Prospect research and computer technology: Lessons from capital campaigns at three Washington performing arts organizations

Information revolution has changed the face of prospect research in fundraising. Electronic applications have expanded information sources, increased research productivity and efficiency, and improved the flow of information and communications. This thesis examines the practice of prospect research in major fundraising campaigns at three Washington performing arts organizations: The Kennedy Center, The Wolf Trap Foundation, and the Shakespeare Theater. Results indicate that staff readiness and dedication appear to have more direct influence on the success of fundraising campaigns than does technology. The nature of the campaign determines the technological and research approaches, so the use of technology reflects the organizational culture and fundraising style to benefit the actual interactions with prospects and donors. Electronic applications increase the sources and the flow of information and improve communications, which are critical for fundraisers to develop stronger relationships with donors. By continuing to receive donor support and recognition, organizations can achieve financial success.