
Prospect Research
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Apra is excited to bring you Apra Fundamentals: Prospect Research! Join us for online networking opportunities and learning exercises combined with additional learning in the weeks leading up to the event. You will not only have access to the online community of attendees and faculty experts, but also the opportunity to attend a virtual program taking place on March 11, 13, and 15 The program focuses on the four key areas of prospect development: Campaigns, Prospect Research, Prospect Management, and Data Science. It also explores fundraising terms and technologies as well as techniques and resources for finding and analyzing biographical, background, and financial information; introduces participants to corporate and foundation research, and delves into how available data can be used to formulate gift capacities and inform fundraising operations. In addition, the program covers guiding concepts related to prospect research, such as navigating ethical considerations in conducting research, best practices for managing and reporting prospect data and creating quality research products.
Apra is excited to bring you Apra Fundamentals: Prospect Research! Join us for online networking opportunities and learning exercises combined with additional learning in the weeks leading up to the event. You will not only have access to the online community of attendees and faculty experts, but also the opportunity to attend a virtual program taking place on March 11, 13, and 15
The program focuses on the four key areas of prospect development: Campaigns, Prospect Research, Prospect Management, and Data Science. It also explores fundraising terms and technologies as well as techniques and resources for finding and analyzing biographical, background, and financial information; introduces participants to corporate and foundation research, and delves into how available data can be used to formulate gift capacities and inform fundraising operations. In addition, the program covers guiding concepts related to prospect research, such as navigating ethical considerations in conducting research, best practices for managing and reporting prospect data and creating quality research products.All times are in the Central Time Zone.
Monday, March 11, 2024
10:30 a.m. - 12:00 p.m.
Welcome and Introduction
Ethics, Privacy and Security Best Practices
Through the use of case studies, participants and faculty will explore regulations, considerations, and best practices for the responsible use of data for fundraising.
Prospect Identification
Participants work in small groups to identify top prospects for assigned scenarios using a provided data set.
12:00 p.m. - 12:30 p.m.
Optional Q&A: What is your toughest prospecting challenge?
Wednesday, March 13, 2024
10:30 a.m. - 12:00 p.m.
Working with Development Officers
Explore tried and true techniques for prioritizing research requests, establishing standard deliverables, and orienting fundraisers to what research is and your role in it.
Capacity Ratings
Learn about estimating wealth using 5% capacity ratings, real estate holdings, partnerships with vendors and screenings, plus common troubleshooting barriers.
12:00 p.m. - 12:30 p.m.
Optional Q&A: What challenges have you experienced with development officers? Stump us!
Friday, March 15, 2024
10:30 a.m. - 12:00 p.m.
Creating Research Profiles
In this group exercise, we will all work together as a team to find available information and distill it in profile format.
Portfolio Management
Faculty will share best practices for portfolio management, prospect identification, and portfolio meetings.
12:00 p.m. - 12:30 p.m.
Final Q&A: Our panel of experts will round out the day by answering your toughest questions.
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- Non-member - $545
- Professional Member - $425
- Associate Member - $425
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- Contains 2 Component(s) Includes a Live Web Event on 12/13/2023 at 12:00 PM (EST)
This event will showcase how the latest AI and large language model technologies can be used to build a genuine understanding about donors. The more you know and understand your donors the better you can drive deep, lasting relationships. This is an art as much as a science, so what role can AI play to help deliver true knowledge about an individual or an entity? Join this webinar to hear from Tom Dredge and Jess Denny at Xapien, an AI-powered background research tool used by leading universities, colleges and non-profits for prospect research and due diligence. They’ll explore: 1. What it really means to “know your donor” in 2024 2. The role of AI 3. Risks & opportunities with using generative AI 4. A demonstration of how you AI can be used in prospect development Sign up now to hear from the experts and see the latest applications of generative AI to prospect research & due diligence in a live product demo.
This event will showcase how the latest AI and large language model technologies can be used to build a genuine understanding about donors.
The more you know and understand your donors the better you can drive deep, lasting relationships. This is an art as much as a science, so what role can AI play to help deliver true knowledge about an individual or an entity?
Join this webinar to hear from Tom Dredge and Jess Denny at Xapien, an AI-powered background research tool used by leading universities, colleges and non-profits for prospect research and due diligence. They’ll explore:
1. What it really means to “know your donor” in 2024
2. The role of AI
3. Risks & opportunities with using generative AI
4. A demonstration of how you AI can be used in prospect developmentSign up now to hear from the experts and see the latest applications of generative AI to prospect research & due diligence in a live product demo.
*Full participation is applicable for 1.0 points in Category 1.B -Education of the CFRE International application for initial certification and/or recertification
Jess Denny
Head of Comms & Marketing
Xapien
Jess is an experienced communications and strategy professional with a particular interest in corporate intelligence and how technology can enhance and transform working practices and outputs.
Jess currently leads Xapien’s communications and marketing strategy. Xapien is AI-powered background research tool used by leading universities, colleges and non-profits for prospect research and due diligence.
Jess has hands on experience of using Xapien from her former role at international strategic communications company C|T Group where she specialised in complex open source intelligence investigations for corporate and government clients.
During her seven years in strategic communications, Jess developed experience of all stages of political and corporate campaigns, from research and analysis to strategy development, coordination, implementation, and engagement. Her work has supported clients in complex disputes, investigations and litigation. She has worked on African, Middle Eastern, European and Latin American-focused projects.
Jess speaks fluent French, has a degree in Philosophy and French from the University of Oxford.
Tom Dredge
NFPO Industry Lead
Xapien
Tom is an experienced sales and strategy lead who has a keen passion for understanding the place of AI in today’s complex and demanding world.
Tom currently leads the sales and go to market strategy for the NFP sector Xapien is AI-powered background research tool used by leading universities, colleges and non-profits for prospect research and due diligence.
Tom began his AI venture at Google where he was part of the original automation team and helped clients understand how to best utilise and work hand in hand with automated processes to enhance, not replace. Tom has since worked with several emerging technologies, launched and scaled go-to-market teams across EMEA.
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Does a static gift capacity measure or prospect rating drive your wealth screening? Accurately identifying top donor prospects is essential for development teams, but it can be very difficult to get a full understanding of an individual’s wealth profile, especially in today's volatile economic climate. The concept of wealth data is not new, but approaches to collecting and cultivating this data have evolved significantly in recent years. Join us to learn about new approaches to wealth data and why “getting it right” is so difficult. In this webinar we will explore: ● Historical approaches to data and why some methodologies tend to be inaccurate ● The 4 V's of data and why it is challenging to maintain accuracy ● Examples of data sources that are tough to analyze or incorporate in to screenings ● Newer approaches to Wealth Screening that can supercharge your fundraising efforts ● The benefits of incorporating career intelligence into your fundraising strategy for a full view of your constituents’ affluence and influence
Does a static gift capacity measure or prospect rating drive your wealth screening?
Accurately identifying top donor prospects is essential for development teams, but it can be very difficult to get a full understanding of an individual’s wealth profile, especially in today's volatile economic climate. The concept of wealth data is not new, but approaches to collecting and cultivating this data have evolved significantly in recent years. Join us to learn about new approaches to wealth data and why “getting it right” is so difficult.
In this webinar we will explore:
● Historical approaches to data and why some methodologies tend to be inaccurate
● The 4 V's of data and why it is challenging to maintain accuracy
● Examples of data sources that are tough to analyze or incorporate in to screenings
● Newer approaches to Wealth Screening that can supercharge your fundraising efforts
● The benefits of incorporating career intelligence into your fundraising strategy for a full view of your constituents’ affluence and influence*Full participation is applicable for 1.0 points in Category 1.B -Education of the CFRE International application for initial certification and/or recertification
Marissa Maybee
Director of Nonprofit Customer Success
Windfall
Marissa Maybee is the Director of Nonprofit Customer Success at Windfall. Her team helps Windfall’s 800+ nonprofit customers leverage the power of data science to design fundraising outreach and segmentation strategies. Marissa has more than a decade of experience working at the intersection of nonprofit strategy and data science and holds an MBA from Georgetown University.
Kyle Curry
Senior Director of Nonprofit Sales
Windfall
Kyle Curry is the Senior Director of Nonprofit Sales at Windfall, where he supports all sizes of nonprofit organizations as they explore wealth screening, AI, propensity modeling, and marketing lead generation. He has been working for and with nonprofits since 2006, as a fundraiser, event director, board member, and consultative sales leader with a speciality in technology, digital strategy, and data. Kyle
holds a BA in English Writing from Millikin University.
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- Non-member - $40
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AI is a powerful tool that can help you cut through the noise to find the constituents most likely to give to your cause. Unfortunately, most nonprofit organizations are not equipped to leverage AI or understand its impact. Join Windfall team members to hear their insights on how nonprofits can leverage AI to predict those most likely to give to your organization. Our speakers will demystify common terms, explore the latest hype cycle, and share how Windfall is making artificial intelligence more accessible to nonprofits without sacrificing accuracy and quality. You’ll leave this session empowered to explore, implement, and measure the results of AI initiatives for your organization. This session explores: ● What AI is and what the hype is all about ● How Windfall makes AI more accessible to nonprofits ● How to map the existing market and solutions for AI ● Understanding the types of questions to ask vendors during evaluations ● Best practices around implementing AI models and measuring results
AI is a powerful tool that can help you cut through the noise to find the constituents most likely to give to
your cause. Unfortunately, most nonprofit organizations are not equipped to leverage AI or understand its
impact.
Join Windfall team members to hear their insights on how nonprofits can leverage AI to predict those
most likely to give to your organization. Our speakers will demystify common terms, explore the latest
hype cycle, and share how Windfall is making artificial intelligence more accessible to nonprofits without
sacrificing accuracy and quality. You’ll leave this session empowered to explore, implement, and measure
the results of AI initiatives for your organization.
This session explores:
● What AI is and what the hype is all about
● How Windfall makes AI more accessible to nonprofits
● How to map the existing market and solutions for AI
● Understanding the types of questions to ask vendors during evaluations
● Best practices around implementing AI models and measuring results*Full participation is applicable for 1.0 points in Category 1.B -Education of the CFRE International application for initial certification and/or recertification
Chris Ferraioli
Technical Data Science Manager
Windfall
Chris Ferraioli has been at Windfall since 2020, where he is a Technical Manager and Team Lead of Windfall’s Data Science team. Much of his time is dedicated to developing machine learning models to help Windfall's customers meet their goals. Chris now lives in the Bay Area, but grew up in New Jersey and has lived in various places in between New York and DC. Before Windfall, he worked in data science at Cruise, an autonomous vehicle manufacturer. Chris holds a Ph.D from the University of Maryland.
Laura Streeter
Senior Customer Success Manager
Windfall
Laura Streeter is a Senior Nonprofit Customer Success Manager at Windfall. She helps her customers become more data-driven in their fundraising outreach and segmentation strategies. Laura has a deep healthcare philanthropy experience, most recently at the University of Colorado Anschutz Medical Campus. Laura enjoys bringing her diverse fundraising background to the table to help customers better leverage Windfall’s data.
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Join Nexis Solutions for an immersive webinar where we'll uncover emerging trends and insights that can safeguard your nonprofit organization from risks and supercharge your fundraising efforts with the power of trust-based relationships. Don't miss this opportunity to take your nonprofit's research to the next level.
Join Nexis Solutions for an immersive webinar where we'll uncover emerging trends and insights that can safeguard your nonprofit organization from risks and supercharge your fundraising efforts with the power of trust-based relationships.
In this webinar, you will learn:
• What types of financial, legal, or reputational harm a donor, partner, or board member could bring into your nonprofit organization, and the resources that help to mitigate and prevent that risk.
• The importance of researching every aspect of your donor possible to find and confirm key information that contributes to success in your fundraising strategy.
• How to leverage tools and data to conduct comprehensive due diligence on your prospects, donors, partners, and board members, and to build trust-based relationships that lead to long-term support and impact.
Register now and get ready to take your nonprofit's research to the next level.
Learning Objectives:
1. Doing Your Due Diligence in Evaluating Risk: Understand what types of financial, legal, or reputational harm a donor, partner, or board member could bring into your nonprofit organization, and the sources that help to mitigate and prevent that risk.
2. Doing Your Due Diligence to Validate Information, Wealth, and Relationships: Discover the importance of researching every aspect of your donor possible to find and confirm key information that contributes to success in your fundraising strategy.
*Full participation is applicable for 1.0 points in Category 1.B -Education of the CFRE International application for initial certification and/or recertification
Margaret Hart
Customer Success Manager
LexisNexis
Margaret Hart has worked with thousands of philanthropic organizations, academic institutions, and businesses during her tenure at LexisNexis. As a Client Success Manager, she combines the knowledge gained as a prospect researcher and non-profit development officer, with an understanding of how development professionals need to use information to maximize donations and nurture relationships.
David Fox
Product Marketing Manager
LexisNexis
David Fox is a Product Marketing Manager for the Nonprofit segment at LexisNexis, a leading provider of data and analytics solutions. Originally from New Jersey, David now lives in Washington DC with his wife, his dog Marco, and his cat Kennedy. David has volunteered with and donated to nonprofits for over 10 years, supporting social, educational, and global causes. With his experience in organizations like the Blackstone LaunchPad powered by Techstars and Memorial Sloan Kettering, David brings a world of innovation and technical knowledge to the nonprofit industry where he hopes to share insight and information that drives the fundraising success of organizations across the country.
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- Non-member - $40
- Professional Member - Free!
- Associate Member - Free!
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Join us for this highly anticipated prospect development industry event! Geared around thought leadership and growth within the prospect development space, the Partner Industry Panel will feature four thought leaders from various supporting organizations within the philanthropy space. The panelists will discuss the various trends they are seeing in the philanthropy world, ways to combat various challenges currently being faced by industry professionals and share tips based upon their own experiences. Moderated by Prospect Development 2023 Conference Planning Committee Chair Stephanie Brouwer (Creative Fundraising Advisors), this is an event you won’t want to miss.
Join us for this highly anticipated prospect development industry event! Geared around thought leadership and growth within the prospect development space, the Partner Industry Panel will feature four thought leaders from various supporting organizations within the philanthropy space. The panelists will discuss the various trends they are seeing in the philanthropy world, ways to combat various challenges currently being faced by industry professionals and share tips based upon their own experiences. Moderated by Prospect Development 2023 Conference Planning Committee Chair Stephanie Brouwer (Creative Fundraising Advisors), this is an event you won’t want to miss.
Stephanie Brouwer (Moderator)
United Way of Central Indiana
Chris Green
Mr
Xapien
Chris has 25 years’ leadership experience in businesses providing data-driven insight across Government, Law Enforcement, National Security and Financial Services clients.
He is currently co-founder and CEO of Xapien – an automated background research platform used by a number of leading universities and non-profits to distil insights from the vast and ever-expanding information space.
Chris began his career at Detica (now BAE Systems) providing technology strategy advice to Central Government agencies in the aftermath of 9/11.
He hence led a number of teams delivering fraud, compliance, cyber security and analytics systems into major private and public sector clients. His final role was Managing Director of the Financial Crime division, with 600 staff in 12 countries.
He left BAE to spend 2 years as Chief Commercial Officer at CallCredit, the challenger credit reference agency, prior to its acquisition by TransUnion for £1Bn.
Justine Griffin
Segment General Manager
Nexis Solutions
Ashley Fitzgerald
Strategic Partnership Manager
Altrata
Ashley spent ten years in the nonprofit sector and saw that the cold reality for nonprofit organizations is a lack of resources (both human and monetary), donor fatigue, and the ever-changing landscape of public opinion towards social services. She also saw professionals who were resourceful, creative, resilient, and relentless in their pursuit of social justice.
With Ashley’s working knowledge of nonprofits, experience with fundraising, and technical savvy, she is afforded the privilege of working with CRMs and consultants who are on the cutting edge of data-driven fundraising.
When she stepped into a leadership role at a residential treatment facility, it was clear that there was much to learn more about the dynamic, far-reaching nonprofit sector. Ashley studied and graduated the University of San Diego’s master’s program for Nonprofit Management and Leadership. There, she worked with local nonprofits to develop fundraising plans, consult on board member duties, write budgets, and develop bylaws.
Ashley is a big-picture thinker with an eye on charitable giving trends.
She has witnessed first-hand the power of wealth intelligence to help nonprofit organizations reach their fundraising goals.-
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- Non-member - $105
- Professional Member - $60
- Associate Member - $60
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Tribal nations in the US have long been misunderstood by the general public, so it's no great surprise that myths and questions persist even in the world of philanthropic fundraising. With 574 federally recognized tribes spread throughout the country, tribal nations constitute an overlooked and underutilized prospecting pool for institutional partnership and fundraising. From strategies to identify tribal philanthropic interests and giving capacity to historical and ethical considerations when working with tribes, this session will empower researchers and position institutions to better navigate relationships and fundraising with tribal nations in the US. Drawing upon the presenter's insights as an Osage tribal citizen and the University of Oklahoma Foundation's long-standing relationships with tribal nations in Oklahoma, attendees will learn about historical and contemporary tribal-federal relations that have economically positioned tribes where they are today, unique legal and business phenomenon that can be leveraged to identify tribal wealth and philanthropic indicators, and ethical and cultural factors that may illuminate pathways to connecting with tribes.
Tribal nations in the US have long been misunderstood by the general public, so it's no great surprise that myths and questions persist even in the world of philanthropic fundraising. With 574 federally recognized tribes spread throughout the country, tribal nations constitute an overlooked and underutilized prospecting pool for institutional partnership and fundraising. From strategies to identify tribal philanthropic interests and giving capacity to historical and ethical considerations when working with tribes, this session will empower researchers and position institutions to better navigate relationships and fundraising with tribal nations in the US. Drawing upon the presenter's insights as an Osage tribal citizen and the University of Oklahoma Foundation's long-standing relationships with tribal nations in Oklahoma, attendees will learn about historical and contemporary tribal-federal relations that have economically positioned tribes where they are today, unique legal and business phenomenon that can be leveraged to identify tribal wealth and philanthropic indicators, and ethical and cultural factors that may illuminate pathways to connecting with tribes.
Bill Hamm
Director of Prospect Research
OU Foundation
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- Non-member - $105
- Professional Member - $60
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This session will introduce concierge medicine, one of the fastest-growing fields of medical practice, and the untapped potential this industry provides for prospect research professionals in the healthcare sector. The concierge medicine market was worth an estimated $6 billion in 2022 and is expected to reach $13.3 billion by 2030. An annual concierge retainer can start at $80,000/year and increase from there. This session will highlight my experience as a former assistant to a private practice concierge doctor in Beverly Hills, California. This includes having worked closely with the physicians and staff to provide personalized, high-level care. This highly tailored service also required conducting biographical and financial research on VIP patients. This experience serendipitously provided key/new insights in identifying high net worth individuals and organizations as a prospect researcher for the University of Southern California's Campaign for Health.
This session will introduce concierge medicine, one of the fastest-growing fields of medical practice, and the untapped potential this industry provides for prospect research professionals in the healthcare sector. The concierge medicine market was worth an estimated $6 billion in 2022 and is expected to reach $13.3 billion by 2030. An annual concierge retainer can start at $80,000/year and increase from there. This session will highlight my experience as a former assistant to a private practice concierge doctor in Beverly Hills, California. This includes having worked closely with the physicians and staff to provide personalized, high-level care. This highly tailored service also required conducting biographical and financial research on VIP patients. This experience serendipitously provided key/new insights in identifying high net worth individuals and organizations as a prospect researcher for the University of Southern California's Campaign for Health.
Brandilyn Small
University of Southern California
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- Non-member - $105
- Professional Member - $60
- Associate Member - $60
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In 2021, cryptocurrency seemed to be at the top of the world. But with the recent bank failures and bankruptcies, it's hard not to wonder if this is the end of crypto? Or just another bubble? Or is this a merely correction? In this session, Elisa Shoenberger will why (or why not)nonprofits should think about crypto, and what researchers can do and what the future might be. Researchers will come away with a better understanding of what cryptocurrencies are, how they work, and how to think about them in fundraising.
In 2021, cryptocurrency seemed to be at the top of the world. But with the recent bank failures and bankruptcies, it's hard not to wonder if this is the end of crypto? Or just another bubble? Or is this a merely correction? In this session, Elisa Shoenberger will why (or why not)nonprofits should think about crypto, and what researchers can do and what the future might be. Researchers will come away with a better understanding of what cryptocurrencies are, how they work, and how to think about them in fundraising.
Elisa Shoenberger
Research Consultant
Aspire Research Group
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- Non-member - $105
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In this breakout session, the presenters will describe how they built new prospect research and management programs at their respective institutions with a team of only one. They will discuss the best first steps to take, including an initial data review, wealth screening, educating other staff, and policy/procedure creation and implementation. The presentation will detail how to handle and prioritize wealth screening results, adapt industry best practices for a small organization, and work best with a Development team who may not have much experience with prospect research and management. The presenters will also discuss how to handle the challenges of being a solo researcher with a limited budget and limited time, in addition to overcoming resistance to procedural change.
In this breakout session, the presenters will describe how they built new prospect research and management programs at their respective institutions with a team of only one. They will discuss the best first steps to take, including an initial data review, wealth screening, educating other staff, and policy/procedure creation and implementation. The presentation will detail how to handle and prioritize wealth screening results, adapt industry best practices for a small organization, and work best with a Development team who may not have much experience with prospect research and management. The presenters will also discuss how to handle the challenges of being a solo researcher with a limited budget and limited time, in addition to overcoming resistance to procedural change.
Jessica Szadziewicz
Prospect Research Manager
University of Saint Mary of the Lake
Derek Beigh
Prospect Research Analyst
Jewish Family Service of San Diego
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- Non-member - $105
- Professional Member - $60
- Associate Member - $60
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