connecting roi and prospect research
TRANSCRIPT
Connecting ROI andProspect Research
A REPORT TO THE CANADIAN NON-PROFIT SECTOR
Dr. Igor OsipovContributions by Guy Mallabone, Cheryl Dalwood,
Peter McKinley and Sue McMaster
CONTENTS
ABOUTGLOBAL PHILANTHROPIC CANADA
Global Philanthropic Canada is part of a
worldwide network of strategic management
professionals. Founded in 2010, our Senior
Consultants deliver professional and affordable
executive-level fundraising counsel to
organizations of all sizes. Our proven results-
oriented advice helps non-profits raise more
money for mission. Across Canada, our Senior
Consultants average 25 years each of strategic
on-the-ground fundraising experience, in
healthcare and higher education, arts and
social services, collectively raising more than
$3.25 billion.
ABOUTTHE AUTHORS
IGOR OSIPOV, PhD, has over 20 years of
experience in international research, corporate
and university digital transformations, executive
leadership, publishing and philanthropy. He is a
member of the international research community,
chairing and participating in various Boards and
working groups across several sectors. He delivers
game-based simulations in strategy, project
portfolio, risk and stakeholder management to
executive MBA students around the world.
CHERYL DALWOOD, MLIS, has over 26 years of
fundraising experience with a focus on prospect
identification, prospect research, grant research
and writing and research training. Cheryl
developed extensive government relations
expertise, managing community grant and
engagement initiatives. She is a member of both
AFP and Apra Canada, the Association of
Professional Researchers for Advancement.
GUY MALLABONE, MA, founded Global
Philanthropic Inc. (Canada) in 2010 and has over
40 years of extensive fundraising experience. He
consults with many non-profit agencies and
organizations in Canada and internationally. He
has been recognized by both Edmonton and
Calgary AFP Chapters as Fundraising Executive of
the Year and recognized by Alberta Venture
Magazine as one of Alberta’s 50 most influential
citizens.
Connecting ROI and Prospect Research
SUE McMASTER, Dip. Journalism, has served as
Global’s Executive Director of Operations since
2018. She is recognized as a strategic thinker,
collaborator, and detail-oriented leader. Sue is a
former journalist who has successfully led national
and international marketing, communications,
and event projects.
This report has been published by Global Philanthropic Inc. (Canada).
Global Philanthropic Inc. (Canada)
Banker’s Hall, West Tower, 1000, 888 – 3rd Street S.W., Calgary, Alberta T2P 5C5 Canada.
PETER McKINLEY, MLIS, has over 24 years of
fundraising experience with a focus on pipeline
development, campaign planning & execution
and donor engagement. Peter has consistently
pursued the goal of increasing the level of
knowledge about donor capacity and
philanthropic intent. A pioneer in the field of
prospect research, Peter has built university
donor pipelines from scratch. He also proposed,
developed and delivered a ground-breaking
graduate level course on prospect research
and fundraising.
Connecting ROI and Prospect Research
ABOUTTHE AUTHORS
We're adding afresh perspectiveto your fundraisingtoolbox.
FOREWORD
INTRODUCTION
Emergingfrom
COVID-19 ischanging
the way welive and
work.
METHODOLOGY
PREDICAMENT OFPROSPECT RESEARCH
GENESIS OFPROSPECT RESEARCH
Approximately 90%of our research
participants believeprospect research hasproven to be the keysupport element forhelping chart new
territory.
GENESIS OFPROSPECT RESEARCH
GENESIS OFPROSPECT RESEARCH
GENESIS OFPROSPECT RESEARCH
DIGITAL TRANSFORMATION, DIGITAL DIVIDE & THE DATA
DIGITAL TRANSFORMATION,DIGITAL DIVIDE & THE DATA
DEFINING THE SUCCESSOF PROSPECT RESEARCH
DEFINING THE SUCCESSOF PROSPECT RESEARCH
Are charitable
organizationsusing professional
tools and methodsmore successful?
DEFINING THE SUCCESSOF PROSPECT RESEARCH
CALCULATING RETURNON INVESTMENT
CALCULATING RETURN ON INVESTMENT
CONNECTING ROI TO PROSPECT RESEARCH
Year 1 Year 2 Year 3 TOTAL
$4,000,000
$3,000,000
$2,000,000
$1,000,000
$0
CONNECTING ROI TOPROSPECT RESEARCH
CONNECTING ROI TO PROSPECT RESEARCH
CONNECTING ROI TOPROSPECT RESEARCH
CONNECTING ROI TO PROSPECT RESEARCH
CONNECTING ROI TO PROSPECT RESEARCH
GOING FORWARD: BESTPRACTICE SUGGESTIONS
ACKNOWLEDGEMENTS
REFERENCES
