Steps to Advance Your Prospect Research Career

Written by: Chris Copsey

“Hey, you- yes, You! C’mon over here and let’s talk shop for a little bit away from the crowds. I heard that you are looking for ways to advance your career in the Prospect Research area. Well, the good news for you is that is something that I would love to help you out with.”

If you are anything like me - and you must be since you are reading this! - you have probably been working in the Prospect Research and philanthropic field long enough to wonder if that above conversation would ever happen to you. Well, consider this article a version of that conversation. You see, although I have only been in the field of prospect research for 8 years, I have gone from performing basic, individual prospect research, to healthcare philanthropy data analytics, to now leading a whole Prospect Development team for a major healthcare philanthropy organization. And the good news is that with some experience, nerve, and a lot of confidence, you too can give yourself the background and experience necessary for advancing in your career.

Hi, my name is Chris Copsey, and I am the Assistant Vice President of Prospect Development for the UNC Health Foundation, based out of UNC Chapel Hill. I have spent my entire fundraising career at UNC and have loved every minute of it. Aside from my professional work, I am also the incoming President-elect of Apra Carolinas. 

Here are some things to consider when you are ready to advance in your career in this field. And no, these won’t be any of those that you heard in the 1990s, like “Dress for the job you want, not the job you have”, or always laughing at your boss’s unfunny jokes.

1. Make sure your fundamentals are sharp: whatever your current role is, you want to make sure that you are already performing at a high level. How can you expect to move up to a new position if there are weaknesses in your current position? Take stock of what you do, and especially those times where you either took on tasks outside of your job’s scope, or successes where you went above and beyond. If you take stock and find yourself deficient in any area, consider the resources that Apra has, reach out to your network, or even utilize LinkedIn learning- I myself used a LinkedIn learning class to learn the basics of Tableau and then reached out to a thought leader for more advice- how is this Dashboard? What can I do to make it better? You’d be surprised how happy people in our field are to help each other!
   
   
2. Working horizontally is equally important as working vertically: while we all want to impress those in positions above us, it is equally important to ingratiate yourself with those at your current level. Make yourself indispensable to those you encounter on an everyday basis for run-of-the-mill projects.  If you are worried about being too good at this and potentially depriving your office of your current skills, I would counter and say that taking on a new role is about expanding your talents, not depriving anyone of them, so this should not stop you from advancing.
   
   
3. Become familiar with all the jobs in your office: you might excel at research but having knowledge of what a Development Officer does will make you better at providing them with help. If you don’t, ask to shadow them at a donor meeting. 
   
   
4. Know who to lobby: we all equate lobbying with the political and corporate world, but lobbying for yourself is essentially advocating for yourself. But you wouldn’t just advocate to anyone - you should know who to advocate to. Knowing who in your office has sway or soft-power can be crucial as you make plans to step up in your office. Is an office shakeup happening? Ok, great - lean into it, and figure out who is going to be calling the shots at a future date, even if they are not right now. Org charts and budget allocations are gold when trying to figure this out, so ask around to see if this kind of information is handy.
   
   
5. Raise your hand: most importantly, and it is probably the thing that can get you where you want the most, is to raise your hand; for all you know, no one else has raised theirs! 

These are only a few things that could help you advance your career in prospect research. Of course, getting involved in a professional development space like Apra Carolinas doesn’t hurt either!

Meet the Board

We are ushering in the New Year with an opportunity for you to get to know the Apra Carolinas Board. This year, we are welcoming new and returning members, all of whom are dedicated to providing professional development and networking opportunities to our members in the Carolinas (and beyond)!

Engaging our community, providing resources, the thrill of detective work and working with a team to support impactful work and missions 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

Donor Strategy Manager, St. Luke's Health System

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’ll go with what I always pick up on road trips - Cool Ranch Doritos!

Chris Copsey

Assistant Vice President of Prospect Development, UNC Health Foundation

President-Elect 

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

8.

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!

Megan Crenshaw

Research & Database Manager, Cone Health Philanthropic Foundation

Treasurer

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

I have worked in prospect development for 5 of the 13 years that I have been in fundraising.

What inspired you to join the Apra Carolinas board?

After joining the Research team at Elon in 2019, I was continually amazed by, and grateful for, all that Apra Carolinas offered me. The professionals I met are not only incredibly knowledgeable and skilled, they are also genuinely warm, engaging, and encouraging. It felt very fulfilling to give 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

Prospect and Database Manager, Purpose Built Communities

Secretary

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

Over ten years

What inspired you to join the Apra Carolinas board?

Being involved in the leadership of a community of prospect development professionals.

What do you like most about working in prospect development?

The thrill I still get when I uncover a hidden prospect with staggering potential to support my organization's mission, followed by strategy discussions to make an introduction and invite them to support our impactful work.

What's your favorite snack? 

Movie Candy!

Rachael Daniels

Prospect Management Analyst, Clemson University

Education Chair

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

I have worked in fundraising for about 12 years, the last 5 of those in prospect development.

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 roadblock or get one step closer to meeting their goals.

What's your favorite snack? 

Cheese!

Jennifer Kehoe

Director of Prospect Research, Clemson University

Membership Chair

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

23 years. First 4 years of my career were as a CFR Development Officer before moving into the Prospect Development side of things. I’ve always known my calling to be in the PD realm rather than as a front-line Gift Officer. 

What inspired you to join the Apra Carolinas board?

The desire to be more involved with my fellow Prospect Development folk (in all of our different organizations) and to feel like I’m giving back. The Board is the perfect place to work with great people and meet other great people in our industry. 

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 and Honey Mustard flavor).

Jenny Bunn

Prospect Research Manager, UNC Asheville

Communications Chair

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

I have worked in Prospect Development for two years, 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 such a great job. I love the research. I love the strategy meetings. I love the camaraderie with gift officers and other members of our advancement team - it’s really wonderful to be part of a team that is so collaborative.

What's your favorite snack? 

Salty chips with really fresh guacamole

Merissa Lawson

Prospect Development Manager, National Parks Conservation Association (NPCA)

NC Representative

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

I’m coming up on 21 years in prospect development.

What inspired you to join the Apra Carolinas board?

I first joined the board in 2015, after attending chapter events for several years; I really just wanted to help. After a stretch of board membership that included multiple roles (including President), I took a short break, but am rejoining now to jump back into the fray. I enjoy giving back to the community and can’t seem to stay away.

What do you like most about working in prospect development?

I love all of the different aspects of the work. The combination of critical thinking, investigative work, communication skills, strategy – and the satisfaction of knowing my work is the foundation for future gifts. What’s not to love?

What's your favorite snack? 

Popcorn, always and forever!

Jenny Alstad

Senior Director, Prospect Development & Strategy, College of Charleston

SC Regional Representative

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

I’ve worked in fundraising for 17 years and have been in prospect development for the past three years.

What inspired you to join the Apra Carolinas board?

Since joining Apra and Apra Carolinas in 2022, I’ve been so impressed by the community. After three years of attending conferences and webinars I’m ready to get involved and start making an impact! In 2024 I was awarded the Apra Carolinas Professional Development Scholarship and used the funds to attend Apra PD in Seattle. The opportunity to attend this conference allowed me the opportunity to meet and connect with my peers - such an invaluable resource! On the Apra Carolina board I hope to help facilitate connections amongst our members in the Carolinas.

What do you like most about working in prospect development?

For me, prospect development is the perfect combination of data, relationship management, and strategy. I love having days where I’m head down digging into data projects that are then balanced with days where I’m collaborating with our fundraisers on strategies and next steps.

What's your favorite snack? 

Anything chocolate!

Apra Carolinas 2024 Fall Conference in Review

Written By: Jenny Bunn

This October, prospect research, development, and nonprofit professionals from across the Carolinas met at Clemson University for a one day conference. Held at the Madren Center on Clemson’s campus, the conference was chock-full of compelling speakers balanced with time for fellowship and networking. 

I appreciate that the Apra Carolinas conference features sessions led by both nationally known speakers and local colleagues. It is a way to hear both big picture ideas and creative, practical applications on an institutional level. After a warm welcome from Brian O’Rourke, VP of Advancement at Clemson, the conference kicked off with a session from Jim Langley. In his session - It’s About Meaningful Interactions, not Moves Management - Jim spoke about maintaining consistent elements in a donor’s biography or record so that a relationship could be managed by anyone. It was an a-ha moment for me - my VC has encouraged our team to know the answers to a list of 10 questions for our donors - but we don’t actually record those answers into a shared action, note, or bio. So what if we did? How might that impact the way we are able to interact with our donors over a length of time, even if individual staff members don’t remain with our institution? I was furiously scribbling notes - arrows pointing to new thoughts, words with boxes drawn around them - whatever I could do to attempt to solidify my thoughts so that I could effectively communicate them later to my team.

Chris Copsey’s session made it seem easy - or at least attainable! - to create a custom AI chatbot. Katalina Williams and Kayla Ly discussed remote onboarding strategies, which I need to revisit as I work on updating some elements of our training guide. During Cecelia Poplin and Marianne Pelletier’s sessions, both of which focused on the potential benefits of AI in prospect research, my takeaways included using AI to automate alerts and to summarize family relationships from obituaries, marriage announcements and company bios. 

I very much enjoyed the built-in networking activities. Not only was I able to meet new people in our shared field, I was able to learn about the work of other non-profit organizations in the region, including one dedicated to conservation in the area where I grew up. Over breakfast and lunch, I learned who was an EMT, who was a Weird Al fan (surprisingly - or not! - there were more than a few of us), and who was baking with apples for the upcoming Thanksgiving holiday. Since I mainly see my Apra colleagues over Zoom, it was really quite wonderful to be together in-person and to be surrounded by people who are working hard to make the world a better place.

And speaking of making the world a better place, it was announced that a portion of the conference fees would be donated to non-profit organizations in the Carolinas working to mitigate the destruction in our region of Hurricane Helene. As we face a long recovery from this devastating storm, the board and membership of Apra Carolinas stepped forward with thoughtfulness and constructiveness to be a part of the solution. 

Thank you to Apra Carolinas for a fabulous Fall Conference - already ready for the next one!

2024 Professional Development Scholarship: Apra PD Experience

Written By: Rob Lyles

Rob Lyles, Prospect Research Analyst at Clemson University, was awarded the 2024 Professional Development Scholarship from Apra Carolinas. He chose to use the award to attend Apra PD in Seattle, Washington. Below is a recap from Rob regarding his experience.

This was my third year attending Apra PD, and it was absolutely the best, for me, so far. In 2022, I attended Apra PD in Atlanta just a few weeks after starting my current position—a fresh hire not just at Clemson, but in the field of higher ed and philanthropy as a whole. I was a middle school English teacher for ten years previously, so while getting to travel to Apra PD was very new and pretty exciting, I was drinking from the proverbial firehose for much of that first conference. I felt a bit better last summer in Indianapolis, but when I got to Seattle this year: wow! I actually knew what presenters were talking about, I knew what questions I wanted to ask, and I met tons of researchers from across the country and the planet—and all in one of the coolest cities I’ve been able to visit.

Our team chose to divide and conquer when it came to conference  sessions; I went with mostly soft skills/psychology-centric options, including Inclusive Philanthropy, Giving Behavior, and Introverted Leadership—where I found out I’m not actually an introvert at all, but an ambivert (and where I immediately found out what an ambivert is!). Probably my favorite session was the pre-conference discussion on AI tools, specifically BoodleBox: we’ve all been hearing a lot about AI for what seems like a long time now (and it was certainly a theme at Apra PD overall), but here I got to see maybe the coolest actual development-focused use case for it I’ve encountered, which was great to be able to take back to Clemson with me.

If I’m being honest, what was different about this conference wasn’t the conference, it was the people. I met researchers and development professionals from universities, hospitals, museums, the Make A Wish Foundation—hearing their perspectives and experiences is always my favorite part of Apra PD, but this time I felt like I had enough experience of my own to really appreciate what’s happening elsewhere in the world of prospect research. So maybe what was different this year was me! And also the food—wow, the food was good. I didn’t think I even liked calamari but hey, realistically I ate two pounds of it.

Since it was my first-ever conference, I may be a bit biased, but Apra PD was my immediate pick for this year because it is hands-down my favorite. That week has consistently been such a rich source of networking, true professional development, and—honestly—inspiration: I was constantly reminded of how fortunate I am to be working in this field, with these people, helping to enact real positive change in the world. I got some great quality time in with my team members there and our leadership (over amazing meals, obviously), and I came back feeling ready to get it all done.

I would wholeheartedly recommend that you go to Apra PD in Baltimore next August, absolutely—and I am thoroughly grateful to Apra Carolinas for the opportunity to be there in Seattle this year. :) Thanks!

“We are experts at becoming experts”:
My Experience at Apra PD

Written By: Jenny Alstad
Senior Director, Prospect Development & Strategy
College of Charleston

My goal in applying for the Apra Carolinas Professional Development Scholarship was to attend the Apra PD Conference in Seattle, WA. So, when I received the news that I was awarded the 2024 scholarship, it was an easy decision on how to use the funds. From making new friends at the airport (shoutout to my Richmond buddies!) to participating in thought-provoking and cathartic sessions, my experience at Apra PD was exceptional.

As I review my pages of scribbled notes from the conference, one quote keeps resonating with me and it comes from our own backyard. On the second day, our Apra Carolinas Chapter President, Rachael Walker, shared during a panel discussion, “We are experts at becoming experts.” That statement struck a chord with me.

While I’ve worked in development for over 15 years, I am relatively new to the world of Prospect Development. Self-doubt can be a tricky hurdle to overcome. Questions like, “Is my program where it should be?” “Are we working with the right vendors?” and “Am I in over my head?” creep into my mind. What Rachael and others at Apra PD helped me realize is that no one can be an expert in everything, but we as Prospect Development professionals have the unique tools in our mental toolkit to figure it out!

I left the conference excited about what to implement first. After attending a session hosted by Jack Pitfield from the University of Chicago on basic coding skills, I spent some time over the weekend setting up an Excel Macro to simplify a pipeline report I pull twice per week. I estimate that this Macro saves me about 10 minutes each time I generate the report. Over the course of a year, that’s at least 17 hours of mind-numbing data work saved!

Next on my list is formalizing our definition of a “meaningful contact” and creating templates for officers’ contact reports (shoutout to Prisca Zaccaria and Katalina Williams up the road at USC). After that, I plan to tackle a more robust training program modeled after Lauren Woodring’s approach at the Philadelphia Museum of Art.

I’m incredibly grateful to Apra Carolinas for granting me the opportunity to attend this conference. Thank you!

Apra Carolinas 2024 Membership Survey Results & Key Takeaways
Written By: Jennifer Kehoe, Membership Chair

A warm and big THANK YOU to all the participants in this year’s membership survey! Your input is invaluable to our organization, providing crucial insights that help shape our future initiatives and programming. Your responses offer a window into the diverse needs and interests of our membership, allowing us to tailor our offerings and ensure we're delivering the most relevant and beneficial resources to support your professional growth.

Your feedback on potential topics for educational opportunities, conference attendance, and areas of interest helps us create more targeted and impactful events. We're especially grateful for those who expressed interest in volunteering, as your willingness to contribute your expertise strengthens our community. Your candid thoughts and suggestions are the driving force behind our continuous improvement, enabling us to better serve you and advance the field of prospect development.

Nearly half of you would like to see more in-person networking. A little over 33% of you had a positive response when asked if you would be attending our Fall Conference, with almost 50% unsure.  Be sure to SAVE THE DATE FOR THE FALL CONFERENCE: October 24^th and 25^th at Clemson University in Clemson, SC. Please join us!

Our participants have quite a range of experience, which is fantastic for our membership:

Unsurprisingly, job titles are as varied as we would expect, including:

• Assistant Vice-President, Advancement Operations & Annual Campaigns
• Data Analyst
• Deputy Director of Philanthropy
• Director of Advancement Services
• Director of Prospect Development
• Director of Prospect Management
• Director of Prospect Research
• Executive Director, Prospect Development
• Gift Processing and Prospect Manager
• Philanthropy Manager
• Prospect Research Analyst
• Senior Director, Prospect Research
• Senior Research Analyst

It may surprise you to learn that the majority of the respondents now work remotely. Amazing to see how the workplace has changed since 2020!

You’ll be as happy to hear, as we were, that our participants come from many different sectors:

• Higher Education: 58.3%
• Healthcare: 11.1%
• Social and Human Services: 8.3%
• Environmental/Wildlife/Zoos: 8.3%
• Vendor: 5.6%

We made sure to ask you what your top training needs are so that we can plan future events that will be of interest to you. Here are some of the topic areas you highlighted:

• Prospect Identification
• Pipeline Development
• Data Analytics/Data Mining
• Predictive Modeling Scores
• Portfolio Management
• Reporting/Dashboards

You told us what you felt were the best qualities of Apra Carolinas – welcoming, engaging, innovative, supportive and more:

We were very delighted to see that some of you want to volunteer with Apra Carolinas to serve on our Committees or to speak at an event or a webinar. Please know that we will be reaching out to you soon if you're interested!

Finally, you told us what services you would like to see us offer and the following stood out:

• Mentoring
• More in-person networking opportunities
• More virtual education opportunities/webinars
• Library resource for articles/trends

The Apra Carolinas board would like to thank each and every one of you for participating in this year’s survey. We are a better organization because of your feedback. Please don’t hesitate to reach out to us at any time!

Finally, a hearty CONGRATULATIONS to our two $50 Amazon Gift Card winners Tohry Petty and Rachel Wilfahrt!

We look forward to seeing you at our virtual events and at our in-person events over the next couple of months: Apra PD Mid-Atlantic Happy Hour on August 21st in Seattle and, our Fall Conference on October 24^th and 25^th.

Accelerating Prospect Development: Crafting a Custom AI Chatbot
Written by: Chris Copsey

Are you tired of hearing about AI this and Machine Learning that, and want to get your hands dirty with a possible solution that can help your fundraising shop AND move your office to the cutting edge of the AI bandwagon? Then look no further than the world of Large Language Models, or LLMs.

Surely, most of us have either used ChatGPT or heard enough about it from your one friend who goes on and on about Crypto currency to be skeptical. In short, Large Language Models take large swaths of data and can act at your own personal help desk for any questions you might have. It has a range of uses in the world, but especially for Prospect Research and fundraising.

Are Development Officers complaining about a lengthy research document? Have an LLM summarize it in a few paragraphs! Having trouble writing an annual letter appeal? Have an LLM write a letter in the “voice” of your Dean! Does the thought of receiving the same Prospect Management question over and over again make you break out into hives? Create an LLM Chatbot that can help answer these questions instead.

This last example will be the focus of this article. I will be giving you some instructions on how to make your own AI Chatbot that can help ease the burden of email fatigue and be a great line on a resume, which you will be needing since, you know, AI is going to be taking all of our jobs, right? (Just kidding).

Background

The first thing to know is that this year, Microsoft launched their Copilot software, which is essentially a chatbot integration that currently lives in Microsoft browsers. You might be familiar with this logo:

Earlier this year, they launched the ability for users to build their own “Copilots”, as they call them, which are just bespoke AI Chatbots.

To get started, cruise on over to www.copilotstudio.microsoft.com.

**Note: This is NOT an endorsement or paid plug for Microsoft. It is merely the software that I chose to use. Be vigilant about any software that you use. If you have an IT department, contact them about any software that is secure for your information.

Instructions

Once on the site, you are given the option to either buy a license or have a free trial. I recommend starting the 60-day trial, which can still offer you some usage in that time. If your work or institution has a subscription to Microsoft 365, you might be able to just log in with your username and password. My institution, UNC Chapel Hill, has a contract with Microsoft for an enterprise version of Copilot, which allows internal usage of data that is not recorded on the back end by Copilot (as opposed to ChatGPT which does save your data). Again, check with your institution to see if you have a similar setup.

Once inside the Copilot site, click “New copilot”. Next, a box will appear asking to name your Copilot and to enter a website that will serve as a reference for the Copilot. Since I am working with a Microsoft 365 subscription, I was actually able to paste a link to my Development Office’s Devnet, where many of our Prospect Management policies are kept. Once you have linked up to a site, hit create at the bottom, and you’re ready to start Copiloting!

Once you have created your Copilot, you will be able to begin feeding it documents to give it a “brain”. On the left-hand side, there is a list of options, including a “Settings” dropdown. Click that, and then navigate down to “Generative AI”. Here, under the “Upload a document” area, you will be able to upload PDF documents that the Copilot will be able to reference.

In my instance, since I wanted to create a Prospect Management chatbot, I uploaded 20 documents relating to Prospect Management.

Once you have uploaded the documents, and are ready to start testing your Copilot, utilize the internal chatbot box that is to the left of where you uploaded the documents. Ask it questions! This is the great part of Generative AI and Chatbots- quizzing it and seeing if the answers line up with your internal policies.

If you are happy with the responses that your new chatbot buddy has given you, it is time to publish. Again, navigate to the left side and select “Publish”. There will be a button in the middle of the screen to press and then publish.

Finally, as the icing on the chatbot cake, you want people to be able to access and use your chatbot, right? Under the Publish button you will notice an area saying “Optimize your copilot”:

Click the “Configure channels” button to take you to a list of places you can push your chatbot into:

Now, since this is a trial account, you will not be able to publish to all of them. But the first option, as a Copilot, will give your chatbot its own tiny website and link that you will be able to share with others. Myself, I used the second option, which was to push it out to Microsoft Teams, which allows myself and others to chat with it like we would any other person on Teams.

After the initial build, you can easily add more documents to the chatbot that you have created. There is a maximum number to add, but I have added some PDFs that are over 50 pages long. Almost all of these documents were either how-to’s, FAQs, or policy documents that were spread out over an entire website. Collecting them all and loading them into the chatbot has allowed me to synthesize them all and access their collective information all at once, rather than going through dozens of individual documents.

Internal reaction, after the initial “Wow, what is this?” has been stellar. There were a few attempts to “break” the bot by asking it confusing questions, but it held up very well! Most of the rollout and testing among staff has been around calibration and making sure that the answers are actually correct and not hallucinations! Formal launch of the product writ-large is expected at the beginning of the new fiscal year.

Again, this is just one of the interesting things that AI can be used to do as it related to Prospect Development. Once you create your chatbot, poke around the Copilot site and try to improve it! Happy Building!

Chris Copsey is the UNC Health Foundation’s Assistant Vice President of Prospect Development. Since 2019, Chris has provided the Health Foundation with data and analytical support, mainly supporting grateful patient identification, cultivation, and solicitation activities. He assists with the strategic coordination of critical data and information sharing between the donor and alumni database, EPIC, and other resources as necessary, and serves as a liaison between the Health Foundation and University of North Carolina Development office as it relates to data management and information sharing. He is also very active in Apra, serving currently as a board member of Apra Carolinas and previously helping to organize their one-day conference for philanthropic data professionals called Data Science Now.

Chris graduated from Ball State University in Muncie, Indiana, in 2008 with a dual degree in Political Science and History. He enjoys reading books on American History, playing golf (poorly), and plotting out the best ways to grow vegetables in his yard- a work in progress! Chris lives in Snow Camp, North Carolina, with his wife Trinh, and son, Theodore.

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.

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.”

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.