General Notes:

• Proactive gets pushed to the back burner many times. Some try to use “offensive calendaring” to block days/time for proactive work.
• Gift officers want new names but aren’t always following-up or feedback is informal.

Metrics/Tracking:

• For some teams, proactive identification is not a specific department/team goal or metric but keep track for personal year-end reporting. May vary by team member based on individual roles.
• Some track proactive identification but less formal procedures or policies or expectations for gift officer follow-up. Typically, after a period of no real outreach the follow-up is simply “drop assignment.” Cincinnati Children’s started a more formal “blitz” process (scheduled work-flow in NXT) where each newly assigned prospect is mailed, emailed, called, etc. so many times before they can be dropped. Based on capacity and giving levels, more outreach attempts are expected if higher rating and/or giving.
• Building a dashboard (very new)

Identification of individual names:

• Review internal lists on regular basis: new donors, donors over $500, volunteers, event attendees, DAF donors, IRA donors
• Review names associated with affiliations of current board members or donors
• Review WealthEngine / iWave screenings – donors to similar/relevant organizations (arts org for Art school; donors to pediatric cancer organizations)
• livealumni and RelSci mentioned
• Peer review of lists by board members but it can be time consuming and often hard to get consistent follow-up from volunteers
• News alerts/other alerts can generate an overwhelming number to read through unless very specific criteria. Many times never get reviewed! Using vendors such as aidentified or Insightful can help with curating/targeting alerts (news around IPOs, stock transactions, investment, relationship mapping).
• Names presented generally meet certain criteria (capacity, giving, connection). Very rare to get gift officers to follow-up on high-capacity, lower connection prospects but depends on department/unit and need for new prospects.

How are names presented/shared with gift officers:

• One-on-one meetings with gift officers
• Regular meetings with all gift officers
• Regular meetings with just lead gift officers. Larger meetings can turn into free-for-all discussions.
• Generally basic information is shared

Corporate/foundation prospecting:

• Review lists of vendors, co-op/intern program companies, local top companies, large employers/campus recruiting, alumni/donors in C-Suite roles
• Sponsors/funders of similar events/organizations
• FoundationSearch or Foundation Directory (some public libraries offer access) for grants research
• RFP emails/newsletters for foundation funders: GrantStation Insider or Philanthropy News Digest RFPs
• Other Resources:
• • PrivCo (check your library!)
  • iWave’s corporate product
  • local business journals (top/best/new lists) – check your library
  • CSR Wire's philanthropy news
  • Inside Philanthropy
  • Chronicle of Philanthropy - Subscribers have access to GrantStation.com

Ask The Ethicist: How Can I Brush Up on Ethics in the New Year? - Apra Connections

How To Express More Gratitude at Work & Why Gratitude in Leadership Is Important - Center for Creative Leadership

Inflation Won't Affect Most People's Giving at Year End - and Some Will Give More - The Chronicle of Philanthropy

Key Performance Indicators - The Helen Brown Group

Bill Robbins, Research Consultant, The Ohio State University Foundation

How did you get into fundraising and/or prospect research?

Completely by happenstance! The Director of Advancement Services at the university where I was working approached me about the prospect research opening in her office. I had never worked in advancement and had only a vague idea of what prospect research was, but I was ready for a new challenge. Over two decades later, I’m still working in prospect development!

If you were so wealthy you didn’t need to work, what would you do with your time?

Travel...and ensure that I never, ever, ever saw snow again.

What is your favorite board game?

I don’t have a favorite board game, but I really enjoy building jigsaw puzzles!

If you were offered a round trip to the moon, would you take it?

Do I get to travel aboard the Millennium Falcon?

When/where was your first Apra conference?

Washington, D.C. in 2002.

MacKenzie Scott's Lessons on Giving with Phil and Grace - The Giving Done Right podcast

How to Express More Gratitude at Work & Why Gratitude in Leadership Is Important - Center for Creative Leadership

Data Privacy From An International Perspective - Apra's beyond prospecting podcast

Fraud for Good - Lucy Bernholz

George Tabet, Corporate Research Analyst, MIT

How did you get into fundraising and/or prospect research?

Like many, I kinda just fell into it. After I got my degree, I didn’t want to immediately jump into a 9-5 office job so I took a gap year and volunteered for AmeriCorps. Getting that experience in nonprofit inspired me to look for similar opportunities. I found one in event management for a public organization setting up and tearing down events. It was a good job but not what I was looking for. Eventually, I came across a prospect research position. It was a newly established role and an opportunity to build out a prospect development office from the ground up. I applied and got it and ever since I’ve stayed in prospect development within higher education. 

What are you reading now? 

For pleasure, The Passenger by Cormac McCarthy. For work, The Book of Crypto by Henri Arslanian

What piece of advice would you give to yourself at the beginning of your career?

To share advice that a mentor once gave me; no one ever goes broke betting on themselves. 

Where’s the next place on your travel bucket list and why?

Singapore! I studied there in college and had planned a trip to go back and see former classmates and coworkers but the pandemic put that on hold. 

Is pineapple an acceptable pizza topping?

If you enjoy it yes. For me? No. Never. Absolutely not.

Donna Wolf, Senior Associate Director, Prospect Development, The Ohio State University Wexner Medical Center

How did you get into fundraising and/or prospect research?

In the mid-1990s I was attending OSU to get my master’s degree and saw an ad in the campus newspaper for a student job in the Prospect Research office.  The duties of the job including reading local newspapers and business journals to collect articles on the alumni and donors.  Eventually a full-time prospect research position became available, so I took it and never left! 

How do you approach traveling on vacation? Do you make an itinerary or just explore?

I research a lot of details before arriving.  I like to go to new places so don’t want to miss a thing while I am there! 

If you were so wealthy you didn’t need to work, what would you do with your time?

Operate a beagle rescue organization 

What skill would you like to master?

Playing a musical instrument like the piano or mandolin 

Would you rather have a personal chef, personal housekeeper, or personal chauffeur?

Hands down a personal housekeeper.  I have a husband who loves to cook and drive but never cleans!

Insatiable Curiosity and Big Questions: Philosophers as Philanthropy Researchers - Apra Connections

Tapping Your Talents: Millennials in Philanthropy - Understanding the Millennial Mindset - AFP

4 Ways to Make Donor-Advised Funds Simpler and Fairer - The Chronicle of Philanthropy

Your Emoji Style Is Making You Look Bad to Your Younger Team Members - Inc.

Make Obituary Searches Easier with Obit Magnet - ResearchBuzz

Foundation Prospecting 101 and Free Foundation Prospecting Resources: Part 2 - Apra Connections

Fonts for Graphs - Evergreen Data

A Former Hacker's Guide to Boosting Your Online Security - ProPublica

4 Ways to Make Donor-Advised Funds Simpler and Fairer - The Chronicle of Philanthropy

Fundraising Tools: Ethics and You - Tackling Ethics Questions - AFP

Jenny Sowash, Donor Services Coordinator, Columbus Zoo and Aquarium

Do you have any side hustles?

I am the owner of Vintage Promotions which runs an arts and crafts show called ChristmasFair at the Ohio Expo Center every November the weekend before Thanksgiving.

How did you get into fundraising and/or prospect research?

I have worked at the Columbus Zoo for over thirty years. I have been lucky enough to be in the correct spot at the right time and have been able to grow with the Zoo. I love to learn new software and to figure out how to do new things. I went from being the mail clerk to running the computer helpdesk when everyone was learning how to use Windows and Office products. I volunteered to take a class on Raiser’s Edge and somehow I ended up running the donor database and researching donors. I will always be grateful for the opportunities I’ve had to learn and grow. Always be willing to learn!

What are you reading now?

I am a voracious consumer of audio books. I download them from the library and usually listen to at least two a week. 

What do you listen to on your commute?

Audio Books!

What is your favorite dessert?

Anything chocolate and ala mode.

What skill would you like to master?

Plumbing! Dripping faucets are so annoying.

What’s your favorite thing about what you do or where you work?

I am part of a great team who make coming to work everyday fun and interesting. You never know what you will see at the Zoo!

Performance Managing Yourself - Marti Fischer Group

Steve Grimes: Prospect Research - The Development Debrief podcast

Do You Need a Single Map or Several Maps? - depict data studio

Wealthy Donors Want Their Giving to be Different Than Their Parents', New Study Says - The Chronicle of Philanthropy