Fundraising: Corporate Research

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Fundraising Corporate Research

• Prospecting, Research and Analysis Methods

Aaron Stover, Director of Corporate Research
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Knowledge is Power

• Background Intelligence on Fundraising Prospect
  can make or break the pitch
• Strategic use of existing resources helps
  increase total resources

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Corporate Research Team

• Program began in 1998
• 7 staff members in 2004, currently 12
• 726 analysis briefs in 2004, 954 total briefs in
  2006, 2,651 in 2008, 994 already through April
  2009

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From Prospect to Close

• Identifying target companies for fundraising
  trips or industry/issue approach
• Setting up meeting and requesting research and/or
  analysis
• Performing background company research for
  solicitor
• Preparing analysis marketing materials for company

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Prospecting Request Form
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Briefing Request Form
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Briefing Request Form (contd)
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Research Briefing
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Research Briefing (contd)
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Research Briefing (contd)
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Research Briefing (contd)
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Research Briefing (contd)
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Research Briefing (contd)
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Research Briefing (contd)
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Analysis Briefing
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Analysis Briefing (contd)
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Analysis Briefing (contd)
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Analysis Briefing (contd)
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Resources

• Hoovers
• Lexis/Nexis
• Leadership Library
• Business News, e.g. Wall Street Journal
• Corporate Web Sites
• Trade Association Web Sites
• Annual Reports/SEC Filings

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QA

• Brainstorm how to apply to AmCham fundraising

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The End