The Hot Seat is a series in which prominent industry experts answer grueling questions stemming from prospect research to consulting to analytics. How will they do under pressure? Read to find out!

Jennifer Filla

President, Aspire Research Group LLC; CEO, Prospect Research Institute

Jennifer Filla is a veteran fundraiser with a focus on prospect research. As president of Aspire Research Group, she helps organizations find and connect with their best donor prospects. She is also CEO and Founder of the Prospect Research Institute, which provides step-by-step, hands-on learning to the fundraising research community. She is co-author of “Prospect Research for Fundraisers: The Essential Handbook” and has served as a volunteer and trustee for a number of organizations.

1. If someone wanted to become a consultant in prospect development, what would be the most important first step? 
   
   Many people want to become a consultant because they love doing the work and want the autonomy that comes with being your own boss. That was me back in 2007! I like to say the joke was on me because the reality is that while I was doing the work, I also had to bring in the clients. That meant a much heavier workload and less financial security! And working sales was anything but comfortable for me.
   
   Consulting has been a personally rewarding journey for me, but it has also been a lot of really, really hard work. If I were going to do it all over again now, my first step would have been to better define what was either making me unhappy with work and/or what seemed so attractive about consulting. Then frame it like any other research project and seek to find out if consulting really was a good solution for me.
   
   I’d like to believe that I would still have chosen consulting, but that I might have gotten additional education sooner for sales and other business skills.
   
   
2. What are your predictions for the prospect development industry in the next 15 years? 
   

   Information technology has been driving our industry, and software products and companies are now being built and scaled that specifically target the nonprofit sector and fundraising. But we know that Artificial Intelligence and machine learning are fueled by BIG data. A nonprofit doesn’t necessarily need its own big data to benefit from models created, but having your own data is where it begins and is way more powerful.

   If, according to Guidestar (2017), 66.3% of nonprofits have annual budgets of less than $1 million, who can afford to implement A.I. over the years it takes for an A.I. program to learn the business? For that matter, what nonprofit budget size is likely to have a large enough constituency for fundraising to benefit from A.I.? Probably one with a lot more than $1 million!

   For this reason, I suspect that the relatively tiny number of nonprofits at the top will pull even further ahead through the various uses of A.I. The smaller nonprofits will continue to struggle with basic data integrity and analytics implementation issues. What does this mean for prospect development? Lots of opportunity!

   If you work at the big organizations, you can develop specialty skills and receive the accompanying higher compensation, whether that is data science or the analytical prowess to translate information overwhelm into insight and action.

   If you work at the majority of smaller organizations, you can remain a generalist with positive impact for much longer, and in a position where data analytics skills, such as regression models in Excel, will continue to have the potential for outsized impact. 

   As A.I. matures in the fundraising industry and the solutions for the big nonprofits spin into products for smaller nonprofits, prospect development professionals also have the perfect skill set to understand how they work and help organizations make better purchasing and implementation decisions.

   The future is a BIG question and A.I. is only one piece, but I don’t want to close without suggesting another possible opportunity for development research professionals: jobs outside of nonprofits. Fundraising consulting firms of all sizes are already hiring for prospect research and analytics. As the for-profit industry around fundraising continues to grow, new positions are likely to become available for the prospect development skillset.
   
   

3. True or False: Prospect Research can strategically encourage philanthropic giving. Please include a why with your response.
   

   True. Prospect research professionals have always held a double-edged sword: we choose what to include, and what not to include when we present information to the people who need to act on that information. While prospect research professionals alone are unlikely to effect organizational-wide cultural change, we can choose what words we use to communicate and how we frame the results of data analysis.

   For example, if we notice that the founder of the family business recently named his daughter CEO and retained chairmanship of the board, or a similar situation with a family foundation, we can do more than state the facts. We can suggest that the development officer explore in conversation with the prospect whether there are family succession goals that could be furthered through philanthropy.

   We could also “anchor” development staff on metrics such as affinity or philanthropic inclination by presenting those ratings first, especially in a numerical rating. To the human mind a rating of “10-5-5” is going to feel like a better score because it leads with the number ten and a rating of “5-5-10” is going to feel like it is not as good because it leads with the number five. If the first number represents affinity and the last number represents ability to give, you are encouraging the end user to favor affinity.

   With deliberate attention and effort, we can recognize many ways to strategically encourage philanthropy giving.

Apra-IL recognizes and acknowledges the heaviness and anxiety that many are experiencing due to the pandemic, and is starting this new series entitled, The Prospect Development Professional’s Haven, as a calming and reflective safe space. We are providing a space for you to anonymously share questions and reflections during these difficult times, pertaining to your work and role because many can relate. In times like this, you have to know that you are never alone.

Disclaimer: The Apra-IL writer is not a licensed therapist or counselor, therefore, please seek professional guidance beyond this series.

Around mid-March 2020, life changed and so did the planned content for the Apra-Illinois blog. 

Everyone has been forced to make a strong and conscious pivot due to what the world is experiencing. And many lessons have been learned along the way thanks to The Prospect Development Professional’s Haven.

Move away from juggling to acceptance, sometimes, juggling two extremes can put unwarranted pressure on someone to be in two mental spaces at once – when you drop one you feel sad for being more engaged in another. Accept that in your new normal, there are people who are still millionaires, you are still a researcher who has great work to do, and your world and community is hurting but it will regain itself slowly. You can do both in this time, and by accepting you are alleviating the pressure of caring about one more than the other.

Practice Transformative listening, this happens when you hear something, reflect, ask corresponding questions, build on the topic, participate in being fully present (mind, body, and soul), and acknowledge the truths (whether you agree with them or not).

In July 2020, Prospect Development Professional, Beth Inman, shared “Think about questions to ask your supervisor if you are furloughed. For example, how will the organization communicate with those who are furloughed? Will you have access to your files/emails/intranet (your org's HR site, for example)? If you're going to file for unemployment, it wouldn't hurt to research what you will need to apply in your state so you have an idea of what to prepare. In some cases, it can take weeks for the benefits to kick in, so filing sooner rather than later is a good idea. Now is also a good time to review your resume, cover letter, and LinkedIn profile and make sure it's up to date. If you decide to start a job search, it's good to have these documents in their best shape. And, if you start applying for positions, reach out to your references to confirm they're still willing to be a reference and give them a heads up if you learn an organization is contacting your references. If you use your work email for Apra and other professional listservs, make sure you update it to your personal email to ensure you continue to get important information. And, finally, practice self-care and utilize the Apra community! Self-care looks different for everyone but it's so important!”

Normalize the betterment of mental health by talking about it, sharing stories of good and bad work experiences, seeking therapy, and ways to better oneself physically, mentally and emotionally.  

As working from home has been prolonged for many, there are five ways to find moments of peace while working from home - take technology breaks; make sure you prioritize self-care; try new things and test out ideas; daydream and take time for reflection; and catch up with coworkers. 

As many are doing the work to create a more inclusive donor base that is truly reflective of the world, it is important to remember that as you aspire, continuously do the internal work for the external work to flourish. In October 2020, Prospect Development Professional, Marissa Todd, shared “We know we have to do better, and I am reading, learning, and advocating for ways to create inclusivity in the workplace and our donor community.”

Creating this series and space for reflection, discussion, and storytelling during 2020 has been more than enriching, it has been an important and challenging outlet. I hope the Apra community continues to create opportunities that preserve professionals’ expression and experiences even in times of difficulty, for we all can learn and lean on one another. 

Apra-IL recognizes and acknowledges the heaviness and anxiety that many are experiencing due to the pandemic, and is starting this new series entitled, The Prospect Development Professional’s Haven, as a calming and reflective safe space. We are providing a space for you to anonymously share questions and reflections during these difficult times, pertaining to your work and role because many can relate. In times like this, you have to know that you are never alone.

Disclaimer: The Apra-IL writer is not a licensed therapist or counselor, therefore, please seek professional guidance beyond this series.

A conversation: How to be good to yourself featuring Marissa Todd, Development Director

Marissa, I’ve enjoyed seeing how you have publicly shared the ways you are being good to yourself during such uncertain and tense times. You recently started therapy, playing the guitar, and you like to write cards to people. 

Let’s talk first about being good to oneself. How do you define that?

Marissa: I define being good to oneself as prioritizing ones’ mental and physical well-being. I know I can’t be a good partner, colleague or friend if I’m not taking care of myself. I like the bucket analogy – I can’t fill others buckets if mine is empty. 

When did, being good to yourself, become important to you and how did you decide that these previously mentioned ways were how you wanted to take care of yourself? 

Marissa: Being good to myself has always been important – and that importance seems to go up when things are particularly overwhelming or stressful and I struggle to just get out of bed and face the world. I’ve tried many things over time: exercise, reading, and cooking. During the early stages of the pandemic, I struggled to read for about a month or so (like I would read the same sentence over and over for five minutes and then just get frustrated) and I also got really tired of cooking. Not being able to go to the gym, and just feeling worried all the time made me reconsider how best to fill my bucket and create some sense of peace and happiness. Taking a step back from social media has certainly helped.

How did taking a step back from social media help?

Marissa: Doomscrolling is real, and it takes a toll. When most of what you see is reminders of all the terrible things happening, it’s easy to get sucked into a negative place. Also, being connected to people who are not socially distancing or wearing masks can really amp up anxiety, especially if they are family or people you will have to interact with at work. Social media can take up a huge amount of time, so, I replaced that time with reading and guitar, which feel more positive and productive. 

Why did you choose to learn how to play the guitar? 

Marissa: I have wanted a guitar since I was 12. I grew up listening to rock and roll and dreamed of playing in a band. We never had the money for a guitar. Now that we are at home all the time and spending less on dining out, vacations, etc. I decided it was the perfect time to invest in a guitar. Also, I read a book about Digital Minimalism and one of the suggestions was to develop a productive hobby (using your hands) so that you were engaging your brain. The book gave me the extra push I needed to just do it.

You work in prospect development, and you know that there are days that can be overwhelming or stressful; With the world in chaos, how has your understanding of being good to oneself changed or perhaps stayed the same? 

Marissa: I don’t know that my understanding has changed. More reconfirmed that self-care is SO important and if we don’t take care of our mental health, as well as our physical self, it is hard to function. I am hopeful that one good thing that will come out of this pandemic is there will be less stigma around mental health care and perhaps in a super ideal world, we would actually provide more financial resources for it. I’m lucky my employer has an Employee Assistance Program that provides so many free sessions, but many folks who are feeling stressed, anxious, overwhelmed, etc. and don’t have the resources to pay for mental health care, or even know where to start. Therapy comes in all shapes and sizes, and finding the best fit can be intimidating.

Can you tap into this intimidation alittle, why is it intimidating? And for us in this profession I think I’ve noticed difficulty in reasoning with equity while researching the ultra-wealthy. How do you reason with your job, societal inequity, and foster self-care?

Marissa: Regarding intimidation – I think because we don’t talk about mental health very publicly, it can be kind of daunting to figure out how to find a therapist. And every therapist has a different style. It’s important to find someone to talk to that you are comfortable with, but it can be difficult to know how to decide that and then walk away from a therapist when you don’t click.

Societal inequity is on my mind all the time. I have been very open with my boss that I am actually struggling with feeling like this is the right job for me at times. I have a law degree and over 15 years of fundraising experience, and often I feel like I should be using my skills to help advance social justice. She reminds me art is a source of comfort and solace, speaks truth, and reflects the time it was created. However, museums historically are not diverse in terms of donors and board leadership. We know we have to do better, and I am reading, learning, and advocating for ways to create inclusivity in the workplace and our donor community. I’ve gotten very good at being uncomfortable (and by extension making others uncomfortable by speaking up) because that is what is necessary for us to change for the better.

Thank you, Marissa, for allowing these valid feelings and experiences to be shared within The Prospect Development Professional’s Haven.

If you want to share a question or reflection at The Prospect Development Professional’s Haven, please email us at apraillinois@gmail.com 

Apra-IL recognizes and acknowledges the heaviness and anxiety that many are experiencing due to the pandemic, and is starting this new series entitled, The Prospect Development Professional’s Haven, as a calming and reflective safe space. We are providing a space for you to anonymously share questions and reflections during these difficult times, pertaining to your work and role because many can relate. In times like this, you have to know that you are never alone.

Disclaimer: The Apra-IL writer is not a licensed therapist or counselor, therefore, please seek professional guidance beyond this series.

5 ways to find moments of peace while working from home

Take real screen breaks

I have always taken the suggestion “take a screen break,” as “ok, time to stop looking at my computer, and stare at my cellphone (another screen).” But I believe we all know that “take a screen break,” actually means to take a technology break, which is hard to do nowadays. So, try to read a book during your lunch break instead of scrolling on your laptop, go for a walk or start journaling – all can really help you take a much-needed moment to yourself.

Add YOU to your priorities

If you are a caretaker of kids, family member(s), or disgruntled pets that are becoming restless by your consistent presence at home – make sure that you are taking care of yourself while upholding your priorities. When creating your to-do list, add time for yourself. In a day full of virtual schooling, lunch and dinner preps, taking the dogs out for their walks, and somehow getting your work done, there has to be time for your peace of mind. It can happen when it is penciled onto a sticky note, and/or set as a calendar reminder. Yoga at 6PM every Tuesday through Thursday, yes, the calendar reminders help. 

Try something new and test the waters

How many of us have been using the same research tools for years, and still don’t know the function of certain tabs or know the extent a tool can actually best help our work? Well, it is time to push buttons and check out random tabs, or it could be time to change your research template or time to pull some data reports that question your typical process. This form of peace is based on challenging yourself, and sometimes a mental exercise can be a distraction and exhilarating. Maybe, this is what you need as you work from home.

Daydream, just for a second

Why is daydreaming still seen as something negative? Instead of stressing over the email that you still need to write, take some time to let your imagination flow or write-out your grocery list. The energy and words needed to write your email will be there when you return to it.

Why are we not appreciating the mental break? Can we flip our negative connotations with daydreaming and see it as a moment of reflection?

Catch up with a coworker, like old times

Having virtual tea, coffee, or lunch with a coworker is a great way to reset and have a pleasant conversation, similar to what you would experience as you walk into the office kitchen to wait on the microwave or get some coffee. Proactively, setting up virtual chats with coworkers to catch on life, is a reactive means to relationship building. It may not bring you peace in the serenity sense of the word, but it will remind you of a simpler time in the world when you could just engage with a coworker.

Thank you for allowing these valid feelings and experiences to be shared within The Prospect Development Professional’s Haven.

If you want to share a question or reflection at The Prospect Development Professional’s Haven, please email us at apraillinois@gmail.com 

Apra-IL recognizes and acknowledges the heaviness and anxiety that many are experiencing due to the pandemic, and is starting this new series entitled, The Prospect Development Professional’s Haven, as a calming and reflective safe space. We are providing a space for you to anonymously share questions and reflections during these difficult times, pertaining to your work and role because many can relate. In times like this, you have to know that you are never alone.

Disclaimer: The Apra-IL writer is not a licensed therapist or counselor, therefore, please seek professional guidance beyond this series.

Now more than ever, we need community.

As we gear up for the first ever virtual Apra conference (August 24 – 27, 2020), we can all agree that our new normal has been difficult. And if you have been dealing with everything alone, then consider this the time for community. We could rely on our own understanding of our industry; we could easily ignore the emails and posts on social media by others in prospect development; and we could silently experience the stress and anxiety of furloughs, job loss, and increased work and meetings. We could also choose an alternative, and remember what it means to belong in a safe space, a safe world, or at least a safe world of data experts with similar skills and interests.

Remember that you have a community, bigger and stronger as a whole, that can support you, individually. 

We are all experiencing similar ramifications of this pandemic and economic depression, to some degree. The effects transcend race, gender, age, and ethnicity, and the prospect development community knows this all too well as fundraising has been difficult and many experts are unemployed. We understand.

For many, reality set in once motivation drew low in April, forecasts for the extent of the pandemic twisted and bent mental aptitudes each day as things become more and more uncertain. We were experiencing the same emotions.

My question to you reader is how have you been dealing with admitting what you’re experiencing? 

Exhaustion is real. We understand.

Your community has remained right here.

Many have found ways to keep learning, to keep asking questions, to share their experiences; and most importantly there has been an increase in normalizing the betterment of mental health by talking about it, sharing stories of good and bad work experiences, seeking therapy, and ways to better oneself physically, mentally and emotionally.  

If there has ever been a takeaway that needs to be pronounced, it is that you are not alone. Reach out to one another, and remember your community.

Thank you for allowing these valid feelings and experiences to be shared within The Prospect Development Professional’s Haven.

If you want to share a question or reflection at The Prospect Development Professional’s Haven, please email us at apraillinois@gmail.com 

A candid conversation with Beth

Hi Beth, can you share with our readers where you believe your heart and mind is right now?

Name an emotion and I've felt it over the past few months. Worried, scared, angry, optimistic, hopeful, to name just a few. Right now, I'm feeling grateful and my heart and mind are in a good place considering all the changes over the past couple of months (being furloughed, long distance move, and starting a new job). I'm grateful for my fantastic new job opportunity and for our prospect development community which has been so supportive. I have received emails, texts, and dm's checking in, and those gestures have made a huge difference in keeping my spirits high. 

Thank you for mentioning the prospect development community, can you share why community matters (you state that their outreach made a huge difference in keeping your spirits high) can you share more on that?

Community matters because it’s important to have a connection. That connection could be familial, professional, spiritual, etc. but it’s that connection or being a part of something that contributes to our overall sense of wellbeing. Our prospect development community on Twitter, for example, is so interesting because I’ve only met a handful of them in person. That said, I know they’re there when I’m frustrated about our work and I also know they’re there when we’re going through something like COVID and it’s affecting all of us in some way. Even when the “there” is virtual, it’s still so helpful!

Where would you say your heart and mind were as you waited to find out your furlough status?

Some days I was sure I would be furloughed and other days, I had a glimmer of hope that the work I was doing was important enough to not be furloughed. We knew a week ahead of time that furloughs were coming but we had no idea how many staff would be affected or what criteria would be used to determine who would be impacted. That was a really long week. That level of worry is exhausting and it affects every aspect of your life. 

As many are going through this exact situation, what can you say matters?

2020 has been a rough year for everyone and we have all had very different experiences related to COVID-19 and its effects on our industry, our communities, and our families. I am a planner and I am a worrier so the past 5-6 months have been really tough for me. What I've realized is that I spend a lot of time worrying about things I don't have any control over and asking for help is OK.  What matters to me right now is understanding that it's alright to not have a plan and to recognize when I should ask for help - that I don't have to do it all myself. 

I believe you just spoke to so many of us who are planners and worriers, to break away from this ingrained piece of us would be difficult, how are you doing it? Is this a process or an overnight shift?

Oh, it’s definitely a process and one that I have to consciously work on! My therapist has helped me with ways to counter my worrisome thoughts when I start to go down that “what if” rabbit hole and it takes practice to do that, but it’s worth it. One of things I learned is to counter a negative thought with a positive one. This helps me think about the different ways a situation could go and options I need to consider. For example, when I was worrying with thoughts that “my house wouldn’t sell”, I flipped it and asked, “what if the house sells,” that helped me think about what I’ll need to do when it sells.

Ever since the quarantine started many have shared advice on working from home, and ways to stay busy and productive aside from their work; what did you do to keep yourself whole, sane, and happy?

For me, once I learned I was furloughed, I made a to do list and came up with a schedule (albeit a not very structured one) for the weekdays, which was really helpful. I had been working full time for 20+ years so to learn on a Thursday that I was no longer working was a really odd and scary feeling. I kept thinking, "what am I going to do?" That's where the to do list and schedule came in. They helped me structure my day in a way that helped me stay on track and feel like I had some control over the day. My to do list was everything from clean out the pantry to exercising to reviewing my resume and even what Netflix shows I wanted to watch. When I made the schedule, I wanted to start the day doing something that made me happy which was drinking coffee and reading. (I have read a lot over the past few months and if you need any book recommendations, let me know!)  

Do you have any advice for people experiencing the fear of being furloughed?

In talking to friends and colleagues about furloughs, I have learned that organizations have handled their furloughs differently. For example, some organizations continue to keep in touch with their furloughed employees; they are part of regular meetings and they are provided updates on their furlough status. This was not my experience, so my advice is to think about questions to ask your supervisor if you are furloughed. For example, how will the organization communicate with those who are furloughed? Will you have access to your files/emails/intranet (your org's HR site, for example)? If you're going to file for unemployment, it wouldn't hurt to research what you will need to apply in your state so you have an idea of what to prepare. In some cases, it can take weeks for the benefits to kick in, so filing sooner rather than later is a good idea. 

Now is also a good time to review your resume, cover letter, and LinkedIn profile and make sure it's up to date. If you decide to start a job search, it's good to have these documents in their best shape. And, if you start applying for positions, reach out to your references to confirm they're still willing to be a reference and give them a heads up if you learn an organization is contacting your references. If you use your work email for Apra and other professional listservs, make sure you update it to your personal email to ensure you continue to get important information.

And, finally, practice self-care and utilize the Apra community! Self-care looks different for everyone but it's so important! The Apra community is helpful and compassionate and we want to see our colleagues succeed. 

On July 1, 2020, Beth shared the joyous news of her new role and life in Maine. 

Thank you for sharing your valid feelings and experience with The Prospect Development Professional’s Haven, Beth.

If you want to share a question or reflection at The Prospect Development Professional’s Haven, please email us at apraillinois@gmail.com 

Apra-IL recognizes and acknowledges the heaviness and anxiety that many are experiencing due to the pandemic, and is starting this new series entitled, The Prospect Development Professional’s Haven, as a calming and reflective safe space. We are providing a space for you to anonymously share questions and reflections during these difficult times, pertaining to your work and role because many can relate. In times like this, you have to know that you are never alone.

Disclaimer: The Apra-IL writer is not a licensed therapist or counselor, therefore, please seek professional guidance beyond this series.

Question: My development team has been having a lot of conversations around race, equity, and inclusivity. I’ve enjoyed a lot of these conversations but I’ve noticed that there are coworkers who are not really listening. And based on everything going in the world I think us, self-proclaimed allies and leaders, need to listen. 

Can you guide me on how to have a conversation with my coworkers around listening?

An Answer: Recognizing the importance of listening, especially in these tough times, is really amazing. And wanting to point it out and start a conversation around it with Apra-IL readers, and your coworkers is important and brave. So, first, we must thank you for bringing it to the forefront.

Now, listening is simple because we all hear things, but effective listening is transformative. And I believe that is what you feel like your coworkers aren’t experiencing. Transformative listening happens when you hear something, reflect, ask corresponding questions, build on the topic, participate in being fully present (mind, body, and soul), and acknowledge the truths (whether you agree with them or not). 

The conversations that your team is having around race, equity, and inclusivity is not something everyone can handle, even allies. This is why it’s also important because it’s uncomfortable, it means one must question their ethics and internalized racism, and it also requires a lot of learning, unlearning and specifically listening. No one wants to listen to what makes them wiggle in their seats or fidget, no one wants to be uncomfortable. But people should listen to what can make them become better, and the best way to do that is to commit to the process – commit to opening up (breathe in deeply, exhale to relax the shoulders) and say yes to transformative listening. 

Share this with your coworkers privately over a virtual tea/coffee chat, and see if they’re ready to transform with you. 

Thank you for sharing your valid feelings with The Prospect Development Professional’s Haven.

If you want to share a question or reflection at The Prospect Development Professional’s Haven, please email us at apraillinois@gmail.com 

Apra-IL recognizes and acknowledges the heaviness and anxiety that many are experiencing due to the pandemic, and is starting this new series entitled, The Prospect Development Professional’s Haven, as a calming and reflective safe space. We are providing a space for you to anonymously share questions and reflections during these difficult times, pertaining to your work and role because many can relate. In times like this, you have to know that you are never alone.

Disclaimer: The Apra-IL writer is not a licensed therapist or counselor, therefore, please seek professional guidance beyond this series.

Question: Working from home and social distancing has been hard, and a new normal for me. I’ve struggled with conducting research while knowing that many people are losing their jobs and income every day. So, how do I juggle with this reality and what is happening around me, while analyzing a millionaire’s multiple properties and total compensation?

An Answer: There is no right way to juggle these experiences as a prospect researcher (during an 8-hour shift) and be a human being who cares about social inequalities. An option that many have shared is that aside from socially distancing, they have also decreased the amount of news and negative and/or sad stories they consume, just to maintain a leveled- approach to the pandemic and its effects on their community.

But it's hard to know that people are struggling all at the same time, its overwhelming. Therefore, how you are thinking of it should shift from wanting to “juggle” to “acceptance”. Allow yourself to accept that this is what the world is experiencing right now, and that this is your job. 

Sometimes, juggling two extremes can put unwarranted pressure on someone to be in two mental spaces at once – when you drop one you feel sad for being more engaged in another. Accept that in your new normal, there are people who are still millionaires, you are still a researcher who has great work to do, and your world and community is hurting but it will regain itself slowly. You can do both in this time, and by accepting you are alleviating the pressure of caring about one more than the other. 

Let’s try this, close your eyes and imagine yourself literally juggling two oranges from one hand to another. It's hard right? This is what you are mentally experiencing. Now, put both oranges down on a table. And imagine yourself looking at the two oranges equally sitting on a flat surface – this is acceptance. 

Try to move away from juggling to acceptance, and see how that makes you feel. 

Thank you for sharing your valid feelings with The Prospect Development Professional’s Haven.

If you want to share a question or reflection at The Prospect Development Professional’s Haven, please email us at apraillinois@gmail.com 

It’s March! Apra-IL is celebrating Research Pride Month, Women’s History Month, and March Madness. We hope that you join us in the festivities as we test how well everyone addresses prospect research - specific scenarios. An online poll posted on Twitter and LinkedIn pose the questions, and here are the results and a review of the answers. We hope that you can participate, and thank you for engaging with us on all forums, as we learn from each other. 

For the third and final question of this series, the correct answer is “It depends” and those who chose “True” and “False” are also correct.

The question is asking whether discovery is the MOST important stage for research, and it is not. There is no fundraising stage that is more important than the other, in which research is most required. During discovery, if you discovered a prospect and then conducted capacity research, this would be proactive research. Another fair perspective is that research is most important in the cultivation stage because the gift officer is getting to know the prospect and needs to know the appropriate ask range for solicitation.

Research is important in all of the fundraising stages because it is meant to advice a gift officer as the prospect journeys through the stages and becomes a donor.

Thank you for participating and share your thoughts and experiences with us on this question and the others!

It’s March! Apra-IL is celebrating Research Pride Month, Women’s History Month, and March Madness. We hope that you join us in the festivities as we test how well everyone addresses prospect research - specific scenarios. An online poll posted on Twitter and LinkedIn pose the questions, and here are the results and a review of the answers. We hope that you can participate, and thank you for engaging with us on all forums, as we learn from each other. 

For the second question, we are in agreement that if a development officer was concerned about a prospect’s capacity range and felt that it was incorrect, you should ask why and review the range and research. 

There are times in which a development officer may not agree with a rating. This is when you as the researcher and expert shine. It is important to explain your decision, and actively listen to the fundraiser. Take note of their viewpoint(s) and then review it in relation to your understanding of the prospect’s financial capabilities to give to your organization. 

Never disregard the development officer because this is meant to be a partnership full of meaningful conversations, teamwork, and mission-driven endeavors. 

Thank you for participating, and onward to question #3!