Prospect Research
Robin Jones, Rebecca Funnell, 2011

  • PDF ISBN: 9781908595034
  • Pages: 29

Any charity seeking to recruit and cultivate potential major donors will first need to apply resources and time to the task of prospect research.

This practical guide in the Charity First series shows the key elements of the prospect research function, including how to identify and build a pool of prospects, how to qualify, rate and profile individual prospects, and how to estimate their wealth and gift capacity. In a potentially boundless field, the guide also offers advice on how to keep the research task manageable.

A wealth of practical information is contained, including a list of domestic and international research sources, tips on internet research, and an overview of Data Protection Act legislation.

With the help of this guide, fundraisers can go to that important first meeting with a major gift prospect confident that the homework has been done and that a rewarding relationship with the potential donor should be within their sights.

About the author

Robin Jones

Robin is a hands-on prospect research consultant. He has worked in fundraising for 15 years and set up his own business, Milestone Research, in 2003.

After completing his degree at Bristol, Robin worked for a local authority as an archivist. He worked in information management for two multinationals in London before moving into the not-for-profit sector.

He was chair of the Institute of Fundraising’s special interest group, Researchers in Fundraising, from 2002 to 2007 and continues as a committee member.

Robin is a former trustee of the Bristol-based recycling and prisoner rehabilitation charity, The Sofa Project. / 0117 330 7243. 

Rebecca Funnell

After eight years with a larger prospect research agency culminating in the role of Managing Director Rebecca established her own prospect research consultancy, Telos Research, in 2005.

Through Telos she works with a range of not-for-profits from local to international, across the charity, healthcare, education and arts’ sectors. She has expertise in prospect research training and consultancy as well as in hands-on research projects.

Rebecca is a Committee Member for the Institute of Fundraising Special Interest Group Researchers in Fundraising and was previously a Member of the Management Committee of a Bristol-based family support charity, Mothers for Mothers.

She has a degree in English Literature from University of York and speaks and reads French. / 01874 658 636.

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