Negotiating Research Requests: Finding a Common Ground for Common Good

Recorded On: 09/22/2020

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As prospect development professionals, we are faced with numerous requests for information each day from gift officers, as well as those in leadership positions within our organizations. Some of these are quick data points (e.g., what is my prospect's new business address?), and others are larger in scope (e.g., what is this family's history of giving to the university, and what is the extent of their engagement with us?). Oftentimes, these requests are last-minute in nature, with tight deadlines - and require clarification as far as what exactly the requester needs. This session will provide an overview of interpersonal skills as well as procedural tactics you can use to build or hone a process for negotiating these types of requests within your team.

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Negotiating Research Requests: Finding a Common Ground for Common Good
Recorded 09/22/2020
Recorded 09/22/2020 As prospect development professionals, we are faced with numerous requests for information each day from gift officers, as well as those in leadership positions within our organizations. Some of these are quick data points (e.g., what is my prospect’s new business address?), and others are larger in scope (e.g., what is this family’s history of giving to the university, and what is the extent of their engagement with us?). Oftentimes, these requests are last-minute in nature, with tight deadlines—and require clarification as far as what exactly the requester needs. This session will provide an overview of interpersonal skills as well as procedural tactics you can use to build or hone a process for negotiating these types of requests within your team.
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Jennifer Huebner

Director of Prospect Research

The Humane Society of the United States

Jennifer has worked in philanthropy full-time since 2011, after first being introduced to fundraising as a student caller at the College of William and Mary. She held various roles within prospect research and management, program administration and leadership annual giving at the University of Virginia and George Washington University, and within prospect research and stewardship at Episcopal High School in Alexandria, VA before beginning her current role as Director of Prospect Research with the Humane Society of the United States (HSUS) in September 2023. Prospect research has been Jennifer’s primary professional interest and area of specialization for a total of 10 years. At HSUS, Jennifer leads the Prospect Development team in providing donor intelligence to the CEO, senior staff and frontline fundraisers in a variety of formats, while supporting prospect discovery efforts and the team’s overall strategy.

Jennifer has been involved with Apra’s Content Development Committee and its predecessor committees for a total of seven years, beginning in 2013. Outside of work, Jennifer adores spending time with her senior toy poodle, Fancy (who she rescued in 2020) and running.

Josh Forsyth

Director, Prospect Management & Principal Giving Services

University of Minnesota

Jaime Miranda

Senior Associate Director, Development Research

University of Southern California, University Advancement