--Last Updated 9/21/2007

Nonprofit Guide to Prospecting: Executives & Professionals

Contact Information: For addresses and basic information, search online directories and web engines.

 

Directories: The most important thing to remember is to check more than one source. The directory is only as good as when it has last been updated. Also, unlisted numbers will not show up in the directories.

People Finders:	Business Finders:
Yahoo People: Free White Pages Directory http://people.yahoo.com/	Freeality.com: Look up addresses, 800 numbers, e-mail, etc. http://www.freeality.com/finde.htm
Anywho.com: Search for Businesses or People http://www.anywho.com	ReferenceUSA: Search for Businesses and personal addresses. Database also provides financial information number of employees, and credit ratings. (Must have a library card to use) http://www.youranswerplace.org/lanmenu/business.html
Bigfoot: Email, Yellow, & White Pages Directory http://www.bigfoot.com	Switchboard: Find people, businesses, or reverse phone number lookup. http://www.switchboard.com/
US Search: Directory and (fee based) public records search http://www2.1800ussearch.com/	Whois: Internet Domain Name Information http://www.whois.sc/

Other: Unusual, but useful places to look for contact information.

• Political Money Database (Tray.com): Search by Executive name & check the tax filings for contact addresses.
  http://www.tray.com
  
  
• Secretary of State Database: Search by company name, and check the annual report for the Executives' addresses. 
  http://nass.org/index.php?option=com_content&task=view&id=50&Itemid=45 (National)
  http://www.sos.mo.gov (Missouri)
  http://www.sos.state.il.us/ (Illinois)
  
  
• Standard & Poor's NetAdvantage: Gives information for over 71,000 key executives
  http://www.youranswerplace.org/lanmenu/business.html (Must have a library card to use)
  
  
• ZoomInfo (formerly Eliyon Technologies): Search by executive or company name.
  http://www.zoominfo.com/
  
  

Professionals: Use the following to find more biographical information.

• Biography Resource Center
  (contains the "The Complete Marquis Who's Who")
  http://www.youranswerplace.org/lanmenu/histgene.html



• Business Women
  http://www.bizwomen.com (Must sign-up to use)



• Dentists:
  http://www.ada.org/public/directory/index.asp (Professionals registered with the American Dental Association)
  http://webdental.com (Commercial Website)



• Dunn & Bradstreet Million Dollar Directory
  http://www.youranswerplace.org/lanmenu/business.html



• Forbes 400 Richest Americans: A list and information about the 400 richest people in the United States.
  http://www.forbes.com/2002/09/13/rich400land.html



• Forbes People Search: Tear Sheets on many executives.
  http://www.forbes.com/business



• Hoovers: Find Executives of large Corporations, shows salaries, bonuses, positions, previous positions, and bios.
  http://www.youranswerplace.org/lanmenu/business.html (In Library Use Only)



• Insurance Agents: (Missouri) 
  http://insurance.mo.gov/consumer/agtstatus.htm



• Lawyers:
  http://www.martindale.com/xp/Martindale/home.xml
  http://www.mobar.org/directory/search_form_b.htm (Official Missouri Bar Lawyer Search)
  http://www.mobar.org/directory/search_form_a.htm (Official Missouri Directory of Lawyers) http://wld.com (Part of Findlaw.com: gives biographical information)



• Physicians:
  http://www.ama-assn.org/aps/amahg.htm



• Professional Registrar: CPA's, Tattoo Artists, anyone who needs a license for the state of Missouri is listed here
  http://pr.mo.gov/



• Stock Brokers:
  http://www.stockbrokers.com

How to evaluate your prospect's giving potential? 
   To gage your prospect's assets it takes a lot of investigative work, and some generalizations. The three key things to look for is a person's income, holdings, and property.

A great article on evaluating Executive pay, can be found on the AFL-CIO website:
    http://www.aflcio.org/corporateamerica/paywatch/

Salary: Note: Public companies have to disclose salaries and compensation of its top officers, all of this information is located in the company's proxy statements that are filed with the Securities and Exchange Commission (SEC).

EDGAR "DEF-14A" (proxy statements): Proxy statements are VERY long, use EdgarScan to download the statement in rich text format (.rtf), then use the find feature on your document reader to search through the statement for your prospect's name.

• MergentOnline: (Library Database - Need a Library Card to Access)  Enter the Executive's name in the Text Search to see if any companies are associated with that person.
  http://www.youranswerplace.org/lanmenu/lanalpha.html#M



• EdgarScan
  Then go to Price Water House Edgar filings to check out and download the company's annual report (10K) or proxy statement (DEF-14A)
  http://edgarscan.pwcglobal.com/servlets/edgarscan

Also Check to see what their job title makes:

• Occupational Outlook Handbook: Produced by the U.S. Bureau of Labor Statistics Search by job title and use as a guideline to the amount of money the executive makes a year.
  http://www.bls.gov/oco/home.htm



• Salary.com:
  http://www.salary.com (Search by job title and Region)



• Job Star Central:
  Professional Specific Salary Surveys/ Articles on Salary Information
  http://www.jobsmart.org/tools/salary/sal-prof.htm



• Lawyer Salary Survey
  http://www.law.com/career_center/lists_rankings.shtml



• Health Care Salaries
  http://www.pohly.com/salary.html

Holdings: 

• Edgar: Stock ownership of the top holders is listed in the company's proxy statement (DEF 14-A)  
  http://edgarscan.pwcglobal.com/servlets/edgarscan
  




• Big Charts: Check the value of the stock or for historical quotes
  http://www.bigcharts.com



• TradingDay.com: Great website that helps research stock prices, trading, splits,etc.
  http://www.tradingday.com



• New York Stock Exchange
  http://www.nyse.com



• NASDAQ Stock Exchange
  http://www.nasdaq.com



• CBS MarketWatch: Search by executive or company name to track insider trading.
  http://cbs.marketwatch.com/tools/quotes/insiders.asp?siteid=mktw



• Hoovers: Initial Public Offerings and SEC filings
  http://premium.hoovers.com/global/ipoc/index.xhtml
  
  
• Morningstar.com: Search under the company name and see if your exec has sold any of its stock.
  http://quicktake.morningstar.com/Stock/ownership.asp?Country=USA&Symbol=BUD&stocktab=owner
  
  
• Mergent: Search Annual Reports and SEC filings (Must Have a Library Card to Use)
  http://www.youranswerplace.org/lanmenu/business.html



• Yahoo Finance: Can search by Executive name or Company.  Yahoo names the top shareholders of major companies and the number of shares they own. Can also use to check stock prices
  http://finance.yahoo.com/?u

Property:

• Property Assessment Databases: Search by name or home address to see how much the property is worth.
  http://www.youranswerplace.org/libary_office/assessment (St. Charles County)
  http://stlcin.missouri.org/assessor/lookup.cfm (St. Louis City)
  http://revenue.stlouisco.com/ias/ (St. Louis County)
  http://www.netronline.com (National search for Assessor's Databases)



• Property Tax Database:
  http://www.youranswerplace.org/library_office/collector (St. Charles County)



• Yahoo Neighborhood Profile: Search by home address to check out the neighborhood
  http://realestate.yahoo.com/re/neighborhood/main.html



• Yahoo Comparable Sales Data: See how much the house is worth by what around it is selling for
  http://realestate.yahoo.com/re/homevalues/



• Google Maps: To get a visual feel for the neighborhood
  http://maps.google.com

Contribution History:

• Common Cause: Soft Money Database: Search by Executive name
  http://www.commoncause.org/laundromat




• Campaign Finance Report: Another political money database.
  http://www.fec.gov



• FundRace:
  http://www.fundrace.org




• Guide Star: Use the people search to see if your executive is connected to any foundations and what they are giving money to. (need to signup with website)
  http://www.guidestar.org/index.jsp




• Illinois State Board of Elections: Political contributions to local candidates in Illinois
  http://www.elections.state.il.us/
  
  
• OpenSecrets.org: This website lists top contributors to political campaigns and elections
  www.opensecrets.org
  www.opensecrets.org/states/index.asp (Top Donors by Zip)



• Missouri Ethics Commission: Find contribution filings for local Missouri Candidates.
  http://www.moethics.mo.gov/Ethics/CampaignFinance/CFSearch.aspx




• Mother Jones 400: This is a searchable database of the top 400 contributors that give to political campaigns & gives biographical information on the contributors.
  http://www.motherjones.com/news/special_reports/mojo_400/index.html





• Internet Millionaires Page List who owns large shares of Internet stock.
  http://www.pulver.com/million





• Tray.com Political Money Database: Search by Executive name
  http://www.tray.com

The personal stuff:
Search by the Executives' name in local newspaper and trade journals.

• Bizjournal: Search business journals of many major cities
  http://www.bizjournals.com/search.html





• BusinessWeek Online:
  http://www.businessweek.com/index.html





• CNN Money:
  http://money.cnn.com





• Dunn & Bradstreet: Brief Bios and salaries of key executives.
  http://www.youranswerplace.org/lanmenu/business.html (In Library Use Only)





• Google:
  http://www.google.com
  It also helps to perform a web search for information. When using the search engine, put the executive's name in quotes.
     (i.e. "John Smith")
  and to narrow the focus down add their company name or state they live in.
     (i.e. "John Smith" AND Monsanto OR Missouri)
  This is the source for other news/business journals, information





• Lexis-Nexis: Staff Mediated Database
  This is the source for other news/business journals, information, and public records





• Newsweb.com: Very large, searchable database of newspapers.  *Free to search, but there is a cost to retrieve the articles.  Locate an article and check the Library's resources to locate item. 
  http://www.newsweb.com





• Search Systems: Public Records Locator: Contact information, some online, free databases (i.e. how to get to the public records).
  http://www.searchsystems.net





• St. Louis Business Journal: Available on ABI/INFORM Complete (Must Have a Library Card to Use)
  http://www.youranswerplace.org/lanmenu/business.html





• St. Louis Commerce Magazine:
  http://www.stlcommercemagazine.com/search/index.asp

Also Available on ABI/INFORM Complete (Must Have Library Card to Use)
http://www.youranswerplace.org/lanmenu/business.html



• St. Louis Post-Dispatch: Available through Library Database (Must Have Library Card to Use)
  http://www.youranswerplace.org/lanmenu/magsnews.html




• The Suburban Journals of the St. Louis Metro Area:
  STLtoday - neighborhoods
  http://stltoday.com/neighborhoods



• Vital Records: Land Records and Marriage Certificates
  http://65.125.29.166/scweb/docsearch.aspx (St. Charles County)
  
  

© 2005-2007 St. Charles City-County Library District

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