Wide Open Spaces

When researching a prospect, I often look first for real estate assets.  I search to find how many homes, vacation homes, or condominiums a prospects owns.  Occasionally I find that a prospect owns numerous acres of land or a ranch in another state.  One real estate source that highlights these hefty land owners and
large tracts of land is The Land Report.  

As a visual person, I have a great appreciation for this resource.  The publication provides news, information, and photos on American land and land owners.  The source highlights noteworthy sales of land, farms, and ranches, and it includes upcoming auctions of large lots of land.  The monthly newsletters include a list of the top ten rural land listings.  It is a helpful resource to keep up with current trends outside of residential holdings.  

The Land Report website allows you to look at back issues of the publication.  Each year the publication updates a list of the top 100 landowners in the country.  The leader of the 2011 list is John Malone, who owns 2,200,000 acres of land.  I am still amazed by that number.  

Melissa Sridaromont, Secretary, APRA MidSouth
secretary@apramidsouth.org

Covering New Territory: Prospect Research in China

A couple months ago, a few of our key leaders decided to make a little tour around China to meet with donors.  Sounds wonderful, doesn’t it?! I thought so, too. Until they asked for research…. Research folks in China?! Where to even start?

On a day-to-day basis, I use a pretty extensive arsenal of resources for my work. They are tried, true, and as it turns out, completely useless for researching folks in China. Oh dear.  In quick-like fashion, I needed to find some new “tried and true” resources. Oh yeah, and on the cheap! Since this was a first-round trip, it didn’t make sense to pay for something we might not be using again. So like any good researcher, I took to the Internets in search of some comprehensive – but free – resources. Here’s a little of what I found and some advice on researching your Chinese prospects… you know, now that I’m an expert. (Totally kidding.)

* Before we start, please note that some of the links below are in Chinese. These webpages are easily translated through Google Translate, BabelFish, or something similar.

General Searching

• I started my international search like I start everything in life: with Google. So, start there. But, keep going! Google only carries 23% of market share for Chinese Internet search engines. I had great returns using Baidu, which has around 73%. The site searches more than 740 million web pages, 80 million images, 10 million multimedia files and Baidu Baike, an online collaboratively built encyclopedia. If you want to keep going, also try Sina, which caters largely to the global Chinese community and often produces unique results, and Hudong, which is like a Chinese Wikipedia.

Biographical Information

• Hands-down my favorite site for biographical information is China Vitae, which profiles more than 4,000 (and counting!) leaders in Chinese government, politics, military, education, business, and the media. Profiles are lengthy and include biographies, detailed career information, and recent travel/speaking appearances. For those familiar with American-based Leadership Directories, the format is very similar.
• If your prospect is prominent enough to be listed on wealth/philanthropy lists, they typically have a great amount of information. A couple of favorites: Hurun Report, International Who’s Who (which isn’t free, but we have a subscription through our library), and various lists by Forbes, Fortune, and Asia, Inc. (Note: I searched my prospects’ name – or part of it – along with “Forbes,” etc. in a search engine to see what came up. Lists are also available by going to the individual sites, which is probably a better method. Ahem…. Moving on.)
• A wonderful way to find biographical information is through the use of social media. After all, this is information that an individual has put out there themselves! The four main social media sites in China are 1) Ushi.com, a professional platform with the look and feel of LinkedIn; 2) Sina Weibo, a micro-blogging site similar in form and market saturation to Twitter; 3) Sina Quing, a light-blogging site that enhances Sina Weibo and operates similarly to Tumblr; and 4) RenRen, which is most similar to Facebook and requires key information such college, high school, and hometown to establish a profile. All fabulous, but I’m a sucker for Ushi… If you’ve been reading this blog long, you know we APRA MidSouthers love LinkedIn, or anything like it!

Business Information

• I’ve fallen hard for Investor Relations Asia Pacific (or IRASIA). The database is searchable by company name or stock ticker, and it provides business profiles, including annual reports, stock information, insider information, etc. (Sigh, eyelash bat…)
• The old love of my life was (maybe still is…) Hoover’s. Did you know Hoover’s is searchable by geography?! Sure enough! The company’s database is easily broken down by country and then region. Even if your company isn’t listed, this is still a great way to do some benchmarking.
• I also had great luck with business media sites like Reuters Investor and Bloomberg. Both have sections specifically geared toward Asian markets and are great resources for general information and targeted searching.
• Note: This is one area where paid resources/subscriptions can definitely help. Sources such as LexisNexis, OneSource, Merchant Online, Factiva Companies/Markets, and the Asian Company Handbook all have great information for Asian companies and business leaders. We already have subscriptions to some of these, and I was able to use the others through our local business library. (#librariesforever!)

Wealth Indicators

• Compensation came surprisingly easy. There are several great salary surveys online: Robert Walters Global Salary Survey 2012 (in downloadable pdf) and Gemini Personnel, which is great for those hard to find middle-level employees. Where it made sense, I also benchmarked with American companies to see what a person would be compensated here (for example, if they just recently moved to China for a promotion, etc.)
• Real estate was a little more difficult. I essentially used what I knew (an address) and found out what flats would rent/sell for in those areas using various real estate firms. The search functions of Colliers International and CB Richard Ellis were particularly helpful. For Hong Kong, I had great luck with HongKongHomes and LuxeHomes, though there are a ton of similar sites out there.
• Art Collection. Did you know in 2011, China overtook the U.S. to become the world’s largest art and antiques market in terms of auction and dealer sales? According to CNN, it’s true. The China Guardian and Beijing Poly, as well as standard favorites Christie’s and Sotheby’s, are very easy to search.

 
Philanthropy

• The climate of philanthropy in China is FASCINATING. If you haven’t researched it yet, I HIGHLY suggest it for your own knowledge/enjoyment. But, that’s the dork in me, and that’s a post for another time. Today, you want to know how to find information on Chinese charities. So, I give you: China Foundation Center, a searchable databases of private foundations in China. Think Foundation Directory Online. I have also heard good things about GrantMakers Online, though I didn’t have great returns there. Maybe next time!
• For Hong Kong specifically, try WiseGiving, a searchable database for public charities and foundations with the similar feel of Guidestar.

News Sources

• And…. Just because no post is really complete without a list of news sources (you know, in case you want to set up alerts or an RSS feed), here are a few favorites: China Daily, China Online, China Big, Hong Kong Standard, South China Morning Post, Jing Daily, and Asia Tatlers. Also be sure to check paid resources, like ProQuest and LexisNexis, who have access to international papers.

So, that’s it from me! If you have a minute and want to keep this party going, take a virtual wander and meet some folks who are doing amazing things in international prospect research: 1) Beth Bandy at International Fundraising Intelligence. Seriously, I bow down. I don’t know her, but she’s awesome. And, so is her blog. She also has a guide for prospect research in China that looks amazing and reasonably priced. If our leadership continues to travel there, we’ll definitely be purchasing it! 2) The folks in the Stanford University Development Research department. Their list of resources is amazing. They also have links to old APRA presentations and resources for other parts of the globe. I definitely bookmarked it and will be visiting again. Thank you!

For those of you who have been at this a little longer, what resources do you find helpful?? Leave us a comment and let us know! Or, if you would like to chat off-line, find me on LinkedIn.

Angie Stapleton, Vice President, APRA MidSouth
vice.president@apramidsouth.org

What Was the Deal With the 2012 Big APRA Conference?

Was it the number of attendees? On the second day of the conference, I ran into outgoing APRA board president Michael Quevli. I cornered him and said “I keep going to these packed conference sessions. Wow. Are random people sneaking in this year or what?” He assured me, the registration desk was on top of things, and the room monitors were as polite, and firm, as ever. They were trained to spot missing lanyards miles away. No bling, no sing. Michael noted that the numbers this year were set to break 1,000 total registrants; it looked like the best APRA conference numbers anyone remembered.

Was it the strong analytics curriculum available in a variety of formats throughout the conference? It’s no secret to those of us who have been in prospect research for a while: analytics is where the excitement and energy is for our field. Our work is to harness analytics curiosity, follow it up by expertise, then implement model findings into front line strategy. Fundraising programs collect a lot of information; it’s time to seriously use it, for ourselves, and for our senior leaders. Analytics drives the prospect research individual or shop to more compelling, less banal work (read: manually updating written profiles). Defining subsets of constituents, identifying unique patterns, and truly gaining insight into donor behavior is where today’s prospect researcher is headed.

Was it realizing many of our vendors are truly committed to advancing our profession? For example, I give you Tony Glowacki. What I like about the WealthEngine chief is that during the analytics symposium’s first day – he gives a workshop talk before lunch, Why We Love Big Data. Now, it was a pleasant overview of our nonprofit industries’ being able to do more than ever technologically, intuitively, with information we already have. But this isn’t why I like Tony. I like that he dismissed us to lunch over in the big ballroom (a delightful multi-course affair paid for by his company), only to pop up again minutes later – as the featured lunch speaker! Tony! Toni! Toné! We weren’t eating sandwiches, we were inside a Tony Glowacki/Wealth Engine three-meat club deluxe. The lunch turned feast when he gave us the world premier of the WealthEngine Institute. It’s gobs of premier industry resources – free. Once back home at my Vanderbilt desk, I had time to more deeply review the institute’s offerings. MUCH relevant, recently researched, and handsomely presented bits of industry content here. Need to share the nature and scope of an analytics project with unconvinced superiors? The 84-page Growing Individual Gifts: An Analytic Approach to Data-Driven Success resource should do the trick. The graphics are especially helpful. Tony and WealthEngine’s passion to connect with their audience, and to help lead the industry in this conversation make a strong impression. 

Was it the ace conference sessions? Here are a few I attended that were particularly inventive. They reminded me of a meta-theme I too often forget: we prospect researchers work (or should!) in a tech field. Using Game Theory in Analytics by Rachel Link and Gregory Duke; Innovative Patient Prospect Identification by Elizabeth Dollhopf-Brown and Alex Oftelie, and Portfolio Support and Tracking Performance by Stephen Hardy. Also excellent was Ethics: Go Fish! by Christy Wineland. Finally, the APRA Roundtable Networking Event was an enlightening occasion to meet attendees in my city, state, and/or region. We are a whole lot different, a whole lot the same.

Was it the fundamental theme of generosity set by the big APRA leadership? Yes, and certainly not just them. The conference planning committee, the presenters, the many chapter presidents and chapter leaders, the tireless volunteers, and of course the spirited, curious attendees – all gave shape to the nature of this professional, original, important, and fun occasion. So, yes. Yes to this and each of the preceding questions. The deal is that there is an energy, enlightenment, and excellence associated with APRA. Next year’s conference is in Baltimore, Maryland, from August 7-10, 2013.  It will be held at the Baltimore Marriott Waterfront. I plan to be there! I hope you also will make plans to attend.

Geoff Little, President, APRA MidSouth
president@apramidsouth.org

Notable Connections from Wikipedia

In 2006, taking over as the full-time prospect researcher at Western Kentucky University, I was charged with finding new ways to discover prospects.   I subscribed to the daily e-mail generated by the Media Relations office which compiled news feeds where “Western Kentucky University” was mentioned.   I compiled various lists from the database based on different parameters (colleges, student activities, sports, locations, etc.) but going through those lists often became a daunting and monotonous task.  One day, after crossing my eyes looking at one more row on a spreadsheet, I realized I had to come up with something that would put a little spice into my research day.

You know what I mean:  it’s like you can only eat so many PBJs for lunch.  Sometimes you need to have the turkey and swiss on rye for a change. (I’ll take mine with spicy brown mustard please!)  So, in a moment of what seemed like pure insanity, I googled “Western Kentucky University” to see what came back.  I had no preconceived notions of what I might get in return, but the reward was more than I could have imagined.

First, I got my very first LinkedIn name.  I have already blogged about how helpful LinkedIn has been to this small shop prospect researcher.  Second, I got WKU’s Wikipedia page.  Hmmm….I hadn’t really used Wikipedia before so I wasn’t sure what I would find.  As I read through the history of our university, my eyes lit up as I saw:

I felt like I had won the lottery!  Give me a cupcake for dessert!  It was just what this new researcher needed to help her get started in the quest for new names.  As I researched the list, I did find that many were fully documented in our database.  For others, Wikipedia provided the jumping off point for discovery (especially those who did not complete their degrees).

From that first hit, I’m happy to report that I discovered someone who had not previously been qualified and cultivated.  The fundraisers took it from there, and now this prospect is fully engaged with the university on a personal and philanthropic level.  And yes, I have found others worth pursuing and passed on the information as well.

I return to WKU’s Wikipedia page several times a year to see if any new names have been added.  I’m usually not disappointed.  It’s always fun to see a new name and it certainly gives that little “extra” treat you need every so often.  When writing this blog, I decided to use my original search terms, I googled “Western Kentucky University” and added the terms “notable alumni.”  A new website appeared: www.ranker.com

The page of notables automatically popped up using my terms, but by going directly to the website and typing “Western Kentucky University” in the search box on the list tab, the notables list also generated.  While many of the names were repeats from Wikipedia, a few new ones did appear.  So, in the future I will partake of this new menu addition as well.

Dessert, anyone? (Think it will be chocolate chip cookies for me this time.)

Theresa Clark, WKU Prospect Research Coordinator, APRA MidSouth Director-At-Large
at.large@apramidsouth.org

Maximizing Connections

Maximizing connections is an important part of work in advancement.  Most noticeably, gift officers are trying to gauge and maximize an individual’s connection to the organization.  However, the importance of connections goes far beyond this level.

It is useful to think of our prospects as people who can connect us to more prospects.  If a prospect cares about your cause, perhaps she has like-minded friends.  Or, if not, perhaps she can share that enthusiasm with her friends.  In conducting research, it is important to be thinking:  who does this person know? Questions I like to focus on include:

• Who are their colleagues at work?
• Where do they volunteer or sit on a board and with whom?
• Who are their neighbors?
• Who else is a member of that club or alumni chapter?

Thinking in these terms and exploring these possibilities can open up exciting new possibilities.  Where do you look for connections in your work?

Caroline Rossini, Treasurer, APRA MidSouth
treasurer@apramidsouth.org

APRA MidSouth Meet-Up at the APRA Conference

I will be attending the APRA conference this week and would enjoy briefly meeting with other members who are from the MidSouth area: Alabama, Kentucky, Mississippi, and Tennessee. Let’s gather at 5.15 p.m. Thursday, August 2nd for a few minutes just to say hello in the hotel restaurant bar area. This appears to be named “Skywater.” It would be a pleasure to meet you. Look for a guy with this nametag!

Geoff Little
President, APRA MidSouth

Reminder: Prospect Research 101 Seminar in Louisville, KY, on July 27

We are excited about our upcoming half-day seminar, Prospect Research 101, to be held in Louisville, KY, on Friday, July 27, 2012 from 9:00 am to 12:00 noon. The seminar is free to APRA MidSouth members or $20 for non-members. Membership is $40 per year. For more information or to register, please click here.
 
We look forward to seeing everyone in Louisville!

It’s a Wrap! (But it Never Really Ends)

The last time I wrote for the APRA MidSouth blog, Western Kentucky University was in the final stretch of our second capital campaign. Since we have rolled into July – I am excited to announce – WE ARE OFFICIALLY DONE!

Yes, confetti is flying, cheers are heard all around, and everyone is taking a deep breath.



But the reality is the fundraising never stops. Prospect research never stops. (Thank goodness – that keeps us employed!)

In fact, our prospect research work will definitely ratchet up faster than many areas of the development process.

With that in mind, we want to take the experiences of this campaign and apply them so we can be ahead of the game when it’s time to start the next campaign.

That means we are busy working on a lot of things. Here are just a few of those items:

1. Focus on assessing ourselves, as well as our resources, method,s and procedures.

2. Meet with development officers to discuss their portfolios and make plans for the future.

3. Review and pare down development officers’ portfolios. To keep these portfolios manageable, create reports to help them easily review and manage this process.

4. Implement and test drive a new giving capacity rating tool.

5. Record prospect research standard operating procedures on paper.

6. Create documents and presentations to define prospect research, what we do, how we help in the development process, and what we can do for our development officers.

7. Establish new codes and procedures to better track our work – we will now know when we first touch a prospect record, what we do with the information we find, and how it is passed on.

8. Move research information in the database so it is more easily accessible.

So we are doing some prospect management work along with our prospect research. It seems the two often can’t be separated, especially in a small shop like ours.

And we know there is much more we can and should do. But these are just a few things we are currently working on. If you have any suggestions on what you have done to help you and your team prepare for a great start for the next campaign, I’d love to hear them.

Theresa Clark, Director-At-Large, APRA MidSouth
Senior Research Analyst, Western Kentucky University
at.large@apramidsouth.org

Prospect Research 101 Half-Day Seminar in Louisville, Kentucky

The local chapter of the Association of Professional Researchers for Advancement (APRA MidSouth) is happy to announce a half-day seminar on Prospect Research 101. The event will take place in Louisville, Kentucky, on Friday, July 27, at Home of the Innocents (1100 East Market Street, Louisville, Kentucky, 40206) from 9:00 a.m. to 12 noon. The event is free for APRA MidSouth members and $20 for non-members. Annual membership is $40.

Topics for discussion include how to establish gift capacity, what prospect research means for your organization, and how to use free resources to conduct top-notch research. We look forward to meeting and learning with not-for-profit professionals from across the region!

Please click here to register!

Family Wisdom

My grandfather is one of the most upstanding human beings I have ever met.  Since I was a little girl, I have always felt I could never in a million years soak up enough of his wisdom.  When he speaks, I listen. 

One of his favorite reminders to his children and grandchildren has stayed with me throughout the years.  “Before you open your mouth,” he would say, “ask yourself these three questions – is it true?, is it kind?, and will it help?  If the answer is not ‘yes’ to all three, keep it to yourself.”

The deeper I dive into the field of prospect research, the more I realize that this advice holds true in our work as well.  Before I send information to a gift officer, I like to ask myself my grandfather’s three questions.

Is it true? – If there is any question of a source’s validity, have I cross-checked against other resources?  Is information volunteered by peers or development officers able to be verified using public information?  If not, depending on the significance of the information, I may mention it with a disclaimer that it could not be verified.  Otherwise, I may remove the information altogether.

Is it kind? – There are varying schools of thought when it comes to this concept.  I do believe we need to provide the best, most comprehensive information possible to our gift officers.  However, if there is sensitive information to share such as bankruptcy, criminal filings, or domestic troubles, I seriously evaluate the most appropriate way to share this information.  Obviously, it should always be shared in a way that is confidential and fact-based.  Sometimes it may be most appropriate to say something “off record” about such topics.  Different people have different ideas about how this information should be handled; the point is, we should never villainize our constituents.

Will it help? – This one is my favorite.  Although the prospect research application is slightly different than what my grandfather originally had in mind, the concept remains the same:  will this add something to the conversation?  As researchers we come across a great deal of information.  However, whenever possible, it is our role to filter this information into what will help the gift officer hone in on philanthropic interests and capacity.  Sometimes we don’t know what will help until we are elbow-deep in a project – it’s hard to know when a board of directors for a small organization halfway across the country will wind up being the link between a prospect and one of our trustees.  If nothing else, it is our role to highlight these things that “help.”

What do you think?  Do these questions shed any new light on your work?  Do you have any other simple mantras that guide your daily efforts? 

Caroline Rossini, Treasurer, APRA MidSouth
treasurer@apramidsouth.org