How many years have you worked in PD, and what prompted you to join the field?

I’ve been in the PD field for 25 years — since August 2000.

I was working in the for-profit sector, but it wasn’t fulfilling. I saw an ad in the newspaper with a simple position title: Researcher. I read the description and thought: “This sounds like me!” so I applied. I had no nonprofit experience and no background in prospect research. A woman on the search committee saw something in me, took a leap of faith and hired me. Fast forward 25 years: It seems that her leap has worked out for the best.

You have a BA in geology, an MBA and an MS in nonprofit management and philanthropy. How has that unique educational background affected your approach to PD?

Other than my undergrad degree, my educational choices have always been in response to my career path. In the 1990s, when I was in the for-profit sector, it made sense to bolster my knowledge of business. I found an MBA program that had evening courses (this was in the days before online learning!) and completed my degree. When I pivoted into the nonprofit sector, I wanted to ensure that I had a good foundational knowledge of nonprofit management. I found a program that suited my schedule and earned my MS in nonprofit management and philanthropy. Even now, I have not stopped learning. I’m simply not doing it to earn another advanced degree. Our profession is continuing to grow and change, and we need to change with it. I seek out learning opportunities that help me stay current with the trends and, potentially, stay at the forefront of where our industry is going.

Since October 2021, you’ve had full-time roles in higher education while also serving as an independent consultant. What do you find energizing about this amazing juggling act? What have you learned from it?

Most people have hobbies. They like to garden, do woodworking or collect antiques. Me? I love what I do for work. I read about industry trends for fun, and I seek out additional training on my personal time. Taking on a part-time consulting role was a natural fit for me. It is an amazing opportunity to learn as well as help — a winning combination for me personally. Consulting has allowed me to work with people I might never connect with otherwise. By working with an array of clients, I gain insights into how other organizations operate and see where things are similar and where they’re different. I also consult for a firm run by Marianne Pelletier — an amazing person to work closely with. I’ve had the opportunity to innovate, to write articles and, more recently, to write my book on prospect management — finally!

You’ve emerged as a subject matter expert in relationship management. What are the two or three key things you want to share with everyone about this aspect of PD — newbies and long-timers alike?

There is a clear distinction between prospect management and prospect research. The two are related, and complementary, but they are not the same thing. Each requires a unique skill set. This is finally becoming clear to many organizations, which is great.

I also firmly believe that every fundraising shop needs to invest in prospect management and prospect research. Both are vital for a high-functioning shop. I realize that, in smaller shops, that might not be easy to do. But they should try to have someone who can toggle between prospect management and research.

Are you fully remote, hybrid or in-person? What are the pros and cons of your work arrangement?

Most recently, I have been fully remote. Prior to 2023, I was remote for my consulting work, but in-person for my full-time position. I enjoy working remotely. It gives me a lot of autonomy. However, there are benefits to working in-person that I enjoy as well, such as impromptu brainstorming to troubleshoot issues and solve problems.

How long have you been a member of Apra? Why did you originally join?

I honestly do not remember when I joined Apra. I joined NEDRA first, before it was an Apra chapter. Depending on the budget of the organizations I worked for, sometimes I was an Apra member and sometimes not. Since 2022, I have consistently been a member. Originally, I joined Apra to connect with others in PD and to have access to programming and online resources. I have always appreciated what Apra offers.

How have you engaged with your local Apra chapter?

Back at the start of my career, NEDRA was my only true lifeline to people who did the same work as me in my geographic area. There was no one at my organization who had a prospect research background. There were no prospect research boot camps, and it was well before the days of Zoom, Skype or GoTo Meeting. NEDRA was my only local resource to meet anyone who did this work and to learn from them. I am so thankful that I found the chapter early on. They had a printed newsletter (sent in the mail!) with informative articles, how-to pieces, various mentions of the latest online resources and other tips on how to do the work we do. I would sometimes call the people who wrote the articles, to ask questions. The nice thing about our profession is that everyone is so generous with their knowledge. I was able to learn a lot.

Have you participated in a formal Apra chapter mentorship program?

I have not. I did, however, help to create one. Over the last couple of years, I was on the NEDRA board, and we started the NEDRA 3 to 5 Learning Network, which is a cohort mentorship program for professionals who have been in PD only 3-5 years. I hope it can be a model for other Apra chapters. The inaugural year was highly successful, and NEDRA has high hopes for the program’s second year.

What would you say to encourage someone to volunteer with Apra?

I feel that it is important to give back to organizations that have helped me along the way. That is why I’ve volunteered with NEDRA and also, in a smaller role, with Apra. They helped me build my career.

What has surprised you the most about PD?

Our community! PD professionals are so kind and incredibly generous, always sharing their knowledge and offering their time to help, even when you have not met them before. I remember, early on in my career, reaching out to people who had written an article or presented at an Apra conference. I would simply email them and ask if we could talk, and they always said yes. In hindsight, it is remarkable that I did that kind of outreach. I’m a staunch introvert, and some of the people I called out of the blue were giants in our industry. Thankfully, I was blissfully unaware of their status, and they were so down-to-earth when sharing their knowledge. That kind and generous behavior makes our profession unique.

What PD accomplishments are you most proud of?

For years, people have asked me to write a book on prospect management. I’ve had a few failed starts but finally got to a place where I had the time and motivation to buckle down and write. It was no small feat for me to get all the information out of my head and into a book, organized in a way that would make sense to someone else. I am a slow writer, so it did not flow out of me easily. But I set a goal to get it done, and now it is out. It’s called “Prospect Management: The Essential Guide for a High Functioning Nonprofit Prospect Management System.” It’s a collection of most of what I know about creating, implementing and maintaining a prospect management system — all in one place. My hope is that others in our industry will find it helpful and apply what I’ve shared in their own shops.

Look ahead 5-10 years. How do you think PD will have changed?

I’ve been in PD for a quarter of a century. It makes me sound old when I phrase it that way, but it is true. I have watched our profession change and grow, from simply producing research profiles to serving as the trusted competitive intelligence arm of any strong fundraising shop. With the addition of prospect management and data analytics, and with an increasing emphasis on AI, our field has expanded and adapted to meet the changing needs of our organizations. I expect that, over the next 5-10 years, we will see that growth happening even faster, perhaps in areas that we haven’t even considered yet. And I expect that, as data security becomes more of a global concern, information that is relatively easy to obtain today will become less accessible.

What would you say to inspire someone to consider PD as a career?

I am not sure that I have an inspirational quote in me. If someone has an innate curiosity to find answers and dig for information, PD is a good career for them to consider. We do a lot of the same work that gets done in the for-profit sector; however, we get to be part of an organization that has a mission, so our efforts have a higher purpose than simply making a profit. Our organizations have a direct — sometimes profound — impact on the lives of those we serve. If you like work that is meaningful and has real ripple effects, PD will give you all of that and more.