26th Annual International Conference

New Researchers Symposium

Research Fundamentals

Designed specifically for fundraising and research professionals with less than two years of experience, this program covered the entire spectrum of prospect research, including web research, relationship management, prospect identification and analytics,  corporate/foundation/individual research and provided a new opportunity to network and discuss best practices related to institutional databases. New researchers learned more about the integral role research plays in successful fundraising efforts and establish connections with others who are new to the field. Participants left with additional resources to locate valuable information on prospects, stay organized and increase their contributions to their organization. 

New Researchers Symposium Schedule
Day One – Wednesday, August 7

(Breakfast on your own)

8:45 am – 9:30 am
Welcome and Introductions
Elizabeth Dollhopf-Brown, APRA President
Liz McHugh, Director of Prospect Development, Phoenix Children's Hospital Foundation, Symposium Chair

9:30 am – 12:00 pm
Ethics, Risks, Confidentiality and Donor Privacy
David Eberly

Discuss contemporary issues in ethics and privacy facing the nonprofit community today and review ethical principles of the fundraising research profession. Examination of case studies regarding best practices and guidelines for protecting donor rights, include how to manage day-to-day activities and establish appropriate operational guidelines.

12:00 pm – 1:30 pm
Lunch on your own

1:30 pm – 2:30 pm
Researching Individuals: Fundamentals
Michael Quevli

Discover the resources, methods and strategies for unearthing information about individuals including understanding what you need to know before getting started and how to verify basic biographic and contact information. Learn how to determine the best sources for finding biographical information, approaches for finding new prospects and how to equip fundraisers with meaningful information that promotes relationship-building with prospective donors. Understand how to discern various types of requests and create customized reports and formats for relaying information to fundraisers.

2:45 pm – 4:15 pm
Researching Individuals: Wealth Indicators/Capacity
Michael Quevli

Review sources for locating common wealth indicators such as income, real estate and public stock holdings, and examine other indications of wealth as observed by philanthropic behaviors, political contributions, and family and private foundations. Understand the fundamental concepts and receive an overview of creating estimation strategies and rating methodologies for determining gift capacity.

4:15 pm – 4:45 pm
Question and Answer Period

Day Two – Thursday, August 8

9:00 am – 10:00 am
APRA Keynote Presentation: "Finding Your People Power"
Jon Duschinsky

The term “movement” has successfully found its place in our day to day lexicon as we watch people around the globe find one another, congregate and mobilize with unprecedented ease. There‘s no debating it: people today have more power to drive change in the world than ever before in history. We’ve seen what this new-found power means in the political sphere and the social sphere, but what does this mean for your business? Every company and organization has the ability to rally a passionate community around their brand. However, not many know how to activate this community. Find out what it takes to access the power of people to advance your non-profit business and build a movement around your brand.

10:15 am – 12:00 pm
Corporate and Foundation Research
David Eberly

Learn how to identify and research the best corporate and foundation prospects.   Review a 990 and learn strategy ideas for gathering the best information.  

12:00 pm – 1:00 pm
Lunch and APRA Awards Ceremony

1:15 pm – 2:00 pm
Introduction to Relationship Management
Liz McHugh

In this session, learn how to plan, record and report significant movements in the relationship between your organization and your prospects.  Topics will include how to establish policies for portfolio accountability for your organization, how to manage and direct prospect assignments and tracking, how to coordinate prospect moves, how to establish and maintain portfolios for frontline fundraisers, while working as a team and how best to communicate information that assists fundraising strategies.

2:00 pm – 2:45 pm
An Introduction to Prospect Identification/Data Mining/Analytics
Liz McHugh
Michael Quevli

Review the essential components of traditional prospect identification techniques, including reading and extracting information from newspapers, magazines and industry journals, and conducting list reviews, industry or occupational analyses, and extracting and analyzing information from database queries. We will also discuss ways data modeling can be applied in the fundraising office, approaches to analytics, and the partnership between analytics and research.

3:00 pm – 4:15 pm
Institutional Databases: Tools, Tips and Techniques
Liz McHugh

This interactive session will allow attendess to networks with other colleagues that have the same databases.   The groups will brainstorm best practices and report back to the entire class new ideas, tips and techniques for utilizing your database effectively. 

4:15 pm – 4:45 pm
Question and Answer Period

About the Faculty

David Eberly is an independent consultant. He has been active in the fundraising community for over thirty years, dividing his time between higher education and health care.  Focusing on development operations and research, he has worked at Tufts University, Harvard Medical School and Harvard Kennedy School of Government, and Boston Children’s Hospital, and has served as consultant to numerous educational institutions, hospitals, museums, and membership organizations.

David is a past director of APRA, and editor of Connections.  He is past president of NEDRA and a recipient of its 2004 Ann Castle Award for excellence in research.  David is a member of the International Society of Privacy Professionals, and has a special interest in ethics and risk management.

Liz McHugh is the Director of Prospect Development at Phoenix Children's Hospital Foundation and a consultant specializing in prospect research and relationship management . Prior to her current role and starting her business, she was the Vice President for Prospect Research at Scottsdale Healthcare Foundation where her responsibilities included proactive prospect identification and relationship management.  Before joining Scottsdale Healthcare, Liz spent 20 years at the Arizona State University Foundation where she built a sustaining and thriving prospect research and relationship management department. She is a frequent speaker on the topic of relationship management and research at APRA conferences, virtual seminars and chapter meetings as well as local AFP meetings. She was a member of the APRA Board of Directors for 6 years and a founding member of APRA-AZ.  Liz was the recipient of the 2006 APRA Distinguished Service Award. She is a native of Pittsburgh, avid Steelers fan and bead & mosaic artist.

Michael Quevli began his career in prospect research at AIDS Project Los Angeles. At the Keck School of Medicine of the University of Southern California, he was responsible for overseeing the Development Research team, prior to joining Target Analytics in 2005. Quevli served two terms as the membership chair of the California Advancement Researchers Association (CARA), where during his tenure membership went from 165 to 300. He is currently serving his third term on the APRA Board of Directors in the position of Immediate Past President. Quevli served three terms on the Stephens College Alumnae Board. He has been a speaker for APRA, CASE, AHP and taught at the College of Extended Learning at Cal State Northridge. Quevli is a recipient of the 2004 CARA Service Award and the 2007 Stephens College Alumnae Service Award.

About the New Researchers Symposium

Participants will learn the importance of…
      • Being organized
      • The role research plays in the success of an organization’s fundraising efforts
      • Having fun!
      • And will walk away with valuable reference materials

Attendees will also have multiple opportunities to share experiences with new researchers, establish new professional contacts and gain materials to help them improve their work.

How will attendees be able to apply the above lessons to their day-to-day and strategic practices and professional development, and why should managers send their staff to the New Researchers Symposium?
“Something little that I never would have thought of: purposefully misspelling a prospect's name while researching them. Who knew? When Liz and Deborah covered the role of research in development, they touched on the notion of research leading such a meeting. I have thought this since I started here and have asked several times why I am not involved in the meeting. I now have some ideas of how I can get involved and eventually take ownership of this meeting. I had several websites listed in my ‘Favorites’ within Internet Explorer before I came to the Symposium... but now I am equipped with a SLEW of great resources to tap into all kinds of great information on prospects. Absolutely fantastic!” – APRA 2012 NRS Attendee