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  • 02/08/2024 11:30 AM | Emily Glesias (Administrator)

    Meet the Board

    We always like to start off the year with a little Apra Carolinas Board Q&A. This year is a mixture of new and returning faces who are all dedicated to providing professional development and networking opportunities to our members in the Carolinas (and beyond)!

    Engaging our community, providing resources, being a source of inspiration and finding meaningful purpose are a few shared sentiments among our board members about their interest in leading the chapter and continuing their prospect development careers - which of these resonates with you?


    Rachael Walker

    Prospect Analyst, Cornell University

    President

    How many years have you worked in fundraising/prospect development?

    14

    What inspired you to join the Apra Carolinas board?

    I was asked by a previous education chair to join the then-extant education committee! I had a grand old time, then moved up to NC Regional Rep. My natural bossiness (sorry, I meant “organizational skills”) was well-suited to being Education Chair and now I’ll get to really flex those muscles as President.

    What do you like most about working in prospect development?

    The community. Absolutely my favorite thing about this field is the willingness my fellow professionals have to share what they’ve learned with each other. I try to pay it forward all the time – which is why Education Chair was such a great place for me for so long!

    What's your favorite snack? 

    It’s unfair to make me choose just one. I would say probably Trader Joe’s seasonal key lime kettle corn. I stock up every summer and try to make it last, but I never can.


    Emily Glesias

    Foundation Operations Manager, Novant Health Foundation

    President-Elect & Communications Chair

    How many years have you worked in fundraising/prospect development?

    This year will be 8 in fundraising operations, almost 6 with a focus on prospect development.

    What inspired you to join the Apra Carolinas board?

    The community and brain power behind this stellar group of professionals is really what inspired me to joining the board! The opportunity to network with peers, have a sounding board for ideas or project issues I am encountering at work, and exposure to others in the industry that I’d otherwise not have an opportunity to communicate with are a few of the great aspects of Apra C board membership. Joining gave me a chance to personally make sure others in the Carolinas had regular access to educational opportunities, networking and a support system of likeminded individuals, especially as they’re starting out their prospect development journey. I needed the connections when I was first starting out and Apra has been a huge resource for me so giving back only makes sense!

    What do you like most about working in prospect development?

    I love the “but why or how?” that comes with so many of our projects/finds – and that we’re encouraged to FIND the why and figure out HOW the prospect connects to our nonprofit! It’s a very rewarding treasure hunt through data, identifying nuggets of otherwise hidden information and crafting a story using them. My colleagues and I will often joke that we’re “super sleuths” for data that isn’t easily traceable which may be true and is part of the allure of prospect development but, it’s also the magic of how we’re usually the first ones to share said information and see how it’s ultimately translated into a meaningful, deeper relationship with a donor who makes an impact on your organization or community.

    What's your favorite snack? 

    Can I say coffee? Specifically iced lattes of the vanilla or cinnamon varieties. My Nespresso machine gets lots of love throughout the day!


    Megan Wynn

    Research Database Coordinator, Cone Health Foundation

    Treasurer

    How many years have you worked in fundraising/prospect development?

    I have worked in prospect development for 4 of the 11 years that I have been in fundraising.

    What inspired you to join the Apra Carolinas board?

    Since joining the Research team at Elon in 2019, I have been continually amazed by, and grateful for, all that Apra Carolinas has offered me. The professionals I have met are not only incredibly knowledgeable and skilled, they are also genuinely warm, engaging, and encouraging. My boss is a former President of Apra Carolinas, and I saw the fulfillment she got out of giving back to an organization that provides so much to those of us who work in this niche field. When I received the invitation to join, it was a no brainer for me. My hope is to inspire others to plug in as much as I did so that you can meet an incredible group of individuals and acquire invaluable insight into the field!

    What do you like most about working in prospect development?

    My favorite part of prospect development is the “detective” skills it takes to do my job well. I love those moments when a prospect has been a bit elusive to research, but I suddenly search for the right term or pull on the right string that reveals valuable information I had been searching for. Several people in my hallway can attest to the times they’ve heard an excited “Aha! Found you!” coming from my office.

    What's your favorite snack? 

    Hands down, I could eat apples and peanut butter any day of the week!


    Vicki O'Brien

    Director of Prospect Research, International Fund for Animal Welfare

    Secretary

    How many years have you worked in fundraising/prospect development?

    10

    What inspired you to join the Apra Carolinas board?

    To feel a greater sense of belonging and connection to our community of prospect development professionals. Our community is so generous with sharing its knowledge and experience. I have benefitted from this generosity in the most meaningful ways throughout my career, and it's time I returned that kindness through service on the Apra Carolinas Board.

    What do you like most about working in prospect development?

    Having debates and discussions about donor strategy with frontline fundraisers always sparks joy for me particularly when it comes time to invite a donor to support your organization's mission at a significant level. I wanted to be more involved with the prospect development community and get to know more people in the field. I also owe a lot of my success in my first prospect development role to what I learned through Apra Carolinas. I hope to help others do the same in my role on the board. I wanted to be more involved with the prospect development community and get to know more people in the field. I also owe a lot of my success in my first prospect development role to what I learned through Apra Carolinas. I hope to help others do the same in my role on the board.

    What's your favorite snack? 

    My favorite snack is pizza. Pizza counts as a snack, right?


    Prisca Zaccaria

    Executive Director of Prospect Development, University of South Carolina

    Education Chair

    How many years have you worked in fundraising/prospect development?

    21

    What inspired you to join the Apra Carolinas board?

    I'm thrilled to have been recruited by the current board to join Apra Carolinas! What drew me in was the vibrant community, strong programming, and the evident passion among members to share their knowledge and embrace new industry processes. Given my recent role as the Executive Director of Prospect Development at the University of South Carolina, joining the board felt like a perfect fit. I've been truly impressed with Apra Carolinas' leadership! Looking forward to contributing and learning together!

    What do you like most about working in prospect development?

    What I love about prospect development is the thrill of turning data into stories that drive meaningful change. But in my role, what I find most exciting is being part of the journey to grow future leaders in fundraising. It's not just about today and not just about my career; it's about sowing the seeds for a passionate and impactful tomorrow. To feel a greater sense of belonging and connection to our community of prospect development professionals. Our community is so generous with sharing its knowledge and experience. I have benefitted from this generosity in the most meaningful ways throughout my career, and it's time I returned that kindness through service on the Apra Carolinas Board.

    What's your favorite snack? 

    Cheese and wine


    Jennifer Kehoe

    Senior Director of Prospect Development, Clemson University

    Membership Chair

    How many years have you worked in fundraising/prospect development?

    21 years. First 4 years of my career were as a CFR Development Officer before moving into the Prospect Development side of things, and I’ve never regretted it for a minute!

    What inspired you to join the Apra Carolinas board?

    The desire to be more involved with my fellow Analysts (in all of our different organizations) and to feel like I’m giving back. I’ve been in this area for 4 years now and I don’t know nearly enough people, this is perfect opportunity!

    What do you like most about working in prospect development?

    I enjoy the challenge of the work and the everyday “puzzles” we face. I have always found a great deal of satisfaction working in philanthropy and the idea that we can work for a greater good. I’ve also been blessed to meet and work with some truly talented colleagues.

    What's your favorite snack? 

    Wow, I feel like this changes, but right now…Dot’s Pretzels (Original flavor).


    Jenny Bunn

    Prospect Research Manager, UNC Asheville

    NC Representative

    How many years have you worked in fundraising/prospect development?

    I have worked in Prospect Development for one year, but have worked in non-profit fundraising in various capacities for decades.

    What inspired you to join the Apra Carolinas board?

    Apra Carolinas has been an excellent professional resource for me. I have been so impressed with how welcoming and helpful everyone has been to a newcomer like me, and I am eager to give back to this organization that has already given so much to me.

    What do you like most about working in prospect development?

    It's hard to pin down what I like the most! I love the research. I appreciate the camaraderie with gift officers - it feels great when information I have shared helps them to make a meaningful connection.

    What's your favorite snack? 

    Salty chips with really fresh guacamole


    Chris Copsey

    Interim Vice President of Prospect Development, UNC Health Foundation

    NC Representative

    How many years have you worked in fundraising/prospect development?

    7

    What inspired you to join the Apra Carolinas board?

    A desire to be locally involved with our industry's professional group.

    What do you like most about working in prospect development?

    The detective work of finding new potential donors!

    What's your favorite snack? 

    Popcorn!


    Rachael Daniels

    Prospect Research Analyst, Clemson University

    SC Regional Representative

    How many years have you worked in fundraising/prospect development?

    A little over 10 years.

    What inspired you to join the Apra Carolinas board?

    I wanted to be more involved with the prospect development community and get to know more people in the field. I also owe a lot of my success in my first prospect development role to what I learned through Apra Carolinas. I hope to help others do the same in my role on the board.

    What do you like most about working in prospect development?

    The best thing about working in prospect development is being able to help team members be successful. Finding that major donor hidden in the database or even just a tiny piece of information about a prospect that can move the relationship one step closer, whatever it is that can help a fundraiser get past a road block or get one step closer to meeting their goals.

    What's your favorite snack? 

    I'm not a big snack person, but I never turn down cheese.


  • 01/04/2024 1:40 PM | Emily Glesias (Administrator)

    I had the pleasure of hosting Nicole Tekulve from Kettering University, the recipient of Apra Carolinas’ 2023 Road Trip Grant, at Elon in early September. As a Past President of the Chapter, I had volunteered to serve as a resource and when Nicole expressed an interest in meeting with a colleague at another small private college, Elon fit the bill.

    Nicole is giving background on the day from her perspective, but I thought I’d share a few takeaways from my experience as the “mentor.”

    From left to right: Nicole Tekulve, Merissa Lawson and Megan Wynn at Elon University

    1.   It was relatively simple to plan. Nicole had some back and forth over email with Megan Wynn, a member of my team and an Apra Carolinas board member, to coordinate a date that would work best for everyone. We asked Nicole to send over a few questions/topics in advance so I could get a sense of how to best spend our time together. The only other things I needed to do were to schedule a conference room, pick a lunch spot, and pull together some resources.

    2. It was fun to share our campus/culture. In addition to spending time going over Nicole’s questions, Megan and I took her to College Coffee (an Elon tradition where faculty, staff, and students gather for a weekly break) and walked her through a short campus tour. I’m sure Nicole could feel the pride we have in our campus, and it was great to see things through a visitor’s eyes. We also got to compare our different organizational structures and our unique way of doing things. Research is never one-size fits all, but it helps to hear what works and what doesn’t at another shop and leave with fresh ideas.

    3. We got to commiserate. Everyone who has been to a networking or educational event knows the value of getting to connect on the similarities of our work. Some things seem to be universal: fundraisers who don’t put in call reports? YUP. Administration asking for everything at the last minute? YES! Bosses that don’t feel our pain when asking us to “just do a quick profile?” ARGH. There’s a small amount of comfort in knowing that some of our research pain points are shared.

    4.    I saw the value in my experience. Believe it or not, I have imposter syndrome. Even after spending almost 20 years in the field, I know that I certainly don’t know it all (and sometimes feel like I know nothing!). But it was a pleasure to talk through my experience and help someone else learn from my successes and mistakes. We spent a good deal of our time together going over comprehensive campaigns and it was so gratifying to help set Nicole up for success. (As an added bonus, this day of conversation didn’t just benefit Nicole, but also Megan, who was able to learn more of the details of campaign planning along with our guest.

    5.   It was a good reminder of WHY we do the work. Beyond hashing out some questions, I think our discussion reinforced the importance of our role in the greater fundraising process. Time and again we talked about our curiosity, problem solving abilities, the value in seeing data patterns, and our unique view of context and strategy. When things can feel rough, or a problem looks insurmountable, it helps to remember that we have a unique skill set and bring VALUE to our organization.

    All to say, we had a wonderful day! I’d highly recommend volunteering if you’re considering a way to give back to the Chapter. It’s such a gift to share your time and talent with colleagues – remember, we’re all in this together! Or apply for a Road Trip Grant: it’s a fantastic opportunity to connect with peers, hash out problems, and gain new perspectives.

    -Merissa Lawson (Immediate Past President, Apra Carolinas)


  • 10/31/2023 4:42 PM | Anonymous

    Prospect Research: Our Rookie Year

    A chance encounter at the UNC System Symposium brought new prospect researchers Michele and Jenny together. “We ended up sitting next to each other during a session - specifically, the segmentation session hosted by Chris Copsey and Lakshmi Gopakumar,” said Jenny, “and Michele offered me a piece of gum. When we started talking, we realized we were both in Year One of our positions, and we were amazed at the similarities between our paths to our new careers.”

    Michele Cheek

    Current position: Prospect Development Analyst, UNC Greensboro 

    Former Career: 30 years in social work, case management, nonprofits



    Jenny Bunn

    Current position: Prospect Research Manager, UNC Asheville

    Former career: 20+ years in community and educational theatre


    How did you even come across this job?

    Michele: Years ago, I completed a year of service as an Americorps VISTA. A benefit was several thousand dollars in an education award that could be applied to student loans or to further my education. The catch? Use the award before the age of 55. Years passed and not wanting to waste an opportunity, I applied and started UNCG’s graduate certificate program, Nonprofit Leadership and Management, in 2021. One evening class of Spring 2022, we had a guest speaker, the phenomenal Ms. Rachael Walker, and she piqued my curiosity as she outlined her career and her work in prospect research and development. I started asking questions, not only of her, but to myself. Could I do this? Do I want to do this? The resounding yes was echoed by my professor and advisor encouraging me to apply for an opening with the UNCG prospect research department. It came down to this: Transferable skills and the willingness to learn something new. To try a new and different career that provided what I needed professionally, financially, and personally.

    Jenny: I had basically burned out of my last job. I had worked for almost 20 years at our community theatre, and while I loved the mission of that organization, a schedule that included so many nights and weekends had become too hard. So, after taking a few months to indulge in baking classes at our fabulous community college, I started looking for a new job. My husband suggested checking out positions at UNC Asheville, and I really had been thinking more about marketing and communications, but I was intrigued by a job titled “Prospect Researcher.” I honestly did not even know a job like this existed before that moment! Once I read the job description, I realized that I had done a lot of the same type of work at the theatre - in addition to marketing, I had been responsible for database management, pulling lists, and creating custom fields to track engagement during our capital campaign.

    What appeals to you about this career?

    Michele: I was given the privilege of joining the UNCG prospect research team in July 2022. I will be honest, the past 14 months have been an adjustment from what was my previous 30 years. It has also been 14 months of “I like my job and want to go to work each day”. Internally, my supervisor and colleagues have been incredibly helpful, supportive, and insightful; externally Apra Carolinas and Apra International have also been part of my learning process and growth.

    Jenny: I truly love the research. I love learning about the millions of different things people do that make them unique. This is as close as I’m going to get to being Nancy Drew! I like finding interesting campus events and sending them on to our terrific gift officers so that they can think about the donors who might want to attend them. And I may be alone in this - but I like creating event briefs! 

    I also really like the lack of chaos in my office. I feel like I have time to think and plan, and that the sense of urgency that I often felt at my prior job has been dialed down. We’re actively encouraged to get in a walk during the day. It’s also amazing to work at an organization with a large staff across the campus. That it’s not just nine people trying to manage everything from event parking to donor acknowledgments to programming to press relations 24/7.

    I have also found the prospect research community to be so supportive and helpful. The APRA daily listserv is so interesting and informative. I wasn’t able to attend the APRA International conference this year, but am looking forward to the APRA Carolinas one next month. I have loved the webinars and online roundtables that have been offered - both by APRA Carolinas and by other APRA chapters. There was a GREAT one hosted by APRA Michigan this month! 

    How do you describe your job to others outside of the industry?

    Jenny: This is not easy! I have a couple of sentences - “I analyze data that supports the work of our gift officers.” or “I look for ways that connect people’s philanthropic goals and values with the University.” That sounds more noble than admitting that I have read through a backlog of Facebook comments to confirm a divorce. 

    Michele: I share with others, whether they are in their early stages of a professional career, or seeking out a new path, to consider prospect research. It involves more than what it sounds like. I summarize my role as Prospect Research and Development as the opportunity to identify and research donors that will financially contribute to UNCG. To support our gift officers and fundraisers by analyzing data and providing information beneficial to their efforts. To assist our Advancement Operations department in the maintenance and integrity of our data. 


    A big thank you to Michele and Jenny for sharing their stories. If you have a topic or a blog post idea, email us at apracarolinas@gmail.com.




  • 10/16/2023 11:40 AM | Anonymous

    Cindy Boccabello, Assistant Director of Prospect Management from Furman University, was awarded the 2023 Professional Development Grant from Apra Carolinas. She chose to use the award to attend Apra PD virtually! Below is a Q&A between Cindy and Rachael Walker regarding her experience. 

    Cindy Davis

    Tell us a little about yourself. How long have you been doing prospect development?

    I have been in my current position as Assistant Director of Prospect Management for Furman University for four years. Although that’s a short time, I’ve worked with all of our fundraisers for 18 years taking on many prospect management tasks in other positions. I’m eternally grateful for my supervisor who promotes my strengths and allows me to use my abilities to do what I love to do.

    Have you attended an Apra PD conference prior to this year?

    This is the second conference I’ve attended, both virtually.

    Why did you choose this conference?

    I first joined APRA after I was officially moved to the world of prospect development. COVID took its toll so last year was my first time experiencing the conference. Those sessions proved to be educational, and I was equipped with so many new ideas and processes to put to use at Furman. Why not take advantage of others’ knowledge and experiences?

    Did you have a favorite session?

    The session ‘Create and Maintain a Prospect Referral Tracking System’ had my head spinning with ideas. We track our referrals, but I’m imagining new processes to follow referrals through assignment and qualification (or disqualification as needed).

    Did you notice any common themes throughout the sessions? Anything that was new to you?

    Kindness, patience, and a willingness to help from all of the speakers and attendees. All were eager to share their processes and procedures while answering the very basic of questions. 

    Did anything unique stick out about this conference as compared to others you’ve attended?

    Virtual conferences are unique. I really missed the fellowship and engagement with other people. Regardless, I was able to make new, valuable connections.

    Would you recommend that the next recipient of the scholarship use their funding on this conference?

    Yes! 

    Is there anything that you’d like to implement at your organization as a direct result of attending this conference?

    Referral Tracking! Although we currently code referrals, we could do a better job at following up on those referrals.


    Apra Carolinas encourages everyone to apply for our scholarships, regardless of financial need. Our scholarships typically open early in the calendar year. For more information, please visit the Scholarships & Grants page on our website or contact us directly with your questions. 


  • 07/31/2023 1:36 PM | Anonymous

    THANK YOU to all of our members who participated in this year’s membership survey. We appreciate and value your responses so much. Your insight and suggestions help us to shape and grow the chapter, plan future programming, and provide the most beneficial experience to you.

    It was overwhelmingly clear that our chapter values community, networking and access to resources. These were the themes when asked: "What excites you most about membership?Responses included "Networking and learning from others in this group”, “Connecting with colleagues and idea sharing”, and “access to free, valuable resources and programming”.

    We couldn’t help but smile when reviewing your answers to, What benefits are you most looking forward to taking advantage of?


    There was a positive response when asked about possible attendance at our Fall Conference. We are so excited to offer our first in-person conference since the pandemic at Novant Health in Charlotte, NC. Be sure to SAVE THE DATE - October 5th and 6th, 2023 and please join us!

    As we look ahead to future education opportunities, we rely upon ideas for topics that would be of interest to you. We will be sure to keep in mind the topics that stood out in your responses this year:

    • Prospect Identification
    • Pipeline Development
    • Stocks/Securities
    • Completing thorough research efficiently 
    • The future of fundraising & prospect development 

    You all shared your titles and proudest accomplishments– WOW – we are doing great things! We are in the company of Directors, Analysts, Consultants, Researchers, Program Managers, Associate Vice Presidents and Operations Specialists. You all have created and improved prospect management programs, established processes and procedures, completed due diligence work, completed database screenings, gone through database conversions, grown teams, learned new roles and more!

    The survey confirmed the wide range of experience and involvement across our membership. We are grateful for new and long-standing members, and all those in between, of Apra Carolinas and the prospect development world. 



    A fun surprise when asked "What is something you wish we could offer to our members?"  was your request for merch! T-shirts, hats, notebooks, coffee mugs, stickers – OH MY!

    You all are also so invested in this community that many of you offered to volunteer in some capacity – panelist, blog post, presenter, road trip grant. Thank you to each of you that expressed interest! We are looking forward to your involvement and will be in touch with you directly.

    Another thank you for your kind words and encouragement when responding to "Is there anything else you would like to share with the board?" We will continue our efforts to make our chapter the best it can be!    

    Again, The Apra Carolinas board is grateful for your participation in this year’s survey and for your involvement year-round. We can’t wait to connect with you at an upcoming event! Please do not hesitate to reach out to us at any time.

    One final congratulations to LaDonna Lindgren from The Nature Conservancy for winning the $50 Amazon gift card drawing!


  • 04/07/2023 2:18 PM | Apra Carolinas (Administrator)

    Apra Carolinas has so many talented members, we would like to take the opportunity to acknowledge them through this Member Spotlight series. If you, or someone you know, would be a good fit, please connect with us! 

    Angie Herrington is a Senior Consultant for Helen Brown Group (HBG). She began her career in development in 1999 at Virginia Tech in Corporate and Foundation Relations and later in prospect research at the University of Connecticut Foundation. Her past experience also includes grants management at the University of South Carolina, program evaluation for South Carolina Research Authority, and human resources analysis for Nissan North America. She returned to development in 2007 and worked in various prospect research positions at Vanderbilt University, including as Associate Director. She was named Director for Vanderbilt University Medical Center’s research office in 2015 before joining HBG in 2016.  Below is a Q&A between Angie and Megan Gregg as part of the Member Spotlight series. 

    Photo of Angie Herrington

    How long have you been an Apra Carolinas member, and what has been your most meaningful experience with the chapter?

    I’ve been a member since 2016 and was Communications Chair for a year. Apra Carolinas puts in the effort to provide regular programming and services I’ve rarely experienced with other professional organizations. The collaboration with other Apra chapters has also been great and opened even more opportunities for education and networking that I was already benefitting from with our own chapter.

    What do you like most about Prospect Research?

    Every day I learn something new. Each individual or organization is unique. One day I’m prospecting individuals in Spain, searching for the average compensation of a clown performer, reading how the Tulsa Race Massacre influenced future generations of a family’s wealth and career paths, then another day someone is “allegedly” and “accidentally” involved in a gold heist gone wrong involving a Nigerian war lord. Everyone has a story to tell – big or small – that makes them unique.

    Describe your professional journey and what the trajectory of your career has looked like. What drew you to make the transition to your current role with The Helen Brown Group?

    Everyone I know says they fell into it and I’m the same. I majored in history because I loved researching and learning about people. When my husband was in graduate school at Virginia Tech, I simply needed a job. I was hired as a development associate in corporate and foundations relations and had no idea “development” is fundraising. The prospect research office had two people in 1999 and didn’t have the capacity to support us. Tamara Overcash, who later became director of research at Duke University until she passed in 2011, gave me a few pointers and the link for Prspct-L and I was hooked. My first job as a researcher was at the University of Connecticut but we moved around and there weren’t many research openings during those times. I returned to prospect research in 2006 at Vanderbilt University. We moved to Raleigh in 2015 and I was taking a break when a former co-worker put me in touch with HBG. I began here in a temporary role and six months later we made it official!

    What are some of the challenges that come with working in more of a consulting role versus a standard Prospect Research shop? Alternatively, what aspects of the role are stimulating?

    I can’t immediately think of any major challenges working in my consulting role and the services HBG provides. When someone hires us, it means they already understand and value how prospect research helps them. In a standard research shop some fundraisers don’t always understand or are willing to learn how we can help them be successful and make their jobs easier. I never feel like it’s an uphill battle to advocate our worth.

    There are two aspects of working with HBG I find the most stimulating. The most important is my coworkers. We all come from a variety of backgrounds and our knowledge and specialties makes for an amazing “brain trust” of collaboration. The other is our clients. For 25 years I've primarily been in higher education but have now worked with museums, public policy think tanks, and people on the front lines of social justice reform. All are making a difference and it's rewarding to have even a small part of that impact through our wide range of clients.

    What are the most valuable skills for prospect researchers to develop?

    You can teach people databases and websites to find information, but you can’t teach them the curiosity and critical thinking to pull it all together. Don’t rely on a check list of resources and think you’re done. Recently I noticed a pattern of someone with several direct connections to a sanctioned oligarch. I would have missed it if I didn’t think it was odd the person is chair for a company that didn’t fit their career history. Curious about the company, I immediately found several name changes and lawsuits. The sanctioned individual’s roles and investments to this and several other companies connected to the person I was researching became a potential red flag. Similarly, you have to know when to stop and that’s a difficult skill to develop over time.

    Thinking back on your career history, share about a time that you hit a “roadblock” while conducting a research project. What was it, and how did you move through it?

    News alerts. I’ve had a few clients find them important, but not everyone understands it can be time consuming and more of a manual process than pushing a button. Manage their expectations as well as yours. Sources have to be vetted for validity, create search strings to get the best results, review content for bias and accuracy, and an article from 5 years ago might be dated today. I wrote a blog post a few years ago and still believe you have to use more than one product to cover your bases. For example, out of three products only one caught an article where a high-profile individual received an OBE from the late Queen Elizabeth that week. I currently use Lexis Nexis (subscription), Talkwalker (free), and Google (free).

    Tell us something fun about yourself that others might not know!

    This isn’t necessarily “fun,” but thinking about my career history I realized I’ve lived in seven states and moved homes 19 times. My home in Raleigh is the longest I’ve lived – almost eight years now. No plans to contact U-Haul anytime soon! 

  • 02/23/2023 4:15 PM | Jennifer (Administrator)
    3,950 Diversity Hands Heart Stock Photos, Pictures & Royalty-Free Images - iStock

    February is a month focused on love, which makes it the perfect month to blog about how to love your fundraisers – and have them love you back.

    We’ve all been there: a fundraiser asks for a profile on a prospect, and we create a beautiful work of art. This profile has it all. Picture, career history, family overview showing generational wealth, connection to your organization, other philanthropic interests, favorite family vacation spots, stock value that was up-to-the second of profile submission, wealth details that could secure a loan (not that they need one), and so much more. In return, we get “Thanks!” … if we’re lucky.

    This type of dynamic can lead to frustration and resentment toward our colleagues on the frontlines. So, how can you turn it around?

    At their core, fundraisers are people people. They like talking to people so much, they found a career where they get paid to meet new people and ask them for money. If you are in prospect development, you likely just shuddered at that – and if you didn’t, you have a leg-up on many in the profession. At our core, we tend to be more inclined toward data and details. We get frustrated when we don’t see contact reports (they get frustrated when they have to put one in). We want the fundraiser to be blown away with everything we could uncover about a prospect (they wish we could cut-to-the-chase and highlight the answer to the question on their mind).

    So, we’re different. As with all things, it’s on a spectrum. Some fundraisers are more data inclined and some in prospect development are more people focused. The problem in many shops is that the two teams are reliant on each other, but don’t always interact. To start loving each other, we need to know each other.

    Side story: I do not like spiders. I also have a kid who (briefly) puts bugs in a jar and gives them a name, backstory, and aspirations. This is no longer a spider from my wall, this is Alexandra Rainbow Princess who came inside looking for her sister. They are traveling the world in search of adventure and bananas. Do I want that spider on me? No. Do I want that spider in my house? Also no. Am I angry with that spider? Shockingly … no. I got to “know” the spider. It has a story. It’s not so different from myself. The first step to loving a colleague is to share your stories.

    Share your stories

    Make it a point to get to know your fundraisers. Let your supervisor know that you want to schedule 30-minute meetings with each of your fundraisers. This is going to look different at each organization – department size, department dynamics, etc. – but this step is essential. To begin to love anything, you need to understand it. If you are on a larger team, supervisors may want you to do this as a group. Push back on this and remind them of the purpose of these meetings. The purpose is to get to know each other. Would a fundraiser meet with a group of prospects to build a relationship? No! If you set up meetings with a group, it becomes a meeting or, even worse, it may feel like an interview. The purpose behind this step is to establish a relationship.

    Establish a relationship

    To establish a relationship, you need to connect personally and professionally. If you are quiet or less outgoing, this can be very tough to do – especially in a group. Yes, it will take more time if each person in prospect development meets with each fundraiser one-on-one, but the quality of the feedback you receive and the strengthening of your relationship far surpasses anything that would be achieved via a more formalized meeting.

    During these meetings, your objective is to get to know each other and learn how the fundraiser prefers to work. Remember – none of this is a personal affront on you or your job. It can be hard to hear that something you’ve taken pride in may be viewed as unnecessary. (I’ve been there.) Try to keep in mind, the purpose of this process is to create a symbiotic relationship. They have the chance to tell you more about what they need, which opens the door for you to ask for something in return.  

    Why it works

    Just like my spider friend, once you know someone’s story, it’s hard to dislike them. By establishing a personal connection, you open the lines of communication. It’s not Fundraiser calling Prospect Development, it’s Jim calling Pam. This also allows the fundraiser to be heard, which establishes connection to any process changes these conversations may ignite. It’s also a chance to educate the fundraiser about the work involved in their requests. By opening the lines of personal and professional connection, you create a relationship. By asking questions around needs, you create buy-in on change. Once you know each other better, you’ll feel more comfortable reaching out to them for clarification in the future – and since they know you, they are more likely to respond.

    What you get

    A partnership between prospect development and fundraisers. You get open lines of communication that you can use to clarify needs and simplify requests. You get insight into what you’re doing well and where you could improve. You may even be opening the door to streamlined work in the future. By looking at notes from all your conversations, you may find trends that lead to changes. By letting the fundraisers be a part of the process, you already have buy-in from that team. Think about the disruption of change. Imagine you hear a process is changing and now you must do things in a different way. Ugh, right? Another new process to learn? Now, imagine if a colleague sat down with you and asked you what you would like to see change and you provide feedback. Then you see that change come through – how likely are you to be excited about adopting that change? Being a part of the conversation is better than being informed of a new policy.

    Suggested Outline

    Below you will see a suggested outline for how this process can work. There are key points included in each section, but you should customize the questions and flow to your team and your organization. It is important to always keep your objective in mind with these meetings. What information do you want to take away from the meeting? What is something you would like the fundraiser to better understand about you and your work? Fundraisers are storytellers, so this meeting may last more than 30 minutes. It’s also a good idea to bring a notebook with you so you can make notes during the conversation. The suggested outline for the process is as follows:  

    • Speak with your supervisor to get approval
      • Do you need fundraiser supervisor approval?
      • How many meetings will this create?
      • Review key professional questions to maximize time
    • Set up 30-minute meetings with each fundraiser
      • One-on-one
      • Face-to-face (video or in-person - if you meet in person, meeting in their office will help them feel more comfortable)
      • Share an agenda when you set up the meeting
      • Bring a notebook so you can take notes

    Meeting outline

    • Spend 10 minutes learning about each other personally
      • Where did you grow up?
      • Family? Kids? Pets?
      • Hobbies? Favorite vacation spots?
      • Do they keep snacks in their desk? (This can be a very helpful question if you share office space nearby.)
      • Remember to share your answers as well!
    • Transition to work topics for the next 15 minutes
      • What do you like most about being a fundraiser? Least?
      • What brought you to [organization name here]?
      • When you request X, what question are you trying to answer?
      • What is the most helpful thing prospect development provides?
      • What do you receive from prospect development that you don’t usually need?
      • What do you wish you could receive from our team?
      • How can we better partner with you?
    • Transition to soft work topics and wrap up the meeting for the last 5 minutes
      • Would you mind if I reached out with any additional questions?
      • Do you have anything fun coming up this week?
      • Thank them for taking the time to meet and share
      • This last part is optional and gimmicky - bring in a 100 Grand bar to give them after the meeting so they can say they used the 30 minutes to “secure 100 Grand”

    Other tips

    • If you are in an office, keep candy on your desk – many fundraisers will go out of their way to stop by if you consistently keep candy on hand.
    • Once you know more about your fundraisers, try to stay connected by sharing articles, a quick story, or other little quip based on your shared interests.


    Have you embarked on a journey to better engage with frontline? Do you have any tips you’d like to add? Please share with us on social media or send us an email! Better yet – let us know if you would like to present!

  • 01/27/2023 1:22 PM | Jennifer (Administrator)

    It's the beginning of 2023 we love to kick off a new year with Apra Carolinas by introducing you to your board. This year is a mixture of new and returning faces who are all dedicated to providing professional development and networking opportunities to our members in the Carolinas (and beyond)! We have some exciting things planned for the year ahead; to see the faces behind the plans, please read through to learn a little more about your board.  


    Jennifer Vincent

    Account Executive, Blackbaud 

    President

    How many years have you worked in fundraising/prospect development?

    I worked directly in Advancement for over a decade before joining Blackbaud, where I now work adjacent to the field. Overall, I’ve spent over 15 years in the field.

    What inspired you to join the Apra Carolinas board?

    Beth Inman made it seem like a great idea … and she was totally right! I was a few years into the field and wanted to make deeper connections with others and become more involved with the profession. I love this community and it's been such an honor to serve on this board. 

    What do you like most about working in prospect development?

    It used to be prospect research and falling down a rabbit hole on a prospect profile, but then it morphed into prospect management and partnering with fundraisers. I love looking at portfolios and devising strategy to help them meet their/our goals.

    What's your favorite snack? 

    Hmm, favorite any day snack is homemade popcorn with nutritional yeast and garlic salt. Favorite road-trip snack is Doritos [Cool Ranch!] and Muddy Buddies … depending on a sweet or salty mood.



    Rachael Walker

    Prospect Analyst, Cornell University

    President-Elect

    How many years have you worked in fundraising/prospect development?

    I’m on my 13th year! Where does the time go?

    What inspired you to join the Apra Carolinas board?

    I was asked by a previous education chair to join the then-extant education committee! I had a grand old time, then moved up to NC Regional Rep. My natural bossiness (sorry, I meant “organizational skills”) was well-suited to being Education Chair and now I’ll get to really flex those muscles as President-Elect.

    What do you like most about working in prospect development?

    The community. Absolutely my favorite thing about this field is the willingness my fellow professionals have to share what they’ve learned with each other. I try to pay it forward all the time – which is why Education Chair was such a great place for me for so long!

    What's your favorite snack? 

    It’s unfair to make me choose just one. I would say probably Trader Joe’s seasonal key lime kettle corn. I stock up every summer and try to make it last, but I never can.



    Emily Hinz

    Assistant Director of Prospect Development, UNC Charlotte

    Treasurer

    How many years have you worked in fundraising/prospect development?

    Coming up on 6 in May!

    What inspired you to join the Apra Carolinas board?

    I connected with a few of the other Carolinas board members at big Apra PD in 2019, and really appreciated their expertise and friendly vibe. When they said they had a board opening it was a no brainer!

    What do you like most about working in prospect development?

    I truly love portfolio review- connecting with development officers to celebrate their wins and help them hone in on the best prospects in their area. Being a resource for them is the best.

    What's your favorite snack? 

    Toughy as I am a snack queen... does chips and queso count? Best pre-dinner snack ever.



    Megan Gregg

    Senior Development Research Analyst, Elon University

    Secretary

    How many years have you worked in fundraising/prospect development?

    I have worked in prospect development for 3 of the 10 years that I have been in fundraising.

    What inspired you to join the Apra Carolinas board?

    Since joining the Research team at Elon in 2019, I have been continually amazed by, and grateful for, all that Apra Carolinas has offered me. The professionals I have met are not only incredibly knowledgeable and skilled, they are also genuinely warm, engaging, and encouraging. My boss is a former President of Apra Carolinas, and I saw the fulfillment she got out of giving back to an organization that provides so much to those of us who work in this niche field. When I received the invitation to join, it was a no brainer for me. My hope is to inspire others to plug in as much as I did so that you can meet an incredible group of individuals and acquire invaluable insight into the field!

    What do you like most about working in prospect development?

    My favorite part of prospect development is the “detective” skills it takes to do my job well. I love those moments when a prospect has been a bit elusive to research, but I suddenly search for the right term or pull on the right string that reveals valuable information I had been searching for. Several people in my hallway can attest to the times they’ve heard an excited “Aha! Found you!” coming from my office

    What's your favorite snack? 

    Hands down, I could eat apples and peanut butter any day of the week!



    Emily Glesias

    Foundation Operations Manager, Novant Health Foundation

    Education Chair

    How many years have you worked in fundraising/prospect development?

    This year will be seven in fundraising operations, almost five with a focus on prospect development.

    What inspired you to join the Apra Carolinas board?

    The community and brain power behind this stellar group of professionals is really what inspired me to joining the board! The opportunity to network with peers, have a sounding board for ideas or project issues I am encountering at work, and exposure to others in the industry that I’d otherwise not have an opportunity to communicate with are a few of the great aspects of Apra C board membership. Joining gave me a chance to personally make sure others in the Carolinas had regular access to educational opportunities, networking and a support system of likeminded individuals, especially as they’re starting out their prospect development journey. I needed the connections when I was first starting out and Apra has been a huge resource for me so giving back only makes sense!

    What do you like most about working in prospect development?

    I love the “but why or how?” that comes with so many of our projects/finds – and that we’re encouraged to FIND the why and figure out HOW the prospect connects to our nonprofit! It’s a very rewarding treasure hunt through data, identifying nuggets of otherwise hidden information and crafting a story using them. My colleagues and I will often joke that we’re “super sleuths” for data that isn’t easily traceable which may be true and is part of the allure of prospect development but, it’s also the magic of how we’re usually the first ones to share said information and see how it’s ultimately translated into a meaningful, deeper relationship with a donor who makes an impact on your organization or community.

    What's your favorite snack? 

    Can I say coffee? Specifically iced lattes of the vanilla or cinnamon varieties. My Nespresso machine gets lots of love throughout the day!



    Teresa Pezdek

    Director of Prospect Development, Furman University

    Membership Chair

    How many years have you worked in fundraising/prospect development?

    I have been in prospect development for 6.5 years.

    What inspired you to join the Apra Carolinas board?

    I was excited for the opportunity to connect with new colleagues and give back to others. I couldn’t wait to play an active role in all that Apra Carolinas offers.

    What do you like most about working in prospect development?

    I love the strategy and creativity that goes into our work, along with the internal relationship building. It is also so satisfying to see the positive impact prospect development staff can have on fundraising efforts.

    What's your favorite snack? 

    Chips and salsa! A side of queso never hurts either.



    Andi Marrs

    Prospect Researcher, UNC Charlotte

    Communications Chair

    How many years have you worked in fundraising/prospect development?

    I've been in the fundraising/prospect development world for around 7 1/2 years now and I love it!

    What inspired you to join the Apra Carolinas board?

    Such a good question! I really wanted to give back to the Apra community that helped shape my early career days, help provide opportunities for growth and learning in the prospect research/development sector and expand my connections in the NC/SC fundraising community.

    What do you like most about working in prospect development?

    I think what I like most about working in prospect development is the diversity of the work we do. One day it could be a profile on an individual, the next we're analyzing a portfolio, and then the next we're working across departments to see how we can provide expertise. I also love seeing my gift officer colleagues succeed and build lasting relationships with donors.

    What's your favorite snack? 

    Sweet snack would be sour patch kids and savory snack would be french fries. Always.



    Kathy Mills

    Senior Donor Identification Analyst, Atrium Health Wake Forest Baptist

    NC Regional Representative

    How many years have you worked in fundraising/prospect development?

    11 years

    What inspired you to join the Apra Carolinas board?

    This is my second time on the board. I was previously treasurer, and after a short hiatus, decided to rejoin because I missed the networking and camaraderie. I originally joined due to encouragement by two coworkers who’d been on the board.

    What do you like most about working in prospect development?

    I love knowing the work I’m doing is helping others, and I really enjoy hearing donors tell us what motivates them to give, regardless of the gift size.

    What's your favorite snack? 

    Dark chocolate



    Jennifer Kehoe

    Senior Director of Prospect Development, Clemson University

    SC Regional Representative

    How many years have you worked in fundraising/prospect development?

    21 years. First 4 years of my career were as a CFR Development Officer before moving into the Prospect Development side of things, and I’ve never regretted it for a minute!

    What inspired you to join the Apra Carolinas board?

    The desire to be more involved with my fellow Analysts (in all of our different organizations) and to feel like I’m giving back. I’ve been in this area for 4 years now and I don’t know nearly enough people, this is perfect opportunity!

    What do you like most about working in prospect development?

    I enjoy the challenge of the work and the everyday “puzzles” we face. I have always found a great deal of satisfaction working in philanthropy and the idea that we can work for a greater good. I’ve also been blessed to meet and work with some truly talented colleagues.

    What's your favorite snack? 

    Wow, I feel like this changes, but right now…Dot’s Pretzels (Original flavor).


  • 09/16/2022 11:42 AM | Apra Carolinas (Administrator)

    Kelly Kemp, Development Research Analyst from Furman University, was awarded the 2022 Professional Development Scholarship from Apra Carolinas. She chose to use the award to attend Apra PD in Atlanta, GA. Below is a Q&A between Kelly and Rachael Walker regarding her experience. 


    Kelly Kemp with a badge view of downtown Atlanta, GA
    Kelly Kemp, Ready to go! 

    View from Kelly's room


    Tell us a little about yourself. How long have you been doing prospect development?

    I have been in my current position as a Development Research Analyst at Furman University since May of 2021. Although I was not new to higher education, I was completely new to prospect development and research. My previous role was as the Campus Visit Coordinator in Admissions. COVID complications and being in a very forward-facing role at the time caused me to reevaluate. I’m so thankful I was able to find this position within our Office of Development. It allows me to continue to support my alma mater in a meaningful way. I am a 48- year old woman who has finally found her perfect career path. Better late than never!

    Have you attended an Apra PD conference prior to this year?

    This was my first.

    Why did you choose this conference?

    My direct supervisor often reflects fondly on her first APRA PD conference. I chose this conference due to her recommendation and knowing it would be valuable for me and my team. Plus, Atlanta is a fun city with great food and a fun vibe.

    Did you have a favorite session?

    I am sure this is an annoying response, but I liked them all! If I had to choose, though, I especially loved “We are all Fundraisers”, as the theme of claiming a seat at the table resonated with me. I also found my final session, “Corporate and Business Research when you aren’t a Business Major” to be a wealth of information! However, all of the presenters inspired me with their unique expertise, helpful tips, and overall passion for the field. Each session made me think and provided me with a concrete way of bettering myself as a researcher.

    Did you notice any common themes throughout the sessions? Anything that was new to you?

    Overall, I was reminded at how vital our work is for the success of our institutions internally as well as in our communities. Each session empowered me to arm myself with best practices and provided thoughtful, efficient strategies to elevate and contribute to the advancement of our causes. We matter and our contributions are crucial. AND, we are not alone—there is this vast community with a genuine willingness to share and provide counsel.

    Did anything unique stick out about this conference as compared to others you’ve attended?

    I was amazed at the contentment that most participants emanated regarding their positions. I enjoyed being around people who truly enjoy their careers and believe in their institutions and causes. It was refreshing and motivating.

    Would you recommend that the next recipient of the scholarship use their funding on this conference?

    Yes! I found this experience to be motivating from a professional and personal standpoint. I really enjoyed connecting with others in the field from all over the country. It was time and money well spent!

    Is there anything that you’d like to implement at your organization as a direct result of attending this conference?

    PITCHBOOK!!! This got lots of mentions and praise as a valuable resource. I would love to check it out and see how it could impact our team and the work that we do.



    Apra Carolinas encourages everyone to apply for our scholarships, regardless of financial need. Our scholarships typically open early in the calendar year. For more information, please visit the Scholarships & Grants page on our website or contact us directly with your questions. 

  • 05/25/2022 5:15 PM | Apra Carolinas (Administrator)

    Blog post by Amy Jackson, NC Regional Representative. Amy lives in Indian Trail, NC and is assistant vice president of foundation relations and development at Wingate University. She previously worked as grants manager for the Charlotte Symphony and has 8 years of fundraising experience, primarily in the areas of grants management and grant writing, prospect research and prospect management, campaign planning, and donor relations. 

    Prospect Research plays an important role in the success of nonprofit organizations. While the bulk of philanthropic dollars received each year comes from individuals and continues to rise, we are also seeing an increase in the second largest category, giving by foundations. According to the annual report from Giving USA, giving by Foundations in 2020 was $88.5 billion, accounting for 19% of all contributions that year and increasing 17% over 2019.

    Support from foundations serves as a key source of revenue for many nonprofits as they seek to carry out their missions, and private foundations must pay out at least 5 percent of their assets each year in the form of grants and operating charitable activities. So, where do you start with foundation research and what tools are available to help in your efforts?

    Foundation Research Tools

    Candid, formerly Foundation Center and GuideStar, is a wonderful resource and it’s free to use. My favorite things to access via Candid are GuideStar and Foundation Directory Online (FDO). Candid also has some great e-newsletters delivered straight to your inbox to keep you up to date on subject-based philanthropy, links to resources, and funding alerts. GuideStar houses information about every IRS-registered nonprofit organization, including the three most recent 990s. While FDO Pro is a paid tool, many public libraries offer free access to the database. FDO Pro features 140,000+ grantmakers and 11 million+ grants, and it is updated weekly. I would recommend that you watch this free 1-hour tutorial first, and then bring a flash drive with you so you can download search results and profiles for more in-depth research once you are back at your desk. Search here for a library that has FDO Pro near you. FoundationSearch is another database option if you have the budget funds to add it to your shop. Relationship Science (RelSci) (relationship mapping to find board member connections) and iWave (one-stop-shop for prospect research and donor wealth screening), other paid tools, can support your foundation research efforts, too.

    When I’m in FDO Pro or FoundationSearch, I like to narrow my search by looking at foundations with the largest assets, a geographic scope that corresponds with where my organization is located, and a granting category that fits my type of organization. I don’t always exclude foundations that don’t accept unsolicited proposals, because you may be able to connect with those folks in another way. Perhaps you have a board member or individual donor that knows one of their board members or staff members. Another tip is to search for organizations with similar missions to yours to see which foundations are giving to them. Maybe they would be interested in giving to you as well.

    Three additional sites related to foundation research are The Grantsmanship Center, NC Network of Grantmakers, and South Carolina Grantmakers Network. The Grantsmanship Center provides training, publications, technical assistance, and consulting for nonprofits in addition to resources by state, including top giving foundations, community foundations, and corporate giving programs. NC Network of Grantmakers and South Carolina Grantmakers Network serve grantmaking organizations across their respective states. Their news pages are particularly useful for information about staff changes at foundations, grant awards, requests for proposals, and more.

    Digging into 990s

    Foundations are required to submit a Form 990 to the IRS each year. This form contains a slew of helpful information for research purposes. For foundation research, here’s what I look at:

    • Right above the Name of foundation line at the top, the form identifies the foundation’s fiscal year. This is good to know for timing of application purposes and strategy.
    • Next to the name, you can also verify that you have the correct address and grab a phone number if you don’t already have one. Foundations include this information on their website, but there are still a lot of foundations out there without a website.
    • Line I lists the fair market value of the assets. The larger the assets, the more the foundation has to give out to nonprofits each year.
    • Part 1, Line 25 will tell you how much they paid out in grants that year.
    • Skip down to Part VIII for the list of Officers, Directors, Trustees, Foundation Managers, Highly Paid Employees, and Contractors.
    • Part VX, 1 & 2 is important as well since it gives information about foundation managers and grant applications. There’s a check box that lets you know whether or not they accept unsolicited requests as well as the contact person for applications, the format in which applications should be received, submission deadlines, and any restrictions or limitations on grant awards. *Note: If the foundation has a website, there may be more specific, up to date information located there.
    • Last but not least, Part VX, 3 lists out grants and contributions paid during the year or approved for future payment (multi-year pledges). Here’s where you’ll see who they’re funding, for what purpose, and at what amount. This is key in determining what projects they might fund at your organization and the ideal ask range.

    Foundation Profiles

    You’ve done your research and now it’s time to put together a profile. I’ve found the following template to be most effective when sharing prep information with gift officers and/or senior leadership.

    • Foundation name and contact information (address, phone number, website)
    • Foundation Overview (background, mission, vision, etc.; if it’s a corporate foundation, I also include a company overview)
    • Foundation Funding Priorities (areas of focus/grant programs, eligibility guidelines, application timing, etc.)
    • Staff and Board list (with titles, brief bios, connections to your organization, and photos, if available)
    • Giving History for Your Organization
    • Financial/Grant Information (Total assets, total # and amount of grants awarded, list of grants from the most recent fiscal year)
    • Relevant action/contact reports from Advancement CRM and other related notes regarding the foundation and your organization, including most recent ask details, if applicable
    • Recent articles about the foundation or key staff/board members

    Happy foundation prospecting!

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