1. Where Does Waldo Work? Maximizing Employment Data Sponsored by AFP and HEP Carl Pitruzzello HEP Development Services AFP Member July 14, 2011

2. Learning Objectives How to obtain employment information from your constituents Apply employment information more effectively in advancing the mission of your organization Establish and improve matching gift information internally and with your donors Tools to increase your matching gifts income Reactive Proactive

3. Where Does Waldo Work? And why do I care? Employment information is key in major gift prospect identification Employment information and contact numbers are critical elements for major gift fundraisers Employment information will help drive a more effective matching gift program

4. Where Does Waldo Work? Who needs Waldos work information: Major Gifts and Leadership programs to contact Annual Giving for Matching Gifts Dollars Prospect Identification for Research, Major Gifts, Volunteers and Members Corporate/Fdn to maintain, expand relationships. Records to clean, connect, enhance value

5. Where Does Waldo Work? Internal sources for finding employment information Staff Fellow constituents Events Telemarketing solicitations Surveys Asking for update info on your website Social networking sites

6. Where Does Waldo Work? Keep up with the sources

7. Where Does Waldo Work? External sources of employment information Individual Employer Government Tax records Real estate holdings Securities filings Research Companies

8. Where Does Waldo Work? Research companies With name, address, e-mail, research is possible across many publicly available databases Corporate Affiliations (Lexis/Nexis) provides work data (Search-one at a time) Over 1 million personnel names and titles HEP Data offers Employer Find (Search Many at one time) Mines more than 100 databases (w/import capability) Meshes with matching gift identification service…

9. Characteristics of a Successful Matching Gift Program

10. Key Matching Gift Stats

11. CAE –Matching Gifts Statistics

12. Data Elements: the Building Blocks

13. Sample Email Append Results

15. Employer Find Sample Results

17. Employer Find Results after Verification

19. Biggest Challenge

21. Small Non Profit Example

22. Sample Letter July 1, 2011 Mr. and Mrs. David M. Smith 818 Broadway Ave New York, NY 10011 Dear Mr. and Mrs. Smith: Got a match? We recently received your gift to YOUR ORG HERE, and we are most grateful for it. You may not know, however, that your gift could be matched by your company if you contact your human resources department for the correct form to send us. After you send us the matching gift form, we will let your employer know about your generosity, and all three of us will be philanthropic partners. You will feel good about helping support all the good teaching and Real-Life Learning at YOUR ORG HERE; your company will take its place among other similar companies seeking to be good corporate citizens; and the YOUR ORG HERE will be enhanced by both gifts. This is your opportunity to double your philanthropy. We will be doubly grateful. We hope to hear from you soon, when you return your matching gift form from your company. Sincerely, STAFF NAME Director of Corporate & Foundation Relations

23. Waldos Summary Efforts to maintain current employment information can benefit organizations in many ways Individuals are the best source of employment information and should be solicited for this information at multiple points of contact Companies are increasingly providing services that will research employment information for nonprofit organizations Matching Gifts potential can be identified and increased with more employment data from donors

24. Reactive/Proactive/ROI E-match Page – Reactive – Immediate Email Append – Proactive – immediate/multiple ROI Employer Screening – Proactive – Great ROI Automatch – Proactive Immediate ROI

25. Further Questions? Carl Pitruzzello carlp@hepdata.com 860-655-0839carlp@hepdata.com Joan Graham joan@hepdata.com 954- 598-4571joan@hepdata.com