Most prospect research workflows are built around wealth: capacity scores, real estate holdings, investment assets. These are useful. They do not tell you how to get a meeting. Relationship mapping answers a different question. Not whether someone can give; whether someone you already know can introduce you to someone who can. In Canada, three publicly available data sources (T3010s, SEDAR+, and public sector salary disclosures) are particularly well suited to answering that question. This session teaches researchers how to use them.
The session opens with a scenario most researchers in the room will recognize. A prospect your organization has been trying to reach for eighteen months. Two gift officers have tried direct outreach. Neither got a response. What nobody has checked is the CRA T3010 for a mid-size arts organization across town, which lists your prospect as a director alongside your own board chair. That connection has existed for four years. It was always findable. Nobody looked for it.
That is the gap this session is designed to close.
Learning Outcomes:
- Locate, access, and interpret T3010 director data from the CRA, including how to work with historical filings to surface durable relationships
- Use SEDI and SEDAR disclosures to identify corporate board networks around a specific prospect and find connection points to their own organization's existing relationships
- Apply public sector salary disclosure data as an institutional affiliation tool rather than a standalone capacity indicator, and explain the distinction to gift officers
- Combine all three sources into a unified relationship map for a single prospect, with a prioritized list of introduction paths and suggested next steps for each
Stream: Relationship & Portfolio Management
Format: Breakout Session
Ideal Industries: Animal Welfare & the Environment; Arts & Museums; Community Services; Healthcare; Higher Education; International Aid; and Religious