Using your Human Resources

How many of us prospect researchers believe we’ve finished the profile and that we’ve researched and found all the information “out there” to have a full view of this prospect – then find out there is a big piece of the puzzle missing: their mother is sick, and the prospect is paying the hospice bills, or they’re in debt, they’re paying alimony, etc.?

We realize that there is only so much information available on the World Wide Web or in wealth screening software. Is the profile ever really complete without using your human resources to add their perspective? Let me clarify: When I mention human resources, I do not mean the personnel department at your institution, I mean your people resources: your staff, your major gift officers, your board members, your executive director, your volunteer leadership – the folks that actually sit down with the prospect during cultivation visits.

 

I presented at a workshop on prospect research last week, and a question was raised: How do you engage your people resources to create a more complete profile? This question created a great brainstorming session, and several suggestions bubbled to the surface. The below suggestions on how to better communicate came from not only prospect researchers but development personnel as well.

1. Software Journal Notes: Use them! Ask staff and MGOs to update the software system with pertinent information that they learn on their site visits.

2. Contact Reports: Ideally, this information will be uploaded in the software, but if not, ask MGOs to provide complete, detailed information. Review their contact report and make sure it includes all the information you’re looking for.

3. Bi-weekly Calls or Meetings: Have a set call every other week with the MGOs to discuss upcoming visits and past visit outcomes.

4. Stress Importance:  Continue to communicate to development personnel the importance of their feedback and knowledge. They may be surprised that what they know or don’t know will help guide your research.

At the end of the workshop, it was agreed that a full profile of a prospect cannot be completed without the people resources. Their insider knowledge and understanding of the prospect is vital to forming a complete profile. Be sure to use them!

This post was written by Margaret T. Johnson, Director of Client Services at Capital Development Services.

Why We Do What We Do

According to APRA, prospect researchers direct their energy towards identifying new donor prospects, maintaining and programming databases, researching individuals, corporations, and foundations, and, as we know, more. We have been described as resourceful, diligent, and adaptable.

By the nature of the job, we have to expect the unexpected and adjust accordingly. We keep abreast of new technology and techniques to improve our efficacy. We attend professional training to "stay on our toes." We collaborate with colleagues to keep ideas flowing. We are always learning and improving.

Being in healthcare, there is a sense of purpose for what I do. I am helping to identify someone who will support a research lab where scientists are working on curing a debilitating disease. I can find that one person hiding in our database capable of making a transformative gift that will inspire others to give. The new building on campus funded by philanthropy will be an invaluable resource as we train our medical and nursing students to better serve the community.

On days when our work may seem tedious, we have to remember we are working for the greater good. Dig deep and know that the time you invest now may one day mean someone could see another birthday, a child's pain could be eradicated, and a scholarship recipient could go on to be the leader of the free world.

I want to say thank you for the hours you invest and the sacrifices you make. I appreciate it. The service you provide is vital. Keep up the good work!

This post was written by Erica Lamptey, Development Analyst at Duke Medicine.