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International Prospect Research Review

International Prospect Research Review. Malcolm Kelly Globalization in Institutional Advancement Texas Tech April 18 2002. International Prospect Research A Different Language? or Just Another Dialect?. Familiar Faces Looking for Capacity Looking for Relationship – true connections

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International Prospect Research Review

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  1. International Prospect Research Review Malcolm Kelly Globalization in Institutional Advancement Texas Tech April 18 2002

  2. International Prospect Research • A Different Language? • or Just Another Dialect?

  3. Familiar Faces • Looking for Capacity • Looking for Relationship – true connections • Looking for Philosophy and Attitude • Looking for Peers • Looking for Timing • Looking for Opportunity • Looking for Acknowledgement Opportunities • (Quid pro Quo)

  4. Not so familiar…. • Not Publicly available information….hmm • Not in always in English. Babelfish to the rescue • Names Difficult, addresses likewise: Budapest; Bucharest • Privacy and Data-Protection Legislation: Basis is “Need to Know”

  5. Different Attitudes to Money: • Income vs capital • Wealth: new and old (Bekaert) • Inheritances and Self-Made Money • Taxes!!! • Philanthropy • The Quid-Pro-Quo (the inverse of Easy-Come-Easy-Go)

  6. Differences in the Entities we work with: • Company / Corporation • Trust / Foundation / Stichting / Stiftung / University / Holding • Family • Individual (Expatriate; National with US experience, local) • And many other legal entities

  7. Differences in Laws: • Tax Deductibility: don’t despair - talk to a good accountant • Gift Taxes: the case of the International School of Amsterdam • Foundations: widely differing definitions • Inheritance: estate planning can be very useful • Thomas Harris Book (listed in handout)

  8. As always, relationships are key • Family • Public Service • University (alumni) • Exchanges • Graduate Education • Religious affiliation • Clubs and past-times (philosophical / political; cultural / sporting / recreational) • Favors Owed • Business Partners

  9. What to put in a profile, perhaps • Relationships Continued: • Shareholders • Medical / Hospital Professional • Neighbors in South of France, Switzerland, etc (vineyard story) • Round Circle of European Industrialists etc • Boards and Directorships - Business • Boards and Directorships - Volunteer • Patronage • Titles and Honors

  10. A Quick Case History Universite catholique de Louvain Fondation Louvain • Our Objectives: • Widen and Deepen the Prospect Pool in Context of Gift Chart / Campaign • Develop Leadership • Develop Acceptance of Fundraising by showing how knowing relationships are key to success

  11. A Quick Case History Universite catholique de Louvain • Discovery • Internal Data Mining: Giving History • External Sources (eg Top Management) • Validation / Focus- Internal • Validation / Focus – Peer External (Volunteers and Colleagues) • Contact with the prospect • Cultivation • Solicitation • Stewardship of the gift AND THE INFORMATION

  12. A Quick Case History Universite catholique de Louvain Results: • Dozens of top prospects • Identification of wealth • Development of leadership / Network • Hundreds of mid-level prospects • Pin-pointed Rising Stars, proteges and pals • Gained acceptance of Prospect Research and the Fundraising Process • Got better at prospect research • Oh, and we Raised the Gifts

  13. Our View: Results are useful when: • The process is real, not an exercise begun after the airline tickets are issued…. • When the process is focussed, geographically, socially, or sectorally, not spread thin • When expertise and true knowledge appears, not un-related facts and figures • When the emphasis is on identifying capacity, not confirming existence! • When validation is done through peer-review, not fifth-party synthesis of dry research.

  14. Go ahead and research!! • There ARE sources • The best info comes from contact • Peer Review does work • Trade favors with colleagues “on the ground” (Brakeley can help too) • Attend a CASE conference IN EUROPE • Keep focussed: the world is still too big

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