Do You Know Christa Heibel?

Christa Heibel, past President and founder of CH Consulting, LLC, is considered an expert in building integrated sales and marketing campaigns for both small and large organizations by incorporating technology with marketing efforts.  An accomplished speaker, writer, and sales trainer, Christa has spent years developing cutting edge telemarketing techniques for political campaigns  She has also led outbound sales efforts ranging from Fortune 100 telecommunication launches to market research and membership renewal campaigns. Prior to joining Connection Strategy, Christa worked extensively in the software and telecom industries managing call centers, outside sales and customer service teams.  She has been consulting with national organizations on marketing and constituent services for nearly 20.

How is your new assignment of heading up new business development for Connection Strategy going?

It’s great!  I am so excited to be back in the client side of business.

I have spent the last few years working in the operations side of the business.  Being in and out of call center management for almost 20 years now, it gives me an increased confidence as I work with a client to develop the right solutions…because I have confidence in what I am selling.  I KNOW the team that works with me will deliver what I package for our clients. The plan is to grow our client list to include more colleges/universities, non-profits and associations to take advantage of our years of fundraising and communication expertise.  I am very excited to do that!

You mentioned non-profits, colleges/universities and associations.  That seems broad- are they your focus?  How does that fit?

Yes, these are our target markets.  At a glance they may seem slightly random, but what we are focused on is donor and membership based organizations.  Our sweet spot is fundraising, event turn-out, and membership communication.  We thrive on integrated and targeted methods.  This means our solutions yield high returns for our client’s investment.

The key is our intimate knowledge and experience in making phone, mail, and internet messaging work, together through strong data analysis and wise segmentation.  Targeted messaging and increased results is what we do.

Sounds interesting.  So you are more than a call center?

Absolutely!  We are a full service, integrated communications firm.  Call centers are at the core of our fundraising projects but we have developed data solutions that are CRITICAL for improved ROI.  We have also recently released technology products to support good communication and services to help from planning to project management.

I know some people still have a hard time with telemarketing, but last year our parent company raised over $16 million dollars through phones.  Despite DNC and heavy state registrations, I think it comes down to data, scripting/messaging, and the quality of the Agent on the call.  Telemarketing is still one of the most successful and cost effective ways to communicate with your members, donors, and shareholders.

Does it work every time?

I would be telling a lie if I said it did, HOWEVER, if it doesn’t work then it is usually a sign that the scope of the project needs to be adjusted.  This means a meeting is needed to re-evaluate the target audience, messaging, and approach.

A good firm works with you and ALL of the pieces of your communication plan to make the phones valuable.  99% of the time, with a good partnership between the organization and our firm, as well as the right integration of complimentary pieces (email, text/SMS, video, direct mail) phones will be a key component of your organization’s success.

Specific to fundraising efforts, what are the most critical pieces you bring to the table at Connection Strategy?

As I mentioned earlier, our well trained and highly experienced Fundraising Agents take care of a big part of the personal communication, in addition to the critical nature of good data.  From who we are targeting, to a quality list, and analytic capabilities, we’re very good at this part.

We have also established HUGE success with automated calls for fundraisings efforts since 2005.  We use pre-recorded messages with direct mail pieces and see a 15-35% increase in response rates for both college admissions and fundraising efforts. We even help collect tuition very effectively.

The newest piece to our efforts is Tele Town Hall which has become an instant success.

What is a Tele Town Hall?

This revolutionary, interactive communication tool allows you to engage with thousands of friends, supporters, members and donors, in live, real-time, personal communication with the touch of a button.  Our system dials thousands of outbound numbers per minute. The custom designed dialer uses VoIP technology to automatically connect a pre-selected list to your live event.  Pre-recorded messages are left on un-answered calls.  A web-based control screen allows the VIP Speaker to see real-time stats: who accepts their invitation, who we left messages for, how many people are in the question queue, and how many people are participating via the web. VIP Speaker initiates call from any phone and can connect additional guest speakers located anywhere.

Sounds cool… is there anything else you are doing that people should know is part of your solutions offerings?

There are a few…

For starters, we have a sister company that does full service online design and development including online giving, E-commerce, SMS, member log-in, social networking, database integration, animation, video, and blog.

We are also leading the way in the era of digital marketing by implementing unparalleled techniques for social media. Text Messaging app development and deployment which is producing great results in reaching the age 35 and younger audiences.   And of course, full service consulting services that help you every step of the way in defining and developing the right plan, to market research and through project management.

Let us know where in your process we can step in and assist!

Do You Know Brian Lacy?

Brian Lacy, Editor of this E-Magazine, is also owner of Brian Lacy and Associates (BLA).  His career path through phonathons, direct mail appeals, email marketing, and leadership and major gift acquisition as well as other solicitation strategies was the strongest possible background for the launching of his own annual giving consultancy and data enhancement and digital marketing services.  For more than twenty years Brian Lacy has assisted hundreds of non-profits to significantly raise their annual fund raising results.  He has tremendous skills and vast experience and employees this thoughtfully even for his smallest client.

What keeps Brian Lacy excited about development after almost 25 years in the field?

I really enjoy helping deserving organizations raise the support they need to serve others through their missions.  I believe non-profits hold a very special position in our communities and it is an honor to help them to their work.  Personally, I try to engage in new initiatives annually to stay fresh and challenged.  This year and into the future, I will be assisting a small religious college and a Haitian college.  That college is reaching out that same student.  As you can image, it is delightful to work with this college and the people associated with it.

What makes Brian Lacy and Associates unique among data enhancement companies?

First of all, Brian Lacy and Associates is not just a data services firm.  We offer annual giving consulting including audits and ongoing program management, as well as digital marketing and solicitation solutions including text messaging, automated phone messaging, email and e-magazine delivery.  When approached about a project, we ask just a few questions to make sure that the results we deliver to our clients will be of utmost utility to them.  With our extensive fundraising experience, we develop packages of services for the lowest possible pricing.

Could your team members become Jacks of All Trades but a Masters of none?

I don’t think so.  Everyone in the company and all of our partners only work in areas where they are extremely proficient.  I don’t do programming – out IT professionals do that.  They don’t do annual giving consulting – I do that.  Because we attend as many as 15 conferences and fundraising training programs each year and we have done this for almost 10 years, we are more exposed to the tools and services that can most benefit our clients.  We partner with and bring to our clients the companies we know have the best products and services.

You work with fundraisers.  Do you work with any other professionals?

My team and I work most often with development professionals associated with fundraising, but we certainly work with many alumni relations and communications professionals, and even others in for-profit fields that can benefit from better data and strong digital marketing tools.  Of course we have used almost every marketing tool ever used in fundraising and actively participated in almost every conceivable type of fundraiser – so we feel non-profits are our sweet spot.

Any tips for fundraisers in what continues to be a difficult economy?

Focus on your existing donors and friends.  This is not the best time to invest in donor acquisition efforts unless you have generous budgets or a uniquely compelling case.  Improve fundraising results from traditionally strong development techniques like direct mail, phonathons and face-to-face solicitations with new tools.  Lift direct mail response with complimentary phone, email or text messaging.  Boost the return on invest in your phonathons with data mining, data modeling, and data cleansing.  Close more leadership and major gifts with face-to-face solicitation by utilizing effective prospect identification and data enhancement.

Anything else you would like to share?

Keep up the good work!  Non-profits make a difference in the lives of everyone.  If you would like to talk about whether or not Brian Lacy and Associates might be able to assist you – call (860-478-9291) – it is always free to talk.  Drop an email (brian@brianlacy.com) if you would just like information.  Enjoy the summer with family and friends.

Do you know Jay Frost?

Jay Frost is a consultant, speaker, author and serial third sector entrepreneur.  Over the past 25 years, he has played a leadership role in a number of companies serving the nonprofit world, including BFTConnect LLC, FundraisingINFO.com, WealthEngine and WealthID.   Jay has also worked as a fundraiser at the International Rescue Committee and Meridian International Center and as a grantmaker at the National Endowment for the Arts.  As a volunteer and educator, Jay has been a member of the CASE Industry Advisory Council and a member of the board of the Association of Professional Researchers for Advancement.  He is a frequent speaker on fundraising, philanthropy and social media and is active on Twitter, Facebook, LinkedIn and Twibes.   We caught up with him in advance of his “Social Media and Fundraising” webinars to ask why nonprofits should care about sites like Facebook and Twitter.

What does social media have to do with fundraising?

Everything!  Websites are like a roadside stop.  Social media is the highway through which the traffic flows.  If we want to attract and hold the attention of donors, we need to be where they are, engaging in the conversation, rather than just waiting for them to show up on our doorstep.  This is especially important to donor acquisition and diversification.

Can nonprofits raise money through social networks?

Yes, of course, and they are doing so.  But the impact of these networks is much greater than that.   Fundamentally, social networks are not a tool for our use but rather a pathway through which we can engage in conversation, learn and exchange information.  In that realm, the audience collectively determines what is of interest and what they want to share with their own peers.  In short, it is not about what we want to sell but what they want to buy.  That means that a broad audience can take it upon themselves to advocate on your behalf, bringing in new constituents and revenue.  But we must be comfortable sharing power for this approach to work.

What’s the risk and reward?

The risk with social media is that we cannot control what people say about us or with whom they say it.  It is important to note, however, that this is true whether we engage social media or not.  If we aren’t on Facebook, but people are commenting about us there, we have no way of monitoring or participating in the conversation.  If we are participating, we can learn, share, sometimes mold opinion and certainly work to welcome those within that world to come join us as volunteers, members, donors and solicitors.  More importantly, these networks reach people our standard forms of acquisition would likely never touch, allowing us to engage many more people across a broader range of experience and backgrounds.

How did you come to be involved in social media?

Generating conversation between people with different professions, opinions and backgrounds is one of my greatest passions.  Social networks provide a wonderful platform for bringing people together who otherwise wouldn’t communicate.  In the nonprofit world, fundraisers, donors and academicians don’t often intersect and exchange ideas.  What better way to advance philanthropy generally and fundraising specifically than to exchange information and ideas among the chief stakeholders using the ultimate world-flatteners: Twitter, LinkedIn and Facebook!

To learn more about Jay’s next “Social Media and Fundraising” webinars for Brian Lacy & Associates, visit https://www2.gotomeeting.com/register/937744883.  You can learn more about Jay’s work at the Frost on Fundraising website (www.frostonfundraising.com), Twitter (http://twitter.com/gordonjayfrost) or Facebook (http://ow.ly/1aAXY).  You can also reach Jay directly by phone at 571-426-6214 or by email at jay@frostonfundraising.com.

Do you know Sandy Rees?

Sandy Rees is a fundraising coach and consultant whose passion is showing small nonprofit organizations how to raise more money, strengthen their Boards and build relationships with donors.

Sandy is also an accomplished presenter and an Association of Fundraising Professionals (AFP) Master Trainer, and has conducted fundraising seminars for America’s Second Harvest, Habitat for Humanity of Tennessee, AFP International Conference and the Amputee Coalition of America. In October 2009, Sandy traveled to Russia to speak to Master School of Fundraising in Moscow.

In addition to speaking at local, regional and national events, Sandy has authored several fundraising books, including “Fundraising Buffet: A Heaping Helping of 101 Practical Ideas to Increase Donations and Deepen Donor Satisfaction.” She also produces a bi-monthly e-zine titled “Hot Ideas for Fundraising” and has written articles for various magazines and newsletters. Sandy was recently named one of the “2010 Inspiring Women Bloggers to Watch” by WE Magazine for Women.

Sandy obtained her Certified Fundraising Executive (CFRE) certification in 2003 and volunteers with several community organizations, including Shangri-La Therapeutic Academy of Riding (STAR), Lost Sheep Ministries, Loudon County Habitat for Humanity, Horse Haven of Tennessee, the Blount County Chamber Foundation and the Association of Fundraising Professionals Smoky Mountain Chapter.

Learn more about Sandy at http://www.sandyrees.com.

What sets you apart from other fundraising coaches or consultants?

I focus on helping small nonprofit organizations raise money by teaching the basics of fundraising and the importance of staying positive. I’m known for making things simple and giving people the encouragement they need to be successful. All too often, development directors get bogged down with the challenges and setbacks of the job and forget the reason they are so committed to making a difference. I provide simple, yet very effective, fundraising tools and advice that connect the organization with donors so both have the opportunity to really impact the community.

Why is it important to have a fundraising coach?

Fundraising coaching is a special kind of executive coaching that helps development directors and/or executive directors make decisions about their resource development plans and get focused on their goals. It simply provides coaching around issues of fundraising.

With a fundraising coach, you’ll have someone who will help you discover your own solutions by asking thought-provoking questions. Coaching isn’t about giving you the answers or molding you into something you aren’t. Instead, it’s about bringing out what’s already inside you, and helping you become the person you were meant to be.

Here are some of the benefits you can reap from a relationship with a Fundraising Coach:
• A good night’s rest instead of laying awake worrying.
• A sense of peace instead of a knot in your stomach.
• A game plan for raising money instead of just hoping that things will work out.
• Stronger relationships with co-workers.
• A shift to being proactive instead of being reactive. You’ll be able to spend more time on the things you planned to work on, instead of putting out fires all day long.
• The ability to engage volunteers in committee work and support them to take on more challenging roles with your organization.
• The ability to delegate tasks to others and trust that they will get done. And, the skills to follow up with others to ensure that tasks are completed.

Coaching is effective for people who want to make change but aren’t sure how to do it. Sometimes the change that needs to happen most is inside ourselves.

How do you respond to the complaint about the economic downturn negatively affecting fundraising?

It’s so important for us as fundraisers to stay positive right now. I find myself purposely ignoring the news because I don’t want to fill my mind with the negativity. I’d much rather focus on the positive.

Organizations have got to keep sharing the stories of their magnificent work. They must show donors they are staying the course, being efficient and proactive and helping them understand how their donation makes a difference.

The important thing is to stay focused on the work the organization is doing. Don’t give in to the doom and gloom. If you start believing that you can’t raise money in this economy, it will become a self-fulfilling prophecy.

What’s your advice for an organization struggling to raise money?

Fundraising can be difficult in the best of times. But now, it can be even more difficult. Here are a few things to remember.

First, DO NOT give into fear. Lots of people are afraid right now. If you get scared and back off from your fundraising activities, then you can forget it. You must stay positive and stay focused. Yes, unemployment is high, but 90% of the population is still employed. The sky is not falling. It’s going to be okay.

Go back to the basics of fundraising. Craft a simple, clear message about the work your organization is doing, then share it! Tell your stories. Tell your donors how your nonprofit is changing people’s lives with their help.

Give donors the chance to give. Don’t assume that they won’t give as much or as often as in previous years. Keep giving them the chance to give through direct mail, newsletters, online and personal requests.

Truth is, while some nonprofit organizations are struggling, there are some who are doing great, because they stuck to the basics and weren’t afraid to think big and ask big.

Do You Know Debbie Miller?

Debbie Miller began her career in development research in 1987, working at her alma mater Virginia Tech. In 2003, she took the position of Director of Prospect Development with the global charity The Nature Conservancy, one of the world’s largest non-profits. There, she led research efforts on a multibillion-dollar fundraising campaign, one of the largest ever undertaken by any charity. During this time, Miller has also had a thriving career as a consultant and public speaker, and recently formed a new consulting firm, Philanthropy Inc., to bring her innovative principles and techniques to a wider range of clients.





You were at Virginia Tech for more than 15 years. What changes did you witness in development research?

The field really underwent a sea-change. When I began, the technology revolution hadn’t arrived at our development departments.  Our efforts were hands-on and low-tech.  We read newspapers and magazines for stories about Tech alumni. We spent countless hours in the library. By the early 1990’s technology revolutionized our work.  Public data such as real estate records or SEC filings become available to us digitally.  The university began to keep vast, detailed digital records on alumni.  New screening and research tools allowed comparison and matching of our database with public records highlighting the best potential donors for additional research and eventual solicitation.  Rather than following best practices, we were creating them.

You went from Virginia Tech to The Nature Conservancy.  Was it a big change?

The fundraising strategies at universities differ with those of other non-profits.  Universities pursue their alumni – a support base with strong ties to the organization.  Solicitations can be very natural within these relationships.  At a large non-profit like The Nature Conservancy, you can have millions of donors.  While people may have given to your charity, even large donations, you have little information where you rank on their “cause” list. With a high-net-worth individual, they may give to dozens or hundreds of non-profit organizations. And you don’t have the same familiarity universities have with their alumni.  Relationships are the key to access in the non-profit world, so we carried out extensive relationship mapping projects, finding shared board memberships, business interests and the like which would allow us to gain access to existing donors and increase their involvement with our organization.  The scope of our donor base made database mining, screening and other tools much more expensive, thought still a necessity.

What new trends are you seeing in the industry?

The greatest potential for philanthropy exists in the developing world. In the past, the majority of funds raised for projects overseas came from the United States. Within five years, the Asia-Pacific region will surpass North America as the wealthiest region in the world and will become home to the most high-net-worth individuals. These wealthy people are younger and have a greater interest in global philanthropy. Increase the philanthropic infrastructure in these countries and the number of trained fundraising professionals and the potential for successful global fundraising becomes clear and very exciting.

What do you hope to achieve at Philanthropy Inc?

Philanthropy Inc. is dedicated to the business of fundraising.  By placing a focus on analyzing your data and its potential, and by utilizing tools and services from for-profit partners like Brian Lacy and Associates, we assist clients in raising more support.  We bring a professional business perspective and responsible solutions to the challenges you face.

Do You Know Jack Tracksler?

Jack Tracksler is the Senior Vice President of Sales and Marketing at Connection Strategy. His career path through direct mail and email marketing have marked a great foundation for the automated phone call programs run at Connection Strategy. A communications major in college and work as a professional radio announcer, Vice President for Development and decades of sales experience give him unique abilities with which he serves his clients.

What makes Connection Strategy unique among Telemarketing Companies?

First of all, Connection Strategy is not a telemarketing company. Telemarketing is defined as selling something over the telephone. We help clients increase response rates, lower donor and member renewal costs and inform their constituency through automated phone calls. We view ourselves as a company that improves your marketing mix and reach to your donors and members. So, we are a marketing company that uses automated phone calls.

You mentioned Members and Donors. Do you only work with Non Profit Organizations?

We provide marketing assistance to all sorts of companies, across all channels. However, through partners like Brian Lacy and Associates, we feel our sweet spot is centered on non-profits. Almost everyone at Connection Strategy has been involved in automated phone calls since the industry began. I like to think we know more and have done more than any company working with non-profits. Our calls are crafted to increase response rates for both donor and membership renewal mailings. We help universities sell tickets to bowl games, collect tuition, connect with prospective students through innovative enrollment management programs.

Sounds interesting. How do you help with donor renewal?

We send out an automated phone call several days prior to a donor renewal mail piece arriving. The call says nice things about the donor and the organization. They feel good about themselves and open the letter when it arrives. Depending on the organization, we have increased response rates anywhere from 15% to 42%. One major university client credits our programs with them surpassing their renewal goals by 20%. This in a year when they were sure they would fall very short of their goal.

Does it work every time?

We have one client who is fond of saying, “the Connection Strategy program works every time”.

So, anything this good must be hard to implement, right?

Actually no. We need a file, with phone numbers, in any format that is convenient ; audio recorded ( we’ll help with the script and provide a toll free number for recording; a phone number to show in the Caller ID and the hours you’d like us to make the calls. That’s it. We’d like 3 days to set up the program, get audio approved and analyze the file – but have been known to do it in less time.

Then what happens?

We send out the calls. The day after the program is completed we send out two reports – one is a summary of the calls that were delivered to live answers and answering machines, bad numbers, etc. We also append call outcome to each record in the file in a Call Detail Report. This way the client has the opportunity track results and analyze the program accurately.

OK, is anything this good and this easy expensive?

No, again – sorry. Program costs are based on the number of calls we deliver either by the program or on an annual basis. Through our partner Brian Lacy and Associates ( 860-478-9291 / info@brianlacy.com) we are will conduct campaigns starting at just 10 cents a call.

What else do you offer?

You’re pretty much limited only by your imagination. We can do with voice what laser printers do with personalization and paragraph variations. We can deliver a call to one place and then transfer it to another. We can produce it in any language. Bring your ideas to us and we’ll work with you to design a marketing plan that works for you and integrates seamlessly.

Do you know Ron Coscia?

Ron is one of a growing number of independent consultants who specialize in information services for the non-profit community.  Since 1992, he has performed almost 200 data conversion projects and provided export / format / import services for an additional 500 clients.  He has worked closely with The Stelter Company and Brian Lacy Associates, to ensure their clients are able to use results from donor research, data hygiene, and data enhancement services.  Prior to forming his current company, Conversion Professionals, Ron was a project leader, customer support rep, systems analyst and applications programmer with Computer Usage Company and Computer Sciences Corp.

What sets you apart from other consultants that do what you do?

When I began working exclusively for non-profits, I realized that this was a different environment.  People actually cared about co-workers and their constituency.  I decided to base my practice along the same lines, that is, caring about the outcome of a project. When we take on your project, we work as though we are your employees, often times until late at night or on weekends to meet a deadline.

How do you avoid becoming part of increasing common conversion horror stories?

One of the most important elements of a conversion is managing expectations.  It is unlikely that every piece of information will transfer easily into a new environment.  All parties involved in the project must realize that there will probably be some manual clean-up with every such project.  Part of my job is to identify and make known troublesome areas up front.  It is also important to broadly solicit user input because nothing can derail a project faster than staff feeling they have no stake in the new system.  Of course, proper prior planning is crucial.  With these elements in place, the technical stuff is easy.

How do you respond to the complaint that conversions are expensive?

First, I’d like to debunk the myth that the software’s vendor is the best choice to complete the conversion to a new fundraising system.  There are many talented consultants out willing and capable of better results in a timely fashion and at a fraction of the cost.  I’ve written an article for Supporting Advancement which addresses this issue.  As I mention in the article, it doesn’t take a large corporation to accomplish a data conversion and the team doesn’t have to be in your backyard. A single experienced individual can usually perform the task in less than a month, using the Internet, a phone, fax and Fedex.  Unless your current system is extremely complex, the project will typically take from 30 to 50 hours and cost between $3,500 and $7,000.

What’s your advice for an organization considering changing software?

Don’t get bullied into accepting an inappropriate charge for the data conversion.  Explore your options. Since most independent consultants do not advertise, ask around for word-of-mouth referrals. Ask colleagues at other non-profits if they’ve had experience with a consultant. Ask at user group meetings, seminars and professional association meetings. Consult Tech Soup (click on “Find Services” and type “conversion” in the keywords box) and other impartial internet sites.  Of course you could just contact me.  I can be reached 925-684-9825 PT or via email at roncoscia@conversionprofessionals.org

Do you know Bill Tedesco?

Bill Tedesco is Founder and CEO of DonorSearch.net, a prospect research firm offering the following services: wealth screening, online research, analytics and modeling. Prior to launching DonorSearch.net two year ago, with twenty years of experience in development, Bill was CEO at WealthEngine, Vice President at Target America, and a major gift officer.

Why did you think the market needed another prospect research company?

After working at Wealth Engine for five years, I realized that although we were finding wealthy prospects for non profits, it just wasn’t enough. Clients would ask questions about the philanthropic history of a major gift prospect and how much a certain prospect had given before. It was apparent that the current prospect research companies couldn’t accommodate all of the clients’ needs and were not giving enough philanthropic history on prospects. The fundraising market was ready for an alternative that focused on philanthropy first, and so I started DonorSearch.net.

Is there anything we may not have anticipated that will be big in prospect research in the future?

Yes, exciting things. Some things to anticipate are integrating multiple internet sources simultaneously and the ability to sort and filter large databases very quickly. Be sure to look for the upcoming changes with DonorSearch.net.

You have family working with you at DonorSearch.net. What is that like?

The best part about working with family is working closely with people I can trust, which is incredibly important to our clients. It’s beneficial when you know you are working with people who share the same values and are motivated to bringing success to the company. Communication is much more fluid, and the drive to get things accomplished is never a question. Everyone is committed to the same team, and makes work a little easier. The only problem is you run out of family and eventually, you have to start looking for other qualified people.

A lot of companies had trouble over the last year with the economy, how has DonorSearch.net faired?

Actually, DonorSearch.net has done very well in the past year and we have continued to grow. We were very fortunate that we introduced a cost effective service as the market for cost effective services grew. When we introduced the philanthropic review, a new approach to prospect research, it was received quickly by many non-profits. Overall, the toughest part in the past year, as well as the sweetest part, has been our accelerated growth and the changes that occur with it. However, the support of our partners and our experienced consultants has been a great factor in our continued success.

Where can interested parties hope to meet you in the next few months?

I’ll be attending the following conferences: CARA conference in Irvine, CA on October 22-23, NAMP, the National Arts Marketing Project in Providence, RI on October 30-November 1, and the PrepAPRA conference in Elizabethtown, PA on November 5-6th. At the PrepAPRA conference, I will actually be speaking about prospect research and development. Be sure to look for DonorSearch.net at other upcoming conferences.

Thanks Bill.

Sincerely,
Brian Lacy
Editor
A Fundraiser’s Friend