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  • 1.  Prospect Research Profiles

    Posted 09-15-2024 08:17 PM

    Does your organization have thresholds for what level of prospects your researcher will build a full profile? What information does the researcher collect and distribute to the team below that amount? 

    thanks,



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    Ashley Holder
    Scouting America
    ashley.holder@scouting.org
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  • 2.  RE: Prospect Research Profiles

    Posted 09-15-2024 08:33 PM
    I find that most organizations established three categories of profiles.

    One is what I call the "Cocktail Party Profile." This is a "quickie" based on information already in your CRM to provide your ED with conversational information during an event.

    Then there is the Discovery Profile. This is a one-pager given to your gift officer meeting with a prospect for the first time - however, they have already been qualified as having the potential to make a major gift.

    The third profile is the deep dive telling your gift officer everything they need to make the major gift ask.

    Other than the "Cocktail Party Profile," prospect profiles are generally reserved for only the prospects capable of making a major gift.

    Some large organizations will do profiles for lower levels. However, you need a larger and robust prospect development team to support that.

    John





  • 3.  RE: Prospect Research Profiles

    Posted 09-15-2024 08:36 PM
    We only do profiles as a form of meeting prep for the CEO or a program leader meeting with a donor. 

    In all other reactive situations my team works to understand what the requestor is trying to find out about the donor and then we answer those questions. 

    If we are supplying research in order to evaluate someone as a prospect, we evaluate capacity, philanthropic behavior and the prospect's relationship to the organization, usually in bullets or a paragraph. 

    I hope this helps!

    Yana





  • 4.  RE: Prospect Research Profiles

    Posted 09-16-2024 08:53 AM

    Hi Ashley...

    I believe the level depends very much on your organization and what is considered "major gift" level.  In most institutions this is $25k and up or $100k and up.  Often research departments will do a "quick" profile for qualification purposes when requested by a member of the development team.  It consists of a few data points such as address, total wealth, wealth screening score, employment, past giving, family information.  If the person is qualified, then they will move on to a more detailed profile.  

    In terms of other profiles, you would at least want one for volunteers which removes any "sensitive data" such as wealth and asset detail and giving detail, birthdate, etc. 

    Terry Callaghan

    Zuri Group 



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    Terry Callaghan
    Zuri Group
    terry@zurigroup.com
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