect Finder LLC

Copyright 2017 The Prospect Finder LLC

www.TheProspectFinder.com

▪ 2016 Total donations: $390.05 billion. Up 2.7% (adjusted for inflation) from 2015.

▪ 80% of contributions in 2016 came from individuals! (Includes living donors and bequests.)

▪ Provides your organization an opportunity to focus on building relationships with individuals using all touchpoints: in-person, direct mail, phone, social media, events.

Individuals as Prospects

Recipe for Success

Capacity

+

Propensity for your cause

=

Successful Solicitation

Understand Donor’s Mission

Learn how to become a donor’s life partner.

The 1,2,3,4 of Research

• Information is a tool to accomplish ONEgoal of raising money.• The TWO types of information are Internal and External.• The THREE types of prospects are: Individuals, Corporations, and Foundations• The FOUR sources of information are: Print, Electronic, Public Records, and People.

Finding Puzzle Pieces

Researching individuals means putting together the pieces of the puzzle.

The results: More meaningful gifts to your

institution AND the donor.

Components of anIndividual’s Profile

➢ Prospect’s Name & DOB

➢ Primary Residence Address

➢ Addresses of any Secondary Residences

➢ Assessed & Market Values of Residences

➢ Business Affiliation & relevant info on business

➢ Marital Status

➢ Children

➢ Insider Stockholdings

➢ Board memberships: npo & corporate

➢ Foundation affiliation(s)

➢ Philanthropic interests

➢ Aircraft and/or boats

➢ Past giving history to your organization

➢ Any RELEVANT information useful in cultivation process

Sources of information

▪ Board members

▪ Newspapers

▪ Electronic screening companies

▪ Print resources: Use the library!

▪ Electronic: Internet & fee-based resources

▪ Public Records: Proxy statements, tax assessment records

Researching Corporations

✓Determine the link to your organization.

✓Public Companies vs. Private Companies

✓Is there a corporate giving program in place?

✓Do any of the top officers or Board members know your organization?

✓Financial data: sales, number of employees, financial status, stock history, etc.

Researching Foundations

✓Match foundation’s interests to your organization’s mission, program & goals.

✓Does anyone in your organization have a link to a foundation trustee?

✓ Pertinent info: Assets, trustee names, application guidelines, past giving history, deadlines

✓Do they accept applications or do they give to pre-selected organizations only?

www.guidestar.org

• Use advanced search feature to find foundations in your geographic location.

• Research IRS990PF for specifics such as assets, trustees, giving guidelines and grants paid in that year.

• Circulate names of foundation trustees with your own Board members for recognition and assistance with cultivation/approach.

www.fdncenter.org

• Excellent resource for researching foundations and corporations.

• Foundation Directory Online available onsite in NYC and local cooperating collections.

• Link directly to a foundation’s website.

• Keep current with news in the foundation arena with Philanthropy News Digest.

• Use their “Virtual Classroom” for additional guidance in approaching funders.

Sample Print Resources

• Marquis Who’s Who

• Standard & Poor’s

• Dun & Bradstreet

• Ward’s Business Directory

• Local Chamber Directories

• Talk with a Reference Librarian for more...

Sample Internet Sites

➢www.linkedin.com

➢www.jerseyclicks.org

➢www.google.com

➢www.njbiz.com

➢www.crainsny.com

➢www.fec.gov

➢News site: mycentraljersey.com

(Data Universe public records)

Sample Fee-Based Online Resources

• Iwave.com

• FoundationSearch.com

• Wealth Engine

• eTapestry

• TenKWizard

500 million+ users worldwide

LinkedIn: The Big Picture

Nonprofit.linkedin.com

Nonprofit.linkedin.com

Nonprofit.linkedin.com

Nonprofit.linkedin.com/development

LinkedIn’s New Platform & Search Feature

>> Upgrade to Sales Navigator to refine searches.

Sales Navigator: $64.99/month if prepaid for 1 year

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take the free month!

Section they can add to their profile:

“Volunteer Experiences & Causes”

Provides your nonprofit with more exposure on LinkedIn.

For The Board:

LinkedIn’s Section: Volunteer Experience

Encourage all Board &

Volunteers to fill this out

FINAL THOUGHTS…..

Prospect Research:Setting up Shop

✓ Determine your Budget

✓ In-house researcher vs. hiring outside consultant

✓ Identify resources at your library

✓ Identify resources to have in-house

✓ Hardware & software requirements

✓ Electronic screening

✓ Additional training needed?

Procedures

➢Establish confidentiality guidelines.

➢Follow Code of Ethics outlined by the Association of Professional Researchers for Advancement (APRA).

➢Develop a system to store information either on-site or via internet-based service such as eTapestry.

➢Safeguard your information.

Additional Resources

➢ FREE “Panning For Gold” E-Manual available at www.theprospectfinder.com/resources

➢APRA

Contact APRA at: http://www.aprahome.org/

➢ Join internet discussion lists:

www.APRA-PRSPCT-L.org

www.charitychannel.com -- DonorResearch-L

Let’s stay in touch:http://www.linkedin.com/in/mariasemple

http://www.facebook.com/TheProspectFinder

http://www.twitter.com/mariasemple