An Approach to Prospecting

Don’t just go proactive. Get faster and better, too!

Do you struggle to source new prospects? Do you spend endless hours, but still feel like you are swimming aimlessly in a sea of data? Wish there was a tried and true method? There is!

This course will teach you an approach for qualifying individual, corporate, or foundation prospects sourced inside or outside the database by focusing on key criteria to create a scoring system. Learn how to communicate with the requestor at every stage of the project and how to manage your time effectively to ensure the highest return on investment in the project.

This course teaches you how to methodically find, and quickly qualify, new prospects. It’s based on the techniques I developed to routinely and efficiently find good prospect leads for all types of nonprofit organizations. The demand to reach outside your constituency to find transformational donors or donors for special programs is on the rise. Regardless of the project specifics, you need a method that works every time!

Imagine the next time you receive a request to find donor prospects for a special project. What if you could communicate professionally with the requestor, deliver high-quality prospects on time, and keep the feedback loop open? You’d be a trusted professional, that’s what!

You have the research skills – you just need an approach you can rely upon every time to deliver stellar results.

As a prospect research consultant using this technique, my team and I have delivered prospects to organizations inside and outside the U.S. and they have gone on to successfully cultivate and solicit enough prospects to meet fundraising goals.

Yes, you can leverage software tools, but tools can’t replace your insight into fundraising and information sources. Prospect research professionals who add analytical rigor to their work have a well-defined edge in the employment market!

You Will Learn

In this course you will…

  • Practice communication skills for defining the request and soliciting feedback.
  • Create a manual scoring model to help you quickly work through large lists in Excel.
  • Leverage your knowledge of public information to source prospect lists.
  • Research and qualify prospects.
  • Manage your time effectively with tips and tricks.
  • Get savvy about delivering a final product that your internal customer wants.

I have been finding and researching new prospects for more than ten years and for all types and sizes of organizations. Let me share my secrets for fast and effective prospecting with you.

Please note: This course is designed to teach you a manual method for sorting through lists of potential donors. This course is NOT designed to teach you how to find information on prospects or to teach data analytics or statistical modeling.

You Will Also Receive

In addition to the weeks of course content, you will also receive these great resources:

  • Course Workbook: 40-50-page workbook summarizing the video lectures and including practice exercises with detailed answers in the appendix and a glossary of terms
  • Worksheets to help frame your communications with the internal customer
  • Prospecting example including the request form and Excel spreadsheet with scoring model
  • Access to the Resource Collections online community
  • Participants who complete the course receive a digital badge to use on sites such as LinkedIn


Length of the Course

Registration Deadline: 20 Jul 2018 | Fri
Course Opens: 30 Jul 2018 | Mon
Orientation: 31 Jul 2018 | Thu | 1pm-2pm ET
 Meetings: Online Classes:
10 Aug 2018 | Fri
17 Aug 2018 | Fri
24 Aug 2018 | Fri
31 Aug 2018 | Fri
07 Seo 2018 | Fri
*All classes are 1-2pm ET
Live chats:
14 Aug 2018 | Tue
29 Aug 2018 | Wed
*All chats are 12-1pm ET
Course Closes: 14 Sep 2018

Warning: This course is RIGOROUS; be prepared to spend an hour or more each weekday on homework and class time. Some assignments may require more than an hour.


This course combines a learn-on-your-own, online classroom with live classes facilitated by an instructor. Called a “flipped” classroom, you watch the video lectures and do the homework, and then the class meets live on Fridays to review the homework and have discussion. The course includes:

  1. Short video lectures you watch on your own (videos are typically 5 to 20 minutes)
  2. Live, online class meetings for discussion and problem-solving (1 hour each)
  3. Live, online text chats for discussion and problem-solving (1 hour each)
  4. Workbook, homework, capstone project(s) and final quiz (plan on at least one hour a day)

You are a busy professional so we created a calendar guide with suggested dates for each piece of the program: video lectures, homework, reading, and class discussion. It’s an MS Word document that you can adjust to fit your schedule, and it works out to about an hour each day.

By combining self-study with live classroom discussion you get to ask an expert your questions and learn from fellow students. After each live class discussion, the meeting notes and video recording are available on the classroom website. You can access all the course materials in the online classroom at any time and you will be asking and answering questions in the course forum (similar to an email group just for this course), which gets pushed right into your email inbox.

You can replay or home in on certain times of the video lectures, which are about 15 minutes and usually shorter. Short videos cover one concept or step-by-step instruction at a time and are easy to squeeze in wherever fits best in your schedule. The printed workbook summarizes the videos and has some additional information and practice exercises.

About the Instructor

I’m Jennifer Filla, a Prospect Researcher and Fundraiser at Aspire Research Group LLC and CEO of the Prospect Research Institute as well as co-author of Prospect Research for Fundraisers: The Essential Handbook, part of the AFP/Wiley Fund Development Series. I have been a member of AFP and APRA for over ten years.

For nearly ten years I have been speaking and presenting at AFP and APRA meetings and conferences. The demand for clear instruction that can be applied immediately at the fundraising office led me to launch the Prospect Research Institute. I look forward to learning with you!

Read more about Jen.

Registration Fees (In U.S. Dollars)

$990 | Class size limited to 10 participants | Registration Deadline: 07/20/2018

Class Cancellation and Privacy Policies

NOTE: If the course does not reach a minimum of 5 participants it will be cancelled and you will receive a full refund.

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