2013 Ins & Outs of a Career in Prospect Research

8/13/2019 2013 Ins & Outs of a Career in Prospect Research

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Rocky Mountain Chapter SLA . . . Elevate Your Value

#RMSLA

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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#RMSLA

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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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http://rockymountain.sla.org/http://rockymountain.sla.org/


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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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#RMSLA

8#mefesta

"I'm a librarian*sorta."

*I'm really a prospect researcher.


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9#mefesta

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

10#mefesta

Source: APRA Skills Set: Prospect Research Fundamentals


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Who are prospect researchers?

11#mefesta

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

14#mefesta

(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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16#closetlibrarian

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

20#closetlibrarian

T i l ti H t f CI


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#RMSLATriangulation = Heart of CI

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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

24#closetlibrarian

#RMSLA

#RMSLA


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25#closetlibrarian

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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#RMSLA

Speaker Contacts

Maureen Festa

Maureen Festa

[email protected]

Anna Shallenberger

[email protected]

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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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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#RMSLA

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#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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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



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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..



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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



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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



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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



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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



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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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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/

Documents

2013 Ins & Outs of a Career in Prospect Research