Presentation to Grant Writing class at Fairfield University about Prospect Research. Textbook referenced is Achieving Excellence in Fundraising 3rd Edition by
Tempel, Eugene R., Seiler, Timothy L., Aldrich, Eva E., Maehara, Paulette
Salesforce Einstein: Use Cases and Product Features
#ImpactSalesforceSaturday Session
by @newdelhisfdcdug
Date and Time
Saturday, June 29, 2019
11:30 AM – 12:30 pm
Location: Online
A warm welcome to all the members and Guests in the meetup.
Join us for #ImpactSalesforceSaturday a series of online Salesforce Saturday sessions.
We invite all – Developers – Administrators – Group Leaders – Consultants with advanced, intermediate or beginner level knowledge on Salesforce(Sales Cloud, Service Cloud, Pardot, Marketing Cloud, IOT, CPQ, Einstein, etc).
Speaker: Jayant Joshi
Jayant is a Salesforce Technology Delivery Architect and Manager (Multi-Cloud) working on Large and Mid Size CRM Implementation Projects. Overall, He has around 14 years of CRM delivery experience with 9+ years in Salesforce.com Projects and Opportunities. He is very passionate about emerging technologies and has a deep interest in major innovations around the world. He has 19 Salesforce Certifications and accreditations currently and is passionate about various Salesforce Products including Salesforce Einstein.
Agenda
a. Introduction
b. Salesforce Einstein – Products and Use Cases
c. Q & A
Einstein Analytics allows you to explore all of your data quickly and easily by providing AI-powered advanced analytics, right in Salesforce.
In addition to offering pre-built apps for Sales, Service, and Marketing, the Einstein Analytics Platform gives you the flexibility to build your own custom and intelligent analytics apps.
This slide deck will help you to get a kick start to your Einstein Analytics Journey! Contact me for any help. #SalesforceAnalyticsChampion
Quick Start to Field Service Lightning, Paweł DobrzynskiCzechDreamin
Have you ever wondering what Field Service Lightning is about? And why it is the fastest growing product in Salesforce portfolio? Come to the session, buckle-up and learn how Salesforce FSL helps solving common issues that are faced by organisations with mobile workers.
In this 2.5 hour hands-on workshop, you will have a chance to configure field service workforce and schedule your first appointments. We will focus on the base concepts of Field Service Lightning that will give you a fair understanding of this solution and set a ground for further learning if you decide to extend your knowledge.
Salesforce Einstein: Use Cases and Product Features
#ImpactSalesforceSaturday Session
by @newdelhisfdcdug
Date and Time
Saturday, June 29, 2019
11:30 AM – 12:30 pm
Location: Online
A warm welcome to all the members and Guests in the meetup.
Join us for #ImpactSalesforceSaturday a series of online Salesforce Saturday sessions.
We invite all – Developers – Administrators – Group Leaders – Consultants with advanced, intermediate or beginner level knowledge on Salesforce(Sales Cloud, Service Cloud, Pardot, Marketing Cloud, IOT, CPQ, Einstein, etc).
Speaker: Jayant Joshi
Jayant is a Salesforce Technology Delivery Architect and Manager (Multi-Cloud) working on Large and Mid Size CRM Implementation Projects. Overall, He has around 14 years of CRM delivery experience with 9+ years in Salesforce.com Projects and Opportunities. He is very passionate about emerging technologies and has a deep interest in major innovations around the world. He has 19 Salesforce Certifications and accreditations currently and is passionate about various Salesforce Products including Salesforce Einstein.
Agenda
a. Introduction
b. Salesforce Einstein – Products and Use Cases
c. Q & A
Einstein Analytics allows you to explore all of your data quickly and easily by providing AI-powered advanced analytics, right in Salesforce.
In addition to offering pre-built apps for Sales, Service, and Marketing, the Einstein Analytics Platform gives you the flexibility to build your own custom and intelligent analytics apps.
This slide deck will help you to get a kick start to your Einstein Analytics Journey! Contact me for any help. #SalesforceAnalyticsChampion
Quick Start to Field Service Lightning, Paweł DobrzynskiCzechDreamin
Have you ever wondering what Field Service Lightning is about? And why it is the fastest growing product in Salesforce portfolio? Come to the session, buckle-up and learn how Salesforce FSL helps solving common issues that are faced by organisations with mobile workers.
In this 2.5 hour hands-on workshop, you will have a chance to configure field service workforce and schedule your first appointments. We will focus on the base concepts of Field Service Lightning that will give you a fair understanding of this solution and set a ground for further learning if you decide to extend your knowledge.
Salesforce Forecasting: Evolution, Implementation and Best Practices, Christi...CzechDreamin
Salesforce Forecasting is evolving for tomorrow, evolving for the future, and evolving for the next generation of sales leadership.
This often underutilized feature has undergone a transformation over the past few releases to reveal a slick, modern interface and a host of new functionality, propelling forecasting into the spotlight.
Join this session to discover the latest enhancements, considerations and implementation best practices.
A Comprehensive Guide to Salesforce Field Service Cloud Analogy
Salesforce Field Service Lightning (FSL), one of the finest products for field workers and technicians within the Salesforce CRM. You will get to know about all the details related to Salesforce Field Service in these slides.
CNX16 - Connecting the Cloud: Marketing Cloud ConnectCloud_Services
Discover how to optimize the Marketing Cloud Connect features in order to better leverage data across Salesforce Marketing, Sales, and Services Clouds in our Cloud Services hands on workshop.
For more information around Cloud Services, visit our website:
http://sforce.co/1ZuutDV
Unleashing the Power of Artificial Intelligence to Transform Your Nonprofit.pdfTechSoup
Learn how to use the power of artificial intelligence to help with fundraising, communication, outreach, and content creation for your nonprofit organization.
Integrating SIS’s with Salesforce: An Accidental Integrator’s GuideSalesforce.org
Join our next Success webinar, Integrating Student Information Systems with Salesforce: Strategies and Best Practices, to explore the many ways system integration benefits your school. Whether you want an aggregated view of your students, the ability to trigger actions based on status changes, or the automation of manual work, you will learn the three simple steps to successful integration. By highlighting how higher education institutions have integrated with the most popular Student Information Systems, Grant Miller, director of Alliances and Jill Kenney, Director of Sales Engineering at the Salesforce Foundation, will explain the layers of integration and discuss considerations like synchronous-versus-asynchronous and buy-versus-build options.
This Presentation helps to get you started with Salesforce.com lightning products
Lightning Connect
Lightning Components
Lightning Process Builder
Lightning App Builder
This was Presented in the
Salesforce.com Kerala Developer Group Meetup
Salesforce.com Gurgaon Developer Group Meetup
Salesforce.com Chennai Developer Group Meetup
By Shivanath Devinarayanan
It’s counter intuitive, but if you want your salespeople to challenge the status quo and create value with discovery questions, I believe they first need to know the answers before they are able to ask the questions.
Why? Imagine you’re directing someone to a destination: They’ve misinterpreted your directions, and they are now lost. How are you going to get them back on course when all you have are written directions?
After working as a business partner at one of the largest question based sales methodology companies for 5-years, it was my experience that most salespeople find themselves in the same dilemma when they try to direct customers to value with questions. The customer’s answers never follow the sequential nature of the questioning model, because it’s too inflexible to adjust to the fluidity of a business conversation.
To get customers back on course, salespeople don’t need better directions, they need a map. If salespeople, for example, know the answers behind the questions, the answers will paint a picture that salespeople can use as a map. With this map, they can guide customers with directed questions to unrecognized or misunderstood problems, and thereby, create value for their product.
Digital Marketing Automation with Salesforce Marketing CloudThinqloud
This presentation explains how Salesforce Marketing cloud enables your organization to build and manage powerful 1-to-1 customer journeys.Discover the strategy to target more customers in today's competitive world.
New Approach to Customer Experience Management CX Pilots
There are ways to lower risk, cost and speed of effectiveness in raising the Customer Experience bar in your organization. This is a focus on developing quick wins to get better #custexp outcomes in shorter time frames.
Implementing a Salesforce CRM will help you in integrating all the business related aspects on one platform. It will also help you in deriving business intelligence with ease. Salesforce implementation is not an ad-hoc activity. It requires careful planning and detailed execution.
Enterprise Data Integration for Microsoft Dynamics CRMDaniel Cai
This is the deck that I used for my presentation for XrmVirtual on Apr 9, 2013, which discusses various options that you may have for Microsoft Dynamics CRM data migration and integration.
Today’s innovative prospect researchers are more focused on making business impact via informed decisions based on research, fact and business intelligence than ever before. In this session, learn about the direction in which the field of prospect research is moving, with the addition of social media and increased focus on data, analytics and ROI. This session will discuss the skills necessary for the prospect development professional, the “business intelligence agent," of tomorrow. Discussion will include how we spend our time, what is trending, and how to understand, measure and demonstrate the impact of prospect development in the context of nonprofit development. Prospect researchers are no longer the deckhands and are now steering the ship. Make sure that you are on the cutting edge of this shift.
Salesforce Forecasting: Evolution, Implementation and Best Practices, Christi...CzechDreamin
Salesforce Forecasting is evolving for tomorrow, evolving for the future, and evolving for the next generation of sales leadership.
This often underutilized feature has undergone a transformation over the past few releases to reveal a slick, modern interface and a host of new functionality, propelling forecasting into the spotlight.
Join this session to discover the latest enhancements, considerations and implementation best practices.
A Comprehensive Guide to Salesforce Field Service Cloud Analogy
Salesforce Field Service Lightning (FSL), one of the finest products for field workers and technicians within the Salesforce CRM. You will get to know about all the details related to Salesforce Field Service in these slides.
CNX16 - Connecting the Cloud: Marketing Cloud ConnectCloud_Services
Discover how to optimize the Marketing Cloud Connect features in order to better leverage data across Salesforce Marketing, Sales, and Services Clouds in our Cloud Services hands on workshop.
For more information around Cloud Services, visit our website:
http://sforce.co/1ZuutDV
Unleashing the Power of Artificial Intelligence to Transform Your Nonprofit.pdfTechSoup
Learn how to use the power of artificial intelligence to help with fundraising, communication, outreach, and content creation for your nonprofit organization.
Integrating SIS’s with Salesforce: An Accidental Integrator’s GuideSalesforce.org
Join our next Success webinar, Integrating Student Information Systems with Salesforce: Strategies and Best Practices, to explore the many ways system integration benefits your school. Whether you want an aggregated view of your students, the ability to trigger actions based on status changes, or the automation of manual work, you will learn the three simple steps to successful integration. By highlighting how higher education institutions have integrated with the most popular Student Information Systems, Grant Miller, director of Alliances and Jill Kenney, Director of Sales Engineering at the Salesforce Foundation, will explain the layers of integration and discuss considerations like synchronous-versus-asynchronous and buy-versus-build options.
This Presentation helps to get you started with Salesforce.com lightning products
Lightning Connect
Lightning Components
Lightning Process Builder
Lightning App Builder
This was Presented in the
Salesforce.com Kerala Developer Group Meetup
Salesforce.com Gurgaon Developer Group Meetup
Salesforce.com Chennai Developer Group Meetup
By Shivanath Devinarayanan
It’s counter intuitive, but if you want your salespeople to challenge the status quo and create value with discovery questions, I believe they first need to know the answers before they are able to ask the questions.
Why? Imagine you’re directing someone to a destination: They’ve misinterpreted your directions, and they are now lost. How are you going to get them back on course when all you have are written directions?
After working as a business partner at one of the largest question based sales methodology companies for 5-years, it was my experience that most salespeople find themselves in the same dilemma when they try to direct customers to value with questions. The customer’s answers never follow the sequential nature of the questioning model, because it’s too inflexible to adjust to the fluidity of a business conversation.
To get customers back on course, salespeople don’t need better directions, they need a map. If salespeople, for example, know the answers behind the questions, the answers will paint a picture that salespeople can use as a map. With this map, they can guide customers with directed questions to unrecognized or misunderstood problems, and thereby, create value for their product.
Digital Marketing Automation with Salesforce Marketing CloudThinqloud
This presentation explains how Salesforce Marketing cloud enables your organization to build and manage powerful 1-to-1 customer journeys.Discover the strategy to target more customers in today's competitive world.
New Approach to Customer Experience Management CX Pilots
There are ways to lower risk, cost and speed of effectiveness in raising the Customer Experience bar in your organization. This is a focus on developing quick wins to get better #custexp outcomes in shorter time frames.
Implementing a Salesforce CRM will help you in integrating all the business related aspects on one platform. It will also help you in deriving business intelligence with ease. Salesforce implementation is not an ad-hoc activity. It requires careful planning and detailed execution.
Enterprise Data Integration for Microsoft Dynamics CRMDaniel Cai
This is the deck that I used for my presentation for XrmVirtual on Apr 9, 2013, which discusses various options that you may have for Microsoft Dynamics CRM data migration and integration.
Today’s innovative prospect researchers are more focused on making business impact via informed decisions based on research, fact and business intelligence than ever before. In this session, learn about the direction in which the field of prospect research is moving, with the addition of social media and increased focus on data, analytics and ROI. This session will discuss the skills necessary for the prospect development professional, the “business intelligence agent," of tomorrow. Discussion will include how we spend our time, what is trending, and how to understand, measure and demonstrate the impact of prospect development in the context of nonprofit development. Prospect researchers are no longer the deckhands and are now steering the ship. Make sure that you are on the cutting edge of this shift.
Introduces prospect research, how it fits into the fund-raising program, and discusses data-mining, wealth screening and prospect profiling. Also included is some information on prospecting in a recession.
A Model of Manufacturer-Driven Governing Mechanisms and Distributor PerformanceRuss Merz, Ph.D.
Drawing from relational exchange, dependence, and agency theories the authors explain that it is not only the type of governing mechanisms but also the proper sequencing of them that improves a manufacturer-distributor relationship and performance. Dependence affected relationship continuity positively. Monitoring affected the second order relational norm construct, comprising information sharing and flexibility, positively. Relational norm positively affected relationship continuity. Dependence, relationship continuity, monitoring, and relational norm affected distributor performance positively.
An immersive workshop at General Assembly, SF. I typically teach this workshop at General Assembly, San Francisco. To see a list of my upcoming classes, visit https://generalassemb.ly/instructors/seth-familian/4813
I also teach this workshop as a private lunch-and-learn or half-day immersive session for corporate clients. To learn more about pricing and availability, please contact me at http://familian1.com
The analysis of data within a prospect management system can be used to evaluate fundraising effectiveness, assist with strategic planning, and inform management decision making. This session will cover what is important to monitor, how to establish benchmarks, and how to set up progress reporting and analysis.
Presenters:
Josh Birkholz, Director of DonorCast Analytics, Bentz Whaley Flessner
With agency budgets tightening, helping to fund your work as a communicator is becoming a career survival technique. This workshop will look at where nonprofit resources come from and how to keep them coming to you.
Facilitator Bud Heckman discussed data, trends and techniques for fundraising. Communications and development efforts must be closely aligned, he says. And communications must be seen as an integral part of the agency’s mission, not just a dispensable tool serving it.
Slides from workshop at RCC 2016
This session will review the how to’s of foundation research, cultivation and solicitation. The discussion will include private, public and corporate foundations and the differences between them as well as outreach methods. This interactive session will answer your questions solve recent challenges you may have had in recent foundation outreach. At the conclusion of this session, participants will know how to: Research foundations, determine who to ask for support, determine how much to ask for, create Foundation calendar, implement a community needs assessment, research statistics and information to back up your organization work and if it is necessary and engage a foundation program officer effectively.
Facilitator: Barbara Talisman, President of Talisman and Associates, Inc. Talisman Associates, Inc. is a full service consulting firm working with public benefit corporations. The firm provides hands-on fund development assistance and leadership training to non-profits. http://www.3talisman.com/
The Office of Partnerships and Grant Services (OPGS) spoke at the WDCEP's Entrepreneur Road Map's Starting a Non-Profit seminar held at Venable (9/10/14).
This presentation, created by Syed Faiz ul Hassan, explores the profound influence of media on public perception and behavior. It delves into the evolution of media from oral traditions to modern digital and social media platforms. Key topics include the role of media in information propagation, socialization, crisis awareness, globalization, and education. The presentation also examines media influence through agenda setting, propaganda, and manipulative techniques used by advertisers and marketers. Furthermore, it highlights the impact of surveillance enabled by media technologies on personal behavior and preferences. Through this comprehensive overview, the presentation aims to shed light on how media shapes collective consciousness and public opinion.
Mastering the Concepts Tested in the Databricks Certified Data Engineer Assoc...SkillCertProExams
• For a full set of 760+ questions. Go to
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Collapsing Narratives: Exploring Non-Linearity • a micro report by Rosie WellsRosie Wells
Insight: In a landscape where traditional narrative structures are giving way to fragmented and non-linear forms of storytelling, there lies immense potential for creativity and exploration.
'Collapsing Narratives: Exploring Non-Linearity' is a micro report from Rosie Wells.
Rosie Wells is an Arts & Cultural Strategist uniquely positioned at the intersection of grassroots and mainstream storytelling.
Their work is focused on developing meaningful and lasting connections that can drive social change.
Please download this presentation to enjoy the hyperlinks!
2. What is Prospect Research?
“Prospect Development professionals are the individuals most able to
meet the growing information needs of the fundraising community. Using
the Internet and other technologies, they collect, evaluate, analyze,
organize, package and disseminate publicly available information in a way
that maximizes its usefulness and enables accurate and educated
decision-making.”
Source: APRA website (http://www.aprahome.org/p/cm/ld/fid=10)
LAI Principle
Linkage
Direct connection to your organization (donor, volunteer, board member,
etc.)
Ability
Capacity to make a gift
Interest
Likelihood to give
4. Identify
Start with your existing donor pool
These donors are already familiar with your organization and have made
gifts
Major gift donors
Clearly define what qualifies as a major gift
Research – Look for indicators: increased giving, changes in family
situation, retirement, etc.
Annual donors
Determine who might be ready for further cultivation
Board of Directors
Leadership gifts!
Board giving sends a message to the community and to other donors
Board members can make introductions to people in their network
5. Qualify
Peer Screening – ask board and other high-level volunteers to review
lists of potential donors
Ask the to share what they know about giving habits, interests, ability,
etc.
Confidentiality is key!
Database Screening
Be strategic – whole database or narrow to certain donor segments or
donors with certain characteristics
Financial investment and costs staff time
Data Mining
Mine your existing database for donors and prospects that meet specific
criteria
Giving patterns, volunteer activities, etc.
6. Conducting Research Add’l Resources
Fee Based Resources Free Resources
WealthEngine Google
LexisNexis Zillow
iWave Newspapers
Alumni Finder GuideStar
Hoovers magazines
Use librarians
Professional organizations
APRA – Association of Prospect
Researchers for Advancement
AFP – Association of Fundraising
Professionals
Forbes 400 – “Top” lists
NOZA
CT Blockshopper – property tax
records
SEC.gov – Securities and
Exchange Commission
Annual reports
LinkedIn
CT Department of Justice court
records
Connecticut Council for Philanthropy
Chronicle of Philanthropy
Foundation Center Online
7. Writing Donor Profiles
Verified Current Contact Information
Linkage
How is this person connected to your organization? Are they close with certain staff or
board members?
Background
Current employment, career summary, family history, other non-profit affiliations,
education, etc.
Giving History
Past gifts to your organization and select giving to other non-profits
Wealth Indicators
Real estate holdings, public stock holdings and options, compensation data, family
foundations
Remember, only public data are available. You will never have 100% of the story.
Gift Capacity
Choose the best guideline for your organization.
Once determined, assign a numeric rating.
8. Tips for Profiles
See page 134 (Exhibit 11.2) for a Sample Donor Research
Profile
Include a picture if possible.
Personal hobbies
Include information that will be relevant for the
fundraiser.
Consider which factors may affect that individual’s ability or
inclination to give.
Be sensitive and aware of information that might be
considered intrusive.
9. Prospective Donor Management
Regular prospect review meetings
Record moves, target amounts, asks, results, visits, etc.
Monitor and record the strategy for each person
Dollars raised, proposals submitted, number of prospects in each
stage, umber of significant contacts with prospective donors
10. Donor Bill of Rights
Source: http://www.afpnet.org/files/ContentDocuments/Donor_Bill_of_Rights.pdf
11. APRA Statement of Ethics
Source:
http://www.aprahome.org/p/cm/ld/fid=110
12. Best Practices
Your organization must have a method in place for protecting donor data.
Do not send sensitive information via email to people outside of your
organization’s network.
Distribute printed copies of profiles at meetings, ask people to write on the
pages, and then collect the papers at the end of meetings.
Restrict access to sensitive information – “need to know” basis.
Editor's Notes
Prospect research is a growing field. Many large non-profits like hospitals and universities have prospect research departments.
The textbook explains that you are looking for three key things: linkage, ability, and interest (the LAI principle)
Really, you are looking for a connection with the prospect, capacity, and their inclination to make a gift
This is a visual representation of what the “moves management” cycle looks like. I’ve seen some models that show it as a circle with 5 steps. I like this one because it clearly shows that there is a pipeline and that prospects must be identified, qualified and cultivated before the move into the active cycle.
Process includes receiving and acknowledging the gift and following up with a thank you
Stewardship refers to staying in touch with the donor and engaging them in other opportunities at your organization
Invite them for a site visit
Provide them with an update about the impact of their gift, or provide materials and information about new programs at your organization
Your best prospect is an existing donor
Start with your existing database and identify your existing donors. They will likely fall into several pools including major gift donor, annual donor, etc.
Board of Directors – your board members are so valuable in this process both for leadership gifts and assistance with identifying new prospects, making connections and introductions to new prospects, and stewarding your existing donors
100% board giving shows a clear commitment from your leadership and is a strong signal to the community.
Some organizations set an expectation and minimum giving requirement for board members
Review lists of potential donors. Your board and high-level volunteers may know a lot of useful information about your prospect lists! For example, they may sit on the same boards, be neighbors, or have some other connection to your prospects.
I think this slide is particularly helpful. I have embedded the links for each resource into this slide and am happy to share this with your via email if that is helpful
The textbook mentioned the top 5 fee-based and free resources which I have listed here
WealthEngine – WE pulls from 65+ existing databases and provides details and a rating score for each person
Google – usually start with a google search of name plus town – will pull up archived info on past events, annual reports where the person is listed as a donor, plus other info about who they are – career, etc.
NYT wedding announcements are helpful in getting a sense of the family members
Guidestar – we have talked about GS a few times in class. It’s free to create a login and it gives you access to nonprofit tax filings (990s and 990PF) – key info is available here. Can see the net assets, contributions, grants, and trustees
AFP - $75 for “young professional” plus chapter dues of $25-50. FC chapter meets monthly. Learn from peers
NOZA – database that compiles giving data from annual reports and gives you a summary for each person
SEC.gov – stock options and compensation for top executives
Indicators: Income, Assets
For example, someone may have a very high income and/or high net worth but they may also have big expenses that go along with it – big mortgage, private school tuition, caring for other family members, other debts. You may be able to identify that they have high-value assets because a lot of that is public record, but you will never know the extent of their debts or what their bank account actually looks like because that information is not public.
You also don’t know whether the individual has liquid assets. For example, a top paid executive may have a high compensation package from his company (available through sec.gov) but it could be that 90% of that compensation is in the form of stock options instead of cash. Their income then is very high but they may not actually have the capacity to write a big check to your organization today.
Remember, just because someone has a high net worth, that doesn’t mean that they are philanthropic or that they will support your organization! Inclination matters too!
Part of being a prospect researcher is managing your donor database and tracking the moves management as donors move through your pipeline and through the cultivation and stewardship process
Regular meetings with your development team and key fundraisers (who may be board or other volunteers)
Ethics
This is the donor bill of rights from the Association of Fundraising Professionals.
Each AFP member agrees to abide by these rules, if you work in non-profit/development it’s good to follow anyway
Things like: transparency, adhering to donor intent, to remain professional in all interactions with donors (i.e., I’m not going to go out and become Facebook friends with my prospects or donors)
Provide information upon request
This is the APRA statement of ethics
4 fundamental principles: integrity, accountability, practice, and conflict of interest
Key highlights: remain professional as you research prospects
Disclose any conflict of interest that may exist
Ensure confidentiality of donor data at all times and make sure that the information you record is strictly for fundraising purposes
Donor data and privacy
Be mindful of who has access to the data.
For example, if you email it to a board member’s personal email, you don’t have access to who they might forward it to
Old fashioned: paper copies – distribute at meetings and then collect back.
WealthEngine has a whitepaper on their website that describes many of the best practices in this area (also mentioned in the textbook) – about how to develop a data privacy model and implement high standards of protection
You are gathering sensitive data about your prospect’s background and assets – if that falls into the wrong hands bad things can happen
In closing: prospect research is a growing field with great potential for both career development and also helping to have a positive impact on our world by informing fundraising efforts. As with anything, you want to remain professional and always be aware that you need to abide by the ethical standards in the field and always take precautions to protect your research data.