Major Donors: Finding Big Gifts in Your Database and Online

Introduction.

Chapter 1. Prospecting for Major Gifts (Pamela Gignac and Ken Wyman).

Introduction.

Prospect Research: Background and Key Elements.

Prospect Researchers and Fundraisers Together.

Big Gifts and Major Gifts.

Prospecting.

Research Techniques and Information Sources.

Where Do We Go from Here?

Conclusion.

Chapter 2. Knowledge Management, Data Mining, and Prospect Screening (Jeff Gignac and Chris Carnie).

Introduction.

Definitions.

Knowledge Management.

Introduction to Data Mining and Prospect Screening.

Tracking Prospects.

Conclusion.

Chapter 3. Why Bill Gates May Not Be Your Best Prospect (Peter B. Wylie and David M. Lawson).

Three Important Concepts: Ability, Attachment, and Affinity.

How to Generate a List of High-Quality Prospects for Your Campaign.

Chapter 4. Prospect Research Policy, Privacy, and Ethics (Stephen Lee and Susan Mullin)

Policy, Ethics, and Prospect Research.

Ethical and Professional Practice Considerations.

Data Protection Regulation: The European Approach.

Notification and Registration.

Conformity with Data Protection Principles.

Consent.

Data Protection Regulation: The North American Approach.

Applying Privacy Principles to Prospect Research.

The Role of Professional Associations and Intermediary Bodies.

Chapter 5. U.S. and Canadian Strategies (Pamela Gignac and Kristina Carlson).

A Tale of Perspectives.

Strategies for Research and Approach.

Prospect Research Strategies.

Sources.

Case Study: Researching a Major Donor From Florida, From Canada.

Privacy.

Trends.

Chapter 6. International Strategies—Europe and Asia (Chris Carnie and Sarah Boodleman Tenney).

Introduction.

Europe.

Finding European Prospects.

Getting Over the Barriers.

Europe: A Valued Friend.

As For Asia.

Getting the Basics Right.

Specific Things to Know.

Getting Over Barriers.

Other Places to Look for Information.

Conclusion.

Chapter 7. Your Web Site—What Does It Say to Major Donors? (Howard Lake).

Introduction.

The Trend Continues.

The Personal Approach.

Needs and Concerns of Major Donors.

Attracting Donors.

Key Elements of Major Gift Fundraising Online.

Chapter 8. An Internet Strategy for Major Donor Fundraising (Anthony Powell).

Introduction.

Understanding the Fundamentals of Major Giving.

Collecting Information and Learning More about Prospects.

Sharing Information and Building Relationships.

Conclusion.

Chapter 9. Using Gathered Information Effectively within Your Staff and Volunteer Teams (Nancy Johnson and Pamela Gignac).

Introduction.

Fundraising and Prospect Research Cycle.

Personal Intelligence Gathering (PIG).

Prospect Screening and Review.

The Importance of Information Relevant to Campaign Goals.

Capturing Information.

Other Ways to Keep Team Members Updated.

Lessons Learned Using Screening Companies in the United States.

Overall Pitfalls of Research.

Conclusion.

Chapter 10. Moving from Prospect Identification to Making Friends for Life (Andrew Thomas and Ken Burnett).

Panning for Gold.

Moving from Desk Research to Solicitation.

Prospecting.

Enlistment.

Making New Friends.

Cultivation.

Are You Ready to Ask?

Stewardship: Turning Donors into Friends for Life.

Chapter 11. Results Analysis and Performance Measurements (James M. Greenfield).

Fundraising Is an Investment Strategy.

Evaluating Prospect Research.

Criteria for Results.

Evaluating Research Used in Major Gifts and Campaigns.

Evaluating Donor Stewardship and Recognition.

Conclusion.

Additional Resources.

Chapter 12. Challenges for Tomorrow (Chris Carnie).

Introduction.

Major Donors: Major Change.

Prospect Research: The Next Revolution.

APPENDIX A: The CSA Model Code for the Protection of Personal Information.

APPENDIX B: Data Mining and Prospect Screening Checklist.

APPENDIX C: Checklist for a Development Strategy.

APPENDIX D: Sample Contact Forms.

APPENDIX E: ePhilanthropy Code of Ethical Online Philanthropic Practices.

APPENDIX F: Potential Planning Measurements for Results.

APPENDIX G: Sample Job Description Text.

APPENDIX H: Data Grid for Estimating Giving Capacity.

APPENDIX I: Activity Reports.

APPENDIX J: Sample Contact Report.

APPENDIX K: Performance Criteria for Major Gift Staff.

APPENDIX L: Nine-Point Performance Index Analysis of Major Gift Solicitation.

APPENDIX M: Checklist for Major Gift Acknowledgment.

APPENDIX N: Prospect Research Online.

APPENDIX O: Donor Development and Prospect Research Recommended Additional Readings.

Index.