The Ins

1. Welcome to “The Ins & Outs of a Career in Prospect Research”Rocky Mountain Chapter SLA Virtual LunchNovember 21, 2013 Speakers: Maureen Festa Anna Shallenberger

2. 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?

3. The slides & recording of this program will be posted at http://rockymountain.sla.orgMore to discuss? Use Twitter hashtag #rmslaSpeakers #mefesta& #closetlibrarian 2

4. About 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

5. Agenda • 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 one’s network/brand. • Q&A • Closing

6. Maureen Festa #mefesta 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, America’s 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.

7. Anna Shallenberger #closetlibrarian Anna Shallenberger’s “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 U’s 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 accomplish her 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 CID’s 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 cases officer] 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.

8. "I'm a librarian*…sorta." *I'm really a prospect researcher. #mefesta

9. Two job descriptions…many similar skills and roles Research Librarian Job Description Many research librarians review, analyze, evaluate and organize information for 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 of library material and instruct library patrons on the use of library facilities. Source: http://supportingadvancement.com; http://www.ehow.com/about_6795556_research-librarian-job-description.html #mefesta Prospect Researcher Job Description To identify, collect, organize, analyze, and disseminate information on 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 and development 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).

10. Basic skills for prospect researchers Source: APRA Skills Set: Prospect Research Fundamentals #mefesta 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 and ethical 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 search techniques and mastery of Boolean searching Proficiency in determining the quality, reliability, and accuracy of sources Proficiency in acquiring cost-effective, appropriate, and sound information

11. Who are prospect researchers? Source: 2003 APRA Member Survey Results #mefesta

12. Who are prospect researchers, really? #mefesta 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% of researchers hold MLS degrees.

13. 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 13

14. Where to find more information on Prospect Research (obligatory cat photo) #mefesta • 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

15. Why? #closetlibrarian “Hide not your talents, they for use were made,What's a sundial in the shade?” ― Benjamin Franklin

16. WHEN Interests > Available Time / Schedule Flexibility RESULT= Stress #closetlibrarian

17. HOW CAN ONE ‘CONTRIBUTE’? #closetlibrarian • Donor / Prospect / Grant Research can mostly be accomplished on one’s 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 organizations to achieve their goals....

18. ID-ing Your Opportunity – What Do You Care About? #closetlibrarian • Cultural/Arts Interests? • Where are you/yours an alum? • Medical conditions you/yours suffer? • Activities your kids/family involved in? • Boss/senior management’s favorite charity... • Community help for your neighbors in need... • And of course, your local public library...

19. #RMSLA Information Not elsewhere classified Customers

20. Triangulation – not just OSINT #closetlibrarian

21. Triangulation = Heart of CI #closetlibrarian

22. Research Process #closetlibrarian

23. Professional Development #closetlibrarian • 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?

24. Networking & Brand Impact #closetlibrarian • Greater visibility to local leaders • Opportunity to demonstrate skills to broader audience without openly job-hunting • Illustrates “team player” mentality • Exemplifies service orientation • Shows ability for work/life balance

25. #RMSLA READ! #closetlibrarian

26. Ultimately.... #closetlibrarian “The person born with a talent they are meant to use will find their greatest happiness in using it. ” ― Johann Wolfgang von Goethe

27. Speaker Contacts

28. “The Ins & Outs of a Career in Prospect Research” Appendix/CaseRocky Mountain Chapter SLA Virtual LunchNovember 21, 2013 Anna Shallenberger

29. Career Path - Donor/Prospect Research SLA Task Force #closetlibrarian

30. Volunteer Path - Donor/Prospect Research #closetlibrarian

31. #RMSLA Research Need #closetlibrarian

32. Research Need #RMSLA #closetlibrarian

33. Research Need #RMSLA • Other Material Available: • Event Attendee Survey including demographics & psychographics • Prior year stats – financial & other • Objectives: • Expand/Filter existing prospects • Customize pitches prioritized targets • Improve marketing collateral #closetlibrarian

34. Research Deliverable Mock-up / Modeled Example Actuals Confidential... • 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 #closetlibrarian

35. Research Deliverable Mock-up / Modeled Example Actuals Confidential... • 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.. #closetlibrarian

36. Research Deliverable Mock-up / Modeled Example Actuals Confidential... • 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 #closetlibrarian

37. Research Deliverable Mock-up / Modeled Example Actuals Confidential... • 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 #closetlibrarian

38. Research Deliverable Mock-up / Modeled Example Actuals Confidential... • 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 #closetlibrarian

39. Research Deliverable Mock-up / Modeled Example Actuals Confidential... • “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 #closetlibrarian

40. Research Deliverable Mock-up / Modeled Example Actuals Confidential... • 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 • Beta’s / product tests or introductions #closetlibrarian

41. Research Users #closetlibrarian • Foundation Leadership & Board • Development team, long term-not just event • Event Team- in house & volunteer • Other stakeholders including event exhibitors

42. Information Sources... "PRSPCT-L" #closetlibrarian