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Skills Sets 2 - Advanced Prospect Research
Skills Sets 2 - Advanced Prospect Research
Skills Sets 2 - Advanced Prospect Research
Introduction
The APRA Skills Sets are designed to help advancement professionals and human resource professionals
design job descriptions, training programs, and performance evaluation tools for prospect research
professionals. Since development organizations come in many forms, it is important to note that the APRA
Skills Sets are recommendations that should be customized to meet the specific needs of each institution.
At present, the APRA Skills Sets are comprised of four individual Skills Sets. The first, Prospect Research
Fundamentals, focuses on the skills that should be acquired by an advancement prospect researcher in the
early part of his or her training. The second, Advanced Prospect Research, builds on Prospect Research
Fundamentals and outlines skills required for advanced prospect research work. The third, Research
Management, is a distinct set that does not build on the first two, but instead outlines the skills required for
the management of a prospect research operation. The fourth, Relationship Management, is a second
distinct set that does not build on the first two. This skills set outlines the skills required for a professional
whose job is comprised solely of relationship management responsibilities.
Definition of Terms
The APRA Skills Sets use the following terms to describe the proficiency levels. The proficiencies build
upon each other and assume that preceding proficiencies have been attained.
Information Proficiencies
Awareness: Individual can recognize terms and has broad understanding of meanings; actual
practice may be minimal and infrequent; could not instruct others.
Understanding: Individual comprehends the philosophy supporting the issue, policy, or procedure
Knowledge: Individual has a significant grasp of details, specifics, and shades of meaning, could
present information to colleagues inside and outside of development
Skill Proficiencies
Note: For the purposes of this document, the terms “relationship management” and “prospect management” are
interchangeable.
Knowledge of and ability to utilize IRS statistical net wealth estimation data
Knowledge of the establishment and use of private personal and family foundations, including the ability to identify
and interpret the key informational areas of an IRS Form 990 and Form 990-PF, including (but not limited to)
header; reporting date; total asset base as of reporting date; asset description and valuation; gift history and giving
patterns over time
Knowledge of multiple screening strategies and methodologies, including (but not limited to) constituent list
segmentation on the basis of limited, specific variables such as zip code, giving history, age, sex, or other
demographic data; external, electronic database screening; and peer group screening
Ability to find and use a wide variety of digital and print resources
Ability to read and interpret legal documents commonly used at the organization's prospect research operation as
appropriate
Ability to find and evaluate evidence of philanthropic interests in other organizations
Ability to identify and present information about luxury items and collections, including estimated value, importance
to the prospect, and relevance to one’s organization
Ability to employ a wide variety of proactive prospecting methodologies, including but not limited to the following:
o Ability to perform in-house data mining, including sophisticated constituent database queries and a strong
understanding of statistical modeling concepts
o Ability to use mailing and contact lists from other sources, such as list houses, other organizations, and
internet searches, particularly to identify interest categories and affiliations appropriate to specific
organizational goals or projects
Mastery of all aspects of real property research, including issues such as assessment vs. market value and
property history as well as financing strategies and general market conditions
Mastery of SEC data, including elements such as compensation information contained in proxies and 10K reports;
insider stock options, ownership, and transfers; business interlocks; specific reporting relationships; and accurate
evaluation of profit and loss and business forecast statements
Mastery in accurately analyzing, interpreting, and evaluating information collected about a donor prospect, coupled
with great skill in both written and verbal communication of both the essential data and the final interpretation of its
meaning
Mastery of general fundraising strategies, which may be appropriate to the donor prospect in the identification-
cultivation-solicitation-stewardship cycle of fundraising and the ability to offer strategic suggestions and
approaches
The APRA Skills Set: Advanced Prospect Research
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Relationship Management
Ability to orient and train colleagues on the principals of relationship management and the details of the
relationship management system
Ability to serve as a liaison between development staff and technical staff for the development and execution of
queries, reports, and other relationship management tools
Ability to facilitate and coordinate definition of relationship management policies and procedures
Proficiency with constituent segmentation strategies
Proficiency with retrieving and analyzing prospect data to inform cultivation strategies as well as individual and
team-level prospect pool management
Mastery of organization's prospect tracking and management systems, including relationship management data
entry, queries, and reports
Resources
© 2005 APRA