Sometimes prospect research is about looking at list of names and determining propensity, affinity and capacity. This is typically how things work at larger organizations. A near endless stream of names pouring in due to brand recognition, marketing campaigns, event attendee lists, and alumni and patient databases, means that some prospect researchers are never without a name to work on.
For prospect researchers without that level of inbound traffic, early funnel research is an essential part of the prospect research process. After all, you can’t qualify or disqualify prospects you don’t have yet.
In this guide, we will discuss early funnel prospect research and show you how to find new names you can convert into donors.
Searching donation records is the best place to find early funnel prospects. Full stop. Donation records tell you three extremely valuable things:
- The causes and organizations the prospect gives to
- The dollar ranges the prospect gives in
- The geographic location the prospect gives in
A prospect is well on the way be being qualified if he or she is:
- Giving to organizations with missions similar to yours
- Giving in dollar ranges that meet your objectives
- Giving in the geographic area your organization positively impacts
Proximity based prospect research mainly relies on a single assumption: If my prospect lives in the area my organization positively impacts, he or she is more likely to make a gift than some who does not live in the area my organization positively impacts.
Follow the link for more on proximity based prospect research.
Reviewing biographies (especially if they are electronic and searchable) is a fantastic place to find early funnel prospects for two reasons. One, people who have biographies tend to be wealthy, influential, or both. This is especially true of biographies found in collections such as Canadian Who’s Who. Two, a biography can give you useful information that will help you qualify or disqualify the prospect.
The following questions are instructive when searching and reading biographies:
- Was the person born in the city or town my organization is active in?
- Does my organization have a strong group of supporters that attended that same school as the person? Is there anything about this person’s education history that connects him or her to my organization?
- Does this person currently live in the same city my organization is active in?
- Is there anything about this person’s career highlights that suggest a possible connection with my organization? Keep an eye out for phrases that indicate the person championed certain causes at his or her organization. If your mission ties into those causes you could be well on your way to finding a new prospect.
- Is there anything about this person’s personal life that suggests a possible connection with my organization? Phrases such as “lifelong interest in the arts” and “strong commitment to at risk youth” are what you want to look for here.
Mining your organization’s connections is an extremely effective way to find early funnel prospect. Almost all boards have a fundraising mandate, even if it isn’t explicit. Talk to your board members. Ask them about their personal and professional networks. Relationship mapping is a fantastic way to both mine and visualize those connections. Follow the links below for more on relationship mapping:
- Relationship Maps
- Relationship Paths
The ability to set a default organization is a new feature in CharityCAN that impacts both the prospect profile builder and relationship path searches. In this short guide, you will learn how to set a default organization and a few ways it can help you use CharityCAN more effectively.
How do I set a default organization?
There are two ways to set a default organization:
- Go to My Prospect Profiles and on the right side of the screen select Select Default Organization. Type in the name of any registered charity or profiled corporation to set it as your default organization. You will notice a list of suggested prospects will populate. Cool and super interesting right? I agree. More on this later.
- Go to Relationship Paths and type in the name of any registered charity or profiled corporation to set it as your default organization.
Okay, I’ve set a default organization. Now what?
Suggested Prospect Profiles
Now that you’ve set a default organization you will notice My Prospect Profiles looks a little different. Setting a default organization allows CharityCAN to suggest potentially interesting prospect profiles to you based on the strength of the connection to your default organization. If you are looking for new people to add to your pipeline, setting your organization as the default organization and looking through the profiles CharityCAN pushes to you is an awesome place to start.
Alternatively, you could set a granting foundation or corporate sponsor who has been a major friend to your organization as the default organization. CharityCAN will then suggest a list of profile with connections to the granting foundation or corporate sponsor.
Easier Relationship Path Searches
Once an organization has been set as the default organization it will auto-populate in the from section of all relationship path searches.
If you would like more information on this or have any questions please email us at firstname.lastname@example.org
Although the majority of giving in Canada is done by individual donors, charitable foundations are an important source of funding all Canadian fundraising organizations should consider. In this guide, you will learn how to use CharityCAN to effectively research, qualify, and connect with charitable foundations.
First, we need to qualify a foundation as a prospect. If you are looking for a brand-new donor, head over to donation records and search for a foundation that has given to your cause in the past, in a dollar range that fits your parameters. If you already know the name of the foundation you would like to research, go to Integrated Search and select the Organization tab. Entering the name of the foundation in this search field, will return all of the information CharityCAN has on the foundation. From here, you can take a quick look at donation records and ZoomInfo contact information. For comprehensive research, however, we need to open their detailed Charity Report.
The detailed Charity Report lets us review financials to make sure the prospect is in good shape to make a gift; the people on the board of directors so we can understand who the decision makers are; and, most importantly, their entire giving history. There is often a disconnect in the causes a foundation claims to fund in its stated purpose and the causes it funds. For this reason, reviewing giving history as opposed to simply reading a stated purpose or description is critical to successful foundation research.
The default view under Gifts returns all gifts the foundation has ever made. You can also use the drop down to view specific years. When reviewing gifts look at the size of the gifts, the categories they give to, and location of the gift recipients. If the foundation is giving in dollar ranges that make sense for you to pursue and to organizations with broadly similar missions to yours, they are well on their way to being a well-qualified prospect.
CharityCAN’s interactive gift visualization charts are useful at this stage. The charts quickly show the proportion of gifts going to certain causes and locations. You can also use CharityCAN’s gift visualization charts to drill down even further and determine the total dollar value of gifts to a specific cause, specific location or a specific cause in a specific location.
It is worth noting that foundation giving histories can be exported to excel and stored on your local donor management system. CharityCAN does not cap or restrict data exports and almost all data in CharityCAN can be exported.
After qualifying a foundation as legitimate prospect, use the Relationship Paths tool to see if your board has any connections to the foundation you can utilize in your approach. Relationship Paths searches our entire Relationship Graph to see if your board has connections to the board of the organization you are researching. In the search displayed below, I found 24 connections the Special Olympics Canada board has to the MLSE Foundation board.
When doing a Relationship Path search, it is worthwhile to look some of the other organizations you are connected to. In addition to the MLSE connection, this search also revealed connections to Tim Hortons, Tim Hortons Children’s Charities, The Justin Eves Foundation and RioCan.
CharityCAN’s foundation research tools give you the information you need to fundraise more effectively from Canadian granting foundations. Remember: use donation records to identify a new prospect, use the Integrated Search and the Analyst Report to qualify your prospect and then use Relationship Paths to search for connections you have to your prospect!
If you have any questions or would like to set up a quick demo of any of the features discussed, please do not hesitate to email us at email@example.com!
Cristina Naccarato is an experienced prospect researcher at the Art Gallery of Ontario (AGO) and active member of the Association of Professional Researchers for Advancement Canada (APRA). Cristina first began using CharityCAN as a student at the University of Western Ontario (UWO) and made it a priority to advocate for a CharityCAN subscription when she began her position at AGO.
I use CharityCAN in a variety of ways. It’s always the first place I go whenever I come across a new potential prospect. I put the name into the integrated search and use the results to guide the rest of my research. I find it provides a great overview of a prospect, but also gives me the ability to check the other data sets to find more information when necessary.
I love Relationship Paths. I use it regularly to see how new prospects, or even foundation boards, are connected to our trustees. I’ve found a lot of great connections using the tool and it has helped my Major Gifts team get closer new prospects.
I use the donation records every day. I find them super easy to customize and sort. I also love that they provide links to the source information.
CharityCAN has helped me with almost all of my “big wins!” Here is one of my favourite stories: I was doing research on a prospect and using the Charity Research tools I noticed a very large donation to a large Ontario university, but from what I could tell, this prospect had no other ties to the university. Further, all of the prospect’s giving was in Toronto and Montreal and this university is in neither of those cities. This lead me to do some further research where I found out the prospect made the donation to a specific school at the university. This lead me to uncover a cause the prospect has a strong affinity for.
This was a prospect we haven’t had any affiliation to in years, and we were in the middle of a campaign. An element of that campaign was a project that aligned very well with the affinity I uncovered by digging up info on the university donation. The prospect loved the idea I suggested, supported the project, and even ended up joining our board. This prospect (now donor and board member) has been very involved ever since. CharityCAN helped me uncover this interest and helped with all of the strategy that went into the ask.
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