Do you need to get started using research to raise more money?
Are you a fundraiser or a new prospect research analyst?
Do you have prospects “north of the border” and don’t know where to start?
This course teaches fundraisers and researchers how to start researching your prospects and donors, using what tools are available in Canada, to help move your prospects through the gift cultivation cycle.
You have the fundraising intelligence – you just need to know the what, where, and how!
Students will also learn how to think strategically while doing research in order to help provide “next steps” to their fundraising colleagues to meet their solicitation goals.
Understand how research is best used throughout the fundraising cultivation cycle.
Identify and research foundations, corporations and individuals for major giving and blended and/or planned giving cultivation using Canadian research tools.
Recognize how affinity and capacity work together to identify a best prospect.
Compare and contrast research resources and tools, paid and free.
Understand pipeline management and prospect research strategic plans.
Please note that this course is designed for a researcher with three or fewer years of experience, someone who doesn’t research often, OR those researchers who may be based in countries other than Canada and wish to learn about research using Canadian resources.
“Tracey is a "researcher extraordinaire". She is a supportive and loyal team player who can quickly and efficiently provide the background information a development officer needs to secure a meeting and close a gift. I have learned a tremendous amount about research from Tracey. Thanks to Tracey's logical and analytical thinking and her warmth and sense of humour, she is not only a fabulous researcher but also a fabulous instructor. I highly recommend Tracey both as a researcher, as an instructor and as a manager.”Mary McPherson, CFRE | CEO, Oakville Hospital Foundation
“I have worked and presented with Tracey over many years. She is the ultimate professional and truly understands the fundraising side of prospect research. Because of Tracey's ability and insight I was able to negotiate very large major gifts knowing I had an exceptional level of background information which led to creative and successful strategies. Tracey is a true team player and wants to see fundraisers succeed. ”Janet Turner | Campaign Director, Brain Campaign, Toronto General & Western Hospital Foundation
“Tracey is a strategic thinker and problem-solver who applies her considerable talents to prospect research. She is smart, funny, and oh so savvy. She is good at figuring out how to help achieve goals with great insights.”Ann Rosenfield, CFRE | Executive Director, Board Leader, Philanthropy Expert, Charitably Speaking
“Tracey and I have worked together in her capacity as foundation researcher and as research consultant extraordinaire, as well as in the classroom at Western University. Tracey is a leader across North America in the prospect research world, an excellent communicator, a mentor to many and a great friend to countless people in the non-profit sector. Tracey's work is strategic, thoughtful, and delivered in a manner that allows people from a wide variety of perspectives to benefit.”Peter McKinley | Senior Consultant, Global Philanthropic Canada Inc.
All the training materials and recordings used in the course.
Free access to the iWave, CharityCan, and Imagine Canada Grant Connect throughout the duration of the course (4 classes over 2 weeks).
Prospect research templates for profiles, and strategic planning.
Students receive a discount code toward the purchase of Apra Canada’s Prospect Research in Canada: An Essential Guide for Researchers and Fundraisers, edited by Tracey Church & Liz Rejman. Civil Sector Press, 2016.
While purchasing the book is not mandatory for the course, the instructor will be recommending further readings from the book.
While you can consume the course in any way you like there are:
4 live ~90 minute virtual (webinar style) classes, the dates are:
- Monday, 25 April 2022: 2:00 – 3:30 pm ET
- Wednesday, 27 April 2022: 2:00 – 3:30 pm ET
- Friday, 29 April 2022: 2:00 – 3:30 pm ET
- Monday, 2 May 2022, 2:00 – 3:30 pm ET
- Lesson Modules: There are four (4) lesson modules in this course – check out the curriculum below.
- Time: This course is best viewed live. If you wish to watch the replays, expect to spend ~2 – 3 hours per module in addition to take-away homework assignments (1 per class), and recommended reading (ongoing).
- Format: Content includes 4 live classes, templates, homework assignments (with feedback), and recommended further readings.
- Discussion: As a member of the Institute, you can also join the Slack discussion channels.
Be attentive during class and ready to participate – there will be time for questions in each session – but, be respectful of other student’s and the instructor’s time
Be prepared to complete homework tasks and forward them for feedback
Be able to navigate internet resources
Be proficient in MS Office (especially MS Word and MS Excel)
Have good communication skills including reading, writing, compilation and understanding of resources, and, communicating results to fundraising staff (if you aren’t there yet – that will come!)
- Overview of course; expectations of the students; discussion of assignments.
- Includes an overview of prospect research within the fundraising cycle; types of funding foundations; accessing free and fee-based resources for researching foundations; and, information that is useful to include in a foundation profile/research request for the fund development team.
- Includes types of companies found in Canada; how to research private and public companies using free and fee-based resources; and, information that is useful to include in a corporate profile/research request.
- Includes useful free and fee-based resources used to research individuals in regard to wealth indicators such as donation history, real estate holdings, shareholdings, and salary estimates; estimating giving capacity; and, introducing capacity and affinity ratings into your database.
- Includes characteristics of a healthy pipeline; setting up pipeline metrics; how to identify problems; where and when to use gift charts; prioritizing prospects; and, an introduction creating a prospect research strategic plan.
Tracey has been a professional researcher for over 20 years and is the Past President of the Association of Professional Researchers in Advancement (APRA-Canada). She is the Principal, Researcher and Consultant with Tracey Church & Associates. Tracey is proud to be the Co-Editor and Co-Author of APRA-Canada’s first book “Prospect Research in Canada: An Essential Guide for Researchers and Fundraisers” (Civil Sector Press, 2016). Tracey is a member of the Association of Fundraising Professionals (AFP) International Research Council and is a former Director for APRA International and AFP Golden Horseshoe. Tracey is proud to be the President of AFP’s newest chapter, the AFP London & Region Chapter, launched in March 2020. In 2018, Tracey received the inaugural APRA Canada Excellence in Prospect Research Award. Tracey has worked with over 300 organizations in the fields of health care, education, social services, the arts, research, international, and the environment. Her work includes customized one-on-one or group training, custom research profiles, prospect identification, database screening, pipeline management, strategic planning, time and database management, and specialized research projects. Tracey is a part-time faculty member at Western University (London, Ontario) teaching the Prospect Research in Fundraising course in the Master of Library and Information Science program (MLIS). She has her MLIS and her Professional Certificate in Not-for-Profit Management from Western University. She is a regular and requested presenter for APRA, AFP, AHP, CAGP and is an AFP certified Master Trainer. Overall, Tracey loves to see her students and trainees succeed in the exciting field of prospect development!