Summer Institute for Alumni Relations Pre-Institute Sessions-Intro Prospect Research and Management_CASE SIEFR FY2023_LaRue

Intro Prospect Research and Management_CASE SIEFR FY2023_LaRue_Final

Pdf Summary

The document provides an introduction to prospect research and management in the context of fundraising for non-profit organizations. Prospect research is a technique used to gather information about potential or existing donors, including their backgrounds, giving history, wealth indicators, and philanthropic motivations. This information is then used to evaluate the prospects' ability to give. The research involves seeking out publicly available information such as assets, interests, and affiliations, as well as identifying connections to trustees, volunteers, major donors, and staff. The information gathered is then used to develop strategies for cultivation and solicitation.<br /><br />Prospect management involves planning, recording, and reporting on significant moments in the relationship between prospects and the non-profit organization that lead to a gift. This includes tracking portfolio movements, recording prospect interactions, estimating pipeline activity, and tracking progress towards goals. Prospect management also focuses on coordinating development and face-to-face solicitation activities, managing prospects through the fundraising cycle, and maintaining continuity in the relationship regardless of staff or university changes.<br /><br />The document also discusses the role of researchers in development and the importance of ethical considerations in prospect research. It provides resources for ethical guidelines and highlights the need to balance an individual's right to privacy with the institution's need for information.<br /><br />The document introduces various research products and techniques used in prospect research, such as basic biographical information, event attendance, capacity scoring, wealth screenings, and affinity scoring. It also provides examples and exercises for estimating capacity based on factors such as income, real estate holdings, and luxury items.<br /><br />The document emphasizes the importance of affinity, or an individual's connection to the organization, in addition to capacity when identifying strong prospects. It also provides tips for prospecting, including the importance of comprehensive contact reports, discovery visits, and conversations as a source of information.<br /><br />Finally, the document emphasizes the role of different stakeholders in prospect research and management, including development officers, development assistants and coordinators, alumni relations, engagement teams, stewardship and donor relations, government and community relations, and good partnerships.<br /><br />Overall, the document provides an overview of prospect research and management in the context of fundraising for non-profit organizations, highlighting key techniques, resources, and considerations for ethical practice.

Keywords

prospect research

fundraising

non-profit organizations

donors

giving history

wealth indicators

philanthropic motivations

publicly available information

trustees

volunteers