COURSE
Approach To Prospecting
Learn to qualify individual, corporate, or foundation prospects by focusing on key criteria to create a scoring system.
Do you spend endless hours, but still feel like you are swimming aimlessly in a sea of data?
Approach To Prospecting
Learn to qualify individual, corporate, or foundation prospects by focusing on key criteria to create a scoring system
Imagine the next time you receive a request to find donor prospects for a special project. What if you could communicate professionally with the requestor, deliver high-quality prospects on time, and keep the feedback loop open? You’d be a trusted professional, that’s what!
You have the research skills – you just need an approach you can rely upon every time to deliver stellar results.
Yes, you can leverage software tools, but tools can’t replace your insight into fundraising and information sources. Prospect research professionals who add analytical rigor to their work have a well-defined edge in the employment market!
Do you struggle to source new prospects? Do you spend endless hours, but still feel like you are swimming aimlesssly in a sea of data?
Wish there was a tried-and-true method? There is!
This course will teach you an approach for qualifying individual, corporate, or foundation prospects sourced inside or outside the database by focusing on key criteria to create a scoring system. Learn how to communicate with the requestor at every stage of the project and how to manage your time effectively to ensure the highest return on investment in the project.
This course teaches you how to methodically find, and quickly qualify, new prospects. It’s based on the techniques I developed to routinely and efficiently find good prospect leads for all types of nonprofit organizations. The demand to reach outside your constituency to find transformational donors or donors for special programs is on the rise. Regardless of the project specifics, you need a method that works every time!
Imagine the next time you receive a request to find donor prospects for a special project. What if you could communicate professionally with the requestor, deliver high-quality prospects on time, and keep the feedback loop open? You’d be a trusted professional, that’s what!
You have the research skills – you just need an approach you can rely upon every time to deliver stellar results.
Yes, you can leverage software tools, but tools can’t replace your insight into fundraising and information sources. Prospect research professionals who add analytical rigor to their work have a well-defined edge in the employment market!
What You'll Learn
This course will teach you an approach for qualifying individual, corporate, or foundation prospects sourced inside or outside the database by focusing on key criteria to create a scoring system. Learn how to communicate with the requestor at every stage of the project and how to manage your time effectively to ensure the highest return on investment in the project.
This course teaches you how to methodically find, and quickly qualify, new prospects. It’s based on the techniques I developed to routinely and efficiently find good prospect leads for all types of nonprofit organizations. The demand to reach outside your constituency to find transformational donors or donors for special programs is on the rise. Regardless of the project specifics, you need a method that works every time!
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Practice communication skills for defining the request and soliciting feedback
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Create a manual scoring model to help you quickly work through large lists in Excel
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Leverage your knowledge of public information to source prospect lists
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Research and qualify prospects
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Manage your time effectively with tips and tricks
-
Get savvy about delivering a final product that your internal customer wants
What will I learn from taking this course?
In this course you will...
-
Practice communication skills for defining the request and soliciting feedback
-
Create a manual scoring model to help you quickly work through large lists in Excel
-
Leverage your knowledge of public information to source prospect lists
-
Research and qualify prospects
-
Manage your time effectively with tips and tricks
-
Get savvy about delivering a final product that your internal customer wants
What's Included
-
MODULE ONE
Introduction To Prospecting
- Recognize what makes a prospect identification project
- Communicate well to collect the criteria you need
- Evaluate the process as it unfolds in conversation
In this module, you’ll be asked to complete the following assignments:
- Homework | Practice Using the Criteria Worksheet
-
MODULE THREE
Identifying Prospects
- Brainstorm sources and tactics for identifying prospects
- Reflect on likely donor motivations to inform your choices
- Explore leveraging paid research subscriptions
In this module, you’ll be asked to complete the following assignments:
- Homework | Identify Sourcing Strategies
-
FINAL CAPSTONE
Pulling It Together
Building on previous assignments, find and qualify new prospects
-
MODULE TWO
Communicating With Colleagues
- Discover how to ask persuasive questions
- Learn to manage expectations from the beginning
- Examine how using a scoring model affects the workflow
In this module, you’ll be asked to complete the following assignments:
- Homework | Interview a Fundraiser and Confirming Email
-
MODULE FOUR
Qualifying & Delivering Prospects
- Create a scoring methodology in Excel to prioritize prospects
- Prepare the delivery method for your project
- Consider current and future needs for the data
In this module, you’ll be asked to complete the following assignments:
- Homework | Create a scoring model
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BONUS RESOURCES
- Approach to Prospecting Textbook
- Fillable Course Workbook
- Example: Prospecting for Women
What Students Are Saying
“It is so important for me to be able to ask questions and learn from other students' comments and questions. The live classes helped me explore the concepts as I was experiencing them at work."
Liat R.
“I liked building and testing the scoring model so that I could methodically figure out which criteria are best at identifying prospects for a particular project.”
Rachel B.
More Than Lectures
Get Hands-On Experience
Creating a scoring model allows you to continually improve
Prospecting isn’t perfect - there will always be a dud you include and a gem you overlook, but by getting methodical you can keep getting better.
Focus on a deliverable that encourages development officer action
Calling on new prospects is daunting for anyone. Learn to think in new ways about how you deliver your carefully vetted list of prospects.
Communicating well creates the foundation for success
You can take the criteria collection worksheet and adapt it for your organization. This helps you ask all the right questions up front.
Earn your digital badge and certificate of competency
By successfully completing your capstone assignment, you demonstrate that you are competent in researching public company insiders. The digital badge provides this detail to anyone that clicks on it.
1.5
Video Hours
3
Bonus Downloads
4
Modules
12
Coaching Calls
Creating a scoring model allows you to continually improve
Prospecting isn’t perfect - there will always be a dud you include and a gem you overlook, but by getting methodical you can keep getting better.
Focus on a deliverable that encourages development officer action
Calling on new prospects is daunting for anyone. Learn to think in new ways about how you deliver your carefully vetted list of prospects.
Communicating well creates the foundation for success
You can take the criteria collection worksheet and adapt it for your organization. This helps you ask all the right questions up front.
Earn your digital badge and certificate of competency
By successfully completing your capstone assignment, you demonstrate that you are competent in researching public company insiders. The digital badge provides this detail to anyone that clicks on it.
Testimonials
See what a few of our students have to say after taking our course...
“The live class discussion were great! It is so important for me to be able to ask questions and learn from other students' comments and questions. The live classes really helped me explore some of the concepts as I was experiencing them at work."
~ Liat R.
“Creating the profile was the best experience for me. It was great to have a mentor to review my work, offer feedback and help me dig. The videos were fun to watch and easy to understand. Jen truly desires for each of us to succeed.”
~ Lisa B.
Watch this video to get a sneak peek behind the login screen.
Want to reach your Prospecting Goals faster?
Take a quick peek, and discover why you should enroll in the Approach To Prospecting Course...
What's Included?
-
MODULE ONE
Introduction To Prospecting
- Recognize what makes a prospect identification project
- Communicate well to collect the criteria you need
- Evaluate the process as it unfolds in conversation
In this module, you’ll be asked to complete the following assignments:
- Homework | Practice Using the Criteria Worksheet
-
MODULE TWO
Communicating With Colleagues
- Discover how to ask persuasive questions
- Learn to manage expectations from the beginning
- Examine how using a scoring model affects the workflow
In this module, you’ll be asked to complete the following assignments:
- Homework | Interview a Fundraiser and Confirming Email
-
MODULE THREE
Identifying Prospects
- Brainstorm sources and tactics for identifying prospects
- Reflect on likely donor motivations to inform your choices
- Explore leveraging paid research subscriptions
In this module, you’ll be asked to complete the following assignments:
- Homework | Identify Sourcing Strategies
-
MODULE FOUR
Qualifying & Delivering Prospects
- Understand and calculate the value of stock options
- Recognize when to use the Form 4
- Differentiate between stock and derivatives
In this module, you’ll be asked to complete the following assignments:
- Homework | Calculate Stock Options and Information from Form 4
-
FINAL CAPSTONE
Pulling It Together
Building on previous assignments, find and qualify new prospects
-
BONUS RESOURCES
- Approach to Prospecting Textbook
- Fillable Course Workbook
- Example: Prospecting for Women
Enroll today!
join the Approach To Prospecting Course
$990
What's waiting for you...
- 12-month access
- 12-month access to group coaching calls
- Instructor feedback on homework
- Includes the full textbook PDF download
- Digital badge and certificate of competency
Enroll in Approach to Prospecting Course
$990
-
12-month access
-
12-month access to group coaching calls
-
Instructor feedback on homework
-
Includes the full textbook PDF download
-
Digital badge and certificate of competency
Frequently Asked
Questions
How soon can I access the course once I place my order?
As soon as you buy the course, your username and password will be emailed to you for immediate access.
How long will I have access to the course?
You will have access to the course for 12 months from the date you purchase. During this time period, you also have access to the live Group Coaching Calls held monthly.
Who is this course designed for?
This course is designed to teach you a manual method for sorting through lists of potential donors. This course is NOT designed to teach you how to find information on prospects or to teach data analytics or statistical modeling.
How long will it take me to complete the course?
We typically design the courses for about 5 to 10 hours per module. You may need more or less time depending on the complexity of the content and the experiences and skills you bring to the course. Some students zip through a course in a month, others take many months.
What is the course format?
Our on-demand courses provide short video lectures and written content together with quizzes and homework. You can submit your homework for instructor feedback and successful completion of all capstone homework assignments will earn you a digital badge and certificate of competency.
Is it interactive and can I ask the instructor questions?
Absolutely! Your purchase comes with a monthly, live Group Coaching Call with your instructor. You also have access to the Institute’s free, public Learning Community Forums where you can direct message your instructor and connect with your peers.
Can I get a group discount?
Yes. If you have a team of three or more people, please contact sales@prospectresearchinstitute.org to ask about volume discounts. We also offer private training for groups.
Frequently Asked
Questions
How soon can I access the course once I place my order?
As soon as you buy the course, your username and password will be emailed to you for immediate access.
How long will I have access to the course?
You will have access to the course for 12 months from the date you purchase. During this time period, you also have access to the live Group Coaching Calls held monthly.
Who is this course designed for?
Please note that this course is designed for a researcher with three or fewer years of experience, or someone who doesn’t research often. This course is NOT designed for researchers with many years of experience preparing prospect profiles.
How long will it take me to complete the course?
We typically design the courses for about 5 to 10 hours per module. You may need more or less time depending on the complexity of the content and the experiences and skills you bring to the course. Some students zip through a course in a month, others take many months.
What is the course format?
Our on-demand courses provide short video lectures and written content together with quizzes and homework. You can submit your homework for instructor feedback and successful completion of all capstone homework assignments will earn you a digital badge and certificate of competency.
Is it interactive and can I ask the instructor questions?
Absolutely! Your purchase comes with a monthly, live Group Coaching Call with your instructor. You also have access to the Institute’s free, public Learning Community Forums where you can direct message your instructor and connect with your peers.
Can I get a group discount?
Yes. If you have a team of three or more people, please contact sales@prospectresearchinstitute.org to ask about volume discounts. We also offer private training for groups.
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