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Targeting the Powerful : International Prospect Research - Vanessa Hack

Targeting the Powerful

International Prospect Research

Hardcover Published: 1st March 2000
ISBN: 9781579582722
Number Of Pages: 368

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Any organisation that wishes to tap into the wealth and influence of the rich and powerful needs to know as much about them as possible. Prospect research, already used by fund-raisers with considerably success in the United States and elsewhere to target key people, can make all the difference to the success or failure of the initial approach. Targeting the Powerfulis a highly practical guide to prospect research, written by a leading expert. It explains how to conduct in-depth research into a person, company or charitable organization, and how to use the information to recommend a line of approach most likely to succeed. Contents: What is prospect research?; Setting up a prospect research department; Online, CD-Rom, the Internet or paper?; Ethics, security and confidentiality; Day-to-day questions; Marketing your organization to the prospect; People; Company information; Foundations and trusts; International comparisons; A report on a new country; General sources for a newcountry; Specific international resources; The United Kingdom; Western Europe and Scandinavia; Central and Eastern Europe; Asia-Pacific; The United States; Canada; The rest of the world; Addresses; Index.

Industry Reviews

"Strongly recommended to anyone involved in prospect research." -"Managing Information

What is Prospect Research?p. 1
Prospect research focuses on one individual at a timep. 1
Prospect research is a skilled jobp. 2
Why is prospect research so valuable?p. 3
Who might use prospect research?p. 5
Setting up a Prospect Research Departmentp. 7
Researchersp. 7
Clerical assistancep. 12
Facilitiesp. 13
Costp. 14
Analysis of performancep. 16
Online, CD-ROM, the Internet or Paper?p. 18
Hard copyp. 18
Floppy disksp. 19
CD-ROMsp. 19
Online databasesp. 19
The Internetp. 22
Which format should you choose?p. 27
Which online host(s) should you choose?p. 31
Ethics, Security and Confidentialityp. 36
Reasons for employing ethical restrictionsp. 36
Controlling the content of reportsp. 39
Restricting research methodsp. 40
Copyrightp. 42
Protecting confidential materialp. 43
Conclusionp. 47
Day to day Questionsp. 48
Formsp. 48
Prioritisationp. 50
Presentation of reportsp. 52
Feed-backp. 54
Press scanningp. 55
File maintenancep. 57
Company financial statementsp. 58
Updating the information on the databasep. 58
Creating your own databankp. 60
Getting out and aboutp. 63
Keeping up with changep. 64
Obtaining booksp. 64
Being 'pro-active'p. 68
Matching your output to the requirements of the requestersp. 69
Finding the Prospectsp. 71
What is a prospect?p. 71
Contacts and advocates (volunteers)p. 71
Sifting through your databasep. 72
Rating systemsp. 77
Beyond your databasep. 78
Marketing Your Organisation to the Prospectp. 85
What do you want from the prospects?p. 85
What can you offer the prospects?p. 86
Conclusionp. 90
Peoplep. 91
Basic resourcesp. 91
Working through a report: stage by stagep. 92
Briefing bookletsp. 114
Sample report on a personp. 115
Summaryp. 116
Company Informationp. 124
Basic resourcesp. 124
Non-standard companiesp. 129
Which type of company report?p. 130
Working through a report: stage by stagep. 131
Sample report on a companyp. 142
Foundations and Trustsp. 154
Varieties of foundationp. 154
International comparisonsp. 157
Sources of information on foundationsp. 160
Selecting the foundations to approachp. 161
Writing a report on a foundationp. 162
International Comparisonsp. 163
Variations in the level of informationp. 163
Culture and attitudesp. 166
Which country?p. 168
A Report on a New Countryp. 171
General backgroundp. 171
The prospectsp. 174
General Sources for a New Countryp. 182
Specific International Resourcesp. 189
Information sourcesp. 189
Background information on countriesp. 190
Peoplep. 191
Businessp. 193
Foundationsp. 197
Electronic informationp. 197
Membership organisationsp. 199
The United Kingdomp. 200
Information sourcesp. 200
Peoplep. 201
Businessp. 211
Foundationsp. 219
Electronic informationp. 224
Membership and training organisationsp. 224
Western Europe and Scandinaviap. 227
Europe-widep. 229
Institutions of the European Unionp. 235
Denmarkp. 237
Finlandp. 238
Francep. 239
Germanyp. 241
Irelandp. 243
Italyp. 245
Liechtensteinp. 246
Norwayp. 246
Spainp. 246
Swedenp. 248
Switzerlandp. 248
Central and Eastern Europep. 250
Political backgroundp. 250
Business environmentp. 250
Sourcesp. 252
Asia-Pacificp. 258
General sourcesp. 261
Australiap. 265
Chinap. 267
Hong Kongp. 269
Indiap. 271
Japanp. 271
Korea (South)p. 275
Malaysiap. 276
New Zealandp. 277
Singaporep. 277
Thailandp. 279
Vietnamp. 279
The United Statesp. 280
Peoplep. 281
Businessp. 285
Foundations and philanthropyp. 290
Electronic informationp. 292
Membership and training organisationsp. 292
Canadap. 294
The Rest of the Worldp. 297
Latin Americap. 297
The Middle Eastp. 299
Africap. 302
Addressesp. 306
Indexp. 337
Table of Contents provided by Syndetics. All Rights Reserved.

ISBN: 9781579582722
ISBN-10: 1579582729
Series: International Prospect Research
Audience: Tertiary; University or College
Format: Hardcover
Language: English
Number Of Pages: 368
Published: 1st March 2000
Publisher: Taylor & Francis Inc
Country of Publication: US
Dimensions (cm): 24.13 x 15.88  x 3.18
Weight (kg): 0.85
Edition Number: 1