Islamabad Escorts | Call 03070433345 | Escort Service in Islamabad
Using Data To Identify Donors
1. Using Data to Identify Potential
Donors
Governor’s Conference on Service and
Nonprofit Capacity Building
October 3, 2013
Carol Lukemeyer, CFRE
2. Scope of Session
• Role of Prospect Research
• Ethical Considerations
• What Data Says about Wealth
• Using Data Sources to Build
Prospect Lists
• Individual Research
• Ratings
3. Role of Prospect Research
Find prospects with
Ability to make a major gift
Interest in your mission
Links to your organization
Who exhibit
Philanthropic behavior
4. Role of Prospect Research
AND
organize, record, protect, analyze,
package and disseminate relevant
prospect and donor information.
Take the long view!
5. Professionalize Prospect Research
Centralize all donor and prospect information
Invest in a database designed to store information
that can be accessed and analyzed.
Invest in database training (or you will end up with
Excel spreadsheets)
Establish written policies to protect donor
information
Establish written procedures governing database
usage
7. Ethical Considerations
AFP’s “Donor Bill of Rights”
APRA’s “Statement of Ethics”
•Confidentiality
•Accuracy
•Relevance
•Self-responsibility
•Honesty
•Conflict of Interest
A donor has a right to see any
information you have collected
9. Levels of Research
Discovery
– Enough information to merit initial contact
• Capability, Interest, Linkage
Cultivation
– Spot research as needed
– Much of the research is done through contact with
the prospect
Pre-solicitation (0 to 6 months)
– Full profile, everything that will influence successful
solicitation
10. Role of Prospect Research
Prospect Indicators
MAJOR GIFT PROSPECT
– Interest/Linkage -- Gift history, volunteer activity,
shared values, membership, family link, beneficiary
– Philanthropic behavior -- Gifts to any organization,
political contributions, religious affiliation
– Wealth Indicators -- insider, private company
ownership, occupation, real estate, private equity,
club membership, foundation or donor advised
fund, gifts to other orgs
11. Prospect Indicators
PLANNED GIFT PROSPECT
– Income often is not relevant
• nine out of 10 planned gifts are bequests.
– Consistent annual fund donor
– Volunteer
– Age 40-60
– Educated – bachelors degree or higher
– Motivated by helping others, religious beliefs and
giving back
12. Prospect Indicators
PLANNED GIFT PROSPECT cont’d.
– Single or widowed
– Married with few or grown children
– Wants to provide for loved ones
– Concerned about retirement income
– Tax concerns
Bequest Donors: Demographics and Motivations of Potential and
Actual Donors. Prepared for Campbell & Company by Center
on Philanthropy at Indiana University, March 2007.
13. Where is the Information?
Your database – gleaned from annual fund
– Gift history – recentcy, frequency, size
– Event attendance
– Volunteer activity
Prospect contacts
– staff, board members and other volunteers
Publicly available resources
– Commercial databases
– Commercial screening and data append services
– Free resources online and through libraries
14. Wealth Studies
• Center on Wealth and Philanthropy
• Giving USA: The Annual Report on Philanthropy
• Bank of America Study of High Net Worth Philanthropy
• The Millionaire Next Door by Thomas J. Stanley (1996)
• Rural Policy Research Institute
• Transfer of Wealth in Indiana Study
15. Wealth
Respondents by source of wealth
• Some or all from inheritance/gifts -- 50.9%
• Some or all from business or professional efforts - 89.1%
• Some or all from investment -- 75.5%
• All from inheritance/gifts -- 3.6%
• All from business or professional efforts -- 11.8%
• All from investment -- 0.9%
Source: "Extended Report of the Wealth with Responsibility Study / 2000."
Paul G. Schervish and John J. Havens, Boston College, March 2001
16. Wealth
• “There is a growing body of evidence on the critical
role that entrepreneurs and small businesses play in
driving local and national economies.
• The structure of rural economies is essentially
composed of small enterprises, which are
responsible for most of the job growth and the
innovation. Moreover, small businesses represent an
appropriate scale of activity for most rural
economies. “
Rural Policy and Research Institute website
http://www.rupri.org/entrepreneurship.php
17. Identifying Potential Donors in Your
Community
1) Compile list of successful small business
2) Identify stakeholders
3) Conduct initial research to verify capability
and philanthropy
4) Conduct peer screening
18. Wealth – Small Business
Business Directories
USA Chamber of Commerce Directory
Directory of Local Chambers of Commerce and
Visitors Bureaus
19. Wealth – Small Business
Zoominfo – “Free” source, need to register & share
contacts for more information. Paid version
sometimes has biographies
Dun & Bradstreet
Hoover’s Online
Reference USA
Demographics Now
A to Z Databases
Commercial resources
that may be available
through your library.
24. Wealth
• FC Online
– limited free searching. Good contact information.
• Guidestar
– more info with paid subscription
• National Center for Charitable Statistics
– advanced search features to find private foundations and
charitable trusts (browse NTEE codes)
– Register (free) to get more results
– On 990 form, look for “contributors”
28. T90 is for named
trusts such as
charitable remainder
trusts – wealth
indicator
29. Drilling Down
•
•
•
•
•
•
Further Wealth and Philanthropic Information
Contact information
Career information
Circles of Influence
Biographical details
Interests
30. Philanthropy --Political Contributions
Data shows there is a correlation between
political contributions and philanthropic
giving.
Open Secrets
Faster but less detail
FEC Political Contribution Filings
Can drill down to filing
Useful for additional addresses
and sometimes spouse information.
35. Individual Income
Public Company Executives
SEC --
• Compensation, stock holdings, options activity of
corporate insiders
• Read the help section, know forms
• Look for DEF-14A
Yahoo Finance -• Financials, charts, historical information, news, insider
rosters, stock ownership and recent activity
Morningstar
• Compensation, stock holdings and activity
40. Once you have
opened the
DEF14A, do a
search (Control F)
for “Executive
Compensation”
41. Individual Income
Public Company Executives
•Go to
Morningstar.com
•Search for the
company
•Click on the
“Insiders” tab to get
compensation and
recent transactions.
42. Individual Income
Occupation / Salary
SEC – public company executives
Salary.com
Jobstar.com
Physicians
(Hope for orthopedic surgeons, heart surgeons &neurosurgeons)
Indiana Professional Licensing Agency
43. Wealth Indicators
Property
NETROnline
Identify county by town
Marion County Assessor
http://maps.indy.gov/PropertyAssessmentViewer/
Beacon Schneider
http://beacon.schneidercorp.com/
Zillow – sales figures and estimates based on like sales
Purdue Extension Farmland Values
46. Searching Tips
Not all search engines and databases use the same
search language
• Natural language
– terms as you would use them in speech.
• Boolean Language
uses connectors AND, OR, NOT, sometimes
Proximity indicators: NEAR, w/1, *
Parenthesis to group
the order and use of parenthesis can change the
outcome of the search
– quotation marks for exact phrases
–
–
–
–
50. Google Searches
• Google Search Guide
Operator
Result
“”
-
Exact word or phrase
Eliminates word (no spaces)
Searches for synonyms (no
spaces)
Finds either word or phrase
Range such as numerical
Wild card to match one or
more words in a phrase
~
OR or |
..
*
51. Search Engines Misc.
• Alerts
• Fagan Finder – lists alternative search engines,
blog search engines and Q&A search sites
53. Database Collections
Access information not available
through a web search – deep web
INSPIRE Indiana
Indianapolis Marion County Public Library
Indiana State Library
Old newspaper indexes, geneology resources,
marriage records
56. Individual Research
Basic Biographical and Business
Google Advanced
LinkedIn
INSPIRE INDIANA’s business databases
IMCPL newspapers and business
magazines, trade publications
• Corporate websites
– “about us” or “history”
•
•
•
•
57.
58.
59.
60. Individual Research –
Links
• Obituaries
– Family members
•
•
•
•
LinkedIn
Muckety
Corporation Wiki
Blue Golf
– Identify club membership if they golf
63. What About Facebook?
From APRA’s Statement of Ethics
Integrity
Members shall be truthful with respect to their identities and purpose and
the identity of their institutions during the course of their work. They shall
continually strive to increase the recognition and respect of the profession
Accountability
Members shall respect the privacy of donors and prospects and conduct
their work with the highest level of discretion. They shall adhere to the
spirit as well as the letter of all applicable laws and all policies of their
organization. They shall conduct themselves in the utmost professional
manner in accordance with the standards of their organization.
64. Ratings
RATINGS FORMULAS are not
SOLICITATION AMOUNTS
The purpose of capability ratings is to identify,
segment and prioritize prospects. It is a
starting point. Solicitation amounts should be
based on what is learned through building a
relationship with the prospect.
65. Ratings
BASED ON INCOME
The average American contributes 2% of their income
per year to charity. The percentage increases at
higher levels of income.
• $100,000-$499,000 x 2.7% x 5 = gift capability
• $500,000-$999,000 x 2.9% x 5 = gift capability
• $1,000,000+ x 4.3% x 5 = gift capability
Source: Martz & Lundy
66. Ratings
BASED ON REAL ESTATE
• Real Estate x 3 x 5% = gift capacity
BASED ON STOCK HOLDINGS
• $100,000-$499,000 stock & options x 1% to 4% = gift
capacity
• $500,000-$999,000 stock & options x 5% to 9% = gift
capacity
• $1,000,000+ stock & options x 10% = gift capacity
Source: Martz & Lundy
67. Ratings
Rating
Basis of Initial Rating
Stock Holdings
Private Co Sales*
Property Holdings
Gifts to Other Orgs
$1M
$40M
$1.5M
$1M
$100K
$10M
$650K
$100K
$50K - $100K
$50K
$5M
$350K
$50K
$25K - $50K
$25K
$3M
$200K1
$25K
1M+
100K - $1M
Less than $25K
* Where individual is owner, CEO, founder, principal or president
Source: Benz, Whaley Flessner
69. Resource Review
• Lists of Businesses and Business Info
–
–
–
–
Chamber of Commerce Directories
Zoominfo
Dun & Bradstreet,
Reference USA (through public library)
• Wealth
– For public company insiders : SEC, Yahoo Finance
– For real estate: County Assessor’s websites, Zillow
– For political contributions: FEC Political Contributions Filings, Open
Secrets
– For occupation/salary: Salary.com, Jobstar, Indiana Professional
Licensing Agency, specific occupation surveys
70. Resource Review
• Philanthropy
– FC Online, National Center on Charitable Statistics, Guidestar, annual
reports, general search engines such as Google, newspaper article
search
• Contact Information
– Zabasearch, Pipl, Zoominfo, Anywho, Switchboard
• Career / Biographical
– Google and other search engines, INSPIRE, IMCPL databases,
obituaries
• Circle of Influence
– Biographies, Newspaper/Magazine articles, Corporation Wiki,
Muckety, LinkedIn, Blue Golf
71. And the number one
all-time best prospect
information resource?
72. Individual Research
The Full Picture
You are the most important
source of information about the
prospect / donor
Get into the habit of filing
contact reports and recording
relevant information into your
database.
