NEDRA NEDRA News Blog - The Official NEDRA Newsletter

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Fri, 29 Jun 2018 19:10:11 GMT

Well, it's been an amazing six years with the NEDRA Board! For five of those, I've been the editor of the NEDRA News Blog, and it's hard to believe that this is my last time posting here. But while I may be going, the show still goes on! The Board held its annual retreat on June 7 and 8 to plot NEDRA's course for the coming year. One of the items discussed was the new committee leadership going forward. New committee chairs will be:

Anne Castle Award: Susan Grivno (also President)

Communications: (which will fold in the NEDRA News Blog, Marketing, and Social Media): Claire Moitra and Kristen Cocce

Conference: Erin Dupuis and Ginny Santamaria

Diversity and Inclusion: Rich Horne

Membership: Kristen Cocce and Ginny Santamaria

Nominating: Susan Grivno

Programming: Renana Kehoe and Elana Pierkowski

Scholarship (which will fold in both scholarships): Jenn Grasso (also Secretary) and Diane Parsons

Sponsorship: Bill Gotfredson (also Vice President) and Rich Horne

Volunteers: Pamela McCarthy (also Treasurer) and Diane Parsons

Website & Technology: TBD

I'm sure there will be more changes and many, many great new things coming from this board. With that, here's my last issue of the NEDRA News Blog, and then I will leave you in Claire and Kristen's capable hands!

Upcoming NEDRA Programming

Laura Parshall — Fri, 29 Jun 2018 19:00:57 GMT

This month saw a Resource Refresh Think Tank, a networking lunch in Western Mass, and a reprise of a program on Understanding and Utilizing SEC Filings. Thanks to everyone who came out for these! As our long-time members know, summer tends to be a quieter time for NEDRA programming, but there are already some great things planned for the fall, including a Research Basics Bootcamp and a program on Indian research! Keep an eye on the NEDRA website and on your e-mail as the Programming Committee comes up with more, and enjoy your summer!

The NEDRA Chronology

Laura Parshall — Fri, 29 Jun 2018 18:24:12 GMT

As I wrap up my board term, I've been reflecting a lot on all that's happened over the six years I've spent as a board member. This is only a drop in the bucket of NEDRA's history, though! In this article Erin Dupuis provides a detailed look on all that's happened since NEDRA's founding.

The NEDRA Chronology

by Erin Dupuis

Have you ever wondered when NEDRA was formed? Have you been longing to know on what date and in what location the first official NEDRA meeting was held? Have you ever thought to yourself “When was the first NEDRA conference and where was it held?” Do you know who cut NEDRA’s 30th Birthday Cake? Has it ever occurred to you that you don’t know when NEDRA began recognizing industry leaders with the Ann Castle Award?

Did you know that in its first year NEDRA Membership rose nearly 800%? This fun fact might just be the key to NEDRA’s membership success as the largest Apra chapter!

Did you know that the first two individuals to serve as NEDRA President are both Ann Castle Award Recipients? Joe Donnelly received the Ann Castle Award in 2012 and David Eberly was the 2004 Ann Castle Award Recipient.

Continue reading and all these questions, and pretty much any other NEDRA related question you’ve ever had, will be answered. For future reference the NEDRA Chronology can be found in the history section of the NEDRA website: https://www.nedra.org/about-nedra/history/

Huge thanks to 2018 Ann Castle Award Recipient (and unofficial NEDRA Historian), David Sterling, for keeping such detailed records of all things NEDRA from 1986-2011.

NEDRA Chronology

1986

Joe Donnelly, Susan Ehrman and Mike Shultz meet to begin organizing a researcher’s organization

1987

February 1987 – Planning Committee begins meeting
March 1987 – First ‘Official’ Meeting at Radcliffe College on March 5th
March 1987: Membership Update: 15 members
April 1987 – Planning committee distributes questionnaire at CASE District I conference on prospect research; 100 researchers responded
July 23, 1987 – NEDRA was incorporated in the Commonwealth of Massachusetts
July 1987: Joe Donnelly elected president for 1987-1988
Slate of 1987-1988 Board Members: Joe Donnelly; Susan Ehrman; Nancy Eidelman; Sarah Fernandez; Kate Fultz Hollis; Mary Lee; Helyn MacLean; Betty McDonald; Beth Melvin; Megan Page; Judith Rottenberg; Mick Schultz; Kim Watson

Fall 1987: First issue of NEDRA News published
November 1987 – Panel Discussion on Ethics in Research held at Bentley College

1988

April 1988: Roundtable on “Research or Information Management?” at the University of Southern Maine
April 1988: Roundtable on “Gift Processing – Whose Responsibility? in Holyoke, MA
April 1988: Roundtable on “How Much for Whom?” at the Mystic Seaport Museum
May 1988: 1st Annual Conference Database Searching at Brandeis University (Waltham, MA)
May 1988: Membership Update: 133 members
May 1988: Joe Donnelly elected president for 1988-1989
Slate of 1988-1989 Board Members: Joe Donnelly; Susan Ehrman; Sarah Fernandez; Kate Fultz Hollis; Helyn MacLean; Beth Melvin; Megan Page; Judith Rottenberg; Mick Schultz; Kim Watson

October 1988: Roundtable on “Research’s Role in Planning Solicitation Strategies” at the Massachusetts Institute of Technology
November 1988: Roundtable on “Small Shop Research” at The Williston-Northampton School in Easthampton, MA
November 1988: Roundtable on “Information Management” at Bryant College in Smithfield, RI
November 1988: Roundtable for Managers on “Staffing Issues” at Brandeis University in Waltham, MA
November 1988: Roundtable on “Information Management” at Dartmouth College in Hanover, NH

1989

February 1989: Half-Day Conference at Brandeis University
April 1989: Roundtable on “Screening and Rating” at Phillips Exeter Academy
April 1989: Roundtable on the “Evolving Role of Development Researchers” at Brown University In Providence, RI
April 1989: Roundtable on “Researcher Women” at Mount Holyoke College
May 1989: Roundtable on “Identifying and Researching Planned Giving Prospects” at Harvard University Medical School
June 1989: 2nd Annual Conference Ethics in Research at Bryant University (Smithfield, RI)
June 1989: Joe Donnelly elected president for 1989-1990
Slate of 1989-1990 Board Members: Joe Donnelly; Janet Couch; David Eberly; Sarah Fernandez; Kate Fultz Hollis; Lisa Peterson; Judith Rottenberg; Carol McConaghy Thorp; Kim Watson

1990

March 1990: Mid-Winter Forum on “The Future of Major Donor Research: Roles and Responsibilities” at the University of New Hampshire
May 1990: 3rd Annual Conference Rating and Screening: Research Gets Scientific at Worcester Polytechnic Institute (Worcester, MA)
May 1990: David Eberly elected president for 1990-1991
Slate of 1990-1991 Board Members: Janet Couch; David Eberly; Kate Fultz Hollis; Kathleen Kelleher; Laurie Lamothe; Elaine Lotto; Lisa Peterson; Susan Cronin Ruderman; Carol McConaghy Thorp

November 1990: Fall Conference Using Specialized Sources at Brandeis University (Waltham, MA)

1991

May 1991: 4th Annual Conference at Mount Marie (Holyoke, MA)
May 1991: David Eberly elected president for 1991-1992
Slate of 1991-1992 Board Members: David Eberly; Robin Good; Kate Fultz Hollis; Margaret Link; Laurie Lamothe; Susan Cronin Ruderman; Mimi Landau Steele; Carol McConaghy Thorp

October 1991: Vermont Roundtable
November 1991: Fall Conference Surviving the Turbulent 90s: Strategies for Prospect Research at the Howard Johnson Hotel (Cambridge, MA)
December 1991: DIALOG Roundtable

1992

March 1992: Directors Roundtable
April 1992: Roundtable on “Research in Hospitals and Healthcare Organizations” at Deaconess Hospital Boston
May 1992: Roundtable “Making the Most of Scarce Resources in Cultural and Social Service Organizations” at the Museum of Science (Boston)
May 1992: 5th Annual Conference Corporate and Foundation Research at the Ramada Hotel (Worcester, MA)
May 1992: David Eberly elected president for 1992-1993
Slate of 1992-1993 Board Members: Peg Dreger; David Eberly; Robin Good; Margaret Link; Laurie Lamothe; Anne Marie Michel; Janet Poeber-Jones; Susan Cronin Ruderman; Mimi Landau Steele; Carol McConaghy Thorp

September 1992: Laurie Lamothe elected president for remainder of 1992 & 1993
October 1992: Fall Conference: A Conference on Net Worth at the Newton Marriott Hotel (Newton, MA)

1993

May 1993: Roundtable on Research Basics
June 1993: 6th Annual Conference at the Johnson & Wales Airport Hotel (Warwick, RI)
June 1993: Laurie Lamothe elected president for 1993-1994
Slate of 1993-1994 Board Members: oPeg Dreger; David Eberly; Robin Good; Sandra Larkin; Margaret Link; Laurie Lamothe; Rob Millar; Susan Cronin Ruderman; Carol McConaghy Thorp

October 1993: Fall Conference Strategic Assessment of Business Information at the Newton Marriott Hotel (Newton, MA)

1994

February 1994: Roundtable “Cruising Down the Information Superhighway – A Map for Prospect Researchers” at Harvard University
May 1994: 7th Annual Conference Hidden Millionaires: Researching Low Profile Prospects at the Guest Quarters Suite Hotel (Boston, MA)
May 1994: Laurie Lamothe elected President for 1994-1995
Slate of 1994-1995 Board Members: Peg Dreger; David Eberly; Georgia Glick; Robin Good; Julie Joyce; Sandra Larkin; Margaret Link; Laurie Lamothe; Merritt Maxim; Ann Hodge White; Barbara Ziff

August 1994: NEDRA co-hosted APRA International Conference in Boston, MA
November 1994: Fall Conference Innovations in Prospect Research – The Technological Challenges at the Sheraton Tara Hotel (Braintree, MA)

1995

March 1995: Roundtable on “Researching Genealogy at the National Archives” at the Silvio Conte Federal Records Center (Pittsfield, MA)
May 1995: 8th Annual Conference Coping with Change at the Boston Newton Marriot Hotel (Newton, MA)
May 1995: Laurie LaMothe elected President for 1995-1996
Slate of 1995-1996 Board Members: Peg Dreger; Georgia Glick; Robin Good; Randy Lakeman; Sandra Larkin; Margaret Link; Laurie Lamothe; Merritt Maxim; Susan Moore; Almeda Nicholson; Barbara Ziff

October 1995: Roundtable on “Research Internet Issues for Independent Schools” Westminster School (Simsbury, CT)
November 1995: Roundtable on “An Introduction to Using the Internet for Prospect Research” at the Massachusetts Institute of Technology
November 1995: Round on “Foundation Research” at the University of New England (Biddeford, Maine)

1996

May 1996: Workshop on “Researching Private Companies” presented by David Eberly at the Kennedy School of Harvard University
May 1996: 9th Annual Conference The Major Gifts Research Interface at the Boston Newton Marriot Hotel (Newton, MA)
May 1996: Barbara Ziff elected president for 1996-1997
Slate of 1996-1997 Board Members: Valerie Anastasio; Peg Dreger; Georgia Glick; Robin Good; Sandra Larkin; Margaret Link; Merritt Maxim; Susan Moore; Almeda Nicholson; Hope Prockop; Barbara Ziff

May 1996: Round table on “Researching Private Companies” at Harvard University
June 1996: Workshop “Breakfast Basics – the Individual Profile” presented by Sandra Larkin
June 1996: Workshop “Using What You’ve Got: Segmenting and targeting Your Constituency” presented by Georgia Glick and Margret Dreger in Sturbridge, Massachusetts
November 1996: Roundtable on “Changing Roles and Demands in Development Research” at Colby College (Waterville, Maine)
November 1996: Roundtable on “The Basics of the Individual Profile” at Worcester Polytechnic Institute
November 1996: Roundtables on “Ethical Dilemmas Facing the Prospect Researcher” and “Using the Internet Effectively for Prospect Research” at the Westminster School (Simsbury, CT)

1997

January 1997: Roundtable on “Introduction to the Internet”
February 1997: Roundtable on “Researching Private Companies”
February 1997: Roundtable on “ Basics of Public Company Research & Prospect Strategy”
May 1997: 10th Annual Conference Hidden Millionaires: Researching Low Profile Prospects at the Boston Newton Marriot Hotel (Newton, MA)
May 1997: Barbara Ziff elected president for 1997-1998
Slate of 1997-1998 Board Members: Valerie Anastasio; Maggie Barber; Lisa Cohen; Peg Dreger; Georgia Glick; Sandra Larkin; Susan Moore; Almeda Nicholson; Hope Prockop; Valerie Roberts; Scott Tomlinson; Barbara Ziff

December 1997: Roundtable on “Wall Street Compensation Trends”

1998

April 1998: Roundtable on “Corporation and Foundations Research” at the Maine Medical Center (Portland, ME)
May 1998: 11th Annual Conference at the Boston Newton Marriot Hotel (Newton, MA)
May 1998: Georgia Glick elected president for 1998-1999
Slate of 1998-1999 Board Members: Helen Brown; Georgia Glick; Patty Lam; Sandra Larkin; Barbara McGuigan; Almeda Nicholson; Marianne Pelletier; David Perkins; Valerie Roberts; Scott Tomlinson; Barbara Ziff

September 1998: NEDRA hires an outside management company, The Guild Associates, Inc., to handle the organization’s administrative tasks
December 1998: Forum for Directors of Research at Brandeis University

1999

February 1999: Roundtable on “web Tools for Effective Prospect Research Strategy” at the Massachusetts Institute of Technology Attendance 80
March 1999: Roundtable on “When Research is Only One Hat on Your Rack” at New Hampshire College.
May 1999: 12th Annual Conference Show Me the Money at the Boston Newton Marriot Hotel (Newton, MA)
May 1999: Georgia Glick elected president for 1999-2000
Slate of 1999-2000 Board Members: Helen Brown; Carol Byrne; Roseanne Fitzgerald; Georgia Glick; Patty Kelleher; Elise Ober LaFosse; Patty Lam; Barbara McGuigan; Marianne Pelletier; Valerie Roberts; Scott Tomlinson; Barbara Ziff

2000

February 2000: Workshop on “Reading Public Company Documents” presented by David Lawson and David Eberly
April 2000: Connecticut RING at Salisbury School
May 2000: 13th Annual Conference Measuring Impact & Adding Value: Research in the New Millennium at the Newton Marriott Hotel (Newton, MA)
May 2000: Helen Brown elected president for 2000-2001
Slate of 2000-2001 Board Members: Helen Brown; Carol Byrne; Paul Dakin; Roseanne Fitzgerald; Patty Kelleher; Elise Ober LaFosse; Patty Lam; Jill Meister; Marianne Pelletier; Valerie Roberts; Scott Tomlinson

August 200: Connecticut RING at Kent School
November 2000: RINGs at Boston Symphony Orchestra and Mount Holyoke College
November 2000: Research 101 seminar (Waltham, MA)
November 2000: Directors Forum at Boston University

2001

May 2001: 14th Annual Conference The Point of Technology Doubletree Guest Suites (Waltham, MA)
The 14th Annual Conference marked the conference format moving to a day-and-a-half format as opposed to earlier conferences that lasted for a single day
May 2001: Helen Brown elected president for 2001-2002
Slate of 2001-2002 Board Members: Helen Brown; Carol Byrne; Paul Dakin; Roseanne Fitzgerald; Patty Kelleher; Elise Ober LaFosse; Julie Macksoud; Jill Meister; Marianne Pelletier; Valerie Roberts; Pamela Smith

November 2001: Connecticut RING at Westminster School (Simsbury, CT)

2002

January 2002: Workshop “One Size Doesn’t Fit All: Data Mining in the 21st Century” presented by Lawrence Henze at Bryant College (Smithfield, RI)
March 2002: Workshop “Web Searching Strategies” presented by Ran Houck at the College of the Holy Cross (Worcester, MA)
March 2002: Greater Boston RING including candlepin bowling mixer.
May 2002: 15th Annual Conference We’ve Come a Long Way Burlington Marriott (Burlington, MA)
May 2002: The inaugural Ann Castle Award was presented to Judy Rottenburg
May 2002: Patty Kelleher elected president for 2002-2003
Slate of 2002-2003 Board Members: Helen Brown; Carol Byrne; Paul Dakin; Roseanne Fitzgerald; Patty Kelleher; Elise Ober LaFosse; Julie Macksound; Jill Meister; Marianne Pelletier; Valerie Roberts; Pamela Smith

November 2002: Boston RING at the Children’s Hospital Trust

2003

February 2003: Research Director’s Forum
May 2003: 16th Annual Conference Research in Transition Burlington Marriott (Burlington, MA)
May 2003: The 2nd Ann Castle Award was presented to Shelly Brown
May 2003: Patty Kelleher elected president for 2003-2004
Slate of 2003-2004 Board Members: Carol Byrne; Paul Dakin; Roseanne Fitzgerald; Patty Kelleher; Elise Ober LaFosse; Kathy Nadire; Marianne Pelletier; Fran Roller; Pamela Smith

September 2003: Directors’ Forum

2004

May 2004: 17th Annual Conference Get Smart! From Clues to Gifts Sheraton Ferncroft Resort (Danvers, MA)
May 2002: The 3rd Ann Castle Award was presented to David Eberly
May 2004: Paul Dakin elected president for 2004-2005
Slate of 2004-2005 Board Members: Carol Byrne; Cheryl Cerny; Dave Chase; Paul Dakin; Roseanne Fitzgerald; Patty Kelleher; Mary Lawrence; Rick Snyder; Deborah Reinhardt Youmans; Ming Zhong

September 2004: Boston RING at the Dana-Farber Cancer Institute.
September 2004: Workshop “Prospect Research 101” at Bentley College.
December 2004: RING-Fest 2004 featured 4 RINGs over two days:
- New Hampshire RING at Philips Exeter Academy
- Connecticut RING at The Loomis Chafee School
- Maine RING at Bates College
- Boston RING

2005

February 2005: Research Director’s Forum in Boston
April 2005: 18th Annual Conference Sheraton Ferncroft Resort (Danvers, MA)
April 2005: The 4th Ann Castle Award was presented to Sandra Larkin.
April 2005: Paul Dakin elected president for 2005-2006
Slate of 2005-2006 Board Members: Dave Chase; Paul Dakin; Lisa Howley; Mary Lawrence; Jill Meister; Amy Minton; Beth Parsons; Amy Reed; Rick Snyder; Deborah Reinhardt Youmans; Dina Zelleke; Ming Zhong

April 2005: NEDRA votes to affiliate with APRA as the New England chapter.
September 2005: Forum on Prospect Tracking and Management at the Harvard Graduate School of Education.
October 2005: Boston RING combined with APRA Virtual Seminar “Prospect Research 101”
November 2005: Workshop on Understanding SEC Documents presented by Michelle Leder at the Federal Reserve Building in Boston
December 2005: Boston RING combined with APRA Virtual Seminar on “Relationship Mapping – Connections, Associations and Circles of Influence” at the Dana-Farber Cancer Institute

2006

January 2006: RING at Dartmouth College in Hanover, NH
February 2006: Research Director’s Forum
March 2006: Workshop “Show Me the Money – The Role of Research in Building a Major Gifts Operation” presented by Poonam Prasad at Northeastern University
May 2006: 19th Annual Conference Turning Over a New Leaf The Westin Hotel (Providence, RI)
May 2006: The 5th Ann Castle Award was presented to Helen Brown
Slate of 2006-2007 Board Members & Officers Presented at Annual Business Meeting: Jill Meister (President); Rick Snyder (Vice President); Lisa Howley (Secretary); Dave Chase (Treasurer); Nancy Faughnan; Allison King Crosscup; Elise Ober LaFosse; Amy Minton; Amy Reed; Heather Reisz; David Sterling; Dina Zelleke

June 2006: Workshop on “Welcome to Wall Street – Understanding Trends and Practices in the Financial Services Sector” presented by Professor Patrick C. Gregory of Bentley College
September 2006 Research Directors’ Forum at the Museum of Science
October 2006: Research Boot Camp at the Radisson Hotel in Boston
November 2006: Research Boot Camp at the University of Massachusetts Amherst

2007

May 2007: 20th Annual Conference Charting the Course to Success: NEDRA’s 20 Year Voyage The Cliff House (Ogunquit, Maine)
May 2007: The 6th Ann Castle Award was presented to Elizabeth Crabtree
Slate of 2007-2008 Board Members & Officers Presented at Annual Business Meeting: Jill Meister (President); Rick Snyder (Vice President); Lisa Howley (Secretary); David Sterling (Treasurer); Dave Chase; Allison King Crosscup; Nancy Faughnan; Elise Ober LaFosse; Joe Medina; Amy Minton; Amy Reed; Heather Reisz; Dina Zelleke

August 2007: NEDRA President-Elect Rick Snyder dons a lobster suit and man’s NEDRA’s The Expert is in Booth at the APRA International Conference in Chicago
October 2007: Workshop “Approaches for Estimating Gift Capacity and Developing Rating Systems” presented by Elizabeth Crabtree and Joyce Newton at the Massachusetts Institute of Technology
October 2007: Workshop” Research Primer & Small Shop Research” at the Hotel Marlowe, Cambridge, MA

2008

May 2008: 21st Annual Conference Research – Coming of Age Renaissance Providence Hotel (Providence, RI)
May 2008: The 7th Ann Castle Award was presented to Valerie Anastasio
May 2008: The Outstanding Service Award presented to Dave Chase
Slate of 2008-2009 Board Members & Officers Presented at Annual Business Meeting: Rick Snyder (President); Amy Minton (Vice President); Heather Reisz (Secretary); David Sterling (Treasurer); Bruce Berg; Allison King Crosscup; Nancy Faughnan; Janet Liberman; Joe Medina; Jill Meister; Barbara Moore; Dina Zelleke

June 2008: RING on "Best Practices for Corporate and Foundation Research" at Yale University
September 2008: Research Director’s Forum at Harvard University
September 2008: Research Basics Boot Camp at Northeastern University
October 2008: Research Basics Boot Camp at Fairfield University

2009

January 2009: Seminar on "Donor Privacy and Institutional Risk: Red Flags and Yellow Alerts" presented by David Eberly in partnership with Women in Development of Greater Boston
March 2009: Research Director’s Forum at Wesleyan University
May 2009: RING on “The Ratings Game: New Strategies for Rating and Wealth Evaluation in Today’s Economy” at Brown University
May 2009: 22nd Annual Conference Intersections: Many Fields, One Common Goal at the Holiday Inn by the Bay (Portland, Maine)
May 2009: The 8th Ann Castle Award was presented to Paul Dakin
Slate of 2009-2010 Board Members & Officers Presented at Annual Business Meeting: Rick Snyder (President); Barbara Moore (Vice President); Amber Countis (Secretary); Bruce Berg (Treasurer); Britt Beedenbender; Nancy Faughnan; Janet Liberman; Joe Medina; Amy Minton; Jeffrey Ouellette; David Sterling; Dina Zelleke

September 2009: Research Boot Camp at the Radisson Hotel Boston
September 2009: RING on “Building Your Brand: How to Market Your Prospect Research Department” at Tufts University
October 2009: Research Director’s Forum
October 2009: Research Seminars: New York Research: Navigating Your Way Through a Changing Financial Landscape and Leveraging Resources and Empowering Others at the Radisson Hotel Boston
October 2009: Research Boot Camp at the University of Hartford
November 2009: Research Seminars on” Intellectual Property” and “The Family Office” presented by Jeffrey Ouellette at the Radisson Hotel Boston
December 2009: Boston RING at Tufts University

2010

February 2010: Connecticut Research Director’s Forum at Saint Joseph College in West Hartford
April 2010: 23rd Annual Conference Research: The Hub of Philanthropy Radisson Hotel (Boston, MA)
April 2010: The 9th Ann Castle Award was presented to Charlie Carr
Slate of 2010-2011 Board Members: Bruce Berg; Cheryl Cerny; Amber Countis; Nancy Faughnan; Tara McMullen; Amy Minto; Barbara Moore; Sarah Ruberti; Marlisa Simonson; Melissa Bank Stepno; David Sterling; Leigh Walker; Dina Zelleke

May 2010: Workshop The Ratings Game, Part II: Successful Strategies for Rating and Wealth Evaluation in Today’s Economy presented by Elizabeth Crabtree at Brown University
October 2010: Research Basics Boot Camp at the Radisson Hotel Boston
October 2010: Research Boot Camp at Yale University
November 2010: Seminar “Is the Financial Crisis Over? A Survey of Our Economy and Our Prospects” presented by Richard Horne and Steven Towns at Yale University. A joint program of NEDRA and CASE District I

2011

The NEDRA Conference Scholarship was established and has been sponsored by the Helen Brown Group since its inception
The inaugural Helen Brown Group-NEDRA Conference Scholarship recipients were recognized at the 24th Annual Conference
March 2011: Connecticut Research Director’s Forum at Wesleyan University
April 2011: Workshop with AFP Northern New England, An Introduction to Prospect Research at Dartmouth College
May 2011: 24th Annual Conference Transforming Information into Intelligence Radisson Hotel (Boston, MA)
May 2011: The 10th Ann Castle Award was presented to Marianne Pelletier
May 2011: The Inaugural Helen Brown Group-NEDRA Conference Scholarships were awarded to Catherine Boothby & Mary Kelly
Slate of 2011-2012 Board Members & Officers Presented at Annual Business Meeting: Amy Minton (President); Amber Countis (Vice President); Tara McMullen (Secretary); Bruce Berg (Treasurer); Amy Begg; Cheryl Cerny; Nancy Faughnan; Barbara Moore; Sarah Ruberti; Marlisa Simonson; Melissa Bank Stepno; David Sterling

September 2011: Research Director’s Forum at Harvard University
September 2011: RING on “Proactive Research” at Tufts University
October 2011: Research Basics Boot Camp at City Year Boston
October 2011: Research Basics Boot Camp at Central Connecticut State University
October 2011: Seminar “Mineral, Air and Water Rights” presented by Jeffrey Ouellette at Northeastern University
November 2011: Seminar “Joys of Compounding” presented by Chris Begg at Harvard University
November 2011: RING on Small Shops at the Boston Ballet
December 2011: RING on Corporations and Foundations at Yale University

2012

March 2012: Share Training REPLAY: Golden BRICs: Researching Prospects in Brazil, Russia, India & China
March 2012: RING: Parent Programs & Research at Milton Academy
March 2012: RING: Parent Programs & Research at Miss Porter’s School
March 2012: An Introduction to Prospect Research Program presented in Partnership with AFP Northern New England at University of New England
March 2012: Research Directors Forum at The UCONN Foundation
April 2012: 25th Annual Conference at Hotel Marlow (Cambridge, MA)
April 2012: The 11th Ann Castle Award was presented to Joe Donnelly
April 2012: The Helen Brown Group-NEDRA Conference Scholarship was awarded to Elizabeth Moyer
Slate of 2012-2013 Board Members & Officers Presented at Annual Business Meeting: Amber Countis (President); Tara McMullen (Vice President); Suzy Campos (Secretary); Bruce Berg (Treasurer); Amy Begg; Anne Brownlee; James Cheng; Cheryl Cerny; Lisa Foster; Melissa Bank Stepno; Ian T. Wells

June 2012: Living in the Gray Area: Understanding Wealth that Isn’t’ Black and White at Harvard Business School
October 2012: The Frugal Researcher at Amherst College
October 2012: Research Basics Bootcamp at Northeastern University
October 2012: Development Analytics 101 at Massachusetts General Hospital
October 2012: Donor Screening: How To Do It On A Budget at The Delaney House
November 2012: RING: Small Shop Research at Boston Ballet
November 2012: Director Forum at Dana-Farber Cancer Institute
November 2012: Research Basics Bootcamp at University of New England
December 2012: Is the Financial Crisis Over? A Survey of Our Economy and Our Prospects at Yale University
December 2012: RING: Large Research Shops at Harvard University
December 2012: RING: The Financial Services Industry at Combined Jewish Philanthropies

2013

January 2013: RING: Organizational Potluck – Making the Most of International Resources at Wesleyan University
February 2013: RING: Parents as Prospects – Researching Strategies for Parents at Pingree School
March 2013: RING: Planned Giving & Research at Clark University
March 2013: The Road Ahead: Campaign Planning and Prospect Research at Combined Jewish Philanthropies
March 2013: RING: Parents as Prospects at University of New Haven
April 2013: 26th Annual Conference Broadening Perspectives at Hotel Marlowe (Cambridge, MA)
April 2013: The 12th Ann Castle Award was presented to Sarah Fernandez
Slate of 2013-2014 Board Members: Amy Begg; Bruce Berg; Anne Brownlee; Suzy Campos; James Cheng; Sarah Cook; Amber Countis; Lisa Foster; Tara McMullen; Laura Parshall; Mary Taddia; Tina Tong; Ian T. Wells

June 2013: Development Analytics 101 at Tufts University
July 2013: RING: Setting the Table – Research’s Role at Prospect Review Meetings at The Hotchkiss School
July 2013: Development Analytics 102 at Boston College
September 2013: Research Basics Bootcamp at Wesleyan University
October 2013: Research Basics Bootcamp at Northeastern University
November 2013: RING: Discover The Golden Egg - How to Find Elusive International Prospects at Northeastern University
December 2013: RING: The Silmarillion: An (Un)expected Journey of a Development Analytics Program at Dana-Farber Cancer Institute

2014

The Heather Reisz Memorial Scholarship (HRMS) was established
The inaugural HRMS recipients were recognized at the 27th Annual NEDRA Conference
February 2014: RING: Prospect ID Tips & Tricks at Massachusetts Institute of Technology
March 2014: Research Basics Bootcamp at Revere Hotel
March 2014: 27th Annual Conference Strategies for Success at Revere Hotel (Boston, MA)
March 2014: The 13th Ann Castle Award was presented to Heather Reisz
March 2014: The Helen Brown Group-NEDRA Conference Scholarship was awarded to Denise Dabney
March 2014: The inaugural Heather Reisz Memorial Scholarships were awarded to Laura Koo & Monique Miller
Slate of 2014-2015 Board Members & Officers Presented at Annual Business Meeting: Suzy Campos (President); Tara McMullen (Vice President); Lisa Foster (Secretary); Bruce Berg (Treasurer); Amy Begg; Sarah Benson; Anne Brownlee; James Cheng; Amber Countis; Laura Parshall; Mary Taddia; Tina Tong; Ian T. Wells

April 2014: RING: Hiding in Plain Sight – Markers of Philanthropy at Massachusetts General Hospital
May 2014: Panel – Inside Chinese Philanthropy at Tufts University
September 2014: RING: APRA Conference Recap Roundtables at Amherst Brewing Company
September 2014: Residential Real Estate Review at Combined Jewish Philanthropies
October 2014: Research Basics Bootcamp at Tufts University
November 2014: VINO at The Red Hat (Boston, MA)
November 2014: Research Basics Bootcamp at Smith College
December 2014: Webinar: Pipeline Management During a Campaign (Online)

2015

February 2015: RING: Corporate and Foundation Research at Tufts University
March 2015: RING: Strategies for Re-energizing Prospect Portfolios at Wethersfield Public Library
April 2015: Research Basics Bootcamp at Sheraton Portsmouth Harborside Hotel
April 2015: 28th Annual Conference Fundraising Intelligence at Sheraton Portsmouth Harborside Hotel (Portsmouth, NH)
April 2015: The 14th Ann Castle Award was presented to Nancy Faughnan
April 2015: The Helen Brown Group-NEDRA Conference Scholarship was awarded to Pam Abraham
April 2015: The Heather Reisz Memorial Scholarships were awarded to Stephanie Cavagnuolo & Becca Elwin
Slate of 2015-2016 Board Members & Officers Presented at Annual Business Meeting: Suzy Campos (President); Tara McMullen (Vice President); Ian T. Wells (Secretary); Lisa Foster (Treasurer); Erin Ambrose Dupuis; Amy Begg; Sarah Benson; James Cheng; Tim Enman; Susan Grivno; Laura Parshall; Mary Taddia; Stacey Vial MacDonnell

May 2015: RING: May Day! What’s Next for Prep School Research & Fundraising? At Choate Rosemary Hall
May 2015: RING: Commercial Real Estate at Harvard University
June 2015: Webinar: Tips & Practices on Corporate Research (Online)
September 2015: RING: A Roundtable Discussion – Board Nomination & Governance Pipelines at Museum of Science
September 2015: RING: Social Media at Boston Children’s Hospital Trust
September 2015: Creating a Powerful Public Presence: A Workshop for Researchers Who Need Training in Speaking at MIT Sloan School of Management
October 2015: Webinar: Researching Prospects in India with Beth Bandy (Online)
October 2015: Portfolio Management: From Adequate to Amazing at Harvard Business School
November 2015: Research Basics Bootcamp at Harvard Business School
December 2015: VINO at Meadhall (Cambridge, MA)

2016

January 2016: RING: Keeping Up with a Growing Office: New Tools, New Leads, New Staff at Plan International (Warwick, RI)
March 2016: Cooperation Makes it Happen: NEDRA Panel Discussion at Assumption College
April 2016 Research Basics Bootcamp at Portsmouth Harborside Hotel
April 2016: 29th Annual Conference at Portsmouth Harborside Hotel (Portsmouth, NH)
April 2016: The 15th Ann Castle Award was presented to Dina Zelleke
April 2016: The Helen Brown Group-NEDRA Conference Scholarship was awarded to Emily Burke
April 2016: The Heather Reisz Memorial Scholarships were awarded to Annalise Baird & Laura Gebhart
Slate of 2016-2017 Board Members & Officers Presented at Annual Business Meeting: Amy Begg (President); Ian T. Wells (Vice President); Susan Grivno (Secretary); Lisa Foster (Treasurer); Erin Ambrose Dupuis; Suzy Campos; James Cheng; Tim Enman; William Gotfredson; Laura Parshall; Stacey Vial MacDonnell; Tim Wilson

April 2016: Networking Lunch in Western Mass at Mi Tierra Mexican Restaurant (Hadley, MA)
May 2016: Directors Round Table at Dana-Farber Cancer Institute
June 2016: VINO at Tiger Mama (Boston, MA)
At the Annual Board Retreat the decision was made to re-brand RINGs as Think Tanks
October 2016: Estimating Private Company Value at Massachusetts Institute of Technology
November 2016: Unconscious Bias with Harvard University’s Christopher Dial at Massachusetts Institute of Technology
November 2016: VINO at Grafton Street Pub & Grill (Cambridge, MA)
November 2016: Think Tank: Prospect Management at Harvard University
December 2016: Research Basics Bootcamp at Northeastern University

2017

NEDRA Celebrates its 30th Anniversary with Celebrations throughout New England
- January 2017: Celebrating 30 Years of NEDRA in Rhode Island at Ogie’s Trailer Park (Providence, RI)
- January 2017: Celebrating 30 Years of NEDRA in Connecticut at Engine Room (Mystic, CT)
- February 2017:Celebrating 30 Years of NEDRA in Western Mass at Bertucci’s Restaurant (Amherst, MA)
- March 2017: Celebrating 30 Years of NEDRA in Greater Boston at Cambridge Brewing Company (Cambridge, MA)
- March 2017: Celebrating 30 Years of NEDRA in Maine at Salvage BBQ (Portland, ME)
- April 2017: Celebrating 30 Years of NEDRA in New Hampshire at Moxy (Portsmouth, NH)
January 2017: Think Tank: Resource Refresh at Dana-Farber Cancer Institute
February 2017: Think Tank: International Research at Boston Children’s Hospital Trust
March 2017: Think Tank: Data Analytics Show & Tell at Dana-Farber Cancer Institute
March 2017: Directors Round Table at Northeastern University
April 2017: Research Basics Bootcamp at Portsmouth Harborside Hotel
April 2017: 30th Annual Conference at Portsmouth Harborside Hotel (Portsmouth, NH)
As the most long-standing NEDRA Member in attendance, Marianne Pelletier is invited to join NEDRA President, Amy Begg, to make the ceremonial first cut of NEDRA’s 30th Birthday Cake
April 2017: The 16th Ann Castle Award was presented to Jill Meister
April 2017: The Helen Brown Group-NEDRA Conference Scholarship was awarded to Varounny Chanthasiri
April 2017: The Heather Reisz Memorial Scholarships were awarded to Sam Kjellberg & Nina Emmi
Slate of 2017-2018 Board Members & Officers Presented at Annual Business Meeting: Amy Begg (President); Ian T. Wells (Vice President); Erin Ambrose Dupuis (Secretary); Lisa Foster (Treasurer); Suzy Campos; James Cheng; Bill Gotfredson; Jenn Grasso; Susan Grivno; Renana Kehoe; Pamela McCarthy; Laura Parshall; Ginny Santamaria; Tim Wilson

June 2017: Think Tank: Prospect Management at Mount Holyoke College
July 2017: Lunch VINO: NEDRA Networking in Maine at Bowdoin College
August 2017: Research Basics Bootcamp at Bowdoin College
September 2017: International Research: United Kingdom at Dana-Farber Cancer Institute
September 2017: VINO: NEDRA Networking in Connecticut at Bar (New Haven, CT)
October 2017: Prospect Management Panel at UMass Medical School
October 2017: Think Tank: Healthcare at Dana-Farber Cancer Institute
November 2017: Residential Real Estate Review at Northeastern University
November 2017: Research Basics Bootcamp at Sheraton Portsmouth Harborside Hotel

2018

January 2018: The Road Ahead: Campaign Planning and Prospect Development at Salem State University
January 2018: Corporate and Foundation Research at Dana-Farber Cancer Institute
January 2018: Understanding and Utilizing SEC Filings at Boston Children’s Hospital Trust
Winter 2018: NEDRA Website (www.nedra.org) re-design launched
February 2018: Think Tank: Small Shop Prospect Research & Management at Buckingham Browne & Nichols School
February 2018: Think Tank: Large Shop Prospect Research & Management at MIT Sloan School of Management
February 2018: Charitable Powerhouses: A Fundraising Approach to Donors from Private Equity, Venture Capital, Hedge Funds and Family Offices at Beth Israel Deaconess Medical Center
March 2018: International Research: Asia at Peabody Essex Museum
March 2018: Charitable Powerhouses: A Fundraising Approach to Donors from Private Equity, Venture Capital, Hedge Funds and Family Offices at Yale University
March 2018: Two Sides of the Coin: Hiring & Getting Hired at Dana-Farber Cancer Institute
March 2018: Think Tank: Small Shop Prospect Research & Management at The Governor’s Academy
March 2018: Building a Major Gift Model using Microsoft Excel at Dana-Farber Cancer Institute
April 2018: Think Tank: Prospect Management and Capacity Ratings at Keene State College
April 2018: Directors Round Table at Northeastern University
April 2018: NEDRA Night Out at Grafton Street Pub & Grill in Cambridge, MA
April 2018: Optimizing your Data Science Workflow in R at Dana-Farber Cancer Institute
April 2018: Research Basics Bootcamp at Hotel Viking
April 2018: Fundraising Data Science Summit at Hotel Viking
April 2018: 31st Annual Conference at Hotel Viking (Newport, RI)
April 2018: The 17tth Ann Castle Award was presented to David Sterling
April 2018: The Helen Brown Group-NEDRA Conference Scholarship was awarded to Keith Aron
April 2018: The Heather Reisz Memorial Scholarships were awarded to Darthula Matthews & Charlotte Redgate Myers
Slate of 2018-2019 Board Members & Officers Presented at Annual Business Meeting: Susan Grivno (President); Bill Gotfredson (Vice President); Jenn Grasso (Secretary); Pamela McCarthy (Treasurer); Erin Ambrose Dupuis; Kristen Cocce; Richard Horne; Renana Kehoe; Claire Moitra; Diane Parsons; Elana Pierkowski; Ginny Santamaria

May 2018: Affinity Scores & Donor Engagement at Tufts University
June 2018: Think Tank: Resource Refresh at UMass Medical School
June 2018: NEDRA Networking Lunch in Western MA at Mi Tierra Restaurant (Hadley, MA)
June 2018: Understanding and Utilizing SEC Filings at Maine Medical Center

Looking Back: Parent Research 101

Laura Parshall — Fri, 29 Jun 2018 18:20:14 GMT

If you work in the education field, every year brings a new batch of parents of incoming students--that is to say, a new batch of prospects. In this article from the January 2012 NEDRA News Blog, Marlisa Simonson outlines how to start or improve a parent research program at your institution.

Parent Research 101, by Marlisa Simonson

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Thu, 31 May 2018 20:19:08 GMT

At the Annual Business Meeting at the conference last month, we were happy to announce the new members and officers of the NEDRA Board of Directors, who will be starting their duties on July 1. While those of us who will be leaving the board will miss being a part of such a great team, we know it will be in excellent hands. Here is the lineup of the board for next year, starting July 1:

Officers:

Susan Grivno, University of New Hampshire, President
Bill Gotfredson, Boston Children's Hospital Trust, Vice President

Jenn Grasso, The Trust for Public Land, Secretary

Pamela McCarthy, Northeastern University, Treasurer

Continuing Directors:

Erin Dupuis, Merrimack College

Renana Greenberg Kehoe, Harvard Business School

Ginny Santamaria, American Cancer Society

New Directors:

Kristen Cocce, Lahey Health

Richard C. Horne V, Beth Israel Deaconess Medical Center

Claire Moitra, Rhode Island School of Design

Diane Parsons, The Governor's Academy

Elana Pierkowski, Dana-Farber Cancer Institute

Departing board members are Amy Begg, Ian Wells, Lisa Foster, James Cheng, Suzy Campos, and (yours truly) Laura Parshall.

All board members, current and future, met on May 8 for the new board member orientation, during which time we shared information on the work of our various committees, and got to know the people who will be joining the board. Also discussed were the conference that had so recently taken place and our upcoming programming. Read on for more information.

2018 NEDRA Conference Recap

Laura Parshall — Thu, 31 May 2018 19:51:05 GMT

The conference seems like it just happened the other day. It's hard to believe it's already a month ago! Registration for the conference was sold out this year. It's great to know that there are so many people out there who value the conference as an opportunity for professional development, and whose organizations support their attendance! There were so many wonderful educational sessions this year: some attendees learned how to value private companies, some learned to create graphs, and some learned how to teach others to make a peanut butter and jelly sandwich. (It made sense in the context of the session, really!) There were also lots of chances for networking, from spontaneous conversations that started in the hallways between sessions to the networking reception sponsored by iWave. We welcomed Helen Brown Group-NEDRA Conference Scholarship recipient Keith Aron, and Heather Reisz Memorial Scholarship recipients Darthula Matthews and Charlotte Redgate Myers. We congratulated Ann Castle Award recipient David Sterling, who began his career in prospect research the same year NEDRA was founded. And of course, we sang our hearts out at karaoke at #NEDRAafterdark, sponsored by DonorSearch. In case you missed it, next year's conference will be in Portland, ME. It's not too early to start thinking about how you can help us make it even better than this year's!

Prospecting Using the Zillow Macro

Laura Parshall — Thu, 31 May 2018 19:35:16 GMT

In this article, Amy Begg, NEDRA's president (for a little while longer, at least!) and Managing Director of Prospect Management at Harvard University shares with us a new way to use two very familiar tools: Zillow and Excel. Embedded links in the article will take you to the resources you need to do this bit of property value magic.

Prospecting Using the Zillow Macro

by Amy Begg

Yes, yes, Zillow isn’t perfect (but it is a lot of fun), and in densely populated cities it doesn’t work well. But what if you could screen a list of addresses in a moment to help you prioritize where you start? And yes, of course, this is only one data point and doesn’t replace a wealth screening, but what if you could add these values to filter your work?

Below is a step-by-step guide to help you implement this macro into Excel. (Courtesy of Nhu Huynh, Assistant Director of Prospect Management at Harvard University)

Creating Zillow accounts:

Zillow ID

You need to create a Zillow user account.

• https://www.zillow.com/user/Register.htm

ZSWID

Then you need to create a Zillow Web Services (ZWSID) ID to make your API calls:

• https://www.zillow.com/webservice/Registration.htm

• Each ZWSID can run up to 1,000 addresses per day; thus, each person should create their own ZWSID as the ID is embedded in the VBA macro code in Excel.

• Again, you’ll need to submit a “URL” or website in order to obtain a ZWSID.

Creating the Excel macro:

Macro

• After you open the document, you have to confirm that you want to “enable” the macro.

Updating macro with your ZWSID

• Once you obtain your ZWSID, you need to enter it in the macro.

• To update the macro, click on View ->Macro ->View Macro ->Edit.

• See below:

Formatting Excel

• In the Excel document, the street address along with the apartment or unit number (for example 8 Apple Court Apt 3) needs to be in one cell and not split between two cells or columns.

• Thus, you need to need to combine the cells' content using either a simple “&” formula or “concatenate” formula.

Running the macro

• Once you have the addresses in the macro formatted properly, go to

View ->Macro ->click on “ZillowXML”->then Run. The macro should automatically run. It will skip over addresses it cannot find.

Excel macro:

Other

• Some addresses such as PO Box addresses or building names (i.e., "Chrysler Building”) do not work in the macro. Only actual street addresses work.

• With this macro you can only run 1000 addresses a day and no more.

• The macro starts from row 3; accordingly, if you run the macro until row 500, add an additional 400 rows of addresses, the macro will run from the row 3.

Have fun!

Upcoming NEDRA Programming

Laura Parshall — Thu, 31 May 2018 19:26:56 GMT

Thanks to all who attended the May 24 program on Affinity Scores and Donor Engagement! Even though summer is traditionally a quieter time for NEDRA programming, we do have some educational opportunities on the horizon. On June 5, UMass Medical School in Shrewsbury, MA will be hosting a Resource Refresh Think Tank. Come prepared with resources you've found useful that your fellow NEDRA members might not be aware of, and be ready to learn about a whole lot more. This is a great opportunity to really bring back something that you can put to use in your everyday work! Next, on June 22, Bill Gotfredson will be reprising his presentation on Understanding and Utilizing SEC Filings. If you need some help navigating the tricky language and microscopic footnotes on these important documents but you missed this presentation the first time around, here's your chance to catch it. It will be held at Maine Medical Center in Portland, ME. (Pro tip: this is also a great chance to scope out Portland in advance of next year's conference!) For more information or to register for these programs, visit the Upcoming Programs page.

Looking Back: Researching Funds in Europe: A Trip Deep Into the European Donor's Soul

Laura Parshall — Thu, 31 May 2018 19:23:33 GMT

As you're all probably aware, the European Union's General Data Privacy Regulations (GDPR) went into effect last week. While most of our organizations are likely making some changes to be sure to comply with these regulations, it doesn't mean we're going to completely give up on researching European prospects in most cases! In this article from the Spring 2005 NEDRA News, Dieter Hernegger talks about some of the information you might be able to find on European prospects--and what just isn't available no matter where you look.

Researching Funds in Europe.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Wed, 25 Apr 2018 19:37:14 GMT

The NEDRA board had its monthly operations call on Tuesday, April 10. Much of it, as you might expect, was spent discussing the upcoming conference. We also discussed board elections (which have now taken place, with results to be announced at the conference) and upcoming programming. Read on for more information!

2018 NEDRA Conference

Laura Parshall — Wed, 25 Apr 2018 19:33:48 GMT

It's here! #NEDRAcon2018 starts tomorrow! Some of you may already be in Newport for our Fundraising Data Science Summit or the Research Basics Bootcamp. More of you may be heading there this evening, or tomorrow morning. This year, our conference has completely sold out. We're thrilled that so many of you will be joining us for education, networking, and fun! If you're attending the conference, remember that if you have questions, you can always ask anyone wearing a "board member" ribbon--we're happy to help out--or ask the helpful folks staffing the Registration table. Don't forget to join us tomorrow evening for the Networking Reception sponsored by iWave, or #NEDRAafterdark, the karaoke event sponsored by DonorSearch! See you there!

Connecting the Dots: From Researcher to Strategist

Laura Parshall — Wed, 25 Apr 2018 19:25:45 GMT

Researchers are adept at finding information, but that's only a small part of the value we can add in our organizations. In this article, Anne Givens, Director of Research and Prospect Management at Gordon College, shows us how we can become strategic partners with our front-line fundraisers.

Connecting the Dots: From Researcher to Strategist

by Anne Givens

Friends, I love prospect research. I love the thrill of uncovering an important piece of data or finding a high capacity prospect hidden amongst our own constituents. When I started college as an undergrad over twenty years ago I was certain I was going to be the next Indiana Jones as I pursued a career in archaeology (bless my 18-year-old heart). Obviously my career track went in a different direction, but I still consider myself a treasure hunter.

Frequently, as researchers, we gather data and then pass it along to a gift officer or VP to analyze, who then postulate a course of action with a prospect. But we are not limited to simply data collection. Treasure hunters don’t just make a map and hand it to someone else to find the sought after prize. By extrapolating meaning from that data and transitioning it into a course of action, we are establishing ourselves a strategists and earning a seat at the table. It’s a process my CAO, Paul Edwards, refers to as “From ‘what?’ To ‘So what?’ To ‘Therefore.’”

The What

This is the intuitive part for us as researchers – it’s the data. It’s the information we gather about a prospect that sets us on the path of a deeper understanding of who they are. It could be something as simple as their age or life stage, information about the types of assets they hold, or insight into the subjects they are passionate about.

Sometimes the “What?” is found outside of our wealth screening tools. It could be in the visit notes from a gift officer or an article on the internet. Prominent people frequently reveal information in interviews that become the “what”. Perhaps an award they or their company has received is indicative. Always take time to read.

So What?

As it implies, “so what?” is prompting us to ask what the piece of data we just discovered means and why it’s important. Does it tell us a prospect is nearing retirement? Do they favor real estate as a means of investing their cash? Are they passionate about poverty alleviation?

In the case of an award received by the individual or their company, this could indicate the things they value and where they invest their time, effort, and, possibly, their money. If they were given an award by the city they live in for work done to restore parks, then we can conclude that they value land conservation. If their company was awarded for having an exceptionally “green” corporate headquarters, then we can conclude that one of their values is sustainability.

Therefore

This is the step in the process where you decide how to relate the data and its meaning to your course of action for the prospect, applying what you’ve learned to the specifics of your own organization. It may tell you which member of the staff is most appropriate to cultivate the prospect, which asset type should be part of the formal proposal, or which funding area within your institution would be the most engaging for the prospect. The ability to think critically about this final step is what will get you invited into the conversation, to be seen not just as a data gatherer, but also an analyzer and extrapolator. A key component to excelling in this area is a broad understanding of your organization including key staff, available funding areas and those with the greatest need, and the types of assets it is set up to receive.

Now let’s put it all together. Here are some examples, starting with some simple ones.

What? John Smith is 65 years old.

So What? This means that he is near retirement and will be thinking about his estate plans.

Therefore: We should have our Director of Planned Gifts reach out to him about a bequest.

What? Karen Jones owns numerous properties in the same town.

So What? It’s likely that her assets are based in real estate rather than cash.

Therefore: The member of our staff that is most knowledgeable about real estate transactions should discuss with her the donation of one of her properties to the organization.

For the next two examples I’ll take you a little more in depth with scenarios from my own experience. About a year ago I was researching a prospect we’ll call Mr. Z, a finance executive from Asia. In the course of my research I found an online article that was an interview done with Mr. Z. During the interview he shared a deeply personal story about his struggles with anxiety as a young student under a lot of pressure. I was very surprised to see a man of his background so candidly sharing this piece of his history and being vulnerable in a very public way. At my organization, a small liberal arts college, I knew that the number of our students dealing with anxiety was on the rise and that our counseling center was struggling to meet the needs of the students. They need funding for additional staffing and resources. Mr. Z has both the capacity and passion in this area to be a donor to meet this need. Connecting the dots of the “what?” (Mr. Z struggled with anxiety as a student), to the “so what?” (He can empathize with our students and appreciates the value of emotional support systems), to the “therefore” (We should ask him for a gift in support of additional resources for the counseling center), we developed a potential plan for Mr. Z’s cultivation.

Now let’s look at Ms. J, the CEO a large national company. She and her company have received numerous awards for being excellent employers of women and minorities for providing excellent opportunities to lead and thrive. Based on this track record, it is safe to conclude that Ms. J values equality and equal opportunity as a personal and corporate value. At my organization, we are very excited to have a growing number of our student body being domestic minorities and international students, and we’ve always had more women than men. Our challenge in these areas has been making sure that our faculty, staff, and administration reflects our increasingly diverse population. Ms. J would be an excellent resource for us to invite in and advise us on this topic. Note that this plan is about consultation not solicitation. Oftentimes powerful people like to give their opinions before they give their money, and asking for their advice establishes a connection.

Hopefully this has been a helpful exercise in strategizing and making the most of your data. Gone are the days of researchers being relegated to a back room sifting through data. Our value goes beyond gathering and our contribution can be at every phase of the philanthropic cycle. Be Indie, draw the map, go on the adventure and find the treasure!

Upcoming NEDRA Programming

Laura Parshall — Wed, 25 Apr 2018 19:21:18 GMT

Unable to attend this year's conference, or just looking forward to what's next afterwards? Never fear: the Programming Committee has lots in store this spring and summer!

On May 2, Dale DeLetis will be teaching a workshop on Creating a Powerful Public Presence at MIT in Cambridge. If you've ever wanted to be better at (or less afraid of) public speaking, whether as a presenter or even just in meetings, you need this workshop!

On May 24, at Tufts University, there will be a program on affinity scores and donor engagement. Learn how to effectively measure donor engagement, and create your own score in Excel.

On June 5, come join in the knowledge sharing at the Resource Refresh Think Tank at the UMass Medical School in Shrewsbury. This is a great opportunity to learn about new resources that can help you in your work, and share the ones you've discovered!

See the Upcoming Programs page for more information or to register.

One Day More

Laura Parshall — Wed, 25 Apr 2018 19:16:47 GMT

James Cheng, one of our board members, is well known for his karaoke talents at #NEDRAafterdark, but did you know he is also a talented lyrical parodist? It's true! Here, for your entertainment, is his take on Les Mis--from the prospect development perspective!

One Day More (‘Til NEDRAcon)

by James Cheng

[Senior Researcher]

One day more

Another link, another charity

This never-ending road to capacity

Prospects who seem to own a dime

Will surely be worth all my time

One day more

[New Researcher]

I did not rate until today

How do I go on rating smarter?

[Senior Researcher]

One day more

[New Researcher & Gift Officer]

Tomorrow you’ll be miles away

In hopes to steward some gifts much larger

[Senior Researcher]

One day more

[Fundraising Data Scientist]

One more day on OLS

[New Researcher & Gift Officer]

Will they contact us again?

[Fundraising Data Scientist]

One more variance not sharing

[New Researcher & Gift Officer]

All these profiles should be used

[Fundraising Data Scientist]

What these model scores will show

[New Researcher & Gift Officer]

We’ve got donors to renew

[Fundraising Data Scientist]

New prospects are really there

[Prospect Manager]

One more ‘folio to form

[New Researcher]

Dare I ask where prospects go?

[Prospect Manager]

To the GO’s who should see them

[New Researcher]

Shall I merge these records here?

[Prospect Manager]

Call before cold prospects form

[New Researcher]

Would my GO really dare?

[Prospect Manager]

Will you rank this list with me?

[All]

The time is now, NEDRA is here!

[Senior Researcher]

One day more

[Hawkish Regulatory Legislator]

One more over regulation

Cutting insights in the bud

Send back data scraping new toys

To the time before The Flood

[Senior Researcher]

One day more

[Outgoing NEDRA Board Members]

Years we’ve run amuck

Many conference calls

We’ve had so much luck

It’s time to pass the ball

New Board here’s a tip

Laugh out loud a bunch

Work hard but play as well

We will miss you much!

[New & Returning NEDRA Board Members for 2018-2019]

[New:] One day to a new beginning

[Returning:] Help raise campaign totals high

[New:] Presentations worth presenting

[Returning:] Presentations worth presenting

[New:] Major prospects worth the waiting

[Returning:] Don’t forget the planned gift ones

[ALL]

Do you karaoke sing?

[New Researcher]

#NEDRAcon’s here, I go with you

[Senior Researcher]

One day more

[New Researcher & Gift Officer]

Collaborated much today

[Fundraising Data Scientist]

One more model or make scones

[New Researcher & Gift Officer]

Why wait to get the contacts started?

[Hawkish Regulatory Legislator (overlapping)]

We will redact down to zeros

All the websites that they go

We will keep wealth knowledge secret

So that no one will ever know

[Senior Researcher]

One day more

[New Researcher & Gift Officer]

Tomorrow you’ll be miles away

[Fundraising Data Scientist]

Gifts predicted will be known

[New Researcher & Gift Officer]

We’re so glad we collaborated

[Hawkish Regulatory Legislator (overlapping)]

One more over regulation

Cutting insights in the bud

Send back data scraping new toys

[Outgoing NEDRA Board Members (overlapping)]

Years we’ve run amuck

Many conference calls

We’ve had so much luck

It’s time to pass the ball

[Senior Researcher]

But now we will have bootcamp day

FDSS is the same day

[ALL]

Tomorrow we’ll discover

What the NEDRA conf’rence has in store

One more dawn

One more day

One day more

Looking Back: Running Prospect Management Meetings

Laura Parshall — Wed, 25 Apr 2018 19:11:25 GMT

As I get ready to head out to my final NEDRA conference as a NEDRA board member, I am feeling nostalgic, and decided to feature an article that was published in the NEDRA News during the year I first joined the organization. At that time, I wasn't doing anything with prospect management in my role, but it's become a bigger part of my work over the years. In this article, Mitchell Linker talks about how to lead prospect management meetings by helping your fundraisers to focus.

Running Prospect Management Meetings - One Researcher's Perspective

by Mitchell Linker

Running Prospect Management Meetings.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Tue, 03 Apr 2018 19:29:19 GMT

Apologies for the late issue! The NEDRA Board met on Friday, March 23 at the Hotel Viking in Newport, RI. The main purpose of this meeting was to walk through the conference hotel to finalize our setup for the conference. It looks like it's going to be a wonderful space for the event, and we hope to see as many of you there as possible! We also discussed board vacancies that are opening up, and some of the candidates for those spots, as well as our upcoming programming. Read on for more information!

Upcoming NEDRA Programming

Laura Parshall — Tue, 03 Apr 2018 19:16:21 GMT

If you can't wait until the conference for educational and networking opportunities, NEDRA has you covered! On April 5, join your NEDRA colleagues for a self-sponsored NEDRA Night Out at Grafton Street in Cambridge, MA. On April 17, Rich Majerus will present on Optimizing your Data Science Workflow in R at the Dana Farber Cancer Institute in Brookline, MA. Don't forget that before #NEDRACon2018 itself kicks off, we will have a Research Basics Bootcamp as well as a Fundraising Data Science Summit at the conference hotel in Newport, on Wednesday, April 25. You can get more information on any of these programs or register for them on the Upcoming Programs page.

Hacking the Hackers: Prospecting the Silicon Valley Way

Laura Parshall — Tue, 03 Apr 2018 18:21:35 GMT

The tech industry has produced a lot of wealth, and naturally, the nonprofit world has taken a great interest. It would be a mistake, though, to work with them in the same way that our organizations have always worked with people in older and more traditional industries. In this article, Jenn Grasso of Bowdoin College talks about how to approach the hackers of Silicon Valley.

Hacking the Hackers: Prospecting the Silicon Valley Way

By Jenn Grasso

Silicon Valley has challenged every aspect of business and personal life, from reading the top news headlines on Twitter to earning extra income renting out our homes on Airbnb. This new tech wave, led by a sweatshirt and jeans-wearing elite, is representative of today’s changing philanthropic landscape. These new tech barons are disrupting countless industries including retail, music, transportation, publishing, and now even prospect research. How do we, as prospect research professionals, make the shift from researching prospects of a Carnegie-style old-world mindset to the Mark Zuckerbergs of the world?

In a 2015 manifesto in the Wall Street Journal, Napster’s co-founder, Sean Parker, points out that the one thing that all of these Silicon Valley “technologists, engineers and even geeks” have in common is that they are all "hackers." He goes on to state that “the major companies that now dominate our online social lives (Facebook, Twitter, Apple, etc.) were founded by people who had an early association with hacker culture. I still consider myself to be one of them. Once you adopt the mind-set of a hacker, it’s hard to let it go.” So, what is the mind-set of a hacker? According to Parker, hackers share the following values:

An antiestablishment bias;
A belief in radical transparency;
A nose for sniffing out vulnerabilities in systems;
A desire to “hack” complex problems using technological and social solutions; and
An almost religious belief in the power of data to aid in solving those problems.

Given this set of values, non-profits now need to make a shift in the way that they identify, engage, cultivate, and solicit these hackers. Here are some tools we can use to identify hackers with major giving capacity in our databases:

Find hackers at successful or up-and-coming companies in your CRM by reviewing Forbes lists such as “The Best San Francisco Area Companies to Work For In 2017” or “The Next Billion-Dollar Startups 2017”;
Sand Hill Road: Sand Hill Road is considered the Shangri-La of Venture Capital firms (see article by Davey Alba in Wired to see why). Find out if any Venture Capital firm(s) located on Sand Hill Road invested in your prospect’s company OR if the prospect’s company leases space on this road; and
Research tech companies and/or hackers in Crunchbase, a database of the world’s most innovative companies. Use this site to uncover information on:
- Funding sources and rounds (funding that goes in sequence like Series A, Series B, Series C, etc. indicates good progress; sequences like Series AA, BB, etc. indicate that a company had to start funding anew after a crunchdown or downround);
- IPOs: See whether the company went (or is expected to go) public. If the company went public and your prospect is an insider, stock information should be available on the SEC website;
- List of top employees/engineers, etc. (if listed on Crunchbase or as a top employee on the company’s website, chances are they were given equity stake in the company from its inception—this is especially helpful if the company is still private).

Once you’ve uncovered these top hackers in your database, it is important to tee-up Major Gift Officers to think like hackers in order to successfully engage, cultivate, and solicit them. We are so accustomed to the "East Coast" or "Wall Street" view of philanthropy where private foundations and "safe" donations given to large institutions rule the land. It is imperative that we start thinking of ways to engage the "West Coast" philanthropists given the vast amounts of wealth being accumulated by these young hackers. The majority of these "data geeks" are not prepared for the enormous amount of wealth and responsibility they have been handed, which is where we, the traditional yet data-driven non-profits, can step in and help guide them as they come into contact with a more traditional model of philanthropy.

Some examples of institutions that are courting hackers with success are Duke University and Babson College. Duke created "DukeOne," a pledge program in which start-up executives promise to donate 1% of their venture’s equity to the institution if it is sold or offers stock through an IPO. Babson’s "Founders Fund" works in a similar fashion as an extension of planned giving, where “donors contribute a percentage of their future equity position in their business (usually 5%) to the College. At the time of the company’s sale, initial public offering, or other liquidity event, the contribution is transferred to Babson. Depending on the size of the contribution, it may be applied to a range of current-use or endowed funds at Babson." Start-up entrepreneurs have a positive income maybe one out of five years, so the traditional mode of giving every year is not really a model that fits with them. This format mimics several pledge platforms, like Pledge 1%, Pledge 1 Boston, Patagonia’s 1% For the Planet, as well as Salesforce’s 1-1-1 model where they promise to “annually earmark 1% of a company’s equity, products, and employee time for charity."

Hackers are innovators who love to disrupt the norm and produce better versions of familiar and existing things. They are problem-solvers who want to be engaged on the front lines, be shown the data, and see how their gifts are making an impact. If institutions learn to speak in terms that these donors understand, we may be able to better solicit gifts in return. The question non-profits need to be asking themselves is not when are hackers going to disrupt our institutions, but how can we best work with them in this new era of innovation?

2018 NEDRA Conference

Laura Parshall — Tue, 03 Apr 2018 18:09:46 GMT

#NEDRACon2018 is only a few weeks away! There are only 16 spaces left, so if you haven't yet registered, don't delay. Join us in Newport for interesting and educational sessions like Estimating Private Company Value, Shadow Economics: Hidden Wealth, and What a Wonderful World: Strategies and Tactics for International Research. Get inspired by keynote speaker Michael Quevli. Network with other prospect development professionals from all over New England--and even outside it. Learn about the exciting products and services offered by our sponsors. Come away with a renewed enthusiasm for your work, as well as some tools and connections to make it easier!

We're looking forward to seeing you in Newport!

Looking Back: Public Records, Private Lives

Laura Parshall — Tue, 03 Apr 2018 14:34:05 GMT

Although Jane Kokernak wrote this article 20 years ago, the idea of privacy rights and the grey area of publicly available information are still hot topics today. This article provides a good framework for thinking about these issues.

Public Records, Private Lives.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Thu, 01 Mar 2018 16:17:48 GMT

The NEDRA Board had an in-person meeting on February 8. We heard updates from the scholarship committees and the board nominations committee about applications they had received. We also discussed the upcoming conference and the extensive slate of programs that are in the works, thanks to our programming committee. Read on for more news from NEDRA!

Getting Involved and Giving Back: Volunteering with NEDRA

Laura Parshall — Thu, 01 Mar 2018 14:55:38 GMT

In this article, NEDRA board member Ginny Santamaria talks about all the different ways to get involved with NEDRA as a volunteer, and shares her own experiences that led her to the board.

Getting Involved and Giving Back: Volunteering with NEDRA

by Ginny Santamaria

Have you wanted to get more involved in NEDRA, but weren't sure how? NEDRA has many volunteer opportunities available that may be just what you have been looking for.

A great place to start as a NEDRA volunteer is at the conference. Throughout the two days, there are a variety of volunteer roles that need to be filled, including registration help, photographers, and session hosts. At registration each morning, there is help needed to distribute packages and name tags, and to help answer general questions. Photographers are needed to document the activities throughout the two days, including the networking reception and NEDRA After Dark. Most of the photos are candid shots during sessions, lunches, and networking, with a few posed pictures of our scholarship and award winners. Maybe the most important of the volunteer roles--but a very easy one!--is session host. The role of the session host is to check in with the speaker(s) of the assigned session, make sure they have what they need, offer to keep time for them and let them know when they are getting to the end of their session, and of course thank them at the end of the session. If you feel comfortable doing so, you can offer to introduce them at the beginning of the session (In my experience, though, most presenters want to introduce themselves.) If you think you would like to volunteer at the conference, please see the Conference Volunteers page.

Outside of the conference, there are other volunteer roles available throughout the year. Multiple NEDRA committees rely on groups of volunteers to accomplish their work throughout the year. These include, but are not limited to: membership, programming, sponsorship, and both of our scholarship committees. As we begin the new fiscal year for NEDRA in June, these committees will be looking for volunteers for the upcoming year. There are descriptions of the various committees on the NEDRA website, and the chairs of the committees would be happy to answer any specific questions you might have.

Additional one-off volunteer opportunities also exist, such as being a speaker at a NEDRA educational program. As I am sure you have noticed, the programming committee this year is bringing many different programs to the NEDRA community. They are always looking to expand their offerings, especially outside the Boston area. Not comfortable being a presenter? There are times when a program has a speaker lined up, but needs a host facility. Does your organization have a conference room that could be used? Think Tanks are another great programming volunteer opportunity. You can host others in your area for discussions on any topic. As host, you just need to kick off the conversation, and everyone will participate in a round table discussion. It is a great way to informally share ideas and to brainstorm on any topic relevant to our industry.

Do you like to write? Please consider writing an article for the NEDRA News. The News blog is available to all members, and is published once a month. Educational articles on any relevant subject are welcome.

I hope that I’ve given you some ideas for how to get more involved with NEDRA. As a volunteer organization, we rely on our many members to make everything happen. Speaking for myself, getting involved with NEDRA has been a wonderful experience. When I first entered the profession, I had no experience in prospect research. I began doing foundation research, and worked very closely with the Institutional Fundraiser to learn the ins and outs of what she needed so I could identify foundation prospects. As I moved into doing major gifts research, I was so lucky to be connected with the late Heather Reisz, who loved working with new researchers and researchers who did not have the budget for research tools. The Heather Reisz Memorial Scholarship that NEDRA gives honors Heather's memory. I’m happy to be able to support this scholarship, and now to be on the board of directors of NEDRA, which approves the scholarship recipients.

Because of my interactions with Heather, I started to go to the NEDRA conferences. My organization did not have the funds to be able to send me, but I knew it was worth my own money to become more proficient in my new profession. I learned so much that I wanted to be able to give back. I began by volunteering as a session host at the conference. After doing this for a few years, I volunteered to be on a committee, and was chosen to be one of the first non-board members on the Membership Committee. I served for one year on the committee, and then went back to volunteering just at the conference. I later joined the Membership Committee once again, and was then lucky enough to serve for one year on the Conference Committee, coordinating conference volunteers. Because of this experience, I know well how important conference volunteers are to the success of the conference. I am now privileged to serve on the NEDRA Board, and to chair the Membership Committee. I have met so many great colleagues through the years, and thoroughly enjoy giving back to a community that has taught me so much.

The success of NEDRA depends on its members and their volunteer efforts. Please consider becoming more involved, and volunteer to assist in whatever way interests you the most. Volunteers are needed in such a variety of ways, as I hope I’ve been able to demonstrate, and in every state in New England. Please feel free to reach out to me with any questions on you have on any of the committees, if I don’t have the answers I will put you in touch with someone you can help you.

2018 NEDRA Conference

Laura Parshall — Thu, 01 Mar 2018 14:44:09 GMT

The conference is less than two months away! Don't forget to register, as we hope to see as many of you there as we can. If you haven't booked your hotel room, we encourage you to do so now! The conference hotel is likely sold out at this point in time, but if so, NEDRA suggests the Inns on Bellevue as an alternative. You can find out more about these properties on the Annual Conference website.

With four tracks of great programming and what's sure to be an amazing keynote from Michael Quevli, this is a conference not to be missed! For those of you new to prospect development, join us a day early for the pre-conference Research Basics Bootcamp. Interested in data? Don't miss the Fundraising Data Science Summit happening before the conference! On Thursday night, unwind and get to know your fellow NEDRA members at the networking reception sponsored by iWave, and at NEDRA After Dark, our big karaoke bash sponsored by DonorSearch. We're looking forward to seeing you there!

Upcoming NEDRA Programming

Laura Parshall — Thu, 01 Mar 2018 14:26:57 GMT

The end of winter and the coming spring are already packed with programming! Tomorrow at the Peabody Essex Museum, join us for a presentation on prospect research in East Asia. On March 9th, Richard Horne will present at Yale University on donors from private equity, venture capital, hedge funds, and family offices. (This is a reprise of the presentation that took place on February 23.) On March 14, the Governor's Academy will host a Think Tank on small shop research. On the 16th at Dana Farber Cancer Institute, a panel of three hiring managers and three people who have recently started new jobs will talk about Two Sides of the Coin: Hiring and Being Hired. On March 28th, Joel Rogers will present on all the information you can find using a home address, at MIT. On the 30th, you can learn how to build a major gift model using Excel at Dana Farber Cancer Institute. April will have even more programming to keep you busy and learning, up to the annual conference! To register for any of these programs or for more information, see the Upcoming Programs page.

Looking Back: Foreign Companies on American Exchanges

Laura Parshall — Thu, 01 Mar 2018 14:22:45 GMT

I wrote this article for the May 2014 NEDRA News Blog (boy, it doesn't seem that long ago), and as I was preparing for a presentation on prospect research in Asia, it came back to me. I hope those of you who do research on international prospects will find it useful!

Foreign Companies on American Exchanges: Demystifying ADSs

by Laura Parshall

To the international prospect researcher, finding that a prospect who needs rating is a shareholder at a publicly listed company is not unlike finding a back-roads route from your office to your home that avoids traffic and cuts your evening commute in half: it gets you to where you want to be a lot faster, and with less frustration. It's a Holy Grail. Finding out that the company in question is listed on American stock exchanges seems like an additional bonus: it's easy to look up the share price, and there's no need to convert currencies, right? Well…it isn't exactly that simple. The units being traded on American exchanges aren't exactly the same thing as the company's common stock.

For U.S. investors, buying shares of common stock in a foreign company would generally entail currency conversion issues, as well as various kinds of administrative red tape that would understandably make some people disinclined to make those investments. To make life easier for U.S. investors--and, by doing so, to gain a wider investor base for themselves--foreign companies can list something called American Depositary Shares on U.S. exchanges.

Investopedia.com defines American Depositary Shares (or ADSs) as "A U.S. dollar-denominated equity share of a foreign-based company available for purchase on an American stock exchange. [They] are issued by depository banks in the U.S. under agreement with the issuing foreign company; the entire issuance is called an American Depositary Receipt (ADR) and the individual shares are referred to as ADSs." A U.S.-based investor who buys 500 shares of, say, Hong Kong company Soufun Holdings on the NYSE is actually buying 500 ADSs; the share price listed in such places as Yahoo! Finance or Marketwatch is actually the price per ADS.

So, they're called something different. Not such a big deal, right? So let's take a look at our prospect's holdings, and find out how much they're worth. As a random case study, let's say we're looking at Quan Zhou, a board member at Soufun Holdings. He's a partner at the Beijing office of a venture firm, but for the sake of this exercise, let's ignore that and pretend he holds all those shares directly, and none belong to the firm. To find out how many shares he holds, we look at the annual SEC filing of the company, Form 20-F. Soufun filed one most recently on March 28, 2014. In that filing, it states that Quan Zhou holds 2,544,357 Class A ordinary shares. OK, so now we just take a look at the company's share price on our favorite site, and multiply, right?

WRONG.

At the time of this writing, the most recent closing price listed for Soufun is US$13.36. If we simply multiplied that price by the number of shares listed next to Zhou's name in the filing, it would look like his holdings were worth roughly $34M. It’s a nice number, sure, but it's not the right one.

See, common shares and ADSs are not always created equal. There's a set ratio that states how many common shares equal one ADS. What's the ratio? Have no fear, Form 20-F will tell you! Near the top of the form, you should see a note that gives the equivalence ratio for ADSs, usually right underneath the contact information for the company. In this most recent 20-F for Soufun, it says that five American Depositary Shares are equal to one Class A ordinary share. Got that? FIVE to ONE. That means that our friend Zhou's 2,544,357 Class A ordinary shares are equal to 12,721,785 ADSs. At the price we used before, this means that his holdings would be worth almost US$170M. That's quite a difference!

In Zhou's case, using the correct ratio of ADSs to ordinary shares resulted in a higher value than just assuming a one-to-one ratio. This isn't always the case, though. That's why it's so important to check the Form 20-F for the correct ratio. Sometimes, as with Indian company Wipro Ltd., it IS one-to-one. Sometimes, as with Korean company POSCO, one ADS is LESS than one common share. It takes four of POSCO's common shares to make one ADS. If you were researching a shareholder there and didn't take this fact into account, you could end up overestimating the value of their holdings by four times!

So, if an international prospect who's a major shareholder in a publicly traded company is something of a Holy Grail, the existence of ADSs makes it a bit like a Holy Grail manufactured by IKEA: some assembly is required. Just make sure you know when you're looking at ADSs (or ADS price), and when you're looking at common or ordinary shares, and remember to check the ratio between the two. With over US$2.5T in ADSs traded in 2013 (according to BNY Mellon), it's definitely worth the while of any international prospect researcher to know how to work with them.

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Thu, 01 Feb 2018 21:16:55 GMT

The NEDRA Board had its monthly operations call on January 11. Among the subjects discussed were our very exciting upcoming conference, and a late winter programming schedule chock full of great opportunities to learn and network. Read on for more information!

2018 NEDRA Conference

Laura Parshall — Thu, 01 Feb 2018 21:11:54 GMT

Registration for #NEDRACon2018 is now open! We have a really exciting slate of educational sessions lined up for this year's conference, which you can see on the 2018 Conference Schedule At-A-Glance. You can find more detailed information about the sessions on the 2018 Conference Presentation Descriptions page. Plus, this year, we have the added attractions of Michael Quevli as our keynote speaker, and of course the karaoke extravaganza that is #NEDRAAfterDark. Register today!

Through the Donor's Lens: Gaining Perspective on Great Wealth

Laura Parshall — Thu, 01 Feb 2018 21:04:43 GMT

What does it really feel like for a billionaire to make a million-dollar gift? It's hard for those of us outside the less-than-1% to really relate. In this post, Bill Gotfredson, Associate Director of Prospect Research at Boston Children's Hospital Trust, examines an article that helps us to wrap our heads around these figures.

Through the Donor’s Lens: Gaining Perspective of Great Wealth

By Bill Gotfredson

One of the challenges any fundraisers--research, frontline, or otherwise-- face when working in the business of big philanthropy is first understanding and conceptualizing significant wealth from a donor’s perspective. What does it feel like to give away millions or even tens of millions of dollars? What is the relative value of those millions to someone with billions of dollars? What does it mean for a billionaire to have a “bad year”?

I recently came across an article in Money magazine that I think is quite illuminating to all fundraisers and can help us all better understand great wealth. The article is titled, “Here’s What a Billionaire’s Budget Looks Like Compared to the Average American” (full citation below).

The focus of the article is to create perspective of great wealth by creating a creating a relative unit of measurement that the average American can understand. The article’s author, Andrew Hwang, creates a unit of measurement called the “Joe Buck” (J$). A single Joe Buck(J$) is equal to the average annual salary of a Forbes billionaire member divided against the average salary of a US worker.

In other words:

Forbes Billionaire has greater than $2 billion
Money estimates 10% of $2 billion represents an average annual salary = $200 million
Average annual salary of US worker: $50,000
1 Joe Buck = $200,000,000 divided by $50,000
1 Joe Buck = $4,000

Now that they have determined a unit of measurement proportional to an average US worker’s salary, Hwang’s theory is that you can then gain relative perspective into the billionaire’s experience when spending money. The new Joe Buck value equals a relative proportion to an average US worker’s perception of cost.

Examples can be illuminating:

$3,000 family vacation = J$0.75
1 year, Ivy league education = J$13
Diamond encrusted Patek Philippe watch = J$15.75
Ferrari 488GTB = J$62.50
Exclusive golf club initiation fee and dues = J$87.50
$4 million house in exclusive gated community with gut renovation = J$1,000
$10 million naming opportunity at your institution = J$2,500
$50 million Picasso = J$12,500 (1/4 of their annual salary)

Hwang’s model can easily be adapted to lower levels of wealth and estimated compensation but the concept remains the same. There exists a relative cost for every item based on an individual’s wealth, salary, and experience that will invoke different thoughts related to cost. Of course, even if donors see the relative cost to be equal to only a few Joe Bucks, if a donor believes the relative cost does not equal the item’s value, they will walk away. As fundraisers, if we can peek through the donor’s lens and understand their relative cost, we will be better brokers, better stewards, and better partners in philanthropy.

Hwang, Andrew D. "Here’s What a Billionaire’s Budget Looks Like Compared to the Average American." Money. January 2018: http://time.com/money/5116357/heres-what-a-billionaires-budget-looks-like-compared-to-the-average-american

Upcoming NEDRA Programming

Laura Parshall — Thu, 01 Feb 2018 20:55:06 GMT

Late winter often seems like a dull and dreary time of year, but never fear: we have plenty of great NEDRA programming coming up to liven up your winter days! On February 2, the Buckingham Browne and Nichols School will be hosting a Think Tank on small shops. Wait, that doesn't apply to you? You're at a larger operation? Well, MIT will be hosting a large shops Think Tank on February 13! On February 22, there will be a Directors' Round Table at Northeastern University. We'll also be holding not one, but two presentations of Charitable Powerhouses: A Fundraising Approach to Donors from Private Equity, Venture Capital, Hedge Funds, and Family Offices. The first will be on February 23 at Beth Israel Deaconess Medical Center, and the second will be at Yale University on March 9. On March 2, join us at the Peabody Essex Museum for a presentation on international research focused on Asia, followed by an opportunity to view Asian art in the museum!

You can register for all of these programs and find out more information on the Upcoming Programs page.

Looking Back: Finding That Magic Number: Net Worth and the Assessment of Giving Ability

Laura Parshall — Thu, 01 Feb 2018 20:53:01 GMT

Net worth is something we're often asked for, but in reality, we know we can't find for certain. That said, this article by Robert Millar III from the Summer 1994 NEDRA News gives some tips and guidelines for coming up with an estimate.

Finding That Magic Number- Net Worth and the Assessment of Giving Ability.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Thu, 21 Dec 2017 15:18:36 GMT

The NEDRA board had its monthly operations call on December 6, to discuss the upcoming conference, our 2018 programming slate, and other matters. This was also our last board call of the calendar year. Read on for more information!

Also, a quick word from your humble editor: as winter begins in earnest (and boy, do we know winter here in New England), I would like to wish all of you and your families warmth and light and fellowship during the coldest and darkest time of year, and a bright and hopeful 2018!

2018 NEDRA Conference

Laura Parshall — Thu, 21 Dec 2017 15:07:19 GMT

If you haven’t yet booked your room at the Hotel Viking for #NEDRACon2018, do so soon! Rooms are going fast. This is already shaping up to be a great conference, but we need your help to make it the best it can possibly be. If you have an idea for an educational session, the Conference Committee urges you to submit it at the 2018 Conference Call For Presentations page. The NEDRA conference is gaining a reputation for having some of the best conference programming out there, and it’s because of our knowledgeable, enthusiastic members, who share what they know with their fellow prospect development professionals!

Remember that if you want to attend the conference but are looking to defray costs, we have two great scholarship opportunities available: the Helen Brown Group-NEDRA Conference Scholarship (open to all NEDRA members), and the Heather Reisz Memorial Scholarship (open to those who have been in the prospect development field for less than two years, two are awarded). Both scholarships are need-blind. Applications are due by Wednesday, January 31. Apply today!

Last but not least, we are happy to announce that a karaoke DJ has been secured for #NEDRAAfterDark. Join your fellow conference attendees for some socializing and decompressing on Thursday night, after the first day of the conference is done!

Secrets of the Elite: What the Paradise Papers and the Panama Papers Reveal About the Rich

Laura Parshall — Thu, 21 Dec 2017 15:00:44 GMT

The Panama Papers created a huge buzz when they came out. Now, the Paradise Papers have increased that buzz to a roar. This month, Ian Wells of Ian T. Wells and Associates takes us inside these informational gold mines to learn about what they mean for the wealthy, and for those of us who research them.

Secrets of the Elite: What the Paradise Papers and the Panama Papers Reveal About the Rich

by Ian Wells

The recent disclosure of the Paradise Papers – a group of documents pertaining to offshore investments made by politicians, corporations, universities, and high net worth individuals – focused a spotlight on some of the more clandestine practices of the rich and famous. When viewed in tandem with the Panama Papers that were released in 2016, these leaks jointly contain roughly 25 million documents regarding the investments of at least 334,488 entities. Although teams of investigators and journalists will continue to dig through these documents well into the foreseeable future, it may be years before the full scope of these leaks is fully understood.

A few of the revelations from these documents have already forced the resignation of Sigmunder Gunnlaugsson, the former Prime Minister of Iceland, while others have embarrassed hundreds of politicians, celebrities, and organizations. David Cameron, the former Prime Minister of the United Kingdom, was at the forefront of an effort to “fight the scourge of tax evasion and aggressive tax avoidance” at a G8 conference that was held in 2013. We now know, however, that he is a beneficiary of Blairmore Holdings, Inc., a Panamanian corporation that was originally created by his late father and had $31 million in assets as of 2016. Because of its status as a foreign company doing business in Panama, none of Blairmore Holdings’ profits have been subject to taxes in the U.K.

Despite the hypocrisy of calling for an end to tax evasion while simultaneously holding tens of millions of dollars in an offshore venture, it appears that Mr. Cameron’s investment activities did not violate either British or Panamanian law. Indeed, Mossack Fonseca – the Panamanian firm at the heart of the Panama Papers – marketed itself to investors by offering creative wealth management solutions that allowed clients to skirt tax laws without actively violating them. While there are scenarios in which the individuals and organizations named in these leaks have blatantly engaged in illegal activities such as money laundering, fraud, and bypassing international sanctions, there are many others in which investors participated in morally dubious yet technically legal schemes to reduce their taxable income.

What may be of greatest interest to prospect development professionals are the insights these disclosures have revealed regarding the techniques some high net worth individuals (HNWIs) have used to minimize their exposure to taxes. The wealth management techniques detailed in the Paradise and Panama Papers speak volumes about the people who have the means and the inclination to use them. As researchers seek to attain a greater understanding of the lives of the rich and famous, there are some generalities that may be important to bear in mind.

1) The World is Not Enough

It has been said that “millionaires see the world as a playground, while billionaires see the world as a proving ground.” During an interview with hedge fund legend Seth Klarman, a journalist once inquired why Mr. Klarman did not simply retire after earning more than $1 billion in income in a single year. Mr. Klarman countered that such a mentality revealed why the journalist would never make $1 billion. While someone living on a prospect researcher’s modest salary may be inclined to think that HNWIs have more than enough money at their disposal, many affluent prospects do not perceive themselves as being rich enough. For many HNWIs, offshore investments provide a path for protecting their wealth from taxation, which is to be avoided as much as possible regardless of the funds at their disposal.

Queen Elizabeth II is no stranger to status or wealth. In addition to serving as the Queen of the United Kingdom, she is also honored as the Head of the Commonwealth of Nations, a polity which consists of 2.4 billion citizens around the globe. Her personal net worth was estimated at ₤360 million by the Sunday Times Rich List 2017, and she has use of The Crown Estate, which had assets worth an estimated ₤12 billion as of 2016. It may be an understatement to suggest that Her Royal Highness enjoys a comfortable lifestyle. Nevertheless, records from the Paradise Papers indicate that her private estate, the Duchy of Lancaster, invested roughly ₤5.7 million in the Dover Street VI Fund, a tax-sheltered limited partnership based in the Cayman Islands. Furthermore, the Duchy of Lancaster invested an additional ₤5 million into a Bermudan nontaxable fund called the Jubilee Absolute Return Fund Limited. In response to the controversy resulting from the Paradise Papers, Queen Elizabeth’s advocates correctly noted that she is exempt from the U.K.’s tax laws by virtue of being the kingdom’s sovereign, and that she was not involved in the day-to-day operations of her private estate. Nevertheless, it is interesting that she entrusted her private estate to managers who hid some of her assets from the British government, and that she has clandestinely profited from these investments since 2005.

Queen Elizabeth is far from the only prominent individual named in either the Paradise Papers or the Panama Papers. Madonna is reportedly a partial owner of an offshore company specializing in medical supplies. Keira Knightly has invested in a real estate firm based in the tax haven of Jersey. Soccer great Lionel Messi acquired a 50 percent stake in Mega Star Enterprises, a shell company through which he allegedly evaded €4.1 million in taxes. Jackie Chan was listed as the owner of no less than six companies managed by Mossack Fonseca, the company at the heart of the Panama Papers. Even Emma Watson of Harry Potter fame secretly purchased real estate through an offshore company based in the British Virgin Islands.

Offshore investments are not just appealing to affluent individuals, but to very successful companies as well. Apple, a company whose annual revenue exceeds the gross domestic product of many sovereign nations, developed a complex system of offshore structures in Ireland to hide billions of dollars from taxation. In 2015, when Ireland caved to pressure from the European Union to fix its corporate tax loopholes, Apple abruptly moved two of its Irish subsidiaries, Apple Operations International and Apple Sales International, to the U.K. Crown Dependency of Jersey. Similarly, Nike transferred ownership of its famous “Swoosh” trademark to a Bermuda subsidiary, Nike International Ltd. The transfer allowed the subsidiary to effectively hide what would have been otherwise-taxable royalty profits for a company based in Oregon, where the firm’s actual headquarters is located. In 2014, Nike transferred ownership of the trademark to Nike Innovate CV, a limited partnership in the Netherlands, where a limited partnership’s principals do not owe any taxes if they do not reside in the country.

In their defense, corporations typically note that everything they do is legal, and that they have a duty to maximize earnings for their shareholders. Some individuals that have been named in the leaks have stated they are either uninvolved in or do not understand the management of their investments. After being accused of tax evasion, Lionel Messi testified to a judge: “I do not look at what I am signing when my father tells me to sign…I do so with my eyes closed.” A representative for Emma Watson claimed her decision to invest in an offshore company was made solely for privacy purposes and had nothing to do with the tax benefits she received. Whatever the truth of their respective claims, the defenses provided by some of the parties named in the Paradise and Panama Papers show no sense of guilt. It is possible that many of the people so named do not perceive themselves as individuals who did not pay their fair share in taxes, but rather as people just trying to make the most of what they have.

As prospect researchers evaluate the gift capacities of affluent constituents, it may easy to assume that someone with a net worth of $25 million or more knows that he or she is rich. But all too often, we hear the same refrain echoed following a qualification visit: “they just can’t afford to make a gift right now.” Perceptions of wealth may differ across income levels, and although a millionaire may seem rich in the eyes of a researcher, that same millionaire may think of themselves as “struggling” relative to industry peers and competitors. Simply because a person is exceptionally wealthy relative to 99% of the population does not mean that person will feel like he or she is wealthy, particularly if that person is struggling to keep up with the remaining 1%.

2) Hiding Wealth Knows No Ideology

In today’s hyperpartisan environment, it may be easy to assume that the people named in the Paradise and Panama Papers may belong to one ideology or another. Yet the people engaged in these offshore ventures come from all political, religious, and ethnic backgrounds. There seem to be few shared philosophies that are consistent for all of the parties that were disclosed in the leaks. In some cases, the only commonality between individuals is wealth.

George Soros and Jean-Marie Le Pen do not have many political views in common. The former is a survivor of Nazi-occupied Hungary who has provided billions of dollars in philanthropic support to progressive causes and initiatives to reduce poverty worldwide over the past four decades; the latter is a Holocaust-denier who called for the internment of people infected with HIV, complained that France’s World Cup team wasn’t White enough, and allegedly tortured Muslim civilians during the Algerian War. Despite having almost nothing in common, both Soros and Le Pen see the virtue of protecting their personal wealth. Le Pen allegedly used his former butler, Gerald Gerin, to establish a shell company called Balerton Marketing Ltd. in order to stash away millions of dollars of cash and gold bars in an offshore tax haven. Soros established three ventures – Soros Finance, Inc. in Panama; Soros Holding Limited in the British Virgin Islands; and Soros Capital in Bermuda – whose financial ties to Manhattan-based Soros Fund Management LLC are murky at best, and Soros’ spokesperson has declined to speak on the matter. It should be noted that, ironically, the International Consortium of Investigative Journalists that first obtained the Panama Papers has received some of its funding from Soros’ Open Society Institute.

Paul Hewson and Wilbur Ross are two other individuals named in these scandals. Mr. Hewson, who is better known by his stage name, Bono, serves as the charismatic frontman for the rock band U2, whereas Secretary Ross serves as the Secretary of Commerce for the United States. Both individuals have been prominently involved in matters pertaining to debt, albeit from different perspectives. Mr. Hewson, for example, has been a tireless advocate for debt relief for developing nations. Secretary Ross, however, made his millions by acquiring heavily-indebted companies and then selling them each at a profit.

Both Hewson and Ross have come under scrutiny as a result of the Paradise Papers. Documents revealed that Mr. Hewson used a Maltese company called Nude Estates to acquire an ownership stake in the Ausra Mall in Utena, Lithuania in 2007. In 2012, ownership of the company was transferred to a separate, Guernsey-based entity named Nude Estates 1. As a foreign investor in a Maltese company, he would have only paid 5% tax on any profits. Furthermore, no tax is paid on corporate profits for companies based in Guernsey. Secretary Ross, meanwhile, was revealed to have invested in a shipping company, Navigator Holdings, that was tied to Kirill Shamalov, the son-in-law of Vladimir Putin. These investments were particularly problematic due to the Secretary’s failure to disclose them during his confirmation hearings before the U.S. Senate.

The variety of individuals named in the Paradise and Panama Papers prove that there is no single “type” of person who is involved in offshore investments. Socialists, neo-fascists, rock stars, politicians, actors, and professional athletes have all been revealed to have participated in such tax-saving plans. It is therefore impossible to make an educated guess as to whom may be active in making similar investments in the future. When evaluating a prospect’s wealth, we cannot know for certain whether that prospect may be involved in similar ventures.

3) Dispelling the Myth of Calculating Net Worth

Perhaps the greatest takeaway that a prospect development professional can take from these financial disclosures is that we cannot presume that we can accurately determine a prospect’s net worth. None of the financial revelations from the Panama or Paradise Papers would be known to the public if not for the leaks. It reasonable to conclude that there are countless other figures involved in clandestine investments that have not been disclosed at this time. If these prominent individuals could successfully hide their assets from the tax-collection agencies of sovereign governments, what chance does a plucky prospect researcher have of identifying and confirming all of a prospect’s assets?

This is not to suggest that we cannot share the net worth estimates that we find in the course of our research. If a person’s net worth is reported to be a certain figure in Forbes, the Rich Register, or some other source, it is certainly noteworthy to share such information in a research report. But we should not assume that we have the resources to determine a prospect’s true net worth simply by looking at visible assets such as real estate or stock holdings. As the Paradise and Panama Papers have shown, there are many venues with which to hide one’s assets. It is perfectly feasible that a prospect with $10 million in visible assets in the states may have untold assets secured through shell companies and offshore ventures. The best that we can do is to base our capacity ratings off of visible assets, and underscore that the capacity rating is based on a minimum estimate of a prospect’s wealth. As the revelations of these dual leaks have shown, affluent individuals have demonstrated the propensity and the ability to hide their wealth from the world’s most powerful governments for decades. And although some people have been embarrassed or even implicated by these revelations, there are likely many others whose true wealth is known to only a select few.

Upcoming NEDRA Programming

Laura Parshall — Thu, 21 Dec 2017 14:48:28 GMT

While December has been (and will continue to be) quiet with regards to NEDRA programming, our Programming Committee has a number of great opportunities for education and networking planned for 2018. On January 12, join Ian Wells for his presentation of "The Road Ahead: Campaign Planning and Prospect Development" at Salem State University. On January 19, Matt Bouse will be presenting on corporate and foundation research at the Dana Farber Cancer Institute. Next up, on January 26, Bill Gotfredson and Dave Owens will help you learn to mine SEC filings for informational gold at Boston Children's Hospital. Later on, there will be a Think Tank on small shop research and management; a presentation on donors from VC, PE, and family offices; a presentation on Asian research; and more! Visit the Upcoming Programs page for more information, or to register for these programs.

Looking Back: Beyond the AmLaw Rankings: What Is There to Learn About Law Pay?

Laura Parshall — Thu, 21 Dec 2017 14:43:16 GMT

In this article from the Spring 2011 NEDRA News, Nancy Faughnan discusses lawyer compensation. If you're not quite sure on what it means to be an equity partner versus a regular partner, read up here, and unravel the mysteries.

Beyond the AmLaw Rankings.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Fri, 01 Dec 2017 19:44:01 GMT

The NEDRA Board held its in-person meeting on November 6. Among the subjects discussed were board nominations, upcoming programming, and the 2018 conference. We'd like to encourage everyone once again to fill out the board nomination form if they are interested in joining the board next year, or if they know of someone else who would be an asset to the board! Remember, we will have six people rotating off the board this summer, and we need YOU, our members, to step up and take their places.

Read on for more NEDRA news!

The Changing Role of the Prospect Researcher

Laura Parshall — Fri, 01 Dec 2017 19:34:26 GMT

As a profession, prospect research is still relatively young, but it's a profession that has seen a lot of growth and change over the years. In this article, Pamela McCarthy of Northeastern University highlights some changes she's seen over the course of her own career.

The Changing Role of the Prospect Researcher

by Pamela McCarthy

When I first started as a prospect researcher 17 years ago, it was pretty straightforward. Fundraisers got appointments with prospects, and asked me to research them and write profiles to help prepare them for the meeting. The research itself was involved, and most of my work was focused on determining a prospect’s capacity, philanthropic interests and inclination.

This has changed considerably over the years. As prospect researchers, we still write research, but the way we do it and when we do it has changed. Screenings are a huge part of this. Remember the old days, when you’d get a small skyscraper of paper printouts and a handshake? Now screenings are more targeted. They can be done in a more focused way and on a rolling basis.

Screenings can help lead us to look for the not so hidden gems. Questions then arise: Who are the high-net worth prospects in our universe? Who are the people outside of our donor pool most likely to support our programs and initiatives? How can we connect these people with our organizations? Who are the best people and what are the best ways to approach them?

Data analytics has come to play a larger role in our work and help us answer those questions. Maybe we’re not all data scientists, but more and more of us are familiar with the concepts of data science. Researchers need to make sense of data to find the most likely and best prospects in their organization’s pool. We need to then strategize about how to look at the data and prioritize which data points to use in finding our next best prospects or prospects to screen. Creative ways of thinking how to pull data in a quest to find good prospects for specific projects and programs at our organizations has become a staple in our jobs.

This brings us to prospect management. Although we are not managing fundraisers and fundraisers don’t answer to us, we still have to know about best practices for pipeline management, understand the metrics of our organizations, and present a map of where the fundraisers currently are and where they need to be. We review portfolios, and approach this from different angles, using our own knowledge and the fundraisers’ to help determine who is best to cultivate.

A big part of being a researcher is understanding what the fundraisers really need. When I take a few minutes to talk with the fundraisers, it can save me hours of work. Qualifying a prospect in the field isn’t going to require the same kind of research as preparing for a solicitation. Sometimes the fundraiser simply wants to know something specific, such as the prospect’s philanthropic giving. Ask yourself: what does the fundraiser truly need to get the job done? Talk to fundraisers to figure out what they need and deliver it.

Relationship building and communication is key to being an effective prospect researcher. It’s certainly easier to ask fundraisers about what they need and why they need it when you have a good relationship. I’ve done this in several ways. I meet regularly with one fundraiser I support. He works across campus, so it easier for us to meet for a half an hour. We talk about what is coming up and what he needs. Other fundraisers work on the same floor as I do, making it easy for me to knock on their door and check in with them. I meet fundraisers for coffee as well. Sometimes we veer off the subject of work and talk about other things. I get to know them and they get to know me. This helps build trust.

Communication is important. Years ago, I was asked to find out if a list of people were married. When I asked why, I learned it was because they wanted to know how to address the thank you notes. I pointed out that it would take a lot of time and likely be fruitless, and that it was fine to address the thank you notes to the person who sent the gift. I also suggested that we use this as an opportunity to reach out to prospects. Staff and volunteers could call them to thank them for their gifts. Having a conversation with a donor could uncover relationship statuses and other things about the donor, such as why the organization was important to them.

Our job as researchers are still focused on finding information, but we are also focused on getting the right information to fundraisers, helping them manage their work, finding prospects, and understanding what it is they need.

Upcoming NEDRA Programming

Laura Parshall — Fri, 01 Dec 2017 19:24:56 GMT

Thanks to everyone who attended the Residential Real Estate Review on November 7, and the Research Basics Bootcamp on November 17! While things will be quiet with regards to NEDRA programming from now until the end of the year, we already have a great slate of programming lined up for the start of 2018.

On January 12, Ian Wells will be presenting on "The Road Ahead: Campaign Planning and Prospect Development" in Salem, MA. If your organization is in a capital campaign or about to start one, you won’t want to miss this! On January 19, Matt Rouse will present on corporate and foundation relations in Brookline, MA. We know that this is a subject many people have wanted to learn more about, so we hope this will be very useful and educational! Then, join David Owens and Bill Gotfredson in Boston for a presentation on understanding and utilizing SEC filings. Unravel the mysteries of restricted stock, and more!

Later on in the year, we’ll have sessions on donors from private equity, venture capital, hedge funds, and family offices; researching prospects in Asia; and even…presentations! Yes, Dale DeLetis will be reprising his small-group session on effective public speaking. If a lack of confidence in public speaking is all that’s preventing you from sharing your treasure trove of knowledge with your colleagues and fellow NEDRA members, this is the session for you!

More information on the programs mentioned here, as well as registration forms, can be found on the Upcoming Programs page.

2018 NEDRA Conference

Laura Parshall — Fri, 01 Dec 2017 17:50:44 GMT

Although winter hasn't even begun, we're already looking ahead to spring and the 2018 conference in Newport. Remember, if you're planning to attend, our hotel block is selling out FAST. Please be sure to book your room as soon as possible! See the Annual Conference page for directions on making your reservation.

Are you new to the prospect research, management, or analytics community? Been in the field for a while but concerned about the cost of attending the annual conference? NEDRA invites you to apply for a scholarship! Thanks to generous donors, we are thrilled to provide the following scholarship opportunities for the conference. Two types of scholarships are available to defray conference costs:

The Heather Reisz Memorial Scholarships for newer staff:

With support from many donors (including Heather's family and many NEDRA members), NEDRA established the Heather Reisz Memorial Scholarships in honor of one of NEDRA's most active and beloved members, Heather Reisz, who passed away in 2013.

Who is eligible? These scholarships, awarded to two recipients, are intended for those who have been in prospect research (or a related field) for less than two years.

What is covered? The cost of registration and lodging for the 2018 Annual Conference and pre-conference Research Basics Bootcamp (to be held on Wednesday, April 25, 2018 at Hotel Viking), as well as a one-year NEDRA membership. In addition, travel expenses will be reimbursed up to $300.

This scholarship is need-blind and applications, including a letter of recommendation, are due by Wednesday, January 31, 2018.

To learn more about and apply for the Heather Reisz Memorial Scholarships, please visit NEDRA's Heather Reisz Memorial Scholarship page. For more information on Heather, her life, and her legacy, please visit her memorial page.

The 2018 Helen Brown Group-NEDRA Conference Scholarship:

With immense gratitude to NEDRA member and industry mentor Helen Brown of The Helen Brown Group, NEDRA is pleased to offer a scholarship opportunity to one NEDRA member of any length of service who wishes to attend our annual conference! Helen generously provided this scholarship for both the 2016 and 2017 conferences, and the NEDRA community appreciates her support again for 2018.

Who is eligible? All NEDRA members are welcome to apply!

What is covered? The Helen Brown Group-NEDRA Conference Scholarship covers the cost of registration for one individual for the 2018 NEDRA Conference (not including the pre-Conference Bootcamp), plus the cost of lodging and reimbursement of travel expenses up to $300.

This scholarship is need-blind. Applications, including a letter of recommendation, are due by Wednesday, January 31, 2018.

To learn more about and apply for this Scholarship, please visit the Helen Brown Group-NEDRA Conference Scholarship page.

Please remember: Both scholarships require a letter of recommendation, so please plan accordingly to meet application deadlines.

Please apply today for one of these great opportunities! Our organization would not continue to grow and thrive without the involvement and support of our members. We are happy to offer scholarships each year to help bring new participants to our conference and to see first-hand the value of NEDRA membership, programming, and active involvement! We look forward to hearing from you.

Identifying Prospects without Alumni or Patients

Laura Parshall — Fri, 01 Dec 2017 17:45:16 GMT

While education and healthcare organizations have existing prospect pools in their alumni and patients, respectively, other kinds of organizations, such as museums or cultural organizations, can find it more difficult to find new prospects. In this article, Renana Greenberg Kehoe of the Harvard Art Museums gives some tips for growing your prospect pool.

Identifying Prospects without Alumni or Patients

by Renana Greenberg Kehoe

There was a great piece on display at the Institute of Contemporary Art a few years ago by the artist Tara Donovan. Donovan used thousands of pins to build a large cube that was taller than most kids walking into the gallery. Sometimes searching for prospects without that database of existing connections can feel like searching for that perfect pin in a giant mass (and they all look the same on the surface!). Having worked on prospect research and identification in museums in the past, I have often had conversations with others in our field about where we get our prospects. Museums and other cultural organizations do not have an alumni base or a grateful patients pool, so where can we look for prospects? Below is a list of the top five sources that proved most fruitful and work with varying budgets as well.

Members

Just as alumni or patients are more inclined to give because of a relationship they have with the institutions, cultural organizations also form unique relationships with constituencies and identifying those connections is the first step in determining the best pool to screen. For most museums, the hottest pool to screen is the membership base. By signing up to become members, these individuals are telling you that they are interested in hearing from you, staying engaged, and visiting, and that they have already taken the first step in making a financial commitment (even if it is at a low level at this point). There are several companies who will mass-screen your members, but I would recommend building into the regular process a system in which new or rejoining members are regularly screened and flagged where there is potential for more, even if it is just a quick search through NOZA or a similar database. In one of the museums at which I worked, we did this monthly and were able to convert a large amount of basic level members into supporting level patrons (four-figures and above).

Annual Fund Donors

Similar to members, small annual fund donors who respond to a mass appeal are worth examining. This pool typically does not perform as well as members because there is usually a reason they did not join (for example, distance can play a factor) but there are still some donors who have the potential for much higher giving than what they gave to the annual fund.

Event Attendees and Visitors

More and more cultural organizations now have systems in place that enable them to sync (or at least connect in some way) their donor database with their ticketing database. While most visitors may not be inclined to share more than their email address at the museum, those who purchase tickets online provide their full mailing address in addition to email. With that information in the database, anyone can pull a list of ticket buyers, exclude current donors/ prospects, and screen this new list for capacity (again, this can be done periodically and outsourced or built into a regular screening process).

Email Registrations

Those visitors who provided no information except their email can be included in a screening with others who sign up for an e-newsletter (either in person at events or online). There are some services that can help narrow down your email lists by location. There was also a great NEDRA article a few months ago about how to use email addresses for prospecting/research (see “Exhilarating Email”). One could argue that this list is not likely to yield prospects with as high an inclination as the previous lists (since a financial transaction has not occurred), but identifying those with a high capacity who were interested enough to sign up for e-news may be a helpful first step in building the relationship further and exploring their potential.

Peer-to-Peer Screening

At one of my former positions, we were very successful in asking board/committee members (of specific programs or events) to identify constituents in their network or social circle who might be interested in engaging with the museum. Research would prepare these lists carefully depending on the person completing the screening, and would include checkboxes for different areas of engagement with the museum and capacity levels. Part of the reason these performed well is because this was more than a screening, it also provided a soft next step for those performing the screening by suggesting they help the museum engage the people they have identified. These peer screenings do not necessarily have to be done on the board/committee level: they can also be done with other highly-rated prospects or volunteers who are willing to help the museum. Even if they only identify potential prospects without offering to help, these are now new prospects who were not in the pool previously.

One final suggestion is to always keep an eye open for trends as indicators of potential new sources of prospects. For example, at one of my former positions, we knew art collectors were highly attracted to the museum, so we regularly screened top collector lists and identified potential connections to the museum.

While museums and other cultural organizations may not have large databases of alumni or patients, they have other relationships that indicate varying degrees of inclination and should be mined for prospects. It does not always have to feel like searching for a needle in a haystack (or a pin in a giant pin cube like Donovan’s work) once you identify the various ways in which individuals connect with your organization.

Looking Back: The Virtual Office - Telecommuting Basics

Laura Parshall — Fri, 01 Dec 2017 15:14:26 GMT

In 2009, the NEDRA News interviewed Helen Brown and Elizabeth Roma of the Helen Brown Group about telecommuting, and what it means for the employee and the organization. With winter weather around the corner, telecommuting is probably looking very attractive to many people!

The Virtual Office - Telecommuting Basics.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Tue, 31 Oct 2017 18:23:29 GMT

The NEDRA Board had its monthly operations call on October 11. Among the subjects discussed were upcoming programming and the 2018 conference. Read on for some big conference news, and more!

2018 Conference Update

Laura Parshall — Tue, 31 Oct 2017 18:03:04 GMT

Exciting news! The location, date, and keynote speaker for #NEDRACon2018 have been announced! We hope you will join us on April 26 and 27 at the Hotel Viking in Newport, RI for what's sure to be an exciting conference. We're delighted to share the news that industry leader Michael Quevli will be our keynote speaker this year. If you weren't lucky enough to catch his educational session at the 2016 conference, you'll now have another opportunity to catch him at NEDRA. Don't miss it! You can find more information about Michael here

Conference registration opens in January, but room reservations at the Hotel Viking are open. We strongly recommend you reserve a room as soon as possible, since rooms for the 2017 conference sold out well in advance, and we expect this to happen again in 2018. There is a room block for attendees with a rate of $129/night. This discounted price ends March 4, 2018, but the Hotel Viking anticipates that the entire hotel will sell out prior to this date, so book now! Go here to make your reservation online, or call 401-847-3300 and reference group code 1K65DW.

The conference NEEDS SPEAKERS! We plan to feature 24 educational sessions in four conference tracks: Prospect Research, Prospect Management, Fundraising Data Science, and Innovations & Trends. This is a great opportunity to share your unique skills, expertise and best practices with our community. Submit your session proposal and a short speaker bio via this conference proposal form.

As we have before in recent years, we will be featuring a pre-conference Research Basics Bootcamp on Wednesday, April 25. This is a great way for newcomers to the industry to meet some of their fellow NEDRA members and get some grounding in the basics before the conference begins.

For the first time, we also will be holding a pre-conference fundraising data science summit on April 25! Come join other seasoned data science professionals to dig deep into the world of data.

Stay tuned to the NEDRA News Blog, your inbox, and the Annual Conference website for more information!

Upcoming NEDRA Programming

Laura Parshall — Tue, 31 Oct 2017 17:19:52 GMT

Thanks to everyone who joined us for the prospect management panel on October 17, and the healthcare Think Tank on October 27! We have more great programming coming up this fall and winter. On November 7, Melissa Bank Stepno will present a Residential Real Estate Review at Northeastern University. On November 17, Amy Begg and Lisa Foster will lead a Research Basics Bootcamp, great for anyone who needs to brush up on their basics, or who's just starting out in prospect research. Looking out to the beginning of next year, Bill Gotfredson and Dave Owens will be presenting on Understanding and Utilizing SEC Filings. If phantom stock is scarier to you than any ghost story, join NEDRA to learn about the information that can be gleaned from SEC filings!

You can find more information about these programs, and register for them, on our Upcoming Programs page.

Panicky in the U.K.: The Impact of Data Protection Laws in the European Union and the U.K. on Prospect Research

Laura Parshall — Tue, 31 Oct 2017 15:50:20 GMT

With international research growing in importance for many organizations, the privacy laws of the UK and the European Union have been of increasing concern. In this article, Tim Wilson of Harvard Business School discusses what these laws mean for our profession, and presents useful resources for learning more.

Panicky in the U.K.: The Impact of Data Protection Laws in the European Union

and the U.K. on Prospect Research

by Tim Wilson

I recently attended Helen Brown’s engaging and informative NEDRA program on “International Research: United Kingdom.” As a board member, I was delighted to see a great turn-out, with representation from many institutions and fields within prospect research and management, such as healthcare and higher education. Helen’s presentation focused on two aspects of prospect research in the United Kingdom (U.K.) – one being available resources, and the second being the recently enacted European Union (E.U.) privacy laws that have caused anxiety in the U.K.’s philanthropy sector, with some of that nervousness now bubbling up in prospect research colleagues here in the States.

While the privacy laws didn’t create “Anarchy in the U.K.” – a tip to the 40-year-old punk anthem – fundraisers are a bit more panicky since this legislation’s approval by the E.U. in spring 2016. Greater awareness about the data protection law and its ramifications for fundraising made its way across the pond and splashed on Yankee shores earlier this year.

Due to the complexity of the issue and implications for our industry, links are embedded in this article for additional reading. In her workshop, Helen Brown encouraged attendees to educate themselves on these regulations and prepare for how this will impact the ways in which we work and where we store data.

To start, what is this data privacy law? Its full name is The General Data Protection Regulation (GDPR), a piece of European Union legislation going into effect in May 2018. It is being enacted to thwart even the appearance – let alone the outright intent - of a 21st century “British Invasion” of any donor’s personal information by charitable organizations, corporations, or other entities in various industries. Its reach and impact are certainly wide-ranging. The GDPR’s policy predecessor had been in place since 1995, and as we know, data collection, philanthropy, and online resources have undergone a Thames River-esque torrent of transformation over the last two decades.

While the GDPR will be enforceable throughout the 28-member European Union, most of the media’s – and the philanthropy world’s – attention has focused on the GDPR’s impact within the U.K., for various reasons. The proportion of many institutions’ international donors who live and/or work in the United Kingdom (England, Scotland, Wales, and Northern Ireland), coupled with the bevy of English-language resources for researchers, in a world of limited guides for non-U.S. regions and countries), have ensured that U.S. institutions are quite curious about what’s to come, as well as what events coincided with the E.U. enacting this policy. As quick background: Public dismay over U.K. charity scandals the last few years reached an apex after the 2016 death of 92-year-old Olive Cooke, who allegedly received over 3,200 charity solicitations in a year. Sadness and anger over Cooke’s death and other bad philanthropic optics led to a staggering drop in the level of trust that people in England and Wales held in their charities.

So, what will the General Data Protection Regulation do, exactly? This regulation seeks to securely protect personal data – “names, photos, e-mail addresses, bank details, medical information,” per the E.U.’s General Data Protection FAQ website. Thus, many data points that prospect researchers have access to, and store, are protected by this regulation.

One major sticky wicket at the dawn of the GDPR era is: What will happen when the U.K. leaves the European Union, the final straw in the 2016 Brexit shockwave? In anticipation of the E.U. losing the U.K. as a member by March 2019, the E.U.’s General Data Protection website has an FAQ section addressing the Union Jack-draped elephant in the room. Once Brexit is complete, the GDPR will not have affect in the United Kingdom. The U.K. government will “implement an equivalent or alternative legal mechanisms” similar to GDPR, according to the FAQ website.

How concerned should U.S.-based prospect researchers be about Brussels-based legislation? Read this sentence from the E.U. website: “The GDPR not only applies to organisations located within the E.U. but it will also apply to organisations located outside of the E.U. if they offer goods or services to, or monitor the behavior of, E.U. data subjects. It applies to all companies processing and holding the personal data of data subjects residing in the European Union, regardless of the company’s location.” Gulp! That’s us!

Not jolly good, indeed!

But we shouldn’t walk around in a perpetual London fog or panic over the data protection news! In her presentation, Helen highlighted two United Kingdom-based philanthropy organizations for their excellent coverage of the data protection issue: the Factary and the Institute of Fundraising (IOF).

One of the Factary’s staff members, research director Nicola Williams, recently posted two highly informative articles (one in August, another a recap of a survey just two weeks ago) that offer cheerier assessments on our industry’s future. Looking ahead, Nicola summarized the feelings of many in Factary’s poll that GDPR “will help to promote prospect research within organisations and institutions” while making our industry “more efficient and effective” as a result of required modifications to data collection, reporting, and usage.

IOF is another stellar reference for understanding the data protection policy. Searching for “GDPR” yielded over 100 results, including the highly engaging “Get Ready for GDPR” (with graphics, PDFs, timelines, and other goodies), the A-to-Zed “GDPR At a Glance,” and the thorough “GDPR: The Essentials for Fundraising Organisations.”

As I perused these resources, I was gobsmacked by the wealth of information, all relatively easy-peasy to follow and comprehend, that describes what GDPR will do and the “Who, When, How, and Why” of its impact. I am grateful both to have these resources at my fingertips and for colleagues like Helen and the research colleagues at the Factary and the Institute of Fundraising who have devoted considerable time to understanding this privacy regulation, cleared away the Brussels-ease policy lingo, and contextualized what GDPR means for the prospect research profession.

The General Data Protection Regulation represents a sea-change in the prospect research and wider non-profit management worlds. One looming question is, “How will the EU be able to, or seek to, enforce the General Data Protection Regulation in the U.S.?” That weighty concern likely will become clearer in time. Until then, we’re left to ponder implications for our day-to-day work, such as “How will researching and collecting info on non-donors change, since non-donors may not already be in our database?” In addition, institutions may need to separate non-sensitive data from sensitive information in their databases, in order to be in compliance with this regulation.

By British calculations, we have approximately 11 fortnights (or, under six months) to educate ourselves with the General Data Protection Regulation and determine within our institutions what changes we will need to make to be in compliance. Action items can include looping in database management and advancement services colleagues to familiarize them with this impending news, as well as assessing which data points would be included in this data protection coverage. Quick-win steps include bookmarking the Factary and the Institute of Fundraising’s sites and checking them regularly for further GDPR-themed insights over the coming months.

The best of British to you…err, I mean, “Good luck!”

NEDRA Member Survey: Tableau Salary Visual

Laura Parshall — Tue, 31 Oct 2017 14:47:51 GMT

In May 2017, NEDRA conducted a survey of its community. One main goal was to gain insight for NEDRA regarding compensation, staffing, etc. of its constituents, in order to support benchmarking and negotiations for staffing, budget, compensation and other talent management-related topics.

Based on the survey data and with this goal in mind, the NEDRA Board created a Tableau visual presentation that enables salary responses to be segmented by job title (e.g., executive, director/manager, analyst, data scientist, etc.), job level (e.g., senior, assistant, associate), location (within MA vs. outside MA), and type of organization (non-profit vs. for-profit).

The frequency distribution consists of respondents categorized in salary bins, each at $10K increments, with a range from $20K to $190K (excluding nonresponse and “$0” salary response). The top of each salary bin displays the count, the average salary, as well as the median. On the right, different options for region, org type, and job title allow for filtering and segmentation of salaries.

In order to interact with this Tableau visual, you will need Tableau Reader to read this file if you don’t already have Tableau or Tableau Reader installed on your computer. The link to download and install Tableau Reader is here.

Some problematic experiences in terms of getting Tableau Reader downloaded and installed may occur due to either firewalls on work computers and/or operating system compatibility. You may want to use your personal/home computer or else download a 32-bit version of Tableau Reader if your operating system is on the older side. Please discuss with IT personnel at your organization if you’d like to view on your workstation.

Once you download Tableau Reader you should be able to open and interact with this Tableau visual.

Visit the member section to check out the visual!

Looking Back: A Holistic, Proactive Approach to Donor and Prospect Services - The Prospect and Donor Management Office

Laura Parshall — Tue, 31 Oct 2017 14:35:16 GMT

Back in the mid-1990s, prospect development was working on defining itself as a profession and finding its place as a vital, integral part of advancement. In many ways, we're continuing this process today. In this article, Kristin Kristopik describes how UCONN addressed this identity issue in organizing their office structure.

A Holistic, Proactive Approach.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Fri, 29 Sep 2017 20:34:20 GMT

The NEDRA Board held its in-person meeting on September 13. Among the subjects discussed were the upcoming conference, board nominations, and programming. Read on for more information!

Reminder: Board Nominations

Laura Parshall — Fri, 29 Sep 2017 20:21:07 GMT

Do you want to help build the future of NEDRA? Or do you know someone who'd be a great person for that job?

Next summer, six members of the NEDRA board will be rotating off the board at the end of their term. While we will still have a number of skilled, enthusiastic board members remaining, they will need some new people to come in and help them with the work of keeping NEDRA great and ensuring we have a lot to offer our members. If you're looking to level up on volunteering with NEDRA, or if you know someone who'd be an asset to the board, please fill out the nomination form on the Call for Board Nominations page today.

Just for perspective, when I was asked to join the board in 2012, I was more than a little surprised that someone thought I could take on such a big responsibility. I didn't know if I was up to the task, but I DID know that I wanted to give back to NEDRA and do my part to help others in the prospect development field. I said yes--and have never regretted it. Doing challenging work for a great cause with a great team is a rare pleasure, and joining the NEDRA board is a wonderful opportunity to experience it.

Upcoming NEDRA Programming

Laura Parshall — Fri, 29 Sep 2017 20:10:50 GMT

Thanks to everyone who attended Helen Brown's session on UK research and the VINO in Connecticut this month! We have even more great NEDRA programming in store for you this fall. Coming up on October 17, we have a prospect management panel in Shrewsbury, MA. Come hear the stories of our three panelists on creating prospect management systems at their institutions! Then, on October 27, a Think Tank on healthcare will provide an opportunity for people working in that industry to share their problems, and their ideas. If you're new in the field of prospect development or know someone who is, the next Research Basics Bootcamp will be held on November 17 in Portsmouth, NH, with Amy Begg and Lisa Foster of the NEDRA board presenting. See the Upcoming Programs page for more information or to register for any of these programs. Also, keep an eye on the NEDRA website and on your e-mail for a program on real estate, to be held in November (date TBA)!

Best Practices for Interviewing and Hiring in Prospect Development

Laura Parshall — Fri, 29 Sep 2017 19:54:00 GMT

If you're currently looking to hire new staff, or to transition to a new job, you're in luck this month! In this excellent article, Suzy Campos, NEDRA board member and Director of Advancement Research at Amherst College, presents a look at hiring and interviewing practices in our industry.

Best Practices for Interviewing and Hiring in Prospect Development.

We all want to be part of a strong team. Prospect development is a great career option, but the niche nature of what we do can sometimes make recruiting and hiring a challenge. For this article, NEDRA surveyed team leaders/directors from a variety of institutions about their experiences with searches and what has worked well.

When evaluating candidates, whether for positions in research, prospect management, or fundraising data science, hiring managers are looking for good communicators who exhibit curiosity, problem-solving skills, and the ability to think outside the box. These characteristics are considered by survey respondents to be more essential than direct experience. One respondent said, "I can teach someone how to use research tools and about fundraising processes, but [the successful candidate] has to be willing to be creative and think of other ways to find pertinent information when tools or resources have limitations." Ability to handle confidential information with discretion is also a requirement. A passion or interest in the organization's mission is considered a plus. One director looks for comfort with math and basic algebra in prospect research candidates. How else to calculate accurate capacity ratings?

Prospect development hiring managers advise looking beyond direct experience for skills that are transferable. Leaders have welcomed historians, genealogists, medical researchers, and journalists to their groups with good results. "I usually look for a generalist. Someone who knows about a lot of things," said a director at an academic institution.

Leaders hiring for analytics/data science positions look for proficiency in at least one software language such as SAS, Python, R, or SPSS. A demonstrated interest in learning additional languages is a plus.

Good writing skills are still considered a must. In addition to writing basics such as grammar and spelling, "brevity," "clarity," and "conciseness" were frequently cited. "Very long cover letters can be a red flag."

Along those lines, when NEDRA asked hiring managers what would happen with "an otherwise promising applicant if there was a typo in the resume/cover letter? Two typos??" the responses were varied. Many managers said they wouldn't reject the candidate outright if all else was strong, but that it would be a factor if other concerning signs emerge. "I realize sometimes candidates are having to quickly update a resume at night, after work, and I can give a tiny bit of leeway on a small typo." However, for some, it is a dealbreaker. "One typo would be tough, two completely unbearable," said one respondent. Another noted, "It shows a lack of the attention to detail that is so important in our work." Others say it depends on the nature of the error, "Something glaring like a misspelling, I would probably not move [the candidate] forward; an extra space or missing comma, I would probably let go." A respondent who has been involved with data science-related searches is willing to forgive a few errors, pointing out that English may not be the primary language of the applicant.

To better assess writing skills, most institutions require a sample of written work for prospect research positions. Many also administer an exercise−either on site or as a take-home−in which the applicant is provided with some standard source material to synthesize into a summary. One institution asks the applicant to give a ten minute presentation on something technical. Other assessments include proofreading tests and exercises to demonstrate Excel skills. None of the responding institutions said they ask candidates to do original research.

It's natural when conducting a search to look for qualities like fit and compatibility. However, it is important to keep in mind that research increasingly shows that diversity among employees brings strength to the organization. (See "Why Diverse Teams are Smarter," Harvard Business Review, November 2016)

Dina Levi, Director of Inclusive Leadership at Amherst College, advises that when hiring, "fit" be well defined so it does not translate, consciously or unconsciously, into "looks like us and thinks like us." Dina notes that while it behooves interviewers to check their own biases, it is even more beneficial to create structures in the hiring process that mitigate bias. Some strategies Dina suggests include:

A clear, written definition of "fit" is less subject to bias than looking for a feeling of personal compatibility. One possible definition of fit could be "exhibits the values of the hiring organization (e.g., communication, respect, service to others)."
Skills assessments that are standard for all candidates, such as the exercises described above, are more objective than relying solely on a conversation-based interview.
Make inclusion part of the body of the job description, not just a tagline in the employer boilerplate. Some examples: "Successful candidates should possess specific competencies and demonstrated experience working with diverse colleagues;" or "Takes appropriate actions to participate in the organization's efforts to create a respectful, inclusive, and welcoming work environment."
Resist assumptions about a diverse candidate's ability to conform or to be compatible with the work environment. For example, avoid the assumption that a candidate would not feel comfortable being the only member of their gender on a team, or that a minority candidate would not want to relocate to a rural college town.

Consider standardizing questions so that all interviewees are responding to the same inquiries and can be compared objectively. This keeps the discussion focused on the job and results in fewer tangents about personal similarities with the search committee, such as sharing the same hometown or alma mater.

Respondents to NEDRA's hiring survey shared some favorite interview questions including:

Describe a difficult situation with a fundraiser or client and how you handled that.
Tell us about a time that you had to sacrifice quality for quantity [or vice versa].
How would you handle getting an inappropriate or unreasonable research request?
What makes for a really fun day at work?
How would you handle an analysis project where key data are missing?
Tell us about a time you took a risk that didn't work out.
What is your proudest achievement?
What's the difference between an "attending" and an "admitting?" [healthcare setting]
If you were me [the hiring manager], how would you describe the essence of the position and the characteristics of a successful candidate?
What have we not asked you about yet that you want us to know?
What song would you consider your anthem and why?

Several hiring managers mentioned that they consider it a warning sign when the candidate doesn't have any questions of their own. "When I ask 'do you have any questions for us?' I'm not just being polite, I'm gauging how prepared and how interested the candidate is."

Lastly, no thank you note, no job offer. Not sending a thank you "indicates a lack of interest in the position." Some hiring managers prefer email, some prefer a handwritten note, but all agree that any type of note is better than none. "Savvy candidates will send one note by email for speed, and one by post for another "touch" and a reminder that they get the art of the thank you." "We think of it as another opportunity to assess writing skills." One director said, "I always make sure the candidate has the business cards of everyone on the interview team, so that the applicant has all the contact information needed to send thank yous."

Some final words of wisdom? "Be patient. Be persistent. Follow your instincts." Good advice for both hirers and job seekers!

To Bruce Berg, Brooke Burke, James Cheng, Amber Countis, Diane Garvey, Bill Gotfredson, Vicki Law, Dina Levi, Barbara Moore, and several others remaining anonymous, many thanks for their contributions to this article.

Where do hiring managers post their prospect development positions?

NEDRA Job Center

Apra Jobs

Idealist

Institution's own website

Local arts and culture newspaper

PRSPCT-L mailing list

Simmons College School of Library and Information Science Jobline

SLA New England Jobs

Women in Development Greater Boston

Women in Development of Central Mass

Women in Philanthropy

Many Thanks!

Laura Parshall — Fri, 29 Sep 2017 19:42:32 GMT

We would like to thank the following NEDRA members, who have agreed to serve as volunteers with the Marketing Committee!

Kristen Cocche at Emmanuel College

Erin Gianni at Suffolk University

Samantha Goodrow at Bentley University

Claire Moitra at Rhode Island School of Design

Colleen O'Donnell at the Museum of Fine Arts

Amy Tesoro at St. Mark's School

Looking Back: From Research to the Front Lines (and vice versa)

Laura Parshall — Fri, 29 Sep 2017 19:39:35 GMT

In this pair of articles from the Spring 2001 NEDRA News, Scott Tomlinson and Carol Byrne discuss transitioning from a career in prospect development to frontline fundraising, and from frontline fundraising to prospect development. What's the change like? What skills transfer well? Read on to find out!

From Research to the Front Lines (and vice versa).pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Mon, 28 Aug 2017 17:44:23 GMT

The NEDRA Board had its monthly operations call on Wednesday, August 2. We had a great discussion of the Apra Prospect Development conference, and also talked about upcoming programs. Read on for Lisa Foster's conference recap and more information!

NEDRA Member Survey: Executive Summary

Laura Parshall — Mon, 28 Aug 2017 17:26:52 GMT

In case anyone missed it last month, the 2017 NEDRA Member Survey is complete! Thank you to everyone who participated. GG&A, who volunteered to conduct the survey for NEDRA, have put together an executive summary of the results, available to NEDRA members at the 2017 NEDRA Member Survey link. Please be sure to keep your eye out for articles with more in-depth analysis of survey results in upcoming issues of NEDRA News. We look forward to using the survey results to develop better and more effective programming and to understand more about our members’ backgrounds and plans with the ultimate goal to better serve the NEDRA Community!

Apra Prospect Development 2017 Recap

Laura Parshall — Mon, 28 Aug 2017 17:11:36 GMT

NEDRA Board member Lisa Foster attended Apra's Prospect Development conference in July. In this month's article, she shares her experiences there for those of us who weren't able to make it.

Apra Prospect Development 2017 Recap

by Lisa Foster

Apra’s Prospect Development Conference, held July 26-29 in Anaheim, drew just under 1,000 registrants. 827 were full conference attendees and the rest were made up of exhibitors, speakers, or symposia attendees. The conference featured 87 sessions in total, including 10 workshops, 75 breakouts and 2 general sessions. Attendees came from 9 different countries, including Australia, Canada, Great Britain, Ireland, Israel, Mexico, the Netherlands, New Zealand and the US. Of those who answered the post conference survey, 72% were chapter members and the remaining 35% were first time attendees. The top-rated session was the keynote speaker and the top-rated networking events were Apra Talks and the 30th Anniversary Celebration. The top education sessions were the ones that had a focus on real-life applications, as well as sessions focused on relationship building skills.

For me, the conference began with the Apra Chapter Leaders’ meeting. Dina Zelleke (Former NEDRA Board Member and Ann Castle Award recipient) is the incoming Chair of the Chapter Leader’s Committee. NEDRA President Amy Begg and I attended the meeting on NEDRA’s behalf. This was my fourth Apra Chapter Leaders’ meeting, and each one has been totally different. For this meeting, Apra solicited feedback in advance about challenges faced by the chapters. We met as a large group and brainstormed specific challenges that fell into the large categories Apra provided, such as Member and Volunteer Recruitment, Value Proposition and Member Retention, and Serving Diverse Geographies of Membership, for example. Next, we broke into groups and rotated around the room to discuss ideas for overcoming each of these challenges. There was a particular challenge assigned to each table. This was a terrific way to gather new ideas and best practices from other chapters. Most chapters were careful to split themselves up so that each chapter had only one representative at a table, which really helped ensure diverse approaches. Apra is referring to this meeting as a “Solutions Showcase,” and that name is truly apt. Amy and I have shared our experience with the rest of the NEDRA Board and we hope we can use some of the ideas we brought back to better serve our NEDRA members.

We also heard about some changes to the Apra website, especially in the area of the Body of Knowledge. The Body of Knowledge now features self-assessments. This allows you to test yourself in various areas and see if you have knowledge gaps. The meeting ended with each chapter tasked with creating a poster for their chapter to remain on display throughout the conference. Amy and I were very grateful for the wonderful photos taken by our volunteer conference photographers. Here is a photo of the poster we created, and a photo of the chapter leaders.

An interesting note is that one of the chapter leaders is named Nedra! She pronounces it with a long "e." It was fun to meet her.

I did take advantage of the Pre-Conference Workshops, and attended two terrific sessions before the official start of the conference. One of my favorite takeaways from this year’s conference actually came in my first pre-conference session. The presenter mentioned trying to make a shift to getting through a list of names to review and rate more quickly and that her team had found the use of physical hourglasses to be helpful. I found some pretty hourglasses online and got them for my team. Certainly, we all have access to digital timers but somehow an hourglass is more fun and is a nice visual reminder that time is running out!

Apra took an interesting approach to the scheduling this year, and repeated some of the session offerings. For me, personally, this was helpful as there were times when I was interested in two sessions being offered at the same time and it enabled me to catch one of them at another time in the schedule. In addition to being Apra’s 30th Anniversary, it is also the 30th Anniversary of the movie “The Princess Bride,” and many sessions had fun incorporating visuals and quotes from the movie into their presentations. One of the vendors had made up buttons with various “Princess Bride” quotes and it was interesting to see what quotes people chose to wear! Speaking of vendors, there were a few new vendors this year, and we did speak with them to see if they would be interested in coming to the NEDRA conference this Spring so that our members can stay up to date with all the latest products.

The keynote speaker was fabulous. If you hadn’t read about him, and especially if you’ve ever wondered what happens to all the partially used bars of soap at hotels, I encourage you to check out the Apra website and read about Derreck Kayongo. Not only is his mission laudable, but his passion and enthusiasm were absolutely contagious. He literally had the whole room on their feet, dancing and singing at the end of his talk.

The Apra 30th Celebration featured 80’s music, along with a fun photo booth with 80’s props.

The Apra Talks were very interesting and featured a look at Apra Past, Present and Future. For discussion of the future, Tarak Shah talked about such things as Discovery Engines and Machine Comprehending.

Also of special note, Helen Brown, former NEDRA Board Member and past Ann Castle Award Winner, was the recipient of the 2017 Apra Distinguished Service Award.

NEDRA had a very nice networking reception with a terrific turnout. We even had some folks drop by who were former NEDRA members who had moved out of New England for a job change and some folks who were just interested to meet NEDRA members because they follow NEDRA on social media. The NEDRA brand is strong!

We all attend conferences with the hope of gaining knowledge in different areas. I was especially interested in sessions that offered examples of reports and data visualization, and I found that there were plenty of those. I came back to my office with great examples of reports for prospect management and metrics.

Next year’s conference will be held in Pittsburgh, PA August 8-11, 2018.

Upcoming NEDRA Programming

Laura Parshall — Mon, 28 Aug 2017 17:03:15 GMT

It's been a quiet month, but NEDRA programming will be heating up soon! On August 30, Bowdoin College in Brunswick, Maine will be hosting a Research Basics Bootcamp, perfectly timed to be a "back to school" event for new researchers. On September 12, join this year's Apra Distinguished Service Award recipient Helen Brown for a session on United Kingdom research. Learn about the special challenges of researching in this country, and find out about the best resources and techniques to get the information you need.

Need some networking time? On September 15, there will be a VINO (Very Informal Networking Event) at BAR in Hartford, CT. This self-sponsored event will be a great opportunity to meet your fellow NEDRA members.

On October 27, the Dana-Farber Cancer Institute will host a Think Tank on healthcare. Bring your problems, questions, and ideas to share with others in this field!

You can read more about these programs and register for them on the Upcoming Programs page.

Looking Back: Patented Prospects

Laura Parshall — Mon, 28 Aug 2017 16:59:46 GMT

What exactly does it mean when a prospect holds a patent? In this article from the Spring 1996 NEDRA News, Valerie Anastasio gives a great explanation of patents, including inventors, assignees, and everything else you need to know to navigate this subject.

Patented Prospects.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Mon, 31 Jul 2017 18:52:14 GMT

The NEDRA board had its monthly operations call on July 12. Among the subjects discussed were upcoming programming, plans for the Apra Prospect Development conference, volunteers, and more. Read on for more information!

Congratulating Melissa Bank Stepno

Laura Parshall — Mon, 31 Jul 2017 18:40:28 GMT

The NEDRA Board would like to extend warm congratulations to Melissa Bank Stepno, who has been elected to the Apra board of directors! Melissa, as many of you know, served on the NEDRA board previously, and was a great asset to the board while she was with us. She has also served on the board of AFP's Northern New England chapter. We know she brings serious skills, drive, and a great team spirit to Apra. Please join us in wishing her all the best in this role! It's always exciting when someone from NEDRA goes on to shine with our parent organization.

Book Review: Capital Without Borders

Laura Parshall — Mon, 31 Jul 2017 18:32:35 GMT

In this article, Susan Grivno reviews Brooke Harrington's Capital without Borders: Wealth Managers and the One Percent. Here's her view of this fascinating look at the world of those who manage the money of the super wealthy.

Book Review: Capital without Borders: Wealth Managers and the One Percent (Harvard University Press, 2016)

by Susan Grivno

I first heard of Capital without Borders from Valerie Anastasio, who mentioned it during her excellent session on the wealth management industry at this year’s NEDRA conference. Valerie recommended Harrington’s work to those who wanted insight into the wealth managers of high net worth individuals (HNWIs), and it is indeed a fascinating and accessible read with little in the way of technical jargon or legalese.

Harrington is a Harvard-trained sociologist and professor in the Department of Business and Politics at Copenhagen Business School in Denmark. Capital without Borders is the culmination of eight years of research, including two years she spent training be a wealth manager. With a “TEP” in hand, she went on to interview 65 wealth management professionals—lawyers, accountants, and other advisers—in 22 locations across eighteen countries in order to gain a deeper understanding of this world that has historically been shrouded in secrecy.

I was familiar with CFPs, CFAs, CAs, and other designations in the alphabet soup of financial credentials, but had not heard of the program Harrington went through to become a Trust and Estate Practitioner (TEP). The Society for Trust and Estate Practitioners (STEP)* is a professional body established in London with membership of more than 20,000 across 95 countries. “The most experienced and senior practitioners in the field of trusts and estates,” TEPs are subject to a Code of Professional Conduct requiring them to behave professionally and ethically. U.S. focused prospect researchers may not be aware of TEPs as only 3% of STEP’s membership reside in the United States. The majority, 37%, are from the UK and Ireland. Canadians make up the next largest pocket of TEP professionals at 12%.

By enrolling in this intensive program, which consisted of courses in both Liechtenstein and Switzerland, Harrington was able to create a network of contacts not accessible to her as a researcher. That said, she did not go undercover. Much like the ethical prospect researcher who is transparent about their identity and the identities of the organizations they represent, Harrington was always frank about her role as a researcher and her purpose in pursuing the TEP certification and subsequent interviews. The result of this “immersion ethnography” is a study that proceeds along two paths: Who are wealth managers and what do they do? And what are the economic and social implications of their work?

Harrington traces the origins of wealth management back to the medieval practice of trusteeship. Trusts provided landowners away on military service a means to protect themselves by transferring the title of their assets into a trust. The first trustees were family and friends who became protectors of family wealth from the state’s inheritance taxes. Initially, the rules around this role were so strict that trustees were prohibited from being paid—what Harrington calls a formidable and intentional barrier to professionalism. The recognition of trustees as professionals started much later, in the 19th century.

According to Harrington the training process for wealth managers is part information and part socialization. Those born into some level of wealth and its trappings (the “manor born”) have the easiest time breaking into the profession. They must look and speak the part. Have gone to the right schools. And they must be comfortable with the social activities of the wealthy: golfing, riding, sailing, shooting, etc. Accounting and law backgrounds are typical for those entering the field, though college degrees are not required. A closeness to HNWIs has allowed some with unconventional backgrounds to enter the profession. One of Harrington’s interviewees started as a bank clerk; another was a boat builder who became comfortable with rich individuals after joining the yacht crew of an America’s Cup team.

Harrington spends a great portion of the book outlining how wealth management works and continually stresses that its chief aim is to protect wealth. The general approach is to apply legal tactics selectively to individual components of wealth, placing each into a jurisdiction that will have the most lucrative outcome. These components are then dispersed as widely as possible in a structure made as complex as possible to mask ownership. Trusts may be spread across countries to reduce holdings in one country in order to avoid obligations due to creditors in other countries. Charitable foundations are used to avoid inheritance tax by paying heirs a salary for serving as board members. Wealth can be put into an Offshore Financial Center (OFC) trust to reduce taxes and provide other protections.

London and Switzerland are big hubs of wealth management, as are offshore jurisdictions like the British Virgin Islands and the Cayman Islands, which have unique trust systems in place that afford freedom from taxation and other legislative difficulties. The Cook Islands, a small country in the South Pacific, features prominently in Harrington’s work. Through a ruling the island nation adopted in 1989, assets held in Cook Island trusts are not subject to judgment by foreign courts and cannot be accessed by creditors. Notable cases include disgraced trader Marc Rich, who created $100 million in Cook Island trusts in his ex-wife Denise’s name with assets including a 157-foot yacht, a Learjet, and Swiss bank account. Ponzi-scheme fraudster Allen Stanford opened what he called the “Baby Mama Trust” there with part of the proceeds from a $7 billion illegal investment scheme, listing his mistress and their two children as beneficiaries. Baroness Carmen Thyssen-Bornemizsa of Spain has a private art collection (including works by Manet and Van Gogh) worth billions that she owns through trusts in the Cook Islands and other jurisdictions.

This is not entirely new information for those of us in prospect research, but insight into the mind-set of HNWIs and their money wranglers is eye opening. Wealth managers, Harrington states, liken themselves to financial architects, creating complex structures of organizations, corporations, trusts, and foundations—finding loopholes and regulatory gaps between the laws of different countries. Such complexity is intentional, meant to cause a “My Eyes Glaze Over” reaction from government enforcers. Her sociological opinion of this is clear throughout as she refers to these efforts as “professional subversion, “creative compliance,” and “regulatory arbitrage.” She says that "much of what wealth managers do...occurs in an 'ethical gray area' - a realm of activity that is formally legal but socially illegitimate.”

The motives of the one percent, as outlined in the book, are often surprising. Any claim to their wealth is seen as an injustice. Many of Harrington’s interviewees ardently believe they have a moral obligation to safeguard the wealth of their clients from government expropriation. She states that roughly 25% of those she interviewed endorse a philosophy of “libertarian anarchy” in which they view “unethical state taxation” as theft. Indeed, taxes are especially unconscionable because they function as a form of wealth redistribution, depriving the poor of opportunities to learn initiative.

The latter part of Capital without Borders is devoted to what Harrington sees as the downside of wealth management – money laundering, corruption and financial strategies that though legal are socially devastating. She writes: “For ultra-high net worth clients, it seems, being obliged to honor their debts, pay the costs of government, and otherwise obey the laws of the land are offenses to liberty.” She equates tax avoidance with theft and, though done obliquely, refers to wealth managers as “parasites.” Echoing the concerns of French economist Thomas Piketty, author of the 2013 book Capital in the Twenty-First Century—she warns us that wealth inequality is growing faster than income inequality.

Harrington is forthright in her assertion that the “cat and mouse” strategies utilized by wealth managers can be socially destructive. Take the nation of Jersey, one of the Channel Islands between the UK and France. Wealth managers jockeyed to bid down Jersey’s marginal tax rate for their clients, despite the island’s modest official tax rate of 20%. Due to the “economic and political dominance of wealth management, it is no longer really a sovereign state in any meaningful sense” as roughly half its population has fled. The brightest and most able citizen are gone, and those “left behind are ripe to be tempted by nationalist solutions, ethnic divisions, and the politics of hatred. Thus tax avoidance and rising inequality create a threat to democracy itself.” The phenomenon or “hollowing out of civil society” in offshore financial centers as Harrington puts it, is not unique to Jersey and has been dubbed “the finance curse.” Harrington does not think there is much to be done to curb the destructive influence of wealth managers, as they are “largely ungoverned and ungovernable” but notes that there are ever-increasing constraints to which managers must adapt.

Besides the sobering social implications Harrington highlights, to me the most profound question posed by her book is whether the industry in its current form is, in the end, sustainable. Ultimately, she sees the endeavors of wealth management professionals as economically damaging on a macro level. The fear and distrust this profession and its stakeholders have for governments and taxes make the business of wealth management one of safeguarding through “defensive orientation,” rather than seeking growth. The business is then, at best, unproductive. At worst, it is destructive as freezing wealth on the HNWI scale means that economic growth for all is diminished. When the focus is on the preservation of wealth alone, there will not be enough capital to stimulate innovation, entrepreneurship and growth.

Would I agree with Valerie’s recommendation of Capital without Borders? Definitely. It is easy to read and understand with great insight into different types of trusts and trust regulations. Her comparison of the merits of trusts, foundations, corporations and offshore corporations alone make it a valuable addition to one’s prospect research library.

It is also timely in light of incidents like the Panama Papers, the 2015 leak of 11.5 million confidential documents from the Panama-based law firm and corporate service provider Mossack Fonseca. The extensive reporting published the year following this massive leak revealed much about the legal, and sometimes illegal, methods used by the 1% to shelter their wealth. Harrington’s work is helpful in understanding not only the methodologies used, but also the worldview of the elites and their wealth managers.

Many Thanks!

Laura Parshall — Mon, 31 Jul 2017 18:21:13 GMT

We'd like to take this opportunity to welcome and thank the volunteers who have joined the Programming Committee and the Conference Committee for this year!

Working with Lisa Foster and Renana Kehoe on the Programming Committee will be:
Elizabeth Donascimento, Northeastern University

Ruth Giles, Mount Holyoke College

Kate Hanson, Museum of Science, Boston

Elana Pierkowski, Dana-Farber Cancer Institute

Working with Susan Grivno and Erin DuPuis on the Conference Committee will be:

Anne Givens, Gordon College

David Owens, Boston Children's Hospital Trust

Amitha Vasant, University of Massachusetts Medical School/Memorial Hospital

Thanks so much for pitching in and helping out!

If you're interested in volunteering with NEDRA, you can contact our Volunteers Committee co-chairs, Suzy Campos and Pamela McCarthy.

Upcoming NEDRA Programming

Laura Parshall — Mon, 31 Jul 2017 18:15:17 GMT

Thanks to everyone who attended the lunchtime VINO in Maine, and to everyone all of the Apra attendees who showed up for the NEDRA networking reception there!

We have a Research Basics Bootcamp coming up at on August 30 at Bowdoin College in Brunswick, ME. If you are new to the profession or need a refresh on basic research skills and techniques, join Mary Taddia for this all-day intensive. More details are available on the Upcoming Programs page.

Keep an eye on that page and on your e-mail, because the Programming Committee has a lot of great ideas for educational programming and networking opportunities coming up, from VINOs to international research to analytics. As more information becomes available, you can read about it on the NEDRA site and in the NEDRA News Blog.

Prospect Research Questions That Every Beginner Needs to Know

Laura Parshall — Mon, 31 Jul 2017 18:10:37 GMT

Since the next Research Basics Bootcamp is coming up at the end of next month, it seems like a great time to share this article by Anne Givens, Assistant Director of Advancement Research at Gordon College. Here, she guides us through some of the basic questions we should ask ourselves when researching a prospect.

Prospect Research Questions That Every Beginner Needs to Know

by Anne Givens

As researchers, our days are filled with questions: those being asked of us by others, and the ones we ask ourselves as we go through the process of researching a prospect. What do they do for work? What assets do they own? Does their philanthropic history indicate that they would be interested in supporting our organization? These are the standard starting points for any donor profile. But there are more nuanced questions that need to be asked to gain a deeper understanding of a prospect. This list of questions will help you probe more deeply and accurately into a prospect’s potential. I wish someone had highlighted these for me when I first started out as a researcher!

Who is this prospect’s influencer or gatekeeper?

An influencer or gatekeeper is a person in the donor or prospect’s life who helps them make, or who consults on, financial decisions. This could be a spouse, parent, sibling or business partner. Some prospects will make philanthropic decisions entirely on their own. But for those who have an influencer, it’s very important to know who they are, how big a role they play, and how they might feel about your organization.

Let’s say that CEO John Smith relies on the input of his father Ed Smith, company founder, for making financial decisions. Your organization is a university and John has a history of supporting higher education. However, his father Ed is a “self-made man” who never went to college and favors humanitarian efforts for his philanthropy. If your fundraiser is equipped with this information they can be ready with a plan for Ed to make the case for higher education as well as connecting Ed’s humanitarian interests with your organization.

What is the median home value in the area they live in?

This question is particularly important when considering a large list of prospects from different areas of the country, as in the case the new parent wealth screening that colleges and universities complete each year. If you’re screening a list of five hundred names and are looking to identify the top twenty-five prospects, a seemingly natural course might be to confirm assets and then sort from highest to lowest. The top asset totals rise to the top and this becomes your target group. The problem with this course is that a million-dollar home in San Jose, California does not point to the same capacity level as a million-dollar home in Oklahoma City, Oklahoma. Because the median home value in San Jose is about $900K, a $1M home would be about average there. However, the median home value in Oklahoma City is $138K, so owning a $1M home there is much more indicative of wealth. When reviewing a list as whole, be sure to scan it and see which geographical regions are covered. Median home values on the coasts and in and near metropolitan areas, tend to be higher, while those in the Midwest and rural southeast tend to be lower.

What is their liquidity?

Liquidity refers to the amount of cash an individual has available. This question is less important for organizations that have the ability to receive asset-based giving such as real estate, stock, or art work. Many smaller nonprofits, however, are not set up to receive gifts this way, and rely on cash gifts. Real estate developers, whether commercial or residential, are a group that might be wealthy on paper but possibly have low liquidity. This is because their cash could be tied up in maintaining their current properties or being used to acquire new ones. Another group that could potentially have lower liquidity are corporate executives (particularly at new companies) who receive a significant portion of their compensation through stock options. If they have not yet exercised the options, then the stock is not owned by them and therefore not able to be liquidated or donated. Also, they might be on a vesting schedule that prevents them from accessing the full value of the stocks they have received. A third group that might have low liquidity is investors. Private equity and venture capital, both of which can be very lucrative, can create situations where an individual is “asset rich and cash poor.” Similar to the real estate developer, they are wealthy on paper but their cash may be tied up in their investments. Note that for all three of these examples, there are many individuals who will have both extensive assets and liquidity. Additionally, the details of stock options and vesting schedules vary from company to company and even from employee to employee. This information is just to get you thinking critically about the issue of liquidity.

What is the life stage of this prospect?

This question also ties into liquidity, but from a different angle. Educational institutions reviewing their alumni prospects will want give particular attention to this question. Let’s say you are comparing a twenty-eight-year-old doctor with a sixty-five-year-old accountant. Your first instinct may be to pursue the doctor knowing that on average their earnings are significantly higher than an accountant. This is where the life stage question comes in. A young doctor starting out is not yet earning top dollar or even likely the median for their specialty. Additionally, it’s very likely that they are paying off their medical school loans, which will impact their ability to give. However, a sixty-five-year-old accountant whose children are grown and out of the house and who has paid off their mortgage is in a much better financial position to make a gift.

What don’t I know?

One of the biggest benefits of prospect research is the impact it has on the frontline fundraiser’s face-to-face visits. It gives them the confidence and competence to successfully engage the donor and lay the groundwork for a solicitation. One thing we don’t want during these donor visits is for the fundraiser to be spending time going over information that they already know. Posing the “what don’t we know?” question in advance of a visit serves as a road map for the cultivation conversation. Sometimes a fundraiser will only get 30 minutes in front of a busy CEO, so every minute counts. If you already know that a venture capitalist has significant capacity but they don’t have a public giving history, then your fundraiser can guide the dialogue to what you don’t know, which in this case is what his philanthropic interests are. The conversation can go directly to what the VC is passionate about, and the fundraiser can begin to talk about how your organization connects to those passions.

The moral of the story is: Keep asking questions! The answers provide our fundraising road map, and they guide the process from “what?” to “so what?” to “therefore”. More on that next time. What are some of your favorite questions?

Looking Back: The Illusion of Net Worth

Laura Parshall — Mon, 31 Jul 2017 18:08:17 GMT

It's a term that's thrown around casually, but it's often misused. In this article from Spring 1998, Sandra Larkin talks about why it's generally problematic to claim you know a prospect's net worth.

The Illusion of Net Worth.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Fri, 30 Jun 2017 20:09:19 GMT

The NEDRA Board met on June 15th and 16th for its annual retreat. This was the first in-person meeting for our newest board members. At the meeting, this year's officers and committee heads were announced. They are:

Amy Begg (Harvard University): President
Ian Wells (Ian T. Wells & Associates): Vice President and Co-Chair, Sponsorship
Erin Ambrose DuPuis (Merrimack College), Secretary and Co-Chair, Conference
Lisa Foster (Phillips Academy): Treasurer and Co-Chair, Programming
Suzy Campos (Amherst College): Co-Chair, Volunteers and Co-Chair, Heather Reisz Memorial Scholarship
James Cheng (Memorial Sloan-Kettering Cancer Center): Chair, Diversity & Inclusion and Chair, Social Media
Bill Gotfredson (Boston Children's Hospital): Co-Chair, Sponsorship
Jenn Grasso (Bowdoin College): Co-Chair, Heather Reisz Memorial Scholarship
Susan Grivno (University of New Hampshire): Co-Chair, Conference
Renana Kehoe (Harvard Art Museums): Co-Chair, Programming
Pamela McCarthy (Northeastern University): Co-Chair, Marketing and Co-Chair, Volunteers
Laura Parshall (MIT): Chair, NEDRA News & Industry Blog and Co-Chair, Marketing
Ginny Santamaria (American Cancer Society): Chair, Membership
Tim Wilson (Harvard Business School): Chair, Conference Scholarship and Co-Chair, Marketing

During the retreat, the Board discussed plans and goals for the upcoming year. Read on for more news from NEDRA!

Upcoming NEDRA Programming

Laura Parshall — Fri, 30 Jun 2017 19:52:12 GMT

It's going to be a quiet month up ahead, but don't worry, there's still an opportunity to connect with NEDRA members! On July 19th, there will be a lunchtime VINO at Bowdoin College in Brunswick, ME. If you need some networking and fun to liven up a long, slow summer day, register to attend the Lunch VINO: NEDRA Networking in Maine.

Exhilarating Email

Laura Parshall — Fri, 30 Jun 2017 19:47:43 GMT

Sarah Richards is the Coordinator of Prospect Research for The Dynamic Catholic Institute. At our annual conference this year, she presented on the subject of "Exhilarating Email." If you missed her presentation, don't worry: this article covers much of the wonderful information she shared. Sarah is a Board Member of OPRN, and a member of AFP. If you would like to connect, you can contact her at: linkedin.com/in/sarah-richards-55735813

Exhilarating Email

by Sarah Richards

Most people do not associate the word "exhilarating" with the word "email," but I do. It is my goal that by the end of this article, you will feel as exhilarated by email as I do. For most non-profits, email is an affordable way to communicate with donors. But how can email be an affordable way to help the prospect researcher? All of the following tips and tools are free. Great start, right?

Email addresses are my personal favorite information piece to use to be able to begin researching a donor, board member or award nominee. Unlike names, addresses, and phone numbers, email addresses are unique. Multiple family members, even generational family members, may share a home address or phone number; however, most individuals have a personal email address.

Let’s start by assuming you have a donor’s personal email address. There is a great free Google Chrome extension called Rapportive. After you download the extension, put an email address into the "Recipients" or "To" section of a new email. Rapportive will look through LinkedIn and identify the profile of anyone who has that email address connected to their LinkedIn account. This is an accurate and efficient way to identify a prospect's professional and educational experience. It can also help identify their city and state, if you only had an email address and not a physical one.

Now that we have found the prospect’s LinkedIn account using Rapportive and their personal email address, let’s find more information. Let’s download another free Google Chrome Extension called Email Hunter. Once you have downloaded the extension, refresh your prospect’s LinkedIn page. Now there should be an orange button on the profile that says "Hunter." When you click it, Email Hunter will look for the work email address of your prospect The extension will give you a confidence rating for the email address it finds. For example, it might inform you that it is 95% confident that the email address is correct. Or it may tell you it is only 67% confident that the email it provided it correct. Either way, you can take that new email address and put it in Rapportive to find out if the same LinkedIn profile pops up. If it does, then it is an accurate match, and you'll know the email address is valid. If you do not get a match, it does not mean that the email is invalid. It could simply mean that the individual you are researching has not connected their work email to their LinkedIn profile.

If you don't get a match, how can you as a researcher test whether this new found email might be correct? Another way to check and to potentially find more information is to take the email address and put it in Google. Search for the email address within quotations. For example, “Me@mywork.com” By putting the email address in quotations, you are telling Google you only want results that contain those exact characters. Remember, email addresses are unique. If you find information about your prospect using this method for their work email or personal email, you can be reasonably sure the phone numbers, family information, and activities you find associated with emails using this search method are accurate--and as a researcher, I am all about accuracy. My team knows that I will not put anything in a profile unless I am 90% sure it is correct. If I'm 90-95% sure, I put a question mark next to the information.

One reminder about using Email Hunter to obtain email addresses you did not already have: do not add them to your general e-mail list. In my company's database, we have what we call a secondary email location. Emails that are obtained from research or that a donor gives us but tells us they do not want generally used, we put in the secondary email space. It is also a good idea to inform your major gift officer or other team members that you found this email address through research, and that it is not one that the donor gave you. They can judge if and how they want to use it to contact the prospect.

Email addresses are also a great way to learn more about your donor by simply looking at the information they provide you within the email address itself. For example, some people will put their birthday, middle initials or interests within their email address, such as “Paulrsmith@me.com” With this example, there is a high probability that your prospect Paul’s middle initial is “r”. What about “eyedrjones@me.com?” Dr. Jones is probably an optometrist. Now we can search for "Dr. Jones optometrist" within Google. If you know the state he lives in and his first name from other information in your database, you can use that to help narrow your results. Additionally, look at the domain name of the email address. Many states have a “rr” format. For example, “@wi.rr.com” If you did not already know, now you would know that your prospect lives in Wisconsin. There are also numerous company domains that you may not be able to find using the email in Rapportive or the entire email address in Google using the process mentioned above. However, you can still use the domain name to locate where your prospect works. If you find out where they work, you might be able to find a profile, work phone number or picture on the company website.

Additionally, the beginning of an email address, often referred to as the “local-part” or the username, can be used to search social media to find out if that username is used in other places. For example, many people will use their email username as their Twitter handle or their Facebook username.

By now, my hope is that you have said "wow!" to at least one of these email research tips or add-ons. If you only learned one new way to use email addresses in your daily work, then I have done my job. Now take what you have learned and start researching using the email addresses in your database. Email addresses are a treasure trove of information. Happy hunting!

NEDRA 2017 Survey

Laura Parshall — Fri, 30 Jun 2017 19:40:43 GMT

Thank you so much to everyone who filled out the recent NEDRA survey! The information you provided will be helpful to all of us in getting a better understanding of our industry as a whole and NEDRA in particular. Information on salary and on budgets for resources and professional development can be excellent support for anyone who wants to advocate for more investment in prospect development within their organization. Providing this information was important because of its value to YOU, the NEDRA membership, so thank you for sharing! We're currently working on creating a presentation for the data that will be available to NEDRA members soon. Stay tuned.

Looking Back: Beyond "Public" and "Private"

Laura Parshall — Fri, 30 Jun 2017 19:36:10 GMT

Ten years ago, MIT's Charlie Carr wrote this great article about different kinds of business organizations, and what they mean in the context of prospect equity ownership. Charlie may be retired now, but NEDRA members can still benefit from his insights!

Beyond Public and Private - Types of Business Organizations.pdf

Peek Under the Hood: News From the NEDRA Board

Laura Parshall — Wed, 31 May 2017 17:13:33 GMT

What a great experience the annual conference was this year! It was wonderful celebrating NEDRA's 30th anniversary, getting a chance to network with peers, and learning from so many great educational sessions. We also had a chance to welcome four new people to the NEDRA board. These new board members will attend the board retreat in June to start learning their duties, and to help plot a course for the coming year. They will officially begin their roles on July 1. Please welcome Jennifer Grasso (Bowdoin College), Renana Greenberg Kehoe (Harvard Art Museums), Pamela McCarthy (Northeastern University), and Ginny Santamaria (American Cancer Society) to the NEDRA board! Read on for more news, announcements, and great input from our members.

Upcoming NEDRA Programming

Laura Parshall — Wed, 31 May 2017 17:06:32 GMT

Thanks to everyone who attended the annual conference and its accompanying Research Basics Bootcamp! Coming up on June 20, there will be a Think Tank on Prospect Management held at Mount Holyoke College in South Hadley, MA. This seems to be a popular session, because it's already sold out! If you'd like to be notified if and when space becomes available, you can join the waitlist on the event page. If you can't get a spot, don't worry: NEDRA is going to have more educational and exciting programming coming up soon.

Spending Money to Raise Money

Laura Parshall — Wed, 31 May 2017 17:00:23 GMT

All of us here know the value of prospect research and other aspects of prospect development. Most front-line fundraisers and administrators do too, but even so, it can sometimes be hard to convince leadership to provide us with the resources we need to do our jobs to the best of our abilities. In this article, Anne Givens, Assistant Director of Prospect Research at Gordon College, interviews Paul Edwards, Gordon's Chief Advancement Officer and Senior Vice President. Their dialog helps make a case for providing resources to prospect research, for the good of the entire organization.

Spending Money to Raise Money: Making the Case for Financial Resources to Your Leadership

This is an exciting time to be working in the field of prospect research. Gone are the days of phone books and trips to the library to review microfiche. Never before have we had so much data available to us, with the list of resources constantly growing. New products and methods increase the ease with which we gather prospect data and its accuracy. But as we all know these tools do not come cheap. With most non-profits having limited resources, convincing your leadership to spend five, ten, even fifteen thousand dollars per year on research tools can be a hard sell. So how do we make the case to our leadership for dedicating these financial resources?

I’m fortunate that my Chief Advancement Officer is an industry expert who is a firm believer in the value of prospect research. In the following interview, we’ll discuss how to articulate the value of prospect research and why it is worthwhile to commit your organization’s dollars to these essential tools.

Anne: What do you believe prospect research does for frontline fundraising?

Paul: Prospect research adds three things. First it adds substance to speculation, detailing what we know so that we can ask the question, “What don’t we know?”. Great prospect cultivation occurs as a result of asking that question rather than using time to reconfirm things we already know. Second, prospect research sharpens our ability to ask at capacity. It’s relatively easy to get a “yes” when we under-ask or generically ask. Good research lets us ask precisely and at the prospect’s capacity level. Third, prospect research creates confidence for the frontline fundraiser. He or she can have exploratory conversations that are anchored in facts and not wishful thinking. The fundraiser will ask “so what?” to the “what” that has been provided by the researcher.

In your experience, how high do you feel the return on investment (ROI) is for paid research tools?

Good major gifts fundraising has a standard ROI of 8:1, that is 8 dollars raised for every dollar spent, including investment in the major gifts officer, benefits and support including prospect research. If you take out the prospect research, the ROI drop to 6:1 or even 5:1. When you drop out prospect research you reduce the efficiency for every frontline fundraiser.

What do you think is the most effective way to demonstrate ROI to senior leadership?

There are two ways to demonstrate ROI, the first being to walk a senior leader through the content of a prospect profile and show how that data translates into a major gift proposal. Second, compare the results of major gifts fundraising over numerous years for those prospects for whom a profile has been created and those that haven’t. Using a dozen or so, this should demonstrate the effect the research has on cultivation success.

Any additional thoughts for making the case for these resources?

I started fundraising 39 years ago and at the time research was old school. It was done by the fundraiser and it meant physically going to town hall and the assessor’s office and requesting documents, deeds and other records. You went to the library and asked the reference librarian for genealogies, and you read Moody’s and the business journals. Sometimes it even meant purchasing a single share of stock in a prospect’s public company in order to receive shareholder reports. Back then frontline fundraisers were kept from asking because they had to spend all of this time researching. These tools gather the information for you and are an astonishing improvement to efficiency.

Clearly, the benefits of prospect research far outweigh the cost. Fundraisers have their time freed for face-to-face relationship building and they can go into each visit with the information that will lead to their success. When prospect research contributes to an ROI of 8:1, your organization’s internal question will shift from, “Can we afford to pay for prospect research tools?” to “Can we afford not to?”.

About the authors:

Anne Givens - Assistant Director of Advancement Research, Gordon College:

Anne has been working in higher education finance for 17 years. Starting in accounting, she transitioned to Advancement operations and prospect research four years ago. Filled with innate curiosity, she feels she has found her true calling and passion in the research field.

Paul Edwards - Chief Advancement Officer and Senior Vice President, Gordon College:

Paul has extensive experience in all facets of nonprofit organization management and fundraising, including his recent direction of a 10-year, $1 billion campaign for Wycliffe Bible Translators. In addition to securing major gifts, Paul has trained the staff and boards of 90 domestic and international nonprofits including Duke University, Yale University, Princeton University, UC Berkeley, the American Red Cross, Brigham and Women’s Hospital, and New England Medical Center, to name just a few.

Three Cheers for Helen Brown!

Laura Parshall — Wed, 31 May 2017 16:56:02 GMT

Warm congratulations are in order for Helen Brown! Helen’s many contributions to the field of prospect development were recognized by NEDRA when she was given the Ann Castle Award in 2006. Now, she has been recognized at the international level by Apra for her great service to the industry!

Apra Distinguished Service Award

Established in 1990, the Distinguished Service Award honors an individual who has enhanced both the prospect development profession and Apra through exceptional contributions beyond his/her daily paid work. The award takes into account professional competencies and personal competencies (contributions that facilitate learning and talents that are exceptional).

The 2017 Apra Distinguished Service Award recipient is Helen Brown, President of The Helen Brown Group LLC.

About Helen

Helen is the president of The Helen Brown Group LLC, a prospect development consulting firm based in Watertown, Massachusetts. She is a co-author of Prospect Research for Fundraisers; the essential handbook. Helen is a past board member and longtime volunteer for the Apra and a past president of the New England Development Research Association (NEDRA). Helen is Special Advisor on Fundraising to the board of the North American Foundation for the University of Manchester, and a Fellow of the Royal Society for Arts & Manufactures (RSA) in London. She is a former non-executive director of The Factary Ltd., a prospect research consultancy in Bristol, England. Helen was honored to receive the NEDRA Ann Castle Award for service to the prospect research community in 2006.

Check out all of this year's award recipients here: http://www.aprahome.org/page/apra-awards

NEDRA 2017: The 30th Anniversary Conference

Laura Parshall — Wed, 31 May 2017 16:54:25 GMT

This year, with the help of our members, sponsors, and friends, NEDRA celebrated 30 years of promoting prospect development and related fields. Truly, April's conference was a milestone event. A table in the hallway displayed all sorts of historical memorabilia from earlier days of our organization and our industry. Photos from conferences past shared space with old copies of Who's Who and the Social Register, as well as stacks of floppy disks (yes, those things that look like three-dimensional representations of the "save" icon). A binder held old issues of the NEDRA News from the days before "blog" was a word. Those who had been in the industry for a long time reminisced about the early days of their work, while those more lately come to the field learned about the tools that were in use before the days of ubiquitous internet. Conference attendees also shared their favorite memories of NEDRA, leaving notes with their favorite program, the name of someone they'd met through NEDRA, their favorite conference memory, and more. We also wrote memories on slips of paper to add to a time capsule, to be opened at some point in the future to remember our first 30 years.

Other highlights of the anniversary celebration included a beautiful cake, cut by NEDRA president Amy Begg and Marianne Pelletier, the conference attendee who'd been a member of NEDRA longer than anyone else present. On Thursday night, after the iWave-sponsored networking reception and after dinner, attendees partied at a private NEDRA karaoke event with (of course) a 1980s theme.

While we celebrated our history, we also celebrated some of those people who make NEDRA great. Jill Meister of the University of New Hampshire (and president of Apra) received the Ann Castle Award for her many contributions to our profession. We also congratulated our scholarship recipients. Varounny Chanthasiri of the Whitehead Institute received the Helen Brown Group-NEDRA Conference Scholarship. Sam Kjellberg of the Boston Youth Symphony Orchestra and Nina Emmi of Bates College received the Heater Reisz Memorial Scholarship.

From Julissa Arce's inspiring keynote, to the interesting and informative educational sessions, to the karaoke party, to the end-of-conference think tanks, there were many opportunities to learn, network, and have fun at this year's conference. It was a great reminder that while we've had 30 great years, the next 30 are likely to be even more exciting!

And the Survey Says...

Laura Parshall — Wed, 31 May 2017 16:48:03 GMT

Many thanks to everyone who took the time to fill out the conference feedback survey and the member survey that went out during the past month! The conference feedback survey is vital in helping NEDRA to provide the best and most relevant conference experience for our members, and we take it very seriously. The member survey isn't just useful to NEDRA as an organization: it's also useful to our individual members. The results of the survey paint a picture of our industry in this geographic area, and provide us with standards and benchmarks that we can use in creating job descriptions, advocating for more staff or resources, or advocating for promotions or pay increases for ourselves or our teams. We're very grateful to our sponsor, GG+A, who volunteered to administer the survey at no cost to NEDRA, and who will be working with us on interpreting the results.

Looking Back: Digging for Gold

Laura Parshall — Wed, 31 May 2017 16:34:53 GMT

In this article from the Spring 2011 NEDRA News, Amanda Yost Parker shows us how to make the most of wealth screenings.

Digging for Gold- Creating an Effective Wealth Screening Plan.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Mon, 24 Apr 2017 19:55:07 GMT

The NEDRA board got together in Portsmouth on March 31 for a meeting and a walk-through of the conference hotel. This is something we do every year, to help us deal with the logistics of the conference, and to make sure we're ready for it. As has been the case for the past two years, the staff at the Sheraton Harborside was helpful and accommodating, and the conference is sure to go smoothly. At our meeting, the conference was the main topic of discussion, as might be expected. Read on for more information!

Upcoming NEDRA Programming

Laura Parshall — Mon, 24 Apr 2017 19:50:07 GMT

Thank you to everyone who came out for the 30th anniversary celebrations in Maine and New Hampshire! Unfortunately, due to lack of registration, we were forced to cancel the one scheduled for Vermont. Hopefully, some of our Vermont members will be joining us for the conference to celebrate there!

The last bit of programming before the conference itself is the Research Basics Bootcamp that will be held at the conference hotel on Wednesday, 4/26. Former NEDRA President Amber Countis and current NEDRA President Amy Begg will lead this full day of instruction in the essentials of prospect research. See the Upcoming Programs page for more information.

All Roads Lead to Prospect Research

Laura Parshall — Mon, 24 Apr 2017 19:41:59 GMT

People find their way to a career in prospect research by many different routes. In this article, NEDRA board member Erin Dupuis shares the superhero origin stories of a number of people who came to this industry by different paths, and of how they ended up where they are now.

All Roads Lead to Prospect Research

by Erin Dupuis

Have you ever wondered how your fellow prospect researchers ended up in the field? Truthfully, I love what I do and I haven’t thought of a veering off the Prospect Research Career Path since I stepped onto it over a decade ago, but I must admit this career hasn’t been my dream since childhood, which I would venture to assume is the same for most people in the field. I'd bet that if we surveyed elementary school teachers, they'd say that they’ve never had a student stand up and say, “when I grow up, I want to be a prospect researcher” mixed in with students exclaiming, “when I grow up, I want to be a fireman!” or, “when I grow up, I want to be a doctor!” If a group of high school guidance counselors were polled, I would find it highly unlikely that they’d have heard their college-bound students declaring, “I want to attend blah-blah-blah University: I hear they have a great prospect research program!” or “I really hope I get into such-and-such College: it's the best place to go for someone interested in becoming a prospect researcher”. Nonetheless, people still end up in this career, and they come to it in many ways. Read on to learn about the different roads that led many of our fellow prospect researchers to our amazing profession.

Erin Ambrose Dupuis, Director of Research & Prospect Development, Merrimack College

"I graduated college with the plan of going on to become an advertising/marketing executive. My for-profit marketing career lasted for about a year before my career took a turn and I ended up in the non-profit sector. As luck would have it, during my time as a member of the direct marketing team at Children’s Hospital Trust my desk was situated among the Prospect Research Department. I was fascinated by their work and the critical role it played in the success of the organization. I was fortunate to begin my journey into the wonderful world of Prospect Research at my alma mater, Stonehill College. Thanks to my former colleagues, whom I still consider close friends and the best mentors anyone could ask for, my career in the Prospect Research field has been going strong for over a decade."

Kristen Cocce, Director of Development Research and Prospect Management, Emmanuel College

"I was a junior at Stonehill College when I decided to participate in the school’s “Semester in the City” program in New York City, interning full-time at Carnegie Hall. As an English major, I was supposed to be working with the foundations team editing grant proposals, but they had such a great need for foundation research that that quickly became my main focus. Soon I was presenting my findings and taking part in conversations about strategic next steps; being a part of the process that would seek support for such amazing initiatives was something I found to be so rewarding! Upon graduation, I was fortunate enough to join the wonderful team at Children’s Hospital Trust as the development associate for prospect research, and have been in the field ever since. Ten years later, I still love the idea of finding and strategizing on the next major donor!"

David Eberly, Independent Research Consultant

"I started my career quite by accident, when I left the Grolier Book Shop in 1980 to work as a part-time researcher at Tufts. I brought with me my knowledge of SEC documents, stored in the basement of Mugar Library's Microforms Room, and of early databases like ERIC and Dialog with me. I counted Bobbi Strand and Ann Castle among my colleagues and friends, and was perhaps the first in the area to professionalize my research staff."

Jenn Grasso, Assistant Director of Development Research, Bowdoin College

"I’m not sure what the direct path to becoming a development researcher is, but I sure am glad I stumbled upon this field. As a foreign language major in college, my career path went in various directions and I worked as a paralegal, high school teacher and financial aid officer. I found that I really enjoyed working in higher education, and after moving to Maine, I was lucky enough to land a job in the Alumni Development Information Systems department at Bowdoin College. This role allowed me to learn about fundraising and our database from the ground up. I remember meeting the research team (then two people) on my very first day, and being in awe of what they did. When a position opened up three years ago, they took a chance on me. I look forward to being in this role for many years to come."

Claire Moitra, Senior Research Analyst, Rhode Island School of Design

"While attending the MLS program at Drexel University, I worked on the annual fund team at the Free Library of Philadelphia Foundation. I thought it would the perfect "in" for when I received my graduate degree and became a public librarian. Sure enough, after graduating, I transitioned into a librarian position in the social sciences department with a few days weekly in the Cooperating Collection of the Foundation Center. Again, I was surrounded with fundraisers and helped them to find funding sources through our print collection and databases. Swiftly, I started to realize I loved the research component of my job and not so much the public library aspect of it. Soon after, I started work as a prospect researcher and have been in the field and loving it since 2007."

Emily L. O’Brien, Prospect Research & Management, Salem State University

"To call my career path circuitous is an understatement. After earning my doctoral degree in medieval history and a short stint in academic administration, I ran away from universities and worked at a rare book dealership. The siren call of the non-profit sector lured me into the Prospect Research group at Massachusetts General Hospital. A little over a year ago I came full circle and am once more happily ensconced at a great school, this time in my hometown."

Dave Owens, Senior Prospect Researcher, Children’s Hospital Trust, Boston

 "After graduate school, I was working in health care administration for a major hospital in Boston. Helping patients and their families was gratifying work, yet I was not fully utilizing my writing and research skills. A career strategist I was working with discovered a posting for a prospect researcher position at Boston Children’s Hospital; she believed my skill sets from academics as well as experience in health care would be an ideal fit as a prospect researcher at Children’s. I applied and interviewed at the Trust, and the rest is history. For over fifteen years, the field of prospect research has been rewarding both in helping my organization raise money for vital patient care, and in giving me a chance to develop and exercise the strategic, constructive and critical thinking skills I applied in academics. And yes, thanks to this wonderful profession of Prospect Research, there’s hope for those inquisitive Philosophy majors everywhere!"

Dave Perkins, Assistant Director of Prospect Management, Harvard Law School

"After graduating college I worked for a number of years at the National Archives. That led to an offer to join a firm that located missing and unknown heirs--a very interesting and surprisingly competitive field, but one that wasn’t the most stable. After the owner shut his doors, a former colleague urged me to give prospect research a try, and I was fortunate to land a job first at Boston College, then at Babson, and now at Harvard Law School. As an old hand--I started before the internet, believe it or not-- I’ve seen the profession evolve in so many ways, but have always found the work interesting and rewarding, and I have to say, the people in the profession are just the best."

Stacey Vial MacDonnell, Director of Prospect Strategy and Research, Corporate & Foundation Relations, Tulane University

"My career in prospect research began on a whim, as while obtaining my undergraduate degree at Elon University, I was recruited by a friend to take over her on-campus job helping out the Director of Prospect Research in their development office. The stars would truly align for me when post-graduation, I was interviewing at Boston Children’s Hospital, not for a job in research, but in foundation relations. My interviewer noticed the previous prospect research experience on my resume and led me down the hallway to the one-and-only David Eberly’s office – the rest is history. Seven years of working with the prospect research team at Boston Children’s was invaluable to my career, and I owe each of them a debt of gratitude for the wealth of prospect research knowledge they imparted to me."

Ian T. Wells, President, Ian T. Wells & Associates

"It dawned on me about a month prior to graduation that majoring in philosophy might not have been a particularly lucrative decision. Determined to avoid homelessness, I followed the advice of a headhunter who recommended that I apply for a job as a Development Associate at the Children’s Hospital Trust. What began as a temporary means to make ends meet blossomed into a career in which I’ve worked for amazing organizations, met some of my closest friends, founded my own company, and had the blessed fortune to con the love of my life into marrying me. For an industry I had never previously heard of, prospect research has proven to be nothing less than remarkable."

A sincere thank you to everyone who contributed to this article by sharing their stories. If you are interested in sharing your story please feel free to comment on this article to share with others which road led you to the wonderful world of prospect research!

2017 Conference Update

Laura Parshall — Mon, 24 Apr 2017 19:10:16 GMT

It's almost here! In just a few short days, NEDRA will converge on Portsmouth for two days of learning, networking, memories, inspiration, and--oh yes--karaoke. If you're going to be joining us, please remember to bring with you some visual memories of the "old days," whether that's a picture from your first conference, an old copy of "Who's Who," or presentation materials from before the dawn of the PowerPoint age.

We hope that you'll join us for the Conference Reception sponsored by iWave on Thursday evening at the Portsmouth Gas Light! This is a great opportunity to get to know your fellow attendees better, and to have some fun while networking. Later that night, we'll be having our private, NEDRA-only karaoke session in the same location. Don't forget to pack your leg warmers, acid-washed jeans, crimping iron, and color block sweaters: the karaoke session will have a 1980s theme in honor of the year of our founding, and 80s dress-up is highly encouraged! (I am PERSONALLY encouraging it. Please don't let me be the only one rocking a side ponytail and far too much blush!)

While you're at the conference, don't forget to share your experiences on social media, using the hashtag #NEDRAcon2017!

Looking Back: the Start of it All

Laura Parshall — Mon, 24 Apr 2017 19:04:25 GMT

In honor of NEDRA's 30th anniversary, here is the very first issue of the NEDRA News, published well before "blog" was even a word. I feel honored to hold the position that Beth Melvin apparently initiated thirty years ago, publishing the NEDRA News to inform and educate our members! We've come a long way since this first issue, with so many wonderful articles written by members and friends. Thank you for everything YOU do, to keep the NEDRA News alive!

First Issue of NEDRA News.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Thu, 30 Mar 2017 20:09:00 GMT

The NEDRA board had its monthly operations call on Friday, March 10. Among the subjects discussed were next month's conference, upcoming programs, and, of course, our 30th anniversary. Read on for more information!

2017 Conference Update

Laura Parshall — Thu, 30 Mar 2017 20:02:24 GMT

The 2017 conference is now less than a month away, and we're nearing capacity for registrations! If you haven't yet registered for the conference and you want to attend, don't hesitate--register today!

We have several volunteer opportunities available for people who would like to help make the conference run smoothly, and help document it for posterity. The Conference Committee is currently seeking the following:

Think Tank facilitators -- to help facilitate discussion at the Think Tanks that will be held on the last day of the conference

Conference Photographer -- to take candid shots throughout the conference, and a few posed shots during lunch on the second day when the scholarships and Ann Castle Award are presented

Registration Volunteer -- to check in conference attendees and distribute conference packets on Thursday and Friday mornings

Session Hosts -- to make sure that session speakers have all they need and that rooms for the sessions are appropriately set up and comfortable.

More information about the volunteer opportunities can be found on the 2017 Conference Volunteer Opportunities page. If you're interested in being a session host or have questions about this role, please contact Ginny Santamaria. If you're interested in being a Think Tank facilitator, a conference photographer, or a registration volunteer, contact conference co-chairs Lisa Foster and Susan Grivno.

Additionally, to help celebrate NEDRA's 30th anniversary, we are seeking stories, pictures, and other memories from people's past experiences with NEDRA. Do you have photos from a conference years ago? Can you jot down a story about a time you got to connect with some of your NEDRA peers and had a great experience? Bring it to the conference! We'd love to collect these memories and save them for the future.

We're also looking for people to bring in blast from the past items: research tools from back in the day that were once vital but are now obsolete! (I'm sure someone has a twenty-year-old copy of "Who's Who" lying around, right?) Help those who have been in the industry for a while remember the good old days (or maybe they were the "pain in the neck old days"), and show those who are new to the field what prospect research used to be like when we had to travel uphill both ways in the snow to get to the public library for resources.

Looking forward to seeing you next month at the conference!

Thoughts on a Decade in Prospect Research

Laura Parshall — Thu, 30 Mar 2017 19:58:32 GMT

The 30th anniversary of NEDRA seems to be bringing up a lot of reflection on how far we've come--not just the organization, but each of us as individual researchers. In this month's feature, departing (alas!) board member Tim Enman reflects on his own experiences in research, and with NEDRA.

Thoughts on a Decade in Prospect Research

by Tim Enman

After about a decade in prospect research, I recently accepted a new position in my organization in Advancement Services. It’s been a bittersweet move. I’m excited by my new responsibilities, but they also fall outside the realm of development research, as defined by my organization, so it is a step away from the NEDRA community that has been so generous to me in terms of education and opportunity. As we celebrate Research Pride Month and the beginning of NEDRA’s 30th anniversary year, it seems appropriate to share a few reflections on the profession and organization of which I’ve been so proud to belong to.

At 36, I’ve spent more time doing prospect research than almost anything else. When I started, I was a few years out of college, where I majored in creative writing and philosophy/history. I left university with a couple poems I was proud of, a fuzzy understanding of Kant’s concept of the sublime, and an even fuzzier idea of what a mortgage was. After graduation, I tried out a career as a broker of private air travel for high net worth clients before deciding it wasn’t for me and landing in the Alumni Office of Clark University. Even after working closely with the super wealthy on arranging their travel on a daily basis, I still had very little idea of how they made their money. As the son of an engineer and a nurse, the world of asset management and private fortunes were totally foreign to me. My supervisor, Karen Doherty, paid for me to attend an eye-opening NEDRA boot camp taught by David Sterling, and with that I was mostly left to explore on my own, with the occasional correction. (Like a couple months in, when I discovered that the numbers in parentheses on a financial statement represented a loss instead of a gain…) I’ve since grown into a prospect research professional who must be restrained from boring entire roomfuls of people with discussions of securities, the peculiarities of real estate in New York, London, or Hong Kong, dynastic succession in particular royal families, compensation trends in the asset management industry, and the mechanics of CRUTs, CRATs, and CLATs.

All this growth was enabled by, yes, being plugged into Google and LexisNexis for 8 hours a day for 10 years, but more meaningfully by an exceptionally open and generous professional community that helped to put all that information in context. The NEDRA boot camp was an indispensable starting point, and meeting other researchers through NEDRA programming over the years raised my sights in terms of the breadth of understanding and confidence of presentation I might aspire to.

I was particularly impressed (and thankful) for the programming on the financial services industry which Amy Begg coordinated during her time on the programming committee. I wanted become a researcher more like her, to be able to provide the kinds of insights she could provide to her institution, so I started volunteering with her programming committee. At that stage in my career, I was three years in and still often felt like I was winging it, relying on a dog-eared photocopy of an Investment Dealers Digest compensation survey from 2007 for insight into the financial lives of my institution’s wealthiest prospects. I volunteered on the programming committee she chaired, and spent the first year lurking on the monthly conference calls, hoping not to embarrass myself in front of the group of experienced researchers who made up the committee. That NEDRA had a working board was obvious from the visible effort that Amy and other members made to recruit (free) speakers, find (free) space, and promote events while managing their own workloads. I waded a bit more deeply into volunteering by coordinating a Q&A with Rick MacDonald, then the Director of Planned Giving at Clark. (Despite a major snow storm, a half-dozen hardy NEDRA members still showed up.) A couple years later, I took the plunge and volunteered to present a full-day boot camp, after which I finally felt like a “real” researcher. I later had the opportunity to join the NEDRA board, where I and co-chaired the programming committee for the past two years and had the satisfaction of encouraging fantastic researchers to step into a well-deserved spotlight and share their skills and knowledge with the community.

My career in prospect research has not been without its downsides. While researchers get by on everyday salaries, we spend our days contemplating the finances of those much better off. It’s easy to make the mistake of comparing your self-worth to your ultra-wealthy prospect’s net worth, in a world which often encourages us to equate the two. And while it’s exciting to discover a wealthy new prospect, we sometimes learn uncomfortable truths about how their fortune was made. The markets reward innovation and brilliance, but they also award sharp practice. We need to trust our gift officers and institutional leaders not to hand over the keys to our institution’s values to people just because they can write a big check.

But my time is prospect research has been overwhelmingly positive. In fact, if the career didn’t exist, I would not have been so optimistic as to wish for a job as interesting as this one. I’ve been fortunate to learn widely and deeply in the service of organizations which have a positive impact not just locally, but globally. During my career supporting higher education, my efforts have contributed to the founding of new centers of learning, built new buildings and transformed old ones, and helped to bring students from many different walks of life together to study. I’ve seen colleagues take on roles with prominent national organizations, and bring the knowledge they gained from research into careers at the highest levels of their organization’s strategic planning.

Advancement Services isn’t too far from Prospect Research (my new desk is literally two cubes over), but learning computer programming languages is something I would have not considered possible for myself without the growth I experienced as a prospect researcher, a role where it is your job to figure out what you don’t know. It’s been a journey that, for me, has pushed backed the boundaries, sometimes self-imposed, of what we can learn and the tasks we can accomplish with curiosity, persistence, and some savvy Googling.

Upcoming Programming

Laura Parshall — Thu, 30 Mar 2017 19:51:06 GMT

Thanks to everyone who attended the Greater Boston 30th anniversary celebration, the Data Analytics Show & Tell Think Tank, and the Directors Round Table this month!

Coming up, we still have three more regional 30th anniversary celebrations to go, in northern New England. The first will be held in Portland, Maine this very night--March 30--at Salvage BBQ. The next will be at Moxy in Portsmouth, NH (you may have been there during a conference!) on Thursday, April 6. The final regional celebration will be in Montpelier, VT at the Three Penny Taproom, on April 20.

After that, it's time for the biggest celebration of them all: the annual conference! For those of you who are new to the field, a Research Basics Bootcamp is being held at the conference hotel the day before the conference, and it's a great way to get a head start.

For more information on any of these programs or to register for them, visit the Upcoming Programs page.

Looking Back: NEDRA's Founding

Laura Parshall — Thu, 30 Mar 2017 19:37:38 GMT

This article was written in 1998, on the occasion of NEDRA's 10th anniversary (in this case, it was the 10th anniversary of NEDRA's first conference). Georgia Glick provides a very interesting look at our beginnings, great to remember as we celebrate our 30th anniversary this year!

NEDRA's Founding.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Tue, 28 Feb 2017 18:36:58 GMT

On a very icy February 8, the NEDRA Board met via conference call instead of in person as we had planned. Among the subjects discussed were the conference, upcoming programs, and NEDRA's 30th anniversary. Read on for more information.

2017 Conference Update

Laura Parshall — Tue, 28 Feb 2017 18:22:24 GMT

Registrations are continuing to come in for the 2017 Annual Conference! Keep in mind that hotel rooms are limited, so if you're planning on attending and need lodgings at the conference hotel, don't delay making your room reservation! Also, when you register for the conference, please consider checking off a volunteer opportunity on the registration form. We need your help to make sure the conference runs smoothly! If you have questions about any of the opportunities, please contact Conference Committee co-chairs Lisa Foster and Susan Grivno.

Upcoming NEDRA Programming

Laura Parshall — Tue, 28 Feb 2017 18:06:46 GMT

Thanks to everyone who attended the NEDRA 30th anniversary celebration in Amherst at the beginning of this month! Thanks also to those who attended the International Research Think Tank on the 22nd. As spring peeks around the corner, we have a lot more great NEDRA programming coming up. First of all, there are still three more 30th anniversary celebrations to go before the conference: one for the Boston area on March 9th at Cambridge Brewing Company in Cambridge, one for Maine on March 30 at Salvage BBQ in Portland, and one for New Hampshire at Moxy in Portsmouth (not far from our conference hotel). We also have a Think Tank on Data Analytics Show and Tell coming up on March 24 at the Dana-Farber Cancer Institute in Brookline, MA. Come discuss your projects, problems, and challenges! There will also be a Directors' Round Table held at Northeastern University in Boston on March 29. Join us to discuss the challenges and opportunities facing managers in prospect development!

For more information on these programs or to register, visit the Upcoming Programs page.

Attending Apra's Advancing Leaders Symposium

Laura Parshall — Tue, 28 Feb 2017 17:56:46 GMT

Sara White, managing director of advancement services at Bennington College, received a scholarship from NEDRA to attend Apra's Advancing Leaders Symposium this past fall. In this article, she shares the highlights of her experience there, and what takeaways she brought back to her office.

Attending Apra's Advancing Leaders Symposium

by Sara White

I’ve had some time to reflect on my experience at Apra's Advancing Leaders Symposium held in Alexandria, VA this past November and I’d love to share my findings with you all. First, I’d like to thank both NEDRA, for offering the scholarship, and Apra for partnering with NEDRA, for making this excellent opportunity available to their members. I was able to immerse myself in the discussions, network with fellow leaders, and bring back lots of ideas that I could begin implementing right away.

Right out of the gate I knew I was learning how to be a better leader -- beginning with entrepreneur and philanthropist Melanie Sabelhaus’s session about your approach to leadership. “Being a leader is not something you are, but something you do.” It’s about integrity and saying what you mean and meaning what you say. It’s about being a mentor, being passionate about your work and your team and achieving the collective goal together. I was fortunate enough to come to Bennington College eight years ago and find a mentor. It has shaped the way I work with my staff. I am always trying to help guide them to get to the next level, to accomplish their objectives. But, in the end, it’s not just about being a mentor to others but finding your own mentor. Seek out someone you respect and ask if they will help mentor you because you, as a leader, need to continue to grow as well. Wow, what a way to kick off a symposium!

Shelby Radcliffe, Vice President for Institutional Advancement at Willamette University, continued to talk about relationship building and how you as a leader are sometimes the bridge between your team and other stakeholders. A key takeaway for me was thinking outside the box a bit and adapting the major gift fundraising cycle to help manage the relationships with my team -- who can we steward for their partnership, and how? As the Managing Director of Advancement Services, I certainly have a lot of interaction with the College’s business and IT offices. I started to think about how my team might be perceived by others and how we contribute to the whole. I began having conversations with my peers, taking the time to find out what their goals and obstacles were and what commonalities we share. I must say it has gone a long way.

A hot topic in recruitment and talent management today is the Millennial generation. How do we address them? They don’t want to be called philanthropists, but change-makers. They aren’t “joiners” like baby boomers, they like to spread out, sometimes to several different organizations. How do we cultivate them? How do we incorporate them into frontline portfolios? As I was listening to the panel (consisting of Jennifer MacCormack, immediate Past President, Apra; Jason Lee, Interim President & CEO, Association of Fundraising Professionals (AFP); Steven Churchill, President & CEO, Association for Healthcare Philanthropy (AHP); and Sue Cunningham, President, CASE International) I thought about the ways in which we are beginning to engage with this cohort. At Bennington, we have recently established an Alumni Cooperative, a revitalized alumni structure that will deepen the ways that alumni be substantially involved in the life of the College. The intent is to activate and engage a community united by Bennington’s educational ethos of individuality, creative intelligence, and strong ethical sensibility in order to enrich and enhance one another and the College. It involves a volunteer structure with fluid lines allowing community members the ability to fit into more than one category at once and not pigeon-holing members to fit one silo. Millennials have responded well and it has significantly helped to build our prospect pipeline and lead our fundraising program into the future.

Lastly, Vice President of Data Analytics at Blackbaud Steve MacLaughlin’s session about the Secrets of Data Driven Nonprofits was eye opening. Everyone knows about big data, right? How can I incorporate this in my small shop with limited resources? After all, Bennington is headed into a campaign soon and I’ve got to fill that major gift pipeline. Steve talked about data integrity and health, which I feel my team has a handle on as most of our scores for unmailable records or missing emails are above average. But what I didn’t expect was learning how to effectively use new technology to tell our next move or to find out which prospect to assign as a priority. Upon returning, I got together with my team and explored new ways to tell stories with our data. I reached out to a couple of attendees to gain insight on some new emerging platforms, and after collaborating, my staff and I were able to create robust portfolios for development and build reporting dashboards for management and staff.

I loved that the symposium was centered around emerging leaders and was kept to a small number of attendees, which led to more fruitful one-on-one discussions about real struggles that folks are experiencing. It was an ideal platform, and I left with takeaways that I could begin implementing immediately. It was intensive, but allowed for more in-depth conversations with colleagues and industry leaders in an intimate environment.

Again, I want to thank NEDRA for offering me this opportunity, which might not have been possible without the scholarship, and Apra for providing a great program. I highly recommend maintaining this format in the future to continue bringing leaders and fundraising programs to the next level.

Volunteer Opportunity of the Month: Conference Photographer

Laura Parshall — Tue, 28 Feb 2017 17:50:06 GMT

Are you a photography enthusiast who's planning on attending the annual conference in April? Would you be willing to lend your skills to help NEDRA document this milestone event? We would love to be able to have pictures of the 30th anniversary conference for posterity and to share with those member who aren't able to join us. If you would like to participate in this role, please contact Conference Committee co-chairs Lisa Foster and Susan Grivno.

Looking Back: Ten Years Ago

Laura Parshall — Tue, 28 Feb 2017 17:41:16 GMT

As we gear up for NEDRA's 30th anniversary celebrations at this year's conference, I thought it would be interesting to look back at our history as seen through the NEDRA News. For February, March, and April, the NEDRA News Blog will be featuring Looking Back articles from the 20th anniversary in 2007, the 10th anniversary in 1997, and the very beginnings of NEDRA in 1987. This month, here's a great perspective on the past, present (in 2007), and future of research from former NEDRA board member Kate Fultz Hollis, originally published in the Spring 2007 NEDRA News.

Rememberance of Things Past.pdf

Peek Under the Hood: News From the NEDRA Board

Laura Parshall — Tue, 31 Jan 2017 18:42:09 GMT

The NEDRA Board had its monthly operations call on January 13. Among the subjects discussed were board openings, the 2017 conference, and upcoming programs.

We're sad to announce that Stacey Vial MacDonnell, former co-chair of the Sponsorship Committee, has left the NEDRA Board. Additionally, Tim Enman, co-chair of the Programming Committee, will be leaving at the end of this board term. We will miss both of our colleagues, and wish them the very best in their future endeavors!

Stacey and Tim's departures mean that we are now seeking board nominations. If you are interested in joining the board, or know someone who would make an excellent board member, fill out a nomination form today. NEDRA board members serve a two-year term beginning in July. The board meets several times per year in person and monthly by phone; in addition, board members attend selected NEDRA programs and the annual conference. The board consists of at least 12 members who rotate responsibilities to:

Perform executive leadership and governance duties
Organize programs, boot camps, and the annual conference
Produce, edit, and distribute NEDRA News
Maintain the NEDRA website
Design and author marketing materials
Secure sponsors for conference and other programming opportunities
Grow and diversify membership
Collaborate with management association staff
Develop other member services, and manage volunteer committees
Investigate and implement social media and other cutting edge tools to engage members throughout all of New England and provide meaningful content through online or other virtual means

Be passionate advocates for the profession

Board nominee criteria includes:

Experience in prospect research, management, analytics, or related industries
Active NEDRA membership
Prior volunteer involvement with NEDRA (e.g. contributor to NEDRA News, conference presenter, program or RING host, etc.)
Interested in helping others advance in the profession as demonstrated by leadership within the workplace and/or among professionals in the field
Other relevant volunteer experience
Would contribute to the diversity of perspectives (e.g. geographic/institution type/institution size) on the board

Nominations are due Monday, February 13.

2017 Conference Update

Laura Parshall — Tue, 31 Jan 2017 18:36:58 GMT

We're excited to announce that registration is now open for NEDRACon2017!

Sign up now to be part of this not-to-be-missed milestone event, NEDRA's 30th Anniversary! We hope to see you in Portsmouth on April 27th and 28th for education, networking, and fun, and a celebration of 30 years of NEDRA. Don't wait to get your room: last year hotel rooms sold out fast, and we're expecting the same this year.

This year's conference will feature a keynote speech by Julissa Arce, courtesy of Greater Talent Network. (Our previously-announced keynote speaker, Luma Mufleh, is no longer able to attend the conference.) Julissa is an advocate for immigrant rights and education, and co-founder and chairman of the Ascend Educational Fund. Julissa will be signing copies of her book, My (Underground) American Dream. When you register, please indicate if you would like to purchase a copy at the conference.

Julissa's keynote will kick off our biggest conference yet. This year, we will have not three, but FOUR educational sessions in each time slot, with both local speakers and some from as far away as California and Illinois. For more information about the sessions that will be offered, see the Schedule at a Glance on the NEDRA website.

Additionally, you asked, and NEDRA listened: since our survey data said that lunchtime round table discussions were too noisy for productive conversation, we've changed things up this year. The "last hurrah" of this year's conference will come in the form of three Think Tanks on the subjects of Prospect Management, Leveraging your Conference Experience, and Fundraising Data Science. Indicate your preference when you register to take advantage of this opportunity to network with your peers before the end of the conference!

Just What Exactly is CAMI? Notes from the NEDRA Treasurer

Laura Parshall — Tue, 31 Jan 2017 18:28:01 GMT

If you've seen the name "CAMI" associated with NEDRA at all, you may well have wondered what it referred to. Wonder no more! Lisa Foster, treasurer of NEDRA, would like to introduce you to CAMI in this article.

Just What Exactly is CAMI? Notes from the NEDRA Treasurer

by Lisa Foster

Back before I joined the NEDRA Board, when I attended the Annual Meeting at the conference, I always wondered what exactly CAMI was. I noticed in the Treasurer’s Report that NEDRA seemed to pay CAMI an awful lot of money, and wondered why and what for.

CAMI stands for The Center For Association Management, Inc. CAMI was founded in 1995 by Linda King, who holds a degree in Psychology from Framingham State College. Prior to founding CAMI, Linda worked for Association Resources in Newton, MA. CAMI has 9 employees. Linda assigns teams of employees to work for CAMI’s various clients. CAMI’s clients range from other fundraising organizations, such as the Planned Giving Group of New England and Association of Fundraising Professionals, Massachusetts Chapter to other professional advocacy groups, such as the American Society of Mechanical Engineers, Boston Section and the Massachusetts Speech-Language-Hearing Association.

NEDRA’s CAMI team is comprised of Carrie Winchman and Melanie McHugh. Carrie holds a BS in Business Administration from the University of New Hampshire and an MBA from Suffolk. She joined CAMI in June of 2011. Prior to CAMI, Carrie worked in the asset management field in Boston. She took time off from that career to raise her two children and became active in various education focused non-profits in her hometown of Weston. When she was ready to return to the work force, she worked with a recruiter who introduced her to Linda King. Linda realized that Carrie’s paid work and volunteer efforts combined made her a great fit for CAMI. Carrie loves the variety her job brings and the independence that results from the strong organizational systems CAMI has. Although teams of people are assigned to specific clients, the whole company meets weekly to discuss the important things happening with each client. This means that if someone is out sick or one client’s needs are especially high in a particular week, all the other people in the company understand exactly what is going on and can jump in and help. The work requires a lot of energy and stamina, which luckily, Carrie has! Carrie lives in Weston with her husband (who does top-secret work for Raytheon!), daughter Courtney (13) and son Spencer (10). Most of her free time is spent watching her children compete in swimming, basketball, soccer and math leagues. Carrie and her daughter are also both learning to sew. Carrie firmly believes in the importance of eating dinner together as a family each night and appreciates the flexibility her job has in allowing this to happen.

Melanie McHugh joined CAMI in July 2015. She holds a BS in Business Management, with a concentration in hospitality, from Salem State. She was born and raised in Stoneham. Melanie’s family is in the real estate leasing business and she also works in that field on the side. Melanie also loves the organized environment CAMI provides and enjoys the team atmosphere of the office. She absolutely loves her job in general and really enjoys the opportunity to meet her clients in person when she goes to events. When not in the office, Melanie can most likely be found at a spinning class. She sometimes does more than one class in a day. Clearly, she has the energy level this work takes! She also enjoys drawing, listening to music and going to car shows. She has two basset hounds, Samson and Delilah.

So what do Melanie and Carrie do for NEDRA? First of all, although the NEDRA board is very much a hard-working, hands on board, we all also have full time jobs. Melanie and Carrie are able to provide the office support needed to ensure that someone is available to answer phone calls and emails from members during the day when many of us might be tied up in meetings. Similarly, they also answer many questions from board members. The board holds in person meetings at the CAMI offices and CAMI provides storage for our paper files as well as maintaining our stock of stationary. Carrie and Melanie also help with organizing and reconciling the NEDRA financials and tax filings, reporting to APRA, organizing bank signer changes when board roles turnover, ordering food for events, making nametags and assisting with registration for events. Carrie is a real expert at contract negotiation and is invaluable in helping us with the contracts for our conferences and board retreats. Carrie and Melanie are a huge help in planning and executing the annual conference. They send out the speaker agreements, put together the packet you receive as an attendee, make all of the nametags, and staff the registration desk. If you are planning to come to the conference this year (which I hope you are!), you will see their smiling faces as soon as you arrive. One of them always participates in our board calls and meetings so that they are always up to date on everything that is going on. We have an excellent website and technology team on the board. However, Carrie and Melanie also provide additional support in those areas as well, when needed.

Each year, we look at the number of hours of CAMI time we used the year before. We think about the year ahead and what we have planned and estimate how many hours we think we will need for the coming year. Based upon that, we draw up our contract for the year. Each month, CAMI reports their number of hours and, as Treasurer, I report this out to the board. We watch the number of hours we have used as compared to how many we have left all year long. At the end of the year, if we are running under, we might have CAMI do a special project, and if we are running over, we might hold something until the next year.

I can’t imagine how we could possibly do all that we do without CAMI’s help!

Upcoming NEDRA Programming

Laura Parshall — Tue, 31 Jan 2017 18:16:51 GMT

Thanks to all who attended the 30th Anniversary celebrations in Rhode Island and Connecticut! We hope they provided a fun opportunity to unwind and network with your NEDRA colleagues. Thanks also to those who attended the Resource Refresh Think Tank on January 27.

Coming up this month, we have our next 30th Anniversary celebration--this time, for the Western Massachusetts region. Join your NEDRA colleagues for lunch at Bertucci's in Amherst, MA on February 3, and celebrate 30 years of NEDRA. Next, there will be a Think Tank on international research on February 22 at the Boston Children's Hospital Trust. Come discuss the unique challenges of international research, and the resources that help you surmount them.

For more information, or to register for these programs, see the Upcoming Programs page.

Looking Back: Research Issues in Health Care

Laura Parshall — Tue, 31 Jan 2017 18:12:27 GMT

The world of health care poses some unique and interesting challenges to research. In this article from 1995, Linda Gassiraro and Karen Culbert discuss such issues as constituency, confidentiality, and the limitations of available resources.

Research Issues in Health Care.pdf

Peek Under the Hood: News From the NEDRA Board

Laura Parshall — Fri, 30 Dec 2016 17:31:50 GMT

The NEDRA Board had its in-person meeting on December 7th in Waltham. Among the subjects discussed were upcoming programs, marking our association's 30th anniversary, and more. As we head into a new year, we'd like to wish all of our members, sponsors, and friends a healthy, happy, safe, and exciting 2017! Read on for this year's last edition of the NEDRA News Blog.

Upcoming NEDRA Programming

Laura Parshall — Fri, 30 Dec 2016 17:19:21 GMT

Thanks to everyone who attended the December 12 Research Basics Bootcamp at Northeastern University! Unfortunately, the other event scheduled for December--a public speaking workshop--had to be canceled. Don't worry, though: there's more programming just around the corner.

Next month, we kick off a year of celebration! In honor of NEDRA's 30th anniversary, we will be holding events all over New England for NEDRA members to get together and celebrate 30 years of learning together, working, and raising the profile of our industry, as an organization. The first scheduled celebration will be on January 24 in Providence, RI at Ogie's Trailer Park. The next will be on January 27 in Mystic, CT, at the Engine Room. Celebrations in western Massachusetts, Maine, Vermont, and the Boston area will follow later in the season. Join us for as many of these evenings of fun and networking as you like, because we know that NEDRA members like a good party as much as anyone!

On January 27, the Dana-Farber Cancer Institute will be hosting a Resource Refresh Think Tank. Are your organization's resources becoming dated and in need of updating? Have you recently found some new treasure troves of information that you'd like to share with your colleagues? Come participate in this Think Tank, and build up a great reading list for the new year!

For more information and to register for any of these programs, visit our Upcoming Programs page.

The Value of Prospect Development

Laura Parshall — Fri, 30 Dec 2016 17:09:19 GMT

We in the prospect development field know well that our work adds value to our organizations, but sometimes, it's hard to make upper-level administrators--or even fundraisers--see how important prospect development is. In this article, Ian T. Wells of Ian T. Wells and Associates makes the case for even smaller nonprofits investing in prospect development. You can thank him after you show this article to the executives of your organization, and use it to show your value.

The Value of Prospect Development

By Ian T. Wells

The prospect development industry is not without its fair share of frustrations. There are researchers who have to deal with last-minute requests for detailed reports on priority prospects. Others must contend with portfolio managers hesitant to enter contact reports or properly track their cultivation efforts. Some data analysts are expected to build reliable predictive models while working with incomplete data. A list of industry grievances may be long, but perhaps the most infuriating aspect of the business is the general lack of regard for prospect development itself.

An unfortunate number of non-profit organizations fail to invest an adequate amount of resources into prospect research and management. No fundraising effort can succeed without donors, so it should be common sense that identifying, evaluating, and managing future donors lays the foundation for a successful development shop. Yet many non-profits skimp on prospect development, while others mistakenly believe they can reach their full potential without investing in it at all.

A Luxury Option or a Necessary Expense?

One of the more common excuses made by some organizations is “we don’t have money to spend on research.” Small non-profit organizations often struggle to stretch every dollar as far as possible, and fear to allocate their limited funds into prospect development. There may be a perception that research is a luxury option reserved solely for large organizations undertaking billion-dollar campaigns, and that smaller shops will just have to rely on hard work and good luck. It is easy to sympathize with such a belief. It is also an error.

For all their differences, for-profit corporations and non-profit organizations are still bound by the same economic forces: they both need to spend money to make money. In the for-profit sector, it would be anathema to not invest in the basic fundamentals of one’s own business. What would happen to the value of ExxonMobil’s stock if its CEO decided that the company “did not have the money” to drill for oil?

It may seem like hyperbole to suggest that prospect development is as important to a small non-profit as drilling for oil is to a global petrochemical conglomerate. The two activities, however, achieve the same end: obtaining the resources that are necessary for each organization to thrive. If an oil company decided not to invest in oil exploration, it would reduce its expenses, but at the cost of doing much greater damage to its revenue. The same premise holds true for non-profits that decide not to invest in prospect development.

Managing Costs vs. Managing ROI

Even some mid-size and large development offices fail to properly fund their prospect development efforts. While such shops may have considerable capital to allocate to their various departments, their prospect development staff may still be underfunded relative to each organization’s needs. Instead of maintaining the ideal ratio of one researcher for every five frontline fundraisers, such organizations may see one researcher struggling to juggle the prospect needs of ten or more gift officers. Not surprisingly, the quality of a prospect development program suffers wherever researchers are understaffed relative to the organization’s needs.

The solution to this problem for such shops is self-evident: spend more money to either hire or contract out work to more prospect researchers. But a common concern among such organizations is that the cost of fundraising should never exceed $0.20 per dollar raised. Many established shops fear that violating the twenty-cents-on-the-dollar rule may hurt their ratings on websites such as Charity Navigator, which may in turn hurt donor retention and outreach. This concern is understandable, but it is self-defeating in the area of prospect development.

If one examines the return on investment for each department in a development office, it is easier to understand how vital each department is to the success of the organization. And if prospect development is properly credited with identifying and managing high-net-worth prospects that would otherwise not be in the pipeline, the ROI for such efforts should be considerable. What is more important to an organization’s success: spending $50,000 to host an event that raises $1 million, or spending $5,000 to identify 50 new prospects whom each have at least $1 million in capacity?

Fundraising expenses do not have to devolve, however, into a zero-sum game that pits researchers against their colleagues. Ideally, executive leadership may see the value of increasing spending in an area that can exponentially improve revenue. If a non-profit raised $10 million each year on a $1.9 million budget, it might be wary of additional costs that could push the organization past the twenty-cents-on-the-dollar threshold. But if that non-profit invested an extra $100,000 into building a comprehensive prospect development program that improved the bottom line by $1 million, it would not only increase revenue, but also reduce the organization’s costs-to-funds-raised ratio.

Researchers as Advocates

For better or for worse, the fundraising industry is one that is dominated by Type-A personalities. This is not a bad thing in and of itself; successful fundraising all but requires gift officers to be ambitious, outgoing, and blessed with the gift of gab. Executive leaders at non-profits are almost exclusively selected from the ranks of these gift officers, as their success in closing gifts may often be seen as proof of their fundraising mastery.

Generally speaking, a fair number of prospect researchers do not fit the Type-A archetype. This, too, is not a bad thing in and of itself; successful prospect development all but requires researchers to be data-driven, focused, and more inclined to spend time looking at a computer screen than chatting by the water cooler. In an industry where “face time” is treated as a prerequisite to success, however, the stereotype of the introverted researcher may cause prospect development professionals to be treated as support staff, rather than as strategic partners.

It is important for gift officers and executive leadership to understand how effective prospect development can help them reach their financial goals. It is therefore incumbent on researchers to educate others on best practices when necessary, and to be highly-visible advocates for identifying, evaluating, and efficiently managing quality prospects. By speaking up on behalf of our industry, we can empower ourselves to be rightfully seen as prospect strategists and logisticians who are key components of a successful fundraising cause.

Researcher Resolutions

Laura Parshall — Fri, 30 Dec 2016 16:55:12 GMT

I tend to shy away from personal new year's resolutions, partly because I know exactly how likely it is that I'm going to stay away from sugar, vacuum the house once a week, or finally go through all my (three year old) wedding photos to make an album: not very likely at all. In spite of that, I feel like the new year is a great time for me to make some professional resolutions, since I feel like in the professional world, I have more accountability and more motivation to keep them. Here are some of the things I want to do in the new year.

1. I resolve to continue my professional development in the area of management. Having started a management role in September, I find that I am already learning a lot about how to effectively manage a team and help them to do the best work they can. Still, I know there's a lot more I can learn. I will make use of my organization's human resources department and web-based professional development, and will also spend time bouncing ideas off other managers in the office, in order to be the best leader for my team that I can be.

2. I resolve to do some cleaning...of my resources. While our office has a lot of resources that we use in our work, and they're all too much for one person to comb through and clean up, I can at least make a good dent in cleaning up the international research resources that I helped put together several years ago. I'll check links, update them as needed, organize bookmarks, add newer information, and so forth. (NEDRA's Resource Refresh think tank might help me with this!)

3. I resolve to do some physical cleaning. While the ideal of a paperless office is great, it's not something that I've been particularly good about putting into practice. Call me a Luddite if you must, but I still find good old-fashioned paper useful for a number of reasons. Unfortunately, I've accumulated so much of it that it's no longer organized or curated, and therefore isn't as useful as it could be. This year, I will spend what time I can on sorting my papers, filing the ones I want to keep, and recycling or shredding the ones I no longer need.

What changes would you like to make in your work in the new year? What practices would you like to implement? What projects would you like to tackle? Share in comments, and maybe others will be inspired to start 2017 off with some fresh resolutions!

Looking Back: Trends and Issues in Prospect Management

Laura Parshall — Fri, 30 Dec 2016 16:51:14 GMT

In this article from 2006, Amy Minton discusses trends in prospect management, and how to implement an effective prospect management program in your organization. Even today, prospect development professionals in many organizations struggle with how to work with fundraisers on this important subject, and can benefit from Amy's insights and tips.

Trends and Issues in Prospect Management.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Wed, 30 Nov 2016 20:19:52 GMT

The NEDRA Board had its monthly operations call on November 4. Among the subjects discussed were upcoming programs and some exciting news about the conference. Read on for more information!

How to Search for Golf Memberships

Laura Parshall — Wed, 30 Nov 2016 18:48:33 GMT

We all know that finding a prospect's connections is one of the biggest ways we can add value, as researchers, for our front-line fundraisers. In this article, Bill Gotfredson of Boston Children's Hospital shows us a technique that many of us have probably never thought of: finding connections through golf.

How to Search for Golf Memberships

By Bill Gotfredson

One of the most common requests we receive as researchers is, “who does s/he know?” We spend mountains of time building maps, charts and family trees to help officers glance into a donor’s social network and find a warm introduction to their call. Well, the good news is that I’ve discovered another free online resource to help you build your maps, charts and trees. The four letters you need to remember are, G-H-I-N.

The Golf Handicap Information Network or GHIN is an online database golfers use to monitor their golf handicaps in order to level the playing field while participating in tournaments and competitions.

According to the ghin.com website, “Developed in 1981 at the request of state and regional golf associations, the USGA’s GHIN service is the largest handicap computation provider in the world, serving more than 2.3 million golfers from 84 golf associations, federations and unions that collectively represent more than 14,000 golf clubs in 47 U.S. states, as well as the Bahamas, Bermuda, China, the Dominican Republic, Guam, Hong Kong, India, Mexico, Panama, Puerto Rico and Sri Lanka.”

Before searching, let’s walk through a few quick pointers about how golf and country club memberships are designed and how that applies to the GHIN database:

1. In general, private clubs do not ever disclose their full membership roster. You can search a club’s 990 for the directors but that is a small percentage of the members

2. Most golf club’s “full voting membership” level includes a golf membership for the member. Spouses and children can be extra for golf and they do not always receive a golf membership.

3. Full voting members are individuals who are wealthy enough to pay the $25K-$250K+ initiation fees, the $5K-$50K+ annual dues, and likely live and socialize in the same local communities.

4. Most private golf clubs limit their membership to 300-500 full voting members.

5. Most golf clubs assign a GHIN number to their full voting members.

The search for golf members with GHIN numbers is simple. It is only on the individual level; you cannot search by club. The results will only be identified with first name/last name and the associated club so you will have to winnow down results using geography, spouses, and children to triangulate results. The simple steps are:

1. Go to GHIN.com

2. Click on “Handicap Lookup”

3. Click on “Name and State”

4. Enter your donor’s name and state

5. Click on individuals in the results list

One marvelous bonus feature for this search is that the results on the individual level provide you with all of the clubs a GHIN number is associated with at a golf member level, regardless of which state you originate the search.

Now go have some fun identifying relationships and picture yourself playing golf with Mayor Bloomberg at one of the eleven clubs in two states and Bermuda where he is a golfing member.

2017 Conference Update

Laura Parshall — Wed, 30 Nov 2016 18:43:09 GMT

The Conference Committee is delighted to announce that the keynote speaker for our 2017 Annual Conference has been chosen! Luma Mufleh is a social entrepreneur who has dedicated her career to helping refugees, and who comes to us through Greater Talent Network. Mufleh is the creator of the Fugees Academy, the first school for refugee boys and girls in the United States; and the coach of the Fugees soccer team, which brings refugee children together to share in the enjoyment of the sport. She has also created Fresh Start and Queen Food Company, two businesses that employ adult refugees and immigrants and pay them a living wage.

We hope you’ll join us at the conference to hear what is sure to be an inspiring keynote.

Upcoming NEDRA Programming

Laura Parshall — Wed, 30 Nov 2016 18:30:26 GMT

Thanks to everyone who joined us for Christopher Dial's presentation on unconscious bias, and the subsequent NEDRA Night Out. Thanks also to everyone who attended the Think Tank on prospect management. Hopefully, everyone came away from each of these events with new ideas and new connections!

The Programming Committee has two more events scheduled before the end of the calendar year. On Friday, December 9, professional speaking coach Susan Daniels will be presenting Speak Up!, a workshop on public speaking, at Smith College. If you've ever been interested in presenting at a conference, or just want to feel more confident and prepared when speaking in meetings, this is a great opportunity to learn how to do so!

On December 12, there will be a Research Basics Bootcamp at Northeastern University. Susan Grivno and Matt Lacroix will be covering all the basics that a new researcher needs to know. If you're new to the field or need to brush up on fundamentals, sign up today!

You can find more details and register for these programs on the Upcoming Programs page.

In the new year, the Programming Committee is working on creating more great educational opportunities. Stay tuned for more information, and remember, if there's a subject you want to know more about, or if you want to share with your fellow researchers on a topic of interest to you, you can submit a Program Proposal any time.

Ann Castle Award Nominations

Laura Parshall — Wed, 30 Nov 2016 18:22:01 GMT

In this season of feeling grateful, has there been someone in our industry who has significantly made a positive impact on you and your career? If so, please consider nominating this person for NEDRA’s annual Ann Castle Award.

The award includes a $250.00 cash prize, a one-year NEDRA membership, and free admission to the 2017 NEDRA Conference. Note: Current NEDRA board members are not eligible to be nominated. Please click here for the nomination form.

The Ann Castle Award acknowledges outstanding effort or achievement in the field of development research and related fields, which may include special projects, articles in development-related publications, or other efforts that have served to promote or assist others in the field of development research. It may also recognize exceptional effort or achievement that has served the development mission of the nominee's (or applicant's) organization. You can read about previous Ann Castle Award recipients here.

Looking Back: The Fine Art of Juggling

Laura Parshall — Wed, 30 Nov 2016 18:04:14 GMT

Although it's almost 20 years old, Jane Kokernak's article on how to succeed in a multi-role position is still relevant for every many-hat-wearing small shop employee out there today.

The Fine Art of Juggling.pdf

Peek Under the Hood: News From the NEDRA Board

Laura Parshall — Fri, 28 Oct 2016 18:15:42 GMT

The NEDRA Board had its monthly operations call on October 19. Among the topics of conversation were the upcoming schedule of fall programming and the annual conference. Read on for more information!

Social Media: The Next Frontier

Laura Parshall — Fri, 28 Oct 2016 17:48:15 GMT

NEDRA's own Social Media Committee co-chair, Stacey Vial McDonnell, may be biased, but she thinks that social media is absolutely vital to prospect research. In this article, she makes her case, and gives some great tips for making use of this rich source of information.

Social Media: The Next Frontier

by Stacey Vial McDonnell

If you have a smartphone, you are probably already using social media. You may already have personal accounts on Facebook, Instagram, Twitter, LinkedIn or maybe even SnapChat to keep you caught up on all the latest news or what your best friends are doing. But did you know there is a world of social media beyond your personal accounts? Beyond the babies, pets and vacation photos, waits an entire world for you and your organization to capture. Is your nonprofit organization using social media to its best advantage? Read on to discover tips and tricks on to harness the power of social media.

What Can Prospect Research Do?

According to a 2013 study by LinkedIn, about 90 percent of mass affluent consumers use social media. In this study, mass affluent consumers were defined as individuals who have investable assets between $100,000 and $1 million. Additionally, a 2011 study published in the Wall Street Journal states, “According to a survey of millionaires from Fidelity Investments, 85% of respondents use text-messaging, smartphone applications and social media. One third use social media professionally, with 28% using LinkedIn.” The average age of the respondent of the study was 56. Considering these studies were at least three years ago, it is safe to assume the usage of social media among high net worth individuals has only increased in recent years.

Speaking of those babies, pets, and vacation photos… What if you could provide your Major Gift Officers with personal, detailed information on highly-rated prospects which you simply cannot obtain from looking at an SEC filing or a Dun & Bradstreet document? When your donors post significant details about their lives on their publicly available blogs or twitter accounts, for instance, the prospect research team at your institution can be there to transmit that information to your fundraisers. Information like hobbies, interests, and even dislikes – things that can make or break that critical connection with the prospect and your fundraiser and institution.

Social media is not only great for those tidbits of information that you can’t find elsewhere, but also for the most up to date information on a prospect. Think about all the times you’ve checked on a donor’s business information on a company website. The company’s website still says the donor works there, but you know for a fact the donor has left the company. Social media to the rescue! What is the first think you do when you change jobs? Update your LinkedIn profile. Your prospects are doing the same thing. LinkedIn is a fabulous resource for not only up to date career information, but a detailed career history as well.

While I believe that social media in prospect research will only become more prevalent as we move forward in our field, we do have to keep in mind the ethical concerns. Being transparent in how we move about in our online presence is important. Creating an alternative name or username in order to log in to a social media account to find donors or prospects is not considered ethical. Use your best judgement and integrity on social media. Remember, donors are willingly and publically putting their information out into the world via social media—but sometimes they also may not be aware of privacy settings. Finally, it’s imperative that, as with every facet of your prospect research work, you hold yourself and your organization accountable when using social media.

What Can Your Organization Do?

Does your organization already have social media channels? If not, what are you waiting for? You could be missing out on an excellent way to communicate and connect with your donors and constituents. Getting started can be overwhelming, but an initial audit of what you want to achieve via social media and your organization’s goals for the project is the best place to start. See what social media channels work best and are the right fit for your organization. Only take on what you know you can handle and what outlets you know will resonate with your intended audience. Now is also the time to evaluate and improve current social media accounts in order to streamline the approach. Having a concise and meaningful social media strategy can really put your organization’s best foot forward with donors. As prospect researchers, once you have a social media program established, it’s important for you to help identify who is an active participant on your organization’s accounts. You already know those who are active within your social media have a connection to your organization, and you never know where you will find your next major gifts donor.

As you’ve seen before on NEDRA News, we here in the prospect research industry are big on #researchpride, so reach out to other nonprofit organizations, industry leaders or prospect research shops to see how they have managed their social media platforms for inspiration and advice.

Want More? Connect with NEDRA on Social Media!

Find us on Facebook, Twitter, and LinkedIn!

Twitter: @NEDRA_Tweets

Facebook: www.facebook.com/NewEnglandDevelopmentResearchAssociation

LinkedIn: www.linkedin.com/groups/131593

Many Thanks!

Laura Parshall — Fri, 28 Oct 2016 17:15:44 GMT

The following people have volunteered to serve on various NEDRA committees this year. Thank you so much for all your help!

Valerie Anastasio, Boston Children's Hospital Trust

Helen Brown, The Helen Brown Group
Melissa Bank Stepno, Target Analytics

Amber Countis, Norwich University

Nancy Faughnan, Yale University

Tara McMullen, The Helen Brown Group

Jill Meister, University of New Hampshire

Adam Morrow, Harvard Business School

Jessica Paterson, Dartmouth University

Ginny Santamaria, American Cancer Society

Dina Zelleke, Harvard University

Upcoming NEDRA Programming

Laura Parshall — Fri, 28 Oct 2016 16:56:58 GMT

Thank you to everyone who participated in Hugh Bennett's program on valuing private companies on October 20, and in the Research Basics Bootcamp at Yale University on October 21! Hopefully, you all learned a lot and made some great connections.

The Programming Committee has a full slate of fall programming coming up! On November 10, NEDRA and MIT will be jointly offering a workshop on Unconscious Bias at MIT, presented by Christopher Dial. If you're interested in diversity and inclusion within our organization and our industry, we hope you'll attend. Later that evening, there will be a NEDRA Night Out at Grafton Street Pub & Grill in Harvard Square. Join us to network with your fellow NEDRA members.

On November 29, a Think Tank on the subject of prospect management will be taking place at Harvard University.

On December 9, Smith College will be hosting Speak Up!, a class on public speaking. If you've ever wanted to be able to present at a NEDRA event but weren't confident in your public speaking skills (or if you just want to feel more comfortable presenting at office meetings), this is a great opportunity to build those skills and gain some confidence!

On December 12, our second Research Basics Bootcamp of the fall will be held at Northeastern University.

For more information, and to register for any of these events, see the Upcoming Programs page.

Input Needed on Conference Round Tables

Laura Parshall — Fri, 28 Oct 2016 16:53:46 GMT

The Conference Committee needs your input! For a long time now, lunchtime round tables have been a fixture of our annual conference. We believe it’s important to give our members the opportunity to network and discuss specific topics of interest to them. That said, there’s always room for improvement, and we are considering some changes that would improve these sorts of topical discussions.

As the Conference Committee plans #NEDRACon2017, they would love to hear your ideas and suggestions for how best to structure topic-specific group discussions. Would a time other than lunch work better? Would a separate room with more people be more conducive to discussion? Is more facilitation necessary to keep things on topic? Would you prefer to be able to sign up for such discussions before the conference takes place? Contact Conference Committee co-chairs Lisa Foster (lfoster@andover.edu) or Susan Grivno (Susan.Grivno@unh.edu) with your ideas, and help make our next conference better than ever.

Looking Back: International Research: Going for the Global Gold

Laura Parshall — Fri, 28 Oct 2016 16:50:02 GMT

In this article from the Winter 1990-1991 issue of the NEDRA News, Kate Fultz talks about some of the challenges involved with international philanthropy and researching international prospects.

International Research- Going for the Global Gold.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Wed, 28 Sep 2016 19:34:40 GMT

The NEDRA Board of directors met on September 21. Present at the meeting, in addition to the board members, was Tara McMullen of the Helen Brown Group. Tara, a board member emerita, will be assisting the board this year by serving as co-chair of the Website and Technology Committee. Since the board has recently added another committee (Diversity and Inclusion) and we aren't running at our full compliment of board members, Tara's assistance in keeping our website up to date for our members is greatly appreciated!

The board also discussed upcoming fall programming, a scholarship for an APRA symposium, and more. Read on for more information!

Upcoming NEDRA Programming

Laura Parshall — Wed, 28 Sep 2016 19:23:18 GMT

The Programming Committee has a great slate of programming planned for this fall!

There are still spaces available to register for Hugh Bennett's presentation on valuing private companies at MIT on October 20. Come learn where you can find the information you need to make the best possible estimate of a private company's value.

On October 21, Dave Owens, Matt Lacroix, and Tim Enman will be leading a Research Basics Bootcamp at Yale University. If you are new to the field or just need to brush up on basic skills, register today!

On November 11, Harvard University's Christopher Dial will be presenting on the subject of Unconscious Bias at MIT, a program jointly sponsored by MIT. If you're interested in diversity and inclusion, and want to learn more about how unconscious bias affects these things, sign up now.

You can register for these programs at the Upcoming Programs page.

Later this fall, the Programming Committee has plans for a VINO (Very Informal Networking Opportunity) and a Research Directors Forum. Stay tuned for more information as it becomes available.

Scholarship Lottery for APRA's Advancing Leaders Symposium: Deadline FRIDAY!

Laura Parshall — Wed, 28 Sep 2016 19:20:14 GMT

Are you a decision-maker for your team or organization? Interested in APRA’s Advancing Leaders Symposium, but budget is tight? NEDRA has great news for you!

NEDRA is pleased to offer our members a chance for a scholarship for APRA’s 2016 Fall Symposium: Advancing Leaders. Recipient will be selected at random.

Deadline to enter is Friday, September 30. Don’t miss your chance, enter the lottery today! Must be a current NEDRA member to win.

About the APRA Advancing Leaders Symposium:

Join APRA in Alexandria, Virginia for valuable training and interactive workshops that build industry solutions. Geared toward leaders, executives and other decision-makers, APRA’s Advancing Leaders Symposium is an opportunity to focus on where the industry is headed and how we can help shape our organizations for the future. Content will focus on the state of our industry, emerging themes and trends in fundraising, and career growth beyond the day to day work of prospect development.

Thurs/Fri November 3-4 2016, at The Westin Alexandria, Alexandria, VA

Lottery Eligibility:

NEDRA is pleased to offer a scholarship covering the cost of symposium registration and travel/hotel (up to 2 nights) reimbursements up to $600. Recipient must be a current NEDRA member. Join or renew your membership here. Current and former NEDRA board members not eligible. Deadline is Friday, Sept. 30, 2016.

Introducing NEDRA Think Tanks

Laura Parshall — Wed, 28 Sep 2016 19:15:01 GMT

Do you have a problem you’re trying to solve in your organization? Is there something you like to delve into deeper? Have you tried something new and want to share it with others?

NEDRA introduces Think Tanks (formerly known as RINGS). NEDRA is looking for hosts and facilitators to lead Think Tanks: informal discussions on any topic relevant to prospect development professionals. These are meant to be interactive, no presentations necessary. The responsibilities of the facilitator are to start and help keep the conversation going. Topics might include Small Shop Research Pressures; Large Shop Research; Independent School Parents; Prospect Management, etc. The best part is that these are free to members and only $25 for non-members.

If you are interested in hosting and or facilitating a Think Tank, please contact the chairs of our programming committee: Tim Enman at tenman@smith.edu or Ian Wells at ian@iantwells.com.

The Impact of the Heather Reisz Memorial Scholarship

Laura Parshall — Wed, 28 Sep 2016 19:08:28 GMT

For this article, Tim Wilson, NEDRA board member and Associate Director, Prospect Management/Development at Harvard Business School, interviewed past recipients of the Heather Reisz Memorial Scholarship. Read on to see what kind of impact that scholarship can have!

The Impact of the Heather Reisz Memorial Scholarship

By Tim Wilson

NEDRA prides itself on being a supportive, informative, engaging, and fun convener for all professionals in New England’s prospect research, management, and analytics community. One of the most moving signs of the spirit of NEDRA has occurred each of the last three years at our two-day annual conference. Conference attendees meet at lunch to honor the memory and legacy of Heather Reisz, and to celebrate the awarding of two scholarships in her name that are given to newcomers to our profession. A longtime prospect researcher and director, Heather “had a particular fondness for newcomers to the profession,” as her memorial page on NEDRA’s website notes. Heather “was an active and devoted volunteer and board member of NEDRA” who “had an infectious love for the work she did, and served as a mentor to many. Thanks to Heather’s free sharing of knowledge, support, and advice, there are numerous people in the field who have her to thank for their success.”

Now, thanks to the generosity of Heather’s family and many members of the NEDRA community, Heather’s legacy of support continues through the Heather Reisz Memorial Scholarship. NEDRA News thought it would be interesting to check in with a few of the Scholarship recipients to demonstrate the impact of the Scholarship and highlight how being a member of NEDRA has positively impacted recipients’ careers.

Monique Bourgeois Miller was one of the two inaugural recipients of the Heather Reisz Memorial Scholarship, awarded at the 2014 annual conference. Monique began her prospect research career at Hampshire College in late 2012 and is now a senior research analyst focusing on institutional research at Amherst College, where past NEDRA president Suzy Campos is the director of advancement research. She credits her supportive supervisor for encouraging Monique to apply for the Scholarship to support her career and professional development. When asked about her reaction to winning the Scholarship, Monique said, “It was very surprising! I’m from Newfoundland, and I’ve more recently worked in institutional research as opposed to prospect research, so I felt a bit like a stranger, but it was a wonderful surprise. People were so welcoming!”

Receiving the Scholarship before her peers and Heather’s family was a powerful moment, Monique added. “You could feel the love in the room. It was very emotional. Heather’s friends and family were present. It was obvious to everyone there that Heather was well respected and well cared for. Receiving her scholarship was a huge honor. And I still have Heather’s pin!” she added, commenting on a commemorative gift handed to Scholarship recipients during the conference.

For Monique, being one of the Heather Reisz Memorial Scholarship honorees cemented the impact that NEDRA can have in people’s careers. “NEDRA enables us to search out connections and turn to people for advice. The learning opportunities, the conference, and connections have given me a lot of work-related inspiration. And it’s also fun being a NEDRA member.”

The following year, 2015, Becca Elwin of the Conservation Law Foundation was one of two Scholarship recipients. Becca’s supervisor at the Foundation, vice president for development Kate Saunders, had a background in prospect research and encouraged Becca to join NEDRA. “I experienced personal growth and development as a researcher after attending Bootcamp and the conference. The most valuable thing I gained from this experience was taking what I learned and bringing it back to my organization and implementing my newfound understanding to better our research and prospect management program.” Asked to describe how being a recipient has impacted her career, Becca noted, “If I hadn’t received the Heather Reisz Memorial Scholarship, I may not have been able to attend Bootcamp and the annual conference. I now realize how unfortunate that would have been for both my professional development as well as the development of the prospect research and management program at CLF.”

Like Monique, Becca positively described attending the 2015 annual conference in Portsmouth, New Hampshire, with the benefit of the Heather Reisz Memorial Scholarship. “Over the course of my three days in Portsmouth, I learned that there are many different methods, philosophies, and strategies for how to conduct a prospect research and management program at any given organization – and that each has its merits and difficulties.” Becca also stressed the feeling of collegiality and how convening together leads to comforting discussions of commonalities. “At the conference, I learned that my fellow researchers struggle with the same things I had been struggling with and continue to struggle with today. I learned that I am part of a greater community of researchers who are genuinely open and willing to help learning researchers find their way.” Reflecting on her conference take-aways, Becca added, “I feel more confident in what I know and what I can do.”

Becca recalled feeling overwhelmed by receiving the Scholarship. “I think we’re all kind of feeling that way as researchers—we don’t seek out attention.” But the spotlight led to “many conversation-starters at the conference.” People coming up to congratulate Becca “brought me right into the community that maybe I didn’t feel as connected to earlier, which was wonderful.”

As a Scholarship recipient, Becca has found it easier to demonstrate the value of attending conferences or other training sessions after returning from her first NEDRA conference. She was at the 2016 conference as well. “I felt more comfortable this year. It was great to see other researchers getting recognition through the Scholarship!”

If you are new to our industry, please consider applying for the Heather Reisz Memorial Scholarship—or if you have someone on your team who is entering our field, encourage them to apply. Please check the NEDRA website for updates on application forms and deadlines ahead of the 2017 annual conference in Portsmouth, New Hampshire. And thank you to the many generous donors from our NEDRA community for your support of the Scholarship! Over the past several years, you have helped to surpass NEDRA’s initial goal of raising $10,000. This will allow NEDRA to provide Heather Reisz Memorial Scholarships to two recipients each year for the next ten years!

It is inspiring to think of the impact this will have for the careers of at least 20 future recipients, as well as the six recipients so far, and to envision the impact these individuals will have in the industry and in NEDRA for many years to come. Additional donations are welcome at any time, helping to ensure that Heather’s spirit of generosity and her passion for our work will live on.

Many Thanks!

Laura Parshall — Wed, 28 Sep 2016 17:53:44 GMT

The NEDRA board would like to thank our latest volunteers. Kim Brown and Elana Pierkowski will serve as members of the Programming Committee this year. Thank you, Kim and Elana!

Looking Back: When Your "Alumni" Have Fur and Tails: Prospecting at an Animal Welfare Organization

Laura Parshall — Wed, 28 Sep 2016 17:41:56 GMT

Having just adopted two extremely adorable kittens from the Animal Rescue League, the work done by animal welfare organizations has been much on my mind lately. In this article from 2010, Susan Ruderman gives some helpful tips on prospecting at this type of organization--tips that will likely be useful for any organization without an alumni or grateful patient base.

When Your Alumni Have Fur and Tails.pdf

Peek Under the Hood: News From the NEDRA Board

Laura Parshall — Mon, 29 Aug 2016 18:20:43 GMT

The NEDRA Board had a call on August 3 to recap the APRA conference and the APRA Chapter Leaders Summit that took place there. A lot of interesting ideas came back from the conference! The board also spent a lot of time discussing upcoming programming to take place this fall. Read on for more information!

2017 Conference Update

Laura Parshall — Mon, 29 Aug 2016 18:10:24 GMT

Hopefully, everyone saw the e-mail that was sent out earlier this month already, but just in case anyone missed it: the date of the 2017 NEDRA conference has been changed! The original dates conflicted with holidays that might have inhibited some from attending the conference. The conference will still be held at the Sheraton Portsmouth Harborside Hotel in Portsmouth, NH, but now the dates will be Thursday, April 27 and Friday, April 28. The pre-conference Research Basics Bootcamp will be held on Wednesday, April 26. With luck, this will enable more NEDRA members to attend the conference!

Finding My Value Proposition

Laura Parshall — Mon, 29 Aug 2016 17:54:18 GMT

At the APRA International conference earlier this summer, Susan Grivno found some inspiration that surprised her in the keynote speech. Susan is a NEDRA board member, and a Senior Prospect Research Analyst at the University of New Hampshire.

Finding My Value Proposition: Thoughts on Risa Mish’s Keynote at APRA Prospect Development 2016

by Susan Grivno

I’m one of those people that really gets into a good keynote speech. A good conference keynote should leave listeners inspired and invigorated to make the most of the information they’ll encounter during the conference. A great one will challenge an audience to look at something in a way they may never have before. The keynote at the 2016 APRA conference in Nashville by Risa Mish did both and has stayed in my head and heart in post-conference.

To be honest, I wasn’t sure a keynote titled “Art of the Sale: Persuasion and Influence Tips for Development Professionals (and Everyone Else!)” would be terribly memorable. The objective of her talk, to help participants become more persuasive and influential, was intriguing. But I wasn’t sitting at the edge of my seat until she made the following statement: “The key to being comfortable in your own skin is knowing what you stand for. That's credibility from the inside out."

She urged us to establish our own, personal value proposition. The term “value proposition” is typically used in marketing. They’re statements about how a product or company will benefit a customer. Mish suggested that we can’t be successful unless we actively identify, acknowledge, and live by a set of core values. She provided a sheet with dozens of possible value words—a list with words like autonomy, efficiency, passion, unity, tolerance, trust, and many more—and urged us to choose five that we identified with. Then she had us sacrifice two of our darlings and settle on the top three to get at what we value the most. How difficult! And then she gave us homework. How will we use these values in action? With our values in mind, what actions do we commit to? Commit to avoiding?

There’s something about firmly establishing my values and actually using them in action that I find liberating. Does this decision, this activity jive with what I hold valuable? I find I’m framing new opportunities that way and even turned down a volunteer role recently that would have been interesting—one I was have surely accepted in the past. I found myself pausing, though, wondering if it would lead me too far away from one of my three core values: harmony. The role would have meant even more time in front of a computer screen and my work-life balance would likely have suffered. I was able to turn down the offer with less guilt than I would have normally felt, sure in the fact that it was the right decision for me.

A few years ago, a colleague of mine and her spouse left their comfortable IT positions to move to California. They had no jobs lined up, just a few connections, and only a vague sense of a life coach business she would start there. When asked why they were making such a drastic change, her short answer was “to be happy.” She’d explain that it was not just about stepping back from a 9-5 office job, or about escaping the New England weather—it was about being happy. She received mostly smiles and nods and a few “good for you’s,” but not too many people probed further. I did. What was this move going to do to bring her happiness? She said: “it will start me on a path toward authenticity.” I don’t think I really understood what she meant until I listened to Risa Mish at the APRA conference. Now I’m on my own path, with authenticity as my destination.

Upcoming NEDRA Programming

Laura Parshall — Mon, 29 Aug 2016 17:44:34 GMT

We have some great Fall programming coming up! On Thursday, October 20, Hugh Bennett will be presenting a program on valuing private companies at MIT in Cambridge. Hugh's expertise on this subject made his session at the NEDRA conference very popular, so if you missed it (or if you need a refresher), we hope you'll join us! Keep an eye on your inbox, social media, and the NEDRA News for more information when it becomes available.

The Programming Committee is also working to put together what should be some very thought-provoking programming on the subject of diversity and inclusion. Hopefully, we'll have some more information for you soon about what sort of events we'll have to offer on this important topic. Stay tuned!

Looking Back: The Art and Science of Real Estate Research

Laura Parshall — Mon, 29 Aug 2016 15:08:37 GMT

In this, the first part of a two-part article, Tara McMullen provides an introduction to real estate research: how to find information, and how to use it wisely.

The Art and Science of Real Estate Research.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Mon, 01 Aug 2016 14:56:13 GMT

Due to some last-minute unforeseen circumstances, the NEDRA Board did not hold the operations call we had planned for the month of July. We will, however, be holding a conference call on Wednesday, August 3 to debrief on the APRA conference and on the Chapter Leaders Meeting that took place there. We do, however, have news, knowledge, and thoughts to share in this update of the NEDRA News Blog, so read on!

2017 Conference Update

Laura Parshall — Mon, 01 Aug 2016 14:49:05 GMT

From the Conference Committee, co-chaired this year by Lisa Foster and Susan Grivno, comes the exciting news that a location and dates have been chosen for next year's conference! Since the feedback on our most recent location has been overwhelmingly positive, we will once again be holding the conference at the Sheraton Harborside Hotel in Portsmouth, NH. The conference will take place on Thursday, April 13 and Friday, April 14, 2017. On Wednesday, April 12, we will be holding a pre-conference Research Basics Bootcamp, also at the Sheraton Harborside. Mark your calendars, and get ready to start planning some of the educational sessions that will make the conference great!

Outside In: Finding Diversity & Inclusion in Philanthropy in the Midst of National Crises & Augmented Reality

Laura Parshall — Mon, 01 Aug 2016 14:43:35 GMT

Outside In: Finding Diversity & Inclusion in Philanthropy in the Midst of National Crises & Augmented Reality

by James Cheng, Development Data Analytics Specialist at Memorial Sloan Kettering Cancer Center and NEDRA Board member

As the popularity of the "augmented reality" game Pokémon GO began to spread exponentially like a virus, my snarky comments on friends’ social posts of captured cartoon images increased correspondingly. When a couple of these friends pointed that out to me, I started to contemplate my critical responses. Were they a personal retaliation against what I saw as nostalgia-induced Pollyanna-ish myopia? Or was I perhaps reacting against the apparent surrender of higher reasoning to a tribalistic hive-mind?

As the newsfeeds flowed, the reason became clear. This craze came directly at the heels of the police-shooting deaths of Alton Sterling and Philando Castile, as well as the retaliatory escalation of gun violence leading to the deaths of Officers Patrick Zamarripa, Brent Thompson, Lorne Ahrens, Michael Smith, and Michael Krol. While my African-American friends began to post and share videos of demonstrations and personal stories of struggles and fears, I also saw many of my Asian-American and Caucasian friends posting their personal and collective struggles… in capturing imaginary pocket monsters on their handheld devices.

And yet perhaps I should include myself in this indictment of inaction. Rather than immersing myself in games, my avoidance mechanism of choice is finding solace in the workplace. Here, I am the data master, being able to grow, train and transform my variables with the slightest of codes. Here, in the truest exploratory fashion, all my variables are considered “equal” a priori, giving no preferential treatment to some predictors of my outcomes over others. Here, I can ferret out dirty data and “dummify” them dichotomously, thus reducing their informational importance to my predictive models.

At this moment, you may be asking, “Why are you writing about national tragedies to talk about, of all things, Pokémon GO and your job? Where is the common sense, the courtesy and respect, the emotional intelligence? Are you reducing national headlines to water-cooler conversations? What do these things have anything to do with diversity and inclusion in philanthropy?”

These questions are on point, and I have no definitive responses. At the same time, I feel like I've reached a personal tipping point. The boundaries between the professional and the personal, the societal and the social, the extraordinary and the routine, the pivotal and the mundane, are becoming permeable. As I type and retype, the phrase “Outside In” is on mental repeat. There is a sense of the “macro” --reality that is “outside” our spheres of influence: things that are happening on a national or even global level. Our "micro" reality--our "inside"-- would be those personal, social and even profession circles where our actions and decisions do have visible influence.

For some of us--those who have more melatonin in our skin than others, or who are activists fighting the good fight in social justice--the boundaries between the macro and micro often blur, if they exist at all. Those national and global conversations can end up affecting us on a personal level. Unfortunately, for others of us, those boundaries are as distinct ever--people can, and do, ignore the large-scale problems that don't affect them directly. As some people hunt for their diminishing civil rights/dignity/social justice, and as snipers hunt for police officers as targets, others blithely hunt for the next Pikachu or Charmander.

Yet I believe a group of us are caught in that awkward in-between, where that “Outside” is coming “In.” We are bringing what is happening in society at large into our personal spheres and we are not sure what to do about it. Questions beget more questions, and I find myself walking in circles.

What I do sense is that one of my micro-spheres may be aligned with the macro-sphere of our national conversations on diversity and inclusion. While my past and present colleagues have countries of origin and experiences that are truly global, I question our diversity and inclusion within the philanthropy sector at large. Who are our donors, and how diverse is our constituency? Who are our gift officers, and what diverse experiences make them better fundraisers? What about the diversity of the leadership and boards within our organizations? Does diversity and inclusion within our non-profit organizations actually help with the “bottom line” of raising more funds? If so, how do we become more diverse and inclusive without creating an environment of resentment and division within the workplace? What IS diversity? What IS inclusion?

Could beginning to think about--let alone talk about and act on--the subject of diversity and inclusion in the philanthropic workplace be of any consequence to the national debate about civil rights, social justice, and race relations? Is it possible to create some bi-directionality where what we do on the "inside" can impact the larger conversation "outside?" I hope beyond hope that it is.

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If you are interested in sharing your thoughts and stories about diversity and inclusion in philanthropy, to listen to those sharing, or to be an ally, please contact us at office@nedra.org or me personally at chengj@mskcc.org. We are currently hoping to bridge our macro and our micro spheres by forming a committee on diversity and inclusion within the NEDRA community

Upcoming NEDRA Programming

Laura Parshall — Mon, 01 Aug 2016 14:13:00 GMT

For those of you who attended APRA International's Prospect Development 2016 Conference, we hope you were able to join us for the NEDRA VINO at Fuse Sports Bar, and that you had a great time with your fellow NEDRA members! Thank you to those who came by.

There are not currently any dates set for upcoming programming. Rest assured, however, that the Programming Committee is working hard to plan some excellent opportunities for learning and networking in the near future. Keep an eye on your inbox and on the NEDRA News for more information, as plans solidify.

Three Things Not to Do After a Conference

Laura Parshall — Mon, 01 Aug 2016 13:22:24 GMT

Many of you have probably just returned from APRA's Prospect Development 2016 Conference. Hopefully, you did plenty of networking and learned a lot! Now, you're probably slogging your way through an over-full e-mail inbox, trying to figure out how much you missed and what fires are waiting for you to put them out. When you get back to the office after a conference, it's easy to become immersed in the day-to-day work again and let the conference fade into the past without making the most of your experience there. Here are some common traps that many people fall into, and some suggestions about how to avoid them.

1. DON'T stick all those business cards that you collected in a drawer until you've forgotten who any of those people were. When you get back to the office, after you've plowed through that inbox (or even before), send a brief note to the people you met, just to reinforce that connection. Did you collect a lot of vendor business cards even though you aren't responsible for purchasing decisions? Hand those cards over to someone who does have that responsibility, along with any thoughts about which products and services you found particularly interesting.

2. DON'T keep all that knowledge to yourself! In most offices, it's hard to send everyone to a conference, especially if it's one that's distant from your organization. Having a conference debrief meeting with your colleagues is a great way to share the things you've learned, get others' perspectives on it, and work new techniques, resources, and procedures into your everyday operations. Bring your notes, and share useful presentation printouts. Just because the whole office couldn't attend the conference, it doesn't mean that everyone can't benefit from those who did attend.

3. DON'T neglect to fill out any post-conference surveys. As a member of the NEDRA board, I can assure you that the responses an organization gets to these surveys are the best tool we have for gauging how to best serve our members and plan an even better conference for the following year. What speakers were particularly good? How was the session variety? Were there times when it was difficult or impossible to obtain that life-giving substance, caffeine? How easy to use were the apps or online resources? Did you like the location? All of this feedback is invaluable to conference planners, and helps ensure that future conferences will be equally, if not more, educational and enjoyable.

Looking Back: Running Prospect Management Meetings- One Researcher's Perspective

Laura Parshall — Mon, 01 Aug 2016 13:14:12 GMT

In this article from the Spring 2006 NEDRA News, Mitchell Linker discusses the challenges and importance of prospect management meetings between researcher and front-line fundraiser. As someone whose office is likely to start doing more prospect management in the near future, I personally find this very useful!

Running Prospect Management Meetings- One Researcher's Perspective.pdf

Peek Under the Hood: News from the NEDRA Board

Susan Grivno — Thu, 30 Jun 2016 22:32:47 GMT

The NEDRA Board of Directors had its annual retreat on June 16th and 17th at the Hawthorne Hotel in Salem, MA. This was two days filled with strategic planning for the coming year and beyond. Many topics were discussed, including the annual conference, membership growth, exciting new programs, NEDRA's 30th birthday and much, much more. Stay tuned in the coming months for more information about what's in the works and read on for more news!

Welcome Back - Laura Parshall, NEDRA News Editor

Susan Grivno — Thu, 30 Jun 2016 22:20:21 GMT

NEDRA members,

I'm pleased to announce that NEDRA board member Laura Parshall from MIT has agreed to take on the role as editor of the NEDRA News Blog and Industry News Blog in the coming year.

Laura previously served as editor from July, 2012 through June, 2015 and we are thrilled to have her talents leading up this effort again.

Please reach out to Laura to share articles for the Industry News Blog or to write an article or other piece for the News Blog. Share your expertise, your opinions, and your experience--you are what makes NEDRA, NEDRA!

--Susan Grivno, outgoing NEDRA News editor

NEDRA Board Committee Chairs

Susan Grivno — Thu, 30 Jun 2016 22:18:00 GMT

The new slate of NEDRA committee chairs and officers for 2016-2017 is as follows:

President

Committee Chair - Ann Castle Award

Amy Begg

Deputy Director of Research

Harvard University

Vice President

Committee Co-Chair - Programming

Ian T. Wells

Founder

Ian T. Wells & Associates

Secretary

Committee Co-Chair - Conference

Susan Grivno

Senior Prospect Research Analyst

University of New Hampshire

Treasurer

Committee Co-Chair - Conference

Nominating Committee

Lisa Foster

Director of Development Research

Phillips Academy

Immediate Past President

Committee Chair - Volunteers

Committee Chair - Heather Reisz Memorial Scholarship

Suzy Campos

Director of Advancement Research

Amherst College

Committee Chair - Diversity

Committee Chair - Website & Technology

Committee Co-Chair - Social Media

James Cheng

Development Data Analytics Specialist

Memorial Sloan Kettering Cancer Center

Committee Chair - Membership

Erin Dupuis

Director of Prospect Research

Merrimack College

Committee Co-Chair - Programming

Tim Enman

Research Analyst

Smith College

Committee Co-Chair - Sponsorship

Bill Gotfredson

Associate Director, Research

Boston Children's Hospital

Committee Co-Chair - Social Media

Committee Co-Chair - Sponsorship

Stacey Vial MacDonnell

Assistant Director of Prospect Research

Harvard Law School

Committee Chair - NEDRA News & Industry Blog

Marketing Liaison to the Conference

Laura Parshall

Senior Principal Gifts Researcher

MIT

Committee Chair - Conference Scholarship

Committee Co-Chair - Marketing

Tim Wilson

Associate Director, Prospect Management/Development

Harvard Business School

Supplemental Data Appends

Susan Grivno — Thu, 30 Jun 2016 22:00:00 GMT

Why Investments in Supplemental Data Appends are Investments in the Sustainable Success of Your Development Program

Supplemental data is available for just about anything you might want or need – from age, household income, and marital status, to email addresses, cell phone numbers, and places of employment.

Such data not only help ensure that you keep in touch with your prospects and donors but also provide valuable insights.

Click on the image below to read more on why investments in supplemental data appends are investments in the sustainable success of your development program!

NEDRA Night Out in Nashville!

Susan Grivno — Thu, 30 Jun 2016 21:45:00 GMT

Are you going to APRA this year? Drop by the Fuse Sports Bar at the Opryland Hotel Nashville on Thursday night for a NEDRA VINO!

What: This NEDRA VINO (Very Informal Networking Opportunity) is a self-sponsored, casual get-together of fellow New-Englanders in the Music City.

When: 5:30 pm on Thursday, July 28th

Where: Fuse, at the conference hotel

Follow and participate with @NEDRA_tweets via Twitter throughout the #APRApd2016 conference! And follow #NEDRAafterDARK for more late-night networking that my take place.

Evaluating Stock Option Awards

Susan Grivno — Thu, 30 Jun 2016 21:30:00 GMT

Stock options are confusing. What are they exactly? And how do you estimate how much they could be worth for prospects you research?

I will never forget when a new gift officer I once worked with came excitedly into our office with a Form 4 for one of his young prospects at a tech start-up. He had uncovered a multimillionaire! Trying to explain what options are and what they are not (stock holdings! actual, realized wealth) was difficult and, for him, deflating. As with many things, my understanding of all things securities-related is rudimentary at best, but it's something I do read about often as I'm researching insider prospects.

A review of NEDRA News articles about options led to a 2003 article by Frederic Sinclair, linked below. Some things have changed in the past 13 years, but much of the basics remain the same. Check out his method for calculating the value of options. What method do you use to value options? Or do you not value them at all? Discuss in the comments below!

Note that the website he mentions to learn more about stock options, mystockoptions.com, remains a good resource for learning some basics, although more advanced information is behind a paywall. You can also read more at Investopedia and Fool.com

Evaluating Stock Option Awards - Frederic Sinclair.pdf

- S. Grivno

One More Thank You to our 2015-2016 Volunteers!

Susan Grivno — Thu, 30 Jun 2016 21:00:00 GMT

The NEDRA Board of Directors would like to thank ALL of the volunteers who helped make the 2015-2016 program year such a success.

You have served as committee members, contributors to the NEDRA news, speakers, program facilitators, conference room monitors, round-table facilitators, and more. We thank you for your time and effort!

Valerie Anastasio

Beth Bandy

Michelle Baptista

Jesse Bardo

Dana Barrow

Hut Beall

Hugh Bennett

Sarah Benson

Bruce Berg

Brett Berger

Helen Brown

Lindsay Brown

Molly Carocci

Gary A. Carskaddan

Roslyn Clarke

Doug Cogswell

Amber Countis

Courtney Cutler

Dale DeLetis

Adriana DiCecco

Nancy Faughnan

Sarah Fernandez

Rebecca Francis

William Gallaher

Diane Garvey

Ruthie Giles

Amy Gingle

Tricia Glasheen

Elizabeth Goodman

Bill Gotfredson

Jennifer Grasso

Kristin Hagan

Leslie Haley

Kate Hanson

Kyoko Ingalls

Nancy Isabel

Charity Jovanovic

Jack Karako

Connor Kasey

Renana Kehoe

Patricia Kelleher

Cathy Kingery

Kelly Labrecque

Matthew Lacroix

Shay Laderbush

Jesse Leonard

Frances Littell

Maureen Lopez

Dan Lowman

Jameson MacDonnell

Tina Manuel

Paul Mateo

Pamela McCarthy

Jill Meister

Alejandra Mendez-Rivera

Claire Moitra

Bryce Mullins

Debbie Neumann

Rafi Norberg

Jill Nosach

Colleen O’Donnell

David Owens

Elizabeth Parker

Michael Parker

Diane Parsons

Jeannie Patch

Jessica L. Paterson

Connie Pekar

Marianne Pelletier

Jana Peretti

Virginia Putnam

Michael Quevli

Eric Rezsnyak

Scott Rosensweig

Karen Rowe

Amy Sacco

Ginny Santamaria

David Sattler

Vanessa Silva

Amy Spears

David Sterling

Meryl Stowbridge

Bill Tedesco

Sarah Tedesco

Rebecca Tiernan

Chris Toro

Maureen Trafford

Amitha Vasanth

Chris Vrotsos

Robby West

Sarah White

Tim Wilson

Elisa Winker

Jennifer Young

Brian Zive

Peek Under the Hood: News from the NEDRA Board

Susan Grivno — Wed, 01 Jun 2016 01:11:25 GMT

The NEDRA Board held its monthly operations call on Friday, May 27. This was the last such call for outgoing members Tara McMullen and Mary Taddia, who will be greatly missed. It the first board call for the two new board members we welcomed into the fold, Tim Wilson and Bill Gotfredson.

Other subjects discussed included programming, sponsorship, the upcoming APRA virtual business meeting and the upcoming board retreat, which will take place in June.

Read on for more information!

NEDRA Night Out - June 9th at Tiger Mama in Boston

Susan Grivno — Wed, 01 Jun 2016 00:30:00 GMT

The Boston Globe says there is "clearly sorcery at work" in the kitchen of Tiger Mama. Join your fellow development professionals for an informal get together to see what all the buzz is about at this self-sponsored event.

Talk shop and network over tiki drinks at one of Boston's most talked about new restaurants. This get-together is open to all; NEDRA members and non-members are welcome!

What: NEDRA Night Out

When: Thursday, June 9th at 6:00 pm

Where: Tiger Mama, 1363 Boylston Street, Boston

Cost: Self sponsored. The restaurant will provide individual checks.

RSVP: Please click here to RSVP

Conference Attendees: Last Call to Download Conference Presentations

Susan Grivno — Tue, 31 May 2016 22:10:00 GMT

Thanks to those who attended the 2016 NEDRA Conference in April in Portsmouth! It was great to see so many NEDRA members and colleagues come together to listen, learn, and connect.

We hope you have visited the 2016 Conference Presentation Downloads and Attendee List page on the NEDRA website to download and/or print the slides from the conference. If you haven't, there's still time! The period for accessing handouts ends on Monday, June 6th at 5:00 pm.

Reminder that the downloads require a password that you received in a conference email from April 8, 2016. Please contact office@nedra.org if you need the password.

2016 APRA Virtual Business Meeting

Susan Grivno — Tue, 31 May 2016 22:00:00 GMT

APRA International will be holding its fourth Virtual Business Meeting on July 14th at 1:00 ET (12:00 CT). Attend for updates on APRA's Strategic Plan, the "We Are APRA" campaign, the 2016 Member Needs Assessment, highlights on Prospect Development 2016 and more.

Last year more than 200 prospect development professionals attended and many were active on Twitter using the #APRABus15 hashtag.

Visit APRA's website to register for this year's meeting and join the @APRA_HQ conversation on Twitter.

Justify My Staff

Susan Grivno — Tue, 31 May 2016 21:30:00 GMT

In an article from the Summer, 1993 edition of NEDRA News entitled "Justify My Staff," Barbara Gunvaldsen describes the process Colby College went through to determine how many research staff they would need to meet their campaign goal--and to convince decision-makers to hire two new staff members.

She found that "the Development operation, as a whole, was ignorant of--not indifferent to--the ramifications of its own increased work load."

Have you used similar (or different) methods to justify hiring new prospect development members for your organizations? And do you feel your organization is not aware of the affects of an increased workload?

Justify My Staff - Barbara Gunvaldsen.pdf

Research Resources on the NEDRA Website

Susan Grivno — Tue, 31 May 2016 12:44:47 GMT

If you're a new NEDRA member or a long-time member who hasn't poked around our website for a bit, you may have missed our members-only compilation of useful sites here: http://www.nedra.org/members-only/research-resources.

Check it out and comment below with any additions or other suggestions!

Volunteer Opportunities at Prospect Development in Nashville

Susan Grivno — Mon, 30 May 2016 11:56:01 GMT

Are you going to APRA's Prospect Development in Nashville this July? Are you seeking a chance to meet or assist fellow colleagues? Consider volunteering!

APRA needs three types of volunteers at this year's conference:

1. Hospitality desk volunteers - sign up for shifts that fit your schedule! You are not expected to be a Nashville expert or local! You'll have all of the resources you need at your fingertips at the hospitality desk.

2. APRA Talks - both set up volunteers and volunteers to live tweet the experience.

3. Hall guides - during breaks, provide a friendly face to help your colleagues navigate the conference area!

If you have any questions, you can reach out to Lindsey Nadeau of George Washington University who serves as this year's Prospect Development Volunteer Co-Chair.

Peek Under the Hood: News from the NEDRA Board

Susan Grivno — Fri, 29 Apr 2016 20:45:00 GMT

The NEDRA board would like to extend thanks to everyone who attended this year's Annual Conference--#NEDRAcon2016--on April 14th-15th. It was a great success because of all of you! We hope that attendees enjoyed the conference and gained valuable insights into trends, learned best practices, and made some great networking connections.

It was clear that our keynote speaker Laura Schroff did some research of her own to make her message relevant to all of us in prospect development. We think she wove an invisible thread of generosity and compassion that continued throughout the conference, one that we hope you've taken back to your day-to-day life.

Read on for more about the conference, and the rest of the NEDRA News!

2016 NEDRA Conference Recap

Susan Grivno — Fri, 29 Apr 2016 20:42:15 GMT

NEDRA's 29th Annual Conference, #NEDRAcon2016, welcomed a crowd of 213 at the Sheraton Portsmouth Harborside in Portsmouth, NH on April 14th-15th. Thanks to the hard work of the Conference Committee, co-chaired by Amy Begg and Lisa Foster, we enjoyed another hugely successful conference with 18 excellent educational sessions, networking opportunities and more!

On Wednesday before the conference started, Amy Begg and Amber Countis put a group of new researchers through the paces at our third-annual pre-conference Research Basics Bootcamp. The conference itself began on Thursday morning with an inspirational keynote by Laura Schroff, a best-selling author and former ad executive. Laura shared the story behind her book An Invisible Thread. Thirty years ago she was a successful ad sales rep in Manhattan with a busy and demanding life. One day she passed an 11 year old panhandler on the street. She kept walking when he asked her for change but something pulled her back to Maurice and she invited him to lunch. These strangers, 2 people out of 8 million, developed a remarkable friendship that changed both their lives. Laura deftly weaved the work of NEDRA members into her message and copies of her book brought in by local bookseller RiverRun Books sold out after her talk.

At lunchtime on Thursday, APRA President-elect Jill Meister and Dan Lowman of GG+A, a NEDRA Platinum Sponsor, welcomed attendees to the conference. There were also several lunchtime roundtable discussions on topics such as News Alerts, Twitter IRL, Starting a Prospect Development Career and more.

After the nine educational sessions offered throughout the day, iWave sponsored a lively networking reception at the Thirsty Moose, which was followed by group dinners at nearby Portsmouth restaurants. Then a rather large group of attendees found themselves at the Daniel Street Tavern for some karaoke and karaoke-watching.

Friday, the excellent educational programming continued with presenters like Michael Quevli and Marianne Pelletier sharing their knowledge and experience. After lunch on Friday the Annual Business Meeting took place with NEDRA President Suzy Campos sharing highlights of the past year, announcing the slate of next year’s board approved by our first-ever online election, and recognizing outgoing directors. Treasurer Lisa Foster also gave a report on NEDRA’s finances. You can download the 2016 Annual Meeting Presentation on the NEDRA website here.

Then the recipients of this year’s Heather Reisz Memorial Scholarship and Helen Brown Group-NEDRA Scholarship were announced as well as this year’s Ann Castle Award winner Dina Zelleke!

Thanks to everyone who joined us for the conference this year! If you haven't yet done so, don't forget to fill out your conference evaluation, sent by the NEDRA office on April 18th. We value your input on these surveys, because it will help us make sure that next year's conference is even better! For those of you who didn't make it this year, we hope to see you at next year's conference or at one of our programs throughout the year.

Many Thanks!

Susan Grivno — Fri, 29 Apr 2016 20:37:04 GMT

Our heartfelt thanks goes out to everyone who helped make this year's Annual Conference such a success!

To everyone who served as a speaker, panelist or panel moderator, round table host, session host, Conference Committee member or in any other capacity to help plan and run the conference: thank you!

And thanks to all the volunteers who make the work of NEDRA possible throughout the year!

Directors Round Table at Dana-Farber Cancer Institute

Susan Grivno — Fri, 29 Apr 2016 20:32:03 GMT

There is still space left in the May 19th Directors Round Table at Dana Farber!

Join Bruce Berg (Director, Development Research and Prospect Management at Northeastern University), Barbara Moore (Assistant Vice President, Development Research at Dana-Farber Cancer Institute), and Leigh Petersen (Director of Prospect Development at Harvard Business School) for a discussion on the challenges and opportunities facing managers working in Prospect Development.

The Directors Round Table is recommended for all those in a supervisory role (assistant directors, managers, etc.) or who are involved in departmental decision making.

WHERE:

10 Brookline Place

5th Floor Conference Room (563)

Brookline, MA 02445

WHEN

Thursday, May 19, 2016

9:30 AM

$85 Members

$125 Non-Members

For more information and to register click here!

FACILITATOR BIOS:

Leigh Petersen: Working with non-profits for near 15 years, Leigh Petersen is currently the Director of Prospect Development at Harvard Business School, where she oversees the prospect management, analytics, and research teams. Previously, she was the Direct of Prospect Development at Loyola University Chicago. Prior to that role, she was the Assistant Director of Planned Giving at Loyola, where she oversaw the legacy members and managed a portfolio of prospects. Additionally, she worked at Bernstein Global Wealth Management, Lyric Opera of Chicago, and the University of Nebraska - Lied Center for Performing Arts. She served as President for APRA-IL; Volunteer Co-Chair for APRA International Conference 2015; and Committee Member for APRA International Data Analytics 2016. Leigh earned her MBA in Information Systems Management with a certificate in Data Warehousing from Loyola University Chicago and a Bachelor of Arts in Music Performance from Doane College (Crete, Nebraska).

Barbara Moore: Barbara Moore is Assistant Vice President of Development Research for Dana-Farber Cancer Institute, one of the leading cancer research and care centers in the United States. She oversees all prospect research activities in support of Dana-Farber’s fundraising efforts and leads a staff of ten. Barbara joined Dana-Farber in 2001 and has served in her current position since 2004. She has over 19 years experience in fundraising and membership development. Prior to joining Dana-Farber, Barbara led market research efforts for an information technology consulting firm. Prior to that, she served as membership director at a leading technology trade organization. Barbara has presented at APRA and NEDRA, and is Past President of NEDRA. She holds a BA from Wheaton College and an MLS from Simmons College.

Bruce Berg: Bruce Berg is the Director of Research and Prospect Management at Northeastern University. Bruce manages a team of ten; providing support and guidance for university initiatives, programs, and development goals. He has worked to establish Northeastern’s research program as a model of expertise and efficiency by developing new tools, techniques and resources to empower, educate, and enable the research team and others to better serve their constituency. Northeastern University supports the researcher-as-consultant model, and gives research staff ownership and responsibility of their work.

Prior to working at Northeastern, Bruce served as Deputy Director of Research for Harvard University’s central development office. Before this, he pursued a career in classical music and served as Principal Percussionist for both the New World Symphony and the Hong Kong Philharmonic. An active musician and researcher, he freelances throughout the Boston area and is Principal of DonorIQ, a research consulting firm.

Bruce completed a B.A. (Religion) and a B.M. (Percussion) from Oberlin College and Conservatory and earned a Master of Music degree from Case Western Reserve’s Cleveland Institute of Music. In 2004 he completed Certificate of Special Studies in Administration and Management, from Harvard University’s Extension School. He is currently pursuing a certificate in Data Science.

MODERATOR:

Renana Kehoe: Renana Kehoe leads the development department operations and database process at the Harvard Art Museums. Prior, she was Director of Development Operations and Prospect Management at the Isabella Stewart Gardner Museum. Renana chairs the Brookline Commission for the Arts and serves on the Programming Committee for the New England Development Research Association. In the past, she taught courses at Suffolk University and Lesley University. Renana holds an M.A. from Boston University and a B.A. from the University of Massachusetts, Amherst.

Making the Most of DonorScape’s Client Defined Fields

Susan Grivno — Fri, 29 Apr 2016 20:29:15 GMT

Attention DonorScape users! GG+A’s Client Engagement Manager, Gillian Wu, has some helpful tips for using Client Defined Fields in DonorScape.

Client Defined Fields may not sound particularly exciting, but they give you and your organization an opportunity to really make the most of DonorScape’s powerful prospect research and segmentation tools.

Gillian’s post will help your organization determine the best uses for your client defined fields – yes, all 20 of them! - so that you can search and segment your prospect pool with unprecedented speed, accuracy, and detail.

http://www.donorscape.com/blog/2016/04/19/making-the-most-of-donorscape%E2%80%99s-client-defined-fields/

When is Enough Enough?

Susan Grivno — Fri, 29 Apr 2016 20:05:19 GMT

In this NEDRA News article from 1991, Susan Cronin Ruderman talks about knowing when enough is enough in research--when to stop looking for more information and what to include and exclude in completed profiles.

Though this was written in a time before the internet and the wealth of other resources available today, it's a topic we still talk about today. How do you scale your research? Do you have a formalized standard in place or just a "go-with-your-gut" approach? Discuss in the comments below!

Susan Cronin Ruderman - When is Enough Enough.pdf

Help Support the Heather Reisz Memorial Scholarship

Susan Grivno — Fri, 29 Apr 2016 19:47:24 GMT

Please consider a gift of any size to the Heather Reisz Memorial Scholarship to support new members of the NEDRA community. With help from many donors, NEDRA has established the Heather Reisz Memorial Scholarships in honor of one of NEDRA's most active and beloved members, Heather Reisz, who passed away in May 2013.

This scholarship covers the cost of registration and lodging for the NEDRA Annual Conference and pre-conference Research Basics Bootcamp, as well as a one-year NEDRA membership. In addition, travel expenses will be reimbursed up to $300.

Becca Elwin of the Conservation Law Foundation, was one of last year's Heather Reisz Memorial Scholarship recipients. Here's what she said about her experience: “Attending the NEDRA Conference was a great opportunity. I was able to build my confidence, fill my research toolkit, and meet many colleagues who I can now call upon. Thank you to NEDRA and to Heather for this gift for my career!”

To learn more about Heather and the Heather Reisz Memorial Scholarships, please visit Heather's memorial page on the NEDRA website.

To make a gift click here!

Peek Under the Hood: News from the NEDRA Board

Susan Grivno — Thu, 31 Mar 2016 20:59:50 GMT

On March 18th, the NEDRA Board of Directors were joined by Conference Committee members Bill Gotfredson and Diane Parsons for a tour of the conference space at the Portsmouth Sheraton. The hotel has undergone a number of renovations since last year’s Annual Conference and now sports an updated feel and a brand new indoor pool that will hopefully be open in time for NEDRA’s arrival.

Following the tour, the board convened for an in-person business meeting. Among the topics discussed were final planning for the conference, board nominations, and the recipients of the Heather Reisz Memorial Scholarship, the Helen Brown Group-NEDRA Conference Scholarship, and the Ann Castle Award. Also discussed were plans for upcoming VINOs (Very Informal Networking Opportunities).

Read on for more information!

Letting Our #ResearchPride Shine

Susan Grivno — Thu, 31 Mar 2016 20:45:00 GMT

March 2016 marks the second anniversary of Prospect Development Pride Month, a celebration of our profession inspired by Helen Brown's seminal article Coming Out.

Reflecting on the progression of the fundraising intelligence field, we have great cause to be proud. The past two decades have seen Research break out, like a caterpillar from its chrysalis, from a support/admin role to being true partners in fundraising (forgive the butterfly cliché, but I'm under the influence of the Eric Carle Museum just down the road).

The perception of our field is more professional and respected than ever before. Employers are realizing how critical we are. We're seeing it again and again – a small shop without prospect development staff recognizes the need and hires one of the many awesome consultants out there; or dips its toe by bringing on a part-time researcher. A nonprofit with a part time researcher designates a solid FTE to prospect development. Employers that have long had research are expanding the team, adding positions in prospect management, analytics and more. We are at the important meetings, we are serving on campaign committees, our input is sought on key decisions.

I firmly believe that the advocacy, education and networking provided by APRA International and its chapters have been important drivers of this progression. The number of NEDRA members is on track for a record-breaking year – a testament that this field's ranks in the nonprofit world are growing, and that our employers are investing in our professional development.

Fatherly.com recently reported on a nationwide poll of what kids want to be when they grow up. Prospect development did not make the list--unless you very liberally interpret one kid's response of "gold miner." (I know you want to see the data. Here you go.) It's not a huge surprise that kindergartners aspire to be doctors, not fundraising analysts; more worrisome is how few college and grad students are aware of this great career option. We don't even make it onto the list of "18 Awesome Career Choices College Kids Have No Idea About." Ask a roomful of us how we got into this field, and I'll bet the leading answer is "fell into it accidentally."

It's time to take advocacy to the next level. APRA is making this a priority and doubling down on it. NEDRA is doing our part as well. In April, Tim Enman (Smith College) and I will present on prospect development careers to a gathering of library school students. In May, Stacey MacDonnell (Harvard Law School) and Erin Dupuis (Merrimack College) will be giving a talk to AFP-Mass, "Prospect Research 101: So Much More Than Just Google." NEDRA welcomes your suggestions and participation to keep this initiative going.

It's clear from the abundance of passionate #ResearchPride outpourings that there is a great deal of career satisfaction in our prospect development world. We're happy and we know it. Let's clap our hands and share it with the world!

Suzy Campos

NEDRA President

NEDRA Board Member Election - Members Can Vote Online Today!

Susan Grivno — Thu, 31 Mar 2016 20:30:00 GMT

We encourage all current NEDRA members to participate in our first-ever online election!

The NEDRA Nominating Committee proposes the below slate of officers and directors to serve on the 2016-2017 NEDRA Board.

To cast your vote on ratification of the slate below Vote Here.

Executive Officers

President…………………………..Amy Begg

Vice President……………………Ian T. Wells

Secretary…………………………..Susan Grivno

Treasurer………………………….. Lisa Foster

Proposed New Directors for 2016-2018

William Gotfredson

Tim Wilson

Directors Renewing Terms Through June 2018

Suzy Campos (joined July 2012)

James Cheng (joined July 2012)

Lisa Foster (joined July 2012)

Laura Parshall (joined July 2012)

Ian T. Wells (joined July 2012)

Directors Continuing Current Term Through June 2017

Amy Begg (joined July 2011)

Erin Dupuis (joined July 2015)

Tim Enman (joined July 2015)

Susan Grivno (joined July 2015)

Stacey Vial MacDonnell (joined July 2015)

Meet the new nominees:

William Gotfredson

Bill Gotfredson serves as Associate Director, Prospect Research of Boston Children’s Hospital Trust, a position he has held since 2014. Prior to Children’s, Bill worked for nine years with the Harvard University Development Office where he served as a Senior Research Analyst responsible for prospecting for the University’s science initiatives. He is also a prospect research consultant with the Helen Brown Group. Bill began his career in campaign politics in Massachusetts, followed by work at Cornell University's development office. Bill has served on the NEDRA Annual Conference Committee, as a Conference presenter, a RING host, and a NEDRA News contributor.

“I hope to bring a unique perspective to the NEDRA board that incorporates an understanding of small shop realities as well as large shop complexity and the potential to elevate the fundraising discussion in both settings. I hope to build on my past work with the NEDRA Annual Conference and NEDRA RINGs to expand our organization's growth in the development community in New England and beyond, grow our membership, and advocate for NEDRA's mission with sponsors. And most of all, I am looking forward to meeting and learning from all of you, our members.”

Tim Wilson

Tim Wilson has over 15 years of prospect management and research experience. He entered the field after graduating from college and has spent his career at Harvard Business School, where he is Associate Director of Prospect Management.

“I have thoroughly enjoyed being a member of NEDRA’s Programming and Membership committees. These roles have enabled me to connect with so many dedicated colleagues throughout New England to help deliver content and to invite people to connect or re-connect with our special organization. I am very honored to be nominated to serve on NEDRA’s Board of Directors. I look forward to sharing both my passion for prospect management and research, as well as NEDRA’s many offerings for career-building, networking, and learning, during my term and beyond. Being a member of NEDRA’s Board of Directors will continue my effort to give back to our industry community and help NEDRA remain a vibrant, supportive, and fun community of prospect management, research, and analytics colleagues.”

Is "Prospect Research" Dead Yet?

Susan Grivno — Thu, 31 Mar 2016 20:20:00 GMT

By Hugh Bennett

Associate Director, Prospect ID

Massachusetts Institute of Technology

As many of us consider upcoming conferences, a note on how Research is not dead. The Research field may seem to be morphing into two other valuable, but different fields - Prospect Management and Data Analytics. No one seems to be giving any Research track presentations anymore. Doesn't seem exciting enough. Some also question profiles as a service.

Well, there are trends in Research that show Research is not dead. Looking for relationships, linkage, and inclination come to mind as big drivers for many research projects today.

Another example - my small Research group (within a broader Research department) turns the definition of research on its head. We don’t look at an assigned record; confirm if the person is rich; seek inclination; and then write about them.

Instead, we troll external wealthy sites, places, people, industries, events, etc - with no promise of our alumni being present – and then see if any of those people are matches to people that we wish we had known about. It’s a different kind of block and tackling. All manual; one at a time; often timely.

An opportunity – a large percentage of publicly traded corporations do not identify schools of attendance for their executives on their websites or in SEC filings.

Another – most company M&A sales can be analyzed and ballpark estimated for proceeds to top executives can be applied, even with privately owned companies.

And – screening the top executives affiliated with a HNW industry (ex: every hedge fund with over $1B in assets under management) can churn up MG alumni unknown to be working in the industry or at that company.

No vendor service or screening does this. This is project based one-at-a-time trolling with name matching being done manually. Is that "John Cheng" who was just made a managing director at Goldman Sachs in Hong Kong, the same person as the "Xiaofan J. Cheng" in our database who has no career or address info?

This is productive for HNW individual identification and can be a valuable source for data in a database. It has to come from somewhere first, right?

We find information that is new to records and add it to records so they can become identifiable as major gift prospects. In our 250,000 plus records, many have next to no information or dated information. It is a big hole in every database. These holes cannot be matched in screening and are difficult to model or data mine from. So, we find new data by trolling likely wealthy marketplaces for matches that are currently unknown. We think this is really what should be defined as Prospect Identification. These are totally new prospects, not people who have been unsolicited, unassigned, or forgotten about.

We have added new major gift rate-able data to over 7,500 of our database records. And also added near MG rate-able data to thousands of more records that are now more up-to-date than before (so possible future upgrades). We have more than doubled our known, confirmed pool of wealthy rated prospects. We have also added significant industry, interest, wealth, and other coding to these records for future segmentation and contact ease of use (ie: data mining). And we have received major gifts from new prospects.

These new prospects did not come from screening, data mining, predictive modeling, or analytics. But now these records can be accurately used by data mining for the first time.

But wasn't data analytics employed by us for attempts at new MG prospect ID? They were. Experts here in analytics served up several generated pools of likely suspects. The people were "likely" due to inclination factors like event attendance, but also giving, wealthy towns of residence, average comp from zip codes, etc. But major gift capacity was not found by us in detailed researching of these pools. Researching these pools kept us from our otherwise productive efforts. Part of the problem is that we had already done a good job identifying the "low hanging fruit" of prospects that had suggestive data in their records. The new pools mostly served up connected, participatory, "super giver" type annual fund level capacity alumni who were accumulated lifetime donors or frequent small donors. What we needed was a way to find wealthy donor prospects where we didn't have data.

Analytics has been poor at telling us about the data that is not in a record. If you look in your database, I suspect that you will find lots of holes and dated info. For instance, 75% of our business info was over five years old. This is the kind of thing we can flesh out from external wealthy source data.

Our efforts seem different - few other higher ed orgs do this. But, we have made a case for another kind of research, and our results back it up. We are also lucky to be at a major institution where highly successful people have existed in many fields (sometimes unrecognized).

Analytics and Prospect Management can help you process what is in your database to make sure they are assigned, solicited, disqualified, etc. Or, Analytics may be useful to annual fund departments. But it is not how one actually finds new major gift prospects in a fairly static pool like ours at a higher ed org.

It is important to revitalize your pool with new prospects. Otherwise, you may be just circling the drain asking the same people for money over and over. Even if they are well analyzed and managed. Research can help.

A Difference of Opinion: When Prospect Wealth Ratings are at Odds

Susan Grivno — Thu, 31 Mar 2016 20:15:00 GMT

Prospect Wealth Ratings can be tremendously valuable in setting the stage for an effective major gifts strategy. But when there’s a difference of opinion, who is right?

By Paul Mateo

Vice President, Analytics

GG+A

Wealth ratings are in the daily vernacular of Prospect Research, Prospect Management, and Frontline staff and are developed to aid in maximizing the gift potential of our prospective donors. They are traditionally based on wealth indicators found in publicly available information and incorporate some analysis of conditions that could affect someone’s giving potential. And since no single source for individual wealth exists, a broad range of methodologies have been developed in our industry to get at that wealth profile.One key result is an estimated monetary range for a gift or total gifts over a stretch period—such as five years—based on publicly available data.

Many non-profits employ systems to identify publicly available wealth indicators like real estate, insider stock holdings, corporate affiliation, and charitable and political giving. Some even identify things like boat ownership or pilot licenses. There are many vendors (including GG+A’s own DonorScape) that provide tools to aggregate this information in an easily digestible format, and many incorporate guidance and baked-in expertise with their tools. Non-profits may then use this information to craft or augment their own research ratings, and each has their own preference for what make good indicators of wealth.

With such a plethora of data sources, tools, methods, and formulas, how can fundraising staff feel confident that these ratings are accurate? Because these ratings cascade across the fundraising program when determining asks, managing portfolios, and developing campaign projections, what can we do to minimize risk?

Among my clients, concerns regarding the veracity of wealth ratings generally fall into two categories:

1. Ratings from different providers don’t agree

2. External Ratings don’t align with internal research/opinion

When Ratings from Different Providers Don’t Agree

A client told me that they received ratings from two different providers for the same group of prospects (one set was rated by GG+A’s DonorScape®). They preferred the competitor’s ratings because more prospects were rated at higher levels. My advice?

No single source for individual wealth exists, so no single wealth screening provider is perfect. Each provider has their own methodology and definitions, varying data sources, and their own point of view on prospect research and evaluation. For example, some rely more heavily on real estate values.

Don’t rely on a single source for information. Do a comparison of the ratings—but be sure when comparing ratings that they are compatible in definition or scope. Many will use a ‘stretch’ or major gift time frame, defined as capacity to give rather than an ask amount. You’ll find pockets or disagreement in ratings— these disagreements are actually opportunities in disguise.

Drill deeper into the prospects that were rated differently. In my experience, these prospects tend to be much more interesting, and worth your time and additional research than those where there is a ratings consensus.

Use multiple sources to corroborate information. Successful institutions typically use one vendor to screen larger, more comprehensive batches, and one or more other vendors for individual research where they conduct one-at-a-time, single-name lookups.

Lastly, don’t let the rating distract you. Consider external ratings a prioritization and segmentation tool. Ratings at this stage should be directional only; we want to place prospects into specific segments so that we can do a better job of managing them.

When External Ratings Don’t Align With Internal Research

In my experience, this concern has to do with better tempering your expectations of an external screening for wealth and gift capacity. You should, without a doubt, expect a high-quality product from your provider. But be careful not to make the all-too-common mistake of dismissing the results before much of the value in the screening work can be put to use. Don’t miss the boat, so to speak.

When you are verifying ratings and the underlying public source matches that are helping determine those ratings, make sure you think about what you are learning about the prospect through an independent, electronic, and external lens rather than simply thinking about whether what you’re seeing matches up perfectly to what you already know about the prospect.

Understand the external provider’s rating methodology relative to your own. Be consistent in assigning and communicating definitions of ratings to the development community of staff, including how they appear in printed reports and screens.

Your broader audience should inherently understand that the external ratings are not the dollar figure that we expect from a prospective donor—only that these prospects have been pre-qualified through a third-party, electronic analysis as financially capable of philanthropically supporting the institution’s mission. Ultimately, it is the staff member who has developed the relationship with the prospect who can and should craft the true ask amount.

Originally posted on the GG+A blog.

The 2016 NEDRA Conference is Two Weeks Away!

Susan Grivno — Thu, 31 Mar 2016 10:30:00 GMT

We will see you all at #NEDRACon2016 in just two short weeks!

If you haven't signed up, there's still time - Sign up today!

2016 NEDRA Conference

Thursday and Friday, April 14th and 15th, 2016

Sheraton Portsmouth Harborside Hotel, 250 Market Street, Portsmouth, NH

Conference Registration: $349 current members/$448 non-members (single day pricing available)

Hotel: $139/night with the NEDRA rate if booked before Sunday, March 20th, 2016 at 5:00 PM.

2016 Research Basics Bootcamp

New to Research? Enhance your first conference experience with a full day of programming designed to provide the essentials of development research.

Bootcamp Date: Wednesday, April 13th, 2016

Location: Sheraton Portsmouth Harborside Hotel, 250 Market Street,Portsmouth, NH

Pricing:

Conference/Bootcamp Discount Package: $449 current members/$548 new members (registration includes membership). Register here for the combined conference/bootcamp pricing.

Bootcamp only: $199 current members/$298 new members. Register here for just the bootcamp.

Conference Keynote

We are thrilled that Laura Schroff*, a former media executive and bestselling author, is our keynote speaker for the conference. Laura, whose book An Invisible Thread was on the New York Times Best Seller list for a total of 39 weeks, is a passionate and compelling voice on the power of small acts of kindness and mentorship. NEDRA has partnered with RiverRun Bookstore, an independent bookseller in Portsmouth, to sell copies of Laura's book. To learn more about Laura visit the NEDRA website here.

*Arrangements for Laura Schroff made through Greater Talent Network, Inc., New York, NY

And Some More #ResearchPride

Susan Grivno — Thu, 31 Mar 2016 10:00:00 GMT

As mentioned in the article "Letting Our #ResearchPride Shine" by NEDRA President Suzy Campos, Helen Brown kicked off what is now Prospect Development Pride Month in the month of March.

Though the month is over, you can keep the message of this month close by engaging with others on Twitter (#ResearchPride) and visit and comment on the many excellent blog posts written this month as part of this celebration. If we missed any, let us know in the comments below.

Helen Brown

Proud Voices in Harmony

What Comes after #ResearchPride

Thank You for Helping Make Change

Jen Filla

#ResearchPride, Advocacy, and Me

James Rygg

Evolve by Getting Involved

I Could Have Missed It All

Krystal Wilson

Show Your Pride

Marianne Pelletier

My Bourne Identity

Mark Egge

Doing More with More

Stephen Lambert

Dear Prospect Research…I Love You!

Sarah Bernstein

If I Could Save Time in a Bottle

Mark Noll

I’ve Got Your Privacy. Right Here.

Rissa Todd

Research Pride!

Sabrina Latham

Happy Prospect Development Pride Month!

Sharon Parkinson

Five Reasons Why My Work-Life as a Prospect Development Professional is Totally Awesome!

iWave

A Letter to Our Prospect Research Peeps During Prospect Research Pride Month

Elisa Shoenberger

Research Pride

Peek Under the Hood: News from the NEDRA Board

Susan Grivno — Tue, 01 Mar 2016 22:23:46 GMT

The NEDRA Board of Directors had an in-person meeting on February 10th. The topics discussed included updates to the 2016 NEDRA Conference (including our newly-signed keynote Laura Schroff!), the Heather Reisz Scholarship, the 2016 Helen Brown Group-NEDRA Conference Scholarship, the Ann Castle Award and plans for the career development twitter talk held on February 19th during APRA’s Chapters Share the Knowledge event.

Read on for more information!

March is the 3rd Annual Prospect Development Pride Month!

Susan Grivno — Tue, 01 Mar 2016 22:20:22 GMT

Do you ever feel uncomfortable explaining what it is that you do to others? Have you ever had an awkward conversation with one of your institution's constituents when they ask about your role? Have you read articles that talk about the work we do as intrusive, as "spying"?

Don't be hesitant. Don't be apologetic. Join with others in our field this month to celebrate what Helen Brown has coined Prospect Development Pride Month.

Helen and bloggers in the US, Canada and Europe will be sharing their #ResearchPride and thoughts on the impact of the work we do. Read the blog article Proud Voices in Harmony she posted today for more information and for a list of bloggers that will be promoting #ResearchPride.

2016 APRA Chapters Share the Knowledge Event & #NEDRAChat

Susan Grivno — Tue, 01 Mar 2016 22:20:00 GMT

In February, NEDRA participated in the 2016 APRA Chapters Share the Knowledge event.

Taking place Feb 8-19, NEDRA and other APRA chapters presented 11 complimentary educational and networking programs for the prospect development community. Topics ranged from “Productivity Tips and Tricks” to “Validating Wealth Screenings.” Most of the webinars and powerpoints are available on the APRA website.

NEDRA’s offering was a career management Twitter talk with the tongue-in-cheek title, “Unlocking Your Full Potential: Professional Development for Prospect Development Professionals.” A lively virtual discussion was held. Missed it? It’s not too late, search on #nedrachat and see all the great posts.

An Update on the 2016 NEDRA Conference - #NEDRACon2016!

Susan Grivno — Mon, 29 Feb 2016 21:48:55 GMT

Registration is open for the 2016 NEDRA Conference. Sign up today!

2016 NEDRA Conference

Thursday and Friday, April 14th and 15th, 2016

Sheraton Portsmouth Harborside Hotel, 250 Market Street, Portsmouth, NH

Conference Registration: $349 current members/$448 non-members (single day pricing available)

Hotel: $139/night with the NEDRA rate if booked before Sunday, March 20th, 2016 at 5:00 PM.

2016 Research Basics Bootcamp

New to Research? Enhance your first conference experience with a full day of programming designed to provide the essentials of development research.

Bootcamp Date: Wednesday, April 13th, 2016

Location: Sheraton Portsmouth Harborside Hotel, 250 Market Street,Portsmouth, NH

Pricing:

Conference/Bootcamp Discount Package: $449 current members/$548 new members (registration includes membership). Register here for the combined conference/bootcamp pricing.

Bootcamp only: $199 current members/$298 new members. Register here for just the bootcamp.

Conference Keynote

*Arrangements for Laura Schroff made through Greater Talent Network, Inc., New York, NY

“MaxDiff” Survey Technique Uncovers Best Campaign Themes

Susan Grivno — Mon, 29 Feb 2016 13:23:35 GMT

If a survey asks whether a school should be supportive of its teachers, students, buildings, and curriculum, most respondents would indicate that all of these issues are important. GG+A employed a data collection technique known as “MaxDiff” that forces respondents to choose a best and worst option from several choices. When asked to choose the single most important, and the single least important, those distinctions become much more clear.

“MaxDiff” Survey Technique Uncovers Best Campaign Themes

by Dan Lowman

One of our recent clients, a highly-regarded liberal arts college, had developed a “Strategic Visioning” document, to be used as the basis for a 10-year college plan as well as the framework for a comprehensive campaign. The document was lengthy, and staff at the College sought to identify both the themes and the specific language that were most compelling to their alumni population for use in the final version.

The College commissioned GG+A to conduct focus groups with key donors, volunteers, and trustees. GG+A also conducted a broad-based online alumni survey to gather input from a larger (and generally less connected) portion of the alumni population.

GG+A employed a data collection technique known as “MaxDiff” that forces respondents to choose a best and worst option from several choices. For example, if a survey asks if a school should be supportive of its teachers, students, buildings, and curriculum, most respondents would indicate that all of these issues are important. When asked to choose the single most important, and the single least important, those distinctions become clearer.

Potential Campaign Themes

As shown in the table above (click to see larger), each theme can be scored. The most highly scored themes were based on the future (“will continue,” “develop women and men,” “21st century solutions”). The low-rated themes were both in the present tense and self-congratulatory (“is extraordinary,” “is vital,” “is the best”). The results enabled the College to redesign the document to be focused on solutions and outcomes without falling back to aggrandizing terms that were perceived as complacent.

Another interesting finding from the survey was the use of the word “diversity.” Themes focused on ensuring or expanding diversity at the College scored well among relatively younger alumni, but scored poorly particularly from alumni graduating prior to 1970.

Yet, substantially similar themes that used different words were supported widely across all age bands. For example, “the College will admit the most qualified students from diverse backgrounds” scored much more poorly among older alumni than “the College will admit the most qualified students from any background.” Focus group interviews and free-text responses made clear that the term “diverse” was considered political and divisive among many older alumni. Importantly, however, that same group strongly supported use of financial aid to recruit the most qualified students, regardless of race, wealth, gender, or other similar factors.

Download a pdf of the sample survey.

Conference Scholarship Opportunities

Susan Grivno — Mon, 29 Feb 2016 13:15:00 GMT

Are budgets tight at your institution? Concerned about the cost of attending the NEDRA conference? Apply for one of our scholarships that cover conference costs completely!

The 2016 Helen Brown Group - NEDRA Conference Scholarship

Thanks to the generosity of the Helen Brown Group, NEDRA offers this need-blind scholarship to any NEDRA member who wishes to attend the conference. It will cover the cost of registration and lodging as well as travel costs up to $300! Applications are due March 9th, 2016.

The Heather Reisz Memorial Scholarship

This scholarship was established in honor of one of NEDRA's most active and beloved members, Heather Reisz, who passed away in May 2013. Two recipients this year will receive need-blind scholarships which cover the cost of registration and lodging for the 2016 Annual Conference, the pre-conference Research Basics Bootcamp, and a one-year NEDRA membership. Travel expenses will also be reimbursed up to $300. Qualified applicants should have, at most, two years' experience in development research.

To learn more about Heather and The Heather Reisz Memorial Scholarship, please visit Heather's memorial page on the NEDRA website. Applications are due March 9th, 2016.

The Illusion of Net Worth

Susan Grivno — Mon, 29 Feb 2016 13:00:00 GMT

Do the fundraisers you work with ask for a prospect's net worth on a regular basis? Do you find yourself educating them on what net worth really means? And what information is publicly available and what is not?

In this NEDRA News article from 1998, fundraiser and writer Sandra Larkin writes about the illusory nature of net worth and how she handles requests to provide one.

How do you handle situations when a net worth is requested or discussed. Do you use a phrase like "known wealth," as Larkin suggests, or "known assets" in your research and in conversations with others? How do you handle discussions about products/vendors that provide a constituent's net worth? Chime in below!

The Illusion of Net Worth

Spring, 1998

By Sandra Larkin

As researchers, we value accuracy. We want our work to contain the most recent, reliable information we can find. And that's why so many of us wince when we get the same old request: "Just get me the prospect's net worth."

And yet, far too often we nod, smile, and dutifully set out to find something we can call "net worth." While this is not an altogether useless exercise I strongly believe that we need to change the terms of the discussion. Because we can't find the prospect's net worth. It simply is not possible for an ethical researcher, using publicly available information, to accurately determine an individual's net worth.

Too many people in development, including researchers, use the term "net worth" without thinking about its real meaning. Net worth is the result of subtracting all of the prospects' liabilities from all of his or her assets. While we can identify some of a prospect's assets, maybe most, there will always be assets that cannot be identified or quantified.

Examples:

A safe-deposit box full of government bonds.

A trust fund from the prospect's spouse's Great-aunt Gertrude.

A piece of land in Montana that hasn't had an updated valuation in 30 years.

How can a researcher determine an accurate value for such things, when more often than not we don't even know they exist?

Of course, we can find stockholdings and their worth. That is, we can find the stockholdings that the prospect is required to disclose to the Securities and Exchange Commission. But it's possible to own huge amounts of stock in companies where you are not an officer, director, insider, or 5% owner. Those holdings will not be visible to the eyes of even the most talented researcher.

We can usually find an assessment of the prospect's house. But without knowing when the assessment was done, or what the real estate market in that town is like, an assessment is at best an approximation. And is there a vacation home we don't know about? A timeshare condominium may have an assessment for tax purposes, but no real resale potential. If a second home is overseas, there may be no data available on its value.

And finding assets is a lot easier than finding liabilities. How many loans has the prospect taken out? Is there a first or second mortgage on that million-dollar home? How many credit cards do they have, and how many of them are maxed out? Did Great-aunt Gertrude provide a low-interest personal loan?

Many liabilities are not things we can or should investigate (I doubt any of us advocates opening personal credit records to the public). Even if we could, the public relations aspect of such research is a minefield. I am certain that most prospects would find an investigation of their debts highly intrusive, and would react very negatively.

Which leaves us with "guesstimates." There are several sets of figures generated by the IRS that allow us to extrapolate from the types of assets we can find, including stockholdings and real estate data, and they do include typical percentages for liabilities. These methods are certainly valuable, and I use them myself. But I always include a disclaimer, emphasizing that the resulting "net worth" figure is only an estimate based upon averages. I usually put it in italics for emphasis. The "average" prospect is just as fictional as the "average" family with 1.2 children: have you ever seen .2 of a child?

Yes, development officers are going to want to know net worth. Yes, they need some kind of a number on which to base an estimate of giving ability and choose a figure to use for the ask. But it's important for us as researchers to be honest with ourselves and our colleagues in the development office. We're not psychic, and no one should expect us to be, so let's admit that we are making highly educated guesses. We are probably often quite close to the mark. And the more educated we are, the better our guesses. But we should not be promising more than we can realistically deliver.

As we educate ourselves, we need to educate our colleagues. Perhaps we should stop using the term "net worth" entirely. I prefer the phrase "known wealth," which indicates that the information presented is known to be true, without implying that it is a complete picture.

Estimates of wealth are certainly a valuable and necessary part of our work. But "net worth" is an illusion, not a reality.

Looking Back: Running Prospect Management Meetings by Mitchell Linker

Susan Grivno — Mon, 29 Feb 2016 12:55:00 GMT

In this Spring, 2006 article by Mitchell Linker of the Loomis Chaffee School offers some thoughts about prospect management meetings and struggles he had when trying to reinvent them:

Running_Prospect_Management_Meetings-Spring2006.pdf

Call for Nominations: The Ann Castle Award

Susan Grivno — Mon, 29 Feb 2016 12:55:00 GMT

The Ann Castle Award acknowledges outstanding effort or achievement in the field of development research and related fields to honor development research pioneer and past APRA president Ann Castle, who passed away in 2000.

Consider nominating an excellent colleague or applying yourself! Visit the The Ann Castle Award page for more details and a link to the application form. Nominations are due by March 11th, 2016.

Peek Under the Hood: News from the NEDRA Board

Susan Grivno — Sat, 30 Jan 2016 00:00:00 GMT

The NEDRA Board of Directors had its monthly operations call on January 13. The topics discussed included the Heather Reisz Scholarship, the 2016 Helen Brown Group-NEDRA Conference Scholarship, the Ann Castle Award, plans for a twitter talk on February 19th during APRA's Chapters Share the Knowledge, as well as updates about the 2016 Annual Conference.

Read on for more information!

NEDRA Member Spotlight: Sara White

Susan Grivno — Fri, 29 Jan 2016 23:45:00 GMT

Sara White

Director of Advancement Services and Prospect Management

Bennington College

Bennington, Vermont

How did you get interested in prospect development and how did you enter the field?

My career in Development started eight years ago at Bennington College. My first role was as a gift processor and it became apparent pretty quickly when I started looking at the giving history of almost every donor that I was hooked on prospect research and fundraising! As inefficient as it may have been back then, my curiosity wouldn’t allow me not to dig deeper.

Can you describe your current office and your role?

I oversee Bennington’s Advancement Services team of five staff who are part of the Institutional Advancement Office comprised of 20+ staff. We have a stellar Prospect Research Analyst on the team who drives all the research for our department, the President’s Office, and the entire campus. The analyst also assists with prospect management and portfolio development.

How did you get involved with NEDRA and what has been your experience?

I became a member of NEDRA upon being promoted into a role overseeing Bennington’s prospect research efforts. I immediately signed up for a NEDRA conference and, like many professionals who are new to the field of prospect research, so much of the information shared at the sessions seemed completely foreign to me - and equally intriguing. I left with a wealth of knowledge that I was able to bring back to Bennington, where I started implementing best practices and changes to our prospect management systems.

How have things changed for you since you first entered prospect research?

My venture into prospect research really started as meddling; I was fortunate to have a progressive introduction into what the field was all about. My eyes were opened when I was tasked with building a new metrics and prospect management system. Today, these things seem like second nature. I think a lot of that has to do with being a systems-minded person and seeing how all the pieces of the puzzle fit together.

What gives you a feeling of success and/or excitement in your work?

I enjoy discovering new prospective donors who are not yet on Bennington’s radar. I could literally spend hours researching an individual on a “hunch” that there might be something there. Maybe they just gave $25, but they graduated in 1967 and this is their first gift. That to me is exciting - to think that there’s promise and potential if we can find the right approach. And, if that approach results in meaningful engagement that leads to, say, scholarship funding, a student’s entire educational experience can be transformed.

Any other thoughts?

Back when I was the sole gift processor in a very small shop I was encouraged to pursue my natural curiosity and inquisitiveness - and I will forever be thankful for that. The listservs and fellow professionals I found through NEDRA brought me up to speed and acted as my trainers. My journey into prospect research has expanded my views on philanthropy in general. I am amazed every time I see a prospective donor make a first gift or become a volunteer. The work we do is really satisfying. Development research rocks!

The Value of Predictive Analytics

Susan Grivno — Fri, 29 Jan 2016 04:04:05 GMT

Everyone knows predictive analytics can complement prospect research with likelihood to give ratings, but it can also do so much more. Learn how to view predictive analytics as a diagnostic toolset that enables you to assess campaign readiness; inform portfolio, pipeline, and moves management; make data-driven decisions around resource allocation; enrich the data within your database; and realize opportunities for growth.

Click here to access a webcast recorded by GG+A's Connor Kasey called “The Value of Predictive Analytics."

Save the Date for APRA's Chapters Share the Knowledge

Susan Grivno — Fri, 29 Jan 2016 01:00:00 GMT

Mark your calendars for the third annual Chapters Share the Knowledge (a.k.a. Education Week) taking place February 8-19, 2016.

Over the course of 10 days, several chapters join APRA International to host complimentary learning and networking activities for prospect development professionals in various formats.

Don't miss NEDRA's contribution--a career management discussion via Twitter:

NEDRA Twitter Talk

Unlocking Your Full Potential: Professional Development for Prospect Development Professionals

11 am CST (12 noon EST)

Whether you’re looking for your next job, a promotion, or just want to make the most of your current position--come talk with us!

Check out the Chapters Share the Knowledge website on the APRA website for more information. Note that registration is required for some offerings.

Two Great Learning Opportunities at the NEDRA Conference

Susan Grivno — Thu, 28 Jan 2016 22:45:00 GMT

Looking for a chance to learn essential tips and meet peers at other institutions in New England and beyond? New to NEDRA or the prospect research, management, or analytics community? Been in the field for a while but concerned about the cost of attending the NEDRA Conference?

NEDRA invites you to apply for a scholarship! Thanks to generous donors, we are thrilled to provide the following scholarship opportunities for our premier educational and networking event, to be held April 14-15, 2016 at the Sheraton Portsmouth Harborside Hotel in Portsmouth, NH.

Two types of scholarships are available to defray conference costs:

The Heather Reisz Memorial Scholarships for newer staff

With support from many donors, NEDRA has established the Heather Reisz Memorial Scholarships in honor of one of NEDRA's most active and beloved members, Heather Reisz, who passed away in May 2013.

Who is eligible? These scholarships, which will be awarded to two recipients, are intended for those who have been in prospect research (or a related field) for less than two years.

What is covered? The cost of registration and lodging for the 2016 Annual Conference and pre-conference Research Basics Bootcamp, as well as a one-year NEDRA membership. In addition, travel expenses will be reimbursed up to $300.

This scholarship is need-blind and applications are due by February 26, 2016.

To learn more about Heather and the Heather Reisz Memorial Scholarships, please visit Heather's memorial page on the NEDRA website.

The 2016 Helen Brown Group-NEDRA Conference Scholarship

Who is eligible? All NEDRA members are welcome to apply!

What is covered? Thanks to the generosity of our sponsor, The Helen Brown Group, this scholarship now covers the cost of registration for the 2016 NEDRA Conference plus the cost of lodging, and reimbursement of travel expenses up to $300!

This scholarship is also need-blind. Applications, including a letter of recommendation, are due by February 26, 2016.

Please apply today for one of these great opportunities. Our organization would not continue to grow and thrive without the involvement and support of our members and we are happy to offer scholarships each year to help bring new participants to our conference and to see firsthand the value of NEDRA membership, programming, and active involvement! We look forward to hearing from you.

Questions? Please contact Mary Taddia at 207-221-4611 or mtaddia@une.edu for questions on the Heather Reisz Memorial Scholarship, or Laura Parshall at 617-253-6107 or laurabp@mit.edu for questions on the Annual Conference Scholarship. Thank you!

Call for Board Nominations

Susan Grivno — Thu, 28 Jan 2016 22:30:00 GMT

NEDRA is seeking recommendations for open positions on the board of directors. Both self-nominations or nominations of colleagues are welcome.

To recommend a colleague or yourself as a board candidate, visit the Call for Board Nominations site and complete the official form. Before submitting a nomination, NEDRA encourages you to discuss with your candidate their interest and ability to potentially serve on the board.

NEDRA board members serve a two-year term beginning in July. The board meets several times per year in person and monthly by phone; in addition, board members attend selected NEDRA programs and the annual conference. The board consists of at least 12 directors who rotate responsibilities to:

Perform executive leadership and governance duties
Organize programs, boot camps, and the annual conference
Produce, edit, and distribute NEDRA News
Maintain the NEDRA website
Design and author marketing materials
Secure sponsors for conference and other programming opportunities
Grow and diversify membership
Collaborate with management association staff
Develop other member services, and manage volunteer committees
Investigate and implement social media and other cutting edge tools to engage members throughout all of New England and provide meaningful content through online or other virtual means
Be passionate advocates for the profession.

Board nominee criteria includes:

Experienced in prospect research, management, analytics, or related industries
Active NEDRA membership
Prior volunteer involvement with NEDRA (e.g. committee member, contributor to NEDRA News, conference presenter, program or RING host, etc.)
Interested in helping others advance in the profession as demonstrated by leadership within the workplace and/or among professionals in the field
Other relevant volunteer experience
Would contribute to the diversity of perspectives on the board (e.g. geographic/institution type/institution size)

Upon receipt of a nomination, a member of the Nominating Committee will contact the individual to verify her/his interest in serving on the board and to answer any questions. The nominee will be asked to submit a resume and be interviewed by telephone.

Don’t delay: Nomination Forms must be received by Friday, February 12, 2016.

Questions about the nominating process or duties/time commitment of a board member can be directed to Suzy Campos, chair of the Nominating Committee, at scampos@amherst.edu or 413-542-8263.

Looking Back: Taking the Pulse on your Research Operation with Julie Macksoud

Susan Grivno — Thu, 28 Jan 2016 12:30:00 GMT

The new year seems like a "proper time to look inward, and be reflective" to quote this article from 2009 entitled "Taking the Pulse on your Research Operation: How to Perform a Departmental Survey."

Julie Macksoud (now at Choate Rosemary Hall) details for us how her nearly-post-campaign office at Colby College surveyed their development department, which resulted in great insight and highlighted the work of their research office.

Taking the Pulse Research Operation_Winter2009.pdf

Thank You!

Susan Grivno — Tue, 24 Nov 2015 22:32:17 GMT

In this season of gratitude, the New England Development Research Association is thankful to our members, volunteers and sponsors for your commitment to NEDRA and the nonprofit fundraising community. We accomplish so much good together!

Peek Under the Hood: News from the NEDRA Board

Susan Grivno — Tue, 24 Nov 2015 22:20:58 GMT

The NEDRA Board of Directors had its monthly operations call on November 4th. The topics discussed included the Heather Reisz Scholarship, the Conference Scholarship, the Ann Castle Award, plans for the 12/10 VINO ("Very Informal Networking Opportunity," as well as updates about the 2016 Annual Conference including the keynote speaker and other educational session speakers.

Read on for more information!

S&P Capital IQ: 2015 NEDRA Sponsor

Susan Grivno — Tue, 24 Nov 2015 22:16:00 GMT

Please click on the image below for more information about Capital IQ!

2016 Conference Update

Susan Grivno — Tue, 24 Nov 2015 22:15:12 GMT

The Conference Committee is excited to announce that the keynote speaker for the 2016 Annual Conference will be Kathy LeMay, the founder and co-president of Raising Change, Inc!

Kathy has raised $175 million to benefit women, children and animals in the U.S. and around the world. She began her global activism in war-torn Bosnia and has since worked with social change leaders throughout the world creating strategies to elevate the status of women and girls. She is a sought-after international speaker, author of The Generosity Plan, and coach to some of the world's leading philanthropists. Her second book, Letters for Humanity, is due out in Fall 2016.

We hope you'll be able to join us to hear her, and to enjoy the rest of the conference, this spring!

Do you have an idea for an educational session at this spring's conference? The Conference Committee is still accepting educational session proposals. You can submit your proposal on the Call For Conference Speaker Presentations page here. Proposals should include a brief description of the session, a working title and a short personal bio. The complete presentations will be be due in late March.

Please contact Conference Co-Chairs Lisa Foster or Amy Begg with any questions about the 2016 conference.

Attend: 2015 NEDRA Sponsor

Susan Grivno — Tue, 24 Nov 2015 22:00:42 GMT

Please click on the image below for more information about Attend!

Reminder: Register for the December 10th NEDRA VINO today!

Susan Grivno — Tue, 24 Nov 2015 21:55:24 GMT

You, yes, you are invited to a NEDRA "Very Informal Networking Opportunity" (VINO)!

When: Thursday, December 10th, 5:30 p.m. – 7:30 p.m.

Where: Meadhall, 4 Cambridge Center, Cambridge, MA 02142

Why: Fun socializing with fellow prospect development professionals

Like previous VINOs, this event is free-of-charge to for NEDRA members and non-members. For more details or to register for this event, please visit the NEDRA website here.

Special thanks to Evertrue, the generous sponsor of the event!

GG+A: 2015 NEDRA Sponsor

Susan Grivno — Tue, 24 Nov 2015 21:54:02 GMT

Please click on the image below for more information about Grenzebach Glier and Associates!

Tips to Get the Most Out of Your Professional Conferences in 2016

Susan Grivno — Tue, 24 Nov 2015 21:53:14 GMT

This guest post comes to us from IMPACTism Founding Principal and Strategist Jack Karako. As you plan your professional development opportunities for 2016 and beyond, Jack offers some advice on how to make the most of your next conference.

If you or anyone in your nonprofit organization is looking to attend one of the dozens of nonprofit conferences next year, you’ll want to make sure that you’re prepared to make the most of it.

While it’s exciting to go to a different city and perhaps even a different state for a few days, there are definitely some best practices that you should take along with you in addition to your business attire and laptop.

Take a look at the top three ways to achieve conference success in 2016.

1. Do Research Beforehand

Conferences are great networking opportunities, but it can be overwhelming and intimidating to attend an event with hundreds or even thousands of other people. Instead of wearing yourself out trying to connect with every single person and attending every single session, craft a game plan beforehand.

Nearly every conference will post information about the types of sessions and the speakers they have lined up. After you’ve registered, take some time to figure out which sessions you want (and need!) to attend to help you get the most out of your conference experience.

Additionally, some conference hosts will publish lists of confirmed attendees. While it might take you awhile to sift through a large list, knowing who will be at the conference before you walk through the doors is a great strategy for streamlining your networking list.

2. Be Alert and Engaged During the Conference

After you’ve been at a conference for two days, it can seem impossible to get up early on the third morning, grab a muffin and a cup of coffee, and be in your seat by 8.

Remember, though, that conferences are one of the greatest opportunities for you to learn from colleagues, thought leaders, and experts in your field. You wouldn’t want to miss out on exciting discussions because you decided to hit snooze ten times.

Being alert and engaged during a conference means:

Taking notes and asking questions during sessions.
Effectively networking with your peers (not just handing out business cards to everyone!).
Showing up early to events and staying afterward to talk to attendees and speakers.
Posting, liking, and commenting on conference news on social media.
Realizing when you’ve reached your limit.

The last point may seem contradictory, but it’s vital to your conference success. You can’t effectively learn and gain new insights if you’ve mentally checked out. Knowing when you need a break during the day is important for staying sharp during the rest of the conference.

3. Follow up and Sign up

If you enjoyed your conference experience this time around, start making plans for next year! Most conferences are held annually, so you’ll always be able to stay up to date on the latest trends in nonprofit technology, fundraising, donor retention and acquisition, and much more.

Additionally, consider signing up to be a speaker or a volunteer at a conference. If you’re a planned giving guru or a fundraising whiz, find out how you can share your knowledge with the nonprofit community.

You can also volunteer to help run a conference. These kinds of events are a massive undertaking, and conference hosts can use all the assistance they can get. Not only will you get a great behind-the-scenes look at how things work, but you might just score VIP passes to special events and sessions as a “thank-you.”

Make sure you also avoid post-conference burnout and keep your enthusiasm high once you return to the office.

Attending a conference can be exciting and overwhelming all at once. But if you incorporate these three tips, you’ll be on your way to success!

---

Jack Karako

Founding Principal and Strategist

IMPACTism

Jack has 30 years’ experience within the charitable and philanthropic industry that he brings to the forefront with IMPACTism, a philanthropy portal that aims to improve online charitable giving models by partnering directly with organizations and businesses who make a positive impact on society.

Jack has been a major gifts fundraiser and senior organizational executive working with or consulting to nonprofit and advocacy organizations. A generous community and civic leader who has served on several nonprofit boards, Jack has a unique perspective as a donor, benefactor, and as an industry thought leader. Working closely with senior leadership in strategic planning, Jack has personally raised over $50 million in annual and deferred gifts.

Jack has a Master of Business Administration (M.B.A) degree from Florida Atlantic University (Boca Raton, Florida), Master of Arts (M.A.) degree from American University (Washington, D.C), and a Bachelor of Arts (B.A.) degree from State University of New York at Geneseo.

EverTrue: 2015 NEDRA Sponsor

Susan Grivno — Tue, 24 Nov 2015 21:49:38 GMT

Please click on the image below for more information about EverTrue!

NEDRA Member Spotlight: Cathy Kingery

Susan Grivno — Tue, 24 Nov 2015 21:38:24 GMT

In the coming months, the NEDRA News blog will be highlighting some of our fantastic members in a series of interviews. Our first spotlight is on Cathy Kingery, who has held the title of Research Officer at Saint Anselm College in Manchester, NH since May, 2011. She came to the field with a writing and editing background.

Cathy Kingery

Research Officer

Saint Anselm College

Manchester, NH

How did you get interested in Prospect Research and how did you enter the field?

In early 2008 I was laid off from my position as an editor/writer at a local book publishing company. After having no luck finding another permanent position in the publishing field, I decided to take a chance and apply for a prospect researcher opening at Saint Anselm College. I had a hunch that my strong sense of curiosity, attention to detail, writing skills, and persistence would make me a good fit, and these qualities have served me well in this position.

Can you describe your current office/position?

I am the sole researcher at Saint Anselm College, a small liberal arts school in Manchester, NH, with about 2,000 students. Our advancement/alumni relations office has 25 employees. I perform proactive and reactive research in support of the Senior Vice President for College Advancement, three major gift officers, and three annual fund officers. I also prepare event briefings and other materials for the college President, Board of Trustees, and other college executives.

How did you get involved with NEDRA and what has been your experience?

I attended my first NEDRA conference after just two weeks on the job. Much of the material presented at the sessions I attended that year went right over my head, since I was still so green. Despite this, everyone I encountered made me feel so welcome, and I was astounded by the wealth of knowledge they possessed and were so willing to share. I have regularly attended the NEDRA conference since then, and it is one of the highlights of my year. As a researcher in a one-person shop, the chance to spend two days among professionals who share my everyday work experiences is invaluable. It’s wonderful to be able to gain insight, ask questions, share frustrations, and exchange tips with colleagues in person.

How have things changed for you since you first entered prospect research?

When I started in my current position, many aspects of the job confused and, at times, overwhelmed me. (Estimating gift capacities and deciphering SEC documents are two that come to mind.) But, fortunately, these tasks come much easier to me today. That is largely due to the gracious tutoring I have received from my mentor, Dave Perkins, a longtime prospect researcher in higher education. His friendship, advice, insight, and encouragement have been a godsend.

What gives you a feeling of success and/or excitement in your work?

I enjoy discovering a promising constituent in our database about whom none of our gift officers were previously aware. It’s satisfying to think that this prospect might become an important donor in the future and that it all began with a research report that I prepared. Also, although it might be a bit of a cliché, it is gratifying to know that my work is helping to raise scholarship funds for deserving students who might otherwise not get a chance to receive a college education.

Any other thoughts?

My interactions with fellow prospect researchers—at NEDRA conferences, through e-mail exchanges, via phone calls, and through the PROSPCT-L listserve—always amaze and delight me. Our community is made up of such talented, intelligent, and helpful people! I am proud and honored to call myself a member of this wonderful group of professionals.

Relationship Science: 2015 NEDRA Sponsor

Susan Grivno — Tue, 24 Nov 2015 21:36:49 GMT

Please click on the image below for more information about RelSci!

Looking Back: Salary Sleuthing with Suzanne Milauskas

Susan Grivno — Tue, 24 Nov 2015 21:27:26 GMT

This two-part article from 2010-2011 by Suzanne Milauskas, currently Director of Prospect Development and Systems at Spaulding Rehabilitation Hospital, is a treasure-trove of resources for estimating salaries. Some, sadly, don't exist any longer, but read through as there may be a few you have forgotten! What are your favorite salary sleuthing sources? Share below!

Salary Sleuthing Part I - US.pdf

Salary Sleuthing Part II - International.pdf

DonorSearch: 2015 NEDRA Sponsor

Susan Grivno — Tue, 24 Nov 2015 21:11:38 GMT

Please click on the image below to learn more about DonorSearch!

Peek Under the Hood: News from the NEDRA Board

Susan Grivno — Tue, 03 Nov 2015 16:44:26 GMT

Fall is definitely in the air—breezy days, crumpling leaves, pumpkin spiced lattes—and NEDRA's fall programming is well underway. We've had dynamic RINGs on Social Media and Board Nomination/Governance Pipelines, an informative webinar about researching prospects in India, an exciting program about portfolio management, and a well-received public speaking workshop. NEDRA’s fall lineup will be rounded out with our ever-popular, sold out Research Basics Bootcamp at Harvard Business School on November 20th. Stay tuned, as a number of exciting programs are currently in the works for the new year.

On October 14th, the NEDRA Board of Directors had its monthly operations call on October 14th. The topics discussed, beyond talk of our excellent slate of programming as described above, included NEDRA’s outreach to AFP, Women in Development and other organizations as well as updates about the 2016 Annual Conference including possible keynote and educational session speakers. Read on for more information!

DonorSearch: 2015 NEDRA Sponsor

Susan Grivno — Tue, 03 Nov 2015 16:42:31 GMT

Click on the image below for more information about DonorSearch!

Conference Update and Call for Speaker Presentations

Susan Grivno — Tue, 03 Nov 2015 16:15:34 GMT

The conference committee is deep in planning for NEDRA’s 29th Annual Conference which will be held at the Sheraton Portsmouth Harborside Hotel in Portsmouth, NH on April 14 & 15th, 2016. They are currently focused on assembling great speakers and educational sessions. You can help!

NEDRA is encouraging submissions for conference sessions. Presenting at the NEDRA Conference is a great way to gain speaking experience while sharing your unique skills, expertise and best practices with colleagues.

Proposals should include a brief description of the session, a working title and a short personal bio. The complete presentations will be be due in late March. You can submit your presentation proposal on the NEDRA website here

Please contact Conference Co-Chairs Lisa Foster or Amy Begg with any questions about the 2016 conference.

GG+A: 2015 NEDRA Sponsor

Susan Grivno — Tue, 03 Nov 2015 16:13:27 GMT

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Book Review: What Happened to Goldman Sachs by Steven Mandis

Susan Grivno — Tue, 03 Nov 2015 16:07:11 GMT

What Happened to Goldman Sachs: An Insider's Story of Organizational Drift and Its Unintended Consequences

Steven G. Mandis

Harvard Business Review Press, 2013

When I first started as a prospect researcher back in early 2007, reading news about investment firm Goldman Sachs quickly became part of my routine. A new list of Goldman partners is out? Excellent. Let me check that list for my organization’s constituents. The Wall Street Journal has run an article about partner pay? Ooh—that will help inform capacity ratings. Business Insider wrote an article about changes Goldman is making in its corporate structure? Interesting! I’ll share that with the front-line fundraisers.

During the 2008 financial crisis I watched with the whole world as Lehman Brothers, Bear Stearns, Washington Mutual, Merrill Lynch and other firms were shuttered or sold. Goldman Sachs, though, managed to come out of the financial crisis with good financial returns--but a badly tarnished reputation, accused by many of cashing in on others’ misery.

Scores of articles and books on the company have been published since. I can’t say I’ve read them all, but those I have are rather scathing portrayals of a once lauded company: a withering New York Times article-turned-book by a former employee; a 672 page tome entitled Money and Power: How Goldman Sachs Came to Rule the World; articles from 2011 when members of the Occupy Wall Street movement held a “people’s trial” with a guilty verdict in protest of the company's perceived evils. Perhaps most dramatically was an excoriating 2009 Rolling Stone article that called Goldman “a great vampire squid wrapped around the face of humanity, relentlessly jamming its blood funnel into anything that smells like money.”

The 2013 book What Happened to Goldman Sachs: An Insider's Story of Organizational Drift and Its Unintended Consequences by former Goldman employee-turned-sociologist Steven Mandis does not conjure vampire squids. It is not a titillating and lurid exposé. Mandis instead talks of the striking changes in the firm during his tenure from 1992 to 2004 and provides a history lesson of how the bank grew from its founding by German Jewish immigrant Marcus Goldman in 1869, its 150 years as a private partnership, its 1999 IPO, and its post-crisis shift from an independent investment firm to a bank holding company in 2008.

Through what he calls “organizational drift, Mandis asserts that Goldman has incrementally shifted away from its founding principles, the first and most important of which was “our clients’ interests always come first.” Mandis believes that Goldman’s “standard of commitment to clients… has largely been lost.” His sociological viewpoint—as the book emerged from his PhD dissertation on “organizational drift” at Columbia University—is that change is difficult to detect when it is incremental, just as it is difficult for parents to notice their children age from one day to the next. And these imperceptible changes can have profound consequences.

What changed for Goldman? Mandis’ hypothesis going into his thesis was that the company’s IPO was responsible for the change in culture. Public trading brought a new kind of pressure, and a new type of ownership and financial interdependence among the partners. And nearly 60 percent of the company’s partners left within five years after the IPO. But he disproved his IPO theory during the course of his research. Goldman drifted away from its original guiding principles due to a variety of pressures: regulatory, technological, organizational, and competitive--over a very long time. One of the organizational pressures he learned about through his research was about risk. When Goldman was a small private partnership it could still be very selective in turning down clients that they didn’t think were appropriate and could easily decide not to do things they didn’t think fit with their values. But as the firm got larger and larger and was trying to grow as quickly as possible the partners made slightly different decisions. They made choices that weren’t as calculated and risk-adverse as had been typical of Goldman since its inception.

Mandis drew from the framework of work done by Diane Vaughan, a sociology professor at Columbia University who studied the Challenger space shuttle disaster. The official investigation into the disaster concluded that O-rings inside the rocket were off by a tiny fraction which caused the shuttle to explode. Vaughn studied why these O-rings were off in the first place and concluded that a variety of pressures had caused the scientists to take incremental risks and that those risks added up to an organizational failure—and to the shuttle’s explosion. Mandis is not saying that Goldman will fail or has failed, however. He instead asserts that the changes in culture, the organization drift, has increased the company’s probability of some sort of organizational failure.

At the end of his work, Mandis offers some “Lessons Learned” that he believes could be of help to those in other organizations. Some aren’t relevant to those in nonprofit development, but many resonated with me and with my place within organizations with which I have been affiliated:

- Shared values, whether codified or uncodified, tie an organization together.

- Social networks can create competitive advantages and improve performance. And organizations should consider creating some sort of partnership or sharing that is bound by financial or other interdependence and focus on improving trust among the group members through socialization.

- Public disclosure supports an organization’s values and strengthens the organization itself. An organization should consider making personnel decisions more public.

- Generating dissonance or perplexing situations that provoke innovative inquiry can create competitive advantages and improve performance.

- A sense of higher purpose, beyond making money in a materialistic society, can help people make sense of their roles. A firm needs to give employees a clear understanding of its values, its social purpose, and its sense of responsibility.

- An organization’s culture is transmitted from one generation to the next as new group members become acculturated or socialized. It is crucial to recruit people who have the same values and socialize them into the firm’s culture. Even if this restricts growth in the short run, it is important not to undervalue recruiting, interviewing, training, mentoring, and socializing.

- The ability to make rational decisions is limited, or bounded, by the extent of people’s information. To broaden employees’ understanding, a firm should promote a tradition of teamwork and interdependence and develop future leaders by rotating them among work assignments in different departments and geographic locations.

- Leaders get too much credit and too much blame . . . An organization’s structure, incentives, and values last longer and have more impact than those of individual leaders. Usually when there is a change or loss or failure there is a tendency to blame one thing or one person, when typically there are complex organizational cultural reasons.

What Happened to Goldman Sachs may not appeal to those looking for a provocative, sensational tell-all. Those books on Goldman and other Wall Street firms do exist. This work more often than not reads like the PhD thesis that it is, thoroughly researched with a 75+ page appendix filled with copious footnotes and, in this researcher’s opinion, glorious data. What Mandis does offer in this measured, well-researched work is a better understanding about the culture and evolution at Goldman and other Wall Street firms, and more importantly, a better understanding of the consequences that can result from growth with any large organization.

- Susan Grivno

Relationship Science: 2015 NEDRA Sponsor

Susan Grivno — Tue, 03 Nov 2015 15:37:46 GMT

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EverTrue: 2015 NEDRA Sponsor

Susan Grivno — Tue, 03 Nov 2015 15:28:20 GMT

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Looking Back: Spotlight on Corporate & Foundation Research

Susan Grivno — Tue, 03 Nov 2015 15:14:01 GMT

In Joey Sample's article "Spotlight on Corporate & Foundation Research" from the Fall, 2006 edition of NEDRA News he asks the question: is C&F research seen as less important than individual research? Is that still a relevant question today? Is C&F research still overlooked as this article suggests? Comment below!

Joey is now Director, Prospect Management at the Smithsonian Institution.

/resources/Documents/NEDRA%20News%20-%20Articles/Spotlight%20on%20Corporate%20and%20Foundation%20Research.pdf

S&P Capital IQ: 2015 NEDRA Sponsor

Susan Grivno — Tue, 03 Nov 2015 14:41:06 GMT

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Call for Volunteers

Susan Grivno — Tue, 03 Nov 2015 14:35:16 GMT

If you would like to get involved with NEDRA there are a variety of opportunities available. We are always looking for event hosts, speakers and NEDRA News contributors, as well as volunteers for a number of working committees.

Volunteering for NEDRA is a great way to build your professional network and meet some great people. We’d love to have your help in the coming year!

Interested? Please contact our Volunteer Chair Ian Wells,

Attend: 2015 NEDRA Sponsor

Susan Grivno — Tue, 03 Nov 2015 14:33:35 GMT

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Peek Under the Hood: News from the NEDRA Board

Susan Grivno — Wed, 30 Sep 2015 10:30:00 GMT

The NEDRA Board of Directors met on September 30th. The board voted to participate with other APRA chapters in a collective contract with a webinar provider which will provide cost savings as well as increased functionality. The board also agreed to migrate the NEDRA volunteer database to a Microsoft Access platform.

Other subjects discussed include the outstanding lineup of programming planned for the fall and beyond, the results of the recent social media survey, possible keynotes for the 2016 Annual Conference, the need for presenters for the Conference, and the need for writers for NEDRA News.

Read on for more information!

Attend.com: 2015 NEDRA Sponsor

Susan Grivno — Wed, 30 Sep 2015 10:29:00 GMT

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Upcoming NEDRA Programming

Susan Grivno — Wed, 30 Sep 2015 10:28:00 GMT

Please save the date for these upcoming programs! Links to register will be hitting your inboxes soon.

Portfolio Management: From Adequate to Amazing with Ian Wells

When: October 21, 2015

Where: Harvard Business School

Ian Wells from Ian T. Wells & Associates will be presenting a program on Portfolio Management: From Adequate to Amazing. This program will provide insights for how to build a stronger pipeline, how to conduct portfolio reviews that get results, and how to use metrics to prevent fundraiser burnout and donor apathy.

NEDRA Research Basics Bootcamp with Tim Enman

When: November 20, 2015

Where: Harvard Business School

NEDRA will be facilitating our signature full-day Bootcamp on Friday, November 20th at the Harvard Business School. This full-day training is a must for those new to research, or those who have had research added to their roles. No experience in the field is necessary to begin learning how to apply professional research methodologies.

This full day of learning will cover such subjects as: The Strategic Role of Advancement Research, Prospect Research Fundamentals, Advancement Research Sources and Methodology, Assessing Gift Capacity, Presenting Research.

S&P Capital IQ: 2015 NEDRA Sponsor

Susan Grivno — Wed, 30 Sep 2015 10:27:00 GMT

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2016 Conference Update

Susan Grivno — Wed, 30 Sep 2015 10:26:00 GMT

As we announced in last month's NEDRA News, next year's conference will again be in Portsmouth, NH at the Sheraton Portsmouth Harborside Hotel on April 14th and 15th.

The Conference Committee met recently to start planning next year's conference. They will be putting out a call for presentations very soon, so if you want to present next spring (or know someone else who does), keep an eye out! You'll be able to submit your conference session proposals here on the NEDRA website.

If you have any questions, please contact Conference Committee cochairs Amy Begg and Lisa Foster.

EverTrue: 2015 NEDRA Sponsor

Susan Grivno — Wed, 30 Sep 2015 10:25:00 GMT

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Looking Back - Ethics: the Researcher’s Responsibility by Sandra Larkin

Susan Grivno — Wed, 30 Sep 2015 10:24:00 GMT

Has your office adopted the APRA Code of Ethics or a broad-based ethics code like those created by the Association of Fundraising Professionals (AFP)? Or have you created your own code of ethics? In this article from the Spring, 2007 edition of the NEDRA News Sandra Larkin explains what codes of ethics are, what they are not, and what common themes are found in them.

Spring 2007 Larkin Article.pdf

Relationship Science: 2015 NEDRA Sponsor

Susan Grivno — Wed, 30 Sep 2015 10:15:00 GMT

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A Call for Writers!

Susan Grivno — Wed, 30 Sep 2015 10:14:00 GMT

The NEDRA News is looking for volunteers to write main articles for the News Blog. Articles have generally been around 800-1000 words in length, more or less, and can be on any subject that NEDRA members might find relevant. If you're interested in writing for the NEDRA News Blog, please contact Susan Grivno, NEDRA News editor.

Grenzebach Glier and Associates: 2015 NEDRA Sponsor

Susan Grivno — Wed, 30 Sep 2015 10:00:00 GMT

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Peek Under the Hood: News from the NEDRA Board

Susan Grivno — Tue, 01 Sep 2015 13:34:58 GMT

The NEDRA board has been busy in the quiet month of August planning next year’s conference and other exciting programming for the upcoming year. Read on for more information.

Grenzebach Glier and Associates: 2015 NEDRA Sponsor

Susan Grivno — Tue, 01 Sep 2015 13:21:46 GMT

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Upcoming NEDRA Programming

Susan Grivno — Tue, 01 Sep 2015 13:10:55 GMT

RING: A Roundtable Discussion: Board Nomination & Governance Pipelines

On Friday, September 18^th, from 8:30 a.m. - 10:00 a.m., Kate Hanson from the Boston Museum of Science will facilitate a roundtable discussion for Prospect Researchers from all types and sizes of non-profits to share ideas on how to identify, research and manage potential Board and Governance prospects. All viewpoints are welcome. Whether your board has 10 or 100, and whether you are currently integral to this process, or you're just getting started in this role, we want to hear from you!

Registration for this timely and interesting RING will open on Thursday, September 3^rd. Space is limited! Don’t miss an opportunity to brainstorm and meet up with fellow prospect researchers and development professionals at this very cool venue. More details to follow.

Coming Soon!

The Boston Children’s Hospital Trust will be hosting a RING on Social Media on Wednesday, September 23^rd from 12:00 – 2:00 p.m. More details and registration will be available soon.

Beth Bandy will be presenting a webinar on Researching Prospects in India on October 1^st starting at 3:00 p.m. Stay tuned for more details.

Later this fall, Ian Wells, from Ian T. Wells & Associates, will be presenting a program on Portfolio Management: From Adequate to Amazing. This program will provide insights for how to build a stronger pipeline, how to conduct portfolio reviews that get results, and how to use metrics to prevent fundraiser burnout and donor apathy.

Bootcamping in Boston

The NEDRA Programming Committee is currently looking for space in the Boston area to host a fall Bootcamp. The NEDRA Programming Committee will do all of the heavy lifting for you, including marketing, organizing and even providing our very own Tim Enman of Smith College as a Bootcamp instructor for the workshop.

If your organization is willing to host one of our premiere all-day bootcamp workshops, please contact either Sarah Benson or Tim Enman,

Relationship Science: 2015 NEDRA Sponsor

Susan Grivno — Tue, 01 Sep 2015 12:53:37 GMT

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The Seven Types of Donor Data that Need to be Part of Your Next Wealth Screening

Susan Grivno — Tue, 01 Sep 2015 12:11:55 GMT

Who said wealth data isn’t pretty? The infographic below, originally published by DonorSearch, highlights the seven types of wealth data that organizations should ask for when conducting a bulk prospect screening. It also includes information about how to identify high-quality fundraising prospects.

Feel free to share this dynamic infographic with others in your organization who may find it interesting!

EverTrue: 2015 NEDRA Sponsor

Susan Grivno — Tue, 01 Sep 2015 12:08:38 GMT

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2016 Conference Update

Susan Grivno — Tue, 01 Sep 2015 12:01:00 GMT

We are excited to announce that next year's conference will again be in Portsmouth, NH! The dates are April 14th and 15th. Conference Committee co-chairs Amy Begg and Lisa Foster are already hard at work, with the help of their Conference Committee members, ironing out the details.

Soon they will be requesting proposals for conference sessions. Start giving some thought to sessions you'd like to present. Even if you've never considered presenting before, we know you have something to share. Be on the lookout for more information in the coming months. We hope to hear from you soon!

S&P Capital IQ: 2015 NEDRA Sponsor

Susan Grivno — Tue, 01 Sep 2015 12:00:00 GMT

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Looking Back: Aim High! by Jim Holzbach

Susan Grivno — Tue, 01 Sep 2015 10:30:00 GMT

In the Spring 2008 edition of the NEDRA News Jim Holzbach, then the Director of Research at the University of Connecticut Foundation, wrote this in depth article about the importance of thinking big (aiming high!) in our work. Jim is now the Senior Director of Advancement Services at Trinity University in San Antonio, Texas.

Aim High - NEDRA News Spring 2008.pdf

Attend.com: 2015 NEDRA Sponsor

Susan Grivno — Tue, 01 Sep 2015 10:00:00 GMT

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Peek Under the Hood: News from the NEDRA Board

Susan Grivno — Mon, 03 Aug 2015 21:43:21 GMT

The NEDRA board held its monthly operations call on Wednesday, July 15th.

Among the subjects discussed were some exciting upcoming programming, the upcoming APRA International conference, and membership (484 members as of 7/30/2015!).

2015 NEDRA Social Media and Technology Survey

Susan Grivno — Mon, 03 Aug 2015 21:34:06 GMT

The Social Media Committee for NEDRA would like to know to what extent folks in our field use social media and other related online technology, both on a personal basis, as well as on a professional basis.

2015 NEDRA Social Media and Technology Survey

The questionnaire itself should take no longer than 10 - 12 minutes to complete. Your responses will be anonymous.

Any questions/comments you may have can be sent to: jamesw_cheng@dfci.harvard.edu or smacdonnell@law.harvard.edu

We thank you in advance for your time and for your insight!

Cheers,

James Cheng, Stacey MacDonnell and The NEDRA Social Media Committee

S&P Capital IQ: 2015 NEDRA Sponsor

Susan Grivno — Mon, 03 Aug 2015 21:31:27 GMT

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Five Takeaways from the 2015 APRA International Conference

Susan Grivno — Mon, 03 Aug 2015 21:14:09 GMT

NEDRA board member and NEDRA News editor Susan Grivno shares some thoughts from the recent APRA Conference.

Five Takeaways from the 2015 APRA International Conference

by Susan Grivno

I had the privilege of attending Prospect Development 2015, the 28th Annual APRA International Conference in New Orleans a couple weeks ago. It was my second APRA conference and I was jazzed (see what I did there?) to meet professionals from all over the world with similar interests, goals and challenges. I networked with researchers from the UK, Israel, Lebanon and from all over the United States and Canada. I attended 10+ inspiring educational workshops and sessions led by other development professionals and vendors. Here are a handful of my takeaways from this year’s APRA conference:

1. I could listen to Dan Pallotta speak at every conference I attend.

Dan, who was the keynote presenter at the 2014 NEDRA Conference, is best known as the creator of the Break Cancer Walks and AIDS Rides. His most recent effort is to establish the Charity Defense Council which aims to “Fight for the People Who Fight for People.”

In his keynote speech at APRA, Dan insists that “things can change if we have the courage to make them change” before revealing as proof a photo of the White House illuminated in rainbow-coloring lighting in celebration of the Supreme Court decision affirming same-sex marriage as a constitutional right.

Such meaningful social change cannot take place by nonprofits, Dan explains, while society remains obsessed with overhead. Overhead is part of the cause. No charity can grow without it. By keeping overhead low, nonprofits can’t take risks and innovate; they will remain small.

2. Even the most positive change can be uncomfortable and awkward before it can be thought of as transformative.

The theme of this year’s APRA Talks – TED Talk-style presentations – was “Innovating Change.” Each talk was about the different facets of change. Greg Lambousy from the Louisiana State Museum represented Change Without Choice. He discussed the museum’s survival after the devastation of Hurricane Katrina 10 years ago and how it now thrives.

Jennifer McCormack from the University of Washington focused on Being an Agent of Change. She told about the often-painful change that UW underwent when she and a few colleagues helped build Analytics at their organization. “Allies among your colleagues are like a "gravity assist” McCormack said, stressing that communication was more important than the actual analytic models built. Trust is required and teaching partners your language, your “language landscape,” is vital.

David Robertson from Syracuse University rounded out this trio of discussions with

Forecasting Change: A Road Trip to the Future. Where will we be in the future? Robertson says “we will not be where we are now” and predicts we will be out of the literal and figurative basement. For this to occur, he says we must be the drivers of this profession, not the driven.

Robertson also performed two folk songs: “Prospect Gold” set to Neil Young’s “Heart of Gold” and an original “Research and Philanthropy.” I think this every APRA (and NEDRA!) conference should have musical performances by talented prospect development colleagues. I know you’re out there.

3. If you want to be a more vital partner within your organization, make it happen.

In “Guarding the High-Capacity Galaxy: Prospect Research & Management as Protectors of Institutional Capacity,” Erin Doyle Liss and Robin Schneider from DePaul University discussed their collaboration with tech savvy colleagues to utilize Tableau and other solutions to increase the chance for success with their highest capacity prospects.

The crux of their presentation, though, was how they have created successful partnerships with gift officers and with leadership. They asked us “Who do you want to be? Respected, service-oriented professional . . . without being a doormat? [A] Respected resource for fundraisers and management? You decide! If you dream it, you can become it.” Throughout, I was inspired by the struggles their team went through, by the credibility they built within their larger organization, and the increased influence and authority they seem to enjoy as a result of their efforts.

4. If we can’t deliver insight because of the perception of prospect research in our shop, we can change it through accountability, reliability and trust.

In “Love at First Insight,” Lori Hood Lawson of WorkingPhilanthropy.com and Liz Rejman of Pathways to Education Canada discussed the importance of fundraising insight. Prospect researchers are the chief insight officers of our organizations, they stress, and must be proactive about communication with front-line fundraisers as well as leadership. They ask great questions: Are we as reliable at getting data into the database as we expect our front-line fundraising staff to be? Do we know our resources and cite them appropriately? How do we handle something we’ve done wrong?

5. Gift Officers WANT our recommendations, so ask questions. Then promote your findings and make them accessible.

In the last session slot of the conference was “Industry Corner: Identifying and Cultivating Prospects from the Law, Pharmaceutical, and Startup Industries” with Lindsey Royer, Melissa Carpenter, and Namrata Padhi from The University of Chicago. Those who left for early flights missed this dynamic TED-talk formatted presentation. Their team completed in-depth research and interviewed gift officers as well as industry professionals to become experts on these three industries. They gave a concise overview of each and some great tips on identifying, researching and rating prospects in these industries. They also outlined the common personality traits of individuals in these fields and how those traits influence their attitudes toward philanthropy.

What was most impressive was the level of insight they provide to their fundraisers. They know their prospects and their industries thoroughly. They then make that information actionable by providing potential questions for their gift officers to ask at visits. Questions that will ultimately inform capacity ratings / asks and questions that can strengthen connections between donors and their institution. These researchers also anticipate common objections made by prospects in particular industries and provide suggested counters for fundraisers to use in their conversations.

As with any conference I attend, I’m so excited after APRA 2015 to make positive change happen within my organization. And I’m feeling more inclined to do as David Robertson urged in his APRA Talk: “Have opinions. Get your ideas out there. Vocalize your worth.”

EverTrue: 2015 NEDRA Sponsor

Susan Grivno — Mon, 03 Aug 2015 21:07:57 GMT

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Upcoming NEDRA Programming

Susan Grivno — Mon, 03 Aug 2015 21:02:11 GMT

Public Speaking for Prospect Researchers

NEDRA is happy to present the opportunity to attend "Creating a Powerful Public Presence," a day-long seminar presented by Dale Deletis at MIT on Friday, September 25, 2015.

Dale is the resident speaking skills trainer for development professionals at MIT Sloan. Over the course of his decades-long career in teaching public speaking and presentation skills, he has helped corporate CEOs and fourth graders, construction workers and college presidents. He regularly trains researchers in economics and bio-tech start-ups, and he is the only speech trainer in all the programs at the Harvard Business School.

Early registration begins on August 17th, 2015, with a special price of $149. Regular registration starts on September 1st, at a price of $199 per attendee.

This special program is limited to 10 participants, and is expected to fill up quickly.

Questions or concerns? Please e-mail Programming Committee Co-chair Tim Enman at mailto:tenman@smith.edu.

Attend.com: 2015 NEDRA Sponsor

Susan Grivno — Mon, 03 Aug 2015 20:58:41 GMT

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Looking Back: Real Estate Investment Trusts

Susan Grivno — Mon, 03 Aug 2015 20:52:20 GMT

In this article from the Winter 2007 issue of the NEDRA News, Debbie Neumann gives an overview of the evolving industry of Real Estate Investment Trusts (REITs) that remains relevant today.

Real Estate Investment Trusts.pdf

Relationship Science: 2015 NEDRA Sponsor

Susan Grivno — Mon, 03 Aug 2015 20:30:26 GMT

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Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Tue, 30 Jun 2015 15:01:32 GMT

On June 18-19, the NEDRA Board held its annual retreat. We viewed the APRA Annual Business meeting, and learned quite a bit about our parent organization's demographics from the recent salary survey. We also discussed the year's goals for the various committees, many of which have new chairs (see the Board Members page for more details), and also discussed an overarching goal of outreach to non-NEDRA members, non-researchers in the development field, and students who might be interested in a career in the industry. Read on for more information!

New NEDRA News Editor

Laura Parshall — Tue, 30 Jun 2015 14:56:00 GMT

NEDRA Members,

I'm happy to announce that from this month on, Susan Grivno from the University of New Hampshire will be the editor of the NEDRA News Blog and Industry News Blog. This will be my last time posting the content for the News Blog, but I'm sure I'll be back as an author in the future. I hope you'll also consider getting in touch with Susan to provide articles for the News Blog, because she is well aware, as I have been, that YOU are the best resource NEDRA has! Your information, your experience, your opinions: these are the things that provide benefit to other NEDRA members, the things we all love to read about in the News Blog.

I'm confident that I'm leaving the NEDRA News in great hands, and I thank you all for reading!

--Laura Parshall, outgoing NEDRA News editor

Relationship Science: 2015 NEDRA Sponsor

Laura Parshall — Tue, 30 Jun 2015 14:54:42 GMT

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Many Thanks

Laura Parshall — Tue, 30 Jun 2015 14:23:21 GMT

The NEDRA Board would like to thank the following people for agreeing to serve as volunteers on board committees:

Bill Gotfredson from Boston Children's Hospital Trust, Conference Committee

Elisha Winkler from MIT, Heather Reisz Memorial Scholarship Committee

Maureen Lopez from Amherst College, Heather Reisz Memorial Scholarship Committee

Tim Wilson from Harvard Business School, Programming Committee

Thank you so much for volunteering with NEDRA!

Attend.com: 2015 NEDRA Sponsor

Laura Parshall — Tue, 30 Jun 2015 14:13:01 GMT

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Five Things to Learn About Your Major Gift Prospects

Laura Parshall — Tue, 30 Jun 2015 13:42:54 GMT

In fundraising, as in all else, proper planning prevents poor performance. In this article, Bill Tedesco, CEO and Managing Partner of DonorSearch, identifies vital facts that researchers can provide to their fundraisers to help them prepare for meetings and solicitations, without getting mired in extraneous detail.

Five Things to Learn About Your Major Gifts Prospects

Everybody has probably taken a test they didn’t study for or given a presentation off the cuff. Sure, if you can pull it off and ace the test, or leave your audience standing in applause, it is the best feeling in the world. But what about the nine times out of ten that you fail the test or stutter through ten minutes of filler before excusing yourself? Being unprepared is a rightful anxiety inducer. Preparation is a chief component of success in all aspects of life, fundraising is no exception.

A fundraiser soliciting a donation from an annual fund-level contributor on whom she has no background information has a tough job. Now, raise the stakes and make that contributor a major gift prospect. Yikes! That’s the equivalent of not studying for a test you think is going to be multiple choice, only to find out when you get to the classroom that it's free response.

Total charitable giving is expected to increase by 4.8% in 2015 in the United States. That’s good news for nonprofits across the country. Even better news for fundraisers seeking major gifts is the study that found that 86% of wealthy adults say giving is important. That percentage is clearly in fundraisers’ favor.

The trick to preparing for soliciting a major gift prospect is not only studying up, but studying smart. It is important to get all the pertinent information without getting bogged down in the superfluous details.

There are five essential specifics to know about your major gift prospects: previous donations to nonprofits, nonprofit involvement, real estate ownership, business affiliations, and political giving. Let’s walk through those five categories in more detail now.

#1 Previous Donations to Nonprofits

This category can actually be broken down into two separate subcategories, prior donations to your nonprofit and prior donations to other nonprofits.

To Your Nonprofit

Past donations to your nonprofit are the main indicator of future contributions.

Investigating your loyal annual fund donors could reveal plenty of major gift prospects. You’ll need to have a clean and up to date donor database in order to do this efficiently, but sometimes high quality donors are right under your nose.

Prospect research, whether by a prospect screening company or an in house team, can take your list of repeat donors and determine who on the list has the financial capacity to make a major gift. With that knowledge, your development department will be well equipped to start making the push to transition annual fund supporters to high-level donors.

One thing to keep in mind is that even if a donor is only contributing small gifts to your organization, he might be giving major gifts to others. Prospect screening can reveal that information and show your team who has the ability to up their giving.

To Other Nonprofits

Speaking of giving to other nonprofits, charitable contributions elsewhere are markers of major gift prospects for your organization.

There’s a certain level of cross-over amongst nonprofits. It is rather unavoidable given the fact that there are 1,507,231 nonprofit organizations in the United States alone.

Even though we’d all like to believe our organization is a beautifully unique snowflake, each nonprofit has another out there with some common traits, be it mission, location, or size.

Use those similarities to your benefit. For every related nonprofit, there’s a donor list with major gift prospects waiting to be acquired by your development staff.

#2 Nonprofit Involvement

Major gift prospects are typically people who have a demonstrated vested interest in charitable work. There’s no better evidence of that than documented involvement in yours or other nonprofits.

The prospect could serve on a board for a social service nonprofit or chair an annual gala for a local museum. They say actions speak louder than words, and sometimes actions speak louder than wealth markers too. A donor with a lot of money is not going to be as likely to give as a donor with less money but an intimate connection to the service world.

#3 Real Estate Ownership

Although philanthropic dedication should be a driving consideration when scouting for major gift prospects, those who don’t have the funds to contribute a major gift obviously can’t donate one. Wealth markers may not be the most important indicators, but they are significant. Real estate ownership is a clear indicator of wealth. Interestingly though, there’s a notable correlation between property ownership and philanthropy as well. People who own $2+ million in real estate are 17 times more likely to give, and even those who own $1-2 million in real estate are 4 times more likely to give. With knowledge of real estate ownership, a fundraiser gets the best of both worlds, learning about a wealth marker and a philanthropic indicator.

#4 Business Affiliations

Checking business affiliations is all about taking the donors you know and learning about whom they know. Current donors can give your staff much-needed introductions to various movers and shakers in the fundraising community. Beyond your donors' connections in the business world, the company they work for is a crucial detail to know. Many companies have matching gift programs. In those cases, companies will match whatever an employee donates to a charity, doubling the donation. That’s too good a deal to miss out on!

#5 Political Giving

This final point isn’t as obvious as some of the others at first glance, but it makes a lot of sense when you really think about it.

People donate to political campaigns because they are truly passionate about that candidate or party, or about the issues they represent. They saw something they wanted to give to, made the decision, and donated. Political givers are donors of action. Throw in donations of a significant amount, and you’ve got a great major gift prospect.

There are a few more major gift indicators than these five, but this list should give you plenty to work from when researching. Study hard, sharpen those number two pencils, and go get those major gifts.

Upcoming NEDRA Programming

Laura Parshall — Tue, 30 Jun 2015 13:37:03 GMT

On Thursday, June 25, Charity Tubelado Jovanovich and Katie Brosseau from City Year presented a great webinar on corporate research. We hope that those of you who virtually attended enjoyed it! The Programming Committee has plenty more in the pipeline for this fall, including a Research Basics Bootcamp and other presentations. Stay tuned to the NEDRA website for more information as it becomes available.

EverTrue: 2015 NEDRA Sponsor

Laura Parshall — Tue, 30 Jun 2015 13:33:11 GMT

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Looking Back: An IPO Primer for Development Researchers

Laura Parshall — Tue, 30 Jun 2015 13:30:03 GMT

When a company goes public, it can mean a huge wealth event for its founders, management, and investors. In this article from 2000, Janne Scott demystifies the IPO process and helps researchers figure out what to do with IPO information.

An IPO Primer for Development Researchers.pdf

S&P Capital IQ: 2015 NEDRA Sponsor

Laura Parshall — Tue, 30 Jun 2015 13:28:44 GMT

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Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Fri, 29 May 2015 17:19:53 GMT

The NEDRA Board held its monthly operations call on Wednesday, May 27. This was the last such call for outgoing members Amber Countis and Bruce Berg, and the first for our new board members. The committee chairs for the coming year will be as follows:

Suzy Campos: Nominating Committee Chair (also Board President)

Tara McMullen: Website & Technology Committee Co-Chair (also Vice President)

Ian Wells: Volunteer Committee Chair (also Secretary)

Lisa Foster: Conference Committee Co-Chair (also Treasurer)

Amy Begg: Conference Committee Co-Chair

James Cheng: Website & Technology Committee Co-Chair

Erin Dupuis: Membership Committee Chair

Tim Enman: Programming Committee Co-Chair

Susan Grivno: NEDRA News Committee Chair and Marketing Committee Chair

Stacey Vial MacDonnell: Social Media Committee Chair and Sponsorship Committee Co-Chair

Laura Parshall: Conference Scholarship Committee Chair and Ann Castle Award Committee Chair

Mary Taddia: Heather Reisz Memorial Scholarship Committee Chair and Sponsorship Committee Co-Chair

All contact information for continuing and new board members is available on the NEDRA website.

Other subjects discussed included recent and upcoming programs, ideas for outreach, and the upcoming Board Retreat, which will take place in June. Read on for more information!

Upcoming NEDRA Programming

Laura Parshall — Fri, 29 May 2015 17:01:52 GMT

The RINGs earlier this month on commercial real estate and prep school research and fundraising were very successful. Thanks to all who attended, and to the hosts of the RINGs!

Coming up on June 25, Charity Tubalado Jovanovic from City Year will be presenting a webinar on corporate research. Look for more information soon on the Upcoming Programs page!

While programming is likely to wind down later in the summer, the Programming Committee is already planning some great opportunities for this fall, including a Research Basics Bootcamp. Keep an eye open for more information as it becomes available!

Attend.com: 2015 NEDRA Sponsor

Laura Parshall — Fri, 29 May 2015 16:56:43 GMT

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Prospect Identification Using Crowdsourcing Screenings

Laura Parshall — Fri, 29 May 2015 16:42:58 GMT

Finding new prospects is always a challenge, especially for organizations without an alumni base. In this article, Debbie Neumann and Bill Gotfredson from Boston Children's Hospital describe a new method their office is using to effectively screen large numbers of potential donors in a short amount of time.

Prospect Identification Using Crowdsourcing Screenings

by Debbie Neumann and Bill Gotfredson

We’ve all been tasked with finding more prospects. Perhaps you were even so lucky to receive a request to screen a list of thousands of names to find wealthy, powerful, or successful potential donors with an interest in your organization. Where do you start? How can you screen that many individuals in a concentrated amount of time? How can you review and confirm your results include prospects that will bring a smile to a major gift officer’s face?

The Prospect Research team at Boston Children’s Hospital Trust receives these types of requests all of the time. We’ve found a new way to screen thousands of records in a relatively short period, with legitimate leads major gift officers are excited about.

What’s changed is the process the Prospect Research team uses to screen prospects. The process is based on the idea of “crowdsourcing.” What do we mean by “crowdsourcing”? In our prospect research office, it’s a process which involves prescreening work followed by a unique type of a team-wide meeting. It includes a two hour meeting, 3-4 days per week in which the entire team works collaboratively to review a list of prospects for wealth, philanthropy, patient experience, and board relationships in real time. It is easiest to understand with a comparison of our past process with our new process.

PROCESS:

Before Implementing Crowdsourcing:

• Screenings were conducted at the request of fundraisers proactively, and confined to patient appointments at the physician level for encounters that occurred within the past 24 months.

• While the screening of prospect names was done by all of the researchers, the analysis was performed by one researcher who coordinated the efforts of the team.

• Only prospects arising from the screening that were assigned to fundraisers or who were researched to confirm capacity were entered into the donor database.

• There was no way to track or confirm that a prospect had previously been screened but not assigned or researched.

• Researchers would work on their piece alone and would work the screening in around other projects, with a deliverable date.

• Fundraisers received the finished research product: a multi-page memo summarizing results.

• There was some overlap; the research memo included names of previously assigned prospects (if they came through the department currently screened) because the physician wanted to see who was already assigned; also, we would get the occasional request to screen the patients of a physician in a department where another physician had been screened – and if the patient had seen both physicians during the 24 month window, they would be represented in each research memo.

• The research memo did not always lead to clear next steps for the fundraisers since the names were screened even if their patient contact was minimal (and/or more significant in a different department) and there was no additional information that could help the fundraisers reach out (i.e. through board connections).

• Ultimate assignment of the prospects identified was subject to the fundraiser’s ability to move decisively with the material provided (their success was often contingent on factors beyond their control, including physician involvement, methods of HIPAA complaint outreach, timing and other factors).

After Implementing Crowdsourcing:

• Screenings are conducted proactively on a monthly basis, looking at patient encounters hospital-wide.

• The entire team is involved. We all focus on one prospect at a time.

• We enter all of the information into the database for each prospect assignment and manage the records that don’t get added using a software tool that is compatible with our Raiser’s Edge database to defend against duplications.

• Wealth analysis and ratings are reviewed and confirmed with the whole research team.

• The encounter history of all members of the family can be reviewed to determine the patient with most significant hospital experience (even if that experience had happened in the past).

• Research makes recommendations for assignment based on established Trust business rules, and presents identified prospects at a regular Major Gift assignment meeting. Once assigned, fundraisers receive the research product: a spreadsheet including employment, a basic wealth analysis, patient experience, philanthropy and board connections or other relevant information (for example family wealth, business news) that surfaced during the screening and could support an initial step toward engagement or cultivation strategy.

PROS/CONS

With the current method, when we leave the room at the end of the two hour block the screening process for that group of prospects is in most cases complete from wealth identification to assignment suggestion. The designated time ensures quick turnaround. An extra bonus of this process is the time spent working together in one room for a two-hour block of time has been a great team-builder, especially important for us since we have had two new staff members join the team late last fall.

However, it can be hard to tear yourself away for a two hour meeting when you are focused on other projects and other deadlines, and have to figure out where you left off when the screening session is done. Some of the other challenges in this process are: people talk over each other in their haste to share what they’ve found; efforts are duplicated if researchers jump on the same tools; and when the session doesn’t yield many major gift hits, it can feel like we’ve wasted the time of the team, not just one researcher (although this has not happened often).

RESULTS

At Boston Children’s Hospital Trust, with this new process, it gives us the opportunity to screen every patient and every donor of the hospital. In an average month, there are about 11,000 patient families that visit the hospital. Through preliminary wealth screening, we are able to narrow that group to approximately 100 individuals to review in our crowdsourcing meetings.

After seven months of meetings, our preliminary results have found that approximately 20% of individuals screened in the crowdsourcing sessions exhibit the majority of the qualities of the major gift prospects our frontline team is hoping for in new prospects. Those include: quality patient experience, confirmed wealth of at least $10 million, history of philanthropy, and possible connections to board members.

So far we’ve observed that the conversion rate for all hospital patient families to assigned major gift prospects averages 0.2%. Even though the percentage is small, it means that of the 150,000 patient families that come for a visit at the hospital per year, 300 new major gift prospects are identified for assignment.

We’re still too early in the fundraising cycle to be able to analyze the success of dollars raised from our new crowdsourcing process. Anecdotally, fundraisers applaud the new process for its quality of prospects, their confirmed wealth, the immediacy of their experience with the institution, the ability to engage doctors with families they have current relationships. The major gift managers love that they can now review quality prospects for assignment with only a handful of assignments per month per officer. It gives major gift officers a manageable number of newly identified prospects to reach out to without swamping their to-do list.

One complaint we don’t hear very often anymore is that we need to identify more prospects. In fact, our leadership giving and planned giving teams are chomping at the bit for prospects identified through this process and are now part of the discussions around assignment. HIPAA changes that took effect in September 2013 have relaxed certain restrictions around initial approach, further enabling quick action.

We’re in the process of building reports to better communicate our notes from the crowdsourcing sessions for officer assignment, and working in the database to confirm that we’re tracking the information transparently and effectively.

We’ve also begun experimenting with expanding this process to other uses. Recently, we applied this to individual officer’s portfolio review by using a smaller group (in this instance, three members of the Prospect Research team) focused on an in-depth analysis, with good results. It is likely this replicable process will find more uses in our shop in the future.

The crowdsourcing method has changed the office’s perspective on the quality of new potential donors Prospect Research identifies. With that change has brought improved perspective in our role as strategic partners, with the information and analysis to move major gift fundraising forward.

EverTrue: 2015 NEDRA Sponsor

Laura Parshall — Fri, 29 May 2015 16:38:57 GMT

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Many Thanks!

Laura Parshall — Fri, 29 May 2015 16:28:15 GMT

The NEDRA Board would like to thank everyone who donated to the Heather Reisz Memorial Scholarship and helped us reach the threshold for the $5,000 matching gift! Thanks to your help, for many years to come, we'll be able to award scholarships to two new researchers to join NEDRA and attend the Annual Conference. Your generosity has honored Heather's memory, and the spirit of mentoring that motivated her so deeply. You've proven that not only do NEDRA members work in philanthropy, but that we ourselves are philanthropists. Thank you!

S&P Capital IQ: 2015 NEDRA Sponsor

Laura Parshall — Fri, 29 May 2015 16:23:43 GMT

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Looking Back: If You Try Sometimes, You Get What You Need

Laura Parshall — Fri, 29 May 2015 16:19:23 GMT

Has someone new recently joined your team? Or maybe it wasn't all that recently, but their training has been haphazard and disorganized? If so, this article from the Summer 1990 NEDRA News will provide some helpful advice on how to organize training programs so that new employees will become full, productive members of the team.

If You Try Sometimes, You Get What You Need.pdf

Relationship Science - 2015 NEDRA Sponsor

Laura Parshall — Fri, 29 May 2015 16:14:23 GMT

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Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Thu, 30 Apr 2015 18:28:20 GMT

The NEDRA Board is happy to report that this year's Annual Conference: Leveraging Fundraising Intelligence, was a great success. We hope that everyone who attended enjoyed themselves, learned new things, and met new people. There are some changes to report from the Annual Business Meeting that occurred at the Conference. First of all, the membership voted to approve a new slate of Board members for the coming year. With Amber Countis and Bruce Berg rotating off the Board, and with Anne Brownlee and Tina Tong moving to distant lands, we have a new slate of officers, and four new Board members. The Board Officers for this year will be as follows:

President, Suzy Campos

Vice President, Tara McMullen

Secretary, Ian Wells

Treasurer, Lisa Foster

The new Board members are:

Erin Dupuis, Merrimack College

Tim Enman, Smith College

Susan Grivno, University of New Hampshire

Stacey Vial MacDonnell, Harvard Law School

The membership also voted on two changes to the bylaws. First, the term of membership will now last for 12 months from the date of signup, rather than ending on June 30 of the membership year. Second, instead of only being possible at the Annual Business Meeting, membership votes will be able to take place at other times and in other forms, such as electronic voting. Additionally, a measure will pass if a majority of votes cast are in favor of it, rather than a majority of the entire membership (to prevent a situation where a small "turnout" would be enough to prevent a measure from passing).

Read on for more about the conference, and the rest of the NEDRA News!

LAST CHANCE to Support Those New to our Industry and DOUBLE your Impact!

Laura Parshall — Thu, 30 Apr 2015 18:15:04 GMT

“Attending the NEDRA Conference was a great opportunity. I was able to build my confidence, fill my research toolkit, and meet many colleagues who I can now call upon. Thank you to NEDRA and to Heather for this gift for my career!” says Becca Elwin of the Conservation Law Foundation, one of this year’s recipients of the Heather Reisz Memorial Scholarship, awarded to professionals with less than two years of experience in fundraising.

We need YOU to help NEDRA meet our matching gift goal and cement the future of the Heather Reisz Memorial Scholarship for many years to come!

The scholarship allows recipients to attend NEDRA's Annual Conference, Research Basics Bootcamp, and provides a year of NEDRA membership.

A generous donor will DOUBLE every gift NEDRA receives for the Heather Reisz Memorial Scholarship up to a total of $5,000 by May 1, 2015. (We are at 91% of our goal, help us close the remaining gap!)

Earlier this month, NEDRA awarded the second year of Heather Reisz Memorial Scholarships to two deserving newcomers to prospect research: Stephanie Cavagnuolo, prospect researcher for Oxfam America in Jamaica Plain and Becca Elwin, development associate for research and prospecting at the Conservation Law Foundation in Boston.

Your contribution to the Heather Reisz Memorial Scholarship will strengthen the prospect research/management/analytics community by supporting its newest members, and honoring Heather's legacy.

For more about Heather, visit NEDRA's Memorial Page.

To donate online, visit the Heather Reisz Memorial Scholarship Donation Page.

To send a check, mail to:

Heather Reisz Memorial Scholarship

c/o NEDRA

465 Waverley Oaks Road, Suite 421

Waltham, MA 02452

NEDRA is a 501(c)(6) organization. Donations to 501(c)(6) organizations are not tax deductible as charitable contributions.

2015 Conference Recap

Laura Parshall — Thu, 30 Apr 2015 18:08:17 GMT

If you attended NEDRA's 2015 Annual Conference: Leveraging Fundraising Intelligence, you may still be sorting through all the business cards you collected while networking, or sharing your notes on the educational sessions with your co-workers. If you weren't one of the 217 attendees who made it, or if you weren't there for both days, here's what you missed.

Before the conference started, Amy Begg, Roslyn Clarke, and Nancy Faughnan showed new researchers the ropes at our second pre-conference Research Basics Bootcamp on Wednesday, April 15. The conference itself began on Thursday morning with a keynote by Pan-Mass Challenge founder Billy Starr. His inspiring story of the beginnings, challenges, and growth of this two-day bikeathon raising money for the Dana Farber Cancer Institute was a great start to the programming. Educational sessions throughout the day taught conference attendees how to value private companies, and how to build a research shop with analytics capabilities, among other things.

At lunchtime on Thursday, the winners of the Conference Scholarship (Pamela Abraham) and Heather Reisz Memorial Scholarships (Stephanie Cavagnuolo and Rebecca Elwin) were announced. We also honored Nancy Faughnan, winner of the 2015 Ann Castle Award. Nancy's modest acceptance speech said a great deal about how much she has gained from volunteering with NEDRA over the years. We hope she has inspired others to seek out some exciting volunteer opportunities!

Following the conference sessions, iWave sponsored a delightful networking reception at the Portsmouth Gas Light, which was followed by group dinners at nearby Portsmouth restaurants. Conference attendees had a chance to relax after an intense day, and to get to know their fellow NEDRA members.

Friday, the excellent educational programming continued, with presenters like Michael Wesley, Bond Lammey, and Ian Wells sharing their knowledge and experience. After lunch, which featured several round table discussions, the Annual Business Meeting was held. The membership voted on the new slate of directors, and on the changes to the bylaws.

Thanks to everyone who joined us for the conference this year! If you haven't yet done so, don't forget to fill out your conference survey, sent by the NEDRA office on April 20. If you were a speaker at the conference, there's a second survey for you to fill out, sent on April 22. We value your input on these surveys, because it will help us make sure that next year's conference is even better! For those of you who didn't make it this year, we hope to see you at next year's conference, or at a program.

Evertrue - 2015 NEDRA Sponsor

Laura Parshall — Thu, 30 Apr 2015 18:03:06 GMT

Click on the image below for more exciting information!

Upcoming NEDRA Programming

Laura Parshall — Thu, 30 Apr 2015 17:51:16 GMT

Did the Annual Conference whet your appetite for more great programming? Or did you miss it, and are you finding yourself craving the education and networking opportunities that you might have had there? Lucky for you, the Programming Committee has two excellent RINGs coming up in short order!

On Friday, May 1 (that's tomorrow, folks!), there will be a RING at Choate Rosemary Hall in Wallingford, CT, to discuss research at prep schools.

On Friday, May 1 (that's next week!), there will be a RING at Harvard University in Cambridge, MA, to discuss commercial real estate.

Bring your questions, tips and tricks, and observations, and join your fellow researchers to discuss these topics!

For more information, and to sign up, please visit the Upcoming Programs page!

Relationship Science - 2015 NEDRA Sponsor

Laura Parshall — Thu, 30 Apr 2015 17:38:31 GMT

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Many Thanks!

Laura Parshall — Thu, 30 Apr 2015 17:35:01 GMT

We would like to thank everyone who volunteered to help us make this year's Annual Conference such a success! To everyone who acted as a speaker, panelist or panel moderator, round table host, session host, member of the Conference Committee, or in any other capacity to help plan and run the conference, thank you! We couldn't have done it without you, and we're grateful for your assistance in helping our members to have a great conference experience.

Looking Back: The Dynamics of Moves Management

Laura Parshall — Thu, 30 Apr 2015 17:31:55 GMT

In this article from the Fall 1998 edition of the NEDRA News, Maureen Kelly talks about the role of research in moves management, working with prospect managers to shepherd donors through the processes that lead up to a gift.

The Dynamics of Moves Management.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Wed, 01 Apr 2015 15:54:20 GMT

The Board of Directors had its monthly operations call on March 11, and a walkthrough of the conference hotel on March 27. Among the subjects discussed this month were the upcoming conference, board nominations, and the winners of the Conference Scholarship, the Heather Reisz Memorial Scholarship, and the Ann Castle Award. Read on for more information!

A Fond Farewell and Future Welcomes

Laura Parshall — Tue, 31 Mar 2015 17:10:11 GMT

NEDRA Board Member and Conference Committee co-chair Anne Brownlee has announced that she will be leaving the board just before this year's conference...to move on to an exciting new opportunity Down Under!

Anne joined the Board in 2012. Since that time, she has served on the Scholarship, Ann Castle Award, Marketing, and Conference Committees. She will be moving to Adelaide, Australia to work at the University of Adelaide, where she will be Manager, Research and Due Diligence, working on research, prospect management, and gift policy. Anne says that she is excited to bring all she's learned in her more than ten years as a NEDRA member to a new country.

We'll all miss Anne very much, and are grateful for all the wonderful work she's done for NEDRA!

Anne's departure means that there will be four empty board seats at the end of this fiscal year. The Board Nominations Committee reviewed applications from prospective Board Members, and presented recommendations for four applicants to the Board on March 27. The Board voted to accept these recommendations, and this slate will be presented to the NEDRA membership for a vote at the Annual Business Meeting at the conference.

2015 Conference Update

Laura Parshall — Tue, 31 Mar 2015 16:34:08 GMT

The 2015 NEDRA Conference: Leveraging Fundraising Intelligence is fast approaching! If you haven't yet registered, you can do so at the Upcoming Programs page. Our keynote speaker this year is Billy Starr of the Pan-Mass Challenge, and we have a great lineup of educational sessions from presenters like Melissa Bank Stepno, David Sterling, and Ian Wells! You can also network with other researchers, meet representatives from our sponsors, and participate in round table discussions and informal group dinners. Don't forget, even if you're not attending the conference itself, the Thursday night Networking Reception, sponsored by iWave, is open to all NEDRA members. Come by and say hello!

James Cheng, our Social Media Committee Chair, would like to encourage everyone attending the conference to use Twitter to share your experiences while you're there! Use hashtag #NEDRACon2015, and let everyone know what you're learning, whom you're meeting, and anything else you want to share.

Evertrue - 2015 NEDRA Sponsor

Laura Parshall — Tue, 31 Mar 2015 15:49:50 GMT

Click on the image below for more exciting information!

DRIVE/ing the Point Across: Whether MARC, NEDRA, DAS/APRA or Any Other Name - Get Thee to a Conference!

Laura Parshall — Tue, 31 Mar 2015 15:23:04 GMT

NEDRA board member James Cheng, assistant director of analytics at the Dana Farber Cancer Institute, has recently returned from the DRIVE/ conference, and has some enthusiastic advice for all of us: attend a conference! (How convenient, then, that the NEDRA Annual Conference is coming up so soon.)

DRIVE/ing the Point Across: Whether MARC, NEDRA, DAS/APRA or Any Other Name - Get Thee to a Conference!

by James Cheng

I had the privilege of attending the DRIVE/ (Data Reporting Information Visualization Exchange) conference, and the APRA-sponsored overDRIVE, a couple of weeks ago. Being a first-time DRIVE/r, I quickly got exposed to novel and titillating ideas such as “Goals are for losers” and “Passion is overrated.” (Thank you, Dilbert creator Scott Adams!)

To be honest, I wasn't sure how much I would enjoy the conference as work projects, life events, and everything in between dwell on my mind. Of course, with DRIVE/ and overDRIVE being for those who focus on data management, analysis and communication, I thoroughly wished it lasted longer than just three short days!

Beyond information dissemination and networking opportunities as part of our professional development, conferences also allow us to collaborate and be inspired in ways that would not be probable in the “regular 9 to 5.” For me, one gratifying moment during the conference turned out to be a “fireside chat” with colleagues from another healthcare fundraising analytics shop. We spent the time bouncing ideas with one another, trying to solve a particular predictive modeling dilemma. Having in-person interactions was crucial to generating and evolving those ideas that even remote/online meetings wouldn't fully capture.

Another example involves comparing and contrasting different services and products. The technical sessions and vendor booth demonstrations were extremely informative during the conference. With that said, trading notes about different vendor services and products and getting first-hand user experiences directly from colleagues allowed all of us attendees to benefit from one and another.

Alongside being places for collaboration and idea exchange, conferences inspire professional creativity. One of the guest DRIVE/ speakers, Rayid Ghani, worked as the Chief Data Scientist for the Obama 2012 campaign. He explained how he utilized analytics/data science in predicting for different outcomes along a quadrant map delineating for whom a voter will vote (Obama or Romney) by how likely individuals will actually vote. As Mr. Ghani's keynote peculated in my mind during an overDRIVE Q&A session, I became inspired to replace the familiar “capacity & activity” quadrants for prospect management with stock-rating “risk & reward” quadrants, imagining prospect managers like the “Morningstar” investment researchers of prospect “stocks” within a gift officer's portfolio.

Another inspiration came as my mind drifted during an introductory session on data science. Admittedly, in true confession style, I let my mind wander but remained seated physically, trying not to leave any session within the first fifteen minutes of presentation. However, that time allowed me to think about the history and evolution of research from “reactive research” to “proactive research.” The “Eureka!” moment suddenly appeared to me that the next evolution leap for the research profession would be “predictive research!”

What do the constructs of “risk” and “reward” look like in prospect management terms? If and/or how would “risk” and “reward” be measured or encapsulate something more than what “capacity and activity” or even “wealth and philanthropy” would? What WOULD “predictive research” look like; would it simply be another way of predicting for principal/major gift donors?

If and/how would “predictive research” benefit the philanthropy pipeline; would it actually help in predicting for wealth events (or something else), such that prospect ID/proactive researchers would not have to wait for news alerts or manually flip through newsprint daily?

These are the kinds of ideas and questions I hope I and/or others get to ask as we collaborate with and inspiring others at future conferences!

Upcoming NEDRA Programming

Laura Parshall — Tue, 31 Mar 2015 14:34:12 GMT

Thanks to all who attended the RING last week in Wethersfield, CT on re-energizing prospect portfolios! We hope everyone walked away with new ideas and strategies to share in their offices.

The next offering from the Programming Committee will be the pre-conference Research Basics Bootcamp, to be held at the Strawberry Banke Museum in Portsmouth, NH on Wednesday, April 15. Are you a new researcher, or recently returned to the field after a long time away? Want to learn the ropes of research and make some connections with other researchers? The Bootcamp is a great opportunity on its own, but it's also an excellent precursor to the Annual Conference, giving new researchers a foundation to help them make the most of the educational sessions and networking opportunities offered during the conference. Register today for the Bootcamp alone, or for the Bootcamp-and-conference package, on the Upcoming Programs page.

Congratulations, Scholarship Winners!

Laura Parshall — Tue, 31 Mar 2015 13:57:21 GMT

The Conference Scholarship Committee and the Heather Reisz Memorial Scholarship Committee have announced the winners of this year's scholarships!

Pamela Abraham, senior development assistant at the Children's Aid Society, is the winner of this year's Conference Scholarship. There are two winners of the Heather Reisz Memorial Scholarship in its second year of being awarded. Stephanie Cavagnuolo, donor services manager at Oxfam America, is one; Rebecca Elwin, development associate at the Conservation Law Foundation, is the other. The scholarship committees received a number of excellent applications this year. Congratulations to the winners, and we look forward to seeing you at the conference!

Relationship Science - 2015 NEDRA Sponsor

Laura Parshall — Tue, 31 Mar 2015 13:53:12 GMT

Click on the image below for more exciting information!

Looking Back: Patented Prospects

Laura Parshall — Tue, 31 Mar 2015 13:46:17 GMT

In this article from the Spring 1996 NEDRA News, Valerie Anastasio talks about patents, and about what they mean for the wealth of inventors and assignees.

Patented Prospects.pdf

Peek Under the Hood: News From the NEDRA Board

Laura Parshall — Fri, 27 Feb 2015 18:54:22 GMT

The NEDRA Board had its monthly operations call on February 11. Among the subjects discussed were this spring's conference and scholarships, donations to the Heather Reisz Memorial Scholarship Fund, upcoming programs, and more. On February 26 and 27, NEDRA President Suzy Campos and Vice President Tara McMullen represented NEDRA at the APRA Chapter Leaders Summit in Chicago, to compare best practices among chapters. Read on for more information.

2015 Conference Update

Laura Parshall — Fri, 27 Feb 2015 18:43:23 GMT

Registration is open for the 2015 Annual Conference! We hope you'll join us in Portsmouth, NH on April 16 and 17 for what promises to be a lively, educational, and interesting conference. Attend presentations like "The When, Why, and How of Data-Driven Fundraising" and "Herding Cats: The Art of Prospect Management, hear the keynote by Billy Starr of the Pan-Mass Challenge, and network with fellow researchers. Don't forget: even if you can't make it to the conference itself, all NEDRA members are invited to the Thursday night Networking Reception, sponsored by iWave!

Check out the 2015 Conference Schedule At-A-Glance for more information on what to expect.

Scholarship Deadlines Extended

Laura Parshall — Fri, 27 Feb 2015 18:35:51 GMT

Looking for a way to defray the cost of attending the NEDRA Annual Conference this spring? Why not apply for one of our scholarships? The deadline for both the Conference Scholarship and the Heather Reisz Memorial Scholarship has been extended to Friday, March 13.

The 2015 Conference Scholarship, sponsored by The Helen Brown Group, covers the cost of conference registration. All are welcome to apply.

NEDRA has also established the Heather Reisz Memorial Scholarship, in honor of one of NEDRA's most active and beloved members. The Heather Reisz Memorial Scholarship is intended for those who have been in prospect research for less than two years and will cover the cost of registration and lodging for the 2015 Annual Conference and pre-conference Research Basics Bootcamp, as well as a one-year NEDRA membership; travel expenses will also be reimbursed up to $300.

Both scholarships are need-blind. Submit applications for review by Friday, March 13.

What Is New Prospect Identification?

Laura Parshall — Fri, 27 Feb 2015 18:27:31 GMT

Hugh Bennett, Associate Director of Prospect Identification at MIT, gives an overview of prospect ID, and makes the case for a dedicated staff in research offices to oversee this important function.

What is new Prospect Identification?

by Hugh Bennett

There's an old story about how an elephant is described by blindfolded people who touch different parts of the elephant. One feels the trunk and thinks it is a fire hose. One feels an ear and thinks it is a frond of a palm tree. Another touches a leg and thinks it is a porch pillar. When dealing blindly with things, it is possible to have different reactions. Prospect Identification for major gifts is like this. Depending on whom one asks, prospect identification for major gifts is defined differently.

- A senior non-profit VP or president might think it is a donor who has made a first time $1M gift.

- A non-profit fundraiser might think it is that major gift prospect that he/she had contact with for the first time or that prospect someone else told them about.

- A non-profit prospect management analyst might think it is that person they found in the database that no one is calling even though there may be copious amounts of data on the prospect and a capacity rating history in the database system.

- A non-profit researcher might think it is that person they wrote up details on for the first time, or maybe it is like the prospect management analyst - finding someone unsolicited in the database even though there may be copious data and capacity information existing.

- A predictive modeler or data mining analyst might think it is the prospects they find in the database who could be aligned with certain fund raising causes that currently interest the non-profit, or maybe those prospects they churn back as wealthy (even though they are already identified as such in the database).

All of these definitions are actively being used. The one thing these definitions all lack is the actual point of origin.

Prospects for major gifts can be identified for the very first time in different ways by different organizations. References are big in some shops; new patients in hospitals are another common source. But few organizations have systematic ways to find unknown wealth among an existing and fairly static pool of connected prospects, like alumni.

In my higher education research department, we have what appears to be one of the only dedicated proactive research groups in higher education.

We identify new major gift prospects that were not previously recognized as such. These people are almost all already affiliated with our schools (typically as graduates), but they were not known to be wealthy.

In our case, this research results in 800 to 1,000 totally new major gift prospects with confirmed wealth every year. That’s approximately 7,000 in the past 8 years. And, it’s over 90% of our newly rated major gift prospects over the past 8 years. (The rest are mainly unconnected "wish list" type prospects rated by others.) Our efforts have also doubled our overall pool of now known wealthy prospects. All these people had new data entered and were written up when recognized as major gift prospects by proactive research.

Our fundraisers don’t need to qualify these prospects for wealth, only inclination. And they aren’t wasting their valuable time on prospecting people without major gift level wealth.

Our dedicated proactive research professionals have developed systematic approaches to source totally new major gift prospects, mostly from data external to our in-house database. Proactive prospect identification is a science of methodical, valuable work that empowers an organization to hire more fundraisers and raise greater amounts for its cause.

Some non-profit consultants like Dan Pallotta have argued that organization should invest in their advancement services and do more to grow their non-profits. Having a dedicated proactive research staff is arguably one of the best ways to do this.

Reactive researchers are not trained to do proactive research and are busy doing their jobs. Having them do proactive research as part of their job is a waste of time in my opinion. It’s distracting from their main activity and they haven’t got the training, tools, time, or “radar” to be effective or efficient. They are good at detailed research on assigned pre-identified prospects, not at repetitively and systematically finding new golden needles in a haystack.

Proactive research is steps before other fund raising work and often not recognized for its value. Solicitations and other steps along the way can truly add value. But, it is possible that the most valuable work was the origin. All that follow-up work would not have been done without highlighted prospects to focus on.

Strangely some call this proactive work glamorous, even alluring. Hardly. It's methodical and sometimes quite tedious. And we rarely are recognized for what we do.

Yet, my group has discovered several thousand connected individuals as new major gift prospects. They all have proven levels of high wealth, many with recent liquidity events that make them likely and timely tax-driven candidates for major gifts. Even though many are still yet to be solicited, some have already made subsequent multi-million dollar gifts.

Others can emulate this process and improve the health and wealth of their fund raising organization. They can improve and redefine their prospect identification.

Upcoming NEDRA Programming

Laura Parshall — Fri, 27 Feb 2015 18:11:42 GMT

Thanks to everyone who attended the Corporate and Foundation Research RING at Tufts University, and to everyone who participated in the Tweet Chat for APRA Education Week. The Programming Committee is planning more interesting and educational offerings for this spring.

If you're new to the prospect research field, or if you're looking to brush up on your basic skills, don't forget to register for the Research Basics Bootcamp to be held on Wednesday, April 15--the day before the Annual Conference--in Portsmouth, NH. If this will be your first time at a NEDRA conference, the Bootcamp is also a great way to meet some of your fellow researchers before the conference itself begins. Join Roslyn Clarke and Amy Begg of Harvard University to learn about the fundamentals of research, its role in advancement, and how to present your findings!

Volunteer Opportunity of the Month

Laura Parshall — Fri, 27 Feb 2015 18:04:12 GMT

Do you want to be a part of bringing great educational programming to NEDRA members? The Programming Committee is looking for volunteers to help plan programs, identify speakers, and find space for RINGs, Bootcamps, and other programs. If you're interested in helping out, contact Programming Committee Chair Sarah Benson at sbenson@wesleyan.edu or at (860) 685-2253.

Many Thanks, and More Opportunities to Help

Laura Parshall — Fri, 27 Feb 2015 17:05:37 GMT

We would like to thank everyone who has made a gift to support the Heather Reisz Memorial Scholarship! Your contributions are providing wonderful opportunities for people new to the prospect research field. We also have some excellent news. Due to the atrocious weather we've had during the past month, the matching period for all gifts to the Heather Reisz Memorial Scholarship Fund has been extended to March 31! A generous donor will match each gift made, dollar-for-dollar, up to $5,000. If you haven't yet made a gift, you have another month to take advantage of this great opportunity to make a difference! To give, visit the Heather Reisz Memorial Scholarship Donation page. To learn more about Heather's life, see the memorial page for Heather.

Looking Back: The Researcher's Role on the Foundation Relations Team

Laura Parshall — Fri, 27 Feb 2015 17:01:17 GMT

We often tend to focus more on individual prospect research, but in this article from the Winter/Spring 1990 issue of the NEDRA News, Jack Oldham and Barbara Stowe of MIT talk about some of the issues facing foundation researchers, and some tricks for better research in that field.

The Researcher's Role on the Foundation Relations Team.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Mon, 26 Jan 2015 18:41:37 GMT

The Board of Directors met on Wednesday, January 14. At the meeting, Programming Committee co-chair Tina Tong announced that she would be leaving the Board at the end of the month. We'll all miss Tina, and are grateful for the work she did bringing excellent programming to NEDRA members! Naturally, the search for new board members was among the subjects discussed at the meeting, as were upcoming programs and the Annual Conference. Read on for more information.

Call for Board Nominations

Laura Parshall — Mon, 26 Jan 2015 18:30:01 GMT

NEDRA is seeking nominees for open positions on the Board of Directors. Both self-nominations and nominations of colleagues are enthusiastically welcomed!

If you are an active NEDRA member who is experienced in prospect research/management/analytics or related industries, who has previously volunteered with NEDRA, and who is interested in helping others advance in the profession--or if you know someone who fits those criteria--the Nominating Committee would love to hear from you.

NEDRA Board members serve a two-year term beginning in July. The Board meets several times per year in person and monthly by phone; in addition, board members attend selected NEDRA programs and the annual conference.

To apply for a position on the Board, or to nominate someone else, please fill out a nomination form no later than Friday, February 13.

If you have questions about the nomination process or about the duties and responsibilities of a Board member, please contact NEDRA President and Nominating Committee chair Suzy Campos, at scampos@amherst.edu or at 413-542-8263.

An Invitation to Support the Heather Reisz Memorial Scholarship

Laura Parshall — Mon, 26 Jan 2015 18:07:51 GMT

Through the generosity of friends, family, and members of the NEDRA community, the Heather Reisz Memorial Scholarship was created in celebration of the life and contributions of the late Heather Reisz. Heather, who passed away in May 2013, loved the field of research and was a devoted NEDRA volunteer and former board member. She was particularly committed to the professional development of "newbies," as she fondly called them, serving as a mentor and trainer to many.

A generous donor has agreed to DOUBLE every gift NEDRA receives for the Heather Reisz Memorial Scholarship dollar-for-dollar up to a total of $5,000. We must receive your donation by February 28, 2015 in order to receive these additional funds.

Your contribution to the Heather Reisz Memorial Scholarship will help this program to continue, strengthening the prospect research/management/analytics community by supporting its newest members, and honoring Heather's memory.

For more about Heather's life, visit NEDRA's Memorial Page.

To donate online, visit the Heather Reisz Memorial Scholarship Donation Page.

Upcoming NEDRA Programming

Laura Parshall — Mon, 26 Jan 2015 17:32:20 GMT

Ever feel stumped on corporate and foundation research? On Thursday, February 5, Tufts University will be hosting a NEDRA RING on the subject from 3:00 p.m. to 4:30 p.m. Come share ideas and learn from your fellow researchers! See the Upcoming Programs page for more information, or to register.

As part of the 2015 APRA Education Week: Chapters Share Knowledge, NEDRA will be holding a tweet chat on Friday, February 20 from noon to 2:00 p.m. Keep an eye on NEDRA_tweets for more information as it becomes available.

Researcher Resolutions

Laura Parshall — Mon, 26 Jan 2015 17:27:28 GMT

Give yourself a fresh start in your job in the new year! Try these ideas for boosting motivation and advancing your professional development.

Researcher Resolutions

by Laura Parshall

It's a new year, and lots of people are making resolutions to change their lives for the better. For some, this means more gym time, or less TV, or finally getting that home improvement project done. The energy of a new year can lend a boost to these endeavors, as we're conscious of people around us who are also striving to make positive changes, and as more and more sunlight starts slipping into the winter days, making things feel a little more alive. While making all these changes in our personal lives, it can be easy to let our work lives sink into a rut. This year, why not bring this energy, this sense of a fresh start, into your job? Here are some suggestions.

1. Learn a new skill.

It's easy to let your job responsibilities dictate your skills and learning. If you aren't required to do data analytics in your position, you might well find yourself looking blankly at people talking about regressions and deviations and the like. I will frankly admit that I am in this position myself, since data analytics and prospect research are done by different groups of people here at MIT--the result of being a very large shop. If you deal mostly with individual research, you might not know all that much about researching companies and foundations as prospects. Why not dip a toe into the water by attending a workshop or webinar on one of these subjects? NEDRA, APRA International, and the various APRA chapters, as well as other professional organizations, offer these sorts of programs to give us a place to start on learning new skills like these with other people in the industry. You can usually find "101-level" or "introduction" sessions at conferences, as well.

There are other types of skills to explore, though, that are not necessarily specific to prospect research and management and related fields. If you've ever thought about giving a presentation at a conference, but lacked the confidence in your own speaking abilities--or even if you've felt your palms sweat when you've had to talk at an office meeting--a workshop or class series on public speaking might prove incredibly helpful, and take away a lot of the fear factor. Toastmasters International, a nonprofit organization, has clubs all over the world designed to help people learn to speak confidently and competently in public, and can be a less expensive alternative to commercially run classes.

2. Dive into a specialty.

We all know, or know of, a researcher who's considered an expert on a particular subject matter. Some of them acquired their knowledge through a previous career (in my office, we have someone who knows the world of financial services inside and out because of a career in that field), but some of them only started educating themselves in their specialty after they started in the field of prospect research. Although I don't consider myself an expert by any means, I've chosen a specialty for myself: international research, particularly in Asia. I had already done a decent amount of work in this area when I decided to really put some effort into finding and learning to use a wide range of resources besides those that were already in use in my office, and worked with a colleague to put together a collection of resources and information to help our colleagues at MIT and fellow researchers elsewhere in international research efforts. If there's a subject that particularly interests you, always be on the lookout for ways to expand your knowledge of that subject. Look for "intermediate" or "advanced" sessions on the subject at conferences. Go to round-table discussions (like NEDRA RINGs) where you can share ideas and information with other researchers. You can even look outside the industry to find classes or resources directed at other industries (information on valuing companies that's directed at investors, for example). Take the time to delve a little deeper into something than you had before, and you might find people coming to you for answers.

3. Invite yourself to a meeting.

Sometimes, getting that figurative "seat at the table" in the larger development community can start with getting a literal seat at the table. A research colleague and I recently started attending meetings where development officers discuss strategies for engagement and next steps for top rated prospects. There's not always a lot discussed that directly relates to our research, but we've found that being at these meetings has its benefits. When a fundraiser wonders aloud about a gift that a prospect made to another organization, or whether they might be related to another prospect, we can pipe up and give them the information from our research. Being able to provide intelligence on the spot like that helps to raise the profile of research. In addition, being at these meetings allows us to keep abreast of what's going on with these prospects, so we can be ready for any research requests that are likely to come up in the near future. Are there meetings in your organization where you've wished you could be a fly on the wall? Speak up, and ask whoever organizes the meetings if you can attend one. Even if you don't say much, you might still learn quite a bit, and all it will cost the other attendees is the space for another chair.

4. Get out of the office.

Although the old trope of researchers being relegated to a dimly lit basement isn't really true anymore (at least, I hope it's not!), it's true that sometimes we find ourselves isolated from our larger organizations, spending all our time in an office where we mostly just see other researchers and development staff. This can sometimes lead to a feeling of separation from the mission and the energy of our organizations. Since most of us joined the organizations where we work because we admired them and their mission, this means we're cut off from a source of real motivation. Any time you have the opportunity to get out and get involved in your organization as a whole, to experience what happens outside the development sphere---take it! A couple of years ago, MIT celebrated its sesquicentennial, and as part of that, there was a series of symposia open to all members of the MIT community. I attended one on exploration that included a panel of astronauts who were MIT graduates, talking about space exploration. Learning about the exciting work that was being done here by our professors and about the discoveries were being made reminded me that the work I do supports some really, truly incredible stuff. Even just being at that symposium along with faculty, students, and alumni made me feel more like a part of the MIT community, instead of just being on the fringes of it. Try it yourself: get out and go to a lecture. Take a tour. See an exhibit. Volunteer with patients. You might be surprised at how much of a boost it gives to your motivation when you get back to your desk.

The New Year's researcher resolutions I've mentioned are only a start. Depending on the kind of work you do and the kind of organization where you work, there are probably many other things you can do to liven up your job. The most important thing to remember is always to keep your eyes open for opportunities to learn, to grow, and to get connected. While the New Year is a great time for changes, there's never a bad time for professional development or priming the motivational pump.

2015 Conference Update

Laura Parshall — Mon, 26 Jan 2015 17:16:41 GMT

The Conference Committee has announced that the Thursday night networking reception at the 2015 Annual Conference will be held at Portsmouth Gas Light Co. Remember that this reception is open to all NEDRA members, regardless of whether you are attending the conference. It's a great opportunity to meet other NEDRA members while enjoying drinks and appetizers. We hope to see you there!

Looking Back: A Look at Three Peer Screening Programs

Laura Parshall — Mon, 26 Jan 2015 17:13:47 GMT

This article from the Fall 1999 NEDRA News provides examples of how three different kinds of organizations implemented peer screenings as a way to identify potential donors.

A Look at Three Peer Screening Programs.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Tue, 23 Dec 2014 19:59:11 GMT

The NEDRA board had its monthly operations call on Wednesday, December 17. Among the subjects discussed were upcoming programs and some exciting news about this spring's conference. Read on for more information.

2015 Conference Update

Laura Parshall — Tue, 23 Dec 2014 19:01:18 GMT

The Conference Committee is excited to announce that the keynote speaker for the 2015 Annual Conference will be Billy Starr, founder of the Pan Mass Challenge! We hope you'll be able to join us to hear him, and to enjoy the rest of the conference, this spring.

Do you have an idea for an educational session at this spring's conference? Although the deadline has passed, the Conference Committee is still accepting educational session proposals. We'd love to see some more of our members suggest sessions for the conference this year! You can submit your proposal on the Call For Conference Speaker Presentations page.

Research in a Post-Recession Economy

Laura Parshall — Tue, 23 Dec 2014 18:03:36 GMT

The economy is slowly starting to improve, but its after-effects will have a profound impact on prospect research and fundraising. In this article, Ian T. Wells of Ian T. Wells & Associates discusses some of the challenges of the post-recession economy.

Research in a Post-Recession Economy

Prospect Research has always provided a significant return on investment, but the need for it has never been greater than it is today. Economic events have had a profound impact on the finances of the American people, and subsequently will impact what funds are available for philanthropic endeavors. Just as Americans are adapting to new economic realities, development offices must do the same, and effective Prospect Research processes will help them navigate their way through this transitional period.

Although the Great Recession technically ended in July 2009, its aftershocks continue to reverberate throughout the country. Five years after the financial crisis began, 93% of Americans had yet to recover their financial losses.¹ In 2003, the average American household had a net worth of $87,992 [figures have been adjusted for inflation and are presented in 2013 dollars]. Ten years later, the net worth of that household had collapsed by 36% percent to $56,335.² For elite households, however, that trend reversed. In the same period, the top 5% of American households saw their net worth jump from $1,192,639 to $1,346,834; a gain exceeding 14%. While the average American’s net worth was devastated by the Great Recession, the wealthiest members of society have prospered.

Similarly, the finances of the federal government are the worst they have been in generations. The national debt has increased from 30% of the nation’s Gross Domestic Product 40 years ago, to 99% today.³ As of August 31st, 2014, the National Debt exceeded $17.7 trillion.⁴ Unsurprisingly, politicians are under increasing pressure to reduce government spending to more sustainable levels. Threats of government shutdowns are now a regular part of our political discourse, and cuts to needy programs are viewed as “trimming the pork”. Even research grants to the world’s best scientists are being cut,⁵ leaving noteworthy programs adrift without funding. Nonprofits will not be able to rely on government grants for endless support into the future. Yet their need for this money will remain.

Improved Annual Fund appeals may be able to mitigate some of these changes, but they cannot do so alone. This is not to suggest that Annual Fund efforts are insignificant. As will be explored in a future study, many Annual Fund initiatives have untapped potential that can be better utilized with thorough analytics. The success of the Ice Bucket Challenge was a testament to what can happen when a populist philanthropic effort goes viral. Yet, there are 966,599 public charities listed in the United States.⁶ When the zeitgeist aligns with a philanthropic effort, it can literally bring $100 million to a single charity, but that does little to help the remaining 966,598 organizations.

For institutions of higher education, further challenges await in the years ahead. Studies indicate that younger alumni do not share the devotion to their almae matres exhibited by their forebears, and three-quarters of Millennials would prefer to donate to other organizations before supporting their own colleges.⁷ This development may not necessarily be a surprise, given the increasing cost of education. Over the past three decades, the cost of tuition has increased 1,120%, and Americans now collectively owe more than $1 trillion in college loans.⁸ As young graduates begin their adult lives with an average student debt of $33,000,⁹ they are less likely to perceive their universities as cash-strapped organizations in need of philanthropic support. As young graduates continue to take on greater amounts of debt to finance their education, fundraising models that have historically relied on a large base of grateful alumni will yield diminishing returns in the years ahead.

Amid this dire news, it may be easy to conclude that the philanthropic industry is headed for a dark age devoid of donations. But the truth is just the opposite: America’s GDP remains the greatest of any sovereign nation.¹⁰ The Dow Jones Industrial Average has regularly broken old records for the past two years, and once-unthinkable averages are all but taken for granted. Luxury goods continue to thrive in the market: a hedge fund manager just purchased the most expensive home in the United States for $147 million in May,¹¹ while last year saw the completion on construction of a record-breaking 590’ yacht. There are so many billionaires today that hundreds of them are too “poor” to be listed on the Forbes 400. There are more dollars to go around than ever before, and they are held in fewer hands.

Those who are familiar with the Pareto Principle may already expect 80% of their funds to come from the top 20% of prospects. But this effect is becoming even more pronounced in our economy, and leading nonprofits may expect as much as 90%+ of their funds to come from the top 5% of their prospects. Now, more than ever, the fate of nonprofits will hinge upon their ability to cultivate the interests of the elite. Bake sales and telethons will yield limited results compared to the enormous financial potential of just one elite prospect. In order to be successful, nonprofits will have to adopt more efficient strategies to discover and manage the prospects with whom their frontline fundraisers will work. This is where Prospect Research will make its impact.

Greater investments in Research-related processes – such as devoting more time to proactive identification efforts, or implementing portfolio management strategies to better cultivate top prospects – will help nonprofit organizations in their efforts to attract and motivate their most affluent constituents. By adopting better prospect development protocols, development offices will better adapt to this challenging environment. Indeed, many may thrive more than they have in the past by undertaking such measures. While some organizations may question if they can afford to significantly invest in prospect research, the opposite question should be posed: can they truly afford not to?

¹ Pew Research Center: A Rise in Wealth for the Wealthy; Declines for the Lower 93%
² The Russell Sage Foundation: Wealth Levels, Wealth Inequality, and the Great Recession
³ Kimberly Amadeo: National Debt by Year Compared to GDP, Recession and Other Major Events
⁴ U.S. Treasury: Monthly Statement of the Public Debt of the United States
⁵ The Boston Globe: Grants for Research get Scarcer; Harvard Scientists Face Funding Gap, Sept. 23, 2014
⁶ Nation Center for Charitable Statistics: http://nccs.urban.org/statistics/quickfacts.cfm
⁷ The Chronicle of Higher Education: From Millennial Donors, Little Loyalty to Alma Mater, September 8, 2014
⁸ Daily Finance: The High Cost of Higher Education Explained in One Simple Graphic, March, 13, 2013
⁹ The Wall Street Journal: Congratulations to the Class of 2014; The Most Indebted Ever, May 16, 2014
¹⁰ data.worldbank.org
¹¹ Forbes: Most Expensive Home Sale Ever: East Hampton Estate Sells for $147 Million, May 5, 2014

Upcoming NEDRA Programming

Laura Parshall — Tue, 23 Dec 2014 17:17:09 GMT

Thanks to everyone who joined us online for Sarah Benson's webinar on campaign pipeline management earlier this month! The Programming Committee has more in store for you in the new year. During APRA's education week in February, Lindsay Brown of Babson College will be hosting a Tweet Chat. Stay tuned to the website and to @NEDRA_Tweets for more information!

This March, Beth Bandy will be presenting a program on international research. Keep an eye on your e-mail and on the Upcoming Programs page for further information.

Scholarships for the Annual Conference Still Available

Laura Parshall — Tue, 23 Dec 2014 16:50:03 GMT

Are you concerned about the cost of attending the 2015 NEDRA Conference? Looking to defray costs so more of your staff can attend? Both the Conference Scholarship and the Heather Reisz Memorial Scholarship are still accepting applications!

The Heather Reisz Memorial Scholarship is intended for those who have been in prospect research (or a related field) for less than two years, and will cover the cost of registration and lodging for the 2015 Annual Conference and pre-conference Research Basics Bootcamp, as well as a one-year NEDRA membership. In addition, travel expenses will be reimbursed up to $300. Apply here.

The 2015 Conference Scholarship, sponsored by The Helen Brown Group, covers the cost of registration for the 2015 NEDRA Conference only. Apply here, and don't forget a letter of recommendation.

Applications for both scholarships are due February 27.

Looking Back: The Ratings Game: New Strategies for Rating and Wealth Evaluation in Today’s Economy

Laura Parshall — Tue, 23 Dec 2014 16:38:35 GMT

Since the idea of capacity ratings has been the subject of much conversation lately (see the Industry News Blog for more information), it seemed like a good time to bring back this article that Jill Meister wrote for the NEDRA News in 2009.

The Ratings Game.pdf

See you in 2015!

Laura Parshall — Tue, 23 Dec 2014 16:21:07 GMT

We've had a wonderful year of programming, networking, learning, and working together. Thanks to all of our members for your many contributions, and may you, your families, and your loved ones have a very happy new year! See you in January!

Peek Under the Hood: News From the NEDRA Board

Laura Parshall — Mon, 24 Nov 2014 21:30:14 GMT

The NEDRA Board met on November 11. Among the subjects discussed were past and upcoming programs, the annual conference, the VINO scheduled for that evening, and an upcoming call for board nominations. Read on for more information.

Upcoming NEDRA Programming

Laura Parshall — Mon, 24 Nov 2014 21:17:15 GMT

Thanks to everyone who attended the Research Basics Bootcamps in October and November! The Programming Committee has planned even more great programming in the months ahead.

On December 5, join Sarah Benson of Wesleyan University for a webinar on Pipleline Management During a Campaign. NEDRA is very excited to be offering this new form of programming!

In February, a Tweet Chat will be held during APRA's Education Week. Stay tuned for more details on the subject and moderator.

Coming up in March, plans are underway for a program on International Research. Details will be announced by e-mail and on the Upcoming Programs page as they become available.

As always, if you have an idea for a program you'd like to see, feel free to submit it at the Program Proposal page.

Less is More: Three Steps to Make Research More Strategic

Laura Parshall — Mon, 24 Nov 2014 21:11:16 GMT

Continuing on last month's theme of cutting down and cutting out, Ian T. Wells of Ian T. Wells & Associates has some tips for making prospect research more efficient, and more useful to your organization.

Less is More: Three Steps to Make Research More Strategic

The development industry is becoming increasingly competitive and fast-paced. Annual objectives are being pushed to higher levels, and campaign goals are being set at figures that were unthinkable just a decade ago. While research professionals have found greater and greater demands placed upon them, they have not always been provided with extra resources to help them achieve those goals. In such demanding scenarios, increasing the efficiency of prospect research and management processes is often a necessary strategy.

Implementing such a strategy is easier said than done. Often, there are many obstacles to negotiate: frontline fundraisers requesting great volumes of research; limited funds to invest in research tools; and/or unrealistic expectations create pressures that derail attempts to implement streamlined processes. But there are some basic steps that can be taken at development offices of all sizes to help researchers improve the impact of their work.

Step #1: Stop Over-Researching Prospects

At first glance, this advice may be misinterpreted to suggest prospect research isn’t valuable. Nothing could be further from the truth. It is because research is so valuable that it should never be wasted. Yet, whenever someone invests an excessive amount of time in researching a prospect, that is precisely what happens.

At many shops, research is evaluated by how thorough it is. This is not a bad thing in the abstract; thoroughness is a virtue. But any virtue, taken to excess, degenerates into vice. If research is excessively detailed – that is, it records matters that are superfluous or irrelevant to advancing a prospect through the solicitation cycle – then some time has been wasted that could have otherwise gone towards another priority.

The motivation for being exceptionally detailed is understandable. In many cases, it is due to researchers anticipating that they will face demanding expectations to find every piece of publically available data. In such environments, researchers are incentivized to be excessively thorough, lest a gift officer complain about the research being “incomplete”. The last thing a researcher wants to deal with is an inquiry about why a research document failed to note that a prospect’s roommate’s second cousin played intramural rugby.

The level of research provided on a prospect should be proportionate to the prospect’s proximity to making a major gift. If a prospect is about to be solicited for an 8-figure gift, it is perfectly reasonable to expect a researcher to thoroughly analyze every SEC Form recently filed on the prospect. But if a constituent has only been newly identified, it’s unnecessary to create a multi-page document detailing the prospect’s life story. Instead, design templates to address the key needs at each stage. Newly identified prospects just need a few sentences to facilitate the assignment process. (E.g. what is the prospect’s connection to the organization? What is the source of the prospect’s wealth?) Prospects in the Cultivation stage may require more research regarding family information, personal interests, or affiliations. Full Profiles should be reserved for top prospects and actual solicitations. More targeted research will allow you to provide more helpful support on greater numbers of prospects, and as a result, you’ll make greater contributions to your organization’s bottom line.

Step #2: Ensure Metrics Align with Priorities

Despite the importance of providing more targeted research, Step 1 should not be taken in a vacuum. Indeed, a sudden change to research protocols may be unlikely to get approval from executive leadership without being justified as part of a broader effort to provide more strategic support to the organization. And a good way to spearhead such an effort is to evaluate how well research metrics align with organizational priorities.

As the maxim goes, metrics lead behavior, so it’s important to ensure that metrics are incentivizing researchers to contribute to the priorities of your organization. There may be additional metrics, however, that were already established for researchers. And these metrics may suddenly compete for your limited time. Even if the original metrics were adopted for good reasons, and may still be good practices in the abstract, it may be for the best to stop using such metrics until the organizational priorities have been achieved. Rather than try to juggle a multitude of priorities poorly, it’s better to focus on supporting the top priorities of executive leadership very well.

The instinct to take on new priorities without re-evaluating how well they dovetail with prior objectives is a noble one, albeit misguided. Many researchers have a drive to serve their organizations as best as they can, and will take on additional responsibilities without a complaint. This “mission creep” can hurt productivity, however, by making too many demands of too few people. Even if it requires meeting with your supervisor to discuss the possibility of reframing your objectives for the year, it is important to have an honest assessment of how to best achieve organizational goals. It is better to triage metrics in hopes of focusing on only the most essential objectives than promise do achieve the impossible and subsequently fail to meet those goals.

Step #3: Find More Prospects

There is one objective that should always make its way into research metrics, and that is to identify new prospects. Devoting less time to cumbersome research and less time to complete unnecessary metrics will yield more time to discovering new prospects. This is a worthwhile goal, for an organization can never have too many prospects. At most, it can only have too few fundraisers to properly cultivate them.

Increased prospecting provides a number of benefits. By having a larger pool of newly identified prospects to recommend for assignment, researchers can be more selective and add higher caliber constituents to their gift officers’ portfolios. With proper tracking of identified prospects, researchers can tally the cumulative total of gifts coming from donors they discovered. Furthermore, the continuous flow of new prospects into the pipeline provides some political cover for researchers seeking to revise their prospect development processes. Frontline fundraisers who feel assured that they have the prospects needed to reach their goals are less likely to find faults with researchers than those who don’t feel so supported. And in turn, researchers who are less concerned with protecting themselves from criticism will be more empowered to help their organizations reach their latest goals.

2015 Conference Update

Laura Parshall — Mon, 24 Nov 2014 21:00:01 GMT

The call for scholarship nominations has gone out! If you want to attend the conference this spring, and are looking for ways to defray the cost, consider applying for the Heather Reisz Memorial Scholarship (to benefit those new to the field of prospect research), or the Conference Scholarship (open to all). Both scholarships are need-blind. Please note that applications for both scholarships are due by February 27, 2015. If you have any questions about the Heather Reisz Memorial Scholarship, contact Amber Countis. If you have questions about the Conference Scholarship, contact Mary Taddia.

Thanks for a Successful VINO!

Laura Parshall — Mon, 24 Nov 2014 20:39:20 GMT

We would like to thank everyone who came out on the night of November 12 to the VINO (Very Informal Networking Opportunity) at the Red Hat in Boston, sponsored by EverTrue! There were NEDRA members present from a variety of organizations in the area. It was an excellent opportunity to meet new people in the prospect research field, to socialize, and to share information. We hope that those of you who weren't able to make it will be able to join us at future VINOs!

Board Member Nominations, Coming This Winter

Laura Parshall — Mon, 24 Nov 2014 19:33:10 GMT

Have you been thinking about how to increase your involvement with NEDRA? Since this is the final year on the board for directors Amber Countis and Bruce Berg, we will be putting out a call for board nominations in a few months. If you are interested in applying, or know someone else who might be, keep an eye on your e-mail and on the NEDRA web page as more information becomes available.

Looking Back: Public Records, Private Lives

Laura Parshall — Mon, 24 Nov 2014 17:04:11 GMT

The way we find public record information may have changed since Jane Kokernak wrote this article in 1998, but the considerations about privacy and the use of publicly available information are still relevant today--if not more so.

Public Records, Private Lives.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Fri, 31 Oct 2014 18:11:25 GMT

The Board of Directors had its monthly operations call on October 23. Among the subjects discussed were upcoming programs, the 2015 Annual Conference, and the results of the 2014 Membership Survey. Read on for more information!

Upcoming NEDRA Programming

Laura Parshall — Fri, 31 Oct 2014 17:48:00 GMT

Today, a Research Basics Bootcamp is being held in Boston! If you were unable to sign up for this one, though, don't worry--the next Bootcamp will be held on November 21 at Smith College. Join Tim Enman for a full day of research fundamentals, and take advantage the opportunity to network with other NEDRA members! Register on the Upcoming Programs page.

Speaking of networking with other NEDRA members, NEDRA will be holding its next VINO (Very Informal Networking Opportunity) on Wednesday, November 12 at The Red Hat in Boston. VINOs are a great chance to meet other NEDRA members--and non-members in the prospect research field--in a relaxed and fun setting. This time, the first 30 people to RSVP for the event will receive drink tickets courtesy of EverTrue, our generous sponsor for the event! Register at the Upcoming Programs page now, to make sure you get one.

Coming up in December, Sarah Benson from Wesleyan University will be presenting a webinar on the campaign pipeline. Keep an eye on your inbox and on the NEDRA webpage for more information as it becomes available!

Briefer (or, How to Tell Stories with the Delete Key)

Laura Parshall — Fri, 31 Oct 2014 17:44:10 GMT

It's Halloween, and in spite of all the ghosts, ghouls, and goblins prowling the streets, the scariest thing a researcher could have to face might be...the Attack of the Fifty-Page Donor Brief! If your profiles are starting to look scary, NEDRA News editor Laura Parshall has some tips on how to make them more manageable.

Briefer (or, How to Tell Stories with the Delete Key)

At the end of September, my office got together to wish a happy retirement to someone who'd been a fixture here for over 25 years. Charlie Carr, who received the Ann Castle Award from NEDRA in 2010, was the principal gifts researcher here at MIT. Over the years, he had come to be deeply familiar with our highest-level donors and prospects, and the stories of their relationships with MIT. It was difficult to imagine the research office without him. It's still difficult to imagine now that I'm one of two people trying to fill the big shoes he's left, as a new principal gifts researcher.

Although I've been a researcher at MIT since 2007, I'm finding that stepping into this principal gifts role is providing me with new challenges and opportunities to learn. One of the biggest changes I've seen with the prospects and donors I research now is that many of their stories are very, very long--much longer than most of the other donors I've researched. Most of these donors have relationships with MIT that span several decades. Some of the relationships have been going on for multiple generations.

I recently had to research a donor who was the third of four generations of his family to attend MIT, and the second generation to be engaged philanthropically with the Institute. When I was tasked with updating our research on this donor, I realized that the summary of his interaction with MIT was two whole pages long. (This was a summary?) Now, even if our office hadn't already been in the process of shrinking down our research briefs, I had to admit that this was getting unwieldy. Sure, there was a lot of history there, but there was also a lot of future interaction ahead, and it was important to make sure there would be room for that. It was also important to make sure that the story of the donor was told in a way that the high-level administrators who visit such donors would be willing to read and able to digest. I'm sure these are concerns that other offices have as they try to make their work processes and products more efficient, and that they are also facing challenges in doing this. Here are some of the steps I took, and the things I considered, in deciding what to keep and what to cut.

1. Look for the themes.
Yes, the first thing you have to do is read the whole profile, even if you've read it many times before. Even better, if you have time, go back and read through the donor's file, or at least the contact reports from development officers. Rather than a timeline of events, try to pick out large themes that recur over the course of the donor's history. Do they repeatedly reject solicitations to name buildings, but instead support scholarships and fellowships? Do they always show interest in certain kinds of projects? Do they insist on only making expendable gifts rather than endowing funds? Do they have specific complaints that they have raised multiple times? These themes show what's been most important to the donor, and paint the big picture of their relationship with the organization.

2. Look at the details.
Now that you've identified these main themes, look at the details. What details do you see that support these main themes? Which ones are important to telling the story? If one of the themes is that the donor's attitude towards the organization has gone from disaffected to very warm, it might be important to note the origin of that initial disaffection (such as a child's application being rejected by the admissions department at a school), and any big events that led to the change of heart. If their support of a particular initiative stems from a long friendship with the person leading that initiative, that's important to know as well. If simply stating the theme would raise significant questions for an unfamiliar reader, including some of those details is a good idea.

3. Don't be afraid to cut.
The rest of those details? All the hemming and hawing about the specific timing of a gift? All the back-and-forth that went into deciding how to allocate it? All those many, many meetings where people met with the donor and they talked socially with only the briefest mention of the philanthropic relationship? Ninety percent of the time or more, you can simply leave it all out. Sometimes, leaving in every detail can actually make the story more confusing, as it can be harder for those big important themes to stand out in a sea of minutiae. I've had some pushback from development officers on some of this, I'll admit: they understandably see each interaction with the donor as important, and don't like seeing anything left out. I try to stick to my guns, though, and suggest that if there are details they feel the person meeting with the donor should know, that they should brief them on those before the meeting. Realistically speaking, five years from now, when this donor has a new relationship manager, will it really matter that the current one met them for coffee and chatted with them about politics after thanking them for a gift?

4. Keep up with it.
Sometimes, when you're on a tight deadline, it can be easy to just tack information from the most recent meeting on to an existing brief. With some of these high-powered donors, though, last-minute meetings are par for the course, and an extra line or two added on with each brief can add up over time. Instead, when you're looking at new information, be ruthless in deciding whether it's important to add to the brief. Does it really add to the story? Does it tell us something important that we didn't know before? Does it mark a real change, or a milestone in the relationship with the donor? If not, it shouldn't be necessary to add it. If you can, try to get an idea from your development officers about which prospects are likely to be visited in the near future, so you can plan ahead and do some cutting-down before the last-minute research request comes in.

The trend toward shorter prospect profiles seems to be a widespread one, and with good reason: they don't take up as much of a researcher's time, and they are more comprehensible for the reader--and more likely to be remembered. As researchers, we love being able to find information, and are always eager to communicate it. Sometimes, though, we have to remember that communicating information is as much about knowing what to leave out, as it is about what to tell.

Many Thanks

Laura Parshall — Fri, 31 Oct 2014 15:48:18 GMT

The NEDRA Board would like to thank Valerie Anastasio, a past recipient of the Ann Castle Award, for agreeing to serve on the Ann Castle Award Committee. Also serving on the committee will be Katherine Reisz-Hanson, who accepted the Ann Castle Award on behalf of her late sister, Heather Reisz, last spring. Amber Countis chairs the committee.

2015 Conference Update

Laura Parshall — Fri, 31 Oct 2014 15:42:55 GMT

The deadline to submit your educational session proposal for the 2015 Annual Conference has been extended to Wednesday, November 5. We know NEDRA's members have huge amounts of knowledge and experience that are worth sharing, and would love to see you present a session at the conference. If you have an idea for a session, please submit your proposal at the RFP page. If you have questions, feel free to contact Conference Committee Co-chairs Amy Begg and Anne Brownlee.

Membership Survey Now Available

Laura Parshall — Fri, 31 Oct 2014 15:37:30 GMT

We would like to thank everyone who took the time to fill out the NEDRA membership survey earlier this year! Now, the long-awaited results are ready. Take a look to learn about what other organizations are doing in terms of their structure, protocols, and compensation, and about what sort of people make up NEDRA!

Looking Back: Coming Home to the Office

Laura Parshall — Fri, 31 Oct 2014 15:31:56 GMT

As the weather gets colder, many of us start daydreaming of a workday without a commute. This article from 1996 has some considerations for those who would like to work from home.

Coming Home to the Office.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Fri, 26 Sep 2014 16:53:31 GMT

The NEDRA Board met on Wednesday, September 17. Among the topics discussed were an exciting change in membership renewal, past and upcoming programs, and the 2015 conference. Read on for more information!

Changes to NEDRA's Membership Year

Laura Parshall — Fri, 26 Sep 2014 16:42:50 GMT

Good News, NEDRA Members! Effective this fiscal year and beyond, NEDRA
memberships will now last for one calendar year from the date of joining/renewal instead of automatically terminating on July 1. NEDRA's Board of Directors voted to make this change to its membership protocols in response to feedback from researchers across New England. We hope that this procedural change simplifies the renewal process for members as you continue to enjoy the benefits that come from being a part of the NEDRA family.

NEDRA's bylaws will be changed to reflect this new membership renewal structure. The new language will read as follows:

"For purposes of membership the year shall be defined as beginning on the day on which membership becomes active and ending on the same calendar date of the following year."

We will be taking a vote to ratify this change at the Annual Business Meeting at next year's conference.

2015 Conference Update

Laura Parshall — Fri, 26 Sep 2014 16:20:59 GMT

The Conference Committee is now seeking proposals for educational sessions for the 2015 Annual Conference. If you're interested in presenting a session on a topic related to fundraising research, prospect management, fundraising data, or analytics, submit your proposal online at the Call For Conference Speaker Presentations site. Presenting at the NEDRA Conference is a great way to gain speaking experience while sharing your unique skills, expertise and best practices with colleagues!

Engagement and Social Media

Laura Parshall — Fri, 26 Sep 2014 16:01:09 GMT

In this article, Brent Grinna of EverTrue shares some thoughts on how to measure donor engagement, and it starts with social media.

Engagement and Social Media

We know that engaged donors are more likely to give. What’s still up for debate is how to measure that engagement in our newly social world to most effectively rate prospects.

In a 2002 study, the MIT Alumni Association used data to prove that "involved alumni are much more likely to give." At that time—over a decade ago—the definition of “involved” was limited to reunion attendance, volunteerism, and club leadership. During the 12 years in between the MIT study and today, social media has emerged and proliferated the everyday lives of its now billions of users across the world.

What hasn’t changed is the clear correlation between engagement and giving. In 2002, MIT’s data showed that reunion attendees were 30% more likely to give than those who did not attend.

In 2014, EverTrue data shows that Facebook users who like your organization’s content are 92% more likely to give than non-likers.

Donors are involved and engaging with your organization through social channels. Using social networks like LinkedIn, Facebook, and Twitter, they’re posting about life events and sharing other users’ content that they like and want to be associated with. That data can and should be collected and analyzed to inform donor and prospect ratings.

Still, most educational institutions dedicate staff time and resources to tracking reunion attendance and very little (or no) time measuring social engagement. If you aren’t tracking who’s engaging with you on Facebook, you’re essentially hosting a reunion without keeping track of attendance.

If you want to better understand your donor engagement, start by asking, “Who are our most engaged Facebook fans?”

If you can’t quickly answer that basic question, you’re missing out on an important source of donor information. By combining insights from internal and external data, you can quickly and easily produce a high return on your social media investment.

Link Up With NEDRA on Social Media

Laura Parshall — Fri, 26 Sep 2014 15:16:55 GMT

You go to the NEDRA website. You read the NEDRA News Blog. You attend the annual conference. Did you know, though, that there are two other great ways to connect with NEDRA? Join us on LinkedIn, at the New England Development Research Association group. Ask questions, share information, and get to know your fellow NEDRA members and other researchers from all over the world! You can also follow us on Twitter at @NEDRA_Tweets. Get real-time news and information from NEDRA, on your computer or your phone! Participate in Tweet chats!

Don't miss out on these great ways to connect. If you have questions about NEDRA on social media, contact Social Media Committee Chair James Cheng.

Upcoming NEDRA Programming

Laura Parshall — Fri, 26 Sep 2014 14:51:54 GMT

This month, two NEDRA programs took place: a RING to recap the APRA International conference, and a Residental Real Estate Review workshop. We hope that all who attended found them useful and interesting!

Next up, there will be a Research Basics Bootcamp on Friday, October 31 at Tufts University in Boston. If you're new to the research field, or if you want to brush up on your basic research skills, then join Amy Begg and Roslyn Clarke for a day of intensive education! Keep an eye on your inbox, and on the Upcoming Programs page, for more information.

Many Thanks!

Laura Parshall — Fri, 26 Sep 2014 14:42:31 GMT

The Conference Committee is now complete. In addition to co-chairs Anne Brownlee and Amy Begg, it will also include Christopher Lawler from Harvard University and Susan Grivno from the University of New Hampshire.

The Conference Scholarship Committee is also complete. Committee chair Mary Taddia will be joined by Kyoko Ingalls from the Maine Coast Heritage Trust and Rebecca Francis from Bates College.

Thanks so much to Chris, Susan, Kyoko, and Rebecca for being willing to volunteer!

Looking Back: Privacy in the Electronic Age

Laura Parshall — Fri, 26 Sep 2014 14:35:20 GMT

Even though Carolyn Byrne wrote this article twelve years ago, the issues of online privacy are still relevant--more relevant than ever--and still affect our work.

Privacy in the Electronic Age.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Fri, 22 Aug 2014 18:05:46 GMT

The NEDRA board held its monthly operations call on Wednesday, August 20th. Among the subjects discussed were the exciting programming coming up this fall, the 2015 annual conference, and scholarships. Read on for more information, including an article by the sister of Heather Reisz, in whose memory the Heather Reisz Memorial Scholarship is offered.

Upcoming NEDRA Programming

Laura Parshall — Fri, 22 Aug 2014 18:03:46 GMT

The NEDRA Programming Committee and community have been busy this summer building a Fall 2014 program schedule. Starting in September, Melissa Bank Stepno will be presenting her Residential Real Estate Review program in Boston. If you weren't able to see Melissa's presentation at the APRA conference this year, don't miss out on this insightful and powerful presentation. For more details and to register, go to the Upcoming Programs page.

New to research or need a refresher course on some research basics? Keep your eyes and calendar open for two Research Bootcamps coming in late October and mid-November to Boston and Western Massachusetts. We will also be offering multiple programs and RINGS throughout Connecticut on a variety of subjects.

Spoiler Alert: The programming committee is also extremely excited to introduce on-line programming this fall! Based on member feedback and needs, we are pleased to open another avenue of programming that will be convenient and engaging for the entire research community. Stay tuned to learn more about NEDRA's inaugural on-line programs! Have we piqued your interest yet? We hope that you are looking forward to these wonderful opportunities as much as we are.

2015 Conference Update

Laura Parshall — Fri, 22 Aug 2014 17:57:06 GMT

Now that the place and the dates for next year's conference have been chosen (Portsmouth, NH on April 16th and 17th), things are really getting rolling! This year's Conference Committee co-chairs, Anne Brownlee and Amy Begg, are working on forming their committee as we speak. Before you know it, they'll be requesting proposals for conference sessions. So, if you've ever thought you might like to speak at a NEDRA conference (or even if you've never thought it before), start giving some thought to what sort of session you'd like to present. We'd love to hear from you when the time comes--we know NEDRA members have a lot of interesting and educational things to share!

Recipients' Perspective: Impact of The Inaugural Heather Reisz Memorial Scholarship

Laura Parshall — Fri, 22 Aug 2014 17:48:31 GMT

Katherine Reisz-Hanson is Heather Reisz's sister, a member of the Heather Reisz Memorial Scholarship Committee, and a marketing communications consultant. In this piece, she interviews the recipients of the inaugural scholarship in her sister's name.

Recipients' Perspective: Impact of The Inaugural Heather Reisz Memorial Scholarship

“The conference felt very family-like. I got the sense that people really care for each other; this is not just work to people.” That is how Monique Bourgeois Miller describes the feeling at the 2014 NEDRA Annual Conference in Boston in March. Monique was one of two inaugural winners of the Heather Reisz Memorial Scholarship, which covered her costs for attending the conference.

Scholarship Honors Mentoring

The scholarship honors the mentoring spirit of Heather Reisz, an active and devoted NEDRA volunteer and former board member who passed away in May 2013. “Heather had a particular fondness for newcomers to the profession….Thanks to Heather’s free sharing of knowledge, support, and advice, there are numerous people in the field who have her to thank for their success,” noted former NEDRA President and board member Rick Snyder when the scholarship was launched.

The Heather Reisz Memorial Scholarship enables newcomers to the field of prospect research to benefit from the knowledge of more experienced NEDRA members. The award provides for lodging and registration and defrays travel costs for the awardee to attend the NEDRA Annual Conference and pre-conference Research Basics Bootcamp, as well as a one-year NEDRA membership.

Inaugural Recipients

During a luncheon at the 2014 NEDRA Conference the first annual Heather Reisz Memorial Scholarships were awarded to Monique Bourgeois Miller, Prospect Researcher at Hampshire College in Amherst, MA, and Laura Koo, Assistant Director of Research at The Art Institute of Chicago.

For Laura, receiving the scholarship was particularly personal and meaningful having been hired by Heather in November 2012. Heather had moved from Boston (and the position of Director of Research and Prospect Development at the Museum of Fine Arts) to Chicago a year earlier when she accepted the role of Director of Research at the Art Institute with the mission to initiate a research group within the development department.

In her scholarship application Laura recalled that “Heather took a chance on how green my research skills were, as I was 100% self-taught. At the time I received the job offer, I was feeling incredibly stuck with my career and struggling to find my focus and move away from being a generalist within a fundraising department. Heather’s faith in me helped me gain faith in myself.

Part of being a ‘green’ researcher meant that, using Heather’s terminology, she was going to ‘train me up.’ I was incredibly excited to have her as my mentor. Up until that point I had never done a true capacity rating, my real estate valuation skills were rudimentary, and I had zero expertise in interpreting a prospect’s stockholdings. And while Heather and I thought we had all of the time in the world for her to train me, after I had been on the job for only 6 months Heather very sadly and unexpectedly passed away.”

“While I know that Heather loved her time in Chicago and the researchers she met here, her heart was always back in Boston and she spoke so highly of NEDRA and her involvement with the organization,” said Laura. “It was great to meet so many of Heather’s friends and colleagues at the conference.”

A Wealth of Information

After attending the Annual Conference, Laura noted that many of the presenters were from larger institutions than the Art Institute and had larger research staff. She commented, “it was a good opportunity to see the big picture and then think how to apply the same tactics to our smaller museum staff.” She particularly appreciated the session Partnering on Prospects: The Role of Prospect Research in Strategy Development presented by Amy Gingle and Sarah Guarino, both from Massachusetts General Hospital.

Monique, who applied for the scholarship a year into her first job as a prospect researcher, recalled that “All the sessions were very helpful, but I learned new things and was able to ask better questions after Jeffrey Ouellette's session on copyright [Intellectual Property: Rights, Reason, and Research!]. I also enjoyed Christopher Haight's session on venture capital and private equity. The session that discussed the art and science of rating [with Susan Das from Rutgers University Foundation] was also really informative and enjoyable.”

Monique continued, “I also just really appreciated the casual conversations with everyone and talking about different strategies and systems people have in place at their institutions.”

Since attending the conference, Monique said “When a new challenge arises in my day-to-day job, I have a wealth of information to draw from…This has been immensely helpful for me. I also sometimes reach out to more experienced NEDRA members when I have a question that I'm having a hard time answering.”

Supporting New Researchers

Traveling from Chicago, Laura noted that she met several other people at the Annual Conference that were not from New England. “A lot of people don’t have a chapter like NEDRA or a lot of resources, so [being able to attend the conference] is a nice opportunity,” said Laura.

“I think the fact that my scholarship application was successful also helped me establish myself as a prospect researcher,” added Monique. “It's always good to have one's work recognized by an outside organization! The conference and the award have given me more confidence in my work.”

Laura and Monique were selected from a group of very qualified applicants. NEDRA is continuing to raise funds for the Heather Reisz Memorial Scholarship so as to be able to continue offering multiple scholarships to the Annual Conference and the pre-conference Research Basics Bootcamp for a number of years to come. Donations can be made at any time on the NEDRA website.

If you have been in prospect research (or related fields) for less than two years and would like to attend the 2015 NEDRA Annual Conference (April 16 & 17 at the Sheraton Portsmouth, Portsmouth NH), keep an eye out for the call for Heather Reisz Memorial Scholarship applications later in the year. Inquiries can be made to office@nedra.org.

Many Thanks!

Laura Parshall — Fri, 22 Aug 2014 17:44:57 GMT

The NEDRA board would like to thank the three new volunteers who will be assisting the Conference Scholarship Committee this year. Thanks to Beth Moyer at Nantucket Cottage Hospital (herself a former scholarship recipient), Rebecca Francis at Bates College, and Kyoko Ingalls at Maine Coast Heritage Trust, for helping out!

Giving Trends by Generation

Laura Parshall — Fri, 22 Aug 2014 15:17:08 GMT

Kat Banakis, Director of Strategic Implementation at GG+A Analytics, explores the giving behavior of five generations of donors, to better understand the way giving is changing and what we can expect in the future.

Giving Trends by Generation

GG+A analyzed the alumni giving at 11 higher education research institutions with mature fundraising programs in order to see what trends, if any, could be found in giving by generation (Greatest, Silent, Baby Boomers, Generation X, Millennial). In particular, we wanted to look at how the giving behavior of people of a set age – say 30 or 40 years old – compared over time in hopes of being able to shed some light onto planning considerations for development going forward. The results showed a likely increase in the need for major gift prospecting.

Methodology: We created standard definitions of gifts across the cohorts and adjusted the dollar values for inflation.

--Analyzed the median 95% of gifts

--Limited the population analyzed to living alumni donors where age was available.

--Included annualized commitments (outright gifts and pledges).

--Adjusted all gifts for inflation (CPI)

Findings: In short, we found that the participation rate of alumni giving seems to drop with each generation, but that those proportionally fewer individuals are giving more dollars.

Participation rates in alumni giving appear to decrease from one generation to the next. (Click on the image to see larger size)

The average size of gifts in inflation-adjusted dollars is increasing with each generation.

Cumulative is giving also increasing.

Implications: In some ways the data confirms what could have been hypothesized from broader economic and demographic trends. More people are attending college now than ever before. In 1940, 6% of 25-29 year olds had completed a bachelor’s degree; in 2010, 32% had completed a bachelor’s degree[1]. It is reasonable that the sense of affinity and participation have gone down as both numbers and diversity (age, gender, class, religion, and race) of alumni have increased. As is widely discussed, the debt burden of alumni has increased, which likewise may contribute to proportionally fewer alumni to participate philanthropically in his/her alma mater. According to the College Board, the average debt per bachelor degree graduate increased by 12%, (from $10,600 to $11,900 in 2012 dollars) between 2001-02 and 2006-07, and by 20% (from $11,900 to $14,300) over the next five years[2]. As of the first quarter of 2012, the average student loan balance for all age groups and all degrees was $24,301[3].

In terms of approaches to development in higher education, this raises some important issues about the even larger role that major and principal gifts may play in the future if the trend of a smaller percentage of the alumni population contributing ever larger gifts continues. In the area of prospect research, this may mean an even greater emphasis on pro-active prospect research to identify promising alumni prospects for a continual major gifts pipeline. The pool of alumni likely will continue to increase, while the donors within that pool proportionally decrease, making keen prospect research all the most important.

[1] http://nces.ed.gov/programs/digest/d13/tables/dt13_104.20.asp

[2] https://trends.collegeboard.org/student-aid/figures-tables/average-debt-levels-public-sector-bachelors-degree-recipients-over-time

[3] http://libertystreeteconomics.newyorkfed.org/2012/03/grading-student-loans.html#.U9qkCvldViA

Looking Back: Using Statistics to Estimate Compensation

Laura Parshall — Fri, 22 Aug 2014 15:14:21 GMT

Although the numbers involved may have changed significantly from when the NEDRA News published this article in the winter of 1993-1994, the process it describes is one that can be useful at any time.

Using Statistical Models to Estimate Compensation.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Sat, 26 Jul 2014 01:39:06 GMT

The NEDRA Board of Directors had its monthly operations call on July 16th. Among the subjects discussed were the 2015 annual conference, upcoming programs and online access to past programming, and the upcoming APRA International conference. Read on for more information.

RelSci - 2014 NEDRA Sponsor

Laura Parshall — Sat, 26 Jul 2014 01:36:17 GMT

Click on the image below for more exciting information!

Why I Volunteer

Laura Parshall — Sat, 26 Jul 2014 01:31:45 GMT

Amber W. Countis is Director of Prospect Research at Norwich University. She is past president of NEDRA, and a member of the board of directors.

Why I Volunteer

Why do I volunteer? This is a question I probably should ask myself more and one that my husband and friends and colleagues sometimes wonder about as I go to another meeting or participate in another conference call. Why would I voluntarily agree to do extra work for no pay? Well, if only it were that simple! I think it is part of my DNA at this point. NEDRA is not the only organization that I actively volunteer for currently. Each volunteer opportunity has taught me something (or introduced me to people) that has improved my work as a volunteer, board member, and employee for other organizations. I think my desire to give back is partly related to the industry we work in. I see the great work and impact that our nonprofits have on the community and the world and want to help. However, I also volunteer because of what I get out of it! My motives are not entirely altruistic. A quick online search for “benefits of volunteering” revealed 14.8 million results, so I must not be too far off or the only one who feels this way. I have always credited my community service and volunteering in college with helping me land my first job in development after graduating. The experiences and exposures I had as a volunteer were seen as transferrable skills to working in the nonprofit world. My involvement with NEDRA specifically, similar to other organizations I support, has continued this trend and been a great benefit for me personally and professionally.

In the fall of 2005 when I relocated from New Orleans to the Boston area, I saw NEDRA as a way for me to meet and expand my professional network in my new community. I was also excited to join a local development research organization that was active and well-respected; eager to learn more about the organizations and people that made up this NEDRA community; and motivated to build my own research and management skills and expertise. Finally, my boss was a NEDRA board member at the time so she was supportive of my interest and involvement. So in the spring of 2006, I attended my first NEDRA Conference in Providence, Rhode Island, and eventually got involved with the then offered Mentor Program. Even though I was fairly new to NEDRA, I had enough research and development experience under my belt that I was able to offer guidance and tips to a newcomer to our field (down the road I would hire that mentee and see her later join the NEDRA board!). I also became a regular attendee at programs and conferences and by 2007 I was volunteering as a conference room monitor and writing for the NEDRA News. In 2008, I was promoted at work and now responsible for more direct reports. I then started working with the NEDRA Programming Committee helping to organize RINGs and other educational programs. My organization hosted a few programs which were easy for me to coordinate and also offered an opportunity for more of my colleagues (even some outside of research) to attend due to the short commute. For the 2009 conference, I was a room monitor chair and elected to join the NEDRA board of directors as secretary.

Fast forward five years and I am now starting my last year on the board. I look back at all we accomplished together and feel fortunate to have been a part of this time in NEDRA’s history. I was able to co-chair the conference twice (including during our 25th anniversary year), serve as vice president, help launch the Heather Reisz Memorial Scholarship, and serve as president for the last two years. Each of these experiences taught me something about collaboration, managing time and people, budgeting, delegating, accountability, public speaking, relationship building, and more (not bad souvenirs to bring back to my office). Each of these experiences also made me so thankful for the amazing volunteers, staff, and members who believe in our mission and are very willing to work without pay to help further our organization for the next 25 years and beyond. I honestly have left every board meeting excited about the ideas and energy of our board members and where we were driving the organization. I am thankful to each and every person that I volunteered and have served with on the board over the last five years. Thank you for all that you do!

I encourage you to consider volunteer opportunities with NEDRA (and other organizations you care about). I am certain that you will benefit from it just as much as the organization does!

Check out http://www.nedra.org/about-nedra/volunteers to learn more about volunteer opportunities.

2015 Conference Update

Laura Parshall — Sat, 26 Jul 2014 01:22:51 GMT

The Conference Committee has reported the first big piece of news about next year's conference. The conference will be held at the Sheraton Portsmouth Harborside Hotel in Portsmouth, NH on Thursday and Friday, April 16th and 17th. Mark your calendars now, and start brainstorming session ideas! We look forward to seeing you there.

EverTrue - 2014 NEDRA Sponsor

Laura Parshall — Sat, 26 Jul 2014 01:20:35 GMT

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Upcoming NEDRA Programming

Laura Parshall — Sat, 26 Jul 2014 01:15:53 GMT

We hope you enjoyed NEDRA's first tweet chat on data analytics on July 25th! Also, if you missed May's panel on Chinese philanthropy, there's good news: it will soon be available for online viewing! Keep an eye on your e-mail for more information about how to register to see the recorded program online.

Coming up in September, Melissa Bank Stepno will be presenting on the subject of real estate. Later in the fall, we'll be holding a Research Basics Bootcamp. Stay tuned for more information on the website and in your e-mail.

Rapid Insight - 2014 NEDRA Sponsor

Laura Parshall — Sat, 26 Jul 2014 01:13:23 GMT

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A Brief Thought on Learning

Laura Parshall — Sat, 26 Jul 2014 01:08:18 GMT

Written by Laura Parshall, editor of the NEDRA News Blog and a senior research analyst at MIT

A Brief Thought On Learning

The other morning, I opened my e-mail, and came across a question from a development officer with whom I've been working for quite a while. She wanted to know if there was a way she could view a list of all the contact reports on the prospects in her portfolio, just so she could count them up and get an idea of how well cultivated each prospect was, relative to others. This wasn't something anyone had ever asked me before, and I hadn't been trained on how to do this. I suspected, however, that this had to be possible. Our programmers have created so many useful reports in our database that "there's an Advance report for that" could be as commonly heard in my office as "there's an app for that" is in smartphone commercials.

I reasoned first of all that this was a report that would have to be run against a saved list of prospects, and figured out, based on that, where it would be located in the system. Sure enough--there was a report listed just for this kind of purpose! I played around with it for a little while, testing it out and figuring out the most efficient way to use it. Then, I responded to the e-mail from my development officer, describing the steps she'd need to take to get the information she wanted. She thanked me immediately, and said it should do the trick just fine.

It occurred to me after reading her grateful e-mail that she probably assumed I'd known exactly how to do this already. Researchers know everything, right? Of course we don't, but we do know how to look for things. Sometimes, front-line fundraisers don't see the difference! Although I had been just as uninformed as my development officer when I received her first e-mail, that question gave me the opportunity to do a little digging and teach myself--and her--something new.

Sometimes, when someone asks us a question, the immediate answer is "I don't know." As researchers, though, we can always add on to that, "…but I will find out." These kinds of questions give us a chance to grow and improve on our skillset and knowledge base. The opportunity to say, "I don't know" is a valuable one. No matter how long we've been in the industry, no matter how long we've been at a particular organization, we always have more to learn. Learning starts with realizing that there's something out there that we don't know.

V.I.N.O. at APRA International

Laura Parshall — Sat, 26 Jul 2014 01:05:28 GMT

Going to APRA? Stop by NEDRA’s Thursday night V.I.N.O. (Very Informal Networking Opportunity).

After your day of sessions, relax with other New Englanders and enjoy a craft cocktail at Vesper. Located next to the lobby of the Cosmopolitan, Vesper is said to be “anything but a ‘lobby bar.’” Admission is free; no RSVP needed. Attendees are responsible for their own drink costs. See you there!

Grenzebach Glier and Associates- 2014 NEDRA Sponsor

Laura Parshall — Fri, 25 Jul 2014 20:16:23 GMT

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Looking Back: International Prospect Research: The Jack London Approach

Laura Parshall — Fri, 25 Jul 2014 19:45:59 GMT

In this article from 2007, Helen Brown discusses why international prospect research is so difficult, and shares some resources to make it a little less so.

International Prospect Research- The Jack London Approach.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Tue, 01 Jul 2014 13:46:49 GMT

The NEDRA Board of Directors had its annual retreat on June 12th and 13th. The Board discussed the new slate of committee chairs for this coming membership year, which will be as follows:

Amy Bagley Begg: Conference Committee (co-chair) Sarah Benson:
Programming Committee (co-chair) Anne Brownlee: Conference Committee
(co-chair) James Cheng: Social Media Committee Amber Countis: Ann
Castle Award Committee, Heather Reisz Memorial Scholarship Committee
Lisa Foster: Sponsorship Committee (co-chair) Tara MacMullen: Website
and Technology Committee, Volunteers Committee Laura Parshall: NEDRA
News Committee, Marketing Committee Mary Taddia: Conference
Scholarship Committee, Sponsorship Committee (co-chair) Tina Tong:
Programming Committee (co-chair) Ian Wells: Membership Committee

Among the other subjects discussed were next year's conference and the goals of the new Social Media Committee. Tara MacMullen also trained the other Board members on how to maintain and update NEDRA's website. Read on for more information!

Upcoming NEDRA Programming

Laura Parshall — Mon, 30 Jun 2014 19:03:34 GMT

Summer may just have started, but the Programming Committee is already planning some great programs for this fall! On September 18th, Melissa Bank Stepno will be presenting a workshop on real estate at Combined Jewish Philanthropies. In addition, Research Basics Bootcamps are in the works for this fall, both inside and outside of Boston. Keep an eye on the Upcoming Programs page for more information as it becomes available!

EverTrue - 2014 NEDRA Sponsor

Laura Parshall — Mon, 30 Jun 2014 18:29:18 GMT

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Social Media Committee needs volunteers!

Laura Parshall — Mon, 30 Jun 2014 18:22:03 GMT

NEDRA's new Social Media Committee is looking for volunteers as it gets underway. James Cheng, the committee chair, is looking for someone who can analyze API data from LinkedIn. Also needed: power users, content providers, and educators for LinkedIn, Twitter, and other social media platforms. If you're interested in volunteering, please contact James at JamesW_Cheng@dfci.harvard.edu

Grenzebach Glier and Associates- 2014 NEDRA Sponsor

Laura Parshall — Mon, 30 Jun 2014 18:04:50 GMT

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Three Reasons Your Prospect Research Team Should Friend Facebook

Laura Parshall — Mon, 30 Jun 2014 17:41:31 GMT

Brent Grinna is the Founder & CEO of social donor management software company EverTrue. He's active on Twitter and LinkedIn...and of course, Facebook.

Three Reasons Your Prospect Research Team Should Friend Facebook

Facebook is the world’s leading social network. While most senior fundraising leaders may still be warming up to Facebook, donors across your giving pyramid have embraced it. According to Pew Internet Research, 71% of online adults now use Facebook, and usage among seniors has increased significantly in the last year; 45% of internet users age 65 or older now use Facebook, up from 35% who did so in late 2012.

Source: Facebook investor relations

So why should prospect researchers move Facebook from the periphery to the core of your efforts? Because it’s the single greatest repository of individual donor data in the world. Over 1 billion people have shared their interests, careers, causes and relationships on Facebook. This data can reveal potential hidden gems not surfaced through traditional prospect research. Here are three reasons to connect your Facebook and prospect research efforts:

1) Facebook Fans Are High Propensity

While it’s possible to surface donor capacity through wealth screenings and internal research efforts, it can be more challenging to know if a prospect feels a connection with your organization. By starting with Facebook fans, you know that the prospects you identify are engaged with your organization and interested in your mission. EverTrue data shows that Facebook fans are significantly more likely to support your organization financially.

2) Existing Major Donors Are Engaging With Your Content

Many senior leaders assume major donors aren’t on Facebook, but that trend has changed. Across nonprofit verticals, existing major donors are highly engaged with social content. By understanding which content and topics most appeal to existing major donors, fundraisers can better align fundraising efforts with donor interests.

3) Online Data Matters Is Just As Important As Offline Data

You wouldn’t be happy if your team didn’t keep track of which donors attend important events. The same rule should apply for social interactions. It’s just as important to track which existing and prospective donors are showing up to your Facebook page and other social media content.

Where Should I Start?

If you have yet to connect the dots between your communications team’s Facebook efforts and prospect research, begin by asking yourselves these questions:

Which existing major donors are engaging with our Facebook content?

You can clearly show senior leaders why Facebook matters by identifying a handful of major donors who are engaging with your social content. It’s one thing to read statistics about the growth of Facebook; it’s another to see exactly how individual donors who support your organization are engaging with your Facebook efforts.

Which of our Facebook fans should be flagged for additional research?

Every interaction with your social media pages is an opportunity to surface new potential supporters. While the number of interactions can be overwhelming--over 20,000 potential prospects have interacted with the Brigham & Women's Facebook page--it’s important to start small and begin working social media into the core of your prospect research efforts.

What is the fundraising ROI of our Facebook page?

If you can’t yet link dollars raised or new prospects identified to your social media efforts, it’s time for your prospect research and communication leaders to begin working more closely together. Cornell University’s social media team has developed strong relationships with leaders in fundraising and prospect research. They are already seeing a clear ROI through new prospects identified.

All of those questions can be answered through a little collaboration and manual digging. Meanwhile, Social Donor Management technology is emerging to streamline these efforts.

Most nonprofits are sitting on a wealth of social information. It’s time to start harnessing that data to support existing fundraising objectives and advance your mission.

RelSci - 2014 NEDRA Sponsor

Laura Parshall — Mon, 30 Jun 2014 17:30:27 GMT

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Rapid Insight - 2014 NEDRA Sponsor

Laura Parshall — Mon, 30 Jun 2014 17:05:08 GMT

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Looking Back: Finding That Magic Number

Laura Parshall — Mon, 30 Jun 2014 16:59:51 GMT

In this twenty-year-old (but still relevant!) article from the Summer 1994 issue of the NEDRA News Blog, Robert Millar III provides a comprehensive look at how to determine a prospect's giving capacity.

Finding That Magic Number.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Thu, 29 May 2014 18:43:10 GMT

The NEDRA Board of Directors met on May 14th. Among the subjects discussed were the orientation of our new board member and the announcement of a new board committee. This meeting was the first one attended by our new board member Sarah Benson, Director of Development Research at Wesleyan University, whose term will officially begin with the new membership year on July 1. Sarah will be taking over James Cheng's role as co-chair of the Programming Committee, and will work with Tina Tong to bring great programming to our members and others.

For information on the new board committee and more, read on!

Grenzebach Glier and Associates- 2014 NEDRA Sponsor

Laura Parshall — Thu, 29 May 2014 18:42:09 GMT

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Now Trending: A New NEDRA Board Committee

Laura Parshall — Thu, 29 May 2014 18:33:10 GMT

The NEDRA Board has created a Social Media Committee to help NEDRA make use of popular forms of networking. James Cheng will chair this committee, and will be responsible for finding ways that NEDRA can use social media to better interact with current and prospective members, helping us all stay connected and up-to-date on the latest information. His domain will encompass Twitter, LinkedIn, Instagram, Facebook, and other networking technologies. Keep an eye on the NEDRA News Blog, as volunteer opportunities with this committee may be coming up later this summer!

Rapid Insight - 2014 NEDRA Sponsor

Laura Parshall — Thu, 29 May 2014 18:31:35 GMT

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Foreign Companies on American Exchanges: Demystifying ADSs

Laura Parshall — Thu, 29 May 2014 18:27:19 GMT

NEDRA News Blog editor Laura Parshall is part of a team at MIT that provides research for the Institute's international fundraisers. This month, she presents a guide to dealing with shareholders in foreign companies that trade on American exchanges.

Foreign Companies on American Exchanges: Demystifying ADSs

WRONG.

See, common shares and ADSs are not always created equal. There's a set ratio that states how many common shares equal one ADS. What's the ratio? Have no fear, Form 20-F will tell you! Near the top of the form, you should see a note that gives the equivalence ratio for ADSs, usually right underneath the contact information for the company. In this most recent 20-F for Soufun, it says that five American Depositary Shares are equal to one Class A ordinary share. Got that? FIVE to ONE. That means that our friend Zhou's 2,544,357 Class A ordinary shares are equal to 12,721,785 ADSs. At the price we used before, this means that his holdings would be worth almost US$170M. That's quite a difference!

EverTrue - 2014 NEDRA Sponsor

Laura Parshall — Thu, 29 May 2014 18:26:20 GMT

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Upcoming NEDRA Programming

Laura Parshall — Thu, 29 May 2014 18:11:16 GMT

The Programming Committee has some good news and bad news! First, the bad news: the workshop on prospect research and prospect management that was scheduled to take place on June 5th at the Holderness School has been canceled. There's still a possibility that it will be rescheduled, however, and as always the NEDRA News Blog will keep you posted if that occurs.

In good news, the Inside Chinese Philanthropy panel scheduled for May 30th (tomorrow!) is indeed going forward! It will be held at Tufts University's Sackler School of Graduate Biomedical Sciences in Boston, and will feature fundraisers and researchers talking about the who, what, where, and how much of Chinese giving. We hope to see you there!

Remember, the Programming Committee welcomes your input. If you have an idea for a program, submit it at the Program Proposal page.

RelSci - 2014 NEDRA Sponsor

Laura Parshall — Thu, 29 May 2014 18:08:36 GMT

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Looking Back: Beyond the Usual Suspects: Finding Donors for Special Programs and Museums

Laura Parshall — Thu, 29 May 2014 18:03:40 GMT

Sometimes, even organizations with an existing prospect pool (such as alumni) need to look beyond that pool. In this article from the Spring 2010 NEDRA News, we learn about how Phillips Academy was working on looking beyond their "usual suspects" to find new prospects.

Beyond the Usual Suspects.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Fri, 25 Apr 2014 20:20:42 GMT

The NEDRA Board of Directors had its monthly operations call on April 17th. Among the topics discussed were a debrief on the annual conference, membership surveys, and upcoming programs. Read on for more information!

EverTrue - 2014 NEDRA Sponsor

Laura Parshall — Fri, 25 Apr 2014 20:13:20 GMT

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And the Survey Says...

Laura Parshall — Fri, 25 Apr 2014 20:07:39 GMT

Thank you to all the Annual Conference attendees who filled out the conference feedback survey! Your answers will help us to make next year's conference even better. Thanks especially to all of you who indicated in your survey that you would like to volunteer with NEDRA!

Speaking of surveys, a general survey will be going out in the near future to all NEDRA members. Keep an eye on your inbox, and please take the time to fill it out. The answers we get from you help the board to make sure that NEDRA is doing the best possible job of serving its membership, and also provide vital information to our community.

RelSci - 2014 NEDRA Sponsor

Laura Parshall — Fri, 25 Apr 2014 20:06:18 GMT

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Ten Tips for Predictive Modeling in Fundraising

Laura Parshall — Fri, 25 Apr 2014 19:56:06 GMT

At last month's conference, Caitlin Garrett, senior statistical analyst at Rapid Insight, presented an educational session on the subject of predictive modeling. If you missed her presentation, she has kindly written an article based on the information it contained. Read on for useful tips on tackling predictive modeling!

Ten Tips for Predictive Modeling in Fundraising

Over the years, we’ve helped many organizations bring predictive modeling in-house and have learned a lot along the way. Below is a “best of” list of ten tips that our fundraising customers helped us put together to make the modeling process – from idea through to execution – go a little bit more smoothly.

1. Establish buy-in before your first modeling project

Getting leadership support before your project gets off the ground will ensure that your modeling efforts have a strong foundation and will not flounder as you encounter challenges along the way. Communication during the modeling process is key and this is the first step. By openly communicating about your predictive modeling project from the start, you can be clear about expectations, outcomes, and the process before you begin.

2. Pick the best person for the project
The person in charge of predictive modeling will have to collect, analyze, and work with the results from your data. This person should be a creative problem-solver who is willing to learn. Ideally, this person is someone who is already working with the data. A person who understands your data – how it is stored, labeled, and used – can learn any statistical techniques they might need to know, but it is harder to learn the data while doing so.

3. Data preparation is 80% of the modeling process
You may have heard of the term GIGO – garbage in, garbage out – which is a creative way of saying that a model is only as good as the data you use to create it. That said, data preparation is crucial as you’re gearing up to build a model. This means creating new variables, checking for missing values, and making sure your dataset is “clean”. If possible, create a data preparation process that is repeatable, which will ensure that your time is well-spent. It’s worth the investment.

4. Avoid common mistakes
Luckily, fundraisers have a particularly supportive community, and many of them have some experience with predictive modeling. Talk to anyone who’s worked with models to see what has worked for them, what hasn’t and what advice they have. Accurate models mean better results, which is incentive to avoid any of the “easy” mistakes. There are lots of reputable sources online to check out as well.

5. Incorporate as much data, from as many places, as possible
Gather as much information about each of your constituents as possible. In collecting data, strive for the most complete picture of your constituents that you can create from your data. This includes demographic data, giving history data, membership data, occupational data, event history data, swipe or visit data, and any other data you might have available.

6. Time-slice your data to get the most out of it
Time-slicing your data allows you to see what a person looked like before they gave they responded to a mailing, gave their first gift, or became a major donor. Once you establish what they looked like before an event, you can apply that knowledge to your current database to see who might be likely to exhibit the same behavior. Additionally, time-slicing your data will actually augment your dataset, making your modeling efforts more robust.

7. Communicate with stakeholders often
Staying in touch with stakeholders works both ways – making sure that they are informed of your progress keeps everyone’s expectations on the same page, and checking in with them keeps you engaged with the bigger picture and how modeling will support your organization’s objectives. When framing communication, keep your end audience in mind – in lots of cases, a dashboard or visualization will convey what you’ve learned better than a series of raw numbers.

8. Choose the right vendor
When you are using the results of a predictive model to make key decisions within your organization, it’s important that you can own the decisions and knowledge that went into the model. Additionally, make sure that you have the ability to change and update your models as needed without having to pay heavy fees. If you aren’t confident in your predictive modeling skillset, look for a knowledge partner who can teach you best practices and techniques. At the end of the day, you’ll need to be confident that you can explain the model scores to your team and how you got from raw data to the decisions you’ve made.

9. Measure your progress
As you’re implementing your model results, keep your KPI’s and organization-wide goals in mind. Track the impact that your model is having. For example, if you’re using the model to decide who to mail, track the responses that come in from people you would not have mailed prior to using the model. This will tell you the impact the model is having on your responses.

10. Reduce, reuse, recycle
The process of building a model shouldn’t be a single-use effort. Reuse the data cleansing and extracting processes for other analyses. Reduce stress by automating reports whenever possible to keep everyone on the same page. Finally, recycle the knowledge you gain through your organization – the value of a model isn’t limited to the scores. You’ll gain an understanding of your data, historical trends, and an idea of what to expect – all of which is valuable and not necessarily contained in a single model score.

Rapid Insight - 2014 NEDRA Sponsor

Laura Parshall — Fri, 25 Apr 2014 18:15:01 GMT

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Upcoming NEDRA Programming

Laura Parshall — Fri, 25 Apr 2014 18:07:25 GMT

Thanks to all who turned out for the April 16th RING on the markers of philanthropy! If you're eager for more NEDRA programming, don't worry: we have some on the horizon. On May 30th, a panel on Chinese philanthropy will take place, featuring fundraisers who have experience working with donors in China. Later this summer, get ready for a half-day workshop on prospect management, with Dee Black Rainville of the Holderness School presenting. As always, watch your inbox and the Upcoming Programs page for more information, and if you have a great idea for a program, submit it at the Program Proposal page.

Grenzebach Glier and Associates- 2014 NEDRA Sponsor

Laura Parshall — Fri, 25 Apr 2014 18:05:13 GMT

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Looking Back: Taking the Pulse on your Research Organization

Laura Parshall — Fri, 25 Apr 2014 18:00:43 GMT

Since we mentioned surveys that NEDRA has done and will do in this month's blog, this article from 2009 by Julie Macksoud on how to perform a departmental survey seems particularly appropriate. Learn how to construct a survey, how to administer it, and how to make the most of the results.

Taking the Pulse on your Research Operation.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Fri, 28 Mar 2014 14:08:50 GMT

The NEDRA Board is happy to say that this year's Annual Conference, "Strategies for Success," was (quite appropriately) very successful! We hope that all attendees had a good time and learned a lot. There are some changes to announce from this year's Annual Business Meeting, held during the conference. First of all, Amber Countis will be coming to the end of her term of office as NEDRA's president at the end of June. She has been a wonderful leader for our organization, and we are all very grateful to her for her hard work and dedication! We're pleased to announce that Suzy Campos (one of this year's Conference Committee co-chairs) will be NEDRA's next president. If her skill at putting together this conference is any indication, she will do a wonderful job. Congratulations, Suzy! The other Board Officers for the coming year will be as follows:

Tara McMullen, Vice President

Lisa Foster, Secretary

Bruce Berg, Treasurer

NEDRA's Board also has a new member. Please welcome Sarah Benson, Director of Development Research at Wesleyan University, to the Board! Sarah will officially begin her term of office on July 1.

Lastly, during the Annual Business Meeting, a vote was taken to ratify changes to NEDRA's bylaws. The changes state that NEDRA Board Officers must be members of APRA International, and that if necessary, NEDRA may choose to pay the membership dues to APRA International for its Officers. Also, they state that any Director absent from either two Board meetings of from the Board retreat and one meeting without reasonable or sufficient cause may, upon consideration of the Board, be removed from office.

Read on for more information about the conference, and the rest of the NEDRA News!

Rapid Insight - 2014 NEDRA Sponsor

Laura Parshall — Fri, 28 Mar 2014 13:35:45 GMT

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2014 Conference Recap

Laura Parshall — Fri, 28 Mar 2014 13:31:55 GMT

Another Successful NEDRA Conference!

This year, the Conference Committee and all our wonderful volunteers helped make the 2014 annual conference, "Strategies for Success," one of the best yet. More than 230 people attended, representing all the New England states, a number of other states, and even Canada.

The two-day conference was preceded by a Research Basics Bootcamp for the first time ever. Forty-six new researchers learned tricks of the trade from Roslyn Clarke, Amy Begg, and Nancy Faughnan. The conference itself kicked off on Thursday morning with a very inspiring keynote speech by Dan Pallotta, who reminded us all why fundraising organizations are worth investing money in. Pallotta also signed copies of his book Charity Case--and the chalkboard wall at the conference hotel!

Although Pallotta was a hard act to follow, the educational session presenters did a great job. They covered topics from prospect management to career advancement to research during campaigns.

Thursday at lunch, the recipients of the first Heather Reisz Scholarships were announced. Congratulations to Monique Bourgeois Miller from Hampshire College and Laura Koo from the Art Institute of Chicago! Monique said that she loved how informative the conference was, and said that there was a lot to learn. Laura, who had worked with Heather Reisz, mentioned that she'd been inspired by Heather's enthusiasm, and by how seriously she took research as a profession.

Heather herself was honored with more than the memorial scholarship in her name at this year's conference. She was also the posthumous recipient of the Ann Castle Award. Heather's sister, Katherine Reisz-Hanson, accepted the award on her behalf. Katherine spoke of her pride in her sister, for the respect shown to her by her industry peers.

At the end of the day on Thursday, many conference attendees and other NEDRA members met up for the networking reception at the Emerald lounge, getting to know their fellow researchers and unwinding after an intensely educational day. Afterwards, a number of people continued the networking and unwinding at group dinners at local restaurants.

Friday was also packed with great educational sessions, and lunchtime featured a number of round table discussions on a variety of topics. NEDRA's Annual Business Meeting was also held on Friday, and changes to the bylaws and to the board were made (see the "Peek Under the Hood" post for more details). The Sponsor Raffle took place as well, with each of NEDRA's Gold Sponsors contributing a prize. In addition, NEDRA offered a copy of Dan Pallotta's book as a raffle prize.

Thank you to everyone who joined us for this year's conference! If you haven't done so yet, don't forget to fill out your conference survey. For those of you who weren't able to attend, we hope to see you next year, or at an upcoming program!

What's YOUR takeaway?

Laura Parshall — Fri, 28 Mar 2014 13:30:35 GMT

With all the opportunities for learning at the NEDRA Annual Conference, it seems likely that everyone who attended went back to their offices with some new technique, piece of information, perspective, or idea that they didn't have before. I'd love to get some comments going on the NEDRA News Blog for a change--remember, this is a place where all members are welcome to respond to what's posted and to share your thoughts and opinions. With that in mind, for those of you who attended this year's conference, what did you take away from it? What new thing did you learn? What are you already thinking about putting into use at work? Tell us all about it in the comments! I'll get the ball rolling here:

I've been lucky enough to learn a lot about hedge funds lately, but until this conference, I didn't know about the high-water marks and hurdle rates that can affect how (and even if) a fund collects performance fees. Now that I'm aware of them, I'll be able to take them into account when looking at the compensation of hedge fund executives.

Anyone else? Share in the comments!

Grenzebach Glier and Associates- 2014 NEDRA Sponsor

Laura Parshall — Fri, 28 Mar 2014 13:28:59 GMT

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Looking Back: Prospect Research: Past, Present, and Future

Laura Parshall — Thu, 27 Mar 2014 20:18:24 GMT

Susan Cronin Ruderman wrote this article for the NEDRA News in 2004, to talk about the changes that had occurred in prospect research up through that time. What's changed in the ten years since it was first published? Which of her predictions about the future have come true? Read on!

Prospect Research - Past, Present, and Future.pdf

EverTrue - 2014 NEDRA Sponsor

Laura Parshall — Thu, 27 Mar 2014 20:15:30 GMT

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Upcoming NEDRA Programming

Laura Parshall — Thu, 27 Mar 2014 19:58:33 GMT

If you missed the Annual Conference, or if you found it just whetted your appetite for more great programming, you're in luck. The Programming Committee has some excellent opportunities coming up this spring. Look for a program on "Hiding in Plain Sight: Markers of Philanthropy" presented by Bill Tedesco of DonorSearch in April, as well as a panel on Chinese philanthropy in May. More information will be posted, when it is available, on the Upcoming Programs page.

As always, if you have an idea for a program, we'd love to hear from you, so feel free to submit a Program Proposal.

RelSci - 2014 NEDRA Sponsor

Laura Parshall — Thu, 27 Mar 2014 19:38:06 GMT

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Many Thanks!

Laura Parshall — Thu, 27 Mar 2014 19:29:00 GMT

The NEDRA Board of Directors would like to thank all of those people who served as session hosts and as round table facilitators at this year's conference, our session host and round table coordinators, and the members of the Conference Committee. We couldn't have done it without you! Thanks for helping to make the conference a success.

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Fri, 28 Feb 2014 21:20:58 GMT

The NEDRA Board of Directors had its monthly operations call on February 13. Among the topics discussed were our 2014 sponsors (meet them at the conference next month!), and the upcoming Annual Conference and Bootcamp. Read on for more information!

Grenzebach Glier and Associates- 2014 NEDRA Sponsor

Laura Parshall — Fri, 28 Feb 2014 21:18:25 GMT

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2014 Conference Update

Laura Parshall — Fri, 28 Feb 2014 21:15:30 GMT

The 2014 Annual Conference is fast approaching! With all the exciting educational sessions we have planned, plus the keynote by Dan Pallotta, this year's conference is sure to be a great one. If you haven't registered yet, you can do so at the Upcoming Programs page. You can also register there for the very first pre-conference Research Basics Bootcamp! If you'll be traveling from outside the Boston area, don't forget to book your room at the Hotel Revere as well. Conference registration is scheduled to close on Monday, March 17th. We may sell out before then, though, so don't delay!

Rapid Insight - 2014 NEDRA Sponsor

Laura Parshall — Fri, 28 Feb 2014 21:12:04 GMT

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(Data) Crunching Tiger, Hidden Donor: The Legend of the Data Scientist for Fundraising

Laura Parshall — Fri, 28 Feb 2014 21:05:33 GMT

This month, the NEDRA Board's very own data guru, James Cheng of the Dana Farber Cancer Institute, has written this excellent article on that mysterious and awe-inspiring figure, the Data Scientist!

(Data) Crunching Tiger, Hidden Donor: The Legend of the Data Scientist for Fundraising

By James W. Cheng, Mythbuster

A long, long time ago (i.e., 2006) in a geocode minutes-to-hours away (i.e., MIT), the Powers-That-Be in Resource Development hired an ABD (i.e., All But Dissertation) to continue the work done by a consulting firm in building predictive models. So, for two years, this “padawan” data mining and modeling specialist plugged away, building major gift donor models, analyzing planned gift donor data to create time-to-(unfortunate but inevitable) event models, and providing statistics for whatever projects may warrant such number crunching. Alas, the enticing but dark lure of Corporate America proved too strong for the newly minted degree holder. Thus, for two more years, he toiled in the healthcare market research space, learning the dark, SASsy art of data and proc steps and weaving patient and healthcare provider surveys along the way.

Like many stories of redemption, however, a new hope arose in the opportunity to build a development analytics program back in the non-profit space, this time at Dana-Farber Cancer Institute (DFCI). Under the tutorage of research master Barbara Moore, the just-knighted assistant director first evangelized the concept of predictive analytics to various business units within DFCI Development and the Jimmy Fund. At the same time, he reassured the Dev IS database group leader of his benevolence towards the database and non-infringement on IS job functions as he learned more and more about the enormity and complexity of the databases. During that inaugural year when he wasn’t navigating the politics or learning the ropes, the assistant director was able to develop predictive models for business units dealing with principal/major gifts, annual giving, gift planning, as well as signature events for the Jimmy Fund such as the Jimmy Fund Walk and the RadioTelethon. In the ensuing years, both the apprentice/assistant director and his research master explored the utility of predictive models and expanding analytics services. This was accomplished either by increasing the number of projects for some business units such as Annual Giving or by changed project directions from developing predictive models to something more descriptive and exploratory such as segmentation of current target populations, in order to uncover potentially disparate subgroups for differential marketing. Over time, team members within the various business units saw the assistant director, along with the entire Research group as a whole, in a more business consultant and strategist light, and less and less as backroom analysts or walking statistics software.

‘But where to go from here?’ questioned the assistant director, sensing a nagging disturbance in the force developing out of the business analytics realm. The pull, as it turns out, is not of the corporate darkside but rather from tales of attaining the avatar status of the Data Scientist, a being able to acquire, merge and transform structured and unstructured data at will, to use supervised and unsupervised statistical algorithms to elucidate data trends, patterns, and target group suspects at the drop of an open-source hack-a-thon, and, as the same time, have the ability to enlighten her or his clients with clear, stimulating presentations and bold, new, successful strategies.” <cue dramatic orchestral music and fade to black>

Besides trying NOT to bore you with the verbal equivalent of “my vacation: a slideshow,” I want to point out a couple of epiphanies that I recently had about building development analytics programs. Perhaps obvious to everyone else but me, the first “eureka” is that no “one right way” exists for creating and building development analytics programs. My story is just one way in which research shops have incorporated analytics into development. Some development analytics programs are nurtured by focusing on one or two particular areas of fundraising such as principal/major gifts and gift planning. Another approach may be to cast the net far and wide, to see how analytics may be applied to many and varied business problems. Furthermore, development analytics programs do not all have to rely on the same techniques and technologies either. While my background includes learning some predictive modeling techniques, as well as developing people skills and public speaking, it does not include learning languages such as SQL or Python or R. Thus, the development analytics program at Dana-Farber builds many models and act as another consulting/strategizing voice to its internal clients; data retrieval must come from Dev IS.

Finally, perhaps we’ve all deified the fundraising Data Scientist as the development equivalent of Messiah. My $.02 drachmas is perhaps to view this person/role more like Captain Planet. This cartoon character must have “your powers combined” in order to materialized. In a similar vein, when trying to create a development analytics program, perhaps you are not looking for one but actually for multiple individuals with specific talents. And before searching outside your organization, perhaps those skills can already be found internally. In many cases, database-related individuals already have the know-how in terms of extracting, merging and manipulating data. They may also already have querying abilities that involve descriptive, more fundamental analytics. You may also have within your group analysts who intuitively see trends and patterns or are able to interact with internal clients with ease. Perhaps “all that’s needed” is someone, perhaps a graduate or undergraduate, with budding applied statistics abilities who will be able to take the data from the database folks and generate statistical trends and patterns that allow analysts to give insights and strategies to internal clients.

RelSci - 2014 NEDRA Sponsor

Laura Parshall — Fri, 28 Feb 2014 21:02:34 GMT

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Volunteer Opportunity of the Month

Laura Parshall — Fri, 28 Feb 2014 20:59:32 GMT

The 2014 Annual Conference is in need of session hosts! This is a great volunteer opportunity for someone new to prospect research or to NEDRA, an a great way to meet new people (especially our conference speakers). If you haven't yet registered for the conference, you can choose to volunteer through the registration form. If you've already registered, or want more information on what being a session host entails, see the Conference Volunteers page.

EverTrue- 2014 NEDRA Sponsor

Laura Parshall — Fri, 28 Feb 2014 20:43:07 GMT

Click on the image below for more exciting information!

Upcoming NEDRA Programming

Laura Parshall — Fri, 28 Feb 2014 20:39:08 GMT

Literally hundreds of people registered for the Prospect ID Tips and Tricks RING earlier this month! While most of them participated online, a good number were at MIT to participate in person. It was an excellent and informative session, with a great turnout!

The Programming Committee is already working on some great programs for this spring, for after the Annual Conference. We'll have more information available later, so keep an eye on the Upcoming Programs page! And, as always, if you have an idea for a program, we'd love to hear from you, so feel free to submit a Program Proposal.

Looking Back: East Meets West: Prospect Research on Asia

Laura Parshall — Fri, 28 Feb 2014 20:35:40 GMT

In this article from the Winter 2000 issue of the NEDRA News, Ming Zhong and Dina Zellecke provide some great tips for researching Asian prospects. While we may have more resources available today, this is still a great place to start.

East Meets West- Prospect Research on Asia.pdf

Peek Under the Hood: News From the NEDRA Board

Laura Parshall — Wed, 29 Jan 2014 14:32:44 GMT

The NEDRA Board of Directors met on Thursday, January 23rd. Sadly, one of our members, Sarah Cook, has resigned her position on the board. We are all grateful to her for the work she has done! This has created an open slot on the board of directors, and we will be seeking nominations for board members. To submit a board member nomination, use the form on the Call for Board Nominations page.

Other subjects discussed at the meeting included our upcoming Annual Conference, the Ann Castle Award, scholarships, and programming. Read on for more information.

2014 Conference Update

Laura Parshall — Tue, 28 Jan 2014 23:40:46 GMT

Registration is up for the 2014 Annual Conference and pre-conference Research Basics Bootcamp! Haven't registered yet? Go on over to the Upcoming Programs page and do so! This year, we're excited to announce that the keynote speaker at the conference will be none other than Dan Pallotta, author of Charity Case: How the Nonprofit Community Can Stand Up for Itself and Change the World. Copies of that book will be available for purchase when you register, if you wish to buy one. Those people who purchase their books through the conference registration site will have first priority in the autograph line at the conference!

With Dan Pallotta giving the keynote speech, the great line-up of educational sessions, the networking reception, and the Thursday night dinner outings, this conference is NOT to be missed! Need financial assistance to be able to attend? Or are you a researcher new to the profession who's eager to attend? Read on for more information on our scholarships.

Seeking Award Nominees and Scholarship Applicants

Laura Parshall — Tue, 28 Jan 2014 23:30:06 GMT

The NEDRA Board is still seeking nominations for this year's Ann Castle Award. If you know of someone who has displayed outstanding effort or achievement in the field of development research, please take a moment to fill out The Ann Castle Award Application form.

We would like to remind all of you that this year, we have TWO scholarships to award, and that we're actively seeking applicants for both of them! The 2014 Conference Scholarship is for those people who would like to attend this year's conference, but who require financial assistance to do so. Anyone interested can apply at the 2014 Conference Scholarship Application page.

The Heather Reisz Memorial Scholarship, which is being offered for the first time this year, is a need-blind scholarship for those who are new to the field of development research. If you're interested, apply at the Heather Reisz Memorial Scholarship page.

Volunteer Opportunity of the Month

Laura Parshall — Tue, 28 Jan 2014 17:44:15 GMT

The Conference Committee is seeking volunteers for the 2014 Annual Conference! If you want to volunteer to be either a session host or a roundtable host, you can check off those options when you register for the conference. For more information on the duties of a session host and a roundtable host (note: the time commitment for both is small!), see the Conference Volunteers page.

Profile: Ann Castle

Laura Parshall — Tue, 28 Jan 2014 17:39:11 GMT

Every year, NEDRA presents the Ann Castle award to someone who has displayed "outstanding effort or achievement in the field of development research." I've watched the presentations at the annual conference, and I've even nominated someone for the award, but until recently, I really didn't know much about who Ann Castle was. Being a researcher, I of course had to learn.

Ann Castle Profile

By Laura Parshall

As someone who came to the development research field after Ann Castle's death, I, like many of you, knew her only from descriptions of her impressive career, and the contributions she made to our profession. I knew about her creation of the Women in Philanthropy website, and the Slate 60 philanthropy rankings. I knew that she had inspired many people. Still, I didn't know much about her as a person. I didn't know what, exactly, people found so inspirational about her. So, I decided to reach out to some of the folks who knew her well, and ask them to share their stories and memories of the woman for whom the Ann Castle award was named. Needless to say, they responded with enthusiasm.

Helen Brown of the Helen Brown Group describes Ann as "surprisingly humble and genuine, considering her stature in the prospect research community. I don't think Ann appreciated what she had done to elevate the status of prospect research for all of us."

Paul Dakin at Mount Sinai Health System met Ann when he was a temporary employee at Harvard. He remembers her as "exceptionally generous and kind with her time and her knowledge. " He says that while she was at Harvard, "many, many visitors from other development shops would come to Ann seeking advice, benchmarking, and mentorship." Helen confirms this, saying that in the early days of prospect research's growth, many development shops gauged what they did by what Harvard did, looking to the university as a model. She says that the respect that Ann received from her colleagues there "lifted prospect research as a profession. I think that is Ann's most powerful legacy."

Like so many of us in this profession, Ann did not get her start in prospect research. Her previous career was a very different one: she started out as a trauma nurse. Valerie Anastasio at Boston Children's Hospital said that Ann felt her previous job "made you feel alive," but that she eventually decided to leave that extremely high-pressure environment to go to the Harvard Divinity School, where she earned her masters degree. That was where her relationship with Harvard began, and she eventually came to development research by way of academia.

Valerie says that Ann quickly realized that development research as a profession "attracted people who are idealistic and a little nerdy." Valerie describes Ann herself as reserved, but warm, friendly, and thoughtful once people got to know her. "She was a fun person, sometimes an unexpected person," Valerie says, mentioning that Ann loved touring the country by motorcycle with her husband, a fact that seemed to stand in sharp contrast to her professional persona. "She had a sense of adventure that stayed with her through her whole life." Valerie guesses that this sense of adventure is one reason why Ann was always on the cutting edge in terms of new ideas, techniques, and resources in her professional life.

Helen, Paul, and Valerie all credit Ann with providing them with encouragement and advice in their careers, as do many in the research community.

"When Ann died," Helen Brown remembers, "Valerie Anastasio and I immediately called each other to express our shock and sadness. Valerie said something that has always stuck with me: 'It's up to all of us now to step up and fill Ann's shoes.' The notion that we all need to step up every day is a very powerful one for me."

It's been nearly 14 years since her death, but Ann Castle continues to affect her fellow researchers through the many people she inspired: through the people who step up every day to help the research community, and to promote our profession.

Upcoming NEDRA Programming

Laura Parshall — Tue, 28 Jan 2014 17:23:41 GMT

First of all, a salute to those who braved Thursday night's frigid temperatures to join us for the VINO (Very Informal Networking Opportunity) at Lir! Everyone seemed to have a wonderful time. Plans are already in the works to hold another VINO event in the future, preferably during a warmer time of year.

Coming up on February 11th, Hugh Bennett and Joel Rodgers from MIT will be hosting a RING on the subject of "Prospect ID: Tips and Tricks." As one of their colleagues at MIT, I can assure you that you couldn't ask for better hosts on this subject. You can register for the RING on our Upcoming Programs page. Too far away to make it, or finding that registration is full? You can still register for the live online version of this RING, presented as part of APRA's Education Week!

Looking Back: Bricks and Mortar, Books, and More: Why You Need a Library Card

Laura Parshall — Tue, 28 Jan 2014 17:19:37 GMT

Although times have changed since Sandra Larkin wrote this article in 2002, and more information than ever is available online, her case for the usefulness of the public library as a research resource still makes sense.

Bricks and Mortar, Books and More- Why You Need a Library Card.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Fri, 20 Dec 2013 18:39:05 GMT

The NEDRA Board of Directors held its monthly operations call on Wednesday, December 18th. Among the subjects discussed were the 2014 annual conference (and associated Bootcamp), other upcoming programming, and some fun opportunities for socializing and networking. Read on for more information.

2014 Conference Update

Laura Parshall — Fri, 20 Dec 2013 18:29:12 GMT

Our Conference Committee has some exciting news: all the educational session slots for the upcoming conference have been filled! This means that you can look forward to sessions like "The Evolution of Prospect Management" by Jill Meister, and "The Year of the Mega Donor" by Bond Lammey.

Those of you who were at the 2013 Annual Conference might remember that there was an opportunity then to sign up for dinner excursions at local restaurants with other conference attendees. We're happy to announce that we'll be doing this again in 2014, on the night of Thursday, March 20th. The new conference hotel, the Revere, is close to a number of restaurants, so there should be some great choices. Join your colleagues to unwind and have a tasty meal after the conference sessions are over!

Upcoming NEDRA Programming

Laura Parshall — Fri, 20 Dec 2013 18:25:30 GMT

In spite of being held on Friday the 13th, James Cheng's RING on development analytics shops was very well attended! Coming up in February, Hugh Bennett and Joel Rodgers from MIT will host a RING on prospect identification tips and tricks. Come share what's worked for you, and learn what's worked for others. More information will follow soon, so keep an eye on the Upcoming Programs page.

The March Research Basics Bootcamp, held the day before the annual conference, will be taking place at the conference hotel, the Revere. This should make logistics easy for those attending both the Bootcamp and the conference, as we hope many new researchers will!

Remember, you can have a say in what programming NEDRA provides! If you have an idea for programming you'd like to see, submit it to our Programming Committee using the Program Proposal web form.

Looking Back: Identifying Potential Prospects

Laura Parshall — Fri, 20 Dec 2013 18:23:12 GMT

This article from the Winter/Spring 1998 edition of the NEDRA News by Barbara Gunvaldson is a great start if you want to prepare for February's RING on prospect identification!

Identifying Potential Prospects.pdf

Volunteer Opportunity of the Month

Laura Parshall — Fri, 20 Dec 2013 18:02:58 GMT

Did you know Ann Castle? The NEDRA News Blog will be running an article on the life of Ann Castle soon, and we would love to include some anecdotes from those who knew her and worked with her. If you have some memories you want to share--stories, lessons learned, anything that you remember when you think of Ann--please contact NEDRA News editor Laura Parshall.

Also, a new year is coming soon, and the NEDRA News Blog is in need of some new authors! (Though of course, we won't say no to some new articles from authors who have already contributed.) Do you have some tips to share with your fellow researchers? Some interesting information you've learned? Have you managed to solve a problem your organization has faced? Are you interested in reading and reviewing a book that might be of interest to researchers? We need you! The NEDRA News Blog will happily accept articles on any topic of interest to people working in development research and related fields. You have more to share than you think! Contact Laura Parshall if you'd like to help out.

Prospect Management for Today's Prospect Research Analyst

Laura Parshall — Fri, 20 Dec 2013 17:55:57 GMT

Researchers in small shops are often required to wear a lot of hats, and sometimes, the responsibility falls to them to create entire new programs within their organization from scratch. This can be intimidating, to say the least. In this article, Elizabeth McCartney from the University of St. Joseph describes her experiences with creating the beginnings of a prospect management system.

Prospect Management for Today's Prospect Research Analyst

In many smaller advancement shops like mine, many Prospect Research Analysts are asked to create and/or maintain a prospect management system for gift officer activities in addition to fulfilling their standard research activities. When I created our prospect management system at the University of Saint Joseph, which is similar to a "moves management" system in a corporate sales department, I struggled to implement some processes that others suggested to me. Where in the database could we indicate whether a prospect is being qualified, is being cultivated, was recently solicited, or is being stewarded with such clarity that I would feel confident that this information was consistently up to date when I extracted it for reports?

Ultimately, I came up with a solution: have gift officers include their present relationship stage within each new action that they create with the database. In our shop, the one datum that I know gift officers are sure to create in the database is a new action, as their performance is measured in part by the number of actions that they complete. I developed a required drop down menu within a new action that enables gift officers to select the prospect's stage in the relationship cycle. I have since found that I can pull last actions for assigned prospects to determine their stage in the relationship with incredible accuracy.

For all who are involved in prospect management or know the prospect management specialist in your shop, please consider using or sharing this idea with others. It has not only made our data more accurate, but has made it easier for me to focus on analysis rather than data cleanup. Happy Holidays!

NEDRA Networking, Informally!

Laura Parshall — Fri, 20 Dec 2013 17:36:40 GMT

Are you interested in an opportunity to get to know your fellow NEDRA members outside of our conference and other programming? On January 23rd, NEDRA will be holding an informal social "meet-and-greet" event. Come join us for some post-work fun! More details will follow soon, so stay tuned.

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Tue, 26 Nov 2013 16:21:16 GMT

The NEDRA Board of Directors met on Wednesday, November 20th. Among the subjects discussed were the 2014 Annual Conference (with a sneak peek at conference sessions!) and the programming schedule for winter, spring, and summer. Read on for more information.

2014 Conference Update

Laura Parshall — Tue, 26 Nov 2013 16:10:43 GMT

To all who submitted proposals for conference sessions: thank you! The Conference Committee is excited to report that this spring's conference should be chock-full of educational and interesting sessions for our attendees. As a preview of what you can expect: Melissa Bank Stepno will be presenting on the subject of securing principal gifts, while Rob Scott will talk about the shifting priorities of research in a campaign. There are a lot more wonderful sessions planned, so be sure to keep an eye on the NEDRA website to be ready when registration becomes available.

Upcoming NEDRA Programming

Laura Parshall — Tue, 26 Nov 2013 15:59:07 GMT

The RING on finding international prospects that took place on November 14th was a great success, selling out with 24 attendees! The Programming Committee has a lot of other great opportunities planned for this winter, spring, and summer, too. Next up, James Cheng from the Dana Farber Cancer Institute will be leading a RING on analytic shop building on December 13th. In January, there will be an informal networking opportunity for NEDRA members, to be held in the Boston area. On February 11th, Hugh Bennett and Joel Rodgers from MIT will lead a RING on prospect ID tips and tricks. In the spring and summer of 2014, stay tuned for programming on Chinese donors, prospect management, and foundation research. More information about all of these events will be posted to the NEDRA website as it becomes available, so keep an eye on the Upcoming Programs page. And, as always, if you have an idea for programming you'd like to see, submit it to our Programming Committee using the Program Proposal web form.

Teaching Them to Fish

Laura Parshall — Tue, 26 Nov 2013 15:30:23 GMT

In this article, MIT senior research analyst and NEDRA News editor Laura Parshall talks about the efforts of the MIT research shop to train front-line fundraisers and their assistants in research basics, and how it's helped researchers and fundraisers to work more efficiently.

Teaching Them to Fish: Research Training for Non-Researchers

I consider myself fortunate to work in an organization where the front-line fundraisers are truly appreciative of all the work we researchers do in order to help them maintain their relationships with prospects, from capacity evaluations that tell them how much the prospect can give, to data hygiene that keeps our information on them up-to-date, to full profiles that pull together all the important information we have on a prospect in one place. The fundraisers know they need us, and it's nice to be needed. When things are busy, though (and these days, when aren't they?), it can be nice to be needed a little bit less. That's why in the research office at MIT, we've been teaching front-line fundraisers to do a little bit of their own research.

Whom to teach?

The training sessions done by our research office have so far been geared towards front-line fundraisers and their assistants. We have spoken to larger groups of fundraisers and their assistants about general topics, and have plans to speak to smaller groups about more specific topics geared towards their particular areas of interest. These training sessions don't just include people new to MIT, but also those who have been here for a while, and who might have forgotten some of their original training.

What to teach them?

The general training sessions we have done include topics such as:

Finding basic contact and biographical information
Determining whether someone has major gift potential
Useful database reports and other database-related topics
Overview of the kinds of work done by the research shop

Contact information is something fundraisers will often request from us, and while each request is usually fairly quickly resolved, a lot of them can end up eating away at our time. Since the sources we use to find contact information are generally free web-based resources (Anywho, Switchboard, etc.), there's no reason why they or their assistants shouldn’t be able to find it themselves. It often takes little more time to find it than to send us a request, and much less time than sending the request and waiting for us to respond to it. Giving them helpful hints like trying the prospect's spouse's name, or a reverse phone number lookup, can increase their odds of finding what they need.

When a fundraiser asks a general question like, "Can you tell me a little bit about Jane Doe?" they are often satisfied with basic biographical information or career history. We encourage fundraisers to look at company websites, LinkedIn profiles, and other reliable sources for this information, to help them get a broad overview of a new prospect.

Although our Prospect ID team proactively identifies and provides capacity ratings for many new prospects every day, fundraisers frequently send in requests for capacity ratings for people they suspect of being wealthy who have (or might be convinced to have) some kind of connection with our organization. For a long time, we found ourselves turning away a number of these requests with the explanation that after a quick look at some basic information, it was clear to us that they did not have the capacity necessary for a major gift, and that a full evaluation was unlikely to uncover more wealth. We've all received those kinds of requests, and they can sometimes be very easy to spot. Do they have a low-ranking title at their job? Live in a small house in a middle-class neighborhood? We've taught fundraisers to pay attention to indicators like job titles, to look at websites like Zillow to get an approximate idea of the value of a prospect's home, to do Google searches for indicators of significant philanthropy, and other tips. One of the associate directors of the office has even put together a video with a PowerPoint presentation, to provide this information. It's helped to cut down on the number of requests for evaluations of not-so-promising prospects, which allows us to spend more time on those who are likely to have major gift potential.

There are a number of reports that we can run from our database that are helpful for prospect management. Fundraisers are generally trained in using these when they first come to MIT, but the sheer volume of information involved in their initial training can mean that some of the less-used ones end up forgotten. We refresh them on how to pull useful information from the database such as lists of prospects with new major gift level capacity ratings in their area. With these reports, they are able to quickly get information in a neatly organized format, and are able to rearrange the data however works best for them. We also make sure to show them where to find the research that has already been done on prospects (both in our files and in the database), so that they don't have to ask for something new when there's already up-to-date information available to them. The more fundraisers are able to take advantage of all the features of the software used by the development office, the easier it is for them to do their jobs (and the easier it is for us to do ours).

When we train fundraisers and their assistants, we also make sure to give an overview of the work done by the research office, and the guidelines for requesting research. Although this isn't exactly research training, it does ensure that they are aware of the best ways to get the information they want, when they do need to rely on the expertise of the researchers. After all, we certainly don't expect them to do everything themselves! Describing to them the work that we do proactively can also help prevent them from duplicating that work on their own and wasting their time. If they know that our Prospect ID team is screening mergers and acquisitions news for potential wealth events, and that it's keeping an eye on recent large gifts made to our organization, for example, they don't need to screen those sources of information themselves.

Why do it?

Fundraisers know that they can rely on researchers to find the information they need. What they don't always realize, though, is that there are quite a few of them who rely on us. The volume of requests that come in to our office can mean that each one doesn't get handled immediately. Even when we make an effort to do so, having to stop in the middle of creating a full profile on one prospect in order to search for another prospect's new business address, for example, can be distracting. If we teach the fundraisers how to find this information for themselves, they can often get the answer more quickly than if we'd had to find it and then get back to them. It also allows us to use our time more efficiently. By empowering them to find some of what they need, we empower ourselves to provide the rest of it more quickly and more easily, ensuring that the development machine keeps running smoothly.

Volunteer Opportunity of the Month

Laura Parshall — Tue, 26 Nov 2013 15:24:44 GMT

Looking forward to the Research Basics Boot Camp that's taking place before the conference this year? Want to have two people from your organization attend it for FREE? The NEDRA Board is looking for space to hold this Boot Camp on Wednesday, March 19, 2014. Ideally, the space will be located close to the Revere Hotel where the conference is taking place (200 Stuart St., Boston, MA), have A/V capabilities, and fit 30-60 people. If you are able to obtain space for NEDRA to hold this pre-Conference Boot Camp, two people from your organization will be able to attend it for free. If you would like to volunteer to host, please contact Amy Begg.

Looking Back: Beyond "Public" and "Private": Types of Business Organizations

Laura Parshall — Tue, 26 Nov 2013 15:21:56 GMT

The many sub-categories of business types can be hard to untangle. In this article from the Spring/Summer 2007 NEDRA News, Charlie Carr from MIT sorts them out for us.

Beyond Public and Private- Types of Business Organizations.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Thu, 31 Oct 2013 15:36:31 GMT

The NEDRA Board of Directors had its monthly operations call on Wednesday, October 16th. Among the subjects discussed were the annual conference and upcoming programs. Read on for more information!

2014 Conference Update

Laura Parshall — Thu, 31 Oct 2013 15:33:45 GMT

Planning is well under way for NEDRA's 27th Annual Conference, which will be held at the Revere Hotel Boston on Thursday and Friday, March 20th and 21st, 2014. The Revere Hotel is offering a promotional rate of $199/night for the NEDRA Conference and you can book your stay now online or by contacting Dan Tomasetti at 617-457-2683 between 9am and 4:30pm and asking for the NEDRA special rate.

New this year, NEDRA is planning to offer our popular full-day Research Basics Bootcamp programming session on Wednesday, March 19th. Stay tuned for more details and visit the NEDRA website for the most up-to-date information on the conference and other NEDRA programming.

Interested in volunteering at the NEDRA Conference? Contact NEDRA Conference Co-Chairs Amy Begg or Suzy Campos.

Looking Back: Research Issues in Health Care

Laura Parshall — Thu, 31 Oct 2013 15:29:51 GMT

This article from the Summer 1995 issue of the NEDRA News provides interesting perspective on moving from a researcher role in higher education, to a researcher role in health care. With the number of researchers who move from one type of nonprofit to another in the course of their career, this look at the challenges and opportunities presented by such a move should be useful to many people.

Research Issues in Health Care.pdf

Advizor Solutions - 2013 NEDRA Sponsor

Laura Parshall — Thu, 31 Oct 2013 15:23:58 GMT

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Upcoming NEDRA Programming

Laura Parshall — Thu, 31 Oct 2013 15:16:15 GMT

The second Research Basics Boot Camp of the fall season was held on October 18th at Northeastern University. Don't worry if you missed it: there will be another in the spring, just before the annual conference!

Coming up on November 14th, don't miss The Golden Egg: How to Find Elusive International Prospects, a RING to be held at Northeastern University! Join senior research analyst Jamie Fors in a roundtable on international research. Discuss how to discover new international prospects, what resources are useful in your search, and how to estimate a prospect's capacity to give. Objectives for this RING are to:

1. Share the resources and techniques you use to discover new international prospects and how to uncover their assets and giving potential

and

2. Share how your institution assigns capacity ratings to their international prospects.

You can sign up for the RING on the Upcoming Programs page. And, as always, if you have an idea for a NEDRA program you'd like to see, please feel free to submit it at the Program Proposal page!

Looking Back: From Research to the Frontlines (and vice versa)

Laura Parshall — Thu, 31 Oct 2013 15:13:39 GMT

These twin articles from the Spring 2001 edition of the NEDRA News talk about the authors' experiences in career changes from prospect research to frontline fundraising, and from frontline fundraising to prospect research. Together, they provide interesting perspective on both fields!

From Research to the Frontlines.pdf

RelSci - 2013 NEDRA Sponsor

Laura Parshall — Thu, 31 Oct 2013 15:12:02 GMT

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Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Mon, 30 Sep 2013 15:48:26 GMT

The NEDRA Board of Directors met on September 18th. Among the subjects discussed were two upcoming Research Basics Bootcamps and other programming, and the 2014 Annual Conference (including pricing, speakers, and more). Read on for more information!

Equilar Atlas - 2013 NEDRA Sponsor

Laura Parshall — Mon, 30 Sep 2013 15:47:23 GMT

Click on the link below for more exciting information!

Upcoming NEDRA Programming

Laura Parshall — Mon, 30 Sep 2013 15:41:03 GMT

On Friday, September 20th, a Research Basics Bootcamp was held at Wesleyan University. Couldn't make it? Another Bootcamp will be held on Friday, October 18th! This one will be at Northeastern University. If you're new to the field or need to brush up on your fundamental skills, sign up today at the Upcoming Programs page!

In early November, Jamie Fors will be presenting a RING on the subject of research in the Middle East at Northeastern University. Keep an eye on the Upcoming Programs page for more information as it becomes available.

As always, if you have an idea for a NEDRA program you'd like to see (or, even better, one you'd like to present!), you can send it to the Programming Committee by submitting a proposal on the Program Proposal page.

Grenzebach Glier and Associates- 2013 NEDRA Sponsor

Laura Parshall — Mon, 30 Sep 2013 15:39:26 GMT

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How Research Can Play a Part in Your Organization’s Milestone Remembrance Celebration

Laura Parshall — Mon, 30 Sep 2013 15:31:59 GMT

Is your organization approaching a milestone year? Chances are, there are all kinds of celebrations and fundraising events planned for it! In this article, Julie Macksoud, Director of Development and Alumni Relations Research at Colby College, gives some ideas for ways that research can get involved in the festivities, helping to advance the organization's goals at the same time.

How Research Can Play a Part in Your Organization’s Milestone Remembrance Celebration

Twenty years ago, like the Rev. Jeremiah Chaplin, who sailed up the Kennebec River on the sloop Hero to start a new institution of higher education, I moved north from my hometown of Boston to do prospect research work at Colby College in Maine in 1993. He had a big head start, shipping out in the early 1800s with his family and seven students on a ‘venture of faith.’ His journey became my journey (although my course involved a moving van instead of a single-masted sailing boat).

The College that evolved into Colby was originally chartered as the Maine Literary and Theological Institution, renamed Waterville College and then Colby. This year we are celebrating our bicentennial and it has been a wonderful opportunity for our small Research shop of three to work with colleagues across campus, and to make a genuine contribution to such an important endeavor as commemorating our College’s first two hundred years.

If you work for an institution that is approaching a milestone anniversary – be it a centennial, a sesquicentennial, a bicentennial, or more – don’t miss this once-in-a-lifetime chance to get your creative juices flowing and unearth some hidden treasures for your constituents to remember, embrace and enjoy.

Our bicentennial theme, In their Footsteps, was several years in the making. We started by forming a planning committee (surprise), which branched out into several subcommittees (e.g., events, exhibitions, performance, etc.). Once asked to participate, Research created a virtual timeline to use as a reference point and information source as we plotted out the past 200 years.

We searched for examples of how other peer institutions celebrated their milestones (e.g., Hamilton College designed a bicentennial walking tour, and Boston College asked all students to participate in volunteer community service). We networked with other institutions that had this experience under their belts, and reviewed their websites and materials for ideas.

Depending on your organization’s budget, consider offering a hand to assist with a bicentennial video, time capsule, town-gown event, speakers for special lectures, trivia contest minutia, and dates of importance for a bicentennial calendar.

If you are lucky enough to have an actual archivist or historian on your staff, this person can point the way toward access of archived files, photographs, and treasures in the process of unearthing the origins of quirky traditions (such as smoking the commencement day peace pipe at Colby). Our staff members were also able to explain the origin of our mascot, and the purpose of the Paul Revere bell that arrived on campus in 1824 (to call sleepy students to morning chapel).

Because our professional affinity is to go both deep and wide with information, and to indulge our own personal predilections toward all things historical, Research was uniquely positioned to offer creative ideas and suggest ways to contribute to such an important milestone. We were also not above rolling up our sleeves to do everything from reading through thick files from long ago to hand-washing gravestones.

Our shop was immersed in researching the history of our Baptist missionary heritage, digging up the stories behind various buildings on campus, and writing up biographical profiles on the people for whom they were named. We combed through the online index of our alumni magazine for various “firsts” in our college’s growth, from our first Rhodes Scholar to our first woman graduate: people who made a lasting impact on shaping the College.

In addition to resurrecting legendary faculty, we scoured ancient texts for quirky tidbits (i.e., “tuition touched the high water mark of $16 a year in 1835”), made the rounds of local historical societies, and even sited local notables buried in the town cemetery, who had been long forgotten. For us, one was a former slave who came from a Virginia plantation in 1865 and became a beloved janitor for three decades, immortalized in articles, poems and stories.

I was honored to conduct numerous personal interviews with alumni at reunion this year (for our 200 voices project) and record their stories and fond memories of their time on campus, for posterity, to link the past with the present.

The major contribution of Research, however, was proactively volunteering to trace the living descendants of our original 21 incorporators for the express purpose of inviting them to the kickoff of our bicentennial celebration. If you are a genealogy buff like me (and bona fide Who Do you Think You Are fan) this was a dream assignment, and a golden opportunity to show our budding genealogical acumen.

Of the 21 ‘founding’ gentlemen we researched - half of whom were reverends – we were able to find living descendants of 12 of them. This meant starting from as far back as 1754 and tracking each generation to the current day. We struck out a lot, and got lucky a lot. Having unusual names (like Hezekiah Prince) helped, as did resources like Ancestry.com, hometown historical records, the Maine Memory network, and online obituaries. Dots were connected. Family trees were drawn up. Eureka moments were declared! In the end, we discovered more than 200 descendants of Gardner Colby alone (who rescued the College in 1864, saving it from financial ruin).

Sally Baker, Vice President and Secretary of the College, relied on Research “immensely” to not just discover these family members, but to narrow the scope further in determining whom exactly to invite to the celebration dinner. Many of the descendants had no idea they were even connected to the college. Research was able to recommend likely attendees based on several factors, starting with those who had affiliations with Colby across several generations. These people were delighted to be invited to share in the festivities, sit at the Founders Table, and bask in the accomplishments of the past two centuries. It was a privilege to meet these individuals, and to put grateful faces to the names of these new Colby Friends.

Throughout the year Research continued to share newly discovered historical gleanings with our colleagues at staff meetings via short PowerPoint quizzes ("which of the following folk singers came to Homecoming in 1972?"). Our Alumni Relations colleagues began taking the bicentennial on the road to 16 cities across the nation, and recently to London. As we move into our third century, having just announced a new president to take the helm next summer, we’ll continue to celebrate our institution’s long and storied history. The solid contribution that Research made to the bicentennial effort has left us feeling not so much nostalgic, as proud, of our roots, how deep they are, and with the hope that we helped to strengthen constituent involvement and commitment to our institution.

Sharing our talents, and educating ourselves, our colleagues and our alumni base, was the natural result of considering ourselves historical ambassadors on behalf of our institution. It was time well spent.

RelSci - 2013 NEDRA Sponsor

Laura Parshall — Mon, 30 Sep 2013 15:30:49 GMT

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2014 Conference Update

Laura Parshall — Mon, 30 Sep 2013 15:18:23 GMT

Earlier this month, the Conference Committee sent out its call for presentations. We are still looking for people who are willing to present at the 2014 Annual Conference.The Call For Conference Speaker Presentations page on NEDRA's website provides an easy way of submitting your session proposal. So, if you have an idea for a presentation on a topic related to fundraising research, prospect management, fundraising data, or analytics, click on the link, and send it in to the Conference Committee!

Looking Back: Student Workers in the Prospect Research Office

Laura Parshall — Mon, 30 Sep 2013 15:05:24 GMT

Universities are busy and bustling again this month, as students once again descend upon their campuses in full force. In this interview from 2009, Yale University's Jennifer Whitman discusses the challenges and benefits of hiring student workers to help out with prospect research.

Student Workers in the Prospect Research Shop.pdf

Advizor Solutions - 2013 NEDRA Sponsor

Laura Parshall — Mon, 30 Sep 2013 15:03:29 GMT

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Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Tue, 27 Aug 2013 15:29:23 GMT

The NEDRA Board of Directors had its monthly operations call on August 20th. Among the subjects discussed were upcoming NEDRA programs, and the first meeting of the Conference Committee. Read on for more information!

Storytelling: Part 2 of 2

Laura Parshall — Tue, 27 Aug 2013 15:24:54 GMT

After his presentation on "The Art of Storytelling: How to Turn a Prospect Into a Person" at the 2013 conference, Matt LaCroix from the Boys and Girls Club of Boston wrote a two-part article on the subject. The NEDRA News Blog published the first part in May, and now we present the conclusion. Enjoy!

Storytelling: Part 2

All right, back again! In the last installment of this two-part article on storytelling, we took a look at the ways in which more esoteric or “quirky” characteristics can lead to a fuller understanding of a prospect’s inclination and capacity. The problem is that such information can be difficult to come by, as it is generally not aggregated by any one engine or site in an immediately useable way. Thus, in order to get to the heart of the person behind the prospect, it is necessary to pay closer attention to sources that may or may not be “off the beaten path.”

Finding a biographical needle in a proverbial haystack of information can seem daunting at first, particularly if you’re looking for a specific bit of context or trivia. In such cases, I have found that it helps to start small, specifically with a targeted search centered on the prospect’s hometown. While major moves and events are ably captured by publications in major metropolitan cities, small town or regional papers tend to include more targeted news such as scholarship listings, local sports coverage, and human interest stories focused on members of the community. To this end, two sites I frequently use are Wicked Local (www.wickedlocal.com) and Patch (www.patch.com). Wicked Local is a Massachusetts-based site that reports news broken down by city and/or region. Patch offers similar functionality to Wicked Local, but on a national level. Moreover, Patch enables neighbors and friends to link to and share stories of interest. A search of these two sources, targeted toward the geographical area in question, can reveal a breadth of information on a prospect pertaining to extracurricular activities, philanthropy, and volunteerism, and can also provide insight into social networks. These resources can also help you to find photos of constituents, as well as guest lists for smaller-scale fundraising events within a given area (everything from galas to PTA spaghetti dinners).

Used responsibly, social media outlets can provide greater insight into a prospect’s interest, social networks, and/or hidden passions. A scan of a prospect’s Facebook feed (if public), for example, can indicate marital status, the presence of children, supported organizations/groups, and visible interests. LinkedIn profiles, though obviously used more for determining employment history, can also provide insight into professional and social activities, many of which can be tied to pricey assets (e.g. sailing, equestrianism, auto racing, golf, etc.). Rarely, but occasionally, a prospect can be tied to a public blog or journal that is indicative of a larger passion, such as painting, poetry, yoga. As mentioned previously, such tidbits enable front line fundraisers to target asks more accurately. Though mentioning a prospect’s interest in yoga may not appear to lead to a higher ask, for example, including that information can keep a prospect viable for engagement through future programming. At the very least, such information can provide a common conversational touchstone between a fundraiser and a prospect, and can facilitate a speedier engagement/cultivation process.

If the above resources indicate a prospect’s specific interest, it is possible to glean an approximation of the money expended on that interest. An avid golfer, for example, may hold a membership with an area country club. Depending on the town and club structure, it is possible to determine a rough estimate of annual dues, and it may be possible to find other members with whom a prospect is affiliated. Other hobbies such as “big ticket” collections (boats, aircraft, automobiles, etc.) are easier to evaluate along monetary lines, as the relative value of a collection can be determined with a reasonable degree of accuracy. One comprehensive site for this sort of analysis is Nada Guides (http://www.nadaguides.com/), a website featuring searchable databases of classic cars, boats, motorcycles, and other assets. Relative values can be determined by make, model, year, and geographical area, which can provide a general sense of what a prospect owns, what it’s worth, and what they paid to get it. Another (likely well-known) site is Boat Info World (www.boatinfoworld.com), which proves to be especially useful if you suspect that a prospect has an interest in sailing or maritime history.

In terms of finding other potentially useful esoterica, one tried and true way to do it (time permitting) is to run a couple of Internet searches and see what pops up. Though this approach may seem a bit haphazard (particularly since researchers are generally tasked with providing useful information within a given timeframe), it can indicate interests that no other resource will reasonably be able to find or aggregate as part of a profile. Speaking from experience, random Google searches on new prospects have revealed professional bridge players, avid bowlers, dog breeders, under-the-radar business ventures (such as independent yoga studios), miniature dollhouse furniture collectors, and conservation enthusiasts within my organization’s donor pool. While these bits of information do not amount to much per se, they can be vital in terms of future engagement and cultivation. If, for example, you’re trying to match a prospect with a prospect manager or volunteer solicitor, and you were able to determine that said prospect is an amateur dog breeder, gift officers can match the prospect with a contact who is interested in the same field. The result is a jumpstart to the engagement process, whereby major gift staff can skip past awkwardness and straight into lively repartee (in a perfect world).

In the end, there’s no shortcut to constructing a well-told “story” of a prospect. The best approach to take, in my humble opinion, is to search for everything, and discount nothing (at least at first). As a profile takes shape, the more obvious bits of esoterica can and will fall by the wayside, for the obvious reason that some of it simply will not aid the process whatsoever. For the rest, though, consider that the quirks and passions of a prospect are just as vital to a prospect’s capacity as their hard assets. Also remember that, while we’re all fundraisers to one degree or another, we’re also relationship builders. By focusing on the person behind the process, we can help to turn a potential giver into an ardent ally for years to come.

iWave - 2013 NEDRA Sponsor

Laura Parshall — Tue, 27 Aug 2013 15:16:42 GMT

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Volunteer Opportunity of the Month

Laura Parshall — Tue, 27 Aug 2013 15:10:11 GMT

This is a call for writers and speakers!

The NEDRA News is looking for volunteers to write main articles for the News Blog. Articles have generally been around 1000 words in length, more or less, and can be on any subject that NEDRA members might find relevant. If you're interested in writing for the NEDRA News Blog, please contact Laura Beaudet, NEDRA News editor.

The Programming Committee is also looking for speakers! Are you interested in speaking, but hesitant to present a session at the Annual Conference? Don't forget the possibility of speaking at other kinds of NEDRA programs! Audiences are smaller than at the conference, so this can be a great start for someone who's new to presenting. If you have an idea for a presentation that you'd like to give, you can propose it on the NEDRA Program Proposal page. The Programming Committee will be happy to hear from you!

Advizor Solutions - 2013 NEDRA Sponsor

Laura Parshall — Tue, 27 Aug 2013 15:08:54 GMT

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Many Thanks

Laura Parshall — Tue, 27 Aug 2013 13:56:36 GMT

The Board of Directors would like to thank the two new members of the Conference Committee, who have volunteered to help make sure that next year's conference will be better than ever. Thank you so much to David Owens of Boston Children's Hospital and Suzanne Milauskas of Bentley University!

Upcoming NEDRA Programming

Laura Parshall — Tue, 27 Aug 2013 13:50:44 GMT

New researchers and those looking to brush up on your skills, get ready! A Research Basics Bootcamp will be held on September 20th at Wesleyan University. Registration is open now, and you can sign up on the Upcoming Programs page!

Coming up on November 4th, Jamie Fors will be hosting a RING on the subject of Middle Eastern research at Northeastern University. Mark your calendars now, and keep an eye on the Upcoming Programs page for more info later.

Grenzebach Glier and Associates- 2013 NEDRA Sponsor

Laura Parshall — Tue, 27 Aug 2013 13:49:33 GMT

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Looking Back: Should I Stay Or Should I Go?

Laura Parshall — Tue, 27 Aug 2013 13:33:07 GMT

With the staff changes going on here in the MIT prospect research office, career transitions have been much on my mind lately. In this article from the Summer 1999 NEDRA News, Susan Cronin Ruderman discusses how to evaluate career paths in prospect research and other fields, to decide what works best for you.

Should I Stay or Should I Go.pdf

2014 Conference Update

Laura Parshall — Tue, 27 Aug 2013 13:24:15 GMT

The Conference Committee met on August 1 to work on planning next year's conference. They will be putting out a call for presentations next week, so if you want to present next spring (or know someone else who does), keep an eye out! You'll be able to submit your conference session proposals here on the NEDRA website.

RelSci - 2013 NEDRA Sponsor

Laura Parshall — Tue, 27 Aug 2013 13:21:42 GMT

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Equilar Atlas - 2013 NEDRA Sponsor

Laura Parshall — Tue, 27 Aug 2013 13:17:38 GMT

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Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Fri, 26 Jul 2013 17:29:30 GMT

The NEDRA Board had an operations call on July 17th, the first that included our three newest board members! Among the subjects discussed were next year's conference (and some exciting news on that front), the Heather Reisz Memorial Scholarship, and recent and upcoming programming. Read on for more information.

2014 Conference Update

Laura Parshall — Fri, 26 Jul 2013 17:18:38 GMT

The 2013 Annual Conference may not be too far behind us, but the Conference Committee is already going full steam ahead to make sure that next year's conference is better than ever! This month, they have some exciting news for us. NEDRA has signed a contract with the Revere Hotel in Boston for the 2014 Annual Conference! The conference will be held on Thursday and Friday, March 20th and 21st. Because it's earlier than in previous years, it's even more important that we get conference session proposals ahead of time. The Conference Committee will be putting out a call for presentations starting in September, so start getting creative, and be ready with your ideas when the call goes out!

If the conference weren't exciting enough by itself, there will also be a Research Basics Boot Camp held the day before the conference, to give new researchers a crash course in development research before the conference begins. Please read on to see a Volunteer Opportunity of the Month related to this Boot Camp.

Grenzebach Glier and Associates- 2013 NEDRA Sponsor

Laura Parshall — Fri, 26 Jul 2013 17:16:35 GMT

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Everything I Need to Know I Learned in Kindergarten: Tips for Small Shop Research

Laura Parshall — Fri, 26 Jul 2013 17:07:08 GMT

Researchers who work in small shops are often described as "wearing a lot of hats," probably because this sounds more fun and fashionable than "having lots of different responsibilities." In this article, Christina Razzi, Director of Foundation and Corporate Relations at the Portland Museum of Art in Maine, provides tips on balancing those responsibilities with the help of some wisdom from a time of far fewer responsibilities: kindergarten.

Everything I Need to Know I Learned in Kindergarten: Tips for Small Shop Research

When I tell people I work in a “small research shop” they generally interpret that to mean that I’m the only full-time researcher on staff. But it actually means that not only I am solely responsible for running and maintaining a prospect research program, I’m also a front-line fundraiser responsible for corporate, foundation, government, and affinity group fundraising. In an environment requiring many hats, it’s easy to get overwhelmed by research requests, screenings, validation, conferences, event briefings, prospect management meetings, data analysis…phew, I’m exhausted. Here are some tips and tricks I use in my “small shop” operation adapted from Robert Fulghum’s poem All I Really Need to Know I Learned in Kindergarten:

1. Share everything

After attending NEDRA’s spring conference, I made friends with some nearby researchers and we realized we have something in common: both of our institutions had just performed wealth screenings and both of our staffs had never been through one before. I’d been feeling the weight of this screening on my shoulders since February – not knowing how to crack into the data, or where to even start. Now, with our institutional friends, we’re providing each other with peer support, sharing our struggles and answers to questions, and things we’ve learned. Make friends. Share information. Ask questions.

2. Don’t hit people

I know prospect research can be frustrating, especially when a profile is pulling you down the rabbit hole. Hit the wall, hit your desk, just don’t hit your coworkers; your bigger problem will be unemployment.

3. Put things back where you found them

Stay organized! If you’re incredibly busy with projects flying at you from all directions, there is nothing worse than being disorganized. It takes up more of your precious time and leaves you feeling frazzled. Take the time to establish procedures for yourself and others who may be helping you. Develop well organized filing on your computer and in your organization’s database. Organization is a time saver we usually don’t think about, but it goes a long way to enhance your efficiency.

4. Wash your hands before you eat

If you have more roles than one, I recommend setting aside time specifically for prospect research, rather than shifting back and forth between roles. I reserve most Fridays for tackling research projects. I try hard to “wash my hands” of other projects before starting so that I don’t have to interrupt myself with grant deadlines or corporate solicitations. It’s another efficiency booster that, in the end, will increase your productivity.

5. Take a nap every afternoon

Well, maybe not a nap, but at least a walk! Make sure you get up, move around, stretch. There’s nothing worse than dreaded desk chair atrophy. When you’re working on a difficult profile, sometimes it helps to step away and then come back. I work in an art museum and nothing’s better than strolling through the galleries, clearing my head, and returning to my desk with fresh perspective.

6. Watch out for traffic, hold hands, and stick together

When you’re responsible for multiple areas at your organization, you’re bound to find yourself standing on the curb like Frogger, nervously wondering how to cross a busy street. Find advocates. Ask others to pitch in and help. Unless you’re a super hero, there’s no way you can take this on alone. As we’ve started our screening validation process, I’ve created a “validation super team” made up of myself, the department assistant, and the database analyst. We’ve sat through webinars and conference calls and many meetings. I feel more supported and confident that I’m not taking this on as a solo endeavor.

7. Goldfish and hamster and white mice die. So do we.

Keep your chin up. We see and read difficult things sometimes – obituaries, police reports, divorce proceedings, and more. It’s important to take breaks and get some air. Google dancing cats, rainbows, and cupcakes – make yourself smile.

If you apply some of these rules to your small research shop, your hat-hair will become less apparent. However, despite all of the advice you receive, all of the processes and procedures you put in place, you are still bound to get frustrated, confused, and overwhelmed. When I find myself in those moments – moments when even singing puppies don’t make me smile – I take a deep breath and remind myself that the work I am doing greatly impacts the mission of my organization. It enables front line fundraisers – like me – to find funding for programs that provide free access to art for our community to more than 30,000 visitors, bring more than 8,000 school children to the museum for free, directly impact 200 immigrant children from low-income families, and exhibit incredible once-in-a-lifetime art experiences in Maine. As soon as my pride for my organization begins to swell, the work becomes just a little bit easier.

Equilar Atlas - 2013 NEDRA Sponsor

Laura Parshall — Fri, 26 Jul 2013 16:51:02 GMT

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Upcoming NEDRA Programming

Laura Parshall — Fri, 26 Jul 2013 15:42:23 GMT

July 12th saw not one, but two NEDRA programs take place successfully! James Cheng's presentation of "Development Analytics 102" and the RING on "Setting the Table – Research’s role at Prospect Review Meetings" were both well attended, and chock full of useful information.

Next up on NEDRA's calendar is a Research Basics Boot Camp, which will be held this fall. Keep an eye on the Upcoming Programs page, where we will put up more information when it becomes available! Also, don't forget: if you have a great idea for a NEDRA program, you can always share it with the Programming Committee by filling out the Program Proposal form.

Advizor Solutions - 2013 NEDRA Sponsor

Laura Parshall — Fri, 26 Jul 2013 15:39:39 GMT

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Volunteer Opportunity of the Month

Laura Parshall — Fri, 26 Jul 2013 15:24:59 GMT

The NEDRA Programming Committee needs your help!

The Programming Committee is in need of space to hold a pre-conference Research Basics Boot Camp on Wednesday, March 19th, in Boston. Because it's intended that this Boot Camp be available to people coming into town for the conference, it would be most convenient to have the space be in Boston proper rather than in Cambridge, to make it easier for visitors. If you have space available for the Boot Camp, please contact the Programming Committee co-chairs, James Cheng and Tina Tong

RelSci - 2013 NEDRA Sponsor

Laura Parshall — Fri, 26 Jul 2013 15:20:28 GMT

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Looking Back: Researching Asset Management Firms

Laura Parshall — Fri, 26 Jul 2013 14:57:55 GMT

The broad field of asset management can be confusing even to seasoned prospect researchers. Nancy Faughnan's article from the September 2006 issue of the NEDRA News helps simplify things by describing the different kinds of firms that operate in this field, and by explaining what sort of information is available on them, as well as where to find it.

Researching Asset Management Firms.pdf

iWave - 2013 NEDRA Sponsor

Laura Parshall — Fri, 26 Jul 2013 14:55:54 GMT

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Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Tue, 25 Jun 2013 16:54:15 GMT

The NEDRA Board had its annual retreat on June 13th and 14th. This meeting solidified the new board committees, including the roles of our newest board members. You can view the list of the board directors and the committees they chair here.

Other topics of discussion at the retreat were the Heather Reisz Memorial Scholarship, upcoming programming, APRA events, and more. Read on for more information!

"I Could Never Do That!"

Laura Parshall — Tue, 25 Jun 2013 16:35:32 GMT

We all have so much to share with the research community. Each one of us is capable of enriching that community and helping our fellow researchers to learn and grow as professionals. Still, it sometimes seems like a lot of us doubt that we have anything of value to contribute. This article talks about why that's not true, and about how those who are hesitant to step forward into the spotlight can make that step a little less intimidating. By Laura Beaudet, NEDRA News Blog editor

"I Could Never Do That!"

"I could never do that!" It's something I've heard often. Sitting on the subway and knitting a complex lace shawl, I get compliments on my work, and almost inevitably, the stranger complimenting me declares, "I could never do that!" It's almost as though they think knitting is some arcane mystery that only those born with yarn and needles in hand can accomplish. I know I certainly wasn't born with yarn and needle in hand, though. I talk to people about my experiences taking dance classes, and performing in recitals. "You get up there on stage and dance in front of people? Oh, I could never do that!" Hearing this, I am always reminded of a friend of mine, a professional dancer with years of experience, who feels physically ill with stage fright before every show…and who still goes out onstage and amazes the audience, in spite of her nerves.

It's even something I hear from my coworkers and industry peers. All around me, I see people with information and ideas just begging to be shared, stuff that would be useful and interesting to their fellow professionals. Even so: "Write an article for the NEDRA News Blog? I could never do that! Facilitate a NEDRA RING? I could never do that! Actually give a presentation to a roomful of people at a conference or other NEDRA program? I could certainly never do that!"

Well, why not? OK, I'll grant you, I've said it myself often enough, so I know why people say it. But I also know that on the occasions when I've said it, I've nearly always been proven wrong. In this article, I'd like to go through some of the barriers we create for ourselves to getting out there and contributing to the wider research community, and talk about how we can overcome them--and why we should. In other words, I'd like to prove you wrong too.

"I don’t know what to talk/write about."

I've heard people say that they'd be interested in hosting a NEDRA RING, but didn't know what kind of subject to focus on. There's an easy answer to that: if you have a problem, you have a subject! What challenges are facing you in your work? Are you having trouble finding information on international prospects? Struggling to deal with finding new prospects at an organization without an alumni base? Trying to revamp your prospect management system? Chances are, there are other people out there facing the same issues. You don't have to be an expert--and neither do they. The virtue of a RING lies in the fact that it brings many minds together to work on a problem, and six or eight heads are better than one.

I've also heard people say this when it comes to writing for the NEDRA News. I've often asked people, "are there any problems you've faced recently in your office to which you've found a solution?" Again, chances are, someone else is facing that very problem, and would love to hear how you got around it. Whether it's an issue of communication between researchers and fundraisers, or how to handle commercial real estate in capacity evaluations, others can benefit from your experience. Or, if you enjoy reading books on research, fundraising, and related subjects, maybe you could review one, and give your fellow researchers an idea of whether it might be useful for them.

"I'm sure other people know more than I do about this."

Oh, I've used that one. A few years ago, my colleague and I were working on putting together a collection of resources for international research, for our office to use. Our manager suggested we present our findings at the NEDRA Annual Conference. We demurred, saying that of course everyone else must already have this information. When we talked to some other people about the subject, though, we found out that there were quite a lot of shops where international research was in its infancy, and a lot of people were starting from scratch when it came to finding resources. To those people, what we shared was new and useful. Even those people who were more experienced in international research didn't always know about the same resources, though they were also able to give us suggestions for ones we hadn't heard of before. In short, we had underestimated ourselves, and falsely assumed that we didn't have anything worth sharing. The NEDRA conference presentation we gave that year was well received, and led to other presentations later on. If this is a fear of yours, try reaching out to other researchers at other organizations. You might well find that you have more to offer than you think.

"I really don't like talking in front of an audience!"

I can't promise you that stage fright is always entirely curable (just ask the dancer friend I mentioned earlier), but it's possible to learn to be more comfortable with public speaking. Sometimes, the buddy system is helpful. That coworker with whom I created that presentation on international resources is someone who dislikes public speaking. She probably would not have agreed to do a presentation on her own, but doing one with someone else she knew was a little easier. If you don't have a coworker in your office who would be willing to present with you, don't feel shy about asking people at other organizations. Someone may jump at the chance! You might also be able to find professional development activities related to presenting at your organization. At MIT, I was able to take a two-part workshop on creating and giving presentations that taught me a lot of useful skills. Ask around, and see if your organization offers something similar. If not, you might consider joining Toastmasters International, a nonprofit organization dedicated to helping people develop speaking and leadership skills. Friends who belong to this organization have told me that it's been invaluable to them in learning public speaking skills, and in becoming more comfortable with speaking to an audience.

You--yes, you--have something to offer.

At every conference I attend, every day in my own office, and every time I look at industry mailing list digests, I see a host of intelligent, resourceful, creative people who know things I don't. They know things that I could use. These people aren't just those who have been in the industry for decades and have high-ranking titles in their organizations, either. Even someone who's only been a prospect researcher for a year or so may have come to this field from another industry, and have knowledge from that industry that could be of use to researchers. I know how valuable it is, for example, to have a former investment banker in the office! Or, they may simply have a different perspective than other people, owing to working in a different kind of office. Remember, it's not about knowing more than anyone else about a particular subject. It's just about being willing to share your own perspectives, experiences, and ideas. On that note, I encourage all of you reading this to think about what you have to offer. It's never too early to start thinking about next year's conference, and it's never a bad time to talk to the Programming Committee about speaking at a workshop or hosting a RING. And of course, I would be remiss in my duties as editor of the NEDRA News Blog if I didn't urge all of you to volunteer as authors!

Advizor Solutions - 2013 NEDRA Sponsor

Laura Parshall — Tue, 25 Jun 2013 16:20:30 GMT

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Many Thanks

Laura Parshall — Tue, 25 Jun 2013 16:16:33 GMT

The NEDRA Board members would like to extend their heartfelt thanks to the individuals and organizations whose generous gifts have helped to establish the Heather Reisz Memorial Scholarship. Heather's legacy as a mentor in the research field will live on through this scholarship, which will provide newcomers to the field with financial support for development research training.

Upcoming NEDRA Programming

Laura Parshall — Tue, 25 Jun 2013 16:06:11 GMT

If you enjoyed James Cheng's repeat presentation of his Development Analytics 101 workshop on June 7th, get ready for the next step: Development Analytics 102! This workshop will be held on July 12th at Boston College.

There will also be a RING on the subject of "Setting the Table – Research’s role at Prospect Review Meetings," scheduled to take place on July 12th at the Hotchkiss School in Lakeville, CT.

You can register for these programs today at the programming page.

Grenzebach Glier and Associates- 2013 NEDRA Sponsor

Laura Parshall — Tue, 25 Jun 2013 15:53:19 GMT

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Volunteer Opportunity of the Month

Laura Parshall — Tue, 25 Jun 2013 15:03:15 GMT

The Programming Committee is looking for speakers! If you've ever been interested in speaking at a NEDRA program, now is the time to make it happen. This is a great opportunity for anyone who's been curious about speaking, but who wasn't ready to present at the Annual Conference in April. Visit the Program Proposal page to submit your idea to the Programming Committee.

iWave - 2013 NEDRA Sponsor

Laura Parshall — Tue, 25 Jun 2013 14:57:24 GMT

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APRA Virtual Business Meeting

Laura Parshall — Tue, 25 Jun 2013 14:39:51 GMT

APRA International will be holding its first Virtual Business Meeting on July 18th. APRA says: "At this summer’s Virtual Business Meeting, you’ll learn about recent accomplishments, the status of current projects, upcoming education opportunities, APRA’s finances, and more! Don’t worry, we’ll find ways to make that more fun than it sounds." Visit APRA's website to register.

RelSci - 2013 NEDRA Sponsor

Laura Parshall — Tue, 25 Jun 2013 14:28:48 GMT

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Looking Back: NEDRA News Profile- New Perspectives in Research

Laura Parshall — Tue, 25 Jun 2013 14:15:14 GMT

This month, we have a real blast from the past! This article is from the Summer, 1988 issue of the NEDRA News, published only a year after NEDRA was formed. Three researchers give the interviewer their thoughts on the state of the prospect research field. Just think of how much change we've seen in the 25 years since this article first came out!

NEDRA News Profile- New Perspectives in Research.pdf

Equilar Atlas - 2013 NEDRA Sponsor

Laura Parshall — Tue, 25 Jun 2013 14:13:58 GMT

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Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Fri, 24 May 2013 16:27:12 GMT

The 2013 Annual Conference: “Broadening Perspectives,” held on April 29-30, was a great success. More than 200 attendees participated in the sold-out event. Elizabeth Crabtree of Brown University delivered an inspiring keynote, “Driving Performance through Creativity, Innovation, and Execution.” New members and first time attendees had the opportunity to meet, greet and get a treat at the morning welcome events hosted by the NEDRA Membership Committee. At the Programming Information table attendees were able to volunteer to present or host one of the many programs available throughout the year, or just stop by to suggest a topic. Lunchtime Roundtables allowed participants to explore topics such as Family Wealth, Analytics, and Proactive Research. Networking opportunities included an afternoon reception, as well as dinner outings led by NEDRA Board Members. Undaunted by a brief power outage on Tuesday, 18 educational sessions were led by speakers who ranged from veterans to first-timers, researchers to front-line fundraisers, and practitioners from solo shops to large teams. Stay tuned, as we’re already hard at work planning the 2014 Conference.

Read on for more information about our new board members, upcoming programs, and more!

Welcome, new board members!

Laura Parshall — Fri, 24 May 2013 16:21:09 GMT

The NEDRA Board of Directors is very pleased to welcome three new members to its ranks! Sarah Cook of Northeastern University, Mary Taddia of the University of New England, and Tina Tong of Tufts University have joined the board, and will officially begin their new duties soon. Their energy, experience, and expertise are much appreciated!

NEDRA donates to the One Fund

Laura Parshall — Fri, 24 May 2013 16:03:55 GMT

The Boston Marathon bombings and subsequent manhunt affected many NEDRA members directly and touched all of us emotionally. As announced at the 2013 Conference, the NEDRA Board has made a donation on behalf of the NEDRA membership to the One Fund, which was established to assist those families of the victims who were killed and the victims who were most seriously affected as a result of the tragic events of April 15 – 19.

Upcoming NEDRA Programming

Laura Parshall — Fri, 24 May 2013 15:53:33 GMT

Feeling a need for more great NEDRA programming, now that the conference is over? The Programming Committee has scheduled a repeat session of James Cheng's workshop on Development Analytics 101, to take place on June 7th at Tufts University. If that's not enough for you, James will be offering Development Analytics 102 on July 12th at Boston College.

There will also be a RING on the subject of "Setting the Table – Research’s role at Prospect Review Meetings," scheduled to take place on July 12th at the Hotchkiss School in Lakeville, CT.

For new researchers or those who want to brush up on their basics, there will be a Research Basics Bootcamp held this summer, as well as more great NEDRA programming. Keep an eye on the programming page as more information will become available soon!

iWave - 2013 NEDRA Sponsor

Laura Parshall — Fri, 24 May 2013 15:46:00 GMT

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Storytelling: Part 1 of 2

Laura Parshall — Fri, 24 May 2013 15:30:37 GMT

If you didn't get a chance to catch the presentation on "The Art of Storytelling: How to Turn a Prospect Into a Person" that Matt LaCroix from the Boys and Girls Club of Boston gave at this year's conference, never fear! Matt has expanded his presentation into a two-part article, which the NEDRA News Blog is publishing. Read on for the first installment!

Storytelling

What is storytelling? Storytelling is the art of transforming the numbers and dollar signs known as a “prospect” into a fully-realized, comprehendible, relatable person. The benefit in facilitating this transformation is firmly rooted in common sense: numbers do not have feelings, desires, or aspirations. People do, and the prospect of landing a gift begins with understanding and engagement on a more personal level.

Long story short? Storytelling helps development personnel to construct a viable engagement strategy.

Short story long? Anything by Dickens.

So, how do we facilitate this transformation? Simplified, we provide information beyond statistical analysis. We sift through piles (well, e-piles, mostly) of data to find nuggets of personality. We analyze sources to find exactly what makes our prospects tick. We pave narrative pathways straight into the lives of prospects, in effect easing the engagement process and enabling more efficient strategic relationship building.

The easy part of storytelling is finding the information. The tricky part is knowing what to look for and how best to convey that information. The trickier-than-tricky part is analyzing that which is not easily analyzed. To clarify, information pertaining to personality cannot be quantified in the same manner as numerical data. Inclination ratings aside, it’s difficult to ascertain more than a cursory understanding of a prospect.

Let’s use the following hypothetical: you work for an art museum, and are tasked with finding prospects to sponsor a glass art exhibit. In your research, you come across two names: John Q. Fakename III and Leslie J. Falsenom. A quick gift search indicates that both have made six-figure gifts in support of glass art exhibits at multiple outside museums, and both are listed as lead sponsors in various publications. At this point, the easiest course would be to document their respective philanthropy and involvement, derive their capacity from a combination of the usual factors (known wealth, estimated income, foundation holdings, etc.), and shoot off two quick profiles. Sensing that there might be more out there, however, you keep digging.

After poring through numerous sources, differences begin to emerge. You notice that Fakename III inherited his business from his late father, John Q. Fakename II. You’ve determined that Fakename II was an ardent art supporter for much of his life, and that he “initially wanted to study the art of glass blowing in Paris, but was instead pushed into a role with his father’s venture capital firm.” Further research into Fakename II reveals numerous volunteer leadership positions with local and national art museums, thus reinforcing a lifelong passion for art.

In continuing your research on Fakename III, you notice he doesn’t hold volunteer leadership positions with any museums, or other non-profits. There is nothing detailing a passion for art, or anything outside of venture capitalism. It seems safe to determine that he inherited a philanthropic spirit from his father, though he does not share his father’s zeal. A profile could be constructed at this point, but hey, you’re on a roll, so you press on!

You then find a press release announcing a $10 million endowment at a local museum in support of glass art, committed by Fakename II five years before his death, payable over the ensuing ten years. Cross-referencing with the giving information that you find, you determine that Fakename II was only able to commit $5m to the endowment while living. A glance at said museum’s bequest gifting society indicates that he didn’t include the museum in his estate plans. You realize that Fakename III began giving in earnest only after his father died. As such, a safe conclusion to draw would be that Fakename III’s philanthropy is borne more from family obligation than from enthusiasm for glass art.

So, at this point, what do we know? We know there is capacity, but are less certain about an inclination to give. There is a family history of arts support, but we don’t know whether Fakename III will continue that support after his father’s obligation is paid down. In the end, Mr. Fakename III is a solid enough prospect, but the intangibles indicate that he may not be the surest bet for a sponsorship. The analysis prepares your major gift team for the possibility of rejection while providing all the information necessary to begin cultivating a relationship.

You’re also researching Leslie J. Falsenom, a financial services executive. Upon plugging her name into Google (a good starting point), you find a dry corporate biography illustrating clients served, funds managed, etc. However, you also find a personal website managed by Ms. Falsenom, dedicated to the sale of antiques. Her personal biography on this website indicates that she is an enthusiastic art collector and a published authority on antiques. You then find a page for an exhibit titled “The Wonderous World of Dale Chihuly: Selections from the Collection of Leslie J. Falsenom.” Knowing that Chihuly is one of the world’s most revered glass artists, your interest is piqued. What you find next, though, transforms your research from “finding a viable prospect” to “opening a floodgate.”

You see an ARTNews article on Leslie’s extensive collection, including multiple photos of a range of art pieces. You see she has loaned and outright willed pieces to various museums. In the same article, Ms. Falsenom indicates that her love of collecting was precipitated by the end of a self-described “toxic marriage,” which resulted in her receipt of “a significant sum of wealth.”

Background is always good, but we all know that the meat of the matter lies in the giving. It is clear that Ms. Falsenom continually supports numerous institutions, both financially and through in-kind contributions of art. Her giving level falls into the low to mid six-figure range, with a strict focus on art programs and museums.

Let’s review what we know: The prospect has demonstrated financial capacity and giving inclination. She is an enthusiastic collector, whose collection directly aligns with the upcoming exhibit at your institution. Finally, she is an antiques dealer, which caters to an affluent and discerning clientele. Thus, as opposed to Mr. Fakename III, who has capacity but little in the way of personal inclination to give or volunteer, Ms. Falsenom is the “total package”: wealth, collection, philanthropic history, possible inclination to directly volunteer and possible connections to numerous people in the art collector community.

I hope that this installment provides more context to the concept of storytelling, and indicates the possibilities that can arise from getting to know a person as opposed to researching a prospect. The next installment will delve deeper into some methods and sources for finding this information.

Equilar Atlas - 2013 NEDRA Sponsor

Laura Parshall — Fri, 24 May 2013 15:29:22 GMT

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Honoring Heather Reisz

Laura Parshall — Fri, 24 May 2013 15:22:02 GMT

NEDRA is sad to announce the passing of former board member and tireless volunteer, Heather Reisz. In her honor, we are creating the Heather Reisz Memorial Scholarship.

Heather Reisz was an active and devoted volunteer who served on the NEDRA Board of Directors. With a special fondness for newcomers, Heather developed training sessions in prospect research fundamentals. She loved this field and served as a mentor to many, sharing her knowledge, support and advice.

The Heather Reisz Memorial Scholarship will provide newcomers to the field with financial support for development research training. Please click here to make a donation.

RelSci - 2013 NEDRA Sponsor

Laura Parshall — Fri, 24 May 2013 15:17:25 GMT

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Looking Back: International Prospects Offer Slam Dunk Potential

Laura Parshall — Fri, 24 May 2013 15:08:47 GMT

In the summer of 2008, Steven Towns at Yale University wrote this excellent article about why it's important to look beyond your "home court" and pay attention to those prospects outside the United States.

International Prospects Offer Slam Dunk Potential.pdf

Grenzebach Glier and Associates- 2013 NEDRA Sponsor

Laura Parshall — Fri, 24 May 2013 15:02:27 GMT

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Ann Castle Award - 2013 Recipient

Laura Parshall — Fri, 24 May 2013 14:53:47 GMT

The Ann Castle Award is NEDRA’s recognition of notable achievement in the field of development research, which may include special projects, articles in development-related publications, or other efforts that have served to promote or assist others in the field of development research. It may also recognize exceptional effort or achievement that has served the development mission of the nominee’s organization.

This year's Ann Castle Award was presented to Sarah Fernandez of MIT. Sarah has worked at MIT since 1998 and in her current position as Director of Research and Prospect Management since 2005. Before joining MIT, she was the Research Coordinator at the Boston Museum of Science, a Research Analyst at Harvard University and the Coordinator of Research Services at UC Berkeley. Fernandez has a master's degree in regional planning from the University of Massachusetts in Amherst and a bachelor's degree in history from Grinnell College.Sarah was one of the organizers of NEDRA and a member of the first Board of Directors in 1987. She served as NEDRA’s treasurer from 1988 to 1990.

Following is the text of Sarah's speech, for those who didn't manage to catch it at the conference.

"Thank you all very much; I'm really honored to receive the Ann Castle award. Thank you to the nominator and the nomination committee for choosing me.

"I didn't know Ann Castle; she became the director of research at Harvard in 1989, several years after I left Harvard to become the researcher at the Museum of Science. So, I did a little research on her to seek inspiration for this speech. What struck me about her career in prospect research was that she found a particular niche that she loved and ended up devoting much of her time to - the study of women in philanthropy. And the reason I like that is that it highlights what's so great about this profession of prospect research - there are so many avenues to explore and become an expert in.

"Beyond being a one-person shop for a small non-profit organization, or working for a hospital, university, or cultural organization, there are so many other ways you can carve out a niche, teach yourself a skill that is rewarding and extremely helpful to your organization.

"You can specialize in international research, learning the resources available and the culture of philanthropy in the countries your prospects live in.

"Or you can specialize in evaluating wealth and learn about the stock market, private company valuation, and hot industries throughout the country and the world.

"Or, you can explore data analytics and learn statistics and decipher patterns in giving behavior.

"You can develop your management skills and lead a research unit in new directions to best serve your organization.

"Or you can explore prospect management and track the flow of prospects through the cultivation cycle and assist the fundraisers in focusing on the best prospects and coding those prospects who are not worth spending time on.

"That's one of the things I love most about our profession - we've been able to shape it ourselves, and explore new ways we can be most helpful to our organizations.

"So many of you have already developed your own areas of expertise and have been so generous in sharing your work with the rest of us. I thank you very much for that. For people new to the profession, I encourage you to be creative, find that niche that best suits your interests and skills while serving the needs of your institution and our profession.

"Thank you, again, for honoring me with the Ann Castle award."

Advizor Solutions - 2013 NEDRA Sponsor

Laura Parshall — Fri, 24 May 2013 14:32:55 GMT

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Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Wed, 24 Apr 2013 20:46:37 GMT

The NEDRA Board has been hard at work getting ready for next week's Annual Conference! The Board met on April 10th to double-check the location for the Conference at the Hotel Marlowe in Cambridge, MA, and to discuss business. Among the subjects discussed were the proposed changes to the NEDRA bylaws, which we hope you'll take a chance to review before the Conference. Read on for more information about the Conference and more!

2013 Conference Update

Laura Parshall — Wed, 24 Apr 2013 20:40:56 GMT

It's almost here! We hope you're looking forward to the Conference next week as much as we are. Conference attendees: don't forget to download the handouts for the sessions you'll be attending! Here's a preview of what you can expect this year, from Conference Committee co-chair Suzy Campos.

2013 Conference Preview

The 2013 NEDRA Conference “Broadening Perspectives” is coming up quickly. The conference will be held Monday and Tuesday, April 29-30, 2013 at the Hotel Marlowe in Cambridge. Some highlights to look forward to:

Morning Welcome & Networking for First-Time Attendees
New NEDRA members (joined in the last year), non-members, and first-time attendees of the conference are invited to network with other newbies and pick up a sweet treat, courtesy of the Membership Committee.

Keynote: Elizabeth Crabtree on "Driving Performance Through Creativity, Innovation and Execution"
Elizabeth Crabtree, Assistant Vice President for Strategy and Resource Development at Brown University, will speak at Monday’s plenary session on the timely subject of tapping into our creative spirit to overcome obstacles, problem-solve and address challenges. She will address motivation and how to create innovation that drives individual and team performance.

Networking Reception
All NEDRA members (including those not attending the conference) are invited to join us on Monday between 4-6pm on the second floor of the Hotel Marlowe for a networking reception presented by the NEDRA Membership Committee, with a selection of hors d’oeuvres and a cash bar.

Group Dinners/Outings
On Monday evening, members of the NEDRA Board will lead self-sponsored group dinners to four area restaurants: Helmand (Afghan); Similans (Thai); wagamama (Asian); and Abigail’s (American).

Roundtable Discussions
Tuesday’s luncheon will feature ten tables focused on particular research topics. Led by volunteer facilitators, the topics will be Parent Research; Wealth Screenings; Proactive Research; Prospect Management; Partnering with Frontline Fundraisers; Campaigns; Paper v Electronic Files; Analytics; Family Wealth; and International Research.

Grenzebach Glier and Associates- 2013 NEDRA Sponsor

Laura Parshall — Wed, 24 Apr 2013 20:35:56 GMT

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2013 Conference Scholarship Recipient

Laura Parshall — Wed, 24 Apr 2013 20:31:29 GMT

The NEDRA Board of Directors would like to congratulate Denise Pratt, an intern at the University of Hartford, on receiving this year's scholarship to the Annual Conference! We look forward to seeing you there, Denise!

Many Thanks!

Laura Parshall — Wed, 24 Apr 2013 20:14:49 GMT

The NEDRA Board of Directors would like to thank all of those people who have volunteered to act as session hosts and round table facilitators at the 2013 Annual Conference. This event wouldn't be possible without your help!

Session hosts:

Bruce Berg at Northeastern University

Donna Carlson at the Florence Griswold Museum

Charlie Carr at MIT

Sarah Cook at Northeastern University

Grace Curley at the Peabody Essex Museum

Adriana DiCecco at St. Paul's School

Alicia Kim-Shen at the Dana Farber Cancer Institute

Julia Kisielius at Tufts University

Lisa Foster at Phillips Academy

Judith Nies at Episcopal Divinity School

John Reed at Tufts University

Meryl Stowbridge at UMASS Boston

Tina Tong at Tufts University

Gary Walling at Emerson College

Kristen Watson at Tufts University

Round table facilitators:

Laura Beaudet at MIT

James Cheng at the Dana Farber Cancer Institute

Sarah Fernandez at MIT

Lisa Foster at Phillips Academy

Renana Greenberg at the Isabella Stewart Gardner Museum

Margaret Link at Wesleyan University

Julie Macksoud at Colby College

Suzanne Milauskas at Bentley University

Diane Parsons at UNH

Amy Sacco at Assumption College

Equilar Atlas- 2013 NEDRA Sponsor

Laura Parshall — Wed, 24 Apr 2013 20:11:57 GMT

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"Love Relationships" in the Development Office

Laura Parshall — Wed, 24 Apr 2013 19:58:18 GMT

No, we're not talking about actual romance here, but planned gift consultant Katherine Swank has some great advice about planned giving relationships, inspired by...that's right, online dating sites!

"Love Relationships" in the Development Office

The eHarmony Method

I think that eHarmony is brilliant! Not that I’ve found a love connection there (nor am I even on the site looking for love), but their commercial intrigued me when I learned that there are 29 Dimensions of Compatibility and that they’ve been defined. That got me wondering: "How many dimensions of capability are there for the planned giving relationship?"

I’ve spent my 25-plus year career seeking, prospecting, qualifying, cultivating and soliciting for planned gifts; and, like a great romance, have come to realize that compatibility, not just simple attraction is the key to finding the right match.

Be More Personal than Personal Ads

The e-Harmony website says that “determining compatibility through conventional dating methods could take months, or even years, of interaction between you and your potential partner…. We are committed to matching you with truly compatible [individuals] in order to provide you with the best online dating and relationship experience possible.” Isn’t that what we want too?

I’m convinced that prospect research, not the organizational CRM system, is the key to planned giving compatibility. If you’re a lonely prospect researcher, looking for a love relationship in the development office, I’d suggest you look to your planned giving professionals. They’re often lonely and feel misunderstood, bypassed in favor of the eye-catching major gift donor prospect with his or her fancy car, stately "McMansion" and confirmed asset holdings.

4 Easy Steps to Find the Right Match

While we won’t have time or space in this blog to consider 29 dimensions of compatibility (I’ll save that for a future white paper topic or conference presentation), we can review the simple steps to find the right planned giving match. Your current research, analytics project scores and giving history hold the keys:

Complete our Relationship Questionnaire and get your FREE Personality Profile. We already know the characteristics of a great planned gift prospect. Among other things, they are fiscally conservative, philanthropically generous because they give to many organizations, are at specific life stages such as the accumulation of assets, preparing for retirement and preparing for end-of-life circumstances. They have few children living in the home and may be on the move having downsized or relocated recently. If you’ve been gathering data, you probably already know the codes to find these individuals in your system. An easy alternative is to let a vendor do the work for you by analyzing your prospect base.
Review your selected, highly compatible matches FREE! Prioritizing your resultant prospect pool comes next. To highlight the warmest prospects, I’d use long-time giving, current giving and frequent low-level giving as parameters for ranking. Additional wealth factors could also be used if you’re looking for planned gifts that count toward a capital campaign or an expectancy gift goal. This data is FREE because you’ve already got in from wealth screenings conducted and data gathered. There’s usually no added cost for planned gift prospecting.
Pick the plan that best suits you when you're ready to communicate. Face-to-face and telephone contact produce the fastest and largest results. Help your planned giving professionals by limiting your list to those top prospects for whom you have phone numbers and email addresses and who live in an area easily visited by your team members.
Get to know your matches at your own pace, and start dating! Find out how many prospects your planned gift staff wants to learn about each month or each quarter. Conduct qualifying activity that helps determine if the prospect is best approached for a bequest, gift annuity or lead or remainder trust vehicle.

Armed with your good research, your development office colleagues will joyfully reach out to the prospects you’ve identified and qualified and a love match all around is bound to develop.

Katherine is a senior fundraising consultant with Target Analytics, a division of Blackbaud, Inc. She’s raised over $200 million dollars during her development career and now blogs about planned giving programs, travel and the inadequacies of luggage currently available on the market and learning to eat more varieties of vegetables. You can connect with her at Katherine.swank@blackbaud.com

Upcoming NEDRA Programming

Laura Parshall — Wed, 24 Apr 2013 19:52:14 GMT

If you've been worried that NEDRA programming will end for the summer after our Annual Conference, worry no more! Our Programming Committee is planning some excellent programs for the summer this year.

If you missed James Cheng's very popular workshop, Data Analytics 101, you'll have a second shot at attending. James will re-run this workshop in May or June. Keep an eye on the Programming page for more information when it becomes available. If the 101-level workshop is just enough to whet your appetite for more, you're in luck: James will be presenting Data Analytics 102 in July, at Boston College. Again, more information will be available on the Programming page soon.

There will be another Research Basics Bootcamp this summer as well, likely in June. New researchers, make a note of it, and keep an eye on the Programming page!

iWave- 2013 NEDRA Sponsor

Laura Parshall — Wed, 24 Apr 2013 19:48:38 GMT

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Looking back: How To Learn How To: Training Options for Prospect Researchers

Laura Parshall — Wed, 24 Apr 2013 19:41:02 GMT

Each year at NEDRA's Annual Conference, we have attendees who have never been to the Conference before, and many who are just starting out in the world of development research. Coming to the Conference is a great way to expand your knowledge, but it's likely that new researchers will be asking themselves what other options are open to them for training and career development. Back in 2004, Sandra Larkin of Larkin Research Associates wrote this article to help answer this question.

How To Learn How To.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Fri, 22 Mar 2013 16:39:04 GMT

The NEDRA Board of Directors had its monthly operations call on Wednesday, March 20th. Among the subjects discussed were the upcoming conference and the annual business meeting that will take place there, and the APRA Chapter Summit, where Tara McMullen represented NEDRA. The Board also discussed the search for new Board members. Four people have been nominated, and the Nomination Committee will meet to discuss them next week. Read on for more news and information from NEDRA!

iWave- 2013 NEDRA Sponsor

Laura Parshall — Fri, 22 Mar 2013 16:21:57 GMT

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2013 Conference Update

Laura Parshall — Fri, 22 Mar 2013 16:16:41 GMT

It won't be long now before the 2013 Annual Conference is upon us! As of Wednesday, March 20th, 93 people had registered for the conference. If you're planning to attend but haven't yet registered, you can do so on the conference page, here. Don't forget to register if you want to attend interesting and educational sessions like Joe Donnelly's Best Practices Panel on Campaign Planning, Don Lowman's session on prospect information management, or NEDRA President Amber Countis's session on Basic Training for the Development Officer/Researcher Relationship.

We hope to see you in Boston next month!

We All Speak the Same Language: Communicating with Fundraisers for Prospect Researchers

Laura Parshall — Fri, 22 Mar 2013 16:10:26 GMT

Speaking of the relationship between development officers and fundraisers, Grace Chandonnet, Assistant Director of Prospect Research at Brigham & Women's Hospital in Boston, has written an article to share some strategies on improving this relationship. If you've ever been frustrated in trying to communicate with a fundraiser, read on for some tips that will help smooth the way.

We All Speak the Same Language – Communicating with Fundraisers for Prospect Researchers

Prospect researchers and fundraisers ultimately have the same goal: to support the mission of our organization. Our day-to-day roles in this mission are very different, however, and we have very different areas of expertise. Also, while this is a generalization with many exceptions, we often have very different personalities and very different opinions. Taken together, these factors can lead to some friction between the two groups, making it harder to reach that common goal. All is not lost, though! Research and fundraising both require good communication skills, which we can use to overcome these differences and work together. In this article, I'm going to write about a few examples of issues where we might have friction with fundraisers, and demonstrate the communication techniques that can bring these situations to a satisfactory conclusion for all involved.

Again, communication is key in conflict resolution (or, even better, conflict avoidance). When tackling a research request, the first thing I do is talk to the fundraiser who has asked for research. During that conversation, it is my responsibility as a researcher to find out exactly what information the fundraiser thinks he or she needs, and also, what he or she already knows about the prospect. A research request from a fundraiser is often an open-ended request for information, and sometimes does not include the information that the fundraiser might have already gleaned from a physician, a Dean, or from the prospect himself. Sometimes this information can save us researchers time by sending us down the correct path at the outset. For instance, when a prospect has a very common name, as a starting point it is extremely helpful to know what town they live in, or their age, or middle initial. Right off the bat, this can save us lots of time trying to figure out which person it is that we are researching. Sometimes, the Dean may have known the prospect from a previous position, and may have told the fundraiser that they made a large gift there – then we can go right to the source, or if we still can’t document the gift, we can mention it anecdotally in our research. So, my first rule of thumb is: Find out what the fundraiser knows.

The flip side is that a fundraiser may already know that the prospect has capacity and inclination, but in order to move forward with a strategy, what she really needs to know is whether the prospect is very involved with another organization or paying off a large pledge somewhere else. If this is the case, then we can complete this request much more efficiently than if we always assume that the fundraiser wants soup- to-nuts research. Second rule of thumb: Figure out what the fundraiser needs, which may not necessarily be what he or she asked for in the original request.

Another benefit of regularly having conversations like these with fundraisers is that you will start to build a relationship with the fundraiser, and as we all know this is a relationship business – building trust makes every subsequent interaction better.

Inevitably, there will be disagreements. When this happens, I see this as an opportunity - actually, as an imperative - to educate. A fundraiser may be frustrated that we can’t tell them the exact net worth of a prospect who owns a third-generation, family-owned business. It's not very difficult to explain that privately held companies are not required to disclose their financial and stakeholder information in the same way that publicly traded companies are. Fundraisers are smart – they're going to get it if we clarify this. We're smart too, and can give them more information by coming up with some comparisons to public companies, or finding buried news articles that might actually discuss company revenues. When we put this information in context, explain it well, politely and respectfully, and let the fundraiser know what we think about the prospect's potential assets, we're going to have a satisfied fundraiser. We should strive for this - after all, the fundraiser is our customer.

The above example comes from my own experience. I simply wasn't able to find out enough information about a prospect’s assets to feel confident about assigning a capacity rating. When I sent the fundraiser an email attaching my research, she responded with, "You really can't find anything else?" This presented a learning opportunity for me. Rather than responding right away, I took a deep breath, and then went to her office and had a conversation with her face-to-face. I explained the difference between privately held companies and publicly traded ones and why I didn't have – and couldn't have – enough information to give a concrete capacity rating, but that this did not mean the gentleman wasn't a major gift prospect. I can't stress enough that if you think a conversation might be difficult, do not have it over email. It's too easy to say something you might regret and hit "send." It's too easy to misunderstand or be misunderstood without the social cues of a real conversation. Fundraisers are relationship people – they will appreciate your effort to seek them out, in person or on the phone if that's not possible. It's a good thing for us researchers to stretch our conversation muscles (and our legs)!

This strategy can be applied to any kind of conflict between a researcher and a fundraiser. For example, when we are running up against deadlines and feeling rushed by a last minute request that feels thoughtless to us, or when a fundraiser doesn't believe that someone belongs in their portfolio, that they’re not a "good" prospect, but we know they are. A classic problem that I run into over and over again is the difference between "capacity" and "inclination." For instance, I may rate a prospect as having the capacity to make a $1M - $5M gift and the fundraiser will say, "oh, he's never going to give us that much." Clearly this doesn't invalidate our capacity rating and we're not going to change our rating based on this. But the fundraiser isn't thinking that way, she’s thinking about what she believes the prospect would be willing to give to our organization. Explain your reasoning, don't be defensive, be polite and thoughtful, listen to what the fundraiser has to say, and make your case. We can only control the way that we act or react in any situation. That being said, I firmly believe that when we comport ourselves professionally and respectfully, we're going to be treated the same way in most interactions.

Fundraisers are not the only good communicators – researchers are as well. A good researcher has to be a good writer, and writing is communication. A good fundraiser must be gregarious and outgoing – these are also communication skills. So, though we tend to think of ourselves as introverts and fundraisers as extroverts (please excuse once again my generalizing), this doesn't have to mean that we can't understand each other.

We all have the same goal after all.

Upcoming NEDRA Programming

Laura Parshall — Fri, 22 Mar 2013 16:07:10 GMT

With the 2013 Annual Conference coming up, the programming schedule is quiet for the time being. There will be more to come after the conference, though, including Data Analytics 101 and 102 workshops by James Cheng. When more information is available, you'll be able to find it on our programming page.

Many Thanks

Laura Parshall — Fri, 22 Mar 2013 16:06:02 GMT

The NEDRA Board would like to thank Daniel Meagher from Stonehill College for stepping up to volunteer for the Membership Committee. Thanks for your help!

Looking Back: Green Money: How and Where to Find Environmental Donors

Laura Parshall — Fri, 22 Mar 2013 16:01:04 GMT

Was it really twenty years ago that Jane Kokernak wrote this article for the NEDRA News about finding donors for environmentally focused organizations and projects? In that time, the number of such organizations and projects has greatly increased. In honor of springtime, here's a reminder about where to find prospects eager and willing to give to earth-centered causes!

Green Money.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Thu, 28 Feb 2013 17:00:40 GMT

The NEDRA Board of Directors met on February 27th. Among the subjects discussed were the need for board member nominations and nominations for the Ann Castle Award, the upcoming conference, and programs that are on the horizon. Read on for more information!

Reminder: Calls for Nominations

Laura Parshall — Thu, 28 Feb 2013 16:52:31 GMT

This is a reminder that the NEDRA Board of Directors is still seeking nominations for new board members, with a nomination deadline of March 15th. Do you have an interest in joining the NEDRA board, or do you know a colleague who would make a great board member? More information on the criteria for board members and on their duties is available here, as is a link to the nomination form.

The Board is also seeking nominations for the 2013 Ann Castle Award. If you know someone who has shown outstanding effort or achievement in the field of development research, fill out an application form here to nominate them.

Many Thanks

Laura Parshall — Thu, 28 Feb 2013 16:44:36 GMT

This month, the NEDRA Board would like to thank four people who have stepped up to help the Conference Committee in their planning and preparations for the 2013 Annual Conference:

Suzanne Milauskas of Bentley University has volunteered to act as Roundtable Host Coordinator.

Tina Tong of Tufts University has volunteered to act as Session Host Coordinator.

Nikki Grimes of the Student Conservation Association and Kristen Jenkins Watson at Boston College have both volunteered as Conference Committee members.

Thank you so much to all four of you! For all other members, read on for more information on how you, too, can be part of the action at the conference!

Volunteer Opportunity of the Month

Laura Parshall — Thu, 28 Feb 2013 16:39:20 GMT

This month, the Conference Committee is in need of volunteers to help the 2013 Annual Conference to run smoothly. There are several different volunteer roles available:

Session Hosts - this is a great volunteer opportunity for someone new to prospect research! Responsibilities include:

Arrive at the session room 15 minutes prior to its start time
Confirm that the speaker is present
Check the room to see that speaker's AV requirements have been met
Ensure that the speaker's general needs are met (for example, that they have water)
Offer to keep time for the speaker (10 minute warning)
Hand out any session materials not available online before the conference that speakers have made available
Notify NEDRA Conference staff of any problems
Introduce speaker (if you choose)
Present speaker with thank-you gift

If you are interested in helping out as a Session Host or have questions, please contact Tina Tong at tina.tong@tufts.edu or (617) 627-3426.

Roundtable Host

This is a great way to get to know your research colleagues from other institutions and discuss important topics and issues that researchers face every day. The Roundtable discussions will take place on Tuesday afternoon during lunch. Hosts are not required to bring anything--they are there to help drive and navigate the discussion surrounding a specific subject. Topics in the past have included international research, the economy, partnering with fundraisers and prospect identification. Suggestions for topics are always welcome!

If you are interested in helping out as a Roundtable Host or have questions, please contact Suzanne Milauskas at smilauskas@bentley.edu or (781) 891-2683.

Dinner Hosts for Monday Night
Know a great place for dinner in Cambridge? Want to dine with colleagues from other organizations? NEDRA is looking for several people to serve as dinner hosts on Monday night. At least one group will dine at a restaurant with excellent options and protocols for guests with allergies. Hosts pre-select the restaurant, make reservations, and provide directions.

If you are interested in serving as a Dinner Host, please contact the NEDRA Office at office@NEDRA.org or (781) 894-1457.

Facebook's Graph Search and Prospect Research

Laura Parshall — Thu, 28 Feb 2013 16:30:12 GMT

Caitlin Garrett is a statistical analyst at Rapid Insight. In this article, she sheds some light on a new feature available on Facebook: the "graph search" function, and shares some ways it can be useful for researchers, many of whom have been making use of Facebook as a free resource for some time.

“Facebook’s mission is to make the world more open and connected. The main way we do this is by giving people the tools to map out their relationships with the people and things they care about. We call this map the graph. It’s big and constantly expanding with new people, content, and connections. There are already more than a billion people, more than 240 billion photos, and more than a trillion connections. Today we’re announcing a new way to navigate these connections and make them more useful.” [Facebook]

Introducing Graph Search

Last week, Facebook unveiled their new Graph Search tool, which allows users to search for Facebook users by interests, likes, relationship status, and location, among other qualifiers. Examples of searches include “Friends who like yoga who live in Chicago”, “Pictures of friends taken before 1998”, or “Friends who like Make-A-Wish”. The results of these searches can reveal full names, addresses, employers, friends and family, and photographs. Creative searching can yield some very telling results, as evidenced by a popular Tumblr site’s investigation into search possibilities. Currently, graph search is still in beta, and you can join the waiting list here.

Specifics on Graph Search Data

In truth, all of the data gathered by Graph Search has been available for quite some time. However, the lack of an all-encompassing search feature made this data fairly obscure and hard to collect - until now. Facebook’s data was previously obscured because it was not visible to external search engines like Google and it was shared within a limited community. The introduction of an internal search engine compromises this obscurity. However, Graph Search is designed to respect each user’s existing privacy settings, which means that only information designated as “public” will become searchable. If a user has set more stringent privacy settings – for example, only certain Facebook networks or “friends of friends” can view their information, then that data will be excluded from a Graph Search result. Importantly, by respecting existing privacy settings, Facebook isn’t actually releasing any information that couldn’t be otherwise obtained by looking at a user profile. For a more in-depth discussion on the distinction between privacy and obscurity, I recommend this article from The Atlantic.

So far, researchers aren’t sure how users will react to their personal data being more easily mined. Many users are likely to get a bit perturbed by their inclusion in these “big net” searches. They’ll respond by making their information more private using Facebook’s existing privacy settings. Chances are that most will passively accept this feature as an acceptable part of living in an age of social connectivity. A few may even begin sharing more information in an effort to provide and receive more of the purported benefits.

Potential users of Graph Search need to remember the caveats. Facebook’s information can be incomplete, deceptive, and even fictitious (“ironic likes” for example). Then there are the obvious limitations – users need to like pages to generate searchable connections. But the breadth and depth of data Facebook offers can’t be found anywhere else. Leveraging the interlacing interests of individuals, businesses, and organizations into some very powerful insights is simply too valuable to ignore.

Using Graph Search for Prospect Research

So what does Graph Search mean for prospect researchers? It means effectively mining the 8+ years of data that Facebook has been collecting just got a whole lot easier. There are several ways that I see it helping immediately.

The ease of collecting data makes it easier to patch holes in current constituent datasets. With a little creativity, leveraging the new search options may make more imputation of variables possible, particularly by examining constituent relationships and interests. For example, age can be imputed by graduation year, which will become searchable.

There will be better opportunities for identifying new constituents based on searches. Possible search ideas include: friends of those who are already involved with the organization, people who live nearby, people whose interests coincide with your institution’s mission, or any combination of the above. Finding friends of users who like a page is a quick search, and aggregating this list to people who live nearby will become a piece of cake.

Your Institution’s Facebook Page

On the flip side, the interest and ability of others to find you through a Graph Search should not be overlooked. Information about fundraising organizations is about to become a whole lot more visible. The number of channels by which organizations can be searched will also greatly increase, which can mean more traffic for your page. Here are a few steps to take in preparation for the widespread release:

Fill out the basic information section of your page, and include as many relevant keywords as needed. This includes selecting a category and sub-categories if you haven’t already.
Make sure your address is up to date. Because users can search by address, you’ll want your address to be as accurate as possible.
Got photos? Label them with descriptive text, tag the people in them, and add a location to them. Photos are fair game for searches, and the more information you can provide at a glance, the better.
If you haven’t already, update your page’s URL to be customized, preferably containing the name of your organization. This will also improve your SEO on Google.
Check your content. Gathering and retaining followers is more important than ever. Make sure to keep things relevant and interesting to keep people engaged.
Once Graph Search becomes available to the whole Facebook community, try constructing searches that you would hope your page would appear in. If it doesn’t, look to those whose pages did appear and imitate what they did to list so well – the sincerest form of flattery!

For more information on Graph Search, visit https://www.facebook.com/about/graphsearch.

2013 Conference Update

Laura Parshall — Thu, 28 Feb 2013 16:22:41 GMT

Registration for the 2013 Annual Conference is now up at the conference page on our website! Don't forget to register, if you want to attend the excellent sessions we have planned for this year. You can see full descriptions of the conference sessions online. Also, don't forget to book your room at the Hotel Marlowe if you're planning on staying there for the conference.

Do you want to attend the conference, but is funding an issue? Apply for a conference scholarship! The scholarship will cover the cost of attending the full conference for one applicant.

Upcoming NEDRA Programming

Laura Parshall — Thu, 28 Feb 2013 16:03:20 GMT

There are three great programs coming up in the next month! On Thursday, March 7th, there will be a RING on Prospect Research and Planned Giving, hosted by Rick MacDonald of Clark University, held at Clark's Lurie Conference Center in Worcester, MA.

If you were disappointed when a blizzard delayed Ian Wells's presentation, "The Road Ahead: Campaign Planning and Prospect Research," or if you registered too late and found yourself on a waiting list, you're in luck! The presentation has been rescheduled for Friday, March 15th. It will be held at Combined Jewish Philanthropies in Boston, MA, and there are additional seats available.

On Thursday, March 21st, there will be a RING on Parents as Prospects at the University of New Haven in Connecticut. Nancy Faughnan and Tahia Kamp of Yale University will facilitate this discussion.

Register for any of these upcoming programs on NEDRA's Programming Page today! Also, be on the lookout for further information on James Cheng's Data Analytics 101 and 102 workshops, coming later this year.

Looking Back: The Stealth Philanthropist: Giving Through Donor-Advised Funds (Fall 2003)

Laura Parshall — Thu, 28 Feb 2013 15:55:20 GMT

Donor-advised funds sometimes seem like one of the great mysteries of the philanthropic world. In this article, four members of Yale University's research team take us through the basics of what they are, how they work, and what they mean for our prospects' philanthropic giving.

The Stealth Philanthropist.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Mon, 28 Jan 2013 15:02:24 GMT

The NEDRA Board of Directors had its monthly operations call on January 23. Among the topics discussed were upcoming programs, speakers for the 2013 Annual Conference, and the need for volunteers to help out with two of our committees. Read on for more information.

Upcoming NEDRA Programming

Laura Parshall — Mon, 28 Jan 2013 14:49:55 GMT

It's a brand new year of NEDRA programming! On Friday, January 25, an "Organizational Potluck" RING on making the most of internal resources took place at Wesleyan University. Coming up next month, we have more great programming in store. On February 1, there will be a RING on Parents as Prospects: Researching Strategies for Parents at the Pingree School in South Hamilton, MA. On February 8, Ian Wells will be speaking on the subject of The Road Ahead: Campaign Planning and Research at Massachusetts General Hospital in Boston.

Looking farther ahead, if you're unable to make the Parents as Prospects RING in February, another one will be held the following month in New Haven, CT. In late February or early March, James Cheng will be reprising his popular Data Analytics 101 workshop, with 102 to follow later, possibly in June. Another Prospect Research Boot Camp will also likely be held in June. Keep an eye on our programming page for information and registration.

Writing for Fundraisers: A Few Helpful Tips

Laura Parshall — Mon, 28 Jan 2013 14:44:13 GMT

Margaret Houska is a freelance writer and prospect researcher who previously worked at Teach for America and Brown University. She holds an MA in creative nonfiction from the University of New Hampshire. In this article, she shares her advice on how to hone your writing skills, in order to provide the best possible product to your fundraisers.

Writing for Fundraisers: A Few Helpful Tips

If you’re a researcher, you’re a writer. You have to be. In order to convey the facts you’ve dug up in the course of doing actual research, you have to translate those facts into words that your audience can understand and, almost as importantly, that your audience wants to read. Your audience, more often than not, is fundraisers, and writing for them is a skill unto itself. Knowing how to write for fundraisers – and, more specifically, your fundraisers – can save you time and consternation.

In this article, we’ll discuss a few ways to make your writing more relevant and meaningful to fundraisers, so it will be of the most use to researchers in shops which employ a narrative voice in their reporting (as opposed to a bulleted list-type approach), and it will focus mainly on subject biographies, which often comprise the narrative “meat” of a research report.

First of all: get to know your fundraisers.

This sounds like a no-brainer, but we all know (or have been, or are right this minute) a researcher who would rather spend hours doggedly searching for a fact when a quick phone call to someone who’s actually met the subject (i.e., the fundraiser) will fill in that blank in a matter of seconds. Go ahead, get to know them. They (usually) won’t bite. You’ll learn how they approach their work, and that, in turn, can inform how you approach yours. Are they all business and like get to the “ask” right away? Or do they prefer a long cultivation before even broaching the subject of a gift? What do they care about? What don’t they care about? In the end, knowing how a fundraiser uses the information you provide will save you time and energy. Most writers, such as journalists, technical writers, etc. don’t have the privilege of being able to communicate directly with their entire audience, so take advantage of this. A brief meeting can save you countless hours of work in the future, and it just may make you look pretty good in the fundraiser’s eyes.

Keep it short.

“The longer, the better” is something you will never, ever hear from a fundraiser. Most are busy, and they’d rather not have to pore through an exhaustive biography of a donor if a few short, expertly-assembled points will do. That doesn’t mean you can’t employ a narrative voice, of course – just remember that in this particular format, for this particular audience, you are a journalist, not a novelist. On a related note…

Keep it simple.

You probably wouldn’t be doing this kind of work if you weren’t a decent writer, so don’t feel pressured to dress up your writing with flowery prose or clichés. You can tell the story you need to tell without either, and being overwrought with your language will almost certainly bring on glazed eyes. Again, you’re a journalist, not a novelist.

For example, don’t write this:

Ms. Morganstern is, by virtue of her situation, vis-à-vis her familial links to two of the most prosperous oil families of the late 19^th and early 20^th centuries, in addition to a well-publicized affaire de coeur with an infamous Spanish viscount, a philanthropist of nearly unparalleled standing in a craggy, undulating section of the American mid-Atlantic. She is widely considered to be the grande dame of society in a rustic berg once known as “The Electric City.”

Instead, write this:

Ms. Morganstern is a prominent Scranton philanthropist.

This is an exaggeration to make a point, of course, but most of us have come across something approaching it once or twice in this work. (Or we’ve been guilty of it ourselves.) Don’t let words get in the way of what you want to say. Don’t say “erroneous” if “wrong” will suffice.

Sometimes keeping it simple requires you to disregard language from your source material. It’s always nice to find a complete bio online, but be careful when cutting and pasting. Delete anything that could be construed as “marketing language,” which usually appears as superlative statements designed to impress and attract business. Is the subject referred to as “the best” or “the most” or “the ultimate” at something, with no citation (such as a magazine’s “best of” list) to back it up? Leave it out. If you really feel it’s an important thing for your fundraiser to know, put it in quotes, and cite the source (such as the subject’s company’s web site).

Don’t bury the lede.

Get the important stuff up front. If a donor is an heir to a multi-billion-dollar fortune, for heaven’s sake, get that out early. A detail like that is possible to front-load even when you’re writing in reverse chronological order, which a lot of shops favor for biographies. It’s a frustrating reality that every word we write is not always read by the fundraiser. If they’re in a hurry, they might just give it a skim, so you want to make sure the most critical details are right on top.

For instance, instead of:

Mr. Patterson is a landscape painter and philanthropist.

(Then, six paragraphs later, after details about his prep school grades and unremarkable Pez dispenser collection…)

He is the sole heir to the Taste-E-Muffin baked goods fortune, which was estimated in 2012 by Forbes to be just over $350 trillion.

Try this:

Mr. Patterson, a landscape painter and philanthropist, is the sole heir to the Taste-E-Muffin baked goods fortune, which was estimated in 2012 by Forbes to be just over $350 trillion.

(You can go ahead and lose the stuff about prep school and Pez.)

Keep yourself out of it.

The way you happen to feel about a subject, her wealth, her history, or her life choices is irrelevant, and should never be included in a report. (The sole exception to this is if your shop has a portion of your report form set aside for researcher analysis, but even here, your analysis should be professional, unemotional, and entirely supported by facts.) Hopefully, none of us would ever write “Mr. Donor is a miserly jerk who would never stoop to support our organization,” but subjective language can be much more innocuous.

For example, this will not do:

Ms. Rarity’s enormous art collection includes some of Marc Chagall’s finest pieces, as well as beautiful works by the impressionist masters Monet and Degas.

“Enormous” is way too subjective. If you really want to say how big the collection is, go for more tame adjectives like “sizeable” or “considerable.” As for the works themselves: whose opinion is it that her Chagall holdings are some of the artist’s finest? Or that the Monet and Degas works are beautiful? If it’s a critic’s opinion, cite the critic. If it’s your opinion, leave it out. As for Monet and Degas, a lot of people, even those of us who haven’t taken an art appreciation class, know those names, and know they’re a big deal. Calling out well-known artists as “impressionist masters” is irrelevant (and slightly showy).

Let’s rewrite it like this:

Ms. Rarity’s sizeable art collection includes works by Chagall, Monet, and Degas.

Of course, all of the above points are subject to tweaking, given your fundraisers’ particular wants and needs. But keeping it short and simple, not burying the lede, and leaving your emotions out of your writing can provide a solid base on which to build. As long as all the facts are there, no one will accuse you of using too much brevity.

Volunteer Opportunity of the Month

Laura Parshall — Mon, 28 Jan 2013 14:35:12 GMT

The Conference Scholarship Committee is currently looking for volunteers. Are you interested in helping to give other Researchers the opportunity to attend the 2013 NEDRA Conference? Volunteers will help promote the scholarships and review nominations. Please email committee chair Anne Brownlee if you are interested or have additional questions.

Also, the NEDRA News Blog is looking for writers! Researchers of all experience levels can be authors for the NEDRA News, and any topic of interest to researchers is welcome. If you have an idea for an article, or if you're willing to write but need some help finding a subject, contact Laura Beaudet, NEDRA News Blog editor.

2013 Conference Update

Laura Parshall — Mon, 28 Jan 2013 14:27:01 GMT

The Conference Committee is working harder than ever as the 2013 Annual Conference draws closer. Speakers have been confirmed for all 18 conference sessions. To those who have volunteered to present at the conference: thank you! This wouldn't be possible without you. To those planning to attend: an announcement about conference registration should be going out soon, so be on the lookout. We hope to see you at the Hotel Marlowe in April!

Looking Back: It Ain't Just For Books Anymore (Spring 2009)

Laura Parshall — Mon, 28 Jan 2013 14:11:56 GMT

For researchers with limited ability to access for-pay resources, the local public library can be a boon. In this article, five experienced researchers share a number of databases that you can access with the help of your library card.

It Ain't Just For Books Anymore.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Fri, 21 Dec 2012 16:35:33 GMT

The NEDRA Board of Directors met on December 5th. Among the subjects discussed were programming in the new year, speakers for the 2013 Annual Conference, and volunteers. Read on for more information.

Many Thanks

Laura Parshall — Fri, 21 Dec 2012 16:32:44 GMT

The NEDRA Board of Directors would like to thank Sarah Benson from Wesleyan University for volunteering to serve as a member of the Programming Committee. Your help is greatly appreciated, Sarah!

2013 Conference Update

Laura Parshall — Fri, 21 Dec 2012 16:28:03 GMT

The Conference Committee reports that all speakers for the 2013 Annual Conference sessions have been confirmed. Among those who have volunteered to speak at the conference are Roslyn Clarke from Harvard University, Joe Donnelly at Northeastern University, and Tina Tong at Tufts University. If you can't wait until this spring to hear what they have to say, Tina has written an article for the NEDRA News this very month. Don't miss it!

Where are the next BRICs?

Laura Parshall — Fri, 21 Dec 2012 16:09:24 GMT

This month, Tina Tong at Tufts University shares with us the benefit of her expertise in international research to speculate on the future of world wealth, and where high net worth individuals will be found in years to come.

Where are the next BRICs?

Background

As I was preparing for a presentation on international prospect research, I came across many wealth world reports and philanthropy reports. I also sit on one of Tufts University's campaign planning working groups that focuses on international fundraising and constituent relations. Many of the reports indicated that the number of high net worth individuals (HNWIs) has decreased in some of the BRIC countries. Furthermore, Ruchir Sharma argues in the November/December 2012 issue of Foreign Affairs that the BRICs are crumbling because of unsustainable economic growth and other factors, such as demographics and politics(1). I began to wonder where the next up and coming countries would be.

The world is still recovering from the economic crisis of 2008. Forbes' The World's Billionaires list included 1,226 billionaires in 2012, the highest number in its 25-year history(2). There are more rich people out there than ever. However, the number of billionaires in China dropped from 115 in 2011 to 95 in 2012, and in Russia the number dropped from 101 to 96. While it should be to no one's surprise that the Asia Pacific region surpassed North America with the highest number of HNWIs, according to the 2012 Capgemini RBC Wealth Management World Wealth Report, the number of HNWIs also dropped in several once promising countries(3). In India, the number of HNWIs decreased by 18% from 2010. Hong Kong's HNWIs also dropped 17.4% in 2011.

According to Wealth X Ultra Wealth Report 2012, the numbers of ultra high net worth individuals (UHNWIs) and total wealth in Asia and Europe both dropped in 2011(4). Mirroring trends in the Forbes list and the Capgemini report, UHNWIs in China and India both dropped.

Rising Stars

Despite all these negative indicators, there are positive signs going forward. The BRIC countries may be declining, but Sharma in his Foreign Affairs article predicts that the countries that will probably have a 3% growth rate or higher over the next decade are: Czech Republic, South Korea, Turkey, Poland, and Thailand.

The collective wisdom from the world wealth reports and philanthropy reports seems to indicate that Asia is an area of growth in terms of GDP and HNWIs. Wealth X predicted that Asia's number of UHNWIs would surpass that of the United States in 2025, which is earlier that what it had predicted a year ago.

Knight Frank's The Wealth Report 2012 predicts that by 2050, Asia will have the world's wealthiest citizens(5). I believe that Thailand and Indonesia will be the bright spots in Asia.

From the Forbes' billionaires list of 2012, Thailand had five billionaires and Indonesia had 16. According to Capgemini World Wealth Report 2012, Thailand's HNWIs population grew by 12.8% because of significant gains in real estate. According to Wealth X Ultra Wealth Report 2012, 2011 was a strong rebound year for Thailand. Its UHNWIs population grew by 4.2%. Thailand was also mentioned by Knight Frank as a country to watch.

Indonesia also had a great year in 2011. Their UHNWIs population grew by 4.7% and total wealth grew 41.2%, according to the Wealth X. Wealth X believes that Indonesia has great potential, because more than half of its population is under the age of 30 and a large part of its population is poised to enter the middle class. However, pervasive corruption and bureaucratic inefficiencies will be a challenge.

Besides Asia, Africa is another region where wealth will grow rapidly. Wealth X indicated that of all regions, Africa's UHNWIs is expected to grow at the fastest rate and that Tanzania and Kenya will lead in the growth of UHNWIs in the region. Tanzania's growth will be fueled by the global demand for gold and coffee.

The Giving Culture

While it is important to understand where the new emerging wealthy countries are, we also need to know if the folks in these countries are philanthropic since we are in the fundraising business.

Charities Aid Foundation has produced a World Giving Index for 2010 and 2011(6). The 2011 report looked at three elements of giving: charitable donation, helping a stranger, and volunteering one's time. The survey asked people if they have done any of the three activities in the past month.

In 2010, there was a global increase of helping a stranger and volunteering one's time, but charitable donation went down. Nonetheless, Asia has the biggest growth in World Giving Index scores. In Southern Asia, the score grew by 11%.

According to the World Giving Index 2011, Thailand was ranked 9^th in overall giving, while Indonesia was number 49. Thailand also did well in the charitable donation area. Eighty-five percent of the people surveyed said they had given money to a charity in the last month compared to 73% of those in Hong Kong. In Indonesia, 72% of the people surveyed said that they had given money to a charity in the last month.

At a recent webinar on global fundraising, Jay Frost, partner at Jerold Panas, Linzy & Partners, said that fundraisers should not worry so much about the giving culture around the world. Giving or charitable donations have taken form in one way or another all over the world for many years. He advocated that we just need to go and ask. Frost also indicated that some emerging and developing countries have no reputable or established charitable organizations for these HNWIs to donate to. Thus, there are opportunities for the well-established and better organized charitable organizations to provide the avenues to which these HNWIs can donate.

Conclusions

BRICs are still important countries to concentrate on or to start with. However, with some evidence of their slowing down, it is time to look ahead so our organizations will not be left behind. With a good prediction of high net worth growth and strong evidence of charitable activities, I believe that Thailand and Indonesia are two countries not to be missed in Asia. Let's not forget Africa. Researchers should also keep an eye on Kenya and Tanzania.

1. Sharma, Ruchir "Broken BRICs: Why the Rest Stopped Rising," Foreign Affairs 91:6 (2012): 2-7

2. "The World's Billionaires." Forbes. March 7, 2012. http://www.forbes.com/billionaires/list/

3. "World Wealth Report 2012." Capgemini and RBC Wealth Management. June 19, 2012. http://www.capgemini.com/insights-and-resources/by-publication/world-wealth-report-2012/

4. "World Ultra Wealth Report 2012-2013." Wealth X. September 17, 2012. http://wealthx.com/wealthreport/

5. "The Wealth Report 2012." Knight Frank and Citi Private Bank. August 17, 2012. http://www.thewealthreport.net/

6. "World Giving Index 2011." Charities Aid Foundation. December 20, 2011. https://www.cafonline.org/publications/2011-publications/world-giving-index-2011.aspx

Volunteer Opportunity of the Month

Laura Parshall — Fri, 21 Dec 2012 16:01:00 GMT

The Programming Committee is intent on making NEDRA programming available to our members and others in all parts of New England, not just in the Boston area. Would you like to help them? NEDRA needs volunteers to be speakers at programming events in western Massachusetts, Rhode Island, Connecticut, and northern New England. If you're interested in a speaker role, contact the Volunteer Committee Chair, Lisa Foster.

Looking Back: December Moments in NEDRA's History (1987-2012)

Laura Parshall — Fri, 21 Dec 2012 15:55:27 GMT

December 1991: DIALOG Roundtable
December 1993: 187 members
December 1995: 207 members
December 1997: Roundtable on “Wall Street Compensation Trends”
December 1998: Forum for Directors of Research at Brandeis University.
December 2000: 382 members
December 2003: 300 members
December 2004: RING-Fest 2004 featured 4 RINGs over two days: (1) New Hampshire RING at Phillips Exeter Academy; (2) Connecticut RING at The Loomis Chafee School; (3) Maine RING at Bates College; and (4) Boston RING
December 2005: Boston RING combined with APRA Virtual Seminar on “Relationship Mapping – Connections, Associations and Circles of Influence” at the Dana-Farber Cancer Institute.
December 2009: Boston RING at Tufts University.
December 2011: RING on Corporations and Foundations at Yale University.

Upcoming NEDRA Programming

Laura Parshall — Fri, 21 Dec 2012 15:50:26 GMT

The Programming Committee is working hard to make sure that the new year will hold as many opportunities to learn and grow in our careers as this past fall has held. There will be a RING on the subject of parents at the Pingree School in February. In addition, if you missed James Cheng's Data Analytics 101 in October, don't worry! He will be presenting it again in the new year, and it will be followed later on by the next installment in the series: Data Analytics 102. More information will be posted on the Programming page as it becomes available.

Looking back: Trends and Issues in Prospect Management (Winter 2006)

Laura Parshall — Fri, 21 Dec 2012 15:39:44 GMT

Since this article came out in the NEDRA News six years ago, prospect management has become an even bigger part of many researchers' jobs, and researchers have become a fundamental part of the prospect management process at many organizations. Amy Minton's article gives a detailed look at how research fits into this function.

Trends and Issues in Prospect Management.pdf

What are your Research Resolutions?

Laura Parshall — Fri, 21 Dec 2012 15:33:36 GMT

2012 is almost finished, and a new year is fast approaching! The NEDRA News wants to know what your resolutions will be for the new year, in your job as a development researcher. Diving into data analytics? Planning on digging up dozens of new prospects? Send your resolutions to NEDRA News editor Laura Beaudet, and the News will print them next month!

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Tue, 27 Nov 2012 16:49:15 GMT

The NEDRA Board of Directors had its monthly operations call on November 14th. Among the topics discussed were recent and upcoming programs, and plans for the Annual Conference. Read on for more information. The Board will have its next meeting on December 5th.

Wills and Trusts: A Brief Overview

Laura Parshall — Tue, 27 Nov 2012 16:43:41 GMT

This month, Debbie Neumann at Children's Hospital Trust gives us an excellent introduction to the world of planned giving, with her explanation of the various kinds of wills and trusts, and how donors can use them as vehicles of their philanthropy.

Wills and Trusts: A Brief Overview

There are several ways for people to hand down their property to their heirs and/or charitable institutions, depending on their preference and the amount of estate to leave. These most commonly break down into two categories: wills and trusts. In this article, I will briefly discuss some of the most widely used of these.

The most basic of the estate planning tools is a will, which is a document created by someone (a “testator”) before they die to determine how the assets remaining at the time of their death will be distributed.

While there are some variations to the types of wills available, they are all established prior to the testator’s death and go into effect after that person dies. The most common type is the attested will, which must be signed not only by the testator but also by witnesses. Wills can have more than one testator: they can be made jointly, where the assets get left to the other testator, and can’t be changed when one of the testators dies. Other wills that can be jointly established are mirror wills, which are created when two people make identical wills leaving the assets to the surviving person; and mutual wills, which are separate documents signed by both parties. A living will differs from the other types. It goes into effect when the testator is still alive, but has become incapacitated, and can no longer make his/her wishes known. A pour-over will is often made in conjunction with establishing a trust, and allows for the remainder of assets from the will to go into the trust. A testamentary trust will is actually a trust, but unlike a true trust, doesn’t go into effect until the testator dies. Beyond this the greatest variety in wills lies in the form they take, such as oral or video wills.

Assets left through wills have to go through probate, which can take between six and twelve months, if not longer, and can cost approximately between 3% to 8% of the value of the estate’s assets. To avoid having their estate go through probate, a person (called a “grantor”) can place their assets in one (or more) of a variety of trusts. A trust is created as a separate entity with a trustee and beneficiary, either of whom may or may not be the grantor. Because they are established prior to death, they are not required go through probate.

Trusts can be established as either revocable or irrevocable. With a revocable trust, the grantor can make changes, but will still be taxed on the trust’s asset income. With an irrevocable trust, the grantor can’t make changes to the trust because it becomes a separate entity, but it is also taxed separately from the rest of the grantor’s estate, although beneficiaries may have to pay income tax on any income they receive from the trust’s assets. The beneficiaries can be the grantor’s heirs or organizations or charities of choice. Trusts can also be set up to benefit the grantor, such as annuity trusts, which annually pay a percentage of the asset value at the time the trust was established. Unitrusts, by contrast, annually pay a percentage of the current asset value.

The following are some of the different types of trusts:

Grantor retained annuity trusts (GRATs) pay an annuity to the grantor for a pre-established time period. When the time is up, whatever remains goes to heirs or a charity.
Charitable Lead Trusts (CLATs) are established to benefit charities during the grantor’s lifetime, but what’s left at the end of the time period goes to the heirs.
Charitable Remainder Trusts are the opposite of a CLAT, in that they will give to charities what’s left over after a set time period of giving an annuity to heirs.
Qualified Terminable Interest Property (QTIP) trusts allow the deceased’s spouse to get income from the assets of the trust during their lifetime. After the surviving spouse dies, the assets go to the designated beneficiaries.
Retained life estate allows the grantor to leave property to a nonprofit organization, but to remain in the residence for the rest of his or her life.
Generation-skipping (or dynasty) trusts do not give assets to the immediate heirs, but to the generation (or generations) after that. This eliminates some taxation issues, and allows the beneficiaries, who can be the grantor's children, to still benefit from the income of the trust.

The size of estates may be impacted by two kinds of taxes: inheritance tax, which is required by some states with varying rules and regulations, and estate tax, which is paid to the federal government. An estate tax is valued on the total assets of the estate. Currently the estate tax begins when the value of an estate exceeds $5.1M and is taxed at 35% (through 2012). However, this amount may revert to the previous amount of $1M and a tax rate of 55% in 2013 if Congress doesn’t extend the tax breaks that were established through the Tax Relief, Unemployment Insurance Reauthorization, and Job Creation Act that went into effect in 2010. To mitigate this taxation, people may receive a “unified credit”, which can be applied against both gift and estate taxes but has a lifetime limit ($1.7M as of 2012, but this may change if the rest of the estate tax rules change).

Researchers may uncover some indications of trusts when they are researching a prospect, such as gift announcements or annual reports from other charities and nonprofits, or SEC filings that may include some of the stockholdings that are part of the assets held by trusts. Indications that a prospect may be implementing an estate plan include age and succession planning for their business.

This brief look at wills and trusts barely scratches the surface of the variety and complexity of estate planning tools available to benefit grantors, their heirs and, hopefully, non profits and charities. It will be interesting to see what changes 2013 will bring to the laws that govern wills and estates and how they are taxed.

Upcoming NEDRA Programming

Laura Parshall — Tue, 27 Nov 2012 16:29:58 GMT

The Fall programming season continues to be very active. November 14th's RING on Small Shop Research, the Directors Forum on November 15th, and the second offering of the Research Basics Bootcamp on November 16th were all well attended. We still have more excellent programming in store in December! To register for upcoming programs, visit our programs page.

Is the Financial Crisis Over? A Survey of Our Economy, and Our Prospects
Tuesday, December 4, 2012 (8:30 am – 10:30 am)
Yale Office of Development, 157 Church Street, 8th Floor, New Haven, CT

Understanding how prospects are reacting to these financially challenging times is essential to engaging them and earning their support. This session will examine the current economic landscape and help address ways to anticipate the needs of your organization’s constituents. Speaker Richard Horne will share insights regarding the economic climate to help strengthen your research, inform your communications and inspire your development strategies.

Members: $85/Non-Members: $125. Light refreshments are included.

RING: Large Research Shops
Thursday, December 6, 2012 (3:00 pm – 4:30 pm)
Harvard University, 124 Mt. Auburn Street, Room 603B, Cambridge, MA

This roundtable discussion will be geared towards research professionals conducting business in large advancement organizations with many staff members and/or considerable budgets. Barbara Moore and Sarah Fernandez will facilitate this gathering and give attendees the opportunity to freely discuss the best strategies for large shop success. Some of the topics covered will include the most useful resources, staff recruitment and retention, organizational structure and the integration of data analytics. This discussion will be suitable for members of research teams with at least 5 researchers or a development staff of 50 employees or more.

Members: Free/Non-Members: $25.

RING: The Financial Services Industry
Friday, December 7, 2012 (3:00 pm - 4:30 pm)
Combined Jewish Philanthropies, 126 High Street, 9th Floor, Boston, MA

Do you have questions about the Venture Capital, Private Equity, Hedge Fund and Investment Banking industries? Join Anne Brownlee of Harvard Medical School and Roslyn Clarke of Harvard University for this discussion on financial services. Topics likely to be discussed include: job titles, where to find information, how to figure out what a firm/fund does and how to describe to work of a fund or firm. This networking opportunity will be suitable for anyone interested in learning more about these high profile industries.

Members: Free/Non-Members: $25.

2013 Conference Update

Laura Parshall — Tue, 27 Nov 2012 16:21:50 GMT

The Conference Committee is currently reviewing the many excellent session proposals that were submitted for the 2013 Annual Conference. They are also in the process of finding an interesting and educational plenary session for the conference. More news will be forthcoming, as the conference takes shape!

Looking Back: November Moments in NEDRA's History (1987-2012)

Laura Parshall — Tue, 27 Nov 2012 16:18:33 GMT

November 1987: Panel Discussion on “Ethics in Research” held at Bentley College.
November 1988: Roundtable for Managers on “Staffing Issues” at Brandeis University in Waltham, MA
November 1988: Roundtable on “Information Management” at Bryant College in Smithfield, RI
November 1988: Roundtable on “Information Management” at Dartmouth College in Hanover, NH.
November 1988: Roundtable on “Small Shop Research” at The Williston-Northampton School in Easthampton, MA
November 1990: Fall Conference Using Specialized Sources at Brandeis University. Attendance 150.
November 1991: Fall Conference Surviving the Turbulent 90s: Strategies for Prospect Research at the Howard Johnson Hotel in Cambridge, MA
November 1994: Fall Conference Innovations in Prospect Research – The Technological Challenges at the Sheraton Tara Hotel (Braintree, MA).
November 1995: Round on “Foundation Research” at the University of New England (Biddeford, Maine)
November 1995: Roundtable on “An Introduction to Using the Internet for Prospect Research” at the Massachusetts Institute of Technology.
November 1996: Roundtable on “Changing Roles and Demands in Development Research” at Colby College (Waterville, Maine).
November 1996: Roundtable on “The Basics of the Individual Profile” at Worcester Polytechnic Institute.
November 1996: Roundtables on “Ethical Dilemmas Facing the Prospect Researcher” and “Using the Internet Effectively for Prospect Research” at the Westminster School (Simsbury, CT).
November 2000: Directors Forum at Boston University
November 2000: Research 101 Seminar (Waltham, MA)
November 2000: RINGs at Boston Symphony Orchestra and Mount Holyoke College
November 2001: Connecticut RING at Westminster School (Simsbury, CT)
November 2002: Boston RING at the Children’s Hospital Trust
November 2005: Workshop on Understanding SEC Documents presented by Michelle Leder at the Federal Reserve Building in Boston.
November 2006: Research Boot Camp at the University of Massachusetts – Amherst.
November 2009: Research Seminars on “Intellectual Property” and “The Family Office” presented by Jeffrey Ouellette at the Radisson Hotel Boston.
November 2010: Seminar “Is the Financial Crisis Over? A Survey of Our Economy and Our Prospects” presented by Richard Horne and Steven Towns at Yale University. A joint program of NEDRA and CASE District I.
November 2011: RING on Small Shops at the Boston Ballett.
November 2011: Seminar “Joys of Compounding” presented by Chris Begg at Harvard University

Volunteer Opportunity of the Month

Laura Parshall — Tue, 27 Nov 2012 16:13:48 GMT

This month, we're looking for a volunteer to join the Membership Committee, to assist with efforts to reach out to members and find new and better ways of serving them. If you're interested in joining the Membership Committee, please contact Ian Wells.

Many Thanks

Laura Parshall — Tue, 27 Nov 2012 16:09:48 GMT

The NEDRA Board of Directors would like to thank Tim Enman of Clark University for volunteering to serve as speaker liaison for the Programming Committee. Thanks for your willingness to lend a hand, Tim!

Looking back: Researching Funds in Europe: A Trip Deep Into the Donor's Soul (Spring 2005)

Laura Parshall — Tue, 27 Nov 2012 16:02:07 GMT

Many organizations are relatively new to international fundraising, and even those who have been at it for some time can benefit from the experience and knowledge of experts. This 2005 article by Dieter Hernegger, director at Search & Fund, provides some insight into fundraising in Europe, explaining the tax framework, culture, and other issues surrounding philanthropic giving in that part of the world.

Researching Funds in Europe.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Fri, 26 Oct 2012 16:10:07 GMT

The NEDRA Board of Directors had its monthly operations call on October 24th. Among the topics discussed were recent and upcoming programs, membership numbers (35 more renewed members since last month!), the Annual Conference, and the need for volunteers. Read on for more information.

2013 Conference Update

Laura Parshall — Fri, 26 Oct 2012 16:04:36 GMT

October 19th was the deadline to submit presentation proposals for the 2013 Annual Conference. Thanks to all who submitted your proposals via the RFP web page. The Conference Committee is now in the process of reviewing the submissions that were made. From what Conference Committee co-chairs Suzy Campos and Melissa Bank Stepno have said, it sounds like the 2013 Conference will have some very interesting and educational sessions, so stay tuned!

Lessons Learned from Researching Prospects in the Finance Industry

Laura Parshall — Fri, 26 Oct 2012 15:53:49 GMT

This month, Kimberly Giedd, a senior research analyst at Boston University, discusses the experiences her shop has had researching prospects in the finance industry, an often-enigmatic but very lucrative field.

Lessons Learned from Researching Prospects in the Finance Industry

In September, Boston University announced the start of its first capital campaign, setting its sights on raising $1 billion dollars over the next seven years. It is a substantial amount, and the fundraising staff and researchers are largely focused on prospects capable of making 7-figure gifts, because most of the campaign dollars will come from donors at the principle level. These millionaires are scattered all over the United States and the world, and they are in careers that cover the entire spectrum of professions. Over time, we have found that a significant portion of these prospects work in private equity, finance, and venture capital in the United States.

Given BU Research’s specialized way of qualifying prospects at such a high level, we face several challenges. As with most research shops, BU’s research team has a specific way of valuing prospects and assigning capacity ratings. Per office policy, in order to qualify prospects at the principle gift level, Research must identify hard assets at a minimum of $100 million (for “A” rated prospects) or $20 million (for “B” rated prospects). We assume these prospects are able to give 5% of these figures, $5 million or $1 million, respectively. Because it is difficult to locate those with a minimum of $20 million in hard assets, finding prospects rated at the “A” and “B” levels is no easy task. We know that many donors capable of making such gifts are employed in finance; however, this industry presents several challenges to researchers, which include the following: assessing how the company is doing financially, and/or how much money it manages; accounting for overhead in some way; and predicting how a top partner or founder might benefit financially from the company’s success. Furthermore, because we are not finance industry experts, we have had to learn how these firms operate before making any wealth estimations.

Because the finance industry is difficult to research and assess, it has often been a roadblock in terms of estimating a prospect’s net worth. When researching prospects in this industry, we first determine the company’s function, distinguishing between venture capital, private equity, and hedge funds. Venture capital firms are different from private equity and hedge fund organizations, as they primarily finance new business ventures, whereas hedge funds are aggressively managed portfolios of investments. Private equity consists of investors and funds that make investments directly into private companies, conducting buyouts of public companies. Capital for private equity is raised from retail and institutional investors, and can be used to fund new technologies or make acquisitions. These firms differ from hedge funds and venture capital in terms of liquidity and structure, as they take investment money from large institutions and borrow additional cash so they can buy or invest in public and private companies.

Once we have a sense of the company, we look for financials (usually assets under management) and examine our prospect’s role in the organization. Is he a managing partner? How many partners are there? Is he a co-founder or founder? How long has he served with this company? Usually we are researching founders, co-founders, or managing partners.

In the venture capital industry, we have learned that top managers split 1% of profits. Hedge fund managers have generally followed the “2 and 20 rule,” or performance based compensation. The rule involves taking 2% (a management fee) of total assets under management, and dividing by the number of partners, and taking 20% of the current year returns (as additional profit) and dividing by number of managing partners. However, finding current year returns, or any additional profit for a hedge fund can be difficult. Usually, we are able to find assets under management (AUM) on the company website. However, one thing we have learned is that this figure is often the cumulative total of assets managed by the firm since inception, meaning our resulting figures would be inflated. Unless we can find out about a recent fund or investment, we have often omitted the 20% calculation to be more conservative.

In some instances, we have been unable to locate any financial information or AUM figures for a prospect’s business, but our gut instincts have told us this particular prospect is probably worth several million. In reaction to this, our director has sought out several online resources to help us fill in the gaps. Overall, Wealth-X has proven to be the most helpful, providing background and financial information on high net worth individuals and ultra-high net worth individuals. The researchers employed by Wealth-X have often worked in the industries in question, so they have the professional experience to back their research and analysis. They also provide dossiers, including a brief bio and breakdown of estimated finances, as well as an explanation of their methodology for the net worth figure. While the source has been helpful to get a ballpark figure, we have nonetheless had to use caution with its estimated figures. Oftentimes, Wealth-X compounds salary and stock options as part of the overall net worth figure, which is problematic because it can inflate an individual’s net worth. However, Wealth-X has provided a more specific formula for individuals working in private equity. This formula gives us another option, in addition to what we already know:

[4.17 x (3% of AUM)]/ number of partners

Wealth-X describes 4.17 as being a private equity industry multiple. We take 3% of the assets under management, multiply that figure by 4.17, and divide by the number of partners. Ultimately, we had another formula to apply to firms that were exclusively involved in the private equity.

Along the way, we have learned that these formulas do not apply to every case. Essentially, we have to treat each situation individually. In one instance, for example, I came across a prospect working for a private equity firm that engaged in some venture capital activities, but primarily managed funds. This firm was a wholly owned, independently operated investment subsidiary of a much larger, well-known brokerage firm listed on the public stock exchange. Our prospect was a top manager in the subsidiary company, which stated on its website that it had $7 billion in assets under management. Applying any formula or multiple resulted in a net worth in excess of $100 million for our prospect, which seemed too high. I asked my director to send the name to Wealth-X, and after we received their analysis, we discovered several things. Because the prospect was working for a company that was a subsidiary of a public company, much of his wealth was salary and bonus, as opposed to ownership percentage. Wealth-X provided a logical comparison by showing us the net worth of a top shareholder of the public (parent) company; this top executive’s resulting figure was substantially lower than the number I had found for our prospect. So, in this process, we discovered that because the prospect’s company was a subsidiary of a much larger parent company, he did not have an ownership stake (in either).

Overall, we have learned a lot about the finance industry. This field is volatile and unpredictable, and a firm could flourish one year and struggle the next. It is very difficult to predict and account for all factors involved in running a firm. After much debate, we have decided to use formulas when we can, but we also rely on instincts, and take into account Wealth-X analyses when appropriate. Sometimes, we simply have to make our best educated guess.

Upcoming NEDRA Programming

Laura Parshall — Fri, 26 Oct 2012 15:45:35 GMT

We're off to a great start for the Fall programming season! October 16th's workshop, "The Frugal Researcher," and October 19th's Research Basics Bootcamp were both well attended. As I type this, James Cheng is winding up what is doubtless an excellent and informative Data Analytics 101 workshop at Massachusetts General Hospital. The Programming Committee has even more great events in store. To register for upcoming events, visit our programs page.

RING Small Shop Research
Wednesday, November 14th, 2012 (3:00 pm – 4:30 pm)
Boston Ballet, 19 Clarendon Street, Boston, MA

This Regional Interest Networking Group will be held for the benefit of research professionals working with few staff members and/or limited budgets. Jeffrey Begg will facilitate a roundtable discussion to share strategies for success and discuss how to overcome challenges intrinsic to your work. This is also an opportunity to connect with new colleagues who may provide great resources and friendships.

Members: Free/Non-Members: $25.

Directors Forum
Thursday, November 15, 2012 (9:30 am – 11:00 am; 9:00 am – 9:30 am networking opportunity)
Dana Farber Cancer Institute, 10 Brookline Place West, 5th Floor, Room 563, Brookline, MA

Come prepared to participate in this lively discussion on topics such as departmental organization and benchmarking, prospect management, screenings and partnering with frontline fundraisers. This forum will be a great opportunity to share strategies with others who are leading research departments. Please be sure to bring your org chart, as well as your strategies for upholding best practices. This forum, which will be facilitated by Chris DeChellis and Alicia Kim-Shen, is recommended for all research professionals working in supervisory roles.

Members: $50/Non-Members: $85. Light refreshments are included.

Research Basics Bootcamp (Second offering)
Friday, November 16, 2012 (9:30 am – 4:00 pm)
University of New England, 716 Stevens Avenue, Goddard Hall, Room 009, Portland, ME

NEDRA presents a full day of instruction in the essentials of prospect research. This training is a must for those new to research, or those whom have had research added to their roles. No experience in the field is necessary to begin learning how to apply professional research methodologies. Speakers Amy Begg and Roslyn Clarke will cover a variety of vital topics, including the strategic role of advancement research, prospect research fundamentals and techniques for assessing gift capacity.

Members: $199/Non-Members: $299. Morning light refreshments and lunch are included.

Is the Financial Crisis Over? A Survey of Our Economy, and Our Prospects
Tuesday, December 4, 2012 (8:30 am – 10:30 am)
Yale Office of Development, 157 Church Street, 8th Floor, New Haven, CT

Understanding how prospects are reacting to these financially challenging times is essential to engaging them and earning their support. This session will examine the current economic landscape and help address ways to anticipate the needs of your organization’s constituents. Speaker Richard Horne will share insights regarding the economic climate to help strengthen your research, inform your communications and inspire your development strategies.

Members: $85/Non-Members: $125. Light refreshments are included.

RING: Large Research Shops
Thursday, December 6, 2012 (3:00 pm – 4:30 pm)
Harvard University, 124 Mt. Auburn Street, Room 603B, Cambridge, MA

This roundtable discussion will be geared towards research professionals conducting business in large advancement organizations with many staff members and/or considerable budgets. Barbara Moore and Sarah Fernandez will facilitate this gathering and give attendees the opportunity to freely discuss the best strategies for large shop success. Some of the topics covered will include the most useful resources, staff recruitment and retention, organizational structure and the integration of data analytics. This discussion will be suitable for members of research teams with at least 5 researchers or a development staff of 50 employees or more.

Members: Free/Non-Members: $25.

Volunteer Opportunity of the Month

Laura Parshall — Fri, 26 Oct 2012 15:29:45 GMT

This month, the Programming Committee is looking for a volunteer to act as a Speaker Liaison for programming events. Speakers at NEDRA programs are required to submit speaker bios and descriptions of their presentations. The Speaker Liaison will coordinate with speakers on writing and refining these bios and descriptions, so that we can get this information onto the website. If you would be interested in serving in this role, please contact Programming Committee co-chairs James Cheng and Amy Begg.

Looking Back: October Moments in NEDRA's History (1987-2012)

Laura Parshall — Fri, 26 Oct 2012 15:15:05 GMT

·       October 1987: First issue of NEDRA News published. (Happy 25th birthday, NEDRA News!)
·       October 1988: Roundtable on “Research’s Role in Planning Solicitation Strategies” at the Massachusetts Institute of Technology
·       October 1991: Vermont Roundtable
·       October 1992: Fall Conference: A Conference on Net Worth at the Newton Marriott Hotel. Attendance 150.
·       October 1993: Fall Conference Strategic Assessment of Business Information at the Newton Marriott Hotel.
·       October 1995: Roundtable on “Research Internet Issues for Independent Schools” Westminster School (Simsbury, CT)
·       October 1996: 277 members
·       October 2000: 263 members
·       October 2005: Boston RING combined with APRA Virtual Seminar “Prospect Research 101”
·       October 2006: Research Boot Camp at the Radisson Hotel in Boston
·       October 2007: Workshop “Approaches for Estimating Gift Capacity and Developing Rating Systems” presented by Elizabeth Crabtree and Joyce Newton at the Massachusetts Institute of Technology.
·       October 2007: Workshop “Research Primer & Small Shop Research” at the Hotel Marlowe, Cambridge, MA.
·       October 2008: Research Basics Boot Camp at Fairfield University
·       October 2009: Research Boot Camp at the University of Hartford.
·       October 2009: Research Director’s Forum
·       October 2009: Research Seminars: New York Research: Navigating Your Way Through a Changing Financial Landscape and Leveraging Resources and Empowering Others at the Radisson Hotel Boston.
·       October 2010: Research Basics Boot Camp at the Radisson Hotel Boston.
·       October 2010: Research Boot Camp at Yale University.
·       October 2011: Research Basics Boot Camp at Central Connecticut State University.
·       October 2011: Research Basics Boot Camp at City Year Boston
·       October 2011: Seminar “Mineral, Air and Water Rights” presented by Jeffrey Oullette at Northeastern University

Research Basics Bootcamp

Laura Parshall — Fri, 26 Oct 2012 15:01:08 GMT

The first Research Basics Bootcamp of the season was held on October 19th at Northeastern University. Thanks to all who attended. If you missed it, you can still sign up for the one to be held next month at the University of New England.

Following this Bootcamp, a new subgroup for Bootcamp attendees was established on NEDRA's LinkedIn group. (Not a member of our LinkedIn group yet? Go here to join!) This subgroup is a great place for those who attended the Research Basics Bootcamp to continue conversations they began at the event with their fellow attendees, to ask follow-up questions, and to help one another learn. If you attended the Bootcamp and would like to connect with your fellow attendees, join the subgroup today.

Many Thanks

Laura Parshall — Fri, 26 Oct 2012 14:58:58 GMT

The NEDRA Board of Directors would like to thank Tina Tong of Tufts University for volunteering to work with the Marketing Committee. Thanks, Tina, for helping us to reach out to the researcher community!

Looking Back: Corporate Debt, Investor Gold (Summer 1992)

Laura Parshall — Fri, 26 Oct 2012 14:53:24 GMT

SEC filing requirements may have undergone a number of changes in the past twenty years, but the fundamentals of stock remain the same. In this article, Jeanine Wood and Sandra Larkin break down and explain the basics of stocks in easy-to-understand terms. A great read for new researchers!

Corporate Debt, Investor Gold.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Tue, 25 Sep 2012 18:19:46 GMT

The NEDRA Board of Directors met on September 19th. Among the subjects discussed were the outstanding lineup of programming planned for the fall, the need for presenters for the 2013 Annual Conference, and ideas on how to reach out to non-NEDRA members in the New England development research community. See the articles below for more information.

Volunteer Opportunity of the Month

Laura Parshall — Tue, 25 Sep 2012 15:36:04 GMT

There's no doubt that all NEDRA members have a great story to tell about their involvement with NEDRA. How has your membership helped and affected you? The Marketing Committee is looking for members who would be willing to have their stories recorded and shared with the wider development research community, to give them a taste of what NEDRA can do for its members. If you'd be interested in participating, please contact Marketing Committee head Ian Wells.

Book Review: Yours for the Asking by Dr. Reynold Levy

Laura Parshall — Tue, 25 Sep 2012 15:18:03 GMT

This month, Tim Wilson, Assistant Director of Development Research at Harvard Business School, reviews Yours for the Asking: An Indispensable Guide to Fundraising and Management (2008: Wiley), by Dr. Reynold Levy.

Dr. Reynold Levy’s Yours for the Asking: An Indispensable Guide to Fundraising and Management, is simply one of the most engaging and informative soup-to-nuts books on fundraising available in print. Currently President of New York City’s Lincoln Center for the Performing Arts, Levy is also a very experienced philanthropy leader. His career has spanned senior roles at foundations and non-profits from the International Rescue Committee and the AT&T Foundation to New York City’s 92^nd Street Y. In his well-paced, 172-page third book, Levy crams in a lifetime’s worth of personal anecdotes, observations, and humor to keep the reader turning to the next page for more of his insight and wit.

Published just before the global economic crisis in late 2008, Levy’s book is definitely geared to development personnel trying to cultivate and solicit donors. However, I feel that anyone in development can learn a good deal from this book about how to engage donors, including the importance of better understanding what drives their philanthropic interests, in an effort to engage them in your cause. “Two-thirds of all [U.S.] households contributed funds to nonprofit institutions” in 2007, Levy says, highlighting the fact that the number of potential donors to any particular cause is huge. It’s more about how to properly steer donors to one’s organization and motivate them to continue to support its initiatives. Levy’s goal in writing this book is to get at the root of why “the act of asking seems so universally disliked, misunderstood, and disdained. It is even more perplexing to discover that there is no must-read, must-own guide to raising funds, given the hundreds of thousands of Americans who struggle to solicit donations every day.” I found that last observation a little perplexing myself, as Penelope Burk, who has spoken at NEDRA conferences in the past, predated Levy by five years with her Donor-Centered Fundraising.

That oversight, and Levy’s prediction that the economic crisis hitting while he was writing Yours for the Asking would be “short and shallow,” are notable missteps in a publication that otherwise features a lot of great strides towards enriching one’s understanding about the field of development.

In his first chapter, Levy makes a passionate appeal to “America’s charitable potential.” He considers the disparity between the top states in terms of aggregate wealth (California and New York, whose rate of per capita giving ranks them 21^st and 23^rd in the U.S.) measured against the top states in terms of per capita giving (Utah and Oklahoma). “Generosity is unevenly distributed geographically,” he observes. “Expanding where generosity lives is a terrific challenge for fundraisers and a tonic for some of the most serious problems that ail the nation and the planet.” His first chapter is chock-full of interesting anecdotes and applicable lessons from his tenure at several international, national, and regional non-profits.

Chapters two through five, comprising the bulk of Yours for the Asking, offer a deep dive into specific on-the-road development ideas. These sections focus on individual donor solicitation, encouraging trustees and directors to donate more to the causes in which they are involved, the characteristics of an excellent development officer, and raising funds from an ever-increasing number of foundations, which often have labyrinthine policies to adhere to. I found the following rallying cry from Levy inspiring. “The profound obligation to convince those with the wherewithal to give more of themselves to institutions and causes larger than themselves falls to you,” he asserts. “That is not a burden. It is a pleasure. That is not a job. It is a calling.”

One nugget from Levy’s chapter on individual donor solicitation really resonated with my experience. I imagine it will sound familiar to many others in development research as well. “Listening carefully to donors,” he says, “allows you to bring back valuable observations to the line staff of your agency and assist in their quest for continuous improvement.” For anyone who has ever hoped, encouraged, and begged "road warriors" for more details in their contact reports so that researchers have additional information on a prospect, surely this sentence strikes a chord.

Another section that I found particularly interesting and perhaps more applicable to development researchers focuses on the often-overlooked small, local and regional businesses near one’s institution as an under-identified source of funding. Dr. Levy encourages development shops to zero in on this largely untapped potential donor by appealing to civic pride and the mutually beneficial partnership of having a business and a non-profit deepen their involvement in the community in which they both operate. Locating “the intersection between the interests of business and the needs of your nonprofit” is essential in order to “easily tap corporate resources.”

Levy offers answers to “tough questions” in chapter six, insightful life lessons to be a successful fundraiser in chapter seven, and a breezy few pages of fundraising humor in chapter eight. In the lengthy appendices, he also offers several examples of fundraising successes from his long career in philanthropy. All of those chapters were interesting, but I personally found chapter nine (about the future of fundraising in an era of globalization) to be the most directly relatable chapter to my day-to-day responsibilities and thinking. He uses contemporary examples such as the rise of texting-to-give and an ever-expanding set of resources to identify international donors as encouraging signs for the future of development. “The nation’s army of professional and volunteer solicitors,” Levy powerfully persuades, “are fully capable of identifying enhanced and new sources of giving and of raising funds in unprecedented sums.”

Throughout this book, one fact is clear: Levy is deeply committed to raising the visibility and capability of America’s philanthropic “third sector” on a par with the business and government sectors. He unflinchingly believes that the hundreds of non-profits, and the thousands of development staff members working in the third sector, can be a stronger force for good throughout our society. That inspiring vision, and Reynold Levy's ideas about how we can make that vision a reality, were well worth my time in reading Yours for the Asking and seeing how I can apply its lessons to my involvement in the world of philanthropy.

Upcoming NEDRA Programs

Laura Parshall — Tue, 25 Sep 2012 14:51:44 GMT

The Programming Committee has been very busy, creating some excellent programming for the fall season. Here's a list of what's in store. To register, visit our programs page!

The Frugal Researcher
Tuesday, October 16, 2012 (9:00 am – 10:30 am)
Amherst College, Smith House (Bliss Room), 22 Hitchcock Road, Amherst, MA

This session will offer ways to find valuable information without having to invest in expensive databases and programs. Information will be shared concerning a wide range of essential sources for prospect researchers. Speaker David Sterling will show you how to customize online searches to extract optimal data from a number of sources and empower you to produce high-quality research for your office’s fundraising efforts.

Members: $85/Non-Members: $125. Light refreshments are included.

Research Basics Bootcamp (First offering)
Friday, October 19, 2012 (9:30 am – 4:00 pm)
Northeastern University, Curry Center, 346 Huntington Avenue, Boston, MA

NEDRA presents a full day of instruction in the essentials of prospect research. This training is a must for those new to research, or those whom have had research added to their roles. No prior experience is necessary to begin learning how to apply professional research methodologies. Speakers Amy Begg and Roslyn Clarke will cover a variety of vital topics, including the strategic role of advancement research, prospect research fundamentals and techniques for assessing gift capacity.

Members: $199/Non-Members: $299. Morning light refreshments and lunch are included.

Development Analytics 101
Friday, October 26th, 2012 (10:00 am – 12:00 pm)
Massachusetts General Hospital, 165 Cambridge Street, 2nd Floor, Room 220, Boston, MA

This seminar will examine the fundamentals of analytics from a development perspective. Concepts such as “predictive modeling” and “data analytics” will be defined within the context of the not-for-profit business process. Join James Cheng as he provides examples of descriptive and predictive analytics within the business process, and shares his expertise in this crucial new area of development.

Members: $85/Non-Members: $125. Light refreshments are included

RING Small Shop Research
Wednesday, November 14th, 2012 (3:00 pm – 4:30 pm)
Boston Ballet, 19 Clarendon Street, Boston, MA

This Regional Interest Networking Group will be held for the benefit of research professionals working with few staff members and/or limited budgets. Jeffrey Begg will facilitate a roundtable discussion to share strategies for success and discuss how to overcome challenges intrinsic to your work. This is also an opportunity to connect with new colleagues who may provide great resources and friendships.

Members: Free/Non-Members: $25.

Directors Forum
Thursday, November 15, 2012 (9:30 am – 11:00 am; 9:00 am – 9:30 am networking opportunity)
Dana Farber Cancer Institute, 10 Brookline Place West, 5th Floor, Room 563, Brookline, MA

Come prepared to participate in this lively discussion on topics such as departmental organization and benchmarking, prospect management, screenings and partnering with frontline fundraisers. This forum will be a great opportunity to share strategies with others who are leading research departments. Please be sure to bring your org chart, as well as your strategies for upholding best practices. This forum, which will be facilitated by Chris DeChellis and Alicia Kim-Shen, is recommended for all research professionals working in supervisory roles.

Members: $50/Non-Members: $85. Light refreshments are included.

Research Basics Bootcamp (Second offering)
Friday, November 16, 2012 (9:30 am – 4:00 pm)
University of New England, 716 Stevens Avenue, Goddard Hall, Room 009, Portland, ME

NEDRA presents a full day of instruction in the essentials of prospect research. This training is a must for those new to research, or those whom have had research added to their roles. No experience in the field is necessary to begin learning how to apply professional research methodologies. Speakers Amy Begg and Roslyn Clarke will cover a variety of vital topics, including the strategic role of advancement research, prospect research fundamentals and techniques for assessing gift capacity.

Members: $199/Non-Members: $299. Morning light refreshments and lunch are included.

Is the Financial Crisis Over? A Survey of Our Economy, and Our Prospects
Tuesday, December 4, 2012 (8:30 am – 10:30 am)
Yale Office of Development, 157 Church Street, 8th Floor, New Haven, CT

Understanding how prospects are reacting to these financially challenging times is essential to engaging them and earning their support. This session will examine the current economic landscape and help address ways to anticipate the needs of your organization’s constituents. Speaker Richard Horne will share insights regarding the economic climate to help strengthen your research, inform your communications and inspire your development strategies.

Members: $85/Non-Members: $125. Light refreshments are included.

RING: Large Research Shops
Thursday, December 6, 2012 (3:00 pm – 4:30 pm)
Harvard University, 124 Mt. Auburn Street, Room 603B, Cambridge, MA

This roundtable discussion will be geared towards research professionals conducting business in large advancement organizations with many staff members and/or considerable budgets. Barbara Moore and Sarah Fernandez will facilitate this gathering and give attendees the opportunity to freely discuss the best strategies for large shop success. Some of the topics covered will include the most useful resources, staff recruitment and retention, organizational structure and the integration of data analytics. This discussion will be suitable for members of research teams with at least 5 researchers or a development staff of 50 employees or more.

Members: Free/Non-Members: $25.

Looking Back: Proactive Research in the Small Shop (Winter 2002)

Laura Parshall — Tue, 25 Sep 2012 14:42:19 GMT

In this blast-from-the-past article, Kathy Nadire at the Kent School provides some helpful tips for small shop researchers to find new major donors.

Proactive Research in the Small Shop.pdf

Looking Back: September Moments in NEDRA's History (1987-2012)

Laura Parshall — Tue, 25 Sep 2012 14:14:15 GMT

September 1992: Laurie Lamothe elected president for 1992-1993
September 1993: 310 members
September 1993: account balance $8,637.98
September 1998: NEDRA hires an outside management company, The Guild Associates, Inc., to handle the organization’s administrative tasks.

2013 Conference Update

Laura Parshall — Tue, 25 Sep 2012 14:06:23 GMT

NEDRA needs presenters for its 2013 Annual Conference! Do you have an idea for a presentation that would be interesting and helpful to your fellow researchers? Want to show off your PowerPoint skills? Share your knowledge and experience? Visit the conference presentation RFP page today, and sign up to be a conference presenter in the spring! Presentation proposals are due by October 19th, so sign up soon.

Top ten research tips for welcoming a new executive to your team

Laura Parshall — Tue, 25 Sep 2012 13:44:31 GMT

Amy Sacco, Director of Research at Assumption College in Worcester, MA, has prepared this list of helpful ideas for how researchers can help a new executive integrate into their organization. It was originally published by APRA - Upstate New York, and Amy has kindly shared it with the NEDRA News Blog.

1. Inform but don’t overload. Arm her with the tools necessary to hit the road running. Provide an overview – she’ll know where to come for the details. Deliver all materials in one easy-to-use binder with a guide for easy review.

2. Start at the very beginning. Provide an outline of the research department. Itemize the areas that you and your staff oversee, noting each staff member’s responsibilities. Provide samples of reports/lists/templates so he can get an understanding of how you currently present information to the staff.
3. Trustees. Include a list of trustees with either basic or full profiles including pictures and contact information. She will want to be able to easily identify these individuals at events and meetings. She should be able to go in feeling like she already knows them.

4. Top prospects and VIPs. Provide full profiles on your top prospects (again, pictures are key if you have them) so that he can start familiarizing himself with this group. Don’t load him up with 100 profiles but find a cutoff that makes sense for your organization. Also include profiles on those that may not be top donors but are key people to know. (e.g. they have a very interesting position or are locally or nationally well-known).

5. Campaign stats. Have you completed a campaign within the past year or so? Include your gift pyramid and list of top donors (including foundations). It’s not necessary to provide detailed information on this group, just a listing that notes constituency and giving history so she can get a sense of who played a major role during that time.

6. Community leaders. A listing of community leaders (name, title, and organization) is helpful for an executive who is new to the area. As he gets involved and/or attends functions outside of your institution it is wise to know who’s who in town – from the city government to the art museum!

7. Screening Results. If you recently went through a screening provide a few things: a quick breakdown on who was screened; your contract information (Cost? How many users? A terminology key). Throw in some of the charts that come back with the screening review; share some information on the steps your office has taken to go through the results and some general findings/next steps. Again, she’ll know where to go for the details so keep it basic for now.

8. Be creative. Pull some fun lists for him to review. (e.g. constituents from his hometown or shared alumni if he’s moving between educational institutions). Think outside of the box.

9. All work and no play…. Have some fun! Where is the best place to get a sandwich at lunch? Who has the best waffles for a Sunday morning breakfast? Cheapest movie theater in town? Not only is he new to your institution but is mostly likely new to town. Provide some maps and a brochure from your local chamber of commerce.

10. Face time. Make an appointment for a one-on-one meeting. Present and review your materials. It’s a great time to start your relationship and show her what a great research team she just inherited!

Bonus Tip: Be Ready! Be ready for brainstorming sessions; for a review of your workload, your processes and your obstacles. You can prepare for weeks or months in advance but know that this person is coming in with new ideas and a burst of energy. Hopefully it’s the breath of fresh air that the whole office needs!

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Mon, 27 Aug 2012 15:03:43 GMT

The NEDRA Board of Directors had its monthly operations call on Thursday, August 23. Among the topics discussed were upcoming NEDRA programs, the 2013 conference, and the excellent volunteers who have stepped forward to help out in a variety of ways. Read on for more information.

Many Thanks!

Laura Parshall — Mon, 27 Aug 2012 14:57:32 GMT

The Board of Directors would like to take this opportunity to thank those people who have volunteered their time and effort in the past month to help the Board and their fellow NEDRA members.

Tina Tong at Tufts University has volunteered to coordinate session hosts, formerly known as room monitors, at the 2013 Annual Conference.

Allison Gill at Brown University has volunteered to serve on the Membership Committee.

Suzanne Milauskas at Bentley University, Tim Wilson at Harvard Business School, Kimberly Giedd at Boston University, Debbie Neumann at Children's Hospital Trust, Tina Tong at Tufts University, and Margaret Houska at Teach For America have all volunteered to write articles for the NEDRA News Blog. Look for Suzanne's article below!

NEDRA would not be able to serve its members so effectively without the help of these and our other volunteers. If you want to help out, keep an eye out for the Volunteer Opportunity of the Month every month in the NEDRA News Blog, or contact the Board of Directors to learn about other ways you can volunteer!

Volunteer Opportunity of the Month

Laura Parshall — Mon, 27 Aug 2012 14:55:52 GMT

This month, the Membership Committee is seeking volunteers to contact lapsed NEDRA members, find out why they did not enroll this year, and ideally inspire lapsed members to renew their memberships. Volunteers will be provided with training on how to conduct these calls, along with information they can share regarding the benefits of membership. If you are interested in volunteering for the Membership Committee, please call Ian Wells at (617) 643-6596.

A Case Study – Wealth Screening by Reunion Class

Laura Parshall — Fri, 24 Aug 2012 18:49:24 GMT

This month, Suzanne Milauskas, Director of Prospect Research and Management at Bentley University, describes her decision to screen alumni based on reunion year on an ongoing basis, instead of in a large batch every few years. Read on to see how it's working for Bentley.

A Case Study – Wealth Screening by Reunion Class

WEALTH SCREENING – LARGE BATCH

The first week I started working in the field of prospect research, the modeling results of 50,000 constituents with wealth screening results for 10,000 of them were delivered to our department. Dropped right into the fire in September 2007, I spent the next year with the then Director furiously analyzing all the asset data. It was a major focus of our time and our first priority. Even so, it took the two of us many months to research this “new-found" wealth.

We had made a decision not to circulate any results until all the major gift prospects were confirmed. Since the screening was supposed to be the start of our pre-campaign planning phase, and the new ratings would form the basis of our campaign pyramid, we felt it was too risky to send out data straight from the vendor without confirmation. In theory, it was a good plan. In reality, it wasn’t a huge success.

DELIVERY OF THE RESULTS

By the time we delivered the “top-tier” results to the development team in the fall of 2008, a year had passed and a lot had changed.

Enthusiasm for and recollection of the screening had waned among the development team, so assignments of newly found prospects were not fully embraced.
There were plans for major staff changes in 2009, resulting in a reluctance to alter portfolio makeups.
The Financial Crisis had begun, and gift officer confidence in the new ratings plummeted, divisional goals and focus shifted, and campaign planning was delayed - all in response to the economy.

So, the investment of time and money in screening this large number of prospects yielded few positive results due to a confluence of unpredictable events.

REASSESSING THE MODEL

Fast-forward to April 2011 and the arrival of the NEDRA News, in which Amanda Yost Parker wrote a great piece about creating an effective plan for a wealth screening. I remember reading her paragraph about the importance of planning how to handle the results and the dissemination of a screening. I was the newly appointed Director of a department that now consisted of just me, and Amanda’s insights got me thinking about how to balance the future need for wealth screenings with my time availability, and how to ensure that the development staff used the results effectively.

SCREENING BY REUNION YEARS

Fast-forward again to the release by WealthEngine of the 2012 Higher Education Report: Best Practices for Prospect Research in Higher Education Fundraising - 2nd Ed., in which it was reported that “one hundred percent of HPOs [high performing organizations] screen alumni, friends and donors on a regular basis, with 86% screening parents, 79% screening reunion classes, and 41% screening faculty and staff.” We already screened incoming parents every summer but I had not considered regularly screening by reunion year before reading these statistics.

Since the industry considers the lifespan of a wealth screening to be five years, now in 2012 is the time to consider refreshing the data from 2007. It is unrealistic to think I can handle a large-scale screening on my own and still attend to all the other requests and duties of my position. Our Annual Fund department recently created a dedicated Reunion Director, and our Vice President has separated Homecoming and Reunion weekends to give each its own focus. It therefore makes sense to align the wealth screenings with the divisional importance now bestowed upon the Reunion program.

CURRENT PLAN

Since the Reunion Director would like to be able to select volunteers, peer solicitors, and committee chairs 18 months in advance of Reunion, I need to plan backwards and assume that my screening of the two reunion class years must be submitted in December/January, so the results can be analyzed, rated, and disseminated in advance of when the data is needed.

BENEFITS

The benefits of adopting this approach are three-fold:

1. Budget
- We just converted to a new database and moved offices, both substantial University capital projects, so it is not likely that a large amount of divisional budget will be approved to do large-scale screening in the near future.

- I can reallocate my departmental budget to accommodate the addition of 5,000 names to be screened each year. (I have budget to send two staff members to both the NEDRA and APRA annual conferences and am a department of only one right now). My current analytic subscription allows for 2,000 names to be submitted in bulk per year, and I will continue to screen the incoming parents every summer.
2. Time Management
- It is feasible to add a regular analysis of a smaller batch of names to my schedule every year, rather than attempting to analyze a huge batch of records on my own at the exclusion of the rest of my job.
- The regular screening of undergraduate alumni will capture the growing assets of our constituency as they mature, allowing for the transitioning of prospects out of the Annual Fund and into Major Gift portfolios when appropriate. Fewer alumni will fall through the cracks as their careers progress.
- Newly rated major gift prospects will be entered into portfolios in a systematic procedure, avoiding the overwhelming glut of ratings from the large-scale screening.
3. Database Cleaning
- By screening by reunion year, each class will be screened right before attention is about to be focused on them, thus allowing for the ratings and data to be as fresh and relevant as possible.
- Every list that is submitted to the screening will leave behind a list of alumni without sufficient data to have been screened and thus will continually highlight areas of the database for the Bio department to focus on and update with a year advanced notice.
- The Reunion committee volunteers will also know who among their classes are considered truly “missing” and can reach out on our behalf for updates.

FUTURE CONSIDERATIONS

The only flaw with this new model is that is it geared towards the domestic undergraduate alumni population only. Moving forward, I will want to consider how to factor in a screening of the graduate alumni, the faculty and staff, and our individual “friends.” International alumni research is a topic for another day!

CONCLUSION

This different model of handling our wealth screenings will result in ~ 5,000 names being screened and records updated every year, rather than 10,000 every five years. (Note: these numbers represent the domestic households with good address and/or employment data to qualify for the screening). The data will always be fresh for each class, the manageable chunks can better be fit into my existing schedule of activity without being my sole focus, the process will continue regardless of staffing changes, and the gradual discovery of higher ratings will ensure a smoother pipeline of prospects in our division.

2013 Conference Update

Laura Parshall — Fri, 24 Aug 2012 18:46:28 GMT

Are you interested in being a presenter at the 2013 Annual Conference? If so, keep an eye out next month for the Conference Committee's request for proposals. This time around, those who are interested will be able to fill out a convenient web form on the NEDRA website to describe their proposed session. Start brainstorming your session ideas today!

Upcoming NEDRA Programs

Laura Parshall — Fri, 24 Aug 2012 18:43:58 GMT

Last month, the NEDRA News reported that there would be a Research Basics Boot Camp on October 19th at Northeastern University. If you're interested in a Boot Camp but won't be able to attend that one, don't worry: the Program Committee is working on scheduling another one for November! Details will follow at a later date.

There will also be a Research Directors' Forum in November, facilitated by Chris Dechellis. Also on the horizon in November is a RING at the Boston Ballet, focusing on small shops research. Stay tuned for more information on those two programs, and on the Data Analytics 101 workshop to be presented by James Cheng!

Looking Back: August Moments in NEDRA's History (1987-2012)

Laura Parshall — Fri, 24 Aug 2012 18:42:51 GMT

August 1992: 275 members
August 1992: David Eberly announces resignation as President of NEDRA as soon as successor is chosen.
August 1994: NEDRA co-hosts APRA International Conference in Boston.
August 2007: NEDRA President-Elect Rick Snyder dons a lobster suit and mans NEDRA’s The Expert is in Booth at the APRA International Conference in Chicago.

Looking Back: This Researcher's Resolution (Winter 1999)

Laura Parshall — Fri, 24 Aug 2012 18:38:35 GMT

Even now, 13 years after this article came out, the truly paperless office is still a pipe dream for most of us. The organizing tips and techniques in Jane Kokernak's article are still relevant and helpful to those of us whose offices or cubicles are a little (or a lot) cluttered.

This Researcher's Resolution.pdf

Peek Under the Hood: News from the NEDRA Board

Laura Parshall — Thu, 26 Jul 2012 18:51:15 GMT

NEDRA's Board of Directors recently had their July operations conference call, during which they discussed some exciting upcoming programs, the 2013 conference, and volunteer opportunities, among other subjects. See the articles below if you want to know more!

Lending a Hand: Volunteering with NEDRA

Laura Parshall — Thu, 26 Jul 2012 18:43:28 GMT

So, you're a member of NEDRA, you've just renewed your membership (or you've newly become a member), you're here on the NEDRA website, and you're reading this blog. That's a great start. But what's that you say? You'd like to do more with NEDRA? Fantastic! There are many opportunities to become more deeply involved with NEDRA, for members with all levels of experience in prospect research. Volunteering with a NEDRA board committee is a great way to make connections with other researchers, to learn more about the field, and to help us offer as much as possible to our members. We recently asked the heads of the various NEDRA board committees about how members can lend a hand. Here's what some of them had to say....

Conference committee, chaired by Melissa Bank Stepno and Suzy Campos:

1. What are the responsibilities of your committee? To organize logistics and details related to the annual NEDRA Conference.

2. What volunteer roles exist on your committee? There are a number of ways to help with the conference. A small standing committee works throughout the year to recruit speakers, review session proposals, and manage logistics and communications. During the Conference, opportunities include session hosts and roundtable hosts.

3. What kind of role would you suggest for someone relatively new to prospect research? Being a session host (a.k.a.: room monitor) is an easy way for someone to participate. These volunteers get to meet their session speakers and other hosts (a great way to start networking!). A session host is assigned to each conference session. Problems rarely arise during a session but if they do, session hosts are not expected to solve the issue, just to notify someone who can. We make sure they have all the information they need should an issue come up. Another volunteer possibility is to host a lunchtime roundtable on a topic. Roundtable hosts do not need to be a leading expert on the topic, only to serve as a discussion facilitator.

4. Are there other ways besides acting as a volunteer that a NEDRA member could assist your committee? The Conference wouldn’t be possible without its speakers! Watch your email for more information on the 2013 Request for Proposals (RFP) process later this summer - we encourage anyone who is interested to submit a proposal!

Programming committee, chaired by James Cheng and Amy Begg:

1. What are the responsibilities of your committee? I dare say that there are NO responsibilities for NEDRA’s Programming committee! Fortunately, opportunities to serve within the Programming committee are plentiful! Traditionally, NEDRA Programming consists of several core active learning experiences. The Research Boot-camp allows new researchers to get a firm grasp of the fundamentals of advancement/development research. At the other end of the expertise spectrum, the Research Directors Forum gathers managers who lead at various levels with their research departments to share solutions to obstacles and best practices with other peer managers. Third, content-specific events provide research expertise on topics ranging from holistic wealth assessment of prospects to international prospect research. Finally, networking opportunities, known as RINGs (Regional Interest Networking Groups), give prospect researchers a venue to meet other local researchers with similar interests that can range from “a simple get-acquainted session over a brown bag lunch” to “a facilitated discussion on a chosen topic.”

The main opportunities for NEDRA Programming committee members involve finding passionate volunteer speakers to share insight and/or ignite discussion with research peers, as well as securing low- to no-cost space to host programming events. Programming committee members can also help create new learning experiences and networking opportunities. Finally, Programming committee members can enthuse and incite both NEDRA members and non-members alike to attend and participate in NEDRA programming!

2. What volunteer roles exist on your committee? As mentioned earlier, committee members can work behind the scenes finding volunteer speakers and securing programming space. However, this doesn’t exclude these fine folks from being volunteer speakers or volunteer hosts themselves!

3. What kind of role would you suggest for someone relatively new to prospect research? Attendance and participation in NEDRA programming would be great for someone relatively new to prospect research, both as a learning experience and as a networking opportunity.

4. Are there other ways besides acting as a volunteer that a NEDRA member could assist your committee? Other, more creative volunteer roles definite exist for the Programming committee! Event attendees/participants can offer to provide refreshments in the form baked goods and/or drinks to help keep costs to a minimum. Individuals with a more interpersonal flair can set up informal meet-ups at local food & drink establishments as a more relaxed networking venue; some of us are very keen on setting these aforementioned meet-ups at karaoke establishments! Hopefully, the case has been made that NEDRA Programming is all about opportunities rather than responsibilities!

NEDRA News committee, chaired by Laura Beaudet and Tara McMullen

1. What are the responsibilities of your committee? We're responsible for the blog you're reading now! We write content for the NEDRA News Blog, edit it, and post it here for members to read. We keep members informed about what NEDRA is doing, and provide them with articles that are interesting and helpful to members of our profession.

We also run the NEDRA Industry News Blog, which features news articles and other items of interest to the research community. Our editorial committee selects and submits these articles to share with all our members.

2. What volunteer roles exist on your committee? We're always looking for people who are willing to write articles for the NEDRA News Blog! If you have an idea for an article, or are willing to write one but need help coming up with a subject, please get in touch! You can discuss issues facing researchers in our careers, give tips on particular kinds of research, review a book that you've found helpful in your work, review an internet resource, or talk about anything else relevant to the field. This is probably our greatest and most constant need. We also need volunteers to proofread articles that others have written. You can also volunteer for the editorial committee, and submit articles and other interesting Internet items that you find in the course of your work.

3. What kind of role would you suggest for someone relatively new to prospect research? Proofreading articles is a great start. It gives you an opportunity to read them in advance, and communicating with the authors can be an easy way to start networking.

4. Are there other ways besides acting as a volunteer that a NEDRA member could assist your committee? If you have an idea for an article you'd really like to see, but don't have time yourself to write it, let us know! We can always use some suggestions for those who do have time to write, but are having trouble deciding on a subject. Let us know what kind of information you'd like to see!

Marketing Committee, chaired by Ian Wells

1. What are the responsibilities of your committee? The Marketing Committee serves as the promotional arm of NEDRA, and develops strategies for communicating with the appropriate audience(s) in a timely manner. The Marketing Committee is also responsible for NEDRA’s social media presence.

2. What volunteer roles exist on your committee? Prior to an event or other deadline, volunteers can best support NEDRA by encouraging prospective attendees to promptly submit their registration forms. After an event, volunteers provide a key service by gathering feedback and gauging participant interest to help prepare for future events. Reviewing and editing marketing materials prior to distribution is also of vital importance.

3. What kind of role would you suggest for someone relatively new to prospect research? Someone with strong creative talents and an attention to detail would be helpful in preparing marketing materials for distribution. As we may be filming some speakers in the future for promotional reasons, experience with recording or editing video may also prove to be helpful.

4. Are there other ways besides acting as a volunteer that a NEDRA member could assist your committee? We welcome suggestions for how to reach the widest relevant audience possible. If you have a recommendation you’d like to share with the NEDRA Marketing Committee, please email iwells@partners.org.

Membership Committee, chaired by Ian Wells
1. What are the responsibilities of your committee? The Membership Committee oversees the registration of NEDRA members, works to recruit new researchers to join the organization, and ensures that NEDRA continues to provide its members with the best professional training opportunities and services possible.

2. What volunteer roles exist on your committee? Volunteers can support the Membership Committee by contacting prospective members and inviting them to join our association. They can also provide a great service by brainstorming new ideas about how to make NEDRA more enticing to researchers who are not currently members.

3. What kind of role would you suggest for someone relatively new to prospect research? People new to the field can certainly help by reaching out to other researchers and encouraging them to become active participants in NEDRA. New researchers can also often “think outside the box,” and suggest innovative ways to broaden NEDRA’s scope.

4. Are there other ways besides acting as a volunteer that a NEDRA member could assist your committee? Recommending NEDRA to other new professionals in the industry will always be helpful, and if a researcher in the area does not appear to know much about the organization, directing him or her to the website may help them become better acquainted with everything NEDRA has to offer.

And, introducing...the Volunteer Opportunity of the Month!

Maybe you'd like to volunteer to help NEDRA in some way, but you don't know if you can commit to becoming a committee member or doing other time-intensive work. There are still plenty of quick, simple ways to help! Starting this month, this blog will be posting a Volunteer Opportunity of the Month. This could be anything from a request for space to host a program, to a need for a blog article, to calling a few lapsed members. In addition, we'll be posting our thanks to those who responded with help the previous month. These can be great opportunities for those who are new to involvement with NEDRA, so be sure to read on for the first of many Volunteer Opportunities of the Month!

Using Social Bookmarking Sites to Share Resources

Laura Parshall — Thu, 26 Jul 2012 18:35:55 GMT

This month, Vicki Law, Senior Research Analyst at MIT, provides a guide to a handy way to organize and share Internet resources within your research office: social bookmarking sites.

Using Social Bookmarking Sites to Share Resources

Are you looking for an easy and free way to share links to online resources with other researchers in your organization? Tired of searching through your emails to find that reference to a new web site that your co-worker sent? Then you may want to consider using a social bookmarking site or online bookmark management service to share web links. Social bookmarks allow you to organize, store, manage, and search bookmarks or links to web resources, and then share those links. A prominent feature of social bookmarks is the ability to easily tag links with relevant topics and shared vocabularies. The practice of using tags on social websites allows the user to easily categorize online content without a controlled vocabulary. (Social tagging is also referred to as a "folksonomy.")

Another benefit of using a social bookmark service is that your bookmark list is not hardware dependent. I have been using Delicious (http://www.delicious.com) for years to keep track of my bookmarks so that I can have access to the same bookmarks at home and in the office.

I am going to talk primarily about Delicious, but there are many other social bookmarking sites available, both free and fee-based. Wikipedia has an extensive list of the sites (http://en.wikipedia.org/wiki/List_of_social_bookmarking_websites). You can also do a web search on bookmark managers or social bookmarking to find other sites.

Delicious (formerly called del.icio.us), was introduced in 2003. It was an innovative service at the time and pioneered the use of tagging. Yahoo! acquired the service in 2005, and when they announced in 2010 that the company was closing Delicious, a lot of users panicked (myself included!) and looked for alternative services. Fortunately the founders of YouTube, Chad Hurley and Steve Chen, purchased Delicious.com in 2011, and it became part of their new Internet company AVOS Systems Inc.

In the Office of Development Services at MIT, we have two intranet pages available through our internal resource development site that provide web links to the established research services and documents that we use on a daily basis, such as LexisNexis, WealthEngine, and our guide to international research resources. This works well for most of our research needs, but we were looking for a way to save links to interesting sites that we wanted to keep track of but did not need on a daily basis. Since I had been using Delicious for some time, we decided to use that service to keep track of these alternate bookmarks. Delicious allows you to create multiple tags to categorize your content and to also include comments about the linked site. Although the Delicious site does not allow full text searching of your entries, you can do a search in your Delicious profile by tag name(s).

We created a single password that all of our researchers can use to access our bookmarks. You can decide to keep your links private (only available to those who have the password) or you can designate your links as public so that anyone may access them.

To add links to your Delicious profile, you can install the Delicious "bookmarklet" utility that is available on the Delicious site. The bookmarklet will add a button to your browser tool bar that allows you to save bookmarks to Delicious from anywhere on the web, even if you are not on your Delicious page. Alternatively, you can use the green "+Link" button located at the top right corner of any page on Delicious to open a link-saving box where you can type or paste in the URL that you want to save.

If you have existing bookmarks that you want to save, you can import those into your Delicious profile. Depending on the browser that you use, there are also add-ons that work with Delicious, like the delicious.com sidebar that works with Firefox and allows you to open a sidebar that lets you delete, edit, and search your bookmarks.

Another service that you may want to take a look at is Diigo.com (pronounced Dee'go), which characterizes itself as both a collaborative research tool and a knowledge-sharing community/social content site. Diigo allows you to highlight portions of web pages that are of interest to you and attach sticky notes to specific parts of the pages. When you bookmark a page with Diigo, you are saving the URL for the web page you are on and also saving a cached image of your page so that you have a copy of the original page along with notes and highlights, even if the content of the page changes. Diigo allows users to create tags to organize information and has several advanced search options, such as titles, tags, URLs, and full-text. Diigo offers three levels of services: the free plan allows unlimited bookmarks, 1000 highlights per years, and 30 cached pages, but you also see ads; the basic and premium plans offers more features for an annual price and do not have ads. Diigo may be a good alternative for departments that want to create a group knowledge repository with threaded discussions and annotations that can be shared by teams that are located in different regions/time zones.

Take some time to explore the social bookmarking options that are available and you will likely find one that fits the needs of your organization.

Thank You To Our Committee Members!

Laura Parshall — Thu, 26 Jul 2012 17:15:54 GMT

The NEDRA Board would like to take this opportunity to thank all those members who have volunteered to serve on various Board committees. Your hard work and dedication are appreciated!

NEDRA News Editorial Committee

Hilarie Ashton

Molly Carocci

Lisa Foster

Vicki Law

Julie Macksoud

Callie Curran Morrell

Debbie Neumann

Michael Parker

Mary Taddia

Greg Tharp

Rebecca Tiernan

Tina Tong

Karyn Vostok

Chris Vrotsos

Marketing Committee

David Owens

Oertel Sparks

Conference Committee

Nikki Grimes

Kristen Jenkins Watson

Programming Committee

Nancy Faughnan

Mary Taddia

Volunteer Opportunity of the Month

Laura Parshall — Thu, 26 Jul 2012 17:07:51 GMT

This month, the Programming committee is looking for space to hold programs. If you have space that could be made available to NEDRA at no cost for a program, please contact James Cheng or Amy Begg. Please note: this space does not need to be located in Boston! Space across New England is both needed and wanted! Also, keep in mind that you do not need to speak in order to host a NEDRA event, so this could be a great way for our members who are new to research to make some connections within NEDRA.

2013 Conference Update

Laura Parshall — Thu, 26 Jul 2012 17:06:13 GMT

We're happy to announce that the 2013 Conference will be held at the Hotel Marlowe in Cambridge, MA--the same location we had for the 2012 conference, but with even more space available to us this time around! Dates will be announced soon, so stay tuned.

Upcoming NEDRA Programs

Laura Parshall — Thu, 26 Jul 2012 17:01:23 GMT

Planning for this fall's programs is fully underway! The date of the upcoming Research Basics Boot Camp has been set for October 19th, 2012, at Northeastern University. If you're new to the development research field, or just looking to polish up your basic research skills, this is the program for you. Registration information will follow at a later date.

The Programming Committee also has plans for a Research Directors' Forum, a Data Analytics 101 workshop, and a presentation on campaign planning and execution, with more programming still in the works. Stay tuned to the NEDRA News Blog for more info as it becomes available.

Looking Back: July Moments in NEDRA's History (1987-2012)

Laura Parshall — Thu, 26 Jul 2012 16:50:27 GMT

This year, we will be highlighting noteworthy statistics and moments from each month in NEDRA’s history, in honor of NEDRA’s 25th anniversary as an organization.

In this month in NEDRA's history:

July 1987: Joe Donnelly elected president for 1987-1988
July 2000: 369 members
July 23, 1987 – NEDRA incorporated in the Commonwealth of Massachusetts.

Looking Back: So, You're Thinking of Becoming a Consultant…(Winter 2004)

Laura Parshall — Thu, 26 Jul 2012 16:32:46 GMT

In the winter of 2004, NEDRA News published this article by Helen Brown on what it's REALLY like to be your own boss, working as an independent consultant in the field of development research. Her experience and insight are eye-openers for anyone considering this as the next step in their career.

So You're Thinking of Becoming A Consultant (NEDRA News Winter 2004).pdf

Peek Under The Hood: News from the NEDRA Board

Tara McMullen-King — Tue, 19 Jun 2012 20:48:17 GMT

NEDRA's board of directors recently returned from its annual retreat, where they spent 2 days in deep discussion about the organization's strategic planning for the year. Many topics were discussed, including the annual conference, NEDRA News, membership growth, volunteer opportunities, and much, much more. The board can report that 2012-2013 is promising to be an exciting year with lots of activity - so stay tuned!

New NEDRA News Editor on Board!

Tara McMullen-King — Tue, 19 Jun 2012 20:47:11 GMT

NEDRA is pleased to announce that one of our new board members, Laura Beaudet, has taken on the role of editor-in-chief of the NEDRA News blog. Welcome, Laura! On that note, if any of you are interested being a volunteer and writing for the NEDRA News blog in the coming year, please contact her directly at lbeaudet@mit.edu for more information.

In tandem with this, Tara McMullen will be ceding editorial responsibility for the NEDRA News blog, but will continue to manage our sister blog, NEDRA's Industry News blog. If you are interested in serving as a member of the Editorial Committee and being a contributor to the Industry News blog, please contact Tara at taram@cjp.org.

Happy reading!

2013 Conference - In the Works!

Tara McMullen-King — Tue, 19 Jun 2012 20:10:57 GMT

Building on the success of our 25th Anniversary Conference this year, we are pleased to announce that we are getting close to finalizing dates and a location for our 2013 conference and hope to be able to announce some early details next month. So stay tuned here for more information coming soon!

Rapid Insight - 2012 NEDRA Sponsor

Tara McMullen-King — Mon, 18 Jun 2012 21:46:44 GMT

Click the image below for more exciting information!

Upcoming NEDRA Programs....

Tara McMullen-King — Mon, 18 Jun 2012 21:46:13 GMT

We are pleased to announce that the programming committee is in the process of creating some great programs to be offered in the fall! We hope to have more information for you soon on what's coming up... including a Research Directors' Forum and a Data Analytics 101 Workshop.

Many of you have been asking about the next Research Basics Boot Camp. The programming committee is happy to say that one is being scheduled for the third week of October (exact date to be determined), at Northeastern University in Boston. Stay tuned for more information as we finalize the fall programming schedules!

Looking Back: The Many Facets of Data Mining (Summer 2002)

Tara McMullen-King — Mon, 18 Jun 2012 17:42:26 GMT

Blast from the past! In the Summer of 2002, NEDRA News published an article from Peter Wylie on ways to perform some basic data analysis tasks to begin to grasp the richness of the information housed in our systems. How many of these data points are still relevant today? How has the field of analytics grown in the 10 years since this article was published here? Share your thoughts, advice, and feedback here!

The Many Facets of Data Mining - NEDRA News Summer 2002.doc

Peek Under The Hood: News from the NEDRA Board - 2012 Conference

Tara McMullen-King — Thu, 24 May 2012 23:01:00 GMT

NEDRA’s 25th Annual Conference in Review

By Conference Co-Chairs Amber Countis and Melissa Bank Stepno

NEDRA held its 25th anniversary annual conference on April 23^rd and 24^th at the Hotel Marlowe in Cambridge, Massachusetts. We were thrilled to welcome more than 200 attendees for a wide range of educational programs in three tracks: Prospect Research, Prospect Management & Analytics, and Trends & Hot Topics. A talented slate of speakers addressed a range of topics, including best practices in prospect management, social media, analyzing SEC documents, change management, researching in China, development analytics, leadership annual giving, alumni and constituent engagement, and project management, to name a few. In addition to structured programming, attendees had the opportunity to network with colleagues and vendors and participate in a diverse array of productive and informative roundtable discussions. A highlight of this year's conference was the recognition of NEDRA’s 25^th anniversary through our very special 25^th anniversary panel discussion, moderated by David Eberly from Children’s Hospital Trust. Panelists included three past NEDRA presidents: Helen Brown from The Helen Brown Group, Paul Dakin from Mount Sinai Medical Center, and Joe Donnelly from Northeastern University. All three were able to share great memories of NEDRA’s origins and growth over the last quarter century; what keeps it relevant; where the profession is likely going; and also reinforced the importance of volunteering and giving back, to ensure the strength and future prosperity of the organization. They offered a great mix of past reflection and forward vision to motivate and encourage all attendees, no matter their experience level!

Recognizing the limited budgetary resources for professional development that many NEDRA members face, we were pleased to once again offer a scholarship opportunity – this year’s scholarship recipient was Elizabeth Moyer from Nantucket Cottage Hospital.

NEDRA’s annual business meeting was held on Tuesday, April 24^th. Outgoing President Amy Minton reflected on the organization's activity and accomplishments during this 25^th anniversary year, including an overhauled and more robust NEDRA website, increased utilization of volunteers at all levels, and the revamped NEDRA News. Treasurer Bruce Berg shared updated financial statements with the membership. Vice President Amber Countis recognized and thanked outgoing board members Nancy Faughnan (Yale University), Amy Minton (Bowdoin College), Barbara Moore (Dana-Farber Cancer Institute), Sarah Ruberti (Mount Holyoke College), Marlisa Simonson (University of Hartford), and David Sterling (Western New England University). Five new board members were also elected at this time. The full slate of board officers and directors for 2012/2013 was approved as follows:

President – Amber Countis, Tufts University

Vice-President – Tara McMullen, Combined Jewish Philanthropies

Secretary – Suzy Campos, Amherst College

Treasurer – Bruce Berg, Northeastern University

Amy Begg, Harvard University

Anne Brownlee, Harvard Medical School

Cheryl Cerny, Worcester Polytechnic Institute

James Cheng, Dana-Farber Cancer Institute

Lisa Foster, Phillips Academy

Melissa Bank Stepno, Target Analytics, a Blackbaud company

Ian Wells, Massachusetts General Hospital

Our conference sponsors help to make it possible for us to present two full days of programming and keep registration costs reasonable. We are grateful to them for their overwhelming support of NEDRA this year! This year’s conference sponsors were:

Thank you to our conference volunteers, and to all who volunteered for NEDRA in the past year. We are truly a volunteer-based and volunteer-run organization, and our success depends on the generosity of our members. Please contact the NEDRA office (office@nedra.org) if you are interested in volunteering for NEDRA; there are always a wide variety of opportunities available.

Many thanks to everyone who attended the conference and helped to make it such a success. We hope you will make plans to join us for NEDRA’s 26th Annual Conference in 2013!

Ann Castle Award - 2012 Recipient

Tara McMullen-King — Thu, 24 May 2012 22:59:00 GMT

This award honors Ann Castle. A native of Michigan, she earned a bachelor's degree from Smith College and a master's degree from Harvard Divinity School. In 1988, she became Director of Development Research at Wellesley College. The following year, she became Director of Development Research at Harvard University, where she remained until 1997. In 1997, Ann became Director of Development Research at Hamilton College in Clinton, NY. For the last two years of her life, Ann worked as an independent consultant in Development Research, working for Slate.com at Microsoft, the United Nations Foundation, and the White House Conference on Philanthropy. Ann passed away on February 22, 2000 after a brief illness. Ann was the president of the Association of Professional Researchers for Advancement from 1992 to 1993 and was the editor of the Philanthropic Digest. In the late 1990s, when Slate magazine was someone to compile a ranking of philanthropists that, in Ted Turner’s words, would "honor the generous and shame the stingy," the editors turned to Ann. She quickly developed a listing that in December 1996 was published as the Slate 60.

This year marks the 11^th year that NEDRA has honored distinguished service to research and fundraising in Ann’s name. Previous recipients of the Ann Castle Award include David Eberly, Shelley Brown, Judy Rotenberg, Sandra Larkin, Helen Brown, Elizabeth Crabtree, Valerie Anastasio, Paul Dakin, Charlie Carr and Marianne Pelletier.

In honor of NEDRA’s 25^th Anniversary, the Board of NEDRA thought it appropriate that this year’s award recognize the founding of our organization. The non-Board members of the award committee, Patti Whitford of Hamilton College and Marianne Pelletier of Cornell University, concurred with this nomination. The NEDRA Board thanks Patti and Marianne for their service on the award committee.

Many hearty congratulations to NEDRA's 2012 Ann Castle Award Recipient, the founding president of NEDRA:

Joseph J. Donnelly, Jr.

Joe Donnelly currently serves as Vice President & Campaign Director in the Office of University Advancement at Northeastern University. In that role, he oversees development information services, donor relations, events, and research. In addition, he helps plan and implement the strategic direction of the advancement division in advance of a major fundraising initiative.

Since beginning his development career in research at Brandeis, Joe has held positions in donor relations at Harvard, Brandeis, and Northeastern universities, and was director of advancement services at Phillips Academy, Andover. He has also done front-line fundraising in health care and education.

Joe was the founding president of both the New England Development Research Association and the Association of Donor Relations Professionals (ADRP) and has done many presentations at NEDRA, APRA, ADRP, CASE, and AFP conferences. In 2009, he was presented the Founders Award from ADRP for “significant contributions to the profession.” Joe holds a B.A. in art history from Bates College.

Looking Back: May Moments in NEDRA's History (1987 - 2012)

Tara McMullen-King — Thu, 24 May 2012 22:55:44 GMT

This year, we will be highlighting noteworthy statistics and moments from each month in NEDRA’s history, in honor of NEDRA’s 25^th anniversary as an organization.

In this month in NEDRA’s history:

May 1988: NEDRA’s membership totaled 133.
May 1988: We held our 1^st Annual Conference, “Database Searching,” at Brandeis University.
May 1988: Joe Donnelly elected NEDRA’s president for 1988-1989.
May 1989: NEDRA hosted a roundtable on “Identifying and Researching Planned Giving Prospects” at Harvard University Medical School.
May 1990: Our 3^rd Annual Conference “Rating and Screening: Research Gets Scientific,” was held at Worcester Polytechnic Institute.
May 1992: Many attended a NEDRA roundtable “Making the Most of Scarce Resources in Cultural and Social Service Organizations” at the Museum of Science (Boston).
May 1994: NEDRA had 299 members.
May 1994: NEDRA held its 7^th Annual Conference, “Hidden Millionaires: Researching Low Profile Prospects,” at the Guest Quarters Suite Hotel in Boston, MA.
May 1995: 150 people attended NEDRA’s 8^th Annual Conference, “Coping with Change,” at the Boston Newton Marriot Hotel.
May 1996: A workshop on “Researching Private Companies” was presented by David Eberly at the Kennedy School of Harvard University.
May 1997: NEDRA’s 10^th Annual Conference, “Hidden Millionaires: Researching Low Profile Prospects,” was held at the Boston Newton Marriot Hotel.
May 2000: 205 people attended our 13^th Annual Conference, “Measuring Impact & Adding Value: Research in the New Millennium,” at the Newton (MA) Marriott Hotel.
May 2001: NEDRA’s 14^th Annual Conference, “The Point of Technology,” was held at the Doubletree Guest Suites in Waltham, MA. This was the first NEDRA conference to move from a 1-day to a 1 ½ –day program.
May 2006: Our 19^th Annual Conference, “Turning Over a New Leaf” took place at the Westin Hotel in Providence, RI.
May 2007: NEDRA’s 20^th Annual Conference, “Charting the Course to Success: NEDRA’s 20 Year Voyage,” was held at the Cliff House in Ogunquit, Maine.
May 2008: NEDRA’s 21^st Annual Conference, “Research – Coming of Age” was held at the Renaissance Providence Hotel.
May 2009: Our 22^nd Annual Conference, “Intersections: Many Fields, One Common Goal: took place at the Holiday Inn by the Bay in Portland, Maine.

So, did any of you attend any of these events, or remember these moments? We encourage you to share your thoughts and comments here!

Upcoming NEDRA Program – Mark Your Calendars!

Tara McMullen-King — Thu, 24 May 2012 22:18:53 GMT

Registration for this event is now open – please visit our Events page for further event details, directions and parking information, and to sign up to attend!

Living in the Gray Area: Understanding Wealth that isn’t Black and White

Friday, June 8th, 2012

9:00am–9:30am (Optional networking time); 9:30am–11:00am (program)
Registration Deadline: Friday, June 1, 2012
Location: Teele Hall, Harvard Business School, 230 Western Ave, Boston, MA 02163

Presenters:

Amy Begg, Deputy Director of Research, Harvard University
Anne Brownlee, Director of Development Research, Harvard Medical School

Regardless of your political affiliation, Mitt Romney’s tax returns have given researchers an inside view of the gray area of wealth. How can we take what we learn from this filing and apply the concepts to a broader prospect base? In this session we will review how to look differently at some of the tools researchers use on a regular basis. We will use individual examples to try to understand and explain what is going on “behind the curtain.” In this session we hope to explore how to develop the researcher “gut” and how to think holistically about prospects. This session is targeted for researchers who have been in the field for 2-5 plus years.

Space is limited so register early!

Coffee and light refreshments will be served.

BOOK REVIEW: Major Donors - Finding Big Gifts in Your Database and Online

Tara McMullen-King — Thu, 24 May 2012 21:41:58 GMT

This month, Hilarie Ashton, Senior Institutional Research Analyst at New York University, offers up a review of Major Donors: Finding Big Gifts in Your Database and Online, published in 2006. Thanks to Hilarie for taking the time to review this resource for all of us!

REVIEW:

Any collection of essays has a tricky task at hand when its goal is to tackle a gargantuan topic through the lenses and expertise of several different authors, and Hart et al's Major Donors: Finding Big Gifts in Your Database and Online (Wiley, 2006) has its proverbial work cut out for it. General readers (of the discerning variety) are primed to try to see how the essays fit together while keeping individual ideas fresh and unrepeated, and whether each essay takes on a different facet of the question at hand. An audience of prospect researchers would be, it seems to me, a more exacting and even more discerning group than the general public. We are, after all, architects of narrative in addition to seekers of new information, so we suss out structure and meaning just as we look for new data points and skills to add to our respective arsenals. Even novice researchers, the intended audience for this book, tend to have a strong inclination to sort and learn and organize - these skills are part of what will end up making them effective at their jobs.

Overall, Major Donors succeeds more on the new information front than on the essay/structure front. While the editors included a variety of experts from different disciplines, there seems to be a rather confusing dearth of representation from amongst the higher education and hospital fields within the pool of contributors. Each author, often collaborating with others within a single given essay, offers several useful nuggets of information to share with a beginning researcher. However, the book falls short on reader expectations – it seems to attempt to satisfy said expectations, but doesn’t meet them cleanly, and the global, unifying perspective of a book editor is hardly evident. The book's introduction touts itself as "the first truly global compilation of e-research techniques" (xxi, from Foreword), but such a distinction could only be true when limited to books about prospect research (even in 2006). Furthermore, its claim to "the barely tapped resources of e-research" (ibid.) is awkward at best, and false at worst. Statistics are seen to be repeated more than once across essays, while some of the graphics were badly typeset. In addition, this book neither seems able to decide if it wants to be an outline or a collection of essays, nor whether it wants to be descriptive or prescriptive. The balance that it tries to strike is at times awkward - with some of the essays, the information most useful to the beginning researcher or fundraiser is readily available and comprises the bulk of the piece, yet with others, the reader has to wade through a lot of filler to get to actionable data.

This is not, however, to say that the book doesn't contain valuable information. Several essays have a real-world example as a focal point: Both Wylie and Lawson's and Powell's examples are particularly helpful, and Carnie and Boodleman Tenney's great essay on international research has several. This technique helps to ground an essay's disparate recommendations into one tangible example, guaranteeing that the casual reader will come away with something, while also leaving a trail of small and useful statistics and tips through which the closer reader can dig. The editors would have done well to encourage all of their authors to adopt this technique. Several essays carefully outline their arguments, giving the beginning researcher or fundraiser actionable steps to try out the suggested tactics within their own organizations.

It's also interesting and a little awkward to read this book in the technological climate in which we find ourselves at this time, six years after the book's publication. Much of its advice is incredibly outdated: we all know what blogs are now, and many of us, especially in the research community, depend on an RSS feed as part of our daily operations. Given the ephemeral nature of the book's basic subject (online information sources), I would also think that the authors/editors would have added a disclaimer about website addresses changing, companies folding, et cetera. (There are even a few inaccuracies, most notably in the identification of the now-defunct social networking site Friendster as an online dating site.) The gradual obsolescence of certain pieces of information is not, of course, the fault of Major Donors' authors or editors, but it decreases much of the book's current usefulness. This is particularly true since so much of the most useful information on research techniques today is being delivered directly through RSS feeds and Twitter accounts, rather than appearing in book form. Major Donors was written for its very particular moment, which would present less of a problem if its characterization of said moment had been more diligently drawn.

Ultimately, Major Donors would be most useful to a new researcher as part of an arsenal of several books. While it isn't strong enough to stand on its own, its appendices are stellar, and its information, dated as it may be, will certainly help to strengthen the skills of a new researcher.

SOURCE REVIEWED: Hart, Ted, James M. Greenfield, Pamela M. Gignac, Christopher Carnie. Major Donors: Finding Big Gifts in Your Database and Online. Hoboken, NJ: Wiley, 2006.

New NEDRA Board Members

Tara McMullen-King — Thu, 24 May 2012 21:37:33 GMT

At this year's annual meeting, NEDRA welcomed five new NEDRA board members. Get to know them here!

James W. Cheng, Ph.D.

Assistant Director of Analytics, Development Research

Dana-Farber Cancer Institute & The Jimmy Fund

James currently holds the position of Assistant Director of Analytics in Development Research at Dana-Farber Cancer Institute. Like many folks in development research, James' background is not directly related to philanthropy or fundraising. Other than resource development, he's made intellectual and professional forays into cell and development biology, secondary science education, as well as educational research, measurement, and evaluation. While finishing up a doctorate degree in applied statistics in education at Boston College, James' interest in development was piqued when he also took on the role of Prospect Data Mining and Modeling Specialist at MIT from 2006 to 2008. After spending time in the corporate world as a healthcare market researcher, James returned to "the Light," working at Dana-Farber since January of 2011.

Anne Brownlee

Director of Development Research

Harvard Medical School

Anne Brownlee is the Director of Development Research at Harvard Medical School. She was previously Assistant Director of Research and Training Manager at Harvard’s Office of Alumni Affairs and Development, where she oversaw research efforts in the New York Region and London, and worked to educate researchers and fundraisers on wealth and philanthropic trends. Anne joined Harvard in 2006 after two years as a Senior Research Analyst at Brown University. She started her career in development research in 2002 at Brandeis University. She has a bachelor's degree from Wellesley College and a master's degree in library science from Indiana University.

Ian T. Wells

Associate Director of Development, Prospect Research

Massachusetts General Hospital

Ian T. Wells serves as Associate Director of Development, Prospect Research at Massachusetts General Hospital. In this role, he oversees a team of research officers, manages fundraiser portfolios and provides proactive and reactive research on prospective donors. His accomplishments include leading efforts to create several development plans for the $1.5 billion Campaign for the Third Century of MGH Medicine, developing a training program for new researchers, orienting new development staff to research and initiating proactive research protocols.

Prior to joining Mass General in 2008, Mr. Wells was a Senior Prospect Researcher at the Children’s Hospital Trust, the fundraising arm of Children’s Hospital Boston. He previously worked in a number of positions at the Trust, where he first entered the industry as a Development Associate of Prospect Research in 2001. Mr. Wells is an alumnus of Boston College.

Lisa Foster

Director of Development Research

Phillips Academy

Lisa Foster graduated from Phillips Academy in 1984, and from Oberlin College 1988. She worked in a variety of industries prior to her life in development, doing everything from organizing a summer exchange program for students from France, to selling Tupperware. In 2007, she joined the staff of Phillips Academy as a Prospect Researcher and is now the Director of Development Research there. She sits on the Community Service Advisory Board at Phillips Academy and is the founder of the Sunshine Committee. She also serves as a Director of the Haverhill Foundation for Excellence in Education and of the Discovery Club Programs in Haverhill. Lisa has written an article for the NEDRA news, is a member of the Editorial Committee of the NEDRA Industry News Blog, has coordinated the Room Monitors for the NEDRA conferences, and has served as a Room Monitor at the annual conference for the last several years. She lives in Haverhill, MA with her four children, an exuberant puppy and a parakeet.

Suzy Campos

Director of Advancement Research

Amherst College

Suzy Campos has been in the fundraising field for over ten years. She is the Director of Advancement Research at Amherst College. Previously, she was Assistant Director of Research and Prospect Management at Harvard University’s Graduate School of Education. Her first prospect research position was at Children’s Memorial Hospital Foundation in Chicago. Earlier in her career, she had stints at Grenzebach Glier & Associates, McKinsey & Company, the Chicago Public Library, and as a Peace Corps Volunteer in Morocco. Suzy holds an MILS degree from the University of Michigan, and a bachelor’s in Comparative Literature from the University of Massachusetts. She has served on the NEDRA Conference Planning Committee for the past two years. As a NEDRA board member, she is looking forward to serving as Conference Co-Chair, Board Secretary, and representing the Western New England region.

Looking Back: Should I Stay Or Should I Go? (Summer 1999)

Tara McMullen-King — Thu, 24 May 2012 21:20:00 GMT

Blast from the past! In the Summer of 1999, NEDRA News published an article from Susan Cronin Ruderman on career choices, both within prospect research and outside of the field. How many of you moved into the research industry after a career in another field? Outside of the research field, what other types of positions might be of interest to those with our skill sets? Are you entertaining the thought of a potential career change or new position?Share your thoughts, advice, and feedback here!

Should I Stay or Should I Go.pdf

Thank You, Volunteers!!!!

Tara McMullen-King — Thu, 24 May 2012 21:13:50 GMT

The NEDRA Board of Directors would like to thank ALL of the volunteers who helped make our 25th Anniversary 2011-2012 program year a success. Whether through helping on a committee, writing or editing for NEDRA News, speaking or facilitating at a program, serving as a room monitor, or the numerous other ways in which you participated, we thank you for your time and effort!

Hilarie Ashton

Laura Beaudet

Christopher Begg

Jeffrey Begg

Orhan Belding

Sarah Benson

Dee Black Rainville

Helen Brown

Anne Brownlee

Suzy Campos

Molly Carocci

Charlie Carr

Rita Casey

James Cheng

Sarah Cook

Natasha Cuozzo

Paul Dakin

Roxie Daneshvar

Adriana DiCecco

Joe Donnelly

Cheryl Doyle

David Eberly

Katie Edwards

Molly Foresman

Lisa Foster

Will Gallaher

Amy Gingle

Bill Gotfredson

Nikki Grimes

Sarah Hall

Samantha Harris

Jim Holzbach

Richard Home

Brian Howard

Susan Hubley

Vicki Law

Chris Lawler

Amy Lewis

Margaret Link

Daniel Lowman

Julie Macksoud

Claire Malloy

Ali McLane

Tara McMullen

Jill Meister

Suzanne Milauskas

Callie Curran Morrell

Julia Motl

Debbie Neumann

Alex Oftelie

Jeffrey Ouellette

Elisabeth Parker

Michael Parker

Jeannie Patch

Carl Pitruzello

Daniel Quaresma

Kathleen Quinn

Michael Regan

Laura Romano

Amy Sacco

Ginny Santamaria

Jennifer Sargent

Marlisa Simonson

Courtney Smith

David Sterling

Meryl Stowbridge

Katherine Swank

Mary Taddia

Rebecca Tiernan

Tina Tong

Charity Tubulado

Karyn Vostok

Chris Vrotsos

Kristen Watson

Matt Weber

Ian Wells

The NEDRA Board of Directors would also like to thank the following organizations for their collaboration over the past year:

Amherst College

Boston Ballet

Central Connecticut State University

City Year

Harvard Business School

Harvard University

Milton Academy

Miss Porter’s School

Northeastern University

Tufts University

University of Connecticut Foundation

University of New England

Rapid Insight - 2012 NEDRA Sponsor

Tara McMullen-King — Thu, 24 May 2012 21:07:34 GMT

Click the picture below for more exciting information!

Looking Back: The Fine Art of Juggling (Fall 1997)

Tara McMullen-King — Mon, 30 Apr 2012 18:21:21 GMT

Blast from the past! In the Fall of 1997, NEDRA News published an article from Jane Kokernak on the challenges of multi-faceted jobs – ah, the joys of wearing many hats at once! It is still a topic relevant today - many of us (including myself!) have to be able to multi-task and switch projects on a dime on a daily basis, while still maintaining productivity.

How do YOU stay organized? How have your responsibilities grown over the past few years? Share your thoughts, advice, and feedback here!

The Fine Art of Juggling - NEDRA News X-4 Fall 1997.pdf

Conference a Success!

Tara McMullen-King — Mon, 30 Apr 2012 18:13:27 GMT

NEDRA's 25th Anniversary Conference was held April 23^rd and 24^th at the Hotel Marlowe in Cambridge, MA - and it was a smashing success! Thanks to the more than 200 of you who were able to join us for two enjoyable days of information-sharing, networking, and celebration. Happy anniversary, NEDRA!

Stay tuned for the full conference wrap-up and report to come later this month here on the NEDRA News blog........

Upcoming NEDRA Program – Mark Your Calendars!

Tara McMullen-King — Mon, 30 Apr 2012 18:10:45 GMT

Registration for this event is now open – please visit our Events page for further event details, directions and parking information, and to sign up to attend! Additional exciting NEDRA events to follow later in 2012 - so stay tuned!

Living in the Gray Area: Understanding Wealth that isn’t Black and White

Friday, June 8th, 2012

9:00am–9:30am (Optional networking time); 9:30am–11:00am (program)
Registration Deadline: Friday, June 1, 2012
Location: Teele Hall, Harvard Business School, 230 Western Ave, Boston, MA 02163

Presenters:

Amy Begg, Deputy Director of Research, Harvard University
Anne Brownlee, Director of Development Research, Harvard Medical School

Space is limited so register early!

Coffee and light refreshments will be served.

Looking Back: April Moments in NEDRA's History (1987 - 2012)

Tara McMullen-King — Mon, 30 Apr 2012 18:09:11 GMT

This year, we will be highlighting noteworthy statistics and moments from each month in NEDRA’s history, in honor of NEDRA’s 25^th anniversary as an organization.

In this month in NEDRA’s history:

April 1987: NEDRA’s Planning Committee distributes a questionnaire at the CASE District I conference on prospect research; 100 researchers responded.
April 1988: NEDRA held three roundtables: “Gift Processing – Whose Responsibility?” in Holyoke, Massachusetts; “How Much for Whom?” at the Mystic Seaport Museum; and “Research or Information Management?” at the University of Southern Maine.
April 1989: NEDRA held three more roundtables: “Researcher Women” at Mount Holyoke College; “Screening and Rating” at Phillips Exeter Academy; and the “Evolving Role of Development Researchers” at Brown University.
April 1993: NEDRA hit 296 members.
April 1996: NEDRA hit 330 members.
April 1998: NEDRA hosted a roundtable, “Corporation and Foundations Research” at the Maine Medical Center in Portland, Maine.
April 2005: NEDRA held its 18^th Annual Conference at the Sheraton Ferncroft Resort in Danvers, Massachusetts.
April 2005: NEDRA voted to affiliate with APRA as the organization’s New England chapter.
April 2010: NEDRA held its 23^rd Annual Conference “Research: The Hub of Philanthropy” at the Radisson Hotel in Boston.
April 2011: NEDRA presented a workshop, An Introduction to Prospect Research, at Dartmouth College, as a joint program of NEDRA and AFP Northern New England.

So, did any of you attend any of these events, or remember these moments? We encourage you to share your thoughts and comments here!

Rapid Insight - 2012 NEDRA Conference Sponsor

Tara McMullen-King — Wed, 25 Apr 2012 21:02:44 GMT

Click the image below for even more exciting information!

Looking Back: March Moments in NEDRA's History (1987 - 2012)

Tara McMullen-King — Wed, 21 Mar 2012 18:10:28 GMT

This year, we will be highlighting noteworthy statistics and moments from each month in NEDRA’s history, in honor of NEDRA’s 25^th anniversary as an organization.

In this month in NEDRA’s history:

March 1987: NEDRA held its first official meeting at Radcliffe College on March 5th, 1987. As of that time, NEDRA had 15 members.
March 1990: NEDRA held a mid-winter forum on “The Future of Major Donor Research: Roles and Responsibilities” at the University of New Hampshire.
March 1992: NEDRA held its first Directors Roundtable.
March 1995: NEDRA held a roundtable on “Researching Genealogy at the National Archives” at the Silvio Conte Federal Records Center in Pittsfield, MA.
March 1999: As of that time, NEDRA had 319 members (having added more than 300 members in the previous 12 years!)
March 1999: NEDRA held a roundtable, “When Research is Only One Hat on Your Rack,” at New Hampshire College.
March 2002: NEDRA held a workshop on “Web Searching Strategies,” presented by Ran Houck, at the College of the Holy Cross in Worcester, MA.
March 2006: NEDRA held a workshop, “Show Me the Money – The Role of Research in Building a Major Gifts Operation,” presented by Poonam Prasad at Northeastern University.

So, did any of you attend any of these events, or remember these moments? We encourage you to share your thoughts and comments here!

Researcher Spotlight!

Tara McMullen-King — Wed, 21 Mar 2012 18:05:09 GMT

The NEDRA News staff has decided to revisit an old column formerly featured in NEDRA News - our Researcher Spotlight! We will regularly select a member of our diverse NEDRA constituency to get their take on prospect research and life. Let's get to know one another!

This month, we spoke with: SAMANTHA HARRIS

What is your position and where do you work?

According to my business card, I’m a “Senior Research and Program Manager, Special Projects” at Tufts University. It’s a bit of a strange title – even I’m not sure what it means!

Describe your experience with NEDRA – how long have you been a member? What made you get involved with the organization?

When you work for an organization like Tufts, or for a division like Tufts Advancement, there’s an expectation that you should and will grow as an employee in your field of specialty. So joining NEDRA was essentially a requirement of being a prospect researcher here, not necessarily a personal decision. However, I happen to agree wholeheartedly with Tufts’ philosophy on career development, so if the decision had been mine alone to make, I would have happily joined. I’ve been a NEDRA member since early 2005.

What’s your philosophy on life?

My dad always gave me a hard time on the subject of “contributing.” Even at the age of 8 or 9, we would be at the dinner table, and if I was quiet, and not asking good questions or giving good answers, I would get scolded on the importance of “contributing.” He expected all his children to share their thoughts and ideas, to move the conversation forwardundefinedno excuses. This was all so unbelievably frustrating back then, but the concept eventually became one of my life philosophies. I believe you have an obligation to contribute something, anything, to the world around you, even if it makes you uncomfortable. Simply complaining, or being silent, wins you no points.

What’s your philosophy on prospect research?

Prospect research is primarily answer-driven, a reactive role. We are constantly asked to find or provide answers –What is this individual’s job history? What are his or her philanthropic priorities? What can they give us in the next campaign? This is the heart of what we do, and I think most of us are satisfied being answer-driven, because it’s a clear and structured role, and because answers can be rewarding in and of themselves. But I also think that as researchers grow in the field, they come to understand that not every question or assignment is good, or even relevant – even if an answer can be found – and and they begin to suspect that perhaps different or additional questions should be asked. When this happens – when a researcher becomes as interested in the question being asked as in the answer being given – this is when a prospect researcher becomes a Prospect Researcherundefined engaged, focused, and solution-oriented in the fundraising process. But solutions are different than answers, and finding and maintaining that line between being answer-driven and solution-driven can be very, very challenging. It requires a different set of conversations, a stronger stomach, openness to potential failure, and a healthy amount of diplomacy. However, in the end I think that that balancing of the solution/answer line will keep our industry healthy and vital.

What’s your favorite music to listen to while you work?

I don’t listen to music at work – for some reason it’s too distracting. I do like to listen to “48 Hours Mystery,” a television show.

What’s your favorite television show?

The Simpsons, Seasons 1-10. Woo hoo!

What’s your favorite book?

I haven’t read it in 20 years but The Phantom Tollbooth, by Norman Juster. It’s an adult book disguised as a children’s tale. I remember being so inspired after reading it...but to do what exactly, I don’t quite remember…which is sort of sad.

What initially interested you about working in prospect research?

The key phrases I was drawn to must have been “likes to investigate” and “can handle confidential information.”

What do you feel has been your greatest accomplishment, professionally or personally?

The first thing that comes to mind is donating platelets – I donate platelets 15 times a year. As anyone who has accompanied me during this activity can attest to, I am absolutely terrified when that tourniquet comes near me. I want to die! But I always get through it – I never chicken out. The nurses constantly ask me, “Why are you doing this?” But it’s sort of like what JFK said about choosing to do things “because they are hard” – I want to donate platelets because I can, and because it’s the right thing to do….but I need to do it because it’s so freaking hard.

How do you define success?

Success to me equals personal happiness. And being happy, in large part, relates to good decision-making. And good decision-making requires patience, self control, and positive thinking. So no, I’m not entirely successful yet.

What’s your greatest pet peeve?

My greatest pet peeve may be women over the age of 25 using the word “like” in their conversations, like, over and over and over…and over…again. I want to slap my own face when I do that.

If you could have a dinner party with any five individuals, living or dead, who would you invite?

My mom’s father, who died before I was born
My dad’s mother, who died before I was born
My mom and dad (who would surely like to see them too)
And let’s throw in a relative of mine from the first century, to hear his thoughts on how great or awful his genes played out.

If you could be a character in any novel you’ve ever read, who would you be and why?

Can I be “The Girl with the Dragon Tattoo,” but not go through the horrible suffering? Lisbeth Salander is brilliant, creative, and couldn’t care less what anyone thinks of her. She’s the coolest character I’ve ever seen or read.

If you had to work on only one project for the next year, what would it be?

Funny enough, in our research shop, we have worked on one project for a whole year! We nicknamed it “RAP,” an acronym for “Rating All Prospects.”

As of February 2011, we had over 2,300 active prospects in our database who were screened at the major gift level ($50K+) but had no research-verified rating. We built a project around fixing this gap, to benefit the prospect pool specifically and the division as a whole. By February of this year, we reviewed, refreshed, and verified all 2,300 records, and in the same process, uncovered hundreds of prospects with little major gift potential and recommended deactivation of their prospect record.

RAP is, by far, the longest project our group has completed since I’ve been at Tufts, but at the same time, its scope and value made it worth the time and effort. That’s the key to any successful project: that it’s worth the time and effort, regardless of results.

The Conference Is Almost Here!

Tara McMullen-King — Wed, 21 Mar 2012 18:04:19 GMT

Registration for NEDRA's 25th Anniversary Conference, to be held April 23^rd and 24^th at the Hotel Marlowe in Cambridge, MA, is now open. So register now!

http://www.nedra.org/NEDRA2012

Also take advantage of our conference scholarship application, for those interested in applying (applications due by April 6^th) and help make this year’s conference a success by volunteering!

Hope to see you in Cambridge next month!

Upcoming NEDRA Programs – Mark Your Calendars!

Tara McMullen-King — Wed, 21 Mar 2012 18:01:50 GMT

Registration for these events is now open – please visit our Events page for further event details, directions and parking information to host sites, and to sign up to attend!

Research Directors Forum

Thursday, March 29, 2012, 9:00am–11:00am

Registration Deadline: Friday, March 23, 2012

Location: The UCONN Foundation, Inc., Conference Room C, 2390 Alumni Drive, Storrs, CT

Presenters:

Jennifer Sargent, Associate Director of Research, The UCONN Foundation, Inc.

Jim Holzbach, Director of Research & Data Services, The UCONN Foundation, Inc.

Come ready to participate in a lively discussion on topics such as departmental organization and benchmarking, prospect management, screenings, and partnering with fundraisers. This is a great opportunity to hear what is on the minds of others leading research departments, as well as to share best practices and ideas with colleagues.

Living in the Gray Area: Understanding Wealth that isn’t Black and White

Friday, June 8th, 2012, 9:00am–9:30am (Optional networking time); 9:30am–11:00am (program)

Registration Deadline: Friday, June 1, 2012

Location: Teele Hall, Harvard Business School, 230 Western Ave, Boston, MA 02163

Presenters:

Amy Begg, Deputy Director of Research, Harvard University
Anne Brownlee, Director of Development Research, Harvard Medical School

Looking Back: Ethics in Research (Winter 1992-1993)

Tara McMullen-King — Wed, 21 Mar 2012 17:59:29 GMT

Blast from the past! In the Winter of 1992-1993, NEDRA News published an article from David Eberly on the subject of ethics in the research field. This article was first delivered as a presentation at the 9^th annual conference of the Massachusetts chapter of the National Society of Fund Raising Executives (NSFRE), now known as AFP.

The topic is still of the utmost importance today, but has anything changed? What sort of training on ethics and researcher responsibility takes place in your office? Has one of your donors or prospects ever asked to see their file?

Share your comments and feedback here!

Ethics in Research - NEDRA News VI-2 Winter 1992-1993.pdf

Looking Back: February Moments in NEDRA's History (1987 - 2012)

Tara McMullen-King — Thu, 23 Feb 2012 17:45:52 GMT

In the coming year, we will be highlighting noteworthy statistics and moments from each month in NEDRA’s history, in honor of NEDRA’s 25^th anniversary as an organization.

In this month in NEDRA’s history:

February 1987: NEDRA’s Planning Committee began meeting.
February 1994: An early roundtable was held at Harvard University, entitled “Cruising Down The Information Superhighway – A Map for Prospect Researchers” – what appears to have been the first NEDRA program on the new (and super exciting, at the time) topic of the Internet!
February 1996: NEDRA hit 310 members (up from 210 members as of February 1994).
February 1997: NEDRA hosted two roundtables – one on the “Basics of Public Company Research & Prospect Strategy” and another on “Researching Private Companies.”
February 1999: 80 attendees participated in a roundtable at MIT on the continued hot topic of the Internet, entitled “Web Tools for Effective Prospect Research Strategy.”
February 2000: David Lawson and David Eberly led a NEDRA workshop on “Reading Public Company Documents.”
February 2003, 2005, 2006, and 2010: Research Directors Forums were held in Boston and Connecticut.

So, did any of you attend any of these events, or remember these moments? We encourage you to share your thoughts and comments here!

Looking Back: First NEDRA Program - Ethics in Research (November 1987)

Tara McMullen-King — Thu, 23 Feb 2012 15:52:39 GMT

Blast from the past! November of 1987, NEDRA held its first-ever program - a presentation on Ethics in Research (a topic still highly relevant today). NEDRA News subsequently covered the event here:

Ethics in Research - NEDRA News Winter 1987.pdf

Were any of you at there? Share your stories here in the comments!

Upcoming NEDRA Programs – Mark Your Calendars!

Tara McMullen-King — Thu, 23 Feb 2012 15:16:06 GMT

Registration for these events is now open – please visit our Events page for further event details, directions and parking information to host sites, and to sign up to attend!

ShareTraining REPLAY: Golden BRICs: Researching Prospects in Brazil, Russia, India & China
Thursday, March 8, 2012, 11:30am–1:30pm (Recording of 1/31/12 live webinar)
Registration Deadline: Friday, March 2, 2012
Location: Amherst College, Smith House (Bliss Room), 22 Hitchcock Road, Amherst, MA

Parent Programs & Research RINGs in Two Locations!

RING: Parent Programs & Research
Friday, March 9, 2012, 9:00am–11:00am
Registration Deadline: Friday, March 2, 2012
Location: Milton Academy, Wigglesworth Hall, 170 Centre Street, Milton, MA

RING: Parent Programs & Research
Friday, March 16, 2012, 9:30am–11:30am
Registration Deadline: Friday, March 9, 2012
Location: Miss Porter’s School, Leila Dilworth Jones Memorial Building, 60 Main Street, Farmington, CT

In partnership with AFP-Northern New England!

An Introduction to Prospect Research
Out the Door Essentials: Beyond the Basics to Finding Wealth
Friday, March 16, 2012, 10:00am–3:00pm (2 separate sessions with lunch in between)
Registration Deadline: Friday, March 9, 2012
Location: University of New England, Portland Campus, 716 Stevens Avenue, Blewett Science Center, Room 021, Portland, ME

ShareTraining LIVE: Researching and Cultivating Hedge Fund Professionals in Uncertain Times
Tuesday, March 20, 2012, 12:00pm –1:30pm
Registration Deadline: Wednesday, March 14, 2012
Location: Tufts University, Advancement Office, Conference Room 151 (1st Floor), 80 George Street, Medford, MA

Research Directors Forum
Thursday, March 29, 2012, 9:00am–11:00am
Registration Deadline: Friday, March 23, 2012
Location: The UCONN Foundation, Inc., Conference Room C, 2390 Alumni Drive, Storrs, CT

Living in the Gray Area: Understanding Wealth that isn’t Black and White

Friday, June 8th, 2012, 9:00am–9:30am (Optional networking time); 9:30am–11:00am (program)
Registration Deadline: Friday, June 1, 2012
Location: Teele Hall, Harvard Business School, 230 Western Ave, Boston, MA 02163

Researcher Spotlight!

Tara McMullen-King — Thu, 23 Feb 2012 14:59:59 GMT

This month, we spoke with: CARL PITRUZZELLO

What is your position and where do you work?

Director of Advancement Services at the University of New Haven. The areas I am responsible for are research, advancement services, and the annual fund.

Describe your experience with NEDRA – how long have you been a member? What made you get involved with the organization?

I became involved with NEDRA in the mid 1990s, when I was at Bentley University. NEDRA has always provided me an opportunity to network with colleagues who are dealing with the same issues on a daily basis that I am at my own institution; having a network of people to contact who may have encountered the same issues is an invaluable resource. In addition, the educational opportunities NEDRA affords, including the annual conference and RINGs, have provided me an opportunity to see what other institutions are doing.

What’s your philosophy on life?
Work hard, play hard, spend time with family and friends, but don’t take life too seriously… because most of life’s minutia is not going to matter in 10 minutes or 10 decades.

What’s your philosophy on development?
A former colleague created what he referred to as the I³ (or “I-cubed”) strategy, and it’s one that has guided me well. “I cubed” stands for Informed – Involved – Invested. Basically, if you keep your donors informed and involved, they will ultimately be invested in your organization.

What’s your favorite music to listen to while you work?
Mostly classical as background sound, but after 5 PM, if I am still in the office, anything between the 1960’s and 1980’s.

What’s your favorite television show?

The Big Bang Theory.

What’s your favorite book?
The Four Hour Work Week. I have by no means mastered it, but there are some great tips about work life and philosophies on lifestyle design.

What initially interested you about working in your field?

I initially had no interest in beginning to work in development after college, but one of my first assignments at a new job I had at a university was to handle running a “few reports” for development. I had a general idea what development did, but after about 6 months I really took to it and have been in the field ever since. I left development for roughly a year in 2000, and found that I absolutely missed it. The thing that still keeps me interested in development is that the work we do benefits the lives of so many people – that is the biggest metric for me that keeps me coming to the office everyday.

What do you feel has been your greatest accomplishment, professionally or personally?

I think the greatest accomplishment for me professionally has been elevating the operational side of development. MGOs can’t go out and ask for the those big gifts if there is not a researcher who is able to find them, or a gift processor who can process and acknowledge that gift, or an annual fund officer who has been soliciting small gifts for many years. I am a strong believer that to have a long-term sustainable fundraising program, you need to have a strong internal operation that can handle new campaigns, new funding priorities, new staff, and all of the many challenges that happen in a development organization from year to year.

How do you define success?

Working with people I enjoy, and at the end of the day knowing that I had a small part in making my institution and my community a better place.

What’s your greatest pet peeve?
People who feel they are entitled to everything.

If you could have a dinner party with any five individuals, living or deceased, who would you invite?

Thomas Jefferson
Larry Bird
God
Katherine Hepburn
My parents and wife

If you could be a character in any novel you’ve ever read, who would you be and why?

Tom Sawyer, just because it would be so out of character for me.

If you had to work on only one project for the next year, what would it be?

I would want to survey our alumni non-donors and ask them the real reason why they don’t give.

Conference Registration Is Live!

Tara McMullen-King — Thu, 23 Feb 2012 14:56:34 GMT

Registration for NEDRA's 25th Anniversary Conference, to be held April 23^rd and 24^th at the Hotel Marlowe in Cambridge, MA, is now open. So register now!

http://www.nedra.org/NEDRA2012

Also take advantage of our conference scholarship application, for those interested in applying (applications due by April 6^th); nominate a deserving colleague for this year’s Ann Castle Award (nominations due by March 16^th); and help make this year’s conference a success by volunteering!

Hope to see you in Cambridge in April!

Upcoming Spring NEDRA Programs!

Tara McMullen-King — Tue, 24 Jan 2012 21:37:22 GMT

NEDRA will be sending further details about the following scheduled programs soon:

Thursday, March 8, 2012

Sharetraining Replay: Golden BRICs: Researching Prospects in Brazil, Russia, India & China (Recording of 1/31/12 live webinar)

Location: Amherst College, Northampton, MA

Friday, March 9, 2012

RING on Parents Programs

Location: Milton Academy, Milton, MA

Tuesday, March 20, 2012

Sharetraining LIVE: Researching and Cultivating Hedge Fund Professionals in Uncertain Times

Location: Tufts University, Boston, MA

Thursday, March 29, 2012

Research Directors Forum

Location: University of Connecticut Foundation, Storrs, CT

Date TBA

International Research program

Location: Harvard Business School, Boston, MA

Celebrating NEDRA’s First 25 Years

Tara McMullen-King — Fri, 20 Jan 2012 21:51:58 GMT

Twenty-five years ago, books, microfiche, and dial-up were the tools of the trade of the emerging profession of research for fundraising. Rapidly-growing numbers of development researchers used typewriters and – for some, at least – the new technology of word processing to compile the reports on prospective donors demanded by modern fundraising culture. There was no Internet for researchers to use; that would not begin to happen until the late-1990s. So, while this was certainly not the Dark Ages, the information and knowledge environment for prospect research was quite different than today.

In 1987, the growing body of development researchers came together to organize themselves into associations that could provide education, training and networking. In New England, researchers in the Boston area – who had been meeting informally for several years – decided to formalize the community of researchers. These Boston researchers reached out to development offices throughout New England to come together to form the aptly-named New England Development Research Association. Beginning with 15 members in mid-1987, NEDRA grew rapidly to more than 100 members within a year.

The organizing and incorporation of NEDRA in 1987 coincided with efforts in other parts of the United States to organize development researchers. Growing from an organization of researchers in Minnesota, the American Prospect Research Association – now the Association of Professional Researchers for Advancement – was also organized in 1987, and legally incorporated in 1988. While APRA expanded to organize chapters throughout the United States and in Canada, NEDRA focused on the rapidly-expanding research community in the six New England states. Since 1987, both NEDRA and APRA have grown steadily side-by-side. In 1995, when NEDRA chose to become formally associated with APRA as its chapter for New England, it immediately became APRA’s largest chapter, surpassing California.

So, 1987 was a pivotal year in the development of the profession of advancement research. In recognition of NEDRA’s 25 years as an organization, during 2012 we will be celebrating our Silver Anniversary by taking a look at how research has both changed and remained constant over the years. We will acknowledge the contributions of our organization’s and profession’s leaders, feature classic articles from past issues of NEDRA News on the NEDRA website, invite researchers to share their experience as members of NEDRA, and highlight notable events from NEDRA’s first 25 years. We may even unearth old photographs for a few giggles and grins!

Our first retrospective offering is the first issue of NEDRA News. Published in the fall of 1987, this issue gives the story of NEDRA’s pre-history, so to speak, and how the organization came to be founded. (In continual publication since that first issue, it is very appropriate to start with NEDRA News, as it is the oldest professional publication devoted to advancement research.) Beginning in February, we will continue to post other items from NEDRA’s past on our website as we celebrate 25 years of professional leadership.

On a personal note, this anniversary year is notable for me, as I entered the development field just a few months after NEDRA was formally organized. I got my first research job in October 1987 and promptly attended NEDRA’s first organized event, a panel discussion on ethics held at Bentley University.

David M. Sterling

Director of Advancement Operations

Western New England University

Looking Back: Volume 1, Issue 1 of NEDRA News.......Welcome to 1987!

Tara McMullen-King — Fri, 20 Jan 2012 20:15:21 GMT

In the first of a series of posts to be featured here on the NEDRA News blog to celebrate NEDRA's 25th anniversary, we present to you the first ever issue of NEDRA News. Oh, how things have changed since 1987!

How many of you were involved in the development research field at that time, and remember NEDRA in its nascent stage? Share your comments here!

NEDRA News - Vol. 1, Issue 1

Parent Research 101

Tara McMullen-King — Fri, 20 Jan 2012 18:30:00 GMT

Parent Research 101
By Marlisa H. Simonson

Director of Development Research, Wesleyan University

NOTE: This article was originally featured in the Summer 2011 edition of APRA Connections (Vol. 22, No. 2). It is being cross-featured here with APRA’s permission.

Parent research, like many aspects of the development research field, has increased both in its sophistication as well as in the length of its lifecycle in recent years. Today, research shops are involved in evaluating prospective parents prior to the child even applying to your institution, and if the family is well-engaged, the relationship could continue for many years after the child’s graduation. In November 2010, The Chronicle of Higher Education noted that colleges are adjusting their fundraising strategies to focus more on the “middle of the pyramid,” donors who can make significant gifts but not huge ones. Non-alumni parents can be a key renewable resource for potential gifts at this level. Below are some considerations for how to start or improve a parent research program at your institution.

Pre-Application

It is easy to point to this phase of the process as evidence of the increased sophistication of parent research. The competition among colleges and universities for the top students means that Research is increasingly called upon to supply information – on families of students who have not yet even applied – for VIP admission tours, gift officer conversations, referrals from alumni or existing parents, and other occasions where ambassadors can generate interest in your institution. These can be some of the most difficult requests to field because the information provided to you can be incomplete, or sometimes erroneous. Don’t be afraid to ask lots of questions: The information you provide in response may determine next steps with that family.

Pre-Admission

Most institutions at both the independent school and higher education levels are doing some type of legacy family ratings. But are you extending your legacy rating framework to non-legacy families? In the absence of a financial support metric, data points such as philanthropy to other educational institutions, and connections to members of your community, can be utilized to establish a rating benchmark. Creating a framework allows you to be consistent in your evaluation of these families, and will be well-received by your colleagues who are responsible for advising Admission on families of interest.

TIP: Get organized! You will likely be receiving names of legacy and non-legacy families at the same time that you are already researching matriculated families. Assign a point person within Research to keep a spreadsheet of requests and information delivery timeframes.

Pre-Arrival

Once students have committed to attend your school, you have a few short months to procure the information Research will need to perform any kind of assessment. You can’t do it alone: Good relationships lead to good data! Policies and procedures vary widely among institutions, so learn what you can have, when and from whom. Ask questions about who provides or receives which data points, and keep a calendar of when data will be available, through which systems (electronic or hard copy) it moves, and at what times of year. This may also be a good time to utilize a screening vendor to help identify potential prospect families.

TIP: Use the programmatic calendar to prioritize. Many institutions host events the summer prior to students’ arrival on campus, and your gift officers may be eager to begin relationships with top prospects. Schedule your review of new families in advance of these events and meetings as a way to sift through what otherwise may seem to be a mountain of data.

Arrival Day

Each campus has its own traditions for how it welcomes its new students. Learn yours, and Research will become an indispensable resource for key moments and opportunities that may not come again. Does your events staff need a parent speaker to welcome new parents? Does your president or dean meet individually with a few key families? Do your gift officers like to strategically “show up” in certain dorms during move-in time? Regardless of your school’s practices, Research can be a hero by offering informational tidbits on families you have already identified.

Sophomore Year – Ongoing Discovery

That’s right: parent research doesn’t end once the students are on your campus! Even research shops with the most comprehensive programs will miss a few people. Keep your eyes and ears open for new information your colleagues – and not just your gift officers, but also deans, faculty members, coaches, student life professionals and others – are learning about the students and families with whom they are interacting. Feed those tidbits back through your internal system to ensure that profiles are developed or updated accordingly.

TIP: Minimize the number of people involved in the nitty-gritty. Conducting research on parents involves a high level of detail and sensitivity. Having just a few people knowledgeable about everything is a more efficient way for others to be involved in ways that make sense for their roles.

Junior Year – Status Check

Junior year is often the critical year for your gift officers: They have cultivated and deepened their relationship with the prospect during freshman and sophomore years, and if the family has not yet made a significant gift, a solicitation is likely imminent. You may be called upon to refresh the research you did in the student’s first year, and by now there is probably more anecdotal information available such as connections and other philanthropy. Junior year is also a good time to do some internal housekeeping in anticipation of senior-year gifts. At Wesleyan, we review junior parents each fall for engagement and giving. Families who have not reached their potential, and are unlikely to, are reassessed to help focus the gift officers on the families most likely to either continue their giving or to make a new significant gift.

Senior Year

Despite the finality of senior year, your efforts are not quite complete. Obviously, senior year is the penultimate moment for securing a large gift if one has not yet been made. Graduation is also a great opportunity to maximize family and other connections for legacy or in-honor-of gifts.

1-2 Years Out

Some families capable of sizable gifts choose to make such gifts after the child’s graduation to avoid influencing the child’s campus experience. It goes without saying that your institution’s ability to continue to engage these families is critical to closing the intended gift. Unfortunately, with so many families at various stages of the process – and, oh yes, your undergraduate alumni and other constituents too! – it is easy to lose track of those who prefer to make a delayed donation. Regularly monitoring your prospect lists, and proactively working with your gift officers, can help keep these families in the forefront of everyone’s minds.

TIP: Don’t assume that a past parent is automatically a past prospect. In reviewing some prospect data recently, we were surprised to learn that nearly one-quarter of our rated non-alumni parents were past parents. Further examination showed that some of our relationships with past parents – who are still giving – have stretched decades beyond the child’s graduation.

5 Years Out

Five years after graduation is a timeframe many institutions use to cleanse their databases and make changes to communication and solicitation preferences. Know your policies and be proactive about using those guidelines to evaluate any remaining parent prospects.

BONUS TIP: The success of a parent research program at your institution will largely be determined by the relationships your area has with other key stakeholders in the process. If possible, identifying one person to be the liaison between Development and Admission could make a world of difference. This person can assist you by prioritizing the research requests and providing advance notice of key deadlines. The best Development-Admission liaisons are constantly feeding you bits and pieces of information they pick up through their interactions with other areas of your campus and with the families themselves. It is also easier for Admission and other campus areas to get to know, and trust, one person, and they will appreciate having just one point of contact. At Wesleyan, we have taken this liaison relationship one step further by identifying one member of the Research team who is responsible for coordinating Research’s efforts in the identification and review of parents. While all of the researchers do conduct parent research, they follow guidelines and timelines established by a single member of the team who is keeping track of all the details.

Conference Update!

Tara McMullen-King — Fri, 20 Jan 2012 17:54:41 GMT

The NEDRA board is pleased to announce that planning is well underway for NEDRA's 25th Anniversary Conference, to be held April 23^rd and 24^th at the Hotel Marlowe in Cambridge, MA.

We hope you will join us for:

18 exciting sessions in three tracks: Research, Prospect Management & Analytics, and Hot Topics & Trends
A 25th Anniversary panel discussion, featuring past NEDRA leaders
Roundtable discussions
A networking reception
And much more!

So stay tuned for more information regarding registration, and visit us here:

http://www.nedra.org/NEDRA2012