1. clientsupport@donorsearch.net • www.donorsearch.net • 410.670.7880
What to Look For? : Identifying Major Gift Prospects with DonorSearch
DonorSearch Webinar
October 27th, 2017
Kristin Sours – Director of Client Success
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2. Customer Service & Client Support Contacts
Kristin Sours
Manager of Client Support
Megan Walsh
Client Support Representative
Adam Haarer
Manager of Client Relationships
Carrie Gerbrick
Client Support Representative
Ruth Robertson
Manager of Production & Integrations
Cathy Zauner
Client Support Representative
Stuart Entwistle
Director of Strategic and Enterprise Sales
Sarah Tedesco
Executive Vice President
For General Questions, us at:
10/27/2017
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3. Please ask questions! And don’t forget to download today’s slides!
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4. So what does a good prospect look like?
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5. Markers of Philanthropy
How do you know them when you see them?
Who are in the top 20% for your nonprofit? Sometimes only 5-10% of your base.
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6. Things to Consider- What category do your donors fall into?
High Affinity & High Capacity
Low Affinity & High Capacity
Low Capacity & High Affinity
Low Capacity & Low Affinity
Tip: Be efficient at organizing your donors so you spend time with the right people.
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7. clientsupport@donorsearch.net • www.donorsearch.net • 410.670.7880
Our Study:
The following information that will be discussed during this presentation was pulled from a study DonorSearch conducted:
We looked at 5 billion dollars in known charitable giving to over 400 non-profit organizations.
The donors were analyzed to determine what factors made someone more/less likely to give.
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8. What are the top characteristics to look for?
The top characteristics are philanthropic driven, whereas the last are based on wealth.
BEST Predictor: current giving to the nonprofit.
Prospect’s external giving with other nonprofits.
Trustee of a Foundation
Lifetime political giving to the FEC
Owning RE of $1.2 million +
Business affiliations
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9. Predictive Marker 1 – Previous Giving
Loyal donors are a nonprofits best friend.
Of all factors analyzed, past giving to a nonprofit is the strongest predictor of future philanthropy.
Analysis of previous giving to your organization is the single best predictor of future philanthropy.
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10. Marker 1 – RFM Score for DonorSearch Users
Sorting Capabilities:
RFM Score: relationship with your nonprofit
Recent: Last Gift Date – most recent gift date
Frequency: Number of Gifts – frequency of giving
Money: Total Gift Amount – cumulative amount of giving
Identify new capacity and new opportunities when you understand your donor relationship
TIP: Sort by RFM total inside of My Portfolio as a starting point
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11. Predictive Marker 2 – Giving to Other Nonprofits
Philanthropic giving to other nonprofit organizations is the second most predictive indicator of future giving.
It makes sense intuitively – people who are already philanthropic are more likely than the average person to give charitably.
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12. Predictive Marker 2 – DS1-1 Giving to Other Nonprofits
DS1-1 - Individuals who have made a gift of $5k – $10k to a nonprofit are 5 times more likely to make a charitable donation elsewhere.
Individuals who have made a gift of over $100k to a nonprofit are 32 times more likely to make a charitable donation elsewhere.
Individuals who have made a gift of $50k – $100k to a nonprofit are 25 times more likely to make a charitable donation elsewhere.
Individuals who have made a gift of $10k – $25k to a nonprofit are 10 times more likely to make a charitable donation elsewhere.

13. Marker 2 – Charitable Giving for DonorSearch Users
Identify new capacity and new opportunities when you understand your donor’s external giving
TIP: Sort by
DS Score – DS1-1
Largest Gift Found Range
Total Likely Matches
Overall Score – 18.5+

14. Predictive Marker 3 – Foundation Trustee
Your prospect’s participation as a foundation trustee is even more valuable than finding any wealth marker.
Prospects understand the importance of philanthropy and the work nonprofits do because they have firsthand experience.
Prospects are valuable because of the connections they bring.

15. Marker 3 – Foundation Trustee DonorSearch Users
Identify potential giving vehicles if they have a family foundation
Understand the size of the nonprofits they are affiliated with and their influence

16. Predictive Marker 4 – FEC - Political Giving at the Federal Level
Your prospect’s lifetime giving to federal political campaigns is an excellent predictor of future philanthropy.
The FEC regulates political giving to federal campaigns. It requires that the campaign report the name of the donor, the occupation of the donor, the name and address of the donor and the date of the gift.

17. Predictive Marker 4 – Political Giving at the Federal Level
Those who give politically to the FEC at levels of $10,000+ cumulatively have a 1:1 correlation to giving a 5, 6, 7 figured gift to a nonprofit.
Perspective: A single FEC gift of $250 puts your constituent into the top 6% of the US population. What’s more, a single FEC gift of $1,000 puts your constituent into the top one tenth of one percent.

18. Marker 4 – How Predictive is FEC Giving?
Back Testing Database
% of Rec
% of $
Predictive Strength
All FEC and Charitable Giving above $2,500
3.8%
54.6%
14.48
All FEC and Charitable Giving above $1,000
11.0%
70.7%
6.43
All FEC and Charitable Giving above $500
14.4%
74.3%
5.17

19. Predictive Philanthropic and FEC Review:
3% of the donors predicted 54.6% of all dollars
Charitable and Political Giving in excess of $2500
14.4% of the donors predicted 74.4% of all dollars
Charitable and Political Giving in excess of $500

20. Predictive Marker 5 – Wealth & Real Estate
Your prospect’s real estate holding can help predict which prospects are likely to be the source of future philanthropy.

21. Marker 5 – How Predictive is Real Estate?
An individual that owns $2+ million worth of real estate is 17 times more likely to give philanthropically than the average person.
An individual that owns $1-2 million worth of real estate is 4 times more likely to give philanthropically than the average person.
An individual that owns $750K – 1 million worth of real estate is 2 times more likely to give philanthropically than the average person.

22. Marker 5 – How Predictive is Real Estate?
% of recs
% of $
Predictive Strength
$2+ million
1.4%
25.0%
17.55
$1-2 million
3.2%
13.2%
4.17
$750k-$1 million
2.5%
5.7%
2.25
$500k-$750k
5.4%
6.8%
1.25
$250k-$500k
12.8%
8.6%
0.67
$125k-$250k
10.9%
4.8%
0.44
<$125k
8.4%
3.5%
0.42

23. Marker 5 – Real Estate Data for DonorSearch Users
Sorting Capabilities:
Total by Properties, Real Estate Trust, No. of States,

24. Predictive Marker 6 – Business Affiliations
Your prospect’s business affiliations can help predict which prospects are likely to be the source of future philanthropy.

25. How Predictive are Business Affiliations
Back Testing Database
% of recs
% of $
Predictive Strength
SEC Yes and Maybe
2.0%
15.5%
7.76
Business Yes and Maybe $5 million+
0.6%
5.1%
9.04
Business Yes and Maybe $1-$5 million
0.7%
2.5%
3.53
Business Yes and Maybe
6.5%
21.5%
3.32

26. Marker 6 – Business Data for DonorSearch Users
Sorting Capabilities:
Stock, SEC Insiders, Salary Information, Options, and Business Affiliations
The darker the green the more significant the data. Click IDP profile for more information.

27. RECAP… RFM – Know your relationship and sort accordingly
Identify External Philanthropy: DS1-1s
Grant Giving Foundation Trustees
FEC Giving at $10,000+ cumulatively
Real Estate at $2,000,000+
Business revenues at $5,000,000+

28. Questions & Answers