The Intelligent Edge by Helen Brown

Archive for the ‘Research Tools’ Category


Prospect Research for Fundraisers – the Book!

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BookLook at what arrived by special delivery today!

It’s an advance copy, meaning that for all of you who pre-ordered (and thank you for that, by the way!), yours will be arriving very soon.

If you haven’t already ordered it, now’s the time to get your very own copy hot off the presses! Just click that little book cover over there on the right to buy it at a discount (!).  It will be on your doorstep in no time. This book has got everything anyone working in fundraising needs to know about prospect research. You’re going to love it.

Thank you to everyone who was involved: those who agreed to be interviewed, who were the subjects of case studies, who provided quotes and who read (and re-read!) drafts and offered sage advice and suggestions. And the biggest thank you to my co-author, the awesome Jen Filla.

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Google: offer fee-based option for professional researchers!

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Want to listen to this blog post instead of reading it? Click this link to download the mp3 or listen live via SoundGecko.

Google jumps shark

As a professional researcher, I’m now officially and utterly fed up with Google. This week’s announcement that they are eliminating Google Reader sent me over the edge. From being a quality resource that researchers could trust, my team and I now have to operate so many workarounds to get the information we need that using it has become a chore.  But we can’t stop using it – it’s terrible but it’s the best there is.

To eliminate filtering, we need to use Verbatim.  They’re taking away iGoogle and Reader, and so we have to find alternatives. Personalized search means we need to empty our cache and clear cookies daily to avoid skewing our results.

Google’s emerging raison d’etre is clear: to be an ad-supported social search network. One that appeals to the 99% of the population who don’t care that what they see has most of the information filtered out. Information that’s sitting there in the vast Google cloud – and potentially useful – but eliminated, based on a person’s previous search history.

In fact, information personalization is exactly what most people want. And you’ve got to give the people what they want. But for me and others in my profession, Google has become the reality television of search, appealing to the most common denominator. With this latest announcement about Reader, like Fonzie on the television show Happy Days, Google has jumped the shark.

But I have a solution.

I want to give Google money. I want them to charge me to gain access to everything in the Google universe. Unfiltered. No ads. Just information. All of it – from Google Anguilla to Google Virgin Islands and all of the other country-specific databases in between.

I want them to let me pay for the ability to do advanced searches. Proximity searches. Date searches. Location searches. Boolean searches.

I want Google to do a deal with deep web sources like Lexis Nexis, Bloomberg, Factiva, Reed Elsevier, Bureau van Dijk, Dow Jones, and Highbeam. And federal, state, local and provincial governments worldwide. Also publishing houses, nonprofits, think tanks, trade associations and anyone else that has data of value that they want to share.

Google could become a true information hub for the future; they’ve got the brains, the money and the clout to do it. Think of it – research and information availability could go from so-last-century to the computer on board the USS Enterprise. Google Drive meets Warp Drive.

I want this for all of us professional researchers, Google. The ones who made you the number one search engine back in the day and who helped you become the behemoth you are now.

Give the people what they want.

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One-stop shopping: Prospect research links

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Why reinvent the wheel? Prospect researchers the world over have created gorgeous pages of useful links to the best sites for finding information. There are more prospect research-centric pages out there, but the ones included on this list have been updated in the past year and seem to be well maintained. If you know of others please let me know by clicking on comments and sharing your favorites.

APRA Missouri-Kansas     http://www.apramokan.org/links.html

Michigan State University Library     Prospect Research Resources

Northwestern University     Research Bookmarks

Prospecting For Gold:      Recommended Reference Sources

Stanford University Development Research     http://www.stanford.edu/dept/OOD/RESEARCH/

Supporting Advancement     Prospect Research tab

University of Southern California, University Advancement     Selected Sites for Development Research on the Web

University of Vermont     Prospect Research and Reference Tools

University of Virginia     Portico – Web Resources for Advancement Professionals

 

Other useful links

CEOExpress

Our own great list of Wealth Lists from around the world

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Going to Harvard in a Maserati…or not

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Bok quote

I hear a lot of comments from fundraisers at small shops that they simply can’t afford prospect research. I participated in a terrific Twitter chat for fundraisers earlier this week on the topic of prospect research where a few folks underscored this refrain: “We’re small, we have no money, and prospect research is just too darned expensive.”

But isn’t that like saying “That Maserati is one sweet ride, but it’s too fast and expensive so I’m going to walk instead”?

Not all prospect research costs like a Masarati. Some of it does, but most of it doesn’t. If you work in a small organization, you probably don’t need the Masarati research anyway. But it’s hard to know what to purchase if you don’t know what you need. And there are a lot of tools available in prospect research that can help, from prospect identification to profiles to relationship management to data mining and more. Lots more!

Knowing what kind of research you need and using it smartly and efficiently will get you to success a lot faster. And by success, I mean that you’ll be able to draw a direct line from research well used to increased dollars and pounds in the door.

So here’s one solution: If you’re a fundraiser who isn’t sure what prospect research can do for you, or if you think that the only thing it has to offer is expensive profiles or databases that cost a lot, then you really need to read this book. If you don’t find that it gives you solutions that help you increase donations, let me know and I’ll refund the money you spent on it.

Prospect research is useful for all sizes of organization, from teeny tiny Mini startups to super huge land yachts, like Harvard. Read the book and network with researchers to help draw up a plan to include prospect research in your budget.

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Four Great Free Firefox Add-ons and a New Crush

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I spend a lot of time in my web browser, and I’ll bet you do, too. With the amount of time I spend there, I need widgets and add-ons that make my life easier and add value.I wanted to share these four time-savers and life-enhancers with you. They take just a few seconds to click and download – enjoy!

CLICK&CLEAN clickclean
Clearing your cache, cookies and browsing history is something we all know we need to do regularly, but unless you’ve clicked your settings to do this automatically, navigating through a bunch of windows to clear your cache means it doesn’t happen very often. Free add on Click&Clean lets you do it all with one easy click.

GHOSTERY Ghostery
Everything you do on the web is being tracked. The pages you look at, how long you stay on each page, and where you move on to based on what you learn. Those sidebar advertisements that have the very shirt you just searched for an hour ago aren’t just a happy coincidence. As a professional researcher working with confidential data, I have to protect my client’s information. So I use Ghostery, a free add-on doesn’t allow sites to install web bugs, cookies or other tracking devices unless I exempt them. Ghostery works in the background and shows me who would have tracked me if I didn’t have it. When one of my usual go-to sites generated a list of 14 trackers and web bugs, my eyebrows nearly hit my hairline.

SENDTOKINDLE Send to Kindle
I love my Kindle, but sometimes it’s a real pain to get non-Amazon things on it. Enter SendToKindle, a Firefox add-in that allows you to grab blog posts, articles, and other web things onto your Kindle for easy reading when you’re on the beach, a plane, or anywhere else that doesn’t have web access…yet.

(ALMOST) AWESOME SCREENSHOT Awesome Screenshot
This app is called Awesome Screenshot, and if it was working perfectly at the moment it would be completely awesome. Once you load the app, Awesome Screenshot allows you one-click access to grab all or part of a web page to highlight sections, draw arrows and circles around text or pictures, blur out sensitive or confidential information, and save a copy of the image. Normally it allows you to save a copy of your work right to your hard drive, but until they upgrade it you will need to save your work at their site. You simply visit the link they provide and right-click on the image to save it. It’s a small workaround for such a great, free app. I used it to capture the screenshots of add-ins for this blog post.

What’s MY NEW CRUSH?
You’ll have to visit HBG’s Facebook page to find out! If you’re a Google Reader or iGoogle fanatic like me (and even if you’re not), I think you’re really going to like it! (And speaking of ‘Like’ing things, why don’t you ‘Like’ our Facebook page while you’re there? We use our FB page to post quick tips, useful links and other great stuff!)

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12 Great Ideas for Prospect Research in 2013

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Resolving to make better use of prospect research in 2013 – or just interested in some new ideas for the coming year? Here are some suggestions to inspire you!

Januarybeach view

Are your organization’s fundraisers taking trips to warmer climes for events and meetings with snowbirds next month? Now’s a good time to do some simple data mining to find great prospects for fill-in visits while there.

February

Now is a good time to do an electronic screening of some or all of your organization’s new donors from the previous year. Which ones have the most potential to be major donor prospects? Develop a strategy to engage newly identified prospects by May.

March

What did your fundraising division do exceptionally well in 2012? Where do you need to do some work? Use analytics in-house, or have an independent audit done to measure last year’s fundraising/research performance. Set targets for using research throughout the year based on the priorities and needs you identify.

April

Tax season is here! Which of your prospects have giftable stock options? Several free and fee-based sources allow you to create alerts to keep current throughout the year on directors and executives of public companies who are required to report their stock and options holdings and sales.

May

obama posterTake a lesson from political fundraising: Targeted emails based on click-throughs and web usage have meant huge gains in involvement and donations during the last two presidential campaign cycles. Can you use market research techniques for prospect research purposes to discover what your annual fund donors are specifically interested in supporting?

 

June

For many educational organizations, June is the time to research parents of incoming students. How well do your data transfer systems integrate for ease of access to allowed information? Do you have a plan to manage this time-sensitive research? Create a process document for this important activity so that your best practices are repeated every year.

Julyrevere old north

This is the month to declare independence from all of the prospects in your tracking system that have not budged (despite your best efforts) on the pipeline in the past year. All of the great new prospects you identified back in February should now be in your relationship management system. Draw up plans for new ways to engage them in the fall.

August

The beautiful waterfront of Baltimore, Maryland will be the location for the annual conference of the Association of Professional Researchers for Advancement on August 7-10. The APRA conference is the place to be for prospect researchers and front-line fundraisers who want to learn cutting edge techniques and resources. Come prepared to learn – this is a no-fluff conference, and every aspect of research is covered, from the ABC’s through complex algorithms.

September

Back to school means making sure you have up-to-date information on your very top prospects, and on all of the new prospects you’ve identified over the year. Get ready now for those year-end solicitations so you’re not faced with a December research profile queue crush.

October

Find creative ways to use social media and relationship mapping to identify potential board members and other top volunteers. Who amongst your constituents have high Klout scores? Which ones are hubs on a relationship map? Find and use tools that help you pinpoint influencers who can be advocates and help you engage with a new circle of donors.

party balloons1November

Does your organization put on a lot of events this time of year? If event briefings are part of the research priorities that you set back in March, now may be the time to update your event briefing template(s) and policies for information access – not overload. Plan now so that the right people are getting the right amount of information on time and within budget.

 

December

Before you renew research subscriptions for the coming year, take a look at the fundraising operating plan and talk with colleagues about priorities ahead. Will the chief fundraising officer be traveling internationally to meet with donors? Maybe it’s time to look into international research resources, training, or outsourcing options. Are you about to launch a campaign? You might need to budget for screenings or analytics now.

What resources will you need to be successful next year? Great success with prospect research is all about being prepared. Happy New Year!

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They’re going to leave (unless you keep them)

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This year’s AFP/Urban Institute Fundraising Effectiveness Project reported that for every 100 new donors that supported a small-to-medium sized nonprofit in the United States last year, 107 donors left. Even more starkly, “every $100 gained in 2011 was offset by $100 in losses through gift attrition.”

Every year small-to-medium nonprofits are working harder just to break even.

Overall the study found that the largest gains come from new donors and the largest losses came from lapsed new donors.

Lapsed new donors.

These are the friends that should be easiest to keep. You’re still in the honeymoon phase. They’re excited about your organization enough to make a first gift. Sure, some of them will have given because of a road race or a golf tournament or in memory of someone. But most of those new donors should spell opportunity, not the promise of future loss. And as we’ve been told a hundred times, it costs less to retain a donor than it does to acquire one.

For larger nonprofits (organizations raising $500,000 and more) the figures are very different. For the most part, the more money an organization raises per year, the less likely they are to have donors leave them. Their losses due to attrition are cut by half.

So what’s the difference between small organizations and large ones? How are the larger ones able to keep their new donors?

A stronger fundraising infrastructure makes a big difference; overhead isn’t a bad thing when it is used effectively. The report strongly recommends building internal capacity overall and then annually providing extra budget support to the areas showing the greatest opportunities and success. Most of the larger organizations use prospect research to identify the new and renewing donors that have the highest potential to be upgraded. If yours doesn’t do that already, now is a good time to start.

What can you do now?

We’re swiftly coming up to year-end and your organization will, with luck, have an influx of brand new donors that you don’t want to lose next year.

This January, use prospect research – do an electronic screening of those new year-end donors. Apply data analytics to find the hidden gems in your database. Research the ones with the most potential to find their interests and philanthropic capacity. If you don’t have internal capacity, hire a professional. Prospect research may be an overhead expense, but it’s more expensive to keep treading water year after year.

Resolve to keep more of your new donors next year. You can start now.

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Researching Trusts and Foundations in Europe… and beyond

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A prospect research colleague at a nearby university contacted us at HBG to learn more about researching trusts and foundations around the world. I thought you might like to see the resources we suggested for her.

The always-wonderful Foundation Center in the United States has created a reference page chock-full of free and fee books, guides, websites, databases and more to help you locate information on grant-making organizations worldwide. Check out the page at http://foundationcenter.org/getstarted/topical/international.html which includes country-specific resources. Of course, the Foundation Center has their own trusted Foundation Directory Online for US-based foundation searching.

England-based fundraising consultancy Chapel & York has created a free searchable database called GrantMakers Online. New trusts and foundations are added daily directly by the foundations themselves. Visit http://www.grantmakersonline.com/to have a look.

The Directory of Social Change in London is another long-trusted resource used by researchers and front-line fundraisers alike for information, guides and advice on every aspect of fundraising. Their online resource guides include Trustfunding.org.uk, companygiving.org.uk and governmentfunding.org.uk. Visit their main site at http://www.dsc.org.uk/Home.

And before we leave the UK, we can’t miss GuidestarUK at http://guidestar.org.uk/. Sister site of the very useful Guidestar.org in the US, GuidestarUK provides both free and fee-based access to their database of over 162,000 nonprofit organizations (including grant-making trusts) in England and Wales. Also in the Guidestar family are Guidestar Israel (http://www.guidestar.org.il/), Guidestar India (http://www.guidestarindia.org), and Philanthropy.be (http://www.philanthropy.be), available only in French or Dutch.

The European Foundation Centre in Brussels maintains a vast storehouse of knowledge about foundations in continental Europe and the UK. Visit http://www.efc.be to see their list of members and explore the resource library with white papers, web links, books and more on philanthropic giving trends and information related to foundations in Europe.

Imagine Canada maintains an online searchable database of trusts, foundations, companies and government sources of funding from across Canada and the US. The fee-based directory has information on over 10,000 funders. Visit the Canadian Director of Foundations and Corporations site at http://www.imaginecanada.ca/directory

 

Also in Canada, FoundationSearch provides fee-based databases highlighting foundation and company funders located in the United States, Canada, the United Kingdom and Australia. Visit their website at http://www.foundationsearch.com to take a tour of their searchable resources.

I hope this tour of global sources for grant-making foundations was helpful – please feel free to suggest more!

UPDATE!: From research colleague Liz Rejman who suggested two more Canadian fee-based services. Thanks, Liz!:

CharityCan: http://www.charitycan.ca

Ajah Fundtracker: http://ajah.ca

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Ten tips for a successful wealth screening

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You may remember a few months ago I talked about how Brown University got a 500% return on the proactive research they did for the Boldly Brown campaign.  One part of that was successfully integrating the results of several wealth screenings that they did.

Because some of the vendors are offering database screenings at a deep discount this quarter, a number of our clients are taking advantage of the savings … which means that it’s screening analysis season here at HBG!

Andrea, Jennifer and Maureen have been collaborating closely as a unit and with our clients on these screenings, and I’ve been really interested as I listen to them share ideas over lunch or at our afternoon tea breaks.

There’s a lot of delight and excitement when a screening is returned, but also some regret when they find an opportunity that was missed.

What I hear from their conversations underscores that how you approach a screening really makes a difference in the end result.

So I thought I’d ask them to share their top tips for making the most of an electronic screening so that we can all boost our return on screenings to Brown proportions.  If you have more tips to share with readers, we’d love for you to add them!

From Andrea:

I’ve become a big fan of wealth screenings lately.  I’d say my top three tips are:

  • Include as much information as possible: middle initials and spouse names are particularly important in helping save time later.
  • Don’t trust the database’s judgment: verify everything! Screenings are a good jumping off point but the human element of analysis is important.
  • Once the data is returned, try several different sorts to see if there are any trends.  I generally start to look for patterns sorting by confirmed assets, then by identified assets and filtering by state, zip, and past giving.  It’s really interesting what you can find!

 

From Jennifer:

  • Pay particular attention to high net worth individuals in New York City – chances are if they own a co-op apartment that the entire co-op building is being counted in their assets.
  • Cleaning the data beforehand is well worth the time investment. Fix any typos and check to be sure addresses are consistently entered – bad data is the #1 way why matches aren’t made. Time spent on this in advance can save lots of time (which is money!!) confirming later.
  • Don’t include anyone that only has a PO Box address.  Either leave them out or find their street address.

 

From Maureen:

  • Purchase an address update (NCOA) as part of the screening if you haven’t done one recently – a significant match point for assets is address.
  • If your budget is tight, don’t waste it on screening donors that you already know well.
  • Depending on the size of your screening, make sure to allocate at least one staff member to do the analysis when the results are returned.  Screenings are expensive and you don’t want the results to just sit there gathering dust.
  • Don’t screen if you don’t have the front-line fundraising staff to follow up on the leads that are produced.  Be strategic in the number of prospects that you screen and consider doing rolling screenings.
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New Google = New Coke

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Let me tell you a short story:  Back in the 1980s there was a pseudo war, and it was a big deal at the time.  Named the Cola Wars, it was a knock-down, drag-out to decide which of the two mega brands of cola was better, Coke or Pepsi.  Both felt that neither could survive while the other lived, and you, the consumer, had to choose.  Which did you like better?  Side-by-side blind taste tests were done in supermarkets, on beaches, Main Streets and college campuses.  It was the Duke-Carolina and the Yankees-Red Sox of marketing wars rolled into one.  It was huge.

Then Coca-Cola, in a moment no consumer could figure out (and no company should ignore), decided they would ditch their cash cow and make a whole different product.  “Old Coke” was gone overnight.  “New Coke”  was the Coke to beat Pepsi, and it was no contest:  nobody liked it.

It was awful.  New Coke tasted terrible and there were practically riots in the streets.  People started hoarding “old” Coke when they could find it.  If you weren’t around then (and I suspect most of the Google decision-makers weren’t) I know it’s hard to believe that consumers actually rose up and made such a stink that a mega company completely reversed course about something, but they did.  In a matter of a few months, New Coke was gone and “Coke Classic” was resuscitated.

So now we’ve got the New Google and for professional searchers it tastes about as good as New Coke.  Here’s the vanilla article from Lance Ulanoff at Mashable, announcing its birth:  Google Merges Search and Google+ into Social Media Juggernaut.  He says:

“Now we know Google’s master-plan for integrating Google+ ever more deeply into the Google ecosystem: Pour the whole thing into Google search. Starting today, Google+ members, and to a lesser extent others who are signed into Google, will be able to search against both the broader web and their own Google+ social graph. That’s right; Google+ circles, photos, posts and more will be integrated into search in ways other social platforms can only dream about.”

Short version: when you type a search into Google, what you’re going to get for your first results are everything you or your friends have ever written or shared publicly on Google Plus on anything related to the item you’ve just searched.

If you’re on your mobile device looking for a restaurant in San Francisco, you’re treated to a gold mine of your friends’ and acquaintances’ recommendations.  Nice!

If you’re a professional 9-5 researcher like me using Google it’s another layer of non-relevant stuff to wade through before you get to what you need.  We’re not “social” searchers, we use these tools to provide reliable answers to others.  Relevant search is our job.  And Google has always had the largest database of legitimate, relevant resources that professional researchers need and use every day.

THE EXPERTS WEIGH IN

Here’s a professional searcher’s take on it:  Danny Sullivan at Search Engine Land wrote an article in response to the flaws (and potential legal issues) he saw called Real-Life Examples of How Google’s ‘Search Plus’ Pushes Google Plus Over Relevancy.

Sullivan argues that besides making relevant search results harder to find for professional  searchers, the potential trouble on Google’s horizon is legal: if they highlight information (mainly) from their own properties – including Google+ and YouTube they could be charged with abusing their power as a monopoly.  Also, there’s that teeny little issue of privacy – what if something you thought you were posting privately to Google+ got shared without your permission publicly and then emerged as an answer to a search query?

FIXING WHAT’S NOW BROKEN

I’ve seen peoples’ comments saying “what’s the big deal, you can turn Search Plus off!” and yes you can, and here’s how.

And you can also turn Verbatim on, which forces Google to allow you to use your exact search terms instead of Google trying to correct them for you (in case you didn’t really mean what you meant).  Here’s how:  Do a search, go to the search options sidebar, click “show more search tools,” select “Verbatim” and Google will keep your search string like you wanted it to be.

And you can turn filtering off, too, so that your world on Google doesn’t keep getting narrower and narrower.  And yes, it does.  You don’t even know what you don’t know, but you will if you read this and watch Eli Pariser’s jaw-dropping TED Talk.

But all these turning offs and turning ons are a total hassle.  Just to do one search in Google the way I used to just last year, I have to turn off two things and turn one on.  Every. Single. Time.  This is progress?

I’ve read other comments saying, “Google’s free and they can do whatever they want to with their product.”  And that’s true, they can.  I’d argue that Google is “free,” but whatever.  We can vote with our feet.  And Bing’s the next logical choice for database size.

Mat Honan at Gizmodo has this to say: Google just made Bing the Best Search Engine.

Trouble is, Microsoft has always run hot and cold on search.  They kindasorta want to compete with Google, but Bing’s not their core business and it’s never going to be.  There’s no Coke vs. Pepsi thing going on here.  It’s Coke vs. Shasta.  Google’s still got the largest database lurking inside all that growing social stuff, and Bing just doesn’t.  It’s big, but it’s not Google big.

So will Google create two products – one for professional searchers and one for social searchers?  Or, in the words of the immortal SNL writers, is it just to be “No Coke! Pepsi!” for us?

Update:  More on this from Wired magazine’s Tim Carmody: Dirty Little Secrets: The Trouble With Social Search.

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