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Driven by Data Blog

Don’t Lay Off Your Prospect Researchers!

6/24/2020

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With Worksheets and Suggestions for Cost Cutting that Will Better Support Fundraising
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During the 2008 economic crash, my employer had to lay of 10% of the Advancement Office. We just had to. I had to choose to lay people off. It was miserable.

​What it taught me, though, is that management is just as confused and frustrated as staff are when it comes to figuring out what budgets and whose jobs to cut. Of course, we are going to advocate for leaving Prospect Research intact because that is where we come from. However, you can back up these assertions for your own shop by using data. Let’s begin.


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Are Capacity Ratings Rate-able?

2/2/2020

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​In conversations at conferences and with nonprofit clients I hear that, in fundraising, there appears to be a great divide between research officers and gift officers. And the divide itself is often inspired by capacity ratings on prospects. Do you run into these scenarios?
  • The gift officer refuses to call a prospect because s/he disagrees with the capacity rating.
  • The gift officer ignores the capacity rating and makes a much lower or higher ask.
  • The research officer assigns the lowest likely rating for a prospect out of fear of being accused of being inaccurate.

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Of William the Conqueror and Gift Officers: A Look Again at Portfolio Size

9/5/2018

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​While driving home from Apra Prospect Development, I listened to this TED talk. The article brought my mind back to some work I’m doing on estimating the number of gift officers needed to meet a campaign goal. For analytics projects like this, I use the traditional prospect count – 150. However, I have wondered if that portfolio size is just an inherited paradigm. The TED podcast gave some insight by introducing me to Dunbar’s Number.


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Is This the End of Major Gifts?

9/2/2016

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Major Gifts
I have recently returned from an AFP Central New York luncheon, hearing a talk given by Bill Abrams (of Infinize), and my mind can’t stop spinning about what Bill said. Let me share with you a boiled down version of his message:
As communication among humans gets faster and better, and as content and services become cheaper and/or free (think Uber over taxi and Skype over long distance phone calls), wealth and power will become more evenly distributed.
I interrupted Bill’s presentation to ask, “So, where will organizations’ major gifts prospects come from, then?” Bill answered that my local auto mechanic is much more likely to have as much income and wealth in the future as my banker does now – the Millionaire Next Door idea but cranked up several hundred RPMs.

And that’s when I started trembling, because now the number of prospects that my clients need to cultivate through personalized, special attention has gone from the top 5% of their constituency to – well – everyone. And I imagined major gifts programs melting down into a huge, stratified, boundless annual giving program.

This article shares my subsequent research along with some of Bill’s ideas to illustrate where this vision comes from.

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When the Question is About Participation

12/28/2015

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This blog appeared in the APRA Upstate New York newsletter in the fall of 2009.

​As fundraisers, we focus our resources on major gifts prospects. However, with Big Data bringing out a lot more information from social networking, we now see the value of using modeling and mining tools to help annual giving, membership, and events programs. Our recent conversations have centered on engagement – a rather nebulous term we use to try to understand what our donors feel about us before they give for the first time.

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    Authors

    Marianne Pelletier has more than 30 years of experience in fundraising, with the majority in prospect research and prospecting.

    Greg Duke helps Raiser’s Edge clients to optimize their database by implementing data clean-up techniques and creating reporting structures, including dashboards and SQL queries.  He also facilitates data imports into Raiser’s Edge and database administration.

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  • Home
  • About
    • Staupell Team
    • Testimonials
    • Partnerships >
      • Prospect Research Institute
      • Lityx
      • TouchPoints
      • Gravyty
  • Services
    • Fundraising Analytics
    • Prospect Development
    • Business Intelligence
    • Database Administration
    • Fundraising Optimization Solution
  • Training
    • Analytics Machine Learning Artificial Intelligence
    • Business Intelligence Visualization Reporting
    • Prospect Research and Management
    • Webinars
    • Classes >
      • Beginner Analytics Using R
      • Analytics Classes
      • Skill Builder Series
    • Workbooks
  • Blog
  • Events
    • Water Cooler Chats
    • Video Replays
  • Contact
  • Product