Prospect (or development) researchers identify and provide relevant financial, philanthropic, and personal information about potential donors to academic and non-profit organizations. How does one end up in this engaging and rewarding career path? This webinar will look at one researcher’s path to a career in prospect research, moving from traditional and non-traditional library work into development work. Maureen will address the skills and proficiencies librarians bring to the role, and highlight why prospect research is a vibrant and viable career choice for information professionals. She will also discuss the variety of academic and professional backgrounds found among prospect researchers. Anna will cover volunteering in prospect/fundraising research, including examples of how it’s like CI work and expands one’s network/brand.
1. #RMSLA
Welcome to
“The Ins & Outs of a Career
in Prospect Research”
Rocky Mountain Chapter SLA Virtual Lunch
November 21, 2013
Speakers:
Maureen Festa
Anna Shallenberger
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2. #RMSLA
FOCUS
Prospect (or development) researchers identify and provide relevant
financial, philanthropic, and personal information about potential donors
to academic and non-profit organizations.
How does one end up in this engaging and rewarding career path?
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3. #RMSLA
The slides & recording of this program will
be posted at http://rockymountain.sla.org
More to discuss?
Use Twitter hashtag #rmsla
Speakers #mefesta & #closetlibrarian
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4. About RMSLA
Site
#RMSLA
http://rockymountain.sla.org
LIG http://www.linkedin.com/groups/SLA-Rocky-MountainChapter-RMSLA-3700687/about
RB
https://www.facebook.com/RockyMtnSLA
DL
https://delicious.com/ConnieInfo/rmslabloggers
DL
Discussion List, et al http://bit.ly/yWybNb
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5. Agenda
#RMSLA
Announcements / Housekeeping
Speaker Intro
Maureen Festa
Researcher's path to a career in prospect research, moving from traditional & non-traditional library
work into development work
Skills & proficiencies librarians bring to the role
Why prospect research is a vibrant & viable career choice for Info Pros.
Variety of academic & professional backgrounds found among prospect researchers
Anna Shallenberger
Volunteering in prospect/fundraising research
How it's like CI work & expands one’s network/brand.
Q&A
Closing
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6. #RMSLA
Maureen Festa
Maureen Festa is an information professional/librarian who is currently a senior research analyst in the Office
of Development Services at MIT. Previously she was a senior development research analyst at Boston
University. Her previous experience includes serving as a senior content analyst at Thomson Compumark,
information center librarian at the Center for Organization, Leadership and Management Research at the
Boston VA Healthcare Center, and senior knowledge analyst at KPMG LLC.
She received her BA in history from Boston University in 1990 and her MLS from Simmons College Graduate
School of Library and Information Science in 1994. In her current position, a background in subject specific
sources, online search strategy, financial data analysis, investment information and public company filings are
key to evaluating and understanding individuals wealth and giving capacity. A knowledge of international
sources is a valuable asset as well.
Outside of work, Maureen is a trustee of Eliot Hall, home of The Footlight Club, America’s oldest community
theatre, and is actively involved in the organization. Most of her work in theatre has related to costuming and
wardrobing; her work at the Footlight Club, as well as other local theatre companies, has received both peer
and critical praise, and she is a recipient and multiple-nominee of the EMACT DASH award for her work. She has
also worked with a number of local photographers, as a stylist, costumer and make up designer.
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7. Anna Shallenberger
#RMSLA
Anna Shallenberger’s “Best of the Business Web” Twitter “Closetlibrarian” captures her elevator speech challenges. A
“utility player” of sorts, her background includes traditional reference work / OSINT, Primary Research, HUMINT, Finance,
Strategic Planning, KM, Six Sigma, Training, Communities of Practice & Digitization. Currently, she serves clients as a
freelance consultant, but would like to return to an in-house role as she misses daily interactions with colleagues. Her
previous experience was primarily in financial services & consulting, including running & rebuilding several libraries &
CI/MI groups. She also taught several modules of Click U’s CI Certification program.
Anna earned her Bachelors in Economics as part of the first full class of women at Westminster College, spending two
terms abroad. After some graduate work in International Affairs at Washington University, she went on to accomplish
her MLS from Rutgers University with highest honors.
Long active in professional associations such as AIIP, SCIP & SLA, where Anna recently received a Presidential Citations.
She currently moderates the B&F LinkedIn Group, Chairs the CI webinars, & works for PHT as well. Twice featured as a
Spotlight Speaker at the annual conference, she organized CID’s section of the New Orleans sessions.
Outside of work, her activities are mostly in the arts, with a sprinkling of sciences, & a little sailing for fun. Anna served
on junior boards for the Princess Grace Foundation & Alvin Ailey. She was also a founding member [and some cases
officer] for junior committees at the American Museum of Natural History, NY Philharmonic, American Ballet Theatre, NY
City Ballet, Metropolitan Museum of Art, NY Historical Society & active with others as well. She also served as President
of NY Panhellenic, held office with several Junior Leagues, & chaired individual events with other organizations in NY, CT
& MO.
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9. #RMSLA
Two job descriptions…many similar skills and roles
Prospect Researcher Job Description
Research Librarian Job Description
identify, collect,
organize, analyze, and
disseminate information
research librarians
review, analyze, evaluate
and organize information
To
on stakeholders, stakeholder groups and issues of strategic importance to the
School in order to enhance the ability of development officers, senior faculty, and
administrators to successfully acquire support for the activities of the school, as well
as to contribute to the school's intellectual capital on key business markets and
issues.
Develop, implement, and
manage systems and
procedures
Many
for private companies, consulting firms, nonprofit organizations and
government agencies. Some are hired to set up company information on the
Internet, while others work in schools, colleges, public libraries and
professional institutions such as medical and law libraries. Research librarians
develop collections of
library material
and instruct library patrons on the
use of library facilities.
to meet the information needs of alumni and
development staff and other members of the School, such as the Dean, the
Associate Deans and faculty, in preparation for contacting, cultivating, and soliciting
major gift prospects (individuals, corporations, and other organizations, such as
foundations).
Source: http://supportingadvancement.com;
http://www.ehow.com/about_6795556_research-librarian-job-description.html
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10. #RMSLA
Basic skills for prospect researchers
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Understanding of what constitutes relevant and strategic information and how to analyze that
information to support prospect development
Understanding of information management in a database structure, particularly the ability to
store, manipulate, and retrieve data
Understanding of the difference between proactive research (taking the initiative in identifying
and qualifying prospects) and reactive research (responding to directives or requests for
research)
Knowledge of parameters (legal and institutional) regarding what information is public and
ethical to use
Knowledge of primary resource providers (electronic vs. text, government and commercial,
internal and external) and the type and scope available from each
Proficiency in identifying and utilizing additional resources such as librarians, government
employees, colleagues, and constituents (including donors and volunteers) when appropriate
Proficiency in utilizing all resources available, including an awareness of different search
techniques and mastery of Boolean searching
Proficiency in determining the quality, reliability, and accuracy of sources
Proficiency in acquiring cost-effective, appropriate, and sound information
Source: APRA Skills Set: Prospect Research Fundamentals
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11. #RMSLA
Who are prospect researchers?
Source: 2003 APRA Member Survey Results
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12. Who are prospect researchers,
really?
#RMSLA
At MIT, the prospect research group is made up
of librarians, lawyers, campaign researchers,
journalists, literature scholars and foreign
language specialists, among others.
An informal poll of other university prospect
research departments finds 20-30% of
researchers hold MLS degrees.
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13. #RMSLA
Why Prospect Research?
Prospect research supports the efforts of
fundraisers in nonprofit organizations, including:
•
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schools, colleges and universities
hospitals and charitable healthcare organizations
civic organizations
museums, and historic monuments
environmental organizations
theater and arts programs
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14. #RMSLA
Where to find more information on Prospect Research
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American Association for Advancement Professionals (AASP)
– http://www.advserv.org/
American Prospect Research Association (APRA)
– www.aprahome.org
Council for Advancement and Support of Education (CASE)
– www.case.org
Colorado Prospect Research Association (CPRA)
– www.apracolorado.com
New England Development Research Association (NEDRA)
– www.nedra.org
(obligatory cat photo)
• APRA's "Research Links" (excellent list of sources and resources)
– http://www.aprahome.org/p/cm/ld/fid=99
• Prospect-L (APRA's all things prospect research list serv)
– http://www.aprahome.org/p/cm/ld/fid=99
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15. #RMSLA
Why?
“Hide not your talents,
they for use were made,
What's a sundial in the shade?”
― Benjamin Franklin
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16. #RMSLA
WHEN Interests > Available Time / Schedule Flexibility RESULT= Stress
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17. HOW CAN ONE ‘CONTRIBUTE’?
#RMSLA
◊ Donor / Prospect / Grant Research can mostly be
accomplished on one’s schedule....
◊ As a volunteer, YOU decide the “when” & “how long”
◊ Info Pros unique talents are ideally suited to
optimize available information / insights...
◊ Bottom line impact enables those organizations
to achieve their goals....
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18. ID-ing Your Opportunity –
#RMSLA
What Do You Care About?
◊
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Cultural/Arts Interests?
Where are you/yours an alum?
Medical conditions you/yours suffer?
Activities your kids/family involved in?
Boss/senior management’s favorite charity...
Community help for your neighbors in need...
And of course, your local public library...
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23. Professional Development
#RMSLA
◊ Are there research techniques / sources you want to learn, but not
yet called for in your day job?
◊ Or perhaps you would like to experiment first, then offer
documented examples of your enhanced skills...
◊ Ditto re more detailed synthesis / analysis / presentation skills....
◊ Would you like to learn about other types of research, be it for
◊ Additional freelance income, or to move to consulting?
◊ Changing jobs to work for a Non Profit , University, etc?
◊ Transitioning as you approach retirement?
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24. Networking & Brand Impact
#RMSLA
◊ Greater visibility to local leaders
◊ Opportunity to demonstrate skills to broader
audience without openly job-hunting
◊ Illustrates “team player” mentality
◊ Exemplifies service orientation
◊ Shows ability for work/life balance
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26. Ultimately....
#RMSLA
“The person born with a talent they
are meant to use will find their
greatest happiness in using it. ”
― Johann Wolfgang von Goethe
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27. Speaker Contacts
Maureen Festa
Maureen Festa
mefesta@mit.edu
Anna Shallenberger
anna@targetedknowledge.com
Work: 617.324.8491
Fax: 617.258.8690
www.linkedin.com/pub/maureen-festa/3/706/626
Cell: 203.258.2383
Fax: 917.591.6732
Skype: anna.fay.shallenberger
www.linkedin.com/in/annafayshallenberger
Twitter: mefesta
#RMSLA
Twitter: ClosetLibrarian
Slideshare: http://www.slideshare.net/ClosetLibrarian
Quora: http://www.quora.com/Anna-Fay?srid=3RK5&share=1
Foursquare: https://foursquare.com/user/15848474
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28. Anna Shallenberger
“The Ins & Outs of a Career
in Prospect Research”
Appendix/Case
Rocky Mountain Chapter SLA Virtual Lunch
November 21, 2013
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#RMSLA
29. Career Path - Donor/Prospect Research
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#closetlibrarian
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30. Volunteer Path - Donor/Prospect Research
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33. Research Need
#RMSLA
#RMSLA
Other Material Available:
• Event Attendee Survey including
demographics & psychographics
• Prior year stats – financial & other
Objectives:
Expand/Filter existing prospects
Customize pitches prioritized targets
Improve marketing collateral
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34. Research Deliverable
#RMSLA
Company / Organization Concept Segment
MAKING CONTACT / RATIONALE
Most Relevant [sales/marketing perspective]
STATEMENT Why visibility/involvement event has business value
Most Likely [personal connections]
List of people, embedded hyperlinks to LI Profile or other bio info
Other Charity-Connected [boards, friends, vendors etc]
Based on LI, word of mouth, etc
Related Organizations / connections [other potential “ins”]
Touch points to connect with the target organization & its people
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35. Research Deliverable
#RMSLA
BUSINESS CASE – SPONSORSHIP
New or rebranded product(s)/messaging etc
New / upsold target audience/customer
PR / re-imaging [larger organization]
Include links to news stories, social media, etc
Names / Contact directly involved
Same for external partners – vendors, community organizations..
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36. Research Deliverable
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BUSINESS BACKGROUNDER [support business case]
Brief Overview [non-financial]
Finances [bulleted, details in appendix]
Awards, Points of Pride, etc
Lead with accomplishments before raising weaknesses or issues below
Business Initiatives / Business Challenges
General need to knows, but focus on those most relevant to event pitch
Competitor Notes
How event involvement rebrands, connects, or otherwise might aid organization in
being more competitive, often different based on whether B2B or B2C
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37. Research Deliverable
#RMSLA
BUSINESS BACKGROUNDER [support business case] – continued...
• Relevant General Industry/Market Stats
• Relevant Metro Municipality Stats
• Relevant Event Attendee Stats [from exit surveys, etc]
• Video
• Other Useful Links
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38. Research Deliverable
#RMSLA
CHARITABLE / COMMUNITY COMPONENT [beyond backgrounder]
Current Recent Corporate Activities
Overview aggregate community activity locally & service activity globally
Executive Activities / Boards
What do they do both on an individual / aggregate level already?
Both to understand what they care about, & if anyone we know, knows them...
In-Kind Potential
For example, donated materials / services
Also possible employees volunteering for event
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39. Research Deliverable
#RMSLA
“Synergies w/foundation missions/goals” [not elsewhere captured]
Markets
Could be psychographic or demographic
Business Initiatives
Drill in deeper to those relevant to foundation / event
Execs
Those most likely to have both the interest & the pull /connections/authority
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40. Research Deliverable
#RMSLA
Metro / State / Regional Notes [in addition to contact section]
Senior senior execs no longer here
Alums -metro municipality schools or posted here for lengthy periods in past
Typically w/ongoing local ties, family/friends etc
Also local execs not among primary contacts targeted
Locally generated press
Keep eye out for hot button issues involvement in our event could support or address
Targets’ local initiatives / stats / links etc
Beta’s / product tests or introductions
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41. Research Users
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#RMSLA
Foundation Leadership & Board
Development team, long term-not just event
Event Team- in house & volunteer
Other stakeholders including event exhibitors
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My career path, from MLS, first job, through work, layoffs, etc…to prospect research. Discuss skill set from each job and how it applied.
Skim the topic-Relevant and strategic information and analysis of this info.-Understanding where information comes from, vetting sources.-Effective search strategy,
GO FAST – FLASH OVER THIS SLIDEComment re raised to be best possible steward of one’s personal assets, skills-wiseStewardship is not just financial...
GO FAST – FLASH OVER THIS SLIDEJoke about Picture
Contribute = Possible Roles – Not “preachy reCommunity Service / Volunteerism
Explain BG on how got involved...Chat at Wash U founders day for KappaSitting at table, discussing what we do with our livesFoundation head hit off, set up time talk more
Pixilation Image explanation on next page
GO FAST – FLASH OVER THIS SLIDEUse this to address making connection prior slideAlso where one makes informed guesses
GO FAST – FLASH OVER THIS SLIDELay groundwork that Iterative, I built core, others added insights, asked for further clarifications on certain pointsMention that target name/logo on each page
How both seasoned & newbies grow
Perception is Reality
GO FAST – FLASH OVER THIS SLIDEComment re raised to be best possible steward of one’s personal assets, skills-wiseStewardship is not just financial...
Doing good can be selfish, at least for meJoy I get...
GO FAST – FLASH OVER THIS SLIDEOnly a few seconds on path slides, background, longer too self aggrandizing
GO FAST – FLASH OVER THIS SLIDEOnly a few seconds on path slides, background, longer too self aggrandizing
Lay Groundwork for projectExplain evolution original great ideas re targeting marketing not charity budget honed w/CI approach
Expand on path to research definition / scope
Cover collaboration process, roles, etc
Speak to structure flowThat this is aggregation of work with several groups
BUSINESS CASE= Heart of WHY we have a case to target the marketing budget & not get referred over to corporate foundations...
Very Basic – bullets are descriptive, not contentIn this modelled exampleCaveat that we started out with this wish list, but as in CI, you don’t find it all, limits to availability, time & budget. Sometimes also consciously decide to skip some points to focus on that which most likely / valuable
Very Basic
Need to have awareness of what they do charitableDoesn’t have to be an either-or