Prospect Research for Fundraisers – The Essential Handbook (AFP Fund Development Series)

<p>Foreword xiii</p>
<p>Acknowledgments xvii</p>
<p>Introduction xix</p>
<p>CHAPTER 1 The Big Picture 1</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>CHAPTER 2 Identifying New Prospects 15</p>
<p>Overview: Why We Identify New Prospects 15</p>
<p>Capturing and Maintaining</p>
<p>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>CHAPTER 3 Researching Prospects 53</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>CHAPTER 4 Donor Relationship Management 85</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>CHAPTER 5 Managing Prospect Research 117</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>CHAPTER 6 Ethics, Risk, and Data Protection: What s the Big Deal? 151</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>CHAPTER 7 International Prospect Research 161</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>CHAPTER 8 Trends and Opportunities: The Future of Prospect Research 171</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>