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Prospect Research & Management

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Raise the Profile of the Development Research Office
Article,  BriefCASE Article Development researchers can learn a valuable lesson from improv comedians when talking about their work with fundraisers, says a CASE faculty member.

How to Raise the Profile of the Development Research Office
Podcast Bond Lammey, from Bentz Whaley Flessner, shares how development researchers can improve communications with senior leaders and get their buy-in.

Raising the Profile of the Research Office
Article,  BriefCASE Article Prospect development professionals can influence change within their organizations by positioning the work they do with frontline gift officers, according to a presenter at the Annual Conference for Development Researchers.

Hiring and Managing a Prospect Development Team
Podcast Jon Thorsen from George Washington University discusses what managers should look for in employees when putting together a prospect development team. Also, learn how to judge the effectiveness of these teams.

One Size Doesn’t Fit All
Article,  Community College News Article Community colleges leaders should recognize the importance of using different engagement and cultivation strategies to reach and garner donations from different generations of alumni, says a leading alumni relations practitioner.

Social Prospects
CURRENTS Article This brief article looks at how Cornell University is using the profile information its alumni provide in its social media communities to identify potential donors.

Going for Gold
CURRENTS Article The story profiles eight of the 2012 CASE Circle of Excellence Award grand gold and gold award winners.

Experts Discuss Improving ROI and Performance in Fundraising
Article,  BriefCASE Article Identifying prospects is not the biggest challenge most fundraising offices face today. Instead, the biggest challenge is in determining how to organize efforts to cultivate those prospects to fill the short- and long-term giving pipeline. That’s according to three data mining experts who recently presented at a CASE Online Speaker Series.

Best Practices for Prospect Research in Higher Education Fundraising, 2nd Edition
Report This free report outlines ten best practices, details six cases studies on institutions of varying sizes and fundraising backgrounds, provides advice from industry experts and includes a special section on the use of social media, as well as sample worksheets and planning documents. (Free registration required to download report.)

New Best Practices in Prospect Research
Article,  BriefCASE Article If done effectively, prospect research has the potential to substantially improve the fundraising efforts of higher education institutions. A new report, based on an analysis of survey data from a cross-section of institutions in the United States, identifies 10 of the best practices used by high-performing fundraising programs.

Crème de la Crème
CURRENTS Article In 2011, 268 bronze, silver, gold, and grand gold Circle of Excellence awards went to 171 colleges, universities, independent schools, and nonprofit organizations worldwide. Eight of those grand gold and gold award winners are profiled here.

Champions. Friends. Acquaintances. Donor Motivation Defined: A Lifestyle Segmentation Study Focused on the Attitudes, Motivations and Giving Behaviors of Alumni
Converge Consulting in alliance with CASE
White Paper Which alumni are most likely to become donors? This October 2011 white paper, the first in a series of three, explores the results of a study on the relation of alumni attitudes to the motivation to give.

The Science Behind Alumni Engagement
CURRENTS Article As part of an effort to double fundraising over the next 10 years, the University of Waterloo surveyed its alumni and purchased external data to determine how to move potential leaders into a more active role with the university.

Map Quest
CURRENTS Article Wealth and philanthropy are undergoing a dramatic global shift, and fundraisers at educational institutions must respond by looking beyond their national borders for prospective donors. In this article, consultant Jay Frost provides tips on how to do successful international prospect research using Sherpa guides, database screening, etc.

Community Colleges: Growing Individual Giving with Effective Prospect Research
White Paper This January 2010 white paper explores the extent to which prospect research is used by community colleges, particularly in the area of individual giving. Free registration is required to download the paper.

Study Reveals Top Strategies for Better Prospecting
Article,  BriefCASE Article A new study identifies eight best practices in prospect research based on high-performing fundraising programs at 61 institutions in the United States.

Do Not Disturb
CURRENTS Article Facts can be taken out of context and used in unwelcome ways. This is the crux of the problem of privacy and the prospect researcher.

No Leaf Unturned
CURRENTS Article Research consultants helped the advancement team at University of Wisconsin-Superior think of their development efforts as a small business and showed them how to grow it, even with limited staff and resources.

Gifts Are in the Details
CURRENTS Article Advancement researchers are helping development officers not only identify prospects more efficiently, but also analyze fund-raising efforts for more successful campaigns.

AdvanceWork: Where's the Beef?
CURRENTS Article An nfpSynergy study of donor frustrations with United Kingdom charities offers some lessons for education institutions to bear in mind as they communicate with their supporters. The report, titled “Disgusted or delighted,” suggests that UK donors are most concerned about how their gifts are being used. Respondents also cited frustrations with direct-mail appeals (61 percent) and telephone solicitations (43 percent).

Goals and Assists
CURRENTS Article Prospect researchers and development officers must form a partnership to identify potential donors' ability, interest, and desire to give. This article provides three guidelines for building a productive relationship and includes a table showing the differences in the information that researchers and development officers are likely to uncover. This article is of interest to development officers and prospect researchers.

Tech Support: Worth Every Penny
CURRENTS Article Prospect research online data services aren’t cheap, but they offer advantages over hunting through free online sources: They’re efficient and cost-effective, and they can inform you of news on your prospects faster than you might find it on your own. Hudson reviews three multidatabase services and five targeted services. She also discusses local and regional options that might be useful to prospect researchers.

Finding Sunken Treasure
CURRENTS Article Prospect research is still a brand-new field in Europe. The article describes the biggest hurdles that researchers face there—ranging from privacy legislation to linguistic differences—and describes the resources and research techniques that he has found to be most useful.

Read the Writing on the Wall (Street)
CURRENTS Article Certain business activities create deadlines for tax-favorable giving for owners, insiders, or major stockholders. Development officers need to monitor their prospects' holdings for these deadlines and to encourage gifts at advantageous times. Individuals who might merit extra attention include public company insiders, intrapreneurs, and private company owners and executives. The article describes how to identify and respond to two important types of deadline-oriented developments: mergers and initial public offerings. A sidebar provides a guide to related business terms.

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