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The Prospector

The Prospector
A Publication of APRA Metro DC
A Publication of APRA Metro DC
Discover New Ideas | Learn New Approaches | Build New Connections
Newsletter Chair & Editor March 23, 2017
Elizabeth Dickson Volume 5 Issue 1


From the Presidents Desk
By Lindsey Nadeau
1 From the Presidents Associate Director, Presidential and Principal Gifts Research,
Desk The George Washington University
During my final weeks as President Ive been taking stock of how far APRA Metro DC
1 Welcome from Your has come since I joined the chapter in 2011. Among some of the chapters most
New President significant milestones, the fact that our membership and board nearly doubled in size
speaks volumes to the sizzle our chapter brings to the prospect development
2 2017 Conference community. Programming tailored to our members needs, expanded professional
Preview development resources like our scholarship and mentor program, and partnerships with
industry-leading vendors and sister professional associations have been some of the
2 Tales from a Mentor boards biggest wins these past few years.
and Mentee
I want to share a very special thank you to the APRA Metro DC board members of the
3 Salary Survey past and present, who stepped up to lend the membership their brain power,
3 Research Pride Month resources, and above all else, their time. Thank you to the programming committee
members, presenters, sponsors, newsletter contributors, mentors and mentees, event
4 Political Polarization volunteers, and most of all, the members. A particularly grateful thanks to those folks
Ive shamelessly called favors in from time after time, who were always willing to
advocate for our chapter. Im elated to hand the reins to Rachel and discover where
her leadership will take our chapter next!


APRA Metro DC Annual
Hear from leading
industry experts at this Lindsey Nadeau Rachel Collins
years APRA Metro DC
Annual Conference! A Message from Your Incoming President
Registration closes April By Rachel Collins
3rd! Interim Director, Research and Prospect Management, American University
Coming off the heels of our February roundtable lunch, Prospect Development as
Strategic Partners, I am feeling especially energized to be a part of the APRA
Date: Tuesday, April community. As the conversation got rolling, a few themes on the commonalities of
prospect development professionals stood out to me. We are deeply committed to our
11th 8:30 a.m. to 4:30 work. We are eager to share ideas with our colleagues and learn new strategies to serve
p.m. our individual fundraising operations. Moreover, we are hungry for professional growth
and opportunity.
Location: CASE DC
With that in mind, the APRA Metro DC chapter is here to support you. If you are seeking
Offices the wisdom of a seasoned colleague or have a bit of wisdom of your own to impart,
1307 New York Ave. NW consider joining our Mentor Program.
A Message from Your Incoming President continued on page 3.
Register: here!
Page 2 The Prospector
APRA DC Members Celebrate Giving in America
By Elizabeth Dickson
Donor Relations Coordinator, Newseum
On Jan. 10, 2017, members of the APRA Metro DC chapter partnered with AFP DC and
CASE District II for a docent-led tour of the recently opened Smithsonian exhibit
Giving in America, at the National Museum of American History. The event was
generously sponsored by Bentz Whaley Flessner, who also is a Gold Sponsor of the APRA
Metro DC chapter. This permanent exhibit takes a look at the historical role of
philanthropy in the United States and asks the questions of who gives, why do we give,
what do we give, and how do we give. Each year the exhibit will also take a look at an
area of giving, with the current one being Sustainability and the Environment. During
the tour, members learned about how the method of giving has evolved from donation
boxes and collection plates to online donations. Some of the artifacts on display
including race bibs from charity runs, a bucket from the Ice Bucket Challenge to copies
of Giving Pledge letters, buttons for causes and more.

Following the tours, attendees were invited to a happy hour at Elephant & Castle, to
network with sister organizations. Remarks were made by representatives from APRA
Metro DC, AFP DC, CASE District II and Bentz Whaley Flessner.

Join us for the 2017 APRA Metro DC Conference!

By Catherine Flaatten
Prospect Research Analyst, Share Our Strength
APRA Metro DC is thrilled to announce the details for our upcoming annual conference, to be held on April 11 at the CASE
DC offices!

After a networking breakfast, well kick off the event with a look at What Will Matter in 2017 from Stacy Palmer, Editor
of The Chronicle of Philanthropy. Then Christina Pulawski, an independent consultant specializing in development research,
prospect management and information flow, will dive into the nitty-gritty with a presentation on the challenges of onboarding,
training, and scaling research shops of all shapes and sizes.

After lunch well hear from Michael Quevli, currently a senior consultant with Blackbauds Target Analytics, who will bring his
more than 20 years of experience in prospect development to direct an open roundtable discussion on the issues most critical to
our membership as identified by the attendees themselves.

Finally, well wrap up the conference with a panel of fundraising executives from a variety of backgrounds and organizations.
The panelists are:
Jennifer Broome, Chief Development Officer at the Nuclear Threat Initiative
David Anderson, Senior Associate Vice President for Development at The George Washington University
Elliott Gaskins, Managing Director of Development at Share Our Strength
Lee Holsopple, Assistant Vice President of University Programs at American University
This accomplished group of leaders will discuss the current challenges and opportunities faced by professionals in prospect
research and development, as well as offer their insight as to where our field is headed in the future.

We sincerely hope you will join us for this exciting event! View the full agenda and register on our website. If you have any
questions, please contact Catherine Flaatten at We hope to see you there!

Tales from a Mentor and Mentee: An Interview about the APRA Metro DC
Mentorship Program
By Elizabeth Dickson, Anne Scheurer and Gerry Culver
Last April, APRA Metro DC announced a new initiative, the mentorship program. This program was designed to connect growing
and seasoned professionals to discuss prospect research learning opportunities and career growth. Whether the mentor and
mentee work in in the same area or work more than an hour away from each other, this program is open to all members. As the
program continues to grow we asked a mentorship team to share their experience with the program so far.

Elizabeth Dickson (ED): Can you tell us about your career in prospect research so far?

Anne Scheurer (AS): I have been serving as the Director of Development Research at Johns Hopkins since 2001. We are a 13-

Tales from a Mentor and Mentee continued on page 5.

The Prospector Page 3

A Message from Your Incoming President continued from page 1.

If your goal is to learn new skills and grow your network by attending a conference, apply for the Daniel H. Greeley Memorial
Scholarship to attend the AASP Summit in Chicago. If you are in search of guidance in salary negotiations or hiring new staff, I
encourage you to participate in our first ever APRA Metro DC Salary Survey. In addition to all of these great opportunities, the
chapter is gearing up for our annual conference on April 11, which promises a fantastic roster of nationally recognized speakers
and industry leaders.

As I reflect on APRA Metro DCs growth over the last year and the dynamic offerings we provide, I know it is a testament to the
chapters membership, board, and volunteers. All of you bring innovative ideas to the table, energy to our community, and fill
me with excitement as I stepped into the chapters presidency. I must extend a special thanks to Lindsey Nadeau for her
leadership and service, which has set us for an upward trajectory. I encourage all of us to consider ways we can contribute to
APRA Metro DCs momentum. I cant wait to see what we accomplish next!

Take APRA Metro DCs 2017 Salary Survey Today!

DCs competitive non-profit job market is one of a kind. Yet national salary surveys often group DC within the wider Mid-
Atlantic, undervaluing our unique abundance of opportunity and talent. Are you interested in how your salary stacks up
against your peers in our specific market? Are you hiring a new position and want to know about DC area salary
trends? Your participation in our 2017 Salary Survey will provide a more accurate representation of prospect development
professionals in the DC area. Survey results will be distributed to chapter members. Click here to participate in the 2017
Salary Survey now!

Apply for the Daniel H. Greeley Memorial Scholarship

APRA Metro DC is accepting submissions for this years Daniel H Greeley Memorial Scholarship. The winner will be able to
use this scholarship for both registration and travel expenses to attend the 2017 Association of Advancement Services
Professionals (AASP) Summit in Chicago, IL, which will be held Oct. 30 through Nov. 1 at The Chicago Hilton. AASP is
celebrating 10 years of high-caliber education and networking for advancement services professionals. The theme of this
years Summit, Impacting the Changing World of Philanthropy, will be explored through five primary tracks: Leadership
& Career Development, Technology Trends, Analytics & Reporting, Prospect Management & Donor Relations, and Gift &
Bio Administration.

For this years APRA Metro DC scholarship program, an individual may self-nominate and managers are encouraged to
nominate a colleague or a direct report. Applications are due by April 30, and a recipient will be chosen by the end of
July. Nominations can be submitted here. Please visit the APRA Metro DC website for updates on submission and
selection deadlines, and any additional information.

Celebrate #ResearchPride Month

By Ana Morgenstern
Manager, Research and Prospect Management, Newseum

Prospect Research is one of those professions that you learn on the job. A few years ago, most organizations did not have a
researcher on staff, yet the profession has shown that not only is there a need to have cutting edge information, but also a
need to have a person within the organization to help direct that wealth of information to the appropriate strategy. In short,
the profession has now moved from obscurity to a prominent role. This is why we come together, to celebrate our pride for the
profession. March allows us the opportunity to brag about what we do and how we help organizations around the country fulfill
their mission.

#ResearchPride Month is also an opportunity to learn from our colleagues. From strategies on how to improve research, to
strategies on how to collect information or best way to keep track of it, we are a constantly evolving, always a curious bunch.
We are at the forefront of making sure that we connect big ideas with what is possible and chart a path forward.

In connecting with my other research peers, I have learned that there is an unparalleled level of camaraderie and a general
excitement to share what strategies work in different organizations to make the most out of the available data. While tools are
beginning to get more complex, it is the work of the researcher to create a narrative that makes sense of it all. We are
connectors, as well as analysts.

So, whether you are a seasoned professional who has seen it all or youre new in the field and beginning to get a taste for what
its like to answer to all kinds of research requests, join us in celebrating. A rising tide lifts all boats and so #ResearchPride will
continue to be as relevant as we choose to make it. Lets make the most of it.
Page 4 The Prospector
Political Polarization: A Prospect Development Advantage
By Edward Wynne
Prospect Research Manager, Carnegie Endowment for International Peace

politics: the activities associated with the governance of a country or other area, especially the debate or conflict among
individuals or parties having or hoping to achieve power

political: relating to the government or the public affairs of a country; relating to the ideas or strategies of a particular party or
group in politics

Identifying potential donor affinities can be tough. For those of us who support development at institutions that interact with the
political world, the prominence of traditional views (Republican, Democrat, conservative, liberal) should be a boon for finding new
donors. Nowhere is this more evident than in the Metro DC area, with its cluster of think tanks, partisan, and educational
institutions touting their proximity to government. Likewise, across the country, 24-hour (real and fake) news and social media
often deepen this divide, reinforcing preferences and encouraging vitriolic comments. And there are even boycotts based on
affiliations with the current administration. This mutation and polarization of ideologies in the current climate makes it both easier
and more important to find preferences that may be called political than in the recent past.

After pondering this new trend at my work, Ive come up with a few questions and approaches I would recommend incorporating as
you identify quality prospects that align with your organizations mission.

1. Finding out where your prospects fall on the newly-polarized political spectrum is one key indicator.

Have prospects given more to budget reform at the Peterson Institute for International Economics, or to Anti-Muslim Discrimination
at the ACLU? How does their social media reflect their leanings? What kind of work does their company do? What is the reputation
of the educational institutions or colleges to which theyve given University of Chicago, or UC Berkeley? The think tank I work at
specializes in public policy in international affairs, so I try to look for the family histories of international prospects to see if they
are immigrants, because this would suggest they have a renewed interest in U.S. immigration and refugee policies, as well as in the
broader set of circumstances that have recently influenced them. I also look at whether they owe their wealth to government ties
in their country, and if so, what kind of government it was (e.g. authoritarian, reformist, populist). These types of criteria help me
predict how a prospect may react to being solicited to support a certain program that impacts and reflects U.S. foreign policies.
The growing strength of political affinity and identity makes a greater case now for approaching donors based on this connection
than in previous years.

2. How does your institution add value for politically cognizant prospects?

These prospects will want a clear mission statement and evidence of meaningful contributions toward resolving contentious issues
as long as the resolution matches that prospects political position, of course! Even researchers in large universities would ideally
be versed in the mission. Some organizations by their very nature have more self-evident objectives which evoke passionate
responses human rights! disaster relief! Alternatively, for example, my workplace has five overseas centers and therefore
promotes its on-the-ground understanding of topics, along with a bipartisan perspective and strategy suggestions. So I search for
prospects interested in supporting balanced views, who dont lean too far left or right, which is generally a yawn, but is actually in
higher demand these days. Leaders at many institutions may, understandably, see some wiggle room with ultra-high capacity donors
who might change an institutions political legacy or position on a certain topic through a transformational gift. Still, clarity on
what an institution represents, especially regarding prickly issues, will make development more unified and more capable of
agreeing on criteria that define a quality prospect.

3. Use the data you currently gather to not just determine capacity and interest, but to see if they align politically with your
organizations goals.

At a more tactical level, the data hasnt changed, but the criteria used for filtering may have shifted in weight. Political giving on
opensecrets is no longer only an indicator for determining capacity it can also reveal more about a prospects affinity. Similarly,
those who have conducted fundraising on behalf of certain causes can bring with them a potential network of like-minded
supporters, who may be great donors, but may also alter board priorities if they are recruited in that role. Is that the right shift for
your board? What levels and what kinds of diversity will make your board flexible yet strong and truly representative of its
institutional values in this political climate? Relationship mapping can also come into play: what leaders or mentors have influenced
prospects or employed them? What do the boards theyve served on say about them? What kinds of companies do they invest in? Do
your due diligence. Have they worked in government and crafted policies that might make them a poor match for your institution?
Answers to these questions can serve as useful criteria, especially for institutions whose fundraising is strongly impacted by election

Overall, the process for determining whether someone is a good prospective donor hasnt changed, despite the changing current
political climate. One can, however, now analyze a new swath of meaningful data that can provide a more tailored prospect

While finishing this article I found that Lori Hood Lawson covered some similar ground here.
The Prospector Page 5
Tales from a Mentor and Mentee continued from page 2.
APRA Metro DC member research team serving fundraising operations at Johns Hopkins, both at the
University and working with Medicine's grateful patient programs. I started my prospect
P.O. Box 2741 research career at Johns Hopkins in 1993 and rose through the ranks in the department
Washington, DC 20013 with positions as a Research Analyst, Senior Research Analyst and Assistant Director.

Phone: Gerry Culver (GC): Before I became a Prospect Research Analyst at Share Our Strength, I
was a Database Coordinator. After filling in as a prospect research until my organization
(202) 994-6625 hired a new one, I became hooked on research. I've been in this position a little under a
year now.
ED: Why did you join the mentoring program? What did you hope to get out of participating in this?

AS: Primarily I wanted a chance to share my passion for prospect research and knowledge

Follow Us!
of the profession with others. Having been in the profession for decades now, I also
wanted to learn more about the motivations, expectations, and challenges of those newer
to the profession that might assist me more broadly in staff recruitment and management.

GC: I joined in hopes of learning more about prospect research. I hope to get advice from
someone who has been in the industry longer and has more experience. I also hoped to
gain perspective on how other organizations run their prospect research department.

Visit Our Website! ED: How do you each approach your role in the program? AS: We have calls every other month and set the date for the next phone meeting at the
close of each call. We talk about how things are going generally and Gerry often has
several questions about specific issues to go over. When I have encountered similar
The APRA Metro DC challenges, I am able to share my experience and provide targeted skill guidance. Usually I
will have some follow up links, tips, or articles to send by e-mail related to our call.
Board of Directors
ED: Has the program been beneficial to you, and how so?
Lindsey Nadeau | President
AS: I am thoroughly enjoying getting to know Gerry. I love the outside perspective that I
Devon Villa Gessert |Past President
get from him and his excitement about the profession. A by-product of our conversations
Catherine Flatten | Programming Chair has been to give me more insight into the challenges/advantages of a small shop vs. a large
Bob Lyon | Secretary shop.
Lauren Turner | Treasurer
Rachel Collins | Communications Chair GC: The program has been tremendously helpful! Like I said, I hoped to learn more about
Anne Dean| Sponsorship Chair prospect research and to gain perspective on how other research teams are run and Anne
Elizabeth Dickson| Newsletter Chair has helped me with both.
Andy McMahon| Membership Chair
Ana Morgenstern | Social Media Chair ED: If you have participated in any sort of program like this before, what separates
Thomas Turner | Mentor Chair the APRA program from others?
Edward Wynne | At-Large
Leslie Cronen | Ex-Officio AS: I have served as an informal mentor to new researchers through the years but this is
the most structured program with which I have been associated. I like the
recommendations that the APRA program has provided through the best practices guide.

Thank you to APRA GC: Sort of. At my organization we have something called the PEAR Program. The
Metro DC's Sponsors! program is designed to help a new person, who is paired up with someone who has been at
the organization for at least a year, feel welcomed. However this person is usually in a
different department, whereas with APRA the mentor and mentee are in the same field.
Gold Sponsor
ED: How would you describe your experience in the program so far to others?

AS: It has been a wonderful opportunity to share and to grow.

GC: My experience has been wonderful! Anne has really helped me develop some of my
prospect research skills.

ED: What would you say to those considering joining the mentorship program?
Friend of the Conference AS: Do it! I wholeheartedly encourage others to join. There are many advantages for both
sides of the relationship.

GC: I highly recommend it especially if someone is new to prospect research or just wants
to see how other organizations structure their research team.

To learn more about the APRA Metro DC Mentorship Program visit our website or contact