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<p>Foreword xiii</p> <p>Acknowledgments xvii</p> <p>Introduction xix</p> <p><b>Chapter 1 The Big Picture 1</b></p> <p>What Is Prospect Research? 1</p> <p>Why Do Prospect Research? 4</p> <p>How Does Research Fit into My Work and into the Gift Cycle? 7</p> <p>Communication 10</p> <p>Dispelling Myths and Corroborating Evidence 11</p> <p>Summary 12</p> <p>For Further Reading 13</p> <p><b>Chapter 2 Identifying New Prospects 15</b></p> <p>Overview: Why We Identify New Prospects 15</p> <p>Capturing and Maintaining Constituent Information 18</p> <p>Manual Prospect Identification Methods 24</p> <p>Wealth Screenings 27</p> <p>Surveying 40</p> <p>Simple Data Mining 41</p> <p>Advanced Data Mining 43</p> <p>Donor Modeling 45</p> <p>List Rental 46</p> <p>Summary 49</p> <p>For Further Reading 51</p> <p><b>Chapter 3 Researching Prospects 53</b></p> <p>Different Levels of Research 54</p> <p>Types of Donor Profiles 55</p> <p>Assembling Your Research Toolkit 61</p> <p>Search Techniques Every Fundraiser Should Know 65</p> <p>Capacity Ratings: Putting the Information Together 79</p> <p>Summary 82</p> <p>For Further Reading 83</p> <p><b>Chapter 4 Donor Relationship Management 85</b></p> <p>What Is a Relationship Management System? 87</p> <p>The Three Moving Pieces 89</p> <p>Creating Your Own System 93</p> <p>Summary 115</p> <p>For Further Reading 116</p> <p><b>Chapter 5 Managing Prospect Research 117</b></p> <p>Managing to Your Fundraising Goals 118</p> <p>Hiring Employees and Volunteers 125</p> <p>Skill Sets for Hiring 129</p> <p>Managing Expectations 132</p> <p>Defining Common Terms and Using Forms 134</p> <p>Purchasing Resources 136</p> <p>Options for the One-Person (or Small-Team) Development Office 144</p> <p>Summary 148</p> <p>For Further Reading 149</p> <p><b>Chapter 6 Ethics, Risk, and Data Protection: What’s the Big Deal? 151</b></p> <p>Starting with Donor Trust 151</p> <p>Risky Business 152</p> <p>Ethics 154</p> <p>Legal Issues 155</p> <p>Outside of the United States 157</p> <p>Some Practical Tips 158</p> <p>Summary 159</p> <p>For Further Reading 159</p> <p><b>Chapter 7 International Prospect Research 161</b></p> <p>Making International Fundraising Work 162</p> <p>Getting Started with International Prospects 167</p> <p>Summary 169</p> <p>For Further Reading 170</p> <p><b>Chapter 8 Trends and Opportunities: The Future of Prospect Research 171</b></p> <p>Big Data and Segmentation 172</p> <p>Data Visualization 174</p> <p>Relationship Mapping 175</p> <p>Social Media and Social Scoring 178</p> <p>Content Curation 180</p> <p>What the Future Might Look Like 185</p> <p>Summary 186</p> <p>For Further Reading 187</p> <p>Appendix A: AFP Code of Ethics 189</p> <p>Appendix B: Donor Bill of Rights 190</p> <p>Appendix C: APRA Statement of Ethics 191</p> <p>Appendix D: APRA Skill Sets—Advanced 193</p> <p>Appendix E: APRA Skill Sets—Fundamentals 196</p> <p>Appendix F: APRA Skill Sets—Relationship Management 199</p> <p>Appendix G: APRA Skill Sets—Research Management 202</p> <p>About the Authors 207</p> <p>Index 209</p>

<p><b>JENNIFER J. FILLA</b> operates Aspire Research Group out of Florida, providing prospect research services to organizations across the country. Prior to founding Aspire Research Group, she served as associate director of development at the Kimmel Cancer Center at Jefferson in Philadelphia, Pennsylvania. She is a member and past trustee of the Association of Fundraising Professionals, Suncoast Chapter, and was most recently the 2010–2011 president of the Association of Professional Researchers for Advancement, Florida Chapter. <p><b>HELEN E. BROWN</b> is President of The Helen Brown Group LLC and a twenty-plus year veteran in the field of prospect research. She is a former director of the Association of Professional Researchers for Advancement (APRA) and currently serves as chair of the APRA Chapter Relations Committee. She is a past president of the New England Development Research Association. In 2006, she received the NEDRA Ann Castle Award for service to the prospect research community.

<p><b>Prospect Research</b> for <b>Fundraisers</b></br> The Essential Handbook <p>If you've never come into contact with prospect research before, you may be wondering if it's something your organization even needs. These days, most fundraisers are pretty comfortable searching on the web to find answers to their questions and may be confident they are finding enough. But is it enough? Could your fundraising use the extra "oomph" of prospect research? <p>Revealing how you can transform your organization, <i>Prospect Research for Fundraisers</i> explores this influential tool and its power to catapult your fundraising efforts from "just getting by" to substantially succeeding. <p>Renowned prospect research leaders Jennifer Filla and Helen Brown reveal the many ways research can be used today and the cutting-edge tools that will lead prospect research and fundraising into the future. Packed with case studies, interviews, and helpful tips, this essential handbook lays out the basic information you need at your fingertips. <p>In this book, you'll learn how to use research techniques to make informed decisions on questions, including: <ul> <li>Who are our best donors?</li> <li>Do we have enough donors and prospects to reach our campaign goal?</li> <li>What is the best way to engage that donor?</li> <li>Where else is our prospect involved?</li> <li>Is this company a good corporate citizen and potential partner for us?</li> <li>What size gift should I ask for?</li> <li>Which trusts and foundations support organizations like ours?</li> <li>Which of our donors are good prospects for planned giving?</li> </ul> <p>If you're curious about how prospect research can boost your fundraising—big time—this book is for you.<i>Prospect Research for Fundraisers</i> clearly lays out what prospect research is, when you need it, and how to support its efforts within your organization.

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