Helen Brown Group

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Chapters in the Story: Going Beyond Ancestry for Genealogical Research

This article by my colleague Jayme Klein truly is a gift appropriate for the festive season. December is a month when lots of folks gather with family to celebrate the holidays, and so it’s a great time for Jayme to remind us that many times researching a prospect well requires finding out more about their family and forbears. ~Helen

As most of us know, research on a prospect isn’t really just about them. Wealth capacity can involve a spouse, parents, a child. When we’re tasked with telling someone’s story, sometimes we have to go back a few chapters.

Genealogical research is popular, and, as I can attest, addictive. But it can also add another angle to your prospect research by providing basic information such as birth dates and past addresses, giving context to family gifts, finding the background of a person named in a gift and establishing reasons for multi-generational wealth.

Due to their success and marketing, Ancestry is synonymous with genealogical material. However, it can be cost-prohibitive for small nonprofits unless you are accessing it from your local library. Luckily, there are plenty of free resources that can help you along the journey of your prospect’s family.

FamilySearch

FamilySearch is the main competitor to Ancestry. Users must create a profile, but access is free. The site offers both national and international records, from vitals (birth, death, marriage) to military records, probate/estate records and naturalization forms. I regularly cross-check records on Ancestry with those on FamilySearch, since dates and transcription standards differ from site to site.

Information that Ancestry didn’t think was necessary to transcribe can show up on FamilySearch, such as parents’ or spouse’s names on a birth or death record.

Geni

If you aren’t sure that you have the right person, double-checking on another site is a quick way to confirm you have your match. Another site, geni.com, requires a paid subscription, but many members make their family trees public. It can be a good start before confirming the facts.

Find a Grave

If you are trying to confirm a prospect’s ancestors, cemetery records are another way to answer questions about dates as well as familial relationships. Find a Grave is a volunteer-run site that populates photos and transcriptions of cemeteries worldwide.

Depending on how lax the rules are, or how friendly the office is, calling a cemetery can often confirm the names of other family members buried in a plot or who is financially responsible for their care.

Location, location, location

Steve Morse, a retired computer engineer, created an essential guide to census, passenger, translation and religious records. It is an easy way to significantly reduce the time it takes to search records that may not have been transcribed on the main genealogy sites. It offers search tools for records in Canada, Europe and the United States.

Want more international content? Try Google’s newspaper archive.

Researching in a specific region? The Ancestor Hunt makes it much easier to find what is available within Canada and individual areas within the United States. It is updated regularly and highlights any new items added (a big help to those of us that look at the same sites often).

If you are Facebook-oriented, there are hundreds of genealogy groups, many that are public, that break down research by location, country of origin and ethnic background.

Regardless of your prospect’s heritage, if they are from New York, the Italian Genealogical Group has created a fantastic index of what might be available.

New York courts also have marriage and divorce records. While it can be confusing, every state, county and town offer different information at different price points (some are free). A region’s historical society or regional religious organization can help break down brick walls.

More library magic

Don’t put away your library card just yet. Another tool for those trying to figure out the world of genealogy is a searchable archive of genealogical books.

Many libraries have genealogy-specific subscriptions that don’t require any payment the user. GenealogyBank is a tremendous newspaper archive (11,000 individual titles) from across the United States.

Town and academic libraries have a wealth of local information, including newspaper archives, naturalization records, even Sanborn maps – fire insurance surveys that specify businesses along city streets.

Many libraries will do lookups for free or for a small fee, if you know what you’re looking for, even if you don’t live in the area that your prospect’s family originated. County clerk offices often have naturalization and other vital records available – some that are digitized, depending on the location, others available for a small fee (often a few cents per page for a copy).

A little elbow grease can help, too

If you really need to dig, your State Archives have millions of records not yet digitized and ready for you to practice (or refresh) your microfiche skills.

It can be frustrating to find out that what you need is not indexed, digitized or even available, but there is a noble group trying to make them public. Reclaim the Records works through freedom of information laws (FOIA) to cut through red tape and bureaucracy to make records available to the public and digitize them for future use. A 501c3 made of volunteer researchers, historians, genealogists and open government advocates, they make sure that everything they uncover is put online for free for the public good. Their website is worth a look to see what they have achieved and are currently working on. If there’s information you need that is tied up, let them know!

What genealogical resources do you use to write your prospect’s story?

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Ode to the Checklist

This week we welcome my colleague Kristina Gropper to the blog. Kristina’s got a ton of terrific resource tips this week – and a handy reminder to make sure that you never forget to check those resources as you work. ~Helen

A few months ago, I sent a short profile update on a high net worth individual to a dedicated research client. (Dedicated clients are people and nonprofits that we work with one-on-one on a retainer basis as their outsourced research shop). Shortly after, I received an email from my client. The profile was great, but it did not include an apartment purchase from the previous year that they knew about. I apologized and sent a revised profile right away. It was a slip, and I was determined to understand why it happened. I had gotten in the habit of checking a handful of real estate sources, none of which listed the newly purchased property. I then thought of ways to check real estate more methodically moving forward. I recalled one of my most-liked podcasts has an episode that delves into checklists (Hidden Brain, “Check Yourself”, aired October 30, 2017).

In the podcast Shankar Vedantam explores the value of checklists in a variety of professions, including surgeons and pilots. My favorite excerpt was from a 1943 military training film:

 In the cockpit, you learn to follow the checklist because it helps you to keep your mind on your work. Detail’s important when you’re learning to fly a big bomber, and using the checklist means you don’t overlook a thing.”

While research and flying bombers don’t initially sound similar, they do have one thing in common: detail is important. Could a checklist be a valuable tool for a prospect researcher as well?

As an exercise, I created the following real estate checklist, personalized to my client:

Throughout the research process, I make sure to check my prospect against each resource while also staying on the lookout for any LLCs affiliated with the donor or family members, where they may be holding additional assets.

Expanding my list, I also checked in with a few of my HBG colleagues who are very knowledgeable about real estate. For New York City in particular, I reached out to Kelly Labrecque – our in-house New York City real estate guru – who suggested that I add the New York City Assessor, where you can search by address (https://a836-pts-access.nyc.gov/care/search/commonsearch.aspx?mode=address) or by Borough Block Lot (BBL) (http://nycprop.nyc.gov/nycproperty/nynav/jsp/selectbbl.jsp). Kelly also recommended RealtyHop (http://www.realtyhop.com/) and Real Direct (www.realdirect.com) as an alternative to ACRIS.

For prospects in larger cities where renting is common, Josh Ostroski noted that mortgage calculators may be helpful to understand what an equivalent mortgage payment would be compared to rent, but making sure to take into account taxes, fees, and down payment. He recommends Bankrate (https://www.bankrate.com/calculators/mortgages/new-house-calculator.aspx), Zillow or StreetEasy.

In my day-to-day work, I now focus more time on real estate transactions, including recently sold real estate, since I know they are important to my clients. It is time well-spent, as real estate is a key indicator of future giving. According to DonorSearch findings from 2015:

  • Donors that own $2+ million in real estate, which account for 1.4% of records analyzed, make up 25% of total monetary donations and are 17 times more likely to give philanthropically than the average person.
  • Donors that own $1-2 million in real estate, which account for 3.2% of records analyzed, make up 13.2% of total monetary donations and are 4 times more likely to give philanthropically than the average person.

My checklist was building momentum. I found I really enjoyed having the list to hold me accountable to each of our available resources, so I decided to expand it to include essential websites for foundations, philanthropic gifts and stocks. For foundations, I included:

When it comes to checking for individual philanthropic gifts, NOZA (https://www.nozasearch.com/), iWave or ResearchPoint are my go-to resources. A colleague also taught me a few creative ways to search for gifts that don’t show up in these well-loved resources by using quotations and an asterix. To search for Sam and Estee Palmer’s gifts, for example, do a Google search for “Sam * Palmer” site:.org or “Sam and Estee Palmer” site:.org.

To top it off, I added a few sites for stocks, including iWave, Nexis Mosaic (https://www.lexisnexis.com/en-us/products/lexis-securities-mosaic.page) and J3 (http://www.j3sg.com/) to my checklist.

Creating a checklist was a simple, yet empowering step in ensuring I’m providing the best possible service to my clients. This process also opened up communication with my dedicated client. As Helen Brown discusses in a blog post from last year, a two-way flow of communication helps to avoid missing out on information.

In case you would like to craft your own checklist, HBG has an extensive library of prospect research resources online to inspire you. These links can be customized to create a list specific to your own organization and the preferences of your colleagues.

Do you also find checklists helpful in your research? If so, which sources do you always check out?

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How GIS mapping can improve your real estate searching

This week I’m delighted to welcome Senior Researcher Josh Ostroski back to The Intelligent Edge. If you’re a long-time reader, you’ll know that Josh is our go-to guy on real estate research here at HBG, and this week he has a great article to share on a very clever way to find property information. Take it away, Josh! ~Helen

I had planned to write a blog post about some of the things I’ve learned in my 15 years as a Prospect Researcher since all I ever seem to write about is real estate. However, I’ve been noticing a new trend while researching properties that I think would be helpful for everyone – Assessor GIS Mapping – so I decided to go for a real estate theme for a blog post again.

Geographic Information System, or GIS mapping for short, is not necessarily a new technology, but I’ve noticed that it has popped up on most of the assessor sites now. I’ve found it so helpful that I wanted to share it so that more in the prospect development world are aware of it.

What is GIS Mapping?

GIS Mapping allows you to search for a property by address or by location and you will be able to see the property lines and, in most cases at least, who owns it and basic information about the property. Like all assessor sites, not all counties in the country share the same information and some are more robust than others.

Each site has its unique features and allows you to see different information, so be patient and play with each county (or sometimes state) sites. Even if it doesn’t give you all the information you need, you can at least have a visual of what the property looks like. Then you can use what you know and other resources to find out more specific information about the property. Often times the traditional assessor site will have more robust information on its site about the property.

Here is an example of what the map looks like. Each separate lot is outlined and you can simply click on the lot (be aware that some GIS Maps require you click on a tool in order for the assessor information to pop up), and the information will come up.

How is GIS Mapping Helpful?

I always use this feature when I’m looking at a property that has multiple lots; that way I can see what the property actually looks like. I’ve also found it helpful when someone may have multiple lots, but they are owned by different LLC’s or by family members.

Another way it is useful is when a mailing address and a property address don’t match. Sometimes that could be because the property is split between different streets or the owners bought an adjacent lot at a later date and use that mailing address.

Below is a screenshot from the San Miguel County, Colorado, GIS Mapping site. The property in question was located at 115 Francisco, Telluride, CO, which is Tom Cruise’s estate. It has been on the market for $59M.

What this shows us is that the property is owned by Client 2177 Living Trust, which if you run the property report shows an address in Los Angeles, CA, that is home to Chapman Bird Grey & Tessler, a Hollywood business management firm that Tom Cruise has been associated with. The other thing it shows is the properties adjacent to the main home that are owned by the same entity.

 

 

 

 

 

 

 

 

 

 

In this example, the adjacent properties are owned by the same name, but I have often found the names can be different but have the same mailing address. One example I came across just the other day was a home in New Jersey that consisted of six separate lots; each lot owned by a different limited liability company (LLC) (ex: 123 Briar Lane Acquisiton LLC, 129 Briar Lane Acquisiton LLC).

I always use a satellite view when using the GIS Mapping tool (I actually always use satellite view in life); that way you can really see what the home and property look like. You can also sometimes tell if a home was recently renovated or differs from what the assessment records indicate, which could be due to a delay in new information being uploaded.

Another example of how this has been very useful was a request from a gift officer after a meeting with a prospect. The prospect had mentioned in passing that he was selling some land he had accumulated over the years to a developer. It turned out he owned dozens of separate lots, all under different LLC’s and many with different mailing addresses. By using the GIS Map, I was able to click on all the lots in the area and determine if they were his or not.

He was indeed selling them off and to a developer that was building a new golf course community. We were also able to tell which lots he had recently sold and for how much. With traditional resources, it would have taken me much much longer to do and I don’t think it would have been as accurate.

How to Find GIS Mapping Tools

NETROnline.com is a great resource for individual assessor sites, including listing GIS Mapping links. The assessor sites are under the Public Records Online tab.

You can also do a search for “[County Name] Assessor GIS Map” and you will probably have luck. I’ve rarely found a county that does not have this capability. There are some outliers: Massachusetts, for example, does not do it by county, but the entire state has one map you can search.

Let me know what you think of GIS mapping tools, and what other interesting tools you use to find real estate information.

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Quantifying Crowdfunding: Don’t let perfection be the enemy of progress

A few weeks ago, I received a request from a blog reader:

“I would be interested in an article on the topic of social media fundraising and prospect research. For example, a prospect giving to a Facebook birthday fundraiser for Save the Whales. My understanding is that donations to something like that won’t appear on iWave under the donor’s name because the donations are grouped together. Any ideas on how to quantify donations you may see on someone’s social media account?”

I know that this is a topic that has interested Brent Grinna of EverTrue for a long time, so I asked Brent if he’d be willing to tackle this question. I’m delighted that he said yes! Thanks, Brent, for sharing your thoughts here! ~Helen

$24,000 to monitor the health of honeybees. $10,000 to bring water filters to a girls’ school in Bangladesh. $250,000 to build an educational therapy center for special needs children in a remote area of India.

Each crowdfunding success story is completely unique. What they all have in common is their reliance on a large number of donors giving small amounts…and spreading the word organically.

Crowdfunding has changed the face of philanthropy in recent years and left many traditional fundraising institutions wondering how best to harness its power and mitigate its risks. Nonprofits around the world have successfully launched crowdfunding campaigns to send student groups on mission-driven trips abroad, support a specific research project, or cover a unique, one-off initiative. Many institutions have embraced this uncertain fundraising approach and reaped significant benefits, both for donor engagement and for major gift pipeline.

The authentic, actionable, impactful nature of crowdfunding campaigns is what makes them so compelling. Friends, coworkers, and family are the donor base, and we are intrinsically driven by a sense of community and a desire to join the crowd. Especially if the crowd shares a common commitment to make the world a better place.

At EverTrue, we’ve been especially proud of many of our advancement friends for holding their noses and jumping into the crowdfunding game. In some ways, it has been a counter-cultural move, but so many organizations now have a myriad of success stories on smaller projects and programs that would not have been possible without crowdfunding, with donors that would have otherwise been disengaged (take the University of Oregon, for example).

Now that many nonprofits have embraced crowdfunding and are currently coordinating and managing a number of campaigns, we’re collectively faced with the question of how to identify, quantify, and steward donors to crowdfunding campaigns?

We struggle right alongside our fundraising partners to answer this question. Part of the struggle is due to the fact that many crowdfunding donors choose to be anonymous or donate under a pseudonym. And if the campaign is not managed by an advancement employee who has established a direct link between the crowdfunding software and the school’s CRM, identifying donors is even more elusive.

We may never arrive at the moment where we can identify every person who has donated to a crowdfunding campaign. But, think about this: perhaps we don’t actually need or even want to.

Donors who give to crowdfunding campaigns are exploring a new means of supporting their favorite nonprofit or cause. If they’ve chosen to give anonymously to a small-scale cause they care about, it wouldn’t be donor-centric to move that individual through the traditional donor pipeline by mailing them letters of thanks, adding them to telefund lists, and listing them on the printed donor roster.

Rather than give in to the “Quick! Quantify!” urge, remember first and foremost that these donors are engaging authentically and organically with a cause that resonates with them.

Before jumping to examine crowdfunding campaigns through traditional fundraising lens, fight that impulse. And instead, remain curious. What about these crowdfunding campaigns is working, and what isn’t? How are previously disengaged donors reacting? How many anonymous donors are there? Does the crowdfunding campaign have a defined purpose and impact statement? And, how can these insights inform the more traditional fundraising approaches of our development offices?

The suggestion to remain curious isn’t a decree to sit back and let it all unfold. There are ways to identify engaged donors and begin understanding the crowdfunding donor profile. Start by taking lessons from these campaigns and replicating them in the more familiar and comfortable annual/regular giving space (all with the vision to build your major gift pipeline). Here are some suggestions for that:

  • Ensure that crowdfunding campaigns are shared on your school’s professionally managed social media sites. Track likes, reactions, shares and comments on campaign posts. Use this valuable data to build insights on crowdfunding donors, and route them to annual fund or major gift portfolios, as appropriate.
  • Take note of the powerful effect of peer-to-peer fundraising, especially on social media. Who are your social media champions? Which of your alumni, members, friends, patients, etc. are highly engaged on your nonprofit’s social media accounts? How can you earn the respect and trust of these champions so that they can help to spread the word about your nonprofit’s longer-term fundraising priorities by sharing relevant content across their social networks? (Look to Oklahoma State for insights on how they increased donations to the marching band by 40%.)
  • Do not miss the opportunity to learn about the programs that are being supported by successful crowdfunding campaigns. These are causes, however small, that your constituents genuinely care about. Do your research; meet with campus partners; discover whether there is a program or project that needs longer-term, more sustainable support.
  • Bring the crowdfunding model to a larger scale. Work with your Development Communications team to create inspiring, relevant content on that program area. Share it across your organization’s social media platforms. Track results. And take action on every engaged constituent. (Does this sound like a larger scale crowdfunding campaign? It should!)

We understand that the fact that we can’t pin down and call every donor to a crowdfunding campaign feels inherently like a missed opportunity. But rather than try to make crowdfunding fit into the traditional fundraising model at your organization, think of it as an incredibly useful pilot program that you can learn so much from. Remember: change is the only constant in life!

We are EverTrue are working closely with Facebook to explore the back-end capabilities of Facebook Fundraiser for gathering useful donor data and insights. There is more to come, but suffice it to say that we look forward to sharing what we learn with all of you!

In the meantime, don’t miss the opportunity to track engagement with crowdfunding campaigns on your nonprofit’s social media pages. But by the same token, don’t spend frustrated hours trying to identify and quantify every donor that made it possible for your school’s a cappella group to travel overseas for a competition. Instead, learn what made this mini-campaign so successful, and replicate it on a larger scale using the well-established resources of an advancement shop. (UVA took this approach and funded two $3M professorships.)

All the while, keep in mind that tapping in donor interests and acquiring donors via targeted campaigns is the first step towards building long-term philanthropic relationship.

Curiosity will build a bridge between the old and the new. Good luck (to all of us)!

Brent Grinna founded EverTrue in 2010. He is CEO of the company, which has 50 employees and is based in the beautiful seaport area of Boston, MA. Brent is on Twitter at @BrentGrinna.

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A hole in the water

I recently became the owner of the rear half of a tandem kayak, and what I very quickly learned is that the adage “a boat is a hole in the water that you throw money into” is no joke. After paddles, roof racks, waterproof bags, storage racks, water shoes, skirts, and other must-have sundries (and this is a KAYAK, mind you) I’m beginning to get an idea of what yacht owners have to go through.

Well, okay, what yacht owners’ employees have to go through. The ones who oversee the dingy in the 15th storage hold. But still. I get it. There’s a lot of stuff beyond just the boat that you have to account for. Some more than others.

One thing I don’t have to do (that yacht owners do) is register the boat/yacht. That noise you heard last week was a team cheer that went up in our company chat room when our colleague, Kelly, discovered that Lexis Nexis is now featuring Watercraft as a searchable field.

LexisNexis says:

  [t]he Watercraft file contains Boat Registrations and Titles for 38 states (25 updating and 13 historical (including US Coast Guard Merchant Vessels)).

Updating coverage includes 25 states:

AK, AL, AR, AZ, CT, FL, GA, IA, KS, KY, ME, MA, MI, MS, MO, NE, NM, ND, OH, OR, TX, VA, WA, WI, and WY.

Historical coverage includes 13 states + U.S. Coast Guard Merchant Vessels:

CO, IL, MD, MN, MT, NV, NH, NY, NC, SC, TN, UT, WV, and US Coast Guard Merchant Vessels.”

So that’s exciting, eh? Even more exciting is that the records include (among other things) the owner’s name and mailing address; hull number; description (year, make, model and length); registration number, issue date, expiration date and status; title number; title status, title issue date and title type; and vessel make, use, year, type and length.

Most of those fields are searchable as well as some additional ones, like company name.

I know! Awesome, right?

But wait, there’s more

For due diligence research, you can search the US Coast Guard Maritime Information Exchange database to learn if there has been any contact between the Coast Guard and the vessel you’re researching – and what the nature of that contact was. It’s not a detailed report by any means, but I did learn that in 2015 a 38-foot pleasure craft called the ‘Monkey Business’ ran afoul of the Coast Guard in Washington, DC for being a pollution source. (That’s what dump stations are for, mateys).

Interested to learn more about a particular Super Yacht? Check out the database at SuperYachts. You can search by name of the craft or just browse through the entire database. In addition to the general specifications of the yacht, including the designer, builder, and dimensions, there are usually photos of the ship, information about the number of crew on board, and the name of the owner (if known).

What It Really Costs

Owning a superyacht takes a lot more than the couple of hundred bucks I plowed into peripherals for my kayak. I found these articles about the affiliated costs of yacht ownership to be a useful guide to understand that asset in context.

Lightening Round – useful boat-related sites

These five resources (and many more) can be found on the HBG Research Links pages, accessible through the free-with-registration portal on our website.

  • The folks at BoatInfoWorld have compiled a database of over 400,000 vessels, sortable, downloadable, and ranked by county, if you like. King County, WA wins the prize for most boats registered, in case you were wondering. It’s $20/month to access detailed information and use advanced search strategies, but if you search for boats a lot it might be worth it.
  • If you want to race a yacht, you have to register for the race. Check out Yachtscoring.com, where you can select a race, see which yachts are racing in it (“Current Entry List”), the name of each boat’s owner(s), home yacht club/home port, size of the yacht, and more.

What other resources do you find useful when researching yacht owners? Share them here in the comments for everyone to use.

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Alert and Prepared

Not long ago, a client confided to me that she was worried that her major gifts team was missing information about their top prospects. She fretted about a recent instance where information had come to light – six months too late – about a dear donor/volunteer that had sold their company to another for a significant amount of money.

Which, from a fundraising standpoint, we all know isn’t great. You’d rather know about these things in real time, or at the very least within the month.

What was worse was that the client felt like they’d missed the opportunity to celebrate with the donor. Selling their company was an event that the donor had mentioned with delight and anticipation – a new chapter was opening in their life. My client felt like the fundraising team had unwittingly blown it. Congratulating the donor half a year later felt lame and tainted with opportunism, which wasn’t the message they wanted to give. [Read more…]

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How to stand out in your next job search

“Red Leaves” Photo (c) Julie Kahn

Over the years I’ve been part of countless job searches. In fact, my first day at my first development job I helped the office manager conduct a search for a new major gifts officer at my alma mater, a state university.

Because it was a state job there were lots of legal hoops to keep track of, and I’ve always been grateful for that excruciatingly-detailed foundational experience. Since then I’ve helped numerous clients find great candidates and, more recently, had to engage in multiple searches myself as my company has grown.

I wanted to share some of the most important things I’ve learned as someone who has looked at lots of resumes and interviewed lots of candidates. There are definitely things you can do – and things you should avoid – to help you stand out in any job search. [Read more…]

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Six Tips to Make Your Next Wealth Screening a Success

David Hargadon is a go-to expert on our team, especially where wealth screenings are concerned. This week I asked David to share some of his best tips and tricks for getting the most out of your wealth screening investment. Thanks, David! ~Helen

Wealth screenings can be daunting undertakings, and I can definitely say that I’ve done my fair share of them. Over the past several years, I’ve conducted dozens of wealth screenings, screening hundreds of thousands of prospects, so hopefully some of these tips and tricks I’ve learned can help make your next wealth screening a success for your organization.

Measure Twice, Cut Once

Many of the potential hiccups that arise through wealth screening processes can be avoided by making sure your data is clean prior to sending files off for processing. Before a wealth screening is one of the best times to clean up addresses, employment information, spouse information and more. Consider doing a data append to make sure your data is as current as possible. Having this information up to date and current can help reduce false positives in your results, making the verification process run much more smoothly. [Read more…]

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Growing your corporate fundraising through better data tracking

Last week’s article about improving our use of interest codes to more effectively identify, engage, and steward donors got me wondering about doing the same sort of thing for companies that support our nonprofits. I asked Amanda Jarman, (aka the “Fundraising Nerd”) to share her perspective on the topic this week. Companies are made up of people, of course, and Amanda uses the term “biographic data” to help us consider tracking the many interconnections between companies, the people within companies our nonprofits are connected to, and our nonprofits themselves.  Thanks, Amanda!  ~Helen

Paying attention to the “biographic” data you track about companies can help you step up your corporate fundraising game. This is data that lives in the biographic section of your database, along with names, addresses, communication preferences, and the like – but instead of being related to an individual, it’s related to a company.

There’s a variety of information you might track about companies, including:

  • Contact people
  • Other important employees (such as alumni or volunteers, for example)
  • Matching gift information
  • Size/annual revenue range
  • Sector and/or SIC code
  • Subsidiaries
  • Funding priorities – company (philanthropy and sponsorship)
  • Funding priorities – company foundation

Just like with any data management process, your data coding needs start with your business needs. Depending on the type of corporate giving you are pursuing and the complexity of your fundraising program, you may need to only track some of this information, or you may want to collect all of it.

Here are some other types of data you may want to consider collecting as well:

Corporate Sponsorship Programs

Sponsorship is one of the most common types of corporate giving. If you have an active corporate sponsorship program, you’ll definitely want to keep track of the names and contact information of your primary contact(s) for sponsorship requests and stewardship.

Matching Gift Programs

Many companies match their employees’ giving to your organization. If you have an active matching gift program, you may choose to store information about a company’s matching conditions. This helps to project matching gift revenue and also helps you inform your donors about their employer’s matching program. You may choose to track an employer’s match rate (1:1, 1:2, etc.), match dollar limit, and any funding limitations related to your organization (e.g. some corporations do not fund athletics programs). In addition to tracking information about the employer’s matching program, be sure to link constituents like alumni, volunteers, members, and friends to employer records.

Corporate Major Giving Program

If your organization raises major gifts from corporate donors, consider tracking annual revenue range to help you prioritize among corporate prospects. You may also track likelihood to give and funding priorities (i.e. which of your programs the corporation prefers to give to).

This is similar to the kind of information you might track about individual major gift prospects to prioritize and focus your asks on the best philanthropic match between your organization and your prospective donors.

Corporate Partnership Program

Some organizations partner with companies beyond giving, e.g. hosting employees as volunteers, co-hosting other types of events, and/or developing programmatic partnerships like sponsored research. If your organization has a strong corporate partnership program, then linking individual constituents to their employer’s record is essential. This way, you can see the companies – and people – with which you already have a firm connection. These companies are great fits for employee volunteer or giving days.

Complex Organization with Multiple Funding Priorities

If your organization is complex and/or has multiple funding priorities, you may need to track information to help you align corporate donors with your program areas. Consider tracking business sector, either using your own categories or SIC  or NAICS code, which are used to categorize businesses by industry.

This is particularly important in the prospecting stage. As you begin to develop relationships with corporate funders, you will start to uncover the company’s funding interests which may or may not be related to your organization’s overall sector, but to one or more of your programs or research strengths.

Corporations with Multiple Locations

Many corporations have multiple locations, multiple philanthropic interests, and even multiple corporate foundations and giving programs. For example, one corporation may have several subsidiaries and branch locations, with matching gift programs, sponsored research, and corporate foundations or giving programs related to each one. To get a full picture of the corporation’s giving and relationship with your organization, it is helpful to link subsidiary and branch records to a corporate headquarters record.

Getting started

To get started with tracking corporate biographical data, first determine which of these data points will support and enhance your fundraising priorities. Next, assess your database: how can this data be stored? Do you need to customize your system?

Finally, determine how you will collect this information and keep it updated. You may choose to purchase SIC/NAICS code and/or matching gift program data from a vendor. You can also decide to survey your constituents about their employment, and/or purchase employer information about your constituents. Some information-gathering may have to be done the old-fashioned way, with a researcher, intern, or student hand-entering the information.

No matter which way you decide to do, enhancing your company “biographic” information is a great way to strengthen your organization’s capacity for fundraising success.

For more donor data management tips and tools, Amanda Jarman can be found at www.fundraisingnerd.com.

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Still Interested? Expanding the Use of Donor Interest Codes

Following the close of UC Berkeley’s last capital campaign in 2013, the campus recognized that the fundraising community needed a better way to understand the interests of current and potential donors if they were going to meet the goals of their next campaign.

The University Development and Alumni Relations team was also given a new priority to identify prospects interested in multidisciplinary institutes, such as the Berkeley Food Institute and the Berkeley Institute for Data Science.

So in 2014, Mallory Lass and Abbey Myszka of UC Berkeley’s Prospect Development team led a working group (which included multiple advancement operations partners) to examine and overhaul their interest coding. They had no idea it would be a project they would still be shepherding nearly five years later!

After hearing their presentation at the Apra conference, I was so interested in their project that I asked Mallory and Abbey to tell us more about it in a blog post so you could hear about it, too. I’m delighted that they said yes! ~Helen

You may have attended our 2016 APRA presentation Got Interest? Improving the Utilization of Donor Interest Codes and are thinking to yourself, “But I thought they finished that project…?!” You would be correct – and it’s also a project that found new legs.

When we first undertook a complete overhaul of our interest coding, the project entailed creating a new data table that was hierarchical in structure (this allows us to capture parent/child/grandchild level data which we can use broadly or narrowly), reviewing data integrity on the nearly 30K existing codes, and creating new processes and a new culture around the way we thought about and documented interest codes.

The focus of this project was our constituents’ outside philanthropic interests, but after talking to other EllucianAdvance users and other institutions such as University of Chicago that were also undertaking their own interest code projects, we realized the value of exploring internal philanthropic interests as well. This would lead us to code interests down to program level specificity. A whole new phase was born!

Since then we have taken ownership of prospect related interests and see this as an ongoing data stewardship and data acquisition project that may never see its “end.” That is both daunting and exhilarating.

The bulk of our efforts over the last five years have been focused on building and maintaining two distinct interest code areas: one to reflect outside philanthropic interests and one for internal interests. Sometimes those overlap, too.

For example, a donor to the San Francisco Museum of Modern Art would get an outside philanthropic interest code for Art and Museums, but, depending on other circumstances, might also be coded for an internal interest in the Berkeley Art Museum.

In conjunction with our development and database management teams, we steward the creation of new codes (interesting new additions include cryptocurrency, cannabis, and astrophysics) which makes our data reactive to changing needs, to new research and, in a lot of cases, anticipatory.

For example, we created a code for an interest in cannabis in January of 2017 and in January of 2019, UCB announced a New Cannabis Research Center to explore environmental and social impacts of legalization.

This forward-looking focus helps us to pose questions, think about, and define the structure we have been working to implement over the last year. One question we worked on was “How do we best incorporate outside data sources into our prospect-interests ecosystem?” We discovered that this involves determining the integrity of the outside data source, assessing the value-add to our internal database, and deciding whether the data should be mapped to outside or internal philanthropic interests.

External data: The Federal Election Commission

We started with Federal Election Commission (FEC) data because it was easy for our analytics team to capture and studies show that people who contribute to political campaigns are more likely to also contribute to charitable causes.

FEC data includes individual giving to political action committees, and the subject matter of those PACs is what was mapped to our interest code area. Based on political giving data identified and matched by the Prospect Development analytics team, we have been able to add over 166K interest codes on 72,920 entity records.

Internal data: past giving 

Our crowdfunding team is another great source of data we can use to map a data set to our internal philanthropic interests. For example, donors who gave to a Cal Band initiative to purchase new lockers would be coded for an interest in Cal Band. We are also assessing how we can leverage eGiving and donor survey comments.

What the future holds

After attending a CARA presentation where James Sinclair from the University of Southern California explained mapping foundation funding priorities directly to campus programmatic needs, we have begun thinking about the feasibility of using foundation data for interest codes as well. The potential to leverage outside data sources for this project is almost limitless – this project might never end!

If you would like to talk to Abbey and Mallory in more detail about this project feel free to contact them by email at amyszka {at} Berkeley dot edu  or  mlass {at} Berkeley dot edu. If you’re working on your own interest-coding project, tell us about it!

ABOUT HBG

The Helen Brown Group was formed in 2002 with a goal to be different.

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