The Three Stages of Solicitation
A statistical model can be used to identify characteristics of those who are most likely to give. You can then apply the model to the entire database to find prospects who have not yet made a large gift, but who statistically resemble those who have.
Make use of data from electronic databases to make your research time more effective. Many can be used without charge, while some require a fee or subscription. You can find links and information about many of these resources at www.aprahome.org/researchlinks/index.html#prospres
Don’t neglect the resources available for free from your local library. Among the most valuable of those resources is the reference librarian, who can be a wonderful partner in finding hidden prospect information. Ask about the business section of the library. The genealogy section also might provide helpful information. Many of the library’s databases can be accessed from your home or office over the Internet by using your library card number.
David Lamb is a consultant at nonprofit software services provider Blackbaud. He can be reached via www.blackbaud.com