Prospect Research in Practice: Three Real-World Scenarios

In this interactive workshop, participants will explore how prospect research informs strategic fundraising decisions. The session focuses on practical judgment and action, using different types of research, including giving history, capacity assessment, and relationship mapping, to determine the best way to engage prospects. Through guided scenario discussions, attendees will learn how to use research findings to prioritize opportunities, clarify entry points, and invest cultivation time wisely.

CFRE Learning Objectives:
By the end of this session, participants will be able to:

• Distinguish between wealth indicators and philanthropic affinity when evaluating potential major gift prospects.
• Apply relationship mapping to identify and prioritize strategic introductions within a board member’s network.
• Assess when deeper prospect research is warranted before investing cultivation resources.
• Use prospect research findings to inform strategic decisions about donor engagement, upgrade potential, and entry points.
• Evaluate whether to pursue an individual, family, or corporate pathway based on alignment and giving patterns.

Presented by:
Pauline Palkovic
Acorn Hill Associates Prospect Research

Pauline Palkovic is a fundraising consultant specializing in prospect research, uncovering information about prospective donors to help fundraisers build long term relationships that lead to meaningful giving. A native New Yorker now living in the Catskills, she has devoted her three decade career to the nonprofit sector, primarily in individual giving. She has worked with dozens of organizations large and small, both locally and nationally, across the performing arts, human services, climate, education, and justice sectors.

For more information and to register, click here.