Tag Archives: prospect research

3 Steps to Major Gift Mojo!

Focused Fundraising, Fundraising Analytics, Major Gift Teams, , , , ,

Not infrequently fundraisers want to talk to me about finding major gift prospects who are outside of the donor database. Often they have been asking the same group of donors and need to expand their reach.

Too frequently I find out that they have not screened or mined their own donor database for good prospects! Screenings come with a price tag that can be hefty for some and getting management to invest often requires some educated persuasion.

Consider the following plan for jump-starting your fundraising confidence and creating results you can demonstrate to management.

Phase One

  • Pull a list of your top lifetime donors and start calling and visiting to thank them
    • They will be mucho flattered because many will not be wealthy and the lifetime giving will be a significant number. They all make great planned giving prospects
  • Pull a list of your one or two-year lapsed donors by lifetime giving and largest gift
    • Schedule visits with any excuse: wanted to recognize your lifetime contributions with a chatke; wanted you to meet our new CEO; wanted to thank you and tell you about new initiatives you made possible.
  • Consider asking your gift entry/database administrator to make some thank you calls to top-end annual fund donors
    • Pick a list of people similar to your employee to make it easy to relate
    • Already too busy? Make one phone call a day
    • Success in a new task is invigorating! Expect your employee grow

Phase Two

Do not just pull lists…

Pick a concrete time-period – say three months – and blitz call and visit. Every. Single. Day. Especially if you haven’t done much visiting in the past! You will have friendly, feel-good visits that will build your confidence and reward your donors with the stewardship they so deserve. Any excuse for calling will do, but sincerely thanking, recognizing and telling them what their gifts have accomplished is numero uno.

Phase Three

After the designated time period, stop and evaluate. This is important. You will be amazed what your donors tell you and you will be better able to strategize your future efforts. This is where you begin rating which prospects are likely to make major gifts and you will now know how to better recognize them in your database. Check out the Aspire Research Group paper on creating a moves management system.

Looking for customized help with your donor lists? Contact Aspire Research Group today!

Work smarter, not harder. Because you’ll have your major gift mojo of course!

Millionaires use Social Media

Discussion, Focused Fundraising, , , , , ,

In a Wall Street Journal blog post, Robert Frank reports that “According to a survey of millionaires from Fidelity Investments, 85% of respondents use text-messaging, smartphone applications and social media.  One third use social media professionally, with 28% using LinkedIn.”

Are Millionaires Talking to You?
Over the past couple of years I have been hearing prospect researchers talk about mining Facebook and alumni forums for phone numbers and emails. More recently I’ve been hearing that gift officers are communicating with their major gift prospects on LinkedIn, Facebook and, yes, even Twitter.

Sometimes it is obvious that the donor prospect is oblivious to how public these forums are or can be. But mostly I am hearing that the donor prospect initiates the contact through social media.

For Donors, Philanthropy is Personal, not Professional
If 85% of respondents are using social media, but only 33% of them use it “professionally”, it makes me speculate that donor prospects view their giving as “personal” not “professional” activities. Kind of obvious, huh?

So why should we care if millionaires are using social media? Well, for fundraising it’s a no-brainer. Our organizations need to be engaging and involving donors in social media as another cultivation tool in the toolbox. But what about prospect identification and qualification?

Social Media for Identification and Qualification
The murky issues of privacy and trust begin to swirl when we talk about mining data from social media – especially with privacy conscious millionaires! But I also think that using social media in fundraising serves to highlight how prospect researchers and fundraisers work best when working together. Here’s how:

(1) If a gift officer is invited to friend a donor prospect over a private network, it is the same as visiting the prospect in her/his home. You get to view the photographs on the mantel – so to speak – such as pages liked, friends, photos, videos and of course, posts. But that information can only be known and used by a researcher if it is communicated (yes, I’m talking about notes in the database as well as verbal conversations)

(2) A prospect researcher shouldn’t ignore relevant public information, even when it is left open on a social media network. Conversations with the gift officer might be necessary and wise before saving personal information gleaned from Twitter, blogs, Facebook etc., but key insights into giving motivations can be found and should be communicated. We never, ever want to record embarrassing things on a donor prospect record, but ignoring social media is not acceptable either.

More on Privacy and Prospect Research
If you want to learn more about privacy and prospect research, check out the video below by Aspire Research Group that puts a little fun into the subject. For comprehensively researched prospect profiles, click here.

How to get from $250k to $40m

Focused Fundraising, , , , , ,

You *want* to read this story about how the Wishard Foundation took a donor prospect from “If you’re coming to ask for money, I don’t even want to meet with you” to a $40 million naming gift. And when you’re done come back to this post and I’ll tell you what the prospect researchers were doing behind the scenes!

Where’s the Researcher?
Okay, if you look at the Wishard Foundation Staff page you won’t see a prospect researcher listed, but with that many gift officers and a manager of development services you’d at least expect a gift entry person, so let’s just speculate that there is someone with at least partial responsibility for research.

Getting the Edge with Donor Profiling
The president comes back from meeting a multi-millionaire who tells him to come back with a fundraising proposal and to make it “bold”. I betcha President Vargo was HOT for every scrap of information that could be found on Mr. and Mrs. Eskanazi. In my imagination I can see that prospect researcher sweating it out hour after hour, posting questions on PRSPCT-L, calling her APRA colleagues for tips and finally, hopefully, being a part of the conversation with the president about how much to ask for.

Identification – The First Step
But we all know prospect research happened MUCH earlier in the process, right? Somehow Mr. and Mrs. Eskanazi were identified and qualified for a $250,000 first gift. President Vargo’s amazing feat was to establish high affinity in one meeting. Granted, there was luck involved (they were looking for a legacy opportunity), but Vargo was ready. Mr. and Mrs. Eskanazi were identified and Vargo told a really powerful story. Pair that up with luck and presto! The Wishard Foundation received a $40 million gift. That is success!

Do you want a Professional Prospect Researcher?
If you don’t have a prospect researcher in-house, do not lament! Aspire Research Group can help you from identification all the way through to the ultimate solicitation. Check out our rating, profile and consulting services. Unfortunately, our magic wand is out for repair so we can’t manage the luck part right now, but we’re working on it.

Prospect Research Has Always been Mainstream

Focused Fundraising, , , , ,

When asked by Blackbaud’s NonprofitTrends blog, Jay Frost tells it straight: prospect research has always been mainstream. And it feels so good to hear someone else saying it! Every time you find a quick company bio or a phone number on your prospect you are performing prospect research.

But Jay doesn’t stop there:

The danger in not making the distinction between the type of cursory review most offices do and the kind of work performed by a professional prospect research unit is that they miss opportunities, ask for too little and, because they are spending time looking things up rather than seeing donors, they ask less often than they could. All of these things put organizations without professional level prospect research at a significant short and long term fundraising disadvantage. [emphasis added]

So what does that mean to you as a fundraiser? You have to research stuff on your own because otherwise it wouldn’t happen, right? But Jay is not advocating all or nothing. I like to use the plumber analogy.

I am a do-it-yourselfer and I am not afraid to plunge a clogged drain or change the washer on a faucet. But if I told you that I was an expert plumber because I could plunge a drain or change a washer you would definitely have to stifle a giggle. And if I attempted to repair a leaking supply pipe I could end up wasting hours of time and end up in a pool of water.

So learn some basic search techniques and find what you need for that first donor prospect visit. But as cultivation deepens and you involve leadership or begin approaching the solicitation, don’t skimp on professional prospect research. If you need help identifying prospects for your campaign, don’t wait until you are struggling to reach your goal. Use professional prospect research before you risk thousands, perhaps millions, in gifts.

Aspire Research Group sells a fabulous how-to tool, Search Tips for Fundraisers, that has been helping fundraisers use their time effectively. At Aspire Research Group we recognize the fundraiser’s reality and craft solutions that empower you to effectively close on your major gifts. Check us out sometime at www.AspireResearchGroup.com.

How to Find Giving History

4Fundraisers, 4Researchers, , , ,

A great way to qualify a prospect and gain insight on a donor is to learn about the person’s giving history with other organizations. This demonstrates philanthropic inclination and aids in determining how much to ask for. But where do you find this lucrative information?

The Vendors
There are vendors who crawl through the web and/or scan and index printed donor recognition reports (NOZA, DonorSearch, iWave, WealthEngine). You type in the name and maybe some other criteria, and the software lists all the gifts found that match that name as a donor.

Do it Yourself
You can do the same thing using search engines, but it can be a bit hairy if your prospect has a very common name. And you won’t find old listings that have been removed from the internet. Using Google, click on the Advanced Search link found somewhere near the search box. This gives you a form to complete. Fill in the blanks under Find web pages that have… as needed. Try different combinations of the prospect name, including maiden and nicknames. But the real magic happens under the Need More Tools? options.

Search within a site or domain
You have a few ways to play with the Search within a site or domain option. You can choose just “.edu” or “.org” or you might choose the domain of an organization you know your prospect has an affinity with such as “afpsuncoast.org”. Once you start to fool around with these options you will find what you want much more quickly.

What if I don’t find any giving?
Just because a vendor or your own searches do not turn up any record of giving does NOT mean your prospect does not make gifts. Many organizations never publish the names of their donors. Does your organization publish donor lists? If you do not find any giving, and even if you do, you have a few options still available to you to determine philanthropic inclination.

  1. Does the person volunteer, serve as board member or is involved in some other way with charitable organizations? (Don’t forget church membership here.) People who are involved are more likely to give.
  2. Does the person attend lots of charity benefits and events? Sometimes an area has a culture of charity events and donors are not really asked for other gifts.
  3. Check for Federal Election Campaign Contributions (www.opensecrets.org) because these donations are correlated positively with charitable giving.
  4. If you know where she went to school, search that domain for your prospect’s name. Many schools publish every alumni donor, regardless of gift size.

Should I Do it Myself?
If you are a fundraiser, using these tools can give you a quick information edge as you qualify and cultivate your donor prospects. But you will find that if you get carried away trying to do all your own donor research two things are likely to happen:

  1. You will spend less time cultivating, asking and stewarding your gifts, which results in fewer gifts; and
  2. You will be much more likely to ask for smaller gifts than you might if you were better informed about your prospect.

Do I think you should know some basic prospect research techniques? You betcha! It’s a life skill these days. Just make sure you spend most of your time with your donors, not behind your computer screen.
(Re-printed from the July 2011 e-news: Information Seeking)

Are you headed for handcuffs?

Discussion, , , ,
Latour “LT” Lafferty

What would you want to know about ethics from a white collar crime lawyer? I had the privilege of hearing Latour “LT” Lafferty who practices with Fowler White Boggs, give me an inside look at the downward slide away from integrity and some practical advice on how to avoid it, when he presented at the June 21, 2011 luncheon for Association of Fundraising Professionals (AFP) Suncoast chapter.

Most interesting was Lafferty’s perspective of the white collar criminal. He suggested that these are not bad people. In fact they are just like us and the people we work with. What has happened is that their unethical behavior has built up like a snowball rolling downhill in a snow storm.

The example that Lafferty gave us was simple. Say that a person submits travel or business expenses that fall slightly outside the parameters, and he is not corrected. Perhaps he is even informally rewarded. Maybe “everyone” in the organization pads expenses. He continues to submit expenses that are farther and farther out of bounds until – bam! – he is investigated for his fraud and labeled a criminal.

How do we counter this behavior? Lafferty tells us that according to John Maxwell who wrote the book, A Winning Environment, we can:

  • Hire people of good character
  • Train them
  • Inspire them with good leadership

Lafferty encouraged us to evaluate our organization’s culture and to lead in ethical behavior. He tells us that if we don’t expect, demand and reward ethical behavior, we are at risk of destroying our donor’s trust and our organization’s ability to thrive and achieve its mission. Yikes! I won’t name names, but we all know the organizations that have made the news headlines. The risk is real.

So what does that mean for the prospect researcher? While more and more researchers are finding their way to the management table many of us may feel we have little influence. I am a member of the PRSPCT-L community and the ethics issues raised online are very real and are likely to be just the tip of the iceberg. I believe anyone of any position in life can model ethics. Here’s how:

Care about ethics: Care that the donor prospects you research are treated with respect and dignity –by you!

Educate yourself: Maybe your organization won’t or can’t send to you APRA’s sensational conference, but you can participate in the list-serv discussions and read about issues of privacy and data generally –it’s everywhere! (Even Aspire Research Group has a fun 7-min. video on ethics)

Lead: Yes, I’m talking to you. All of us can lead. Open your mouth when talk of data and research arises. We can tell stories and introduce empathy with comments such as, “I read about that, but I didn’t put it in the profile because I would be so upset if someone treated me that way”.

We won’t always be heard. We won’t always be able to change the culture of our organizations. We will always be able to plant our ethical seeds and nurture them in ourselves and others. I can live with that. How about you?

Summer Reading from Helen Brown

Discussion, Major Gift Teams, , ,

It might not be “light” reading, but I still think you should go poolside with the suggestions from Helen Brown in her recent blog post Summer Reading: Wealth and Philanthropy.

All of the reports she mentions give great insight into donor motivations and capacity. But I can hear you moaning now: “I want to RELAX at the pool!”

All I can say to that is that I do my best philanthropy reading poolside. Sure beats being in my office. Get a blue or colored pen and circle the most important bits as you go along. When you are back at your computer, cut and paste the important bits into one document.

I went so far as to create a table with characteristics (inherited wealth, real estate wealth, etc.) in one column and the quote in the other. That way I have a quick reference guide when I’m doing my donor research profiles. Yes, it’s a little go-getter geeky, but it saves me a lot of time…

Happy reading!

Tips and Trends from Bob Carter

Discussion, Focused Fundraising, , , , , , , , ,

I am on an airplane trolling through the little notebook that I take everywhere and found my notes from Bob Carter’s talk at the APRA Florida conference. I’m realizing just how much of what he told us is showing up in the stories of the people I have been researching lately. I have to wonder if others of you are seeing these up close and personal too.

Bob Carter of previous Ketchum fame, has his own shop now, Of Philanthropy, and it is a fitting name for what he has to say. He is an engaging speaker with a global outlook. Best of all, he makes good practical sense.

The Best Solution
Carter mentioned that philanthropists are trending towards being married to the solution instead of the institution. I’ve heard this spoken of as a generational trend as well and it’s probably both, but I have written up a few donor profiles recently that demonstrate this emphatically. While the largest gifts go to the charity the donor is closest to and trusts the most to achieve the mission, giving is not guaranteed and is quickly shared with innovating organizations. Are you communicating your effectiveness at  implementing the solution?

Direct Involvement
Many speakers, not just Carter, have been talking about donors being more involved for a while now, but it has only been recently that I have seen it firsthand as so intrinsic to some donors’ giving. I heard Carla Harris speak at the AFP Florida Caucus’ Planet Philanthropy conference and she donates the proceeds of all of her gospel albums. Her occupation is Wall Street banker!

And more than usual I have been writing up donor profiles demonstrating this kind of it’s-a-way-of-life giving. I am also seeing more and more donors who don’t just give, they serve in four or five or even more volunteer capacities at the same organization!

Leveraging
Carter told the APRA Florida researchers that for every major gift there is no excuse for not getting three or four more from that donor’s network. Nothing new there, but it gave me a good kick-in-the-butt about priming my clients with possibilities when I send them a profile in preparation for solicitation. Depending on the client and the relationship I can do more than name-drop in my profiles, I can be part of the ongoing conversation and strategy.

Jennifer Kehoe of the University of Central Florida shared a great story at the APRA Florida conference about how her research department was able to add value to a major gift donor’s cultivation *throughout* and without which a gift would have been unlikely. Prospect researchers are fundraisers too – we want the big “YES” just as much as the fundraiser!

Collaborating
How do you get in with the philanthropic in-crowd in your community? Carter suggests a collaboration. The donors want it and I have watched one of my clients use a collaborative project to successfully promote the organization’s commitment and excellence to the in-crowd of philanthropists in her community. Leveraging the collaboration, donor research and excellent cultivation, she has brought her organization’s fundraising from barely there to million dollar gifts.

Provocative Ideas
But maybe the comment I liked most was when Carter talked about an organization that invited its best donors to a fundraising training. I am no longer surprised when board members show up for my Introduction to Prospect Research trainings. When board members and major donors become educated about fundraising it only makes them more effective givers. I have to wonder what other unusual cultivation activities fundraisers have begun using!

What have you been doing and seeing lately?

Dating Donors, Data Mining & Donor Profiles -oh my!

Focused Fundraising, Fundraising Analytics, , , , , , ,
Roxie Jerde, President & CEO, Community Foundation of Sarasota County

by Jen Filla.

I had the pleasure of hearing Roxie Jerde speak at the AFP SW FL luncheon on May 10, 2011. She is the new president and CEO of the Community Foundation of Sarasota County, having previously been with the Greater Kansas City Community Foundation. She packed a lot of information into her 20-minute slot. Thank you Roxie!

First, as the new person on the block, she made an interesting comment. She told us that she will not accept offers to meet for coffee or lunch. Instead she invited herself into our organizations. That really resonated with me. Since moving to Florida I have spent a lot of time getting to know the organizations operating in my area and that has meant of lot of driving and a lot of tours. For someone who works on billable hours this is an expensive investment! But I have never left a visit with an organization and felt it was a waste of time. There is so much culture, pride, and action packed into the buildings and places where fundraisers realize their missions.

Roxie also reviewed the Giving USA statistics, which reflected giving in 2009 (2010 is due out in June). Here’s a breakdown of giving in the U.S.

  • Individuals -75%
  • Foundations -13%
  • Bequests – 8%
  • Corporations -4%

Ho, hum, yawn, we’ve all seen this before. BUT have you actually gotten the statistics out of your own donor database? This kind of data mining yields key information you *must* know to create an intelligent fundraising strategy. Does somewhere around 75% of your funding come from individuals? If not, why? Every organization is different, so it might not make sense for your percentages to match the country’s giving overall, but if you differ significantly you’ll want to investigate whether you do indeed have the best strategy for your organization.

Roxie Jerde

Peppered throughout her presentation Roxie referred to the donor gift cycle as dating. Yes, most of us have heard this before too, but Roxie took it to a new level. In a previous position she and her staff used the dating terminology instead of the usual fundraising terms. It was endearing and funny to hear her talk about how blind dates can work too (prospecting), what it’s like to be newly married and still in the honeymoon stage (a major gift) and then, down the road, planning for your golden years (planned giving). Words are powerful tools and using dating words can create a much needed shift in how we interact with our donors.

Near the end of her presentation Roxie talked a little bit about asking for a major gift. She mentioned the uncertainty around how much to ask for and the drawbacks of asking for too much or too little. Being as passionate as I am about using prospect research to inform cultivation and solicitation it was all I could do to sit quietly. Profiles! DONOR PROFILES! I wanted to shout.

Donor profiles provide an awe inspiring amount of information to aid in determining an ask amount. Time and again fundraisers have told me how much more confidence they have asking for the gift when they can base it on known assets *and* their gut feelings. Development shops using prospect research, including donor profiles, ask for and receive larger gifts.

Too many human services and other similar organizations are not receiving their share of million dollar gifts and it is not because they don’t attract million dollar donors. It is because they don’t ask for million dollar gifts from their very own donors who are capable of giving them.

If you want to find out how Aspire Research Group can help you find your million dollar donors, just ask us! Call 727-231-0516, email jen at aspireresearchgroup.com or visit our website for more information, www.aspireresearchgroup.com

Cooking up Planned Giving with Julia Child

Discussion, Major Gift Teams, , , , , ,

by Kate Rapoport.

I met Julia Child when I was a senior at Smith College. It was the first annual Julia Child Day at Smith, an event designed to honor Ms. Child and the revolution she had brought to the way Americans think about food. Julia Child was a Smithie herself, having graduated in 1934 with a degree in history. Even in her old age, she was a force to be reckoned with, her strong voice carrying as she talked to her many admirers. She had had an affection for Smith in the many years after graduation and had decided in her later years to include the college in her planned giving.

In Nonprofit Essentials: Major Gifts, Julia Ingraham Walker outlines the different types of planned gifts. These include gifts of marketable securities, donated art or other real property, charitable lead trusts which provide a stream of income over a period of years to the non-profit and then revert back to the donor at the end of the agreed upon time, and real estate that is gifted to the non-profit which the non-profit then sells.

Ms. Child chose the planned giving option of donating her house to Smith College. In 1990, she entered into an agreement with Smith, formally donating her house to the college, but keeping the right to live in it for her lifetime. She had lived in her home since 1956 and had filmed one of her famous cooking shows in the kitchen. The kitchen itself Child left to the Smithsonian, giving Smith the right to sell the house after her death.

In 2002, Ms. Child decided to move back to California, her childhood home. She accelerated her gift, giving her home in Massachusetts to Smith while she was still living. The proceeds of the sale of her home supported the construction of Smith’s Campus Center. Ms. Child died on August 12, 2004. An etching on a window of the Campus Center Café honors her generosity to Smith. Of the many ways to honor a donor, I think that that was a fitting tribute to Julia Child, who is rumored to have cooked for her friends and classmates while at Smith. There has also been a Julia Child Day every fall since 2003, continuing to honor the impact she made on Smith and the world.

The choice that Ms. Child made to give Smith College her house allowed her to make a significant gift to an institution that she strongly believed in supporting, while allowing her to live in her home until she made the choice to go home to California. That is the beauty of a planned gift. It gives a donor the chance to support a non-profit organization with a major gift, while still allowing her to use her resources during her lifetime.