2013 Ins & Outs of a Career in Prospect Research
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Transcript of 2013 Ins & Outs of a Career in Prospect Research
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Welcome to
The Ins & Outs of a Careerin Prospect Research
Rocky Mountain Chapter SLA Virtual Lunch
November 21, 2013
Speakers:
Maureen FestaAnna Shallenberger
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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?
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The slides & recording of this program willbe posted at http://rockymountain.sla.org
More to discuss?
Use Twitter hashtag #rmsla
Speakers #mefesta & #closetlibrarian
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#RMSLAAbout RMSLA Site http
://rockymountain.sla.org
LIG http://www.linkedin.com/
groups/SLA-Rocky-Mountain-
Chapter-RMSLA-3700687/about
RB https
://www.facebook.com/RockyMtnSLA
DL https
://delicious.com/ConnieInfo/rmslabloggers
DL Discussion List, et al http://
bit.ly/yWybNb
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http://rockymountain.sla.org/http://rockymountain.sla.org/http://www.linkedin.com/groups/SLA-Rocky-Mountain-Chapter-RMSLA-3700687/abouthttp://www.linkedin.com/groups/SLA-Rocky-Mountain-Chapter-RMSLA-3700687/abouthttp://www.linkedin.com/groups/SLA-Rocky-Mountain-Chapter-RMSLA-3700687/abouthttp://www.linkedin.com/groups/SLA-Rocky-Mountain-Chapter-RMSLA-3700687/abouthttps://www.facebook.com/RockyMtnSLAhttps://www.facebook.com/RockyMtnSLAhttps://delicious.com/ConnieInfo/rmslabloggershttps://delicious.com/ConnieInfo/rmslabloggershttp://bit.ly/yWybNbhttp://bit.ly/yWybNbhttp://bit.ly/yWybNbhttps://delicious.com/ConnieInfo/rmslabloggershttps://www.facebook.com/RockyMtnSLAhttp://www.linkedin.com/groups/SLA-Rocky-Mountain-Chapter-RMSLA-3700687/abouthttp://rockymountain.sla.org/ -
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#RMSLAAgenda 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 ones network/brand.
Q&A
Closing
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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, Americas 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.
6#mefesta
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#RMSLAAnna Shallenberger
Anna Shallenbergers 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 Us 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 accomplishher 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 CIDs 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 casesofficer] 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.
7#closetlibrarian
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"I'm a librarian*sorta."
*I'm really a prospect researcher.
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Two job descriptionsmany similar skills and roles
Research Librarian Job Description
Many research librariansreview, analyze, evaluate
and organize informationfor 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 oflibrary material and instruct library patrons on theuse of library facilities.
Prospect Researcher Job Description
To identify, collect,organize, analyze, and
disseminate informationon 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 to meet the information needs of alumni anddevelopment 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
http://supportingadvancement.com/http://www.ehow.com/about_6795556_research-librarian-job-description.htmlhttp://www.ehow.com/about_6795556_research-librarian-job-description.htmlhttp://www.ehow.com/about_6795556_research-librarian-job-description.htmlhttp://supportingadvancement.com/ -
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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 andethical 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 searchtechniques and mastery of Boolean searching
Proficiency in determining the quality, reliability, and accuracy of sources
Proficiency in acquiring cost-effective, appropriate, and sound information
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Source: APRA Skills Set: Prospect Research Fundamentals
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Who are prospect researchers?
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Source: 2003 APRA Member Survey Results
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Who are prospect researchers,
really?
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% ofresearchers hold MLS degrees.
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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
#mefesta13
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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
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
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(obligatory cat photo)
http://www.advserv.org/http://www.advserv.org/http://www.aprahome.org/http://www.aprahome.org/http://www.case.org/http://www.case.org/http://www.apracolorado.com/http://www.apracolorado.com/http://www.nedra.org/http://www.nedra.org/http://www.aprahome.org/p/cm/ld/fid=99http://www.aprahome.org/p/cm/ld/fid=99http://www.aprahome.org/p/cm/ld/fid=99http://www.aprahome.org/p/cm/ld/fid=99http://www.aprahome.org/p/cm/ld/fid=99http://www.aprahome.org/p/cm/ld/fid=99http://www.aprahome.org/p/cm/ld/fid=99http://www.aprahome.org/p/cm/ld/fid=99http://www.nedra.org/http://www.apracolorado.com/http://www.case.org/http://www.aprahome.org/http://www.advserv.org/ -
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Why?
Hide not your talents,
they for use were made,
What's a sundial in the shade?
Benjamin Franklin
15#closetlibrarian
http://www.goodreads.com/author/show/289513.Benjamin_Franklinhttp://www.goodreads.com/author/show/289513.Benjamin_Franklin -
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WHEN Interests > Available Time / Schedule Flexibility RESULT= Stress
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#RMSLAHOW CAN ONE CONTRIBUTE?
Donor / Prospect / Grant Research can mostly be
accomplished on ones 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 organizationsto achieve their goals....
17#closetlibrarian
ID i Y O i
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#RMSLAID-ing Your OpportunityWhat 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 managements favorite charity...
Community help for your neighbors in need... And of course, your local public library...
18#closetlibrarian
#RMSLA
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Information Not elsewhere classified
Customers
#RMSLA
T i l i j OSINT
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#RMSLATriangulation not just OSINT
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T i l ti H t f CI
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#RMSLATriangulation = Heart of CI
21#closetlibrarian
h
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Research Process
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#RMSLAProfessional Development
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?
23#closetlibrarian
N ki & B d I
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#RMSLANetworking & Brand Impact
Greater visibility to local leaders
Opportunity to demonstrate skills to broaderaudience without openly job-hunting
Illustrates team player mentality
Exemplifies service orientation
Shows ability for work/life balance
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#RMSLA
#RMSLA
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READ!#RMSLA
#RMSLA
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Ultimately....
The person born with a talent they
are meant to use will find their
greatest happiness in using it.
Johann Wolfgang von Goethe
26#closetlibrarian
#RMSLA
http://www.goodreads.com/author/show/285217.Johann_Wolfgang_von_Goethehttp://www.goodreads.com/author/show/285217.Johann_Wolfgang_von_Goethe -
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Speaker Contacts
Maureen Festa
Maureen Festa
Anna Shallenberger
Work: 617.324.8491
Fax: 617.258.8690
www.linkedin.com/pub/maureen-festa/3/706/626
Twitter: mefesta
Cell: 203.258.2383
Fax: 917.591.6732
Skype: anna.fay.shallenberger
www.linkedin.com/in/annafayshallenberger
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
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#RMSLA
mailto:[email protected]:[email protected]://www.linkedin.com/pub/maureen-festa/3/706/626http://www.linkedin.com/pub/maureen-festa/3/706/626http://www.linkedin.com/in/annafayshallenbergerhttp://www.slideshare.net/ClosetLibrarianhttp://www.quora.com/Anna-Fay?srid=3RK5&share=1http://www.quora.com/Anna-Fay?srid=3RK5&share=1https://foursquare.com/user/15848474https://foursquare.com/user/15848474http://www.quora.com/Anna-Fay?srid=3RK5&share=1http://www.slideshare.net/ClosetLibrarianhttp://www.linkedin.com/in/annafayshallenbergerhttp://www.linkedin.com/pub/maureen-festa/3/706/626mailto:[email protected]:[email protected] -
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The Ins & Outs of a Career
in Prospect Research
Appendix/CaseRocky Mountain Chapter SLA Virtual Lunch
November 21, 2013
Anna Shallenberger
#RMSLACareer Path Donor/Prospect Research
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#RMSLACareer Path - Donor/Prospect Research
29#closetlibrarian
#RMSLAVolunteer Path Donor/Prospect Research
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30#closetlibrarian
Volunteer Path - Donor/Prospect Research
#RMSLAR h N d
#RMSLA
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#RMSLAResearch Need
31#closetlibrarian
#RMSLA
#RMSLA
#RMSLAResearch Need
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32#closetlibrarian
#RMSLAResearch Need
#RMSLA
#RMSLAR h N d
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#RMSLA
Other Material Available:
Event Attendee Survey including
demographics & psychographics
Prior year statsfinancial & other
Objectives:
Expand/Filter existing prospects Customize pitches prioritized targets
Improve marketing collateral
Research Need
#RMSLAResearch Deliverable
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#RMSLAResearch Deliverable
34#closetlibrarian
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
#RMSLAResearch Deliverable
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#RMSLAResearch Deliverable
35#closetlibrarian
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..
#RMSLAResearch Deliverable
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#RMSLAResearch Deliverable
36#closetlibrarian
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
#RMSLAResearch Deliverable
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37#closetlibrarian
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
#RMSLAResearch Deliverable
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#RMSLAResearch Deliverable
38#closetlibrarian
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
#RMSLAResearch Deliverable
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#RMSLAResearch Deliverable
39#closetlibrarian
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
#RMSLAResearch Deliverable
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#RMSLAResearch Deliverable
40#closetlibrarian
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
Betas / product tests or introductions
#RMSLAResearch Users
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#RMSLAResearch Users
41#closetlibrarian
Foundation Leadership & Board
Development team, long term-not just event
Event Team- in house & volunteer
Other stakeholders including event exhibitors
#RMSLAInformation Sources
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#RMSLAInformation Sources...
"PRSPCT-L"
http://www.fec.gov/disclosure.shtmlhttp://www.fec.gov/disclosure.shtmlhttp://archive.aprahome.org/http://archive.aprahome.org/http://www.afpnet.org/http://www.afpnet.org/http://www.guidestar.org/http://www.guidestar.org/http://foundationcenter.org/getstarted/topical/http://foundationcenter.org/getstarted/topical/http://donorsearch.net/Company/OurDatabases/http://donorsearch.net/Company/OurDatabases/