https://www.compasspoint.org/askgenie/details.php?id=53
In sum:
"You are looking for three things in each prospect:
- Evidence that the prospect is connected with someone in your organization,
so that you can establish contact.- Evidence that the person believes in your cause (or a similar cause), which
includes evidence that the person gives money to similar organizations.- Evidence that the person has the ability to make the size gift you
want."
