Helen Brown Group

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Shadow banks

Dark Alley. Image by Petr KratochvilThis week I watched another fascinating/informative/alarming/stellar PBS Frontline documentary called The Power of the Fed, which I highly recommend if you want to get a well-explained idea of what is happening with US financial markets right now.

One of the phrases that came up repeatedly during the program was shadow banking. It’s one of those terms I delved into pretty intensively during and after the 2008 financial crisis, but it’s one I haven’t heard come up again until recently.

I thought it was time to explain what shadow banking is here on The Intelligent Edge because it’s becoming relevant again and is more in the news. Which maybe isn’t such a good thing, you know?

What are shadow banks?

They’re called shadow banks because, in the flow of money globally, there are some financial institutions that operate outside of (or under the radar of) traditional banking regulation because they do things that traditional commercial banks don’t do.

On a very simple level, commercial banks (like Bank of America, or Fleet Bank, or Watertown Savings Bank) exist to store money from the public, invest it, and lend it back to the public. You can go into any commercial bank and deposit money in a savings or checking account. They will take that money and lend it to others and give you back some of the interest from those loans. Or they’ll take your money and hold it for you until you spend it using your debit or credit card.

How banks do what they do is intensely regulated by federal and international laws and agreements. There are things that commercial banks are not allowed to invest in, like junk bonds for example, because they’re too risky. Also, they’re required to hold a certain amount of money in reserve and to guarantee your deposits up to a certain amount. If you give them $25,000 to hold in an account for you, they are required to have insurance that guarantees that you’ll get it back.

Shadow banking is pervasive in the world and most of the activity centers on the creation and re-selling of collateralized loans and repurchasing agreements used in short-term lending between (non-bank) institutions and broker-dealers. There are no reserves backing the investments, and there’s no insurance to cover any losses. Which is why, when deals go well, investors can make a l-o-t of money because they take on a lot of risk.

Because of their description, it sounds like the participants are hiding in some shadowy back alleys, but you’ve probably heard of (and maybe even used the services of) some of them. Some of them even have banks as subsidiaries (yes, that’s as weird as it sounds). Here’s a list of examples of shadow banks:

  • investment banks, like Goldman Sachs or Morgan Stanley
  • mortgage lenders (ever taken out a Quicken Loan? In 2018 they surpassed Wells Fargo as the largest mortgage holder in the US.)
  • money market funds (here’s an example of a hybrid: Schwab is a broker-investor for money market funds that also has an affiliated bank)
  • insurance/re-insurance companies
  • hedge funds
  • private equity funds
  • payday lenders
  • peer-to-peer lenders, like LendingClub

Shadow banks move money around in the background. They bundle and invest in things in aggregate, like thousands of mortgages, and sell them on to others. They invest in start up companies (which banks can’t/won’t do). They invest in repossessed assets, and flip them for profit. They buy, re-bundle, and sell commercial bonds (including junk bonds). Amongst many other ways, they make money from their management fees and from betting that interest rates will go up (or down) on the assets they’re buying or selling. And by making risky deals that work out.

These money-movers use short-term, quickly-raised money to fund longer-term assets, so if the market goes bust in the long-term asset area, the shadow bank needs a bailout from somewhere or it goes bust, too, since there is little regulation and no reserve funds to guarantee the investments.

Anticipating that happening (and preventing it) is one of the jobs of the Federal Reserve, and their skill in watching the mile markers whip by on this current economy’s journey (and deciding where the economy should exit or put on the brakes) is where the Frontline program was particularly fascinating. I love hearing insights from people who either are on the inside, or recently were, and Frontline’s interviews pulling out what we should see next from regulators (and what might happen instead) was a real education.

How big is the shadow banking sector?

According to the Financial Stability Board’s (FSB’s) most recent Global Monitoring Report on Non-Bank Financial Intermediation released in December 2020, the shadow banking sector accounted for almost half (49.5%) of the global financial system in 2019. Almost half of money moving around right now is unregulated. What could possibly go wrong?

The US is the global leader in shadow banking asset holdings with China not far behind; this sector makes up nearly one third (29%) of China’s total banking assets, according to a recent article in The Banker. China’s banking regulators are currently working to keep the sector in check by banning banks and wealth managers from holding sub-investment grade assets, and time will tell how effective the legislation is. The shadow banking sectors in Brazil, Canada, and India are also growing apace. Our economies are all interconnected, so it’s important for us to understand this as we research ultra high net worth prospects involved in these sectors, and estimate their future potential giving.

And not only that, of course. It’s important to understand because we may not even realize how deeply shadow banking impacts our own daily lives and personal assets. If you have 54 minutes, I recommend spending it on the Frontline documentary this week.

 

 

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How much is that private company worth?

Finding information about public companies is so easy! Unfortunately, the majority of companies in the world are privately-held, so finding information about them – especially how much a company is worth – is a daunting task. Thankfully, today my colleague Grace Chandonnet provides a huge hand up for those of us who aren’t professional company valuers with this enormously helpful article. ~Helen

Grace Chandonnet

                Grace Chandonnet

It’s an age-old prospect intelligence challenge. Especially if you’re new to our field, placing a value on a privately held company, and on your prospect’s stake in that company, can seem daunting. Publicly traded companies are required to report their financial information to the SEC, and that information (things like market capitalization, revenue, number of employees, and insiders’ stock holdings), is then available to the public. Privately held companies are not under the same legal obligations, so getting at their financial information is a bit trickier and less straightforward. The good news is that there are some pretty simple tricks that can help a researcher arrive at a reasonable guess as to the value of a private company.

You will need a couple of pieces of information, and the fact is that sometimes you will not be able to know enough information to make a realistic estimate. But there are some resources to help.

If you can uncover a reliable estimate of the company’s revenues, that’s a great start. The unicorn is to find a news article, often published in business or industry publications, that is talking about the company’s industry and uses your prospect’s company as an example. In this article, the exact amount of revenue is not reported, but enough information is provided about the company, a provider of solar energy, to figure it out. The company “reported a 124% gain over 2018 gross sales – an increase of $42.4 million” – when you do the math, you will arrive at 2019 gross revenue of about $76.6 million.

If I have information like this, the first thing I will do is try to find one or more publicly traded companies with a similar line of business and similar revenue, and then compare the public company or companies to the privately held one that I am researching. To find similar public companies, I use a stock screener like this one, which is a free resource.

Select Create Custom Screen and then pull down on Select Category to Current Financials and select Revenue. Enter the revenue criteria (I use a range of values, in this case between $60M and $80M). Once you’ve entered that and clicked in the box to activate the search, go back to the pull-down menu. Pull down to Company Overview and then click on Industry (scroll down in the box, it’s slightly hidden). For this example, I picked “Alternative Electricity”. As you’ll see in the image, there is only one search result, but it’s a good one – click on View Screen Matches to see results. The piece of information to look for in those results is the market capitalization or market cap, which is the total value of the publicly traded company because it is reasonable to assume that there is some similarity between the market capitalization of the public company ($373.1 million) and the value of the private one.

If I have multiple companies in my search results, I will use the average market cap for the companies in the list that are the most similar to my prospect’s company. When doing this, I leave out any outliers – where the market cap is a lot lower or higher than most of the companies in the list.

If, however, you know that your prospect is trying to sell her company or that she already has, the value you want to look for is the enterprise value rather than the market cap. Enterprise value is the amount that a company could fetch in an acquisition. You can find this number by looking up the comparison public company or companies at any number of free sources. I like Yahoo Finance, where you can find the enterprise value under the Statistics tab.

Of course, a good deal of the time, you won’t find an article that tells you exactly what your prospect’s company’s revenues are or there just won’t be good comparison public companies in your search – sometimes a close industry match isn’t available or (if you do have an estimate of revenue), there won’t be any companies with revenues in that range.

My second go-to in cases like this is the Business Reference Guide, which is a paid resource, but not terribly expensive. This resource is available as an online subscription, a book, or both. It is focused on pricing businesses and franchises and is geared toward entities that are seeking to buy a company or franchise.  It is chock full of industry benchmarks and trends, rules of thumb when assessing certain industries or franchises, and ways to assess a ballpark figure for what a company is worth using a host of different data points that you may have. If you have an estimate of the number of employees a company has, for instance, you can often find a simple multiplier to use to estimate a company’s valuation.

This of course brings us back to whether you have that information and where to find it. I like to look at my prospect’s company in several different resources, including Dun & Bradstreet and ZoomInfo, both of which are included in a Lexis Nexis for Development Professionals (LNDP) subscription, and see how these resources’ results compare to one another. If you have access to LNDP, you not only have access to both of these resources, but also to a host of others, including Gale Group Company Briefs, IAC Company Intelligence, and Lexis Nexis Corporate Affiliations.

iWave is another great source of aggregated company information. Dun & Bradstreet has often been maligned in our profession for not containing trustworthy information because its data is frequently based on self-reported numbers and/or modeling, so it should be taken with a grain of salt. I’ve been finding lately that ZoomInfo often returns data about revenues and number of employees that seem pretty accurate to me. With practice, you will be able to identify which information is probably wildly inaccurate versus information that seems quite reasonable. D&B Private Company Insight (also available in LNDP) often has information about what percentage of the company is owned by whom, and this is great to know. Estimating the value of a company is one thing, but knowing how much of the company your prospect owns is the next (and important) step to including these numbers in your capacity score.

The more you do this kind of research, the more you will trust your instincts about what seems to be relatively accurate numbers, both for revenue and number of employees. There will always be things we can’t know abut a privately held company, such as the value of inventory or machinery and other hard assets, and debt/liabilities, but I believe that we should at least attempt to understand what a privately held company could be worth when assessing a capacity rating for a business owner, and I also believe that these relatively simple calculations can result in a strong estimate.

Some additional things to consider:

  • What percentage of the company does your prospect own? If you don’t know, estimate conservatively – I like to use 10 to 25 percent ownership.
  • Is it a multi-generation family business? This could indicate that there are minority shareholders (family members) and should be taken into account when assessing your prospect’s true stake.
  • Did your prospect found, grow and continues to head the company? This could indicate 100 percent ownership for your prospect.
  • Is it venture funded? Investors will own some stake in the company if so. Sometime the percentage of company owned by the investors can be found in a news search, but not always. If not, be conservative when estimating what your prospect’s ownership percentage is.
  • A company’s valuation is not a liquid asset for your prospect until/unless she sells it, but it is an asset that should be included in your capacity rating, just as real estate values are.
  • It is conventional wisdom that privately held companies are often not as valuable as publicly traded ones, so as for all the other steps, be conservative in your estimates.

Good luck – and remember: sometimes you just will not have enough information to make a reasonable guess about a company’s valuation and this is not a bad reflection on you or your research skills!

 

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The search for intelligent information about compensation

ALMA and a Starry Night, ESO/B. Tafreshi (twanight.org), CC BY 4.0 , via Wikimedia Commons

When you’re researching an individual prospect, what are some things you find most difficult to uncover?

One thing that’s always been pretty difficult for most of us is finding someone’s compensation. For ultra-high net worth individuals (UHNWIs) and high net worth individuals (HNWIs), compensation may not be important to determining their total visible assets; at some point they may start taking a token salary in exchange for more equity in a company, or their net worth may simply be amassing and appreciating assets.

But for the rest of the prospect pool (which is the largest tranche), finding or estimating someone’s compensation can be lot like fumbling around in the dark, so I thought I would share a few tips on making it a bit easier.

For most research questions, I try to ask myself first “who would be most likely to care about reliably gathering and publishing this information?”

BLS

One good place to start is with the US Department of Labor Bureau of Labor Statistics (BLS) website, which publishes a very large array of information, tables, charts, graphs, etc. on more job types than you even knew existed. But even better, you can just use their handy lookup feature if you already have a job title to search for. There are 25 occupation groups to choose from, but you can also do a general search; search by job title; search by compensation; and more. Check it out:

Professional associations

Next, I like to check professional association surveys. Professional associations don’t usually share their entire survey results outside of their membership, but it’s not unusual to find top-line information on the association’s website or in its publications.

Take for example, dentists. The American Dental Association shared information from its recent survey about both gross billings and dentist (actual, average) income on its website. There we learn:

Neat, hunh? Now, what’s also interesting on this page is that the ADA not only shares what they gathered about a dentist’s average net income…

… but they also show that their data differs from information provided by the Bureau of Labor Statistics. So now you know that the BLS’s data may be a bit on the conservative side.

Glassdoor

Have you checked out Glassdoor yet? To get the most out of it, you have to register and give them some serious information about your job title and compensation (which is likely as confidential as is possible these days), but once you’re in, you can see actual salaries at actual companies.

You can also see salary ranges for specific job titles at specific companies, and get a sense of how much people actually like working at a company or organization. If you’re having a tough time sourcing salary information, this may be a good resource for you.

However, I saved the best for last.

HBG Salary and Compensation reference page

If you’re looking for a one-stop shopping free compendium of the above sites and more, we’ve got you covered. Maybe you already know about our Prospect Research Links Library, but just in case you don’t – this is a resource that we’re constantly adding to here at HBG. We started out by creating a shared page of bookmarks within the team, and it grew to several pages chock full of research resources. It didn’t seem right to keep this resource just for ourselves, so we opened it up for anyone to use.

On the salary and compensation page, (major thanks to Tara and Kelly for their work on this!) there are well over 100 links to salary information about everyone from attorneys to wellness consultants, including the BLS, Glassdoor, tons of professional association sites, and recruitment firm reports. The majority of these resources are for US-based compensation, but if you want to know how much a private equity investor in Norway or Africa makes, you’ll find links for that.

Check back often on these pages – we’re always updating and adding new resources as colleagues send us great finds (hint hint!) that you want to see included.

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Prospect research on a tight budget – schools edition

Yesterday I spoke on the topic of “Prospect Research for Fundraisers” at the excellent virtual annual conference for the Institute of Development Professionals in Education (IDPE) in the UK (which is still going on, so if you’re a fundraiser for an independent, private, K-12 and/or secondary school, jump on that train).

One of the questions I was asked during the Q & A was, how can we identify prospects on very little budget? It’s a perennial (and good) question, so I thought that I would share my response here.

RFMD

The first thing I’d suggest is some very basic data mining. If there’s someone on your team who is good at downloading information from the database and manipulating it in Excel, you’re going to get a lot out of this project: it’s called RFM analysis. Don’t let the name scare you, it’s really just a bunch of sorting. It’s not a speedy project, but it is guaranteed to give you some really good insight.

What you’re looking for is people who have given to your nonprofit most recently; those who give most frequently; and those who give the highest amounts of money.

You should really have about 5 years’ worth of good giving information recorded in your database for this to work well. You will want to download your donors’ names or ID numbers and all of their giving for the past 5 years into a spreadsheet.

Now the fun starts. Add columns to create a points system. At the end you will sort by those with the most points and the most giving.

Each time they gave, put a point in that column. If they gave multiple times in a year, that’s multiple points in the frequency column (so if they made two donations, they’d get a 2, for example).

You can be as creative as you like when you set up your scoring system – how in-depth you go is entirely up to you. Once you get the points in, then sort away by top scores: who gave the most recently? Who gave the most frequently? Who are the top donors? Now who is at the nexus of all three columns?

Chances are you will see a lot of familiar names at the top, but as you go down the list a bit further, what surprises do you see?

Maybe you want to go back further – 10 or 15 years if you have that amount of data. If so, you can get a look at RFMD, where D=Duration. Who has given to you most loyally over the years?

The cost of a project like this is your time, which certainly isn’t cheap, but at least you don’t have to add anything to a budget to do it.

This is just one way to do an RFM analysis; there are certainly more sophisticated ways to do it, and more factors you can add into the mix. Be creative and don’t be afraid to experiment.

SEARCH AND ALERT

Head to your favorite search engine, and do a search similar to this:

(alumnus OR alumni OR alumna OR graduate OR “old girl” OR “old boy” OR …you get the drift) “name of your school here” (donor OR philanthropist OR donation OR million OR billion)

If your graduates go by the term “Old Wycombiensians” (for example) then by all means use that in your search string. Be creative in the words you add in the parentheses at the end of the string; for example, instead of the word donor, you can use a phrase like “sold her company” or “hedge fund” or “yacht” or “ponzi scheme.”

Once you have a string that gives you good results, you can save it as an alert and have the results delivered to you when something new comes through. Voila! You just learned about that alumna who sold her company to a hedge fund and bought a yacht!

REPORT

I love this report I’m about to mention – we used it at every nonprofit I ever worked at, and it always bubbled up great prospects. Maybe you already use it – if so, you know what I’m talking about.

The report is as simple as this: you already know what level of donation makes you sit up and take notice at your school. Maybe it’s £/$250 or $/£500 or £/$1,000, but whatever it is, that’s the amount you use for this report.

Every week on a Monday morning, ask your database (or your very kind database administrator) to automatically run a report of everyone who gave a gift of whatever-that-level-is last week.

Maybe there won’t be any surprises in there, but every once in a while, there will be. The report flags up great opportunities for stewardship, to be sure, and also great pointers for a little more in-depth research.

FREE RESOURCES

Don’t miss the free HBG Research Resources here on our website. There are pages and pages of links, and I know that you’ll find some great tools and ideas there to help you identify new prospects.

 

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Musings on the digital economy and what it means for prospect research

Rick SnyderThis week we welcome HBG Senior Researcher Rick Snyder to the blog. I always appreciate Rick’s thought process and insight, and this week he shares what he’s been thinking about – about the economy, people who find themselves newly high-net-worth as a result of their investments in digital currencies, and what’s happening with all that money. ~Helen

In my last blog post I mused about my career in prospect research and the enjoyment I continue to find in learning about a broad variety of topics that shed light on how our prospects earn and spend their money.

A year ago, I was looking at the cost of hiring domestic staff.

Fast forward to today and researching the salary of a nanny seems downright quaint compared to what I’ve been reading lately. I’ve been focusing a lot on the economy and some of the changes we’ve seen over the past year. It seems that the pandemic has not only upended many parts of our personal lives, it’s also scrambled and rearranged how people are spending their money. It’s grabbed my interest and I’m trying to make sense of it all. What I’m offering here isn’t an explanation (I don’t have one), but a few observations and thoughts about what’s going on.

A recent cover of New York Magazine captured the spirit of our current times with the title “Can I SPAC My Stonks With NFTs?” The article inside, “There’s Nothing to Do Except Gamble”, referred to the “new money weirdness” and I can’t think of a better way to describe our current economy and our increasingly strange relationship to money. I believe that we are living through a transformation of our economy that is both exciting and a little bit scary, at least to me.

The SPACs and NFTs mentioned in the magazine were covered well by Helen in these pages already, so I won’t travel that road again. Not only did she explain them better than I can, but I have to admit that, try as I might, I still can’t wrap my head around NFTs well enough to offer a cogent explanation of them. I’m also not going to dive into the world of Reddit-driven “stonks,” though that’s also intriguing and entertaining. These are relatively new phenomena and indicative of how fast our economic world (and the language used to describe it) is changing.

My personal and professional interest in today’s economy is two-fold: First, I want to understand how we’ve reached the point where a person can spend $69 million for a piece of digital art (the buyer, a cryptocurrency billionaire who goes by the name MetaKovan, said he was prepared to pay even more and thinks it was a steal since it should be worth $1 billion).

Second, I can’t help but think the indicators are flashing red that we are somewhere near the peak of a bubble economy and wonder when that bubble is going to burst.

The first interest is almost voyeuristic – I can’t tell if we’re watching the prelude to a car crash or a butterfly emerging from its chrysalis – but the second is more serious and existential.

There are scores of brilliant people who understand the economy far better than I ever will and they don’t all agree on what we’re seeing. Some are warning that we’re cruising for a bruising and others are claiming there’s little to be concerned about.

The traditional indicators – things like the U.S. Treasury bond curve or the P/E ratio of stocks – either don’t apply any longer or aren’t as reliable as they once were. Unemployment is decreasing and GDP is rising, but there are still millions of people struggling with the economic effects of the pandemic. And in the midst of all of the good news/bad news, we’re seeing the creation of new ways for people to spend astronomical amounts on things that barely existed just a year or two ago.

The easiest explanation is that the economy is awash in money and it all has to go somewhere. Billions of dollars have been injected into the system over the past year. We are still living under varying forms of COVID restrictions, but that isn’t stopping us from spending what we’ve got.

The New York Times reported that Deutsche Bank analysts have estimated as much as $170 billion from the most recent round of federal stimulus will go into the stock market. Mortgage rates are at historic lows and house prices are rising. Redfin reports that 42% of homes have been selling for more than their list price – 16% higher than the same period last year – while at the same time Google reported that the search “When is the housing market going to crash?” had spiked 2,450% in the past month.

Bitcoin was trading at $6,853 a year ago. As of writing, it is at $53,545 and by the time this posts it could be thousands of dollars higher or lower. I assume that a good bit of what is driving the NFT market is that people are sitting on mounds of crypto that has appreciated wildly since they bought in. As a personal example, a few months ago I realized that I’d forgotten about a crypto wallet I’d left a small amount of money in a number of years ago. When I looked at it, I literally laughed out loud at the value. It wasn’t enough to be life changing, but for people who invested earlier than I did and paid just a few bucks for some Bitcoin, I can easily imagine why they’d have no problem spending some highly appreciated digital currency on a piece of digital art.

I also discovered that people are breeding and selling digital horses on the NFT market – one sold for $125,000 – and they’re participating in digital races. I had to check the date on the article to make sure it wasn’t an April Fools’ joke. If this isn’t a sign that people have more money than they know what to do with, I don’t know what is.

Along with the sea of money sloshing around in the system, we’ve seen over the past year that life is short and it should come as no surprise that people are willing to make riskier financial bets than before. Might as well YOLO your stimmies into some stonk while you can.

What does any of this have to do with our work? I can think of at least several ways.

First, the top tier of earners has done extraordinarily well over this past year, so we need to keep tabs on what they’re doing – that’s what we do every day, so there’s no change there.

Second, the flow of money into SPACs, NFTs, and retail stocks shows that there are a number of new players who are spending freely. How are we finding, researching, and qualifying them? Are you developing new ways of looking at people with names like MetaKovan and Roaring Kitty? We know they have millions to spend, so how can we add them to our prospect pools?

Third – and this is what I was thinking the most about when I began writing – if we are indeed in a bubble economy, that bubble will burst at some time and quite possibly in a very dramatic fashion.  Though we can’t really predict when the economy will take a downturn, it most certainly will.

When it does, it will affect charitable giving* and that affects each of us in our jobs as researchers. When development budgets shrink, prospect researchers may seem to some as an extravagant expense to some managers. It behooves us all to be proactive in researching or at least giving some thought to those in our donor pools who work in sectors that fare better than others in a down economy. Helen wrote about this in blog posts in April and December of last year, as well as in a white paper. They merit re-reading as you ponder economic trends.

* The Lilly School of Philanthropy and Vanguard Charitable wrote a 2019 report, “Changes to the Giving Landscape” [PDF], that shows a decline in charitable giving that began in 2000, but the drop accelerated at the time of the 2008-2009 recession. From 2000 to 2008, roughly 65% of households reported giving to charity. Total giving dropped by 7.2% in 2008, then by another 8% in 2009.

 

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Fundraising data privacy goes before the Supreme Court next month

Photo of a square boulder leaning on another on Stanage Edge.

Stanage Edge boulder. Photo by Julie Kahn

Maybe you already knew about this but it was a total surprise to me this week: Right now at this very moment there’s a case in front of the US Supreme Court that directly impacts the amount of information – private information about our major donors – that nonprofits may have to share in order to be able to raise money in the state of California.

The Association of Fundraising Professionals (AFP), four of its chapters, and more than 120 nonprofits have filed an amicus brief in the case to prevent this from happening, and there are at least 35 other amicus briefs filed on behalf of 275 more nonprofits country-wide.

If that weren’t enough action, 22 state attorneys general, Senate Minority Leader Mitch McConnell, and the U.S. Solicitor General have also filed briefs in support of the petitioners.

So yeah, this is kind of a big deal. Here’s what’s at stake:

The background

As you probably know, nonprofits have to file an audited income tax form called a Form 990 each year with the Internal Revenue Service (IRS) which outlines (among other things) that nonprofit’s mission, its board members, and its income and expenses. This form becomes part of the public record about the nonprofit so that the government (and any potential supporters) are provided transparency into the nonprofit’s finances.

What you may not know is that one part of the form is the “Schedule B,” on which the nonprofit is required to share the names and addresses of all of its donors who have given more than $5,000 or 2% of that nonprofit’s income over the year. This information is usually redacted from the public record when it’s shared with searchable sources like the Foundation Directory Online or ProPublica’s Nonprofit Explorer, which is why it’s generally not seen.

The hitch

Nonprofits are required to register in every state where they raise money. In 2013, the California Attorney General’s office ruled that every nonprofit from that moment forward would have to share their Schedule B (in confidence) as part of their registration process.

There are at least three problems with this:

1) By sharing confidential information about supporters with their contact information, nonprofits could potentially subject their donors to political reprisal based on the change of political opinion and/or incumbent attorney general. Before the middle of the last decade we might not have thought too much about this, but since then nonprofits and causes previously thought of as relatively apolitical suddenly became so.

2) Data gets hacked. Even if it’s kept in confidence, there’s no guarantee that information stored electronically by the California AG’s office won’t be accessed illegally by bad actors and published (or used for other nefarious purposes).

3) Accidents happen. The state of California has already disclosed more than 1800 donor names accidentally from Schedule Bs that it published on its website. Once it’s out, you can’t put that toothpaste back in the tube.

California has no logical reason to need this information, particularly for nonprofits outside of its legal jurisdiction. And as AFP president and CEO Mike Geiger has said, there’s a real fear that major supporters won’t want their home addresses and gift amounts shared electronically, so they could stop giving. (Or, alternatively, it could push them toward making gifts through donor advised funds).

These cases, called Americans for Prosperity Foundation v. Becerra and Thomas More Law Center v. Becerra, have made their way to the U.S. Supreme Court and very soon we’ll see what the Supremes have to say about nonprofits, politics, and donor privacy because it’s going to be argued a month from now – April 26th.

Stay tuned and watch this space (Scotus blog) and the AFP website for more information.

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Celebrating Research Pride Month: Elevating Prospect Development & Celebrating Community

Happy International Prospect Research Pride Month! This week to officially kick off Pride month I am beyond delighted to invite my friends and colleagues, Misa Lobato and Melissa Bank Stepno to cut the virtual ribbon and to share what Research Pride means to them and to our professional association, Apra. Welcome and thank you, Misa and Melissa. ~Helen

March 2021.  Some might be marking this month as the one-year anniversary of when COVID rocked our world and began to turn 2020 into one of the most tumultuous years in modern history.  Rather than focusing on the profound misfortunes that challenged us over the last year, as the current President and President-Elect of Apra, and Trustees of the Apra Foundation, we would rather focus on the 7th anniversary of Research Pride month.

To celebrate, we could not find a more appropriate place to do so than on the blog that birthed International Research Pride.  On March 6th, 2014, Helen proclaimed: “I officially declare that from now on, March is International Research Pride month.”

We are Apra

For readers who are unfamiliar with Apra, Apra is the association for all professionals who strategically harness information and data to drive fundraising for philanthropic institutions. This, of course, includes Prospect Researchers but also people who work in data science and data management, relationship management, annual giving, advancement services, consulting, campaigns, and many, many others who serve data intelligence functions within fundraising and philanthropy.

Comprised of more than 1,800 members across the globe, Apra is committed to serving, representing and advancing both the professionals and the practices that enable the philanthropic success of institutions that rely on fundraising for achieving their missions. Apra fosters a collaborative environment for sharing and discussion, while leading the development, dissemination and advancement of best practices, resources, thinking and trends.

Why is Research Pride so important to us?

In an age where so many in society move around from job to job without finding a meaningful career, how many could say that they find their chosen path invigorating, energizing and stimulating? We would venture a guess that a higher percentage of Apra members would choose these words than in many other professions. We are mission-driven professionals who show up with passion, intelligence and focus in our interactions with each other and to our work in the fundraising industry.

As a community, we are advocates for the vital role of data in informing the future of philanthropy, and we continually evolve and learn to meet changing demands and technology.  As a community, we have supported each other through comradery, mentorship and training. We have both learned, and continue to learn, so much from Apra leaders, volunteers and mentors.  Even when we chose to follow a less-than-traditional career path, Apra still continued with us on our journey. We find fulfillment in giving back to the community that supported our professional growth.

Apra is a uniquely collaborative community of lifelong learners, where members are always willing to share best practices and help one another problem solve. This community orientation was on full display over the past year, when Apra members immediately stepped up to help one another navigate personal and professional hardships, connect and build networks, and master new skills. Apra members have shown up for one another in ways that are both inspiring and inspired.

These are the reasons we choose to serve on the Apra Board, these are the reasons we celebrate Research Pride month, and these are the reasons that we choose to give back financially to support our fellow Apra members.

Giving Back

Earlier this year, the Apra Foundation launched the Apra Foundation Professional Development Assistance Fund, initially established from the sales of our digital cookbook, Data Driven Deliciousness: The Apra Cookbook. The fund has a singular goal: to support prospect development professionals who have experienced financial hardship due to COVID-19 or other factors.  The fund will provide grants of $200 for Apra members to use toward any Apra-hosted educational event or Apra University content. The Foundation Board is currently reviewing the first round of applicants and will be providing the first awards this month. We plan to award another round of awards later this year.

We want to support as many Apra members as possible through this fund, so the Apra Foundation has set a fundraising goal of $2,000 for Research Pride Month. This will fund 10 Professional Development Assistance awards!

And now the appeal (since we are fundraisers, after all!): We know that many of you have experienced the learning and community benefits of Apra. Would you show your Research Pride by donating what you can to help support your fellow Apra members?

100% of Apra Foundation Trustees have pledged commitments. Join us in providing professional development opportunities for Apra Members and DONATE NOW! Thank you!

Misa Lobato

President, Apra

Director, Prospect Management & Analysis, Rhode Island School of Design

 

Melissa Bank Stepno

President-Elect, Apra

Director, Analytics & Business Consulting Services, Blackbaud

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Giving Priorities for America’s Top Philanthropists in 2020

This isn’t a super long post this week, but I did some figuring and chart-making on something that piqued my interest that I wanted to share with you.

Last week Forbes magazine published a list of the top 25 donors of 2020. In past years the list has been longer – it’s normally 50 – and I’m left wondering why, in such a year of incredible generosity as 2020 was, that it was a shortened list.

Still, it’s good to see the venerable publication celebrating how much billionaires have given away versus simply glorifying how much they’ve amassed. I hope that behavior modeling spurs other billionaires to give competitively, if pure philanthropic motivation isn’t enough.

None of the names will surprise you if you’ve been paying attention to mega philanthropy over the years: the usual Buffett, Gates, Soros, Bloomberg, Broad and Moore crowd, with the fantastic new addition of Scott – MacKenzie Scott – to the list.

I was interested to see what this group of 25’s priorities were in 2020, so I created a chart that I thought you might like to see, too. For comparison’s sake, I tried to go back and look at Forbes‘ 2019 numbers to see how they compare by priority, but the Forbes Givers list published in 2019 looked at 2018 numbers. Pffft. So we’ll have to wait to compare these priorities with the Giving USA report for 2020 across-the-board giving when it comes out in the summer.

Education was the number one priority, but as you might expect, COVID-19 relief and related human service needs were big priorities. Here is the breakdown of giving priorities for this group for 2020:

Please be aware that some of this “education” giving included COVID-19 relief such as related assistance to students and university-based virus/vaccine research, so it’s not a pure education category.

My guess is that the environment, poverty, food insecurity, and criminal justice numbers are way up as a percentage of top donors’ giving, but it’s just my sense of how things went last year.

I’d love to hear any thoughts you might have on these priorities or other numbers you’ve seen.

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Opportunity of a lifetime

As I watched the Inauguration ceremonies over the past couple of days and saw those heartbreaking and beautiful flags on the Mall, it made me think about where we are now and how unbelievably changed we are from just a year ago.

If you had known a year ago what you know now, what would you have done differently? What have you found to be more important than you expected? What did you think was important then that you’ve now easily discarded? What do you wish you’d taken advantage of sooner?

One easy thing for me is that I would have made my ‘temporary’ home office a lot more comfortable sooner. I finally did that over the holiday break, but I wish that I’d done it back in July when it settled in my bones that this pandemic really wouldn’t be over as soon as we’d all hoped. Looking back, in some ways it felt like much of last year was just suspended time.

On the other hand, when I was craving lost community last spring I reached out to some folks that I’d always wanted to talk with but hadn’t had time (or hadn’t made time) to reach out to before. Some lovely new personal/professional friendships have bloomed, and it’s been a source of joy in this time of disconnected connection.

Did you do that, too? Did you make new connections over this past year, or re-forge old ties that had gotten frayed?

What about professionally? What did you do that challenged you to learn something more? Did you jump into the deep end and do something scary like take on a role you weren’t totally sure you were qualified for? Or speak at a virtual conference? Or survive being furloughed? Or…what?

What did you do this past year that your January 2020 self would be astonished to know about you? What did you learn about your priorities?

Here at HBG we launched a new Data Insight unit that I’d been inching toward for probably five years. In July, I just said “GO.” No more waiting. No more wondering “are we ready yet?” And now, every Friday my smile is goofy and wide with pride listening in on the DI team strategizing about new screening and analytics projects they’re working on, sharing data sources they found that week, or discussing how they want to visualize key discoveries for a client. It’s keeping me learning, too, and pushing myself and my team to pursue opportunities for services that will offer unique value (more on that this summer!).

Mid-summer, I couldn’t seem to resolve to the reality of fixing up my home office, but we launched a whole new business unit. I guess I discovered my priorities.

This year I’ve been impressed by leaders like Jay Frost and Jason Briggs who prioritized education and community and brought real innovation to our sector. Both of them jumped into the void with great speaker series and new, innovative forms of conferences to keep us connecting and learning. I’m honored to be speaking at the PyroTalks Fundraising Intelligence Conference next month on due diligence, and I hope you will join me.

And the Apra chapters! Wow. The pandemic has shown their resiliency and super-creative thinking to bring great programming that expands their reach and attracts membership beyond their geographical borders. My own chapter, NEDRA, runs research boot camps that will be available to newbies from Alabama and Albania to Nebraska, New England, and Zimbabwe, and they’re offering 11 full scholarships to their annual conference in May, including a brand-new one to support an initiative to bring more diversity, equity, and inclusion to prospect development.

Although the vaccine is slowly rolling out now, we’re probably going to be in the same physical situations for at least another eight or nine months, and possibly another year. Where do you want to be then?

Now is a really great time to break out of time suspension, take stock of where you are, and think about where you want to be personally and professionally this time next year. What do you need (or need to know) to take that next step? What certification or Coursera class or connection with a mentor will help pave the way? This is the opportunity of a lifetime to do that.

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Can your prospects be found at a luxury private community?

To start off the new year on The Intelligent Edge, we hear from my colleague Heather Hoke who shares her knowledge on luxury private communities – their costs and amenities. If you have prospects and donors living in a private community, check out the resources Heather references below. ~Helen

It’s been a rocky start to 2021 and it wasn’t too long ago that I was saying how excited I was to leave 2020 behind and start a new year! Given everything, it’s not surprising that so many of us are ready for a change in geography, including the wealthy.

Many people are migrating from densely populated urban areas, to a place they can have peace-of-mind and feel a sense of security. Private residential club communities may be attractive to buyers now in the time of COVID-19. Stay-at-home mandates and social isolation may factor into an increased interest in resort lifestyle communities that are full of amenities.

You can be in any stage of life to live in a private community, but some are targeted specifically for families, retirement, or active adults over 55. Communities offer a variety of exclusive concierge services and amenities including an array of fitness and recreational activities, dining, social activities and even security and medical staff. It comes at a significant cost as the properties require an initiation fee and annual dues. Buyers are not only buying a home, but they are also buying a lifestyle.

Let’s explore some of the most exclusive private residential communities….

Bighorn Golf Club in Palm Desert, CA

www.bighorngolf.com

Bighorn is described as casual and comfortable. There are 470 residences and 520 club members. The $100K initiation fee for club membership includes two championship golf courses, social activities, dining venues, tennis and pickle ball, pools, a fitness center, a salon and spa, personal training, and nutritional counseling. There is also private jet and transportation services, and an ultraluxe auto gallery to house members beloved cars. A golf membership is an additional $250K. Current homes for sale are going for up to $9.6 million.

The Hideaway in La Quinta, CA

www.hideawaygolfclub.com

The real estate on the 600 acres includes 447 homes, ranging from designer-built bungalows and villas to custom-built homes of up to 10,000 square feet. Current real estate listings go up to $4.5 million. There is a $75K fee to join The Hideaway Golf and Country Club which is limited to 580 members. Along with two renowned 18-hole golf courses and a 51,000-square-foot clubhouse, recreational facilities feature a world-class spa, fitness center, pool, and sports courts.

Kohanaiki in Kailua-Kona, HI

https://kohanaiki.com

Kohanaiki features a Rees Jones-designed oceanfront golf course, a sports complex, and an Adventure Team that serve as personal guides to the island’s natural attractions of surfing, stand-up paddling, snorkeling, and diving and deep-sea fishing on Kohanaiki’s 39-foot boat. The 67,000-square-foot clubhouse is a place of relaxation and wellness that includes a spa, infinity pools, yoga lawns, relaxation areas and sweeping views of the ocean. It also has a bowling alley, movie theater, private dining rooms, a wine and cheese tasting room, cigar room, and poker room. There is even a master brewer crafting one-of-a-kind beers onsite. Current real estate listings go up to $12.5 million.

Kukui’ula in Koloa, HI

https://kukuiula.com

The 1,010-acre property designed for families offers outdoor adventure experiences, a 10-acre organic farm, hiking trails, spa, and an 18-hole golf course-dubbed one of the best courses in Hawaii by Golf Digest. On staff is a “cultural resource liaison” who oversees programming that delves into island culture, including lei making, hula dancing classes and sunset ritual ceremonies. Kukui’ula offers a range of home ownership opportunities from large home sites to villas and bungalows. Homes range from $600K to $12 million. 

The Madison Club in La Quinta, CA

https://madisonclubca.com

The Madison Club is a community with quiet neighborhoods of luxury estate residences, elegant villas and clubhouse suites. It offers a Tom Fazio-designed golf course, movie theater, game room, full-service spa, a fitness facility, on-site medical practitioner, and a “recreational and lifestyle wellness team.” Initiation fee is $200K plus $33K in dues. 

Ocean Reef Club in Key Largo, FL

www.oceanreef.com

This community is on a private peninsula and has its own 4,000-foot airstrip, school, museum, security force, and fire department. A marina with 175 slips and docks for yachts up to 175 feet are also offered. To live in Ocean Reef, a resident must be sponsored by two current members and purchase a membership for $200K.

Royal Palm Yacht and Country Club in Boca Raton, FL

www.rpycc.org

This 450-acre community has 700 estates, many on deep-water and golf course lots. Royal Palm is internationally acclaimed as one of the most exclusive yachting communities in the country. Notable features include a Jack Nicklaus Signature golf course and full-service marina. Membership is by invitation and the candidate selection process is overseen by the members. Current real estate listings go up to nearly $17 million.

Silo Ridge Field Club in Amenia, NY

https://siloridge.com

On 800 acres, Silo Ridge opened in 2018 and is a project of Discovery Land Company, a developer and operator of some of the world’s most exclusive residential club communities. Silo Ridge has $250 million worth of amenities, including a Tom Fazio-designed golf course with gourmet snack stations, an organic garden, farm-to-table dining, hunting, fishing, hiking, mountain biking, an equestrian center, a spa, an outdoor theater, and a pool with a 150-foot water slide. About a 90-minute drive from Manhattan, Silo Ridge is especially appealing to NYC residents. There are 245 predesigned houses priced at an average of $5 million and going up to more than $10 million. Members pay annual dues of $24K and an initiation fee of $100K. Silo Ridge has vertical membership where members’ children and parents also become members.

The Summit Club in Las Vegas, NV

https://summitclubnv.com

This ultra-luxury resort community on 555-acres had its first residents in 2018 and has contracted 154 of its 260 lots, pre-built residences, and clubhouse suites. There is a clubhouse for dining and events, a pickleball facility, sports and tennis courts, and a championship golf course designed by golf architect Tom Fazio. It also has mountain biking and hiking nearby in Red Rock Canyon National Conservation Area, a kid’s club, and residential services in which staff will do everything from grocery shopping to a turn-down service and housekeeping. Some of the homes built were more than $20 million. The average custom lot sells for more than $3.5 million. Club membership is $200K, annual dues are $39K and homeowner’s association fees are $16.8K.

Yellowstone Club in Big Sky, MT

https://yellowstoneclub.com

Yellowstone Club is the world’s only private ski and golf community. Designed by Discovery Land Company, it is situated in the Rocky Mountains spanning 15,200 acres with 2,900 acres of ski trails and an 18-hole golf course. There is a 282-acre ranch under contract there for $18 million and custom homes ranging from $11 million to $29 million. The grounds are reportedly protected by a security team that is led by a former Secret Service officer and it has its own fire department and emergency medical services team. The Club is limited to 864 members. Initial membership fees are $400K, and there is an annual fee of $41.5K.

 

These properties seem to have everything you will ever need to ease even the most stressed mind and body!

You can do some prospecting around private communities too. A helpful resource is the Private Communities Registry (www.privatecommunities.com) which is searchable by state for various community-types including gated, golf, luxury, and equestrian communities. Perhaps some of your constituents already live there!

In 2021, I am looking for wellness, peace of mind, and to be outside in nature as much as possible. Now I need to figure out a way to move to Kohanaiki! Since there is a master brewer on staff there, I have buy-in from my husband!

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