This a detailed examination of how to use information sources to research, profile and target prospects. The book shows how to match prospects for marketing and fund-raising campaigns. This detailed study should be of interest to information professionals, business information providers, corporate librarians, commercial bankers, investors, lawyers and law librarians, media researchers and public relations.

Any organisation that wishes to tap into the wealth and influence of the rich and powerful needs to know as much about them as possible. Prospect research, already used by fund-raisers with considerably success in the United States and elsewhere to target key people, can make all the difference to the success or failure of the initial approach.
"Targeting the Powerful" is a highly practical guide to prospect research, written by a leading expert. It explains how to conduct in-depth research into a person, company or charitable organization, and how to use the information to recommend a line of approach most likely to succeed.
Contents: What is prospect research?; Setting up a prospect research department; Online, CD-Rom, the Internet or paper?; Ethics, security and confidentiality; Day-to-day questions; Marketing your organization to the prospect; People; Company information; Foundations and trusts; International comparisons; A report on a new country; General sourcesfor a new country; Specific international resources; The United Kingdom; Western Europe and Scandinavia; Central and Eastern Europe; Asia-Pacific; The United States; Canada; The rest of the world; Addresses; Index.