Maximizing Form 990 and Form 990-PF

Navigating a Form 990 or Form 990-PF can be daunting when you are not familiar with their contents.  Many are quite lengthy, and to the untrained eye page after page looks the same.  However, if you know where to look, these forms contain lots of great information and, sometimes, surprising details.  Did you know there is a question on the Form 990 specifically asking “Did the organization receive any payments for indoor tanning services during the tax year?”  The answer to this question and other more-relevant facts can be found within the pages of these annual non-profit and private foundation filings.

The Form 990 is the annual IRS tax return form for tax-exempt organizations.  The Form 990-PF is a specific filing for private foundations.  Both can be helpful in the world of prospect research.  Websites such as Guidestar and Foundation Center offer access to these documents. 

Are you researching an executive director?  Do you need to know more about a particular non-profit organization?  Here are some very useful things you can learn from a non-profit’s most recent 990:

·         The dates of the organization’s fiscal year.  This is the very first item on the form (Line A), even before Part I.

·         The official mission statement.  Sometimes organization’s websites elaborate or have several similar versions of the organization’s mission.  Here is where you can find the official mission statement:  Part I, Line 1.

·         A list of directors, officers, trustees, and key employees.  Find the list in Part VII, Section A.  This list will also include compensation information for any directors or officers, and for the top five highest paid employees (over $100,000). 

Some helpful things to look for on a private foundation’s Form 990-PF:

·         The dates of the organization’s fiscal year.  Just like the regular Form 990, this is the very first item on the form. 

·         Market value of year-end assets.  Foundations typically give away around 5% of this value each year.  Look for this number in its own box (Line I) on page one, just above Part I.

·         Total of contributions, gifts, or grants paid.  This number can be found in Part I, Line 25.  There is more detailed information about grants later, too.

·         Average Distribution Ratio.  This is the average percentage of its total assets the foundation has given away each year, over the past five years.  This ratio is usually around 5%.  If it is significantly higher, the foundation may be in spend-down mode.  You will find this number on page 3: Part V, Line 3.

·         List of officers, directors, trustees, five highest-paid employees, and their compensation.  This is Part VIII (page 6) of the form, but the list often will be attached as a statement at the end of the document. 

·         Part XV contains information about the foundation’s grant cycles and funding requirements.  Not all foundations provide this information, but it is always worth a look.

·         Grants and Contributions.  This is the one you have been waiting to see.  You will find a list of the year’s grants – those paid during the year and those authorized for future payment – in Part XV (page 11).  These are sometimes listed separately as an attached statement due to space restrictions on the form.  The information provided should include the recipient, an amount, a purpose, and sometimes the location of the recipient organization.

This is only a small sampling of the wealth of knowledge located in the Form 990 and Form 990-PF.  The next time you are trying to find the answer to a question concerning a non-profit organization or private foundation, be sure to check its most recent tax return document.  You never know what surprises you might find.

Compensation Resources

How do you find good compensation figures on your prospects?  How do you know they are accurate?  These are questions we, as prospect researchers, often face.  Sure, we can rely on the Department of Labor’s Occupational Outlook Handbook or National Occupational Employment and Wage Estimates for general searches (both good options!).  But, what if even more specific information is available....?  We took a minute to gather some of our favorite compensation sites by industry and listed them out here on our blog.  These sources have definitely helped us out over the past year, and we hope they will do the same for you!

Local and National Government: 

LegiStorm - Legislative Branch
Plum Book - Executive Branch  
Asbury Park Press - Federal Employees
Tennessee State Employees
Sunshine Review - State and Local Government

Professional Sports:

Major League Baseball
National Football League
National Basketball Association
National Hockey League

Entertainment Industry:

Billboard Top 40 Money Makers

Medical Doctors:
American Medical Association
American Medical Group Association Cejka Search Compensation Survey
Merritt Hawkins
Health Care Salary Surveys

What about you?  Leave us a comment and let us know what compensation sites you visit regularly! 

APRA MidSouth Welcomes 2012 and Your Input for a Great New Year!

Hello and Happy New Year!

We here at APRA MidSouth are very excited to usher in a new year and great opportunities for our chapter.  In 2011, our group hosted several educational events, networking opportunities, and a regional workshop in Bowling Green, Kentucky.  This year, we would like to offer some of the same great programming – but bigger and better than ever! 

To make sure we are meeting our members’ needs and expectations, we would LOVE to have your input! 

·         Do you have a great idea for a chapter activity or speaker? 
·         Would you like to host a regional event? 
·         Do you want to become an APRA MidSouth regional ambassador or volunteer?  
If so, please feel free to email us at apra.midsouth@gmail.com.  We welcome your participation and the opportunity to work together!
 

We would also like to take this opportunity to introduce the 2012 Governing Board and welcome our new and returning members: 

President – Geoff Little, Senior Research Specialist at Vanderbilt University

Vice President – Angie Stapleton, Research Specialist at Vanderbilt University
Treasurer – Caroline Rossini, Research Analyst at Vanderbilt University
Secretary – Angie Herrington, Senior Research Specialist at Vanderbilt University
Membership Director – Mandy McFarland, Research Analyst at Vanderbilt University
Communications Director – Mitch Roberson, Research Analyst at Vanderbilt University
Director-At-Large – Theresa Clark, Prospect Research Coordinator at Western Kentucky University
Past President – Jane Spangler, Director of Prospect Research at Vanderbilt University

If you have questions for a specific board member, please feel free to email them directly.  If you are an APRA MidSouth member and would like to attend our first board meeting (either in person or via conference call) on Wednesday, January 11 from Noon to 1 p.m. CST, please RSVP to Angie Stapleton.  As always, we would love to have you!

We look forward to an invigorating and educational 2012!  Happy New Year!

Happy Holidays from APRA MidSouth

Job Opening at Western Kentucky University

WESTERN KENTUCKY UNIVERSITY

Advancement Services

Director of Prospect Research

Western Kentucky University, Advancement Services, is seeking applicants for a Director of Prospect Research.  The Director of Prospect Research is responsible for the overall coordination and production of information on the prospects and donors to WKU.  The Director of Prospect Research reports directly to the Director of Advancement Services, but maintains close working relationships with other Advancement Services and Development Office staff.

Primary Duties and Responsibilities:

The following duties are customary for this position, but are not to be construed as all-inclusive.  Duties may be added, deleted and assigned based on management discretion and institutional needs.

·        Maintains an overall knowledge of the University’s top prospects to assist fundraisers in developing appropriate cultivation, solicitation, and stewardship strategies; references and represents that information at meetings and in discussions, as needed

·        Uses daily and weekly sources of information, such as newspapers, magazines and several electronic data sources for important information on past donors, prospects, and for the identification of new prospects; assigns prospect ratings based on giving capacity as determined by extensive financial research through on-line databases and resources

·        Maintains all existing central files

·        Proactively gathers data from research, journals, clippings, etc. on prospects; update and streamline the central files as necessary

·        Responds to inquiries and prepares concise written reports to determine financial assets, potential for philanthropic support, areas of interest and other University affiliations

·        Interprets biographical and financial information on individuals, corporations, and foundations based on the development staff’s fundraising strategies and objectives

·        Proactively gleans information from existing files and sources to identify new fundraising projects or fundraising approaches for previous prospects and donors. This information will be shared on a routine basis with appropriate staff

·        Keeps abreast of developments in prospect research by attending training sessions and communicating with other researchers by means of national and state professional organizational memberships, conferences, and electronic mailing lists focusing on prospect research and fundraising issues

·        Trains and supervises research staff and student assistants and manage a budget for research resources

·        Evaluates research tools and emerging technology and coordinates vendor relations

·        Responsible for oversight and supervision of the Prospect Management area of the alumni and donor database and enforces all policies associated with this system

·        Interprets and monitors prospect management policies

·        Provides standing and special request reports and data relating prospect management

·        Coordinates all transfers or changes in assignments for all entities associated with the system

·        Has a thorough working knowledge of the database system, helps maintain and enters updated information onto the system and performs other duties as assigned

Required Qualifications:

·        Bachelor’s degree

·        Three years of Prospect Research/Prospect Management  or related experience in a higher education or non-profit setting

·        Thorough knowledge of prospect management and research techniques

·        Strong project management skills and a collaborative nature in working with others

·        Proficient computer literacy and ability to learn applications quickly

·        Proficiency in conceptualizing and developing proactive prospecting methodologies using such tools as constituent list segmentation, data mining and electronic and peer screenings

·        Experience with donor relationship database such as SunGard Advance

·        Excellent analytical skills and the ability to locate and interpret financial and biographical information from a variety of sources

·        Understanding of wealth indicators and the ability to translate such information into prospect ratings and gift estimates

·        Strong analytical skills, including expertise in the modeling and analysis of data

·        Advanced computer skills, particularly with the Microsoft Office

·        Ability to foster a collaborative, customer-oriented working environment

·        Demonstrated record of independent judgment, initiative, problem solving and adaptability

·        Ability to maintain confidentiality

·        Demonstrated ability to analyze and synthesize a high volume of information

·        Ability to write concise research documents accurately with attention to detail

·        Excellent written/oral/interpersonal communication skills

Salary commensurate on experience

Applications for employment will be accepted electronically only.  Interested candidates must submit a letter of application, current resume, and names, addresses and daytime phone numbers of three professional references using the online application process.  Please refer to the following website to apply:  http://asaweb.wku.edu/wkujobs.  For further assistance call (270) 745-5934.  Please reference requisition number S3131.  For full consideration, submit application materials by January 20^th, 2012. Position will remain open until filled.

Western Kentucky University does not discriminate on the basis of race, color, national origin, sex, sexual orientation, disability, age, religion, or marital status in admission to career and technical education programs and/or activities, or employment practices in accordance with Title VI and VII of the Civil Rights Act of 1964, Title IX of the Educational Amendments of 1972, Section 504 of the Rehabilitation Act of 1973, Revised 1992, and the Americans with Disabilities Act of 1990.

Persons with disabilities, who need reasonable accommodations to participate in the application and/or selection process, should notify The Office of Equal  Opportunity/Affirmative Action/University ADA Services at (270) 745- 5121, a minimum of five working days in advance.

Job Opening at Sewanee - The University of the South

Director of Research/Senior Analyst
University Relations
Exempt, Full-Time, Regular Appointment

The University of the South seeks a Director of Research/Senior Analyst.  The Director of Research/Senior Analyst will develop and implement objectives for strategic research and prospect development in support of fundraising goals, informing fundraising efforts with research on leadership and principal level prospects and serve as primary liaison to and researcher for the University Relations department.

The Director of Research/Senior Analyst must have a Bachelor's degree and will need a minimum of 4-6 years in prospect/development research (or an equivalent amount of professional experience in an analytical, research, investigative, paralegal or similar role).  Experience with analysis of alternative asset firms (hedge fund, private equity, venture capital) for determining personal worth and with valuation of private companies and stock/option holdings strongly preferred. Experience with web-based research and database operations/usage required.  The ideal candidate must possess strong analytical, interpretive and communication skills required to analyze complex materials found in multiple sources and effectively articulate result.  The candidate must also be highly skilled formulating advance online search strategies, have exemplary computer skills, be proficient with business terms, Wall Street/finance, and compensation practices.  The candidate must also possess the ability to locate and analyze complex financial disclosures, possess a sound understanding of stock, stock splits, dividends, options, options vesting, and strike prices.  The candidate must be able to prioritize and manage multiple assignments, consistently meet tight deadlines and be adept at working independently and collaboratively with people at all levels.  Comprehension of fundraising fundamentals, goals, and the prospect giving cycle, along with attention to detail and commitment to accuracy is a must.

The University of the South comprises a highly-regarded College of Liberal Arts and Sciences and a distinguished School of Theology.  It is an institution of the Episcopal Church that welcomes individuals of all backgrounds.  It is located on a striking 13,000-acre domain in Tennessee's Cumberland Plateau.

Eligibility for employment at the University is contingent upon satisfactory completion of a background screening.  Salary and benefits will be commensurate with qualifications.

The selection process will begin immediately.  Interested individuals should send a cover letter, resume, and the names, address and telephone numbers of three references to:

https://www.sewanee.edu/site/j9UB9e/application

Christy Owens
Human Resources Coordinator
931-598-1381
ctowens@sewanee.edu

The University of the South is an Equal Opportunity Employer.
Minorities and women are encouraged to apply.

Job Opening at The College of William and Mary

EXECUTIVE DIRECTOR – PROSPECT DEVELOPMENT & INFORMATION STRATEGY

THE COLLEGE OF WILLIAM AND MARY

WILLIAMSBURG, VIRGINIA

The College of William and Mary has an exciting opportunity for a highly motivated Executive Director of Prospect Development & Information Strategy to join a strong, results--‐oriented team working together to support one of the nation's oldest and most distinguished colleges.

Bring your skills, entrepreneurial spirit, and track record of effecting transformative changes to this development team where measured outcomes and the formation of meaningful relationships drive success.  This position allows you to join the leadership ranks of a high--‐functioning team operating with solid internal infrastructure and a commitment to strategically grow research and prospect management capabilities through a campaign and beyond. 

 The Executive Director serves in a leadership role as a member of the Development Senior Staff including campaign planning/management team; creates strategy and leads all functions of the department of PD&IS which provides actionable information, metrics and advice on upper level prospects and donors to aid senior management in decision making; oversees and evaluates division wide training program and keeps abreast of tested and emerging technologies and methodologies that will aid the development program in more efficiently and effectively managing prospects, prospect strategy & information about major and upper level donors.

Requirements

Several years of research and prospect management experience or a combination of research, prospect management, and major gift fundraising experience, preferably at or with an academic or major research institution.

Entrepreneurial spirit and a record of  effecting transformative change.

Knowledge of the principles of external fundraising, donor  relations, capital campaigns, and of an academic institution's organization, structure, and function.

Interpersonal skills to establish and maintain good working relationships with a range of diverse persons from senior management to technical and administrative staff.

Demonstrated experience in independently developing and implementing strategic plans that incorporate a concise definition of goals, targeted audiences, and strategies  in--‐line with institutional goals.

Exceptional communication and writing/editing skills; ability to make effective and persuasive presentations to internal groups and external individuals.

Proven ability to develop guidelines and metrics to track effectiveness of projects and processes. Comfort and skill in managing complex issues creatively and effectively. 

Record of developing, mentoring and training staff. Independent judgment, tact, and diplomacy. 

 Experience in project and program management. 

Bachelor's degree required.  Advanced degree highly preferred.

To Apply

Application may be made via The College of William and Mary website: https://jobs.wm.edu/applicants/jsp/shared/search/Search_css.jsp Position # FP212L

Applications will be shared with our executive search partners at Cross Hill Partners, LLC.

Review of applications begins immediately and will continue until an appointment is made. The College of William and Mary is an Equal Opportunity/Affirmative Action/Equal Access employer. The College will conduct a background check on finalist candidates.

Job Opening at Florida State University Foundation

Job Opening:

DIRECTOR/MANAGER OF RESEARCH & PROSPECT MANAGEMENT at FLORIDA STATE UNIVERSITY FOUNDATION

The Florida State University Foundation located in Tallahassee, FL has partnered with national nonprofit search firm People & Systems to hire their next Director/Manager of Research & Prospect Management.

              

NOTE:  Applicant information is NEVER shared with our client without permission. 100% CONFIDENTIAL application process guaranteed.

TITLE: Director/Manager of Research & Prospect Management

OPPORTUNITY:

Are you an experienced research/prospect management professional seeking an opportunity to provide leadership, vision and strategic direction for this highly regarded foundation? Are measured outcomes and the formation of meaningful relationships the cornerstone of your management style and success? This position allows you to join the efforts of a high-functioning senior management team operating with solid internal infrastructure to strategically grow the Foundation’s research and prospect management capabilities through an up-coming campaign and beyond.  Does the opportunity to greatly impact the future of an organization through your research/prospect management expertise in an entrepreneurial and academically diverse environment sound like an attractive career advancement possibility?  If so, this may be your next career move.

Reporting to the Vice President for Advancement Services you will use your proactive and collaborative work style to provide strategic planning, operational guidance, interdepartmental training and relationship-based research to support the Foundation’s fundraising goals. Specific duties include the management/development of existing personnel, refinement and growth of the donor pool, oversight of prospect screening and donor information management.

QUALIFICATIONS:           

This position requires a mission focused professional, a Bachelor’s degree (advanced degree preferred.) and 5-7 years of research data analysis and prospect management experience. Ability to foster collaborative management based on open, transparent, continual communication, sharing, and inclusive decision-making is strongly desired.  Attention to detail, strong data management/analytical skills, exemplary writing and verbal communication, and advanced computer literacy are a must.

HOW TO APPLY:

By applying, you are ONLY sharing your resume with People & Systems, not the hiring organization. Your information is NEVER shared with our client without your permission. If selected, you will be given full disclosure about the position/organization, allowing you to decide whether or not you wish to proceed.  All applications are 100% CONFIDENTIAL.

Send a resume and cover letter to: FSU@peopleANDsystems.com

or

visit our posting at: http://www.nonprofitJOBMARKET.org/jobDetail.aspx?jobId=5853

JOB POSTINGS - Openings at Vanderbilt University, Nashville, TN

Two Positions have opened at Vanderbilt University, Nashville, TN

1. Research Specialist-DAR University and Central
    Application time frame: closes Friday, November 4, 2011

Job Description:

Identify and profile potential major gift donors to Vanderbilt University to enhance the university's fundraising efforts. Collaborate and strategize with colleagues, clients and key administrators regarding prospect identification. Provide clients with written reports containing analysis of information gathered from public sources and recommended courses of action for specific donors. Report to the Director of Research and Prospect Development (RPD).

Minimum Requirements:

This position requires Bachelor's degree and a minimum of 24 months of related experience.

Preferred Qualifications:

•Minimum of three years’ experience in university advancement/development operations, or other relevant experience.

•Demonstrated skill in writing ability and grammar usage as well as editing logical, detailed and analytical profiles and reports.

•Ability to analyze, interpret, synthesize and present complex information effectively.

•Ability to design and implement data-mining initiatives to identify and/or stratify potential major gift prospects.

•Solid judgment, sensitivity, and discretion in handling confidential information and situations.

•Ability to collaborate effectively with colleagues and staff, particularly in support of the university's goals and initiatives.

•Demonstrated ability to manage several projects simultaneously, set priorities and meet multiple deadlines.

•Demonstrated proficiency in usage of electronic research tools and techniques, including use of push technology for news alerts.

•Demonstrated proficiency in efficient and effective internet search methodologies.

•Demonstrated proficiency in use of computer applications and databases.

•Knowledge of SunGard Advance database.

•Exemplary communication, organizational and customer service skills a must.

Primary Function:

1. Identify and profile potential major gift donors to Vanderbilt University to enhance the university's fundraising efforts.

2. Collaborate and strategize with colleagues, clients and key administrators regarding prospect identification.

3. Provide clients with written reports containing analysis of information gathered from public sources and recommended courses of action for specific donors.

4. Report to the Director of Research and Prospect Development (RPD).

 

Primary Responsibilities:

1. Provide prospect identification and research needs for an assigned group of development officers (clients) enabling them to meet and exceed fundraising goals.

2. Collaborate routinely with clients to develop prospect identification, cultivation, solicitation and overall fundraising strategies.

3. Consult with clients to determine feasibility of research requests and special projects. Negotiate project scopes and deadlines directly with clients.

4. Advise development officers of database segmentation opportunities. Design and implement segmentation strategies to uncover new prospects.

5. Identify new prospects using traditional and novel prospect research techniques and tools including periodical and electronic resource screening and/or information provided by the prospect, his/her organization and or peers. Notify clients of new potential prospects consistent with established DAR policies.

6. As requested by clients, provide briefing materials to the chancellor, deans, Board of Trust members, and other key university administrators regarding major donors/prospects.

7. Provide guidance and leadership to research analysts and new staff through formal and informal mentoring activities.

8. Possess high-level of knowledge and understanding of the donor database.

9. Review local and national news data from internet-based and published periodicals. Send articles/alerts to clients as appropriate.

10. Utilize news alerts and push technology to review local and national news from internet - based sources. Review published periodicals, annual reports and ranking lists to glean relevant information; forward relevant articles/news to clients as appropriate.

11. Notify data maintenance staff and clients (as appropriate) to new prospect/donor information so that it can be appropriately updated in Advance.

12. Safeguard the confidentiality of donor information at all times. Uphold DAR policies regarding confidential information.

13. Adhere to ethical and confidentiality guidelines as indicated by the Association of Professional Researchers for Advancement (APRA) as well as university guidelines.

14. Manage special tasks and projects as assigned.

15. Produce and deliver service to clients based on departmental product standards within agreed upon timelines.

16. Maintain professional working relationships with clients and colleagues.

Additional Information:

This is a full-time position (40 hours per week).

Shift hours are 8:00am - 5:00pm; Monday thru Friday.

Salary is dependent upon years of education and experience.

Background screens will be performed and education will be verified prior to employment. Please be prepared to provide required information and/or documentation.

Vanderbilt is a smoke-free workplace in compliance with the Non-Smoker Protection Act, Tennessee Code Annotated 39-17-1801-1810. In accordance with that law and Vanderbilt policy, smoking is prohibited in all buildings on Vanderbilt property and on the grounds of the campus with the exception of designated outdoor smoking areas.

Interested applicants must apply at http://vanderbilt.jobs/ (requisition number RMB33697) by 11/4/2011 to be considered.

2. Research Analyst; Classification: Development Analyst II
    Application time frame: closes Friday, November 4, 2011

Primary Function:

·       Identify and profile potential major gift donors to Vanderbilt University to enhance the university’s fundraising efforts.

·       Collaborate and strategize with colleagues, clients and key administrators regarding prospect identification.

·       Provide clients with written reports containing analysis of information gathered from public sources and recommended courses of action for specific donors.

·       Report to the Director of Research and Prospect Development (RPD).

Primary Responsibilities:

·       Provide prospect identification and research needs for an assigned group of development officers (clients) enabling them to meet and exceed fundraising goals.

·       Collaborate routinely with clients to develop prospect identification, cultivation, solicitation and overall fundraising strategies.

·       Consult with clients to determine feasibility of research requests and special projects. Negotiate project scopes and deadlines directly with clients.

·       Advise development officers of database segmentation opportunities. Design and implement segmentation strategies to uncover new prospects.

·       Identify new prospects using traditional and novel prospect research techniques and tools including periodical and electronic resource screening and/or information provided by the prospect, his/her organization and or peers. Notify clients of new potential prospects consistent with established DAR policies.

·       As requested by clients, provide briefing materials to the chancellor, deans, Board of Trust members, and other key university administrators regarding major donors/prospects.

·       Possess high-level of knowledge and understanding of the donor database.

·       Review local and national news data from internet-based and published periodicals. Send articles/alerts to clients as appropriate.

·       Notify data maintenance staff and clients (as appropriate) to new prospect/donor information so that it can be appropriately updated in Advance.

·       Safeguard the confidentiality of donor information at all times. Uphold DAR policies regarding confidential information.

·       Adhere to ethical and confidentiality guidelines as indicated by the Association of Professional Researchers for Advancement (APRA) as well as university guidelines.

·       Manage special projects as assigned.

·       Produce and deliver service to clients based on departmental product standards within agreed upon timelines.

·       Maintain professional working relationships with clients and colleagues.

Minimum Qualifications:

Bachelor’s degree and at least two years of relevant experience

Preferred Qualifications:

·       Experience in university advancement/development operations.

·       Ability to analyze, interpret, synthesize and present complex information effectively.

·       Ability to design and implement data-mining initiatives to identify and/or stratify potential major gift prospects.

·       Solid judgment, sensitivity, and discretion in handling confidential information and situations.

·       Ability to collaborate effectively with colleagues and staff, particularly in support of medical center goals and initiatives.

·       Ability to manage several projects simultaneously, set priorities and meet multiple deadlines.

·       Demonstrated proficiency in usage of electronic research tools and techniques, including use of push technology for news alerts.

·       Demonstrated proficiency in efficient and effective internet search methodologies.

·       Demonstrated proficiency in use of computer applications and databases.

·       Knowledge of SunGard Advance database.

·       Exemplary communication, organizational and customer service skills a must.

Vanderbilt University is committed to the principles of equal opportunity and affirmative action.

To apply for this position, go to the following link: http://vanderbilt.jobs/  Under “Job Category” select  “Professional Non-licensed.” The position is listed as a Research Analyst (Development and Alumni Relations), Requisition Number RMB33697.

This position will be posted on the Vanderbilt Human Resources website until Friday, November 11.

APRA MidSouth Fall Workshop - NEW ROOM LOCATION!

Our conference has moved to ROOM 113 in the Knicely Center. 

It's still easy to find - you still come in the same entrance as before - just go down a different hallway. 

Here are directions - looking forward to seeing everyone!