2012 Ins & Outs of a Career in Prospect Research
Upcoming SlideShare
Loading in...5
×
 

Like this? Share it with your network

Share

2012 Ins & Outs of a Career in Prospect Research

on

  • 776 views

Prospect (or development) researchers identify and provide relevant financial, philanthropic, and personal information about potential donors to academic and non-profit organizations. How does one end ...

Prospect (or development) researchers identify and provide relevant financial, philanthropic, and personal information about potential donors to academic and non-profit organizations. How does one end up in this engaging and rewarding career path? This webinar will look at one researcher’s path to a career in prospect research, moving from traditional and non-traditional library work into development work. Maureen will address the skills and proficiencies librarians bring to the role, and highlight why prospect research is a vibrant and viable career choice for information professionals. She will also discuss the variety of academic and professional backgrounds found among prospect researchers. Anna will cover volunteering in prospect/fundraising research, including examples of how it’s like CI work and expands one’s network/brand.

Statistics

Views

Total Views
776
Views on SlideShare
774
Embed Views
2

Actions

Likes
0
Downloads
8
Comments
0

1 Embed 2

http://www.linkedin.com 2

Accessibility

Categories

Upload Details

Uploaded via as Microsoft PowerPoint

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment
  • AFS Template page
  • My career path, from MLS, first job, through work, layoffs, etc…to prospect research. Discuss skill set from each job and how it applied.
  • Skim the topic-Relevant and strategic information and analysis of this info.-Understanding where information comes from, vetting sources.-Effective search strategy,
  • GO FAST – FLASH OVER THIS SLIDEComment re raised to be best possible steward of one’s personal assets, skills-wiseStewardship is not just financial...
  • GO FAST – FLASH OVER THIS SLIDEJoke about Picture
  • Contribute = Possible Roles – Not “preachy reCommunity Service / Volunteerism
  • Explain BG on how got involved...Chat at Wash U founders day for KappaSitting at table, discussing what we do with our livesFoundation head hit off, set up time talk more
  • Pixilation Image explanation on next page
  • GO FAST – FLASH OVER THIS SLIDEUse this to address making connection prior slideAlso where one makes informed guesses
  • GO FAST – FLASH OVER THIS SLIDELay groundwork that Iterative, I built core, others added insights, asked for further clarifications on certain pointsMention that target name/logo on each page
  • How both seasoned & newbies grow
  • Perception is Reality
  • GO FAST – FLASH OVER THIS SLIDEComment re raised to be best possible steward of one’s personal assets, skills-wiseStewardship is not just financial...
  • Doing good can be selfish, at least for meJoy I get...
  • GO FAST – FLASH OVER THIS SLIDEOnly a few seconds on path slides, background, longer too self aggrandizing 
  • GO FAST – FLASH OVER THIS SLIDEOnly a few seconds on path slides, background, longer too self aggrandizing 
  • Lay Groundwork for projectExplain evolution original great ideas re targeting marketing not charity budget honed w/CI approach
  • Expand on path to research definition / scope
  • Cover collaboration process, roles, etc
  • Speak to structure flowThat this is aggregation of work with several groups
  • BUSINESS CASE= Heart of WHY we have a case to target the marketing budget & not get referred over to corporate foundations...
  • Very Basic – bullets are descriptive, not contentIn this modelled exampleCaveat that we started out with this wish list, but as in CI, you don’t find it all, limits to availability, time & budget. Sometimes also consciously decide to skip some points to focus on that which most likely / valuable
  • Very Basic
  • Need to have awareness of what they do charitableDoesn’t have to be an either-or
  • Again – case for why this is not just a donation
  • Local component
  • Those who used the info

2012 Ins & Outs of a Career in Prospect Research Presentation Transcript

  • 1. #RMSLA Welcome to “The Ins & Outs of a Career in Prospect Research” Rocky Mountain Chapter SLA Virtual Lunch November 21, 2013 Speakers: Maureen Festa Anna Shallenberger Rocky Mountain Chapter SLA . . . Elevate Your Value
  • 2. #RMSLA FOCUS Prospect (or development) researchers identify and provide relevant financial, philanthropic, and personal information about potential donors to academic and non-profit organizations. How does one end up in this engaging and rewarding career path? Rocky Mountain Chapter SLA . . . Elevate Your Value 2
  • 3. #RMSLA The slides & recording of this program will be posted at http://rockymountain.sla.org More to discuss? Use Twitter hashtag #rmsla Speakers #mefesta & #closetlibrarian Rocky Mountain Chapter SLA . . . Elevate Your Value 2
  • 4. About RMSLA  Site #RMSLA http://rockymountain.sla.org  LIG http://www.linkedin.com/groups/SLA-Rocky-MountainChapter-RMSLA-3700687/about  RB https://www.facebook.com/RockyMtnSLA  DL https://delicious.com/ConnieInfo/rmslabloggers  DL Discussion List, et al http://bit.ly/yWybNb Rocky Mountain Chapter SLA . . . Elevate Your Value 4
  • 5. Agenda #RMSLA  Announcements / Housekeeping  Speaker Intro  Maureen Festa     Researcher's path to a career in prospect research, moving from traditional & non-traditional library work into development work Skills & proficiencies librarians bring to the role Why prospect research is a vibrant & viable career choice for Info Pros. Variety of academic & professional backgrounds found among prospect researchers  Anna Shallenberger   Volunteering in prospect/fundraising research How it's like CI work & expands one’s network/brand.  Q&A  Closing Rocky Mountain Chapter SLA . . . Elevate Your Value 5
  • 6. #RMSLA Maureen Festa Maureen Festa is an information professional/librarian who is currently a senior research analyst in the Office of Development Services at MIT. Previously she was a senior development research analyst at Boston University. Her previous experience includes serving as a senior content analyst at Thomson Compumark, information center librarian at the Center for Organization, Leadership and Management Research at the Boston VA Healthcare Center, and senior knowledge analyst at KPMG LLC. She received her BA in history from Boston University in 1990 and her MLS from Simmons College Graduate School of Library and Information Science in 1994. In her current position, a background in subject specific sources, online search strategy, financial data analysis, investment information and public company filings are key to evaluating and understanding individuals wealth and giving capacity. A knowledge of international sources is a valuable asset as well. Outside of work, Maureen is a trustee of Eliot Hall, home of The Footlight Club, America’s oldest community theatre, and is actively involved in the organization. Most of her work in theatre has related to costuming and wardrobing; her work at the Footlight Club, as well as other local theatre companies, has received both peer and critical praise, and she is a recipient and multiple-nominee of the EMACT DASH award for her work. She has also worked with a number of local photographers, as a stylist, costumer and make up designer. Rocky Mountain Chapter SLA . . . Elevate Your Value #mefesta 6
  • 7. Anna Shallenberger #RMSLA Anna Shallenberger’s “Best of the Business Web” Twitter “Closetlibrarian” captures her elevator speech challenges. A “utility player” of sorts, her background includes traditional reference work / OSINT, Primary Research, HUMINT, Finance, Strategic Planning, KM, Six Sigma, Training, Communities of Practice & Digitization. Currently, she serves clients as a freelance consultant, but would like to return to an in-house role as she misses daily interactions with colleagues. Her previous experience was primarily in financial services & consulting, including running & rebuilding several libraries & CI/MI groups. She also taught several modules of Click U’s CI Certification program. Anna earned her Bachelors in Economics as part of the first full class of women at Westminster College, spending two terms abroad. After some graduate work in International Affairs at Washington University, she went on to accomplish her MLS from Rutgers University with highest honors. Long active in professional associations such as AIIP, SCIP & SLA, where Anna recently received a Presidential Citations. She currently moderates the B&F LinkedIn Group, Chairs the CI webinars, & works for PHT as well. Twice featured as a Spotlight Speaker at the annual conference, she organized CID’s section of the New Orleans sessions. Outside of work, her activities are mostly in the arts, with a sprinkling of sciences, & a little sailing for fun. Anna served on junior boards for the Princess Grace Foundation & Alvin Ailey. She was also a founding member [and some cases officer] for junior committees at the American Museum of Natural History, NY Philharmonic, American Ballet Theatre, NY City Ballet, Metropolitan Museum of Art, NY Historical Society & active with others as well. She also served as President of NY Panhellenic, held office with several Junior Leagues, & chaired individual events with other organizations in NY, CT & MO. Rocky Mountain Chapter SLA . . . Elevate Your Value #closetlibrarian 7
  • 8. #RMSLA "I'm a librarian*…sorta." *I'm really a prospect researcher. Rocky Mountain Chapter SLA . . . Elevate Your Value #mefesta 8
  • 9. #RMSLA Two job descriptions…many similar skills and roles Prospect Researcher Job Description Research Librarian Job Description identify, collect, organize, analyze, and disseminate information research librarians review, analyze, evaluate and organize information To on stakeholders, stakeholder groups and issues of strategic importance to the School in order to enhance the ability of development officers, senior faculty, and administrators to successfully acquire support for the activities of the school, as well as to contribute to the school's intellectual capital on key business markets and issues. Develop, implement, and manage systems and procedures Many for private companies, consulting firms, nonprofit organizations and government agencies. Some are hired to set up company information on the Internet, while others work in schools, colleges, public libraries and professional institutions such as medical and law libraries. Research librarians develop collections of library material and instruct library patrons on the use of library facilities. to meet the information needs of alumni and development staff and other members of the School, such as the Dean, the Associate Deans and faculty, in preparation for contacting, cultivating, and soliciting major gift prospects (individuals, corporations, and other organizations, such as foundations). Source: http://supportingadvancement.com; http://www.ehow.com/about_6795556_research-librarian-job-description.html Rocky Mountain Chapter SLA . . . Elevate Your Value #mefesta 9
  • 10. #RMSLA Basic skills for prospect researchers • • • • • • • • • Understanding of what constitutes relevant and strategic information and how to analyze that information to support prospect development Understanding of information management in a database structure, particularly the ability to store, manipulate, and retrieve data Understanding of the difference between proactive research (taking the initiative in identifying and qualifying prospects) and reactive research (responding to directives or requests for research) Knowledge of parameters (legal and institutional) regarding what information is public and ethical to use Knowledge of primary resource providers (electronic vs. text, government and commercial, internal and external) and the type and scope available from each Proficiency in identifying and utilizing additional resources such as librarians, government employees, colleagues, and constituents (including donors and volunteers) when appropriate Proficiency in utilizing all resources available, including an awareness of different search techniques and mastery of Boolean searching Proficiency in determining the quality, reliability, and accuracy of sources Proficiency in acquiring cost-effective, appropriate, and sound information Source: APRA Skills Set: Prospect Research Fundamentals Rocky Mountain Chapter SLA . . . Elevate Your Value #mefesta 10
  • 11. #RMSLA Who are prospect researchers? Source: 2003 APRA Member Survey Results Rocky Mountain Chapter SLA . . . Elevate Your Value #mefesta 11
  • 12. Who are prospect researchers, really? #RMSLA At MIT, the prospect research group is made up of librarians, lawyers, campaign researchers, journalists, literature scholars and foreign language specialists, among others. An informal poll of other university prospect research departments finds 20-30% of researchers hold MLS degrees. Rocky Mountain Chapter SLA . . . Elevate Your Value #mefesta 12
  • 13. #RMSLA Why Prospect Research? Prospect research supports the efforts of fundraisers in nonprofit organizations, including: • • • • • • schools, colleges and universities hospitals and charitable healthcare organizations civic organizations museums, and historic monuments environmental organizations theater and arts programs Rocky Mountain Chapter SLA . . . Elevate Your Value #mefesta 13
  • 14. #RMSLA Where to find more information on Prospect Research • • • • • American Association for Advancement Professionals (AASP) – http://www.advserv.org/ American Prospect Research Association (APRA) – www.aprahome.org Council for Advancement and Support of Education (CASE) – www.case.org Colorado Prospect Research Association (CPRA) – www.apracolorado.com New England Development Research Association (NEDRA) – www.nedra.org (obligatory cat photo) • APRA's "Research Links" (excellent list of sources and resources) – http://www.aprahome.org/p/cm/ld/fid=99 • Prospect-L (APRA's all things prospect research list serv) – http://www.aprahome.org/p/cm/ld/fid=99 Rocky Mountain Chapter SLA . . . Elevate Your Value #mefesta 14
  • 15. #RMSLA Why? “Hide not your talents, they for use were made, What's a sundial in the shade?” ― Benjamin Franklin Rocky Mountain Chapter SLA . . . Elevate Your Value #closetlibrarian 15
  • 16. #RMSLA WHEN Interests > Available Time / Schedule Flexibility RESULT= Stress Rocky Mountain Chapter SLA . . . Elevate Your Value #closetlibrarian 16
  • 17. HOW CAN ONE ‘CONTRIBUTE’? #RMSLA ◊ Donor / Prospect / Grant Research can mostly be accomplished on one’s schedule.... ◊ As a volunteer, YOU decide the “when” & “how long” ◊ Info Pros unique talents are ideally suited to optimize available information / insights... ◊ Bottom line impact enables those organizations to achieve their goals.... Rocky Mountain Chapter SLA . . . Elevate Your Value #closetlibrarian 17
  • 18. ID-ing Your Opportunity – #RMSLA What Do You Care About? ◊ ◊ ◊ ◊ ◊ ◊ ◊ Cultural/Arts Interests? Where are you/yours an alum? Medical conditions you/yours suffer? Activities your kids/family involved in? Boss/senior management’s favorite charity... Community help for your neighbors in need... And of course, your local public library... Rocky Mountain Chapter SLA . . . Elevate Your Value #closetlibrarian 18
  • 19. Information Not elsewhere classified #RMSLA #RMSLA Customers Rocky Mountain Chapter SLA . . . Elevate Your Value 19
  • 20. Triangulation – not just OSINT Rocky Mountain Chapter SLA . . . Elevate Your Value #RMSLA #closetlibrarian 20
  • 21. Triangulation = Heart of CI Rocky Mountain Chapter SLA . . . Elevate Your Value #RMSLA #closetlibrarian 21
  • 22. Research Process Rocky Mountain Chapter SLA . . . Elevate Your Value #RMSLA #closetlibrarian 22
  • 23. Professional Development #RMSLA ◊ Are there research techniques / sources you want to learn, but not yet called for in your day job? ◊ Or perhaps you would like to experiment first, then offer documented examples of your enhanced skills... ◊ Ditto re more detailed synthesis / analysis / presentation skills.... ◊ Would you like to learn about other types of research, be it for ◊ Additional freelance income, or to move to consulting? ◊ Changing jobs to work for a Non Profit , University, etc? ◊ Transitioning as you approach retirement? Rocky Mountain Chapter SLA . . . Elevate Your Value #closetlibrarian 23
  • 24. Networking & Brand Impact #RMSLA ◊ Greater visibility to local leaders ◊ Opportunity to demonstrate skills to broader audience without openly job-hunting ◊ Illustrates “team player” mentality ◊ Exemplifies service orientation ◊ Shows ability for work/life balance Rocky Mountain Chapter SLA . . . Elevate Your Value #closetlibrarian 24
  • 25. READ! Rocky Mountain Chapter SLA . . . Elevate Your Value #RMSLA #RMSLA #closetlibrarian 25
  • 26. Ultimately.... #RMSLA “The person born with a talent they are meant to use will find their greatest happiness in using it. ” ― Johann Wolfgang von Goethe Rocky Mountain Chapter SLA . . . Elevate Your Value #closetlibrarian 26
  • 27. Speaker Contacts Maureen Festa Maureen Festa mefesta@mit.edu Anna Shallenberger anna@targetedknowledge.com Work: 617.324.8491 Fax: 617.258.8690 www.linkedin.com/pub/maureen-festa/3/706/626 Cell: 203.258.2383 Fax: 917.591.6732 Skype: anna.fay.shallenberger www.linkedin.com/in/annafayshallenberger Twitter: mefesta #RMSLA Twitter: ClosetLibrarian Slideshare: http://www.slideshare.net/ClosetLibrarian Quora: http://www.quora.com/Anna-Fay?srid=3RK5&share=1 Foursquare: https://foursquare.com/user/15848474 Rocky Mountain Chapter SLA . . . Elevate Your Value 27
  • 28. Anna Shallenberger “The Ins & Outs of a Career in Prospect Research” Appendix/Case Rocky Mountain Chapter SLA Virtual Lunch November 21, 2013 Rocky Mountain Chapter SLA . . . Elevate Your Value #RMSLA
  • 29. Career Path - Donor/Prospect Research Rocky Mountain Chapter SLA . . . Elevate Your Value #RMSLA #closetlibrarian 29
  • 30. Volunteer Path - Donor/Prospect Research Rocky Mountain Chapter SLA . . . Elevate Your Value #RMSLA #closetlibrarian 30
  • 31. Research Need Rocky Mountain Chapter SLA . . . Elevate Your Value #RMSLA #RMSLA #closetlibrarian 31
  • 32. Research Need Rocky Mountain Chapter SLA . . . Elevate Your Value #RMSLA #RMSLA #closetlibrarian 32
  • 33. Research Need #RMSLA #RMSLA Other Material Available: • Event Attendee Survey including demographics & psychographics • Prior year stats – financial & other Objectives:  Expand/Filter existing prospects  Customize pitches prioritized targets  Improve marketing collateral Rocky Mountain Chapter SLA . . . Elevate Your Value #closetlibrarian 33
  • 34. Research Deliverable #RMSLA Company / Organization Concept Segment MAKING CONTACT / RATIONALE Most Relevant [sales/marketing perspective]  STATEMENT Why visibility/involvement event has business value Most Likely [personal connections]  List of people, embedded hyperlinks to LI Profile or other bio info Other Charity-Connected [boards, friends, vendors etc]  Based on LI, word of mouth, etc Related Organizations / connections [other potential “ins”]  Touch points to connect with the target organization & its people Rocky Mountain Chapter SLA . . . Elevate Your Value #closetlibrarian 34
  • 35. Research Deliverable #RMSLA BUSINESS CASE – SPONSORSHIP  New or rebranded product(s)/messaging etc  New / upsold target audience/customer  PR / re-imaging [larger organization]  Include links to news stories, social media, etc  Names / Contact directly involved  Same for external partners – vendors, community organizations.. Rocky Mountain Chapter SLA . . . Elevate Your Value #closetlibrarian 35
  • 36. Research Deliverable #RMSLA BUSINESS BACKGROUNDER [support business case] Brief Overview [non-financial] Finances [bulleted, details in appendix] Awards, Points of Pride, etc  Lead with accomplishments before raising weaknesses or issues below Business Initiatives / Business Challenges  General need to knows, but focus on those most relevant to event pitch Competitor Notes  How event involvement rebrands, connects, or otherwise might aid organization in being more competitive, often different based on whether B2B or B2C Rocky Mountain Chapter SLA . . . Elevate Your Value #closetlibrarian 36
  • 37. Research Deliverable #RMSLA BUSINESS BACKGROUNDER [support business case] – continued... • Relevant General Industry/Market Stats • Relevant Metro Municipality Stats • Relevant Event Attendee Stats [from exit surveys, etc] • Video • Other Useful Links Rocky Mountain Chapter SLA . . . Elevate Your Value #closetlibrarian 37
  • 38. Research Deliverable #RMSLA CHARITABLE / COMMUNITY COMPONENT [beyond backgrounder] Current Recent Corporate Activities  Overview aggregate community activity locally & service activity globally Executive Activities / Boards  What do they do both on an individual / aggregate level already?  Both to understand what they care about, & if anyone we know, knows them... In-Kind Potential  For example, donated materials / services  Also possible employees volunteering for event Rocky Mountain Chapter SLA . . . Elevate Your Value #closetlibrarian 38
  • 39. Research Deliverable #RMSLA “Synergies w/foundation missions/goals” [not elsewhere captured] Markets  Could be psychographic or demographic Business Initiatives  Drill in deeper to those relevant to foundation / event Execs  Those most likely to have both the interest & the pull /connections/authority Rocky Mountain Chapter SLA . . . Elevate Your Value #closetlibrarian 39
  • 40. Research Deliverable #RMSLA Metro / State / Regional Notes [in addition to contact section] Senior senior execs no longer here  Alums -metro municipality schools or posted here for lengthy periods in past  Typically w/ongoing local ties, family/friends etc  Also local execs not among primary contacts targeted Locally generated press  Keep eye out for hot button issues involvement in our event could support or address Targets’ local initiatives / stats / links etc  Beta’s / product tests or introductions Rocky Mountain Chapter SLA . . . Elevate Your Value #closetlibrarian 40
  • 41. Research Users ◊ ◊ ◊ ◊ #RMSLA Foundation Leadership & Board Development team, long term-not just event Event Team- in house & volunteer Other stakeholders including event exhibitors Rocky Mountain Chapter SLA . . . Elevate Your Value #closetlibrarian 41
  • 42. Information Sources... #RMSLA "PRSPCT-L" Rocky Mountain Chapter SLA . . . Elevate Your Value #closetlibrarian 42