Industry Practice Review: Prospect Profiles with Jen Filla
Profiles are like denim: they never go out of style, are long-lasting, and yet they trend like fashion! Whether you… Read More »Industry Practice Review: Prospect Profiles with Jen Filla
Fishing for Prospects: The Promise of Validations
Finding new prospects is often compared to fishing. You throw out a proverbial net and hopefully get an incredible number of fish in return. Some are going to be bigger than others; hopefully, you’ll throw the smaller fish back into the water to grow and thrive.
Strategic Research for Transformative Gifts
Asking for a major or transformative gift is a little bit like asking someone to marry you. You’ve (likely) been dating one another for a while and know quite a bit about your respective interests. Maybe you’ve discussed marriage; perhaps you haven’t. Ideally, you have an idea that the other person will actually say “yes.”
Finding the Right Cheese for the Cracker: Using Research to Create Strategies and Tactics for Cultivating Prospects
For some prospects, it’s easy to know how they made their money. For instance, if they are a CEO or some part of the C-suite at publicly traded firm, there will be information about their salary, stock and other types of equity (like stock options and restricted stock units).
Learning to Drive: Using Prospect Research for Early Cultivation Meetings
Remember the first time you got behind the wheel of a car? Maybe you had taken your learner’s permit test or not; maybe you had watched your parents closely as they drove. But when facing the wheel, pedals, and all those buttons for the first time, it might have been really daunting. I was frustrated the first time I got behind the wheel; no matter what I did, I could not get the car to go. I soon realized that no one had told me to push the brake while starting the car!
To Use or Not to Use Corporate Capacity Ratings
While capacity ratings are the typical researcher’s bread and butter, we asked our panelists about the use of capacity ratings when it comes to corporate prospects