What happens after the Profile?

How fundraisers use your research

Mena GainpaulsinghInternational Fundraising

Consultancywww.ifc.tc

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?

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

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

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)

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?

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

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)

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

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

City Livery Co’s/Clubs Donations

(company’s charitable giving)

Connections Venues Indication of

wealth?

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

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

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

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!

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

Thanks for your time!

Feel free to ask questions

Mena GainpaulsinghInternational Fundraising Consultancy

www.ifc.tc

mgainpaulsingh@ifc.tc