2012 Ins & Outs of a Career in Prospect Research

#RMSLA

Welcome to

“The Ins & Outs of a Career
in Prospect Research”
Rocky Mountain Chapter SLA Virtual Lunch
November 21, 2013

Speakers:
Maureen Festa
Anna Shallenberger
Rocky Mountain Chapter SLA . . . Elevate Your Value

#RMSLA

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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#RMSLA

The slides & recording of this program will
be posted at http://rockymountain.sla.org

More to discuss?
Use Twitter hashtag #rmsla
Speakers #mefesta & #closetlibrarian


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About RMSLA
 Site

#RMSLA

http://rockymountain.sla.org

 LIG http://www.linkedin.com/groups/SLA-Rocky-MountainChapter-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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Agenda

#RMSLA

 Announcements / Housekeeping
 Speaker Intro
 Maureen Festa


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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

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#RMSLA

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, 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.


#mefesta

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Anna Shallenberger

#RMSLA

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.


#closetlibrarian

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#RMSLA

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


#mefesta

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#RMSLA

Two job descriptions…many similar skills and roles
Prospect Researcher Job Description

Research Librarian Job Description

identify, collect,
organize, analyze, and
disseminate information

research librarians
review, analyze, evaluate
and organize information

To

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

Many

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.

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).

Source: http://supportingadvancement.com;
http://www.ehow.com/about_6795556_research-librarian-job-description.html


#mefesta

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#RMSLA

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 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
Source: APRA Skills Set: Prospect Research Fundamentals


#mefesta

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#RMSLA

Who are prospect researchers?

Source: 2003 APRA Member Survey Results


#mefesta

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Who are prospect researchers,
really?

#RMSLA

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.

#mefesta

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#RMSLA

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

#mefesta

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#RMSLA

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

(obligatory cat photo)

• 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


#mefesta

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#RMSLA

Why?

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


#closetlibrarian

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#RMSLA

WHEN Interests > Available Time / Schedule Flexibility RESULT= Stress


#closetlibrarian

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HOW CAN ONE ‘CONTRIBUTE’?

#RMSLA

◊ 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....

#closetlibrarian

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ID-ing Your Opportunity –

#RMSLA

What 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 management’s favorite charity...
Community help for your neighbors in need...
And of course, your local public library...

#closetlibrarian

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Information Not

elsewhere classified

#RMSLA
#RMSLA

Customers


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Triangulation – not just OSINT


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#closetlibrarian

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Triangulation = Heart of CI


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#closetlibrarian

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Research Process


#RMSLA

#closetlibrarian

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Professional Development

#RMSLA

◊ 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?


#closetlibrarian

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Networking & Brand Impact

#RMSLA

◊ 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


#closetlibrarian

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READ!


#RMSLA
#RMSLA

#closetlibrarian

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Ultimately....

#RMSLA

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


#closetlibrarian

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Speaker Contacts

Maureen Festa
Maureen Festa
mefesta@mit.edu

Anna Shallenberger
anna@targetedknowledge.com

Work: 617.324.8491
Fax: 617.258.8690
www.linkedin.com/pub/maureen-festa/3/706/626

Cell: 203.258.2383
Fax: 917.591.6732
Skype: anna.fay.shallenberger
www.linkedin.com/in/annafayshallenberger

Twitter: mefesta

#RMSLA

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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Anna Shallenberger

“The Ins & Outs of a Career
in Prospect Research”
Appendix/Case
Rocky Mountain Chapter SLA Virtual Lunch
November 21, 2013


#RMSLA

Career Path - Donor/Prospect Research


#RMSLA

#closetlibrarian

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Volunteer Path - Donor/Prospect Research


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#closetlibrarian

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Research Need


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Research Need


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#closetlibrarian

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Research Need

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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

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Research Deliverable

#RMSLA

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

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#RMSLA

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

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#RMSLA

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

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#RMSLA

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

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#RMSLA

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

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#RMSLA

“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

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#RMSLA

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

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Research Users
◊
◊
◊
◊

#RMSLA

Foundation Leadership & Board
Development team, long term-not just event
Event Team- in house & volunteer
Other stakeholders including event exhibitors


#closetlibrarian

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Information Sources...

#RMSLA

"PRSPCT-L"


#closetlibrarian

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2012 Ins & Outs of a Career in Prospect Research

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