Donor Research Still in Demand

To the Editor:

As the director of prospect research and management at a private college and a board member of the Association of Prospect Researchers for Advancement, I am constantly reminded that the field of fund raising is growing and that experienced fund raisers are in demand. I was surprised, therefore, when I read in your article that “[e]ven some fund-raising jobs are stagnant, such as prospect research — the work of finding potential major-gift donors” (“Charities’ Fast-Track Jobs,” March 18).

I cannot believe that this statement was based on anything but casual conversations with the wrong people. Even though I am not looking for a job, I get a call about once or twice a month from an organization or headhunter who is looking for an experienced prospect researcher. The offers are attractive and the salaries impressive.

Established prospect-research departments are adding more staff members, not getting rid of them. Even small nonprofits are hiring researchers because they realize that frontline fund raisers need to be on the phone and on the road and prospect researchers are critical to making their fund-raising efforts more efficient and effective.

Salaries in the field of prospect research are becoming very competitive, which speaks to me of a growing market, not a stagnant one. I speak with prospect-research professionals around the country almost daily. I know that there are organizations out there that don’t fully appreciate their value. But I also know that most vice presidents and development directors understand that good prospect research is critical to effective fund raising. And this knowledge is translating into more prospect-research jobs with better salaries and better budgets.

In times when budgets are tight, there may be fund-raising leaders who consider eliminating prospect research because researchers don’t ask for money. But those organizations are shortsighted and will only hurt their fund-raising results in the long run. A strong prospect-research operation will maximize the effectiveness of the fund-raising effort, and help the organization raise dramatically more money with the same fund-raising resources. That’s why prospect researchers are in demand. Next time you make sweeping generalizations about an entire segment of the fund-raising profession, please check your facts more carefully.

Shelby Radcliffe McClintock
Director of Prospect Research and Management
Bucknell University
Lewisburg, Pa.