Explore the prospecting process steps for Nonprofit

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is using guar premium to prospect um we have the ability or we offer the ability to buy an individual guidar premium report on a specific nonprofit um for $125 and the information in that report gives you about 5 years worth of information and it's very very useful for these purposes but what you don't get with a guar premium pay as you go report is the tools that will help you work more efficiently um do your research more efficiently and qualify organizations more efficiently first um you know it's going to help you find the organizations and separate the wheat from the chaff and to do that you really need a guar premium subscription if you want more information on the difference between guidar premium subscriptions and pay as you go you can click on product as I just did you can go to the right and click gu start premium we have a small comparison box sort of the highlights here the last second to the last row will allow you to get information on the individual products the pay as you go versus the premium subscriptions and we do offer enterprise Solutions and there's a comparison page uh which goes more in depth so that you can see so in this case though um I'm focusing on guar premium subscriptions the the functionality you get with a subscription and you can get either a monthly or an annual subscription and um for this demo I'm going to adopt the Persona of someone who sells medical equipment and my territory is California and the medical equipment is fairly High ticket so or H fairly pricey so for my search I'm looking for hospitals because I don't think that this is something that individual doctor's offices are going to pick up except for maybe in like Beverly Hills or something so I'm going to go to advance search and you can get to advance search from almost any page on our site from this blue bar or if you're on our homepage if you're on our home page you can get to it it's to the right right above the nonprofit search bar advanced search and with advanced search with the guides are premium subscri description you get the most Fields um that we have available to do to tailor your search so for this exercise or this demo I'm going to pick California because that's my territory I also have the option if I was looking at a specific Metropolitan statistical area to pick a specific Metropolitan statistical area and I have the option of picking more than one state um by holding down the control key and clicking um whatever I want in this case however I really do just want California and I'm picking California because they have the most nonprofits and so there's some really good examples I'm scrolling down at this point I don't really care about affiliation type for this exercise um I definitely want hospitals so I'm going to go into the categories and I'm going to pick health care facilities and programs now you also have the option of picking in code National taxonomy exempt entities code which are codes developed by the national Center for charitable statistics at the urban Institute to classify nonprofits ing to their mission and um I just clicked on this little quick here link for nte codes I could instead use an nte code to focus my search um but when I get into um Health hospitals fall under health and general rehabilitated which is e when I get in here I see that there different types of Hospital fa facilities and frankly I don't want to deal with that I want as broad a universe as I can get within the hospital field and that's why I'm using categories today but there's no reason why you can't use nte code instead it just depends on what your search is right now um I want to know kind of the universe that I'm looking at in California so I'm not going to do anything with income and so I click search and I get my results and I have 4,149 results in California you can see um and it's falling under health care facilities and programs um I'm people who know me will tell you I'm thorough I'm not this thorough so I want to focus how I look at these search results so I'm going to go down to sort by results or sort results by and in this case I think I'm going to pick income from high to low and I do that and so now I'm going to start just to make sure that I'm in the right place that I've got the kind of information I want I'm going to start scrolling down um and as I go through here the first thing I notice is that I've got a 501c4 civic league and Welfare organization and the reason I looked at that and I should have said the first thing I noticed was I have Delta Dental of California now it just happens that I Suzanne Kaufman have my dental insurance through Delta Dental of California and I'm or not California I know it's Delta Dental and I'm pretty sure that that's not what I want to do for the purposes of finding places to sell medical equipment um and I look at it and I see that yeah it's a 501c4 civic league and social Weare organization whereas the places I am interested in the Cedar sin a medical center the Stanford Hospital and Clinics scroll on down Memorial house no not that's one let me get another one Suter Bay West hospitals they all are public charity so I'm going to go up and I'm going to refine my search and I'm going to go down here and I'm going to add public charity to my criteria because I want to make sure that I'm looking at I'm getting Hospital facilities um and now I'm down to 3700 results which is or almost 3,800 which is still quite a few but I'm feeling good about that so I'm going to sort them again and now I'm going to start looking at the individual organizations or just scrolling through again I'm not sure that I really want the Kaiser health plan I know that Kaiser permanante has all sorts of hospitals but for now I'm going to focus on the things I'm sure about um or for the purposes of this demo I'm going to focus on the things I'm sure about so Cedar Sinai Medical Center that's definitely a hospital facility and I'm going to save that organization and um close little save box thank you and I did that just by clicking the say add to my saved organization saved ORS below uh Stanford Hospital and Clinics I think I'll save that one too that looks like a good candidate and I could leave that little box there but I find it annoying so I'm just closing it after I do this um going down I think I'll look at Sutter West Bay hospitals as well Suter East Bay hospitals I don't want to discriminate between the West and East Bay the Lolinda uh 7th Day adven Linda University Medical Center and the Fresno Community Medical Center and I don't want to um now I don't want to be distracted by all that's going on um so now I just want to look at these organizations I've saved I I don't want to look at the um rest of my results set for now um I'm happy with this search let me look look for just a second let me close that s box um did I save this search no I didn't so before I look at these specific organizations I do want to save my search criteria because I'm happy with the results so far so I'm going to go up here and I'm going to click save in the save uh this is the guar premium toolbox and it gives you access from the search results or from Individual guar premium report to the kind of the the most important tool tools for um managing your data or or managing your guer premium experience so I'm going to click saved searches I have to give it a name so I'm going to pick largest oh gee I've done this before largest California medical facilities and I'm going to save it now I can actually get to this search from here or if I am um on another page on our site and I go here I could do it from my account which I'm not going to do right now because I don't want to distract us but I'll show you how to use that a little later in this demo so now um I've got saved organizations that I want to look at and I can access them from here or I could access them from under one of the links underneath an organization I've added to it um like view saved organizations or I could access them from that annoying little box that showed up that I kept closing um it's actually not an annoying little box it's a very helpful little box it was just in my way so here are my six organizations um I'm still getting used to the way guar displays information at this point so I'm going to go into an individual report here you can see if you click on this data depth indicator you will see what kind of information we have on the organization and for these organizations we have IRS business Master file data which is the basics the name of the oran organization the address the type of um tax exempt organization is we have forms 990 but really we have more than that if you have if we have forms 990 then we have digitized forms 990 for these organizations because these are large organizations and they I happen to know that they fall within our um uh digitizing guidelines and digitizing is what we do we actually um have contractors who hand key the information from the 990s and we have a 9 9.9% accuracy rate so I'm going to look at Cedar Sinai organization and the first thing is since I am focusing on hospitals the the actual facilities as my potential clients I'm going to look at Mission and impact and I see that yes Cedar Sinai provided acute care services to 47,6 five patients so yeah I am looking at a hospital facility that might be a candidate for the equipment my company makes and sells uh I'm then of course going to look at financials I get act with guider premium subscription I'm going to get access to all of the information that we have digitized that guar has digitized from the IRS form 990s the annual returns um for every return that we have digitized and that can be good obviously for picking up Trends and the organization's um assets its spending its Revenue and so I'm going to scroll down uh you can see that we have an overview for revenue and expenses and then we have a balance sheet that gives you more details and then I'm going to look at people am I going to have the information I need to uh approach someone to to give them my proposal and again I have got access to all of the information that guar has digitized from the annual returns for Cedar sin and you'll see here I mean I'm probably not going to hit any of these people uh with a proposal I probably want to start with someone who is uh influential and is a decision maker but a little lower on the food chain and here we go uh and if you look at highest paid employees and their compensation we've got a chairman of neurosurgery we have a vice chair and a chairman of department of surgery we have the director of the Heart Institute so those are good candidates um the other thing that I'm going to get with the individual report is the ability to print this report NE in in a nice package I mean um it's a printer friendly report that is going to when it shows up there we are allow you either to print a hard copy or to create a PDF that you can save electronically um if you want a quicker comparison what you could do is you could create a comparison set and to do that I'm going to go back to my saved organizations I could actually from here if I say yes I want to compare this organization to some of the others that in my results I could hit at compar to comparison set and that's going to add the individual organization um in whose report or whose report I'm looking at um but for this now I'm going to go to my saved organizations you can compare up to four organizations at a time or in one view so I think I'm going to and Loma Linda is not supposed to be there I should have removed them but apparently I didn't so we're just going to pretend that I'm clicking on this link that would say yeah remove from say oh sorry I apologize I read the wrong link uh I should I do want to add it's add to comparison set yes I want them in my saved organizations and I'm going to add the Fresno Community hospital and medical Center and since I can do four I'm going to add Suter East Bay hospitals so I can either view them by clicking compare now I can view them by clicking view comparison set or if I'm on another page I can go up here and I can hit compare and you're going to get your basic information uh the obviously the organization's name um the financial information all displayed the key financial information um revenue and expenses and you get their mission and then down here you get the people and um sometimes if the president or CEO is identified in the way that we can tell yes that really is the president or CEO that you will find that information here um if the organization does have highest paid employees and salaries you will will definitely find that here and again for the purposes of this type of research this actually the highest paid employees and salaries those are the people I actually want to find um I was going to show you how to to download a report well I'll do that we're running a little tight on time but I think it be could be useful let's say you decide that what you really want to do is before you go deeper into reading about missions and programs you'd really like to download information into a spreadsheet so that you can sort it and you're going to analyze the financials you can do that in this case I'm going to go back to my save searches I'm going to call up my um search results and you can have more than one search you could save all sorts of searches um you're allowed to download up to 5,000 records a month with guar premium and they are preset fields which you'll see in just a moment um I have to do this demo again so I I am going to use a couple of filters to limit my results set or actually um I can do it I'm going to use the filters but then I'm also going to because I want to show you how to use them okay I can cut I'll do by assets and by income and obviously I could do it by city um but then I'm actually going to go through now and just add some to my download CU so I'm going to add Cedar Sinai and I'm going to see if I can ignore the little box and go down here and add my friend and um Sutter Bay West hospitals to the download queue uh Suter East to the download queue Lolinda Medical Center and again I can now access my download queue from this box or if I go up to the um tool box I can do it from the download Q sell in the premium toolbox here are my organizations um and the and again the reason I limited this is you can see I only have I've already done 103 this month and um I have to do this demo again I don't think I'll hit 5,000 but I might actually need to use this for my non-d demo work this month I'm going to select all of them because I want all of them to show up in my report I'm going to download my queue now I have to give it a name so just uh largest largest CA hos uh medical facilities I think it has to be a unique name within your download um dashboard or for your download queue but it'll be um so next time I do this I'll probably have to call it largest CA medical facilities too um you could select either a CSV file that's Excel compatible or a pipe delimited file which is useful if you want to import the information into Microsoft um access or a similar program your uh fields that you include in your file are predefined they are primarily Financial Fields although you do have some identification actually I'd say it's about half and half actually you have address um but then you have the financial field you can if you choose remember your field preferences um in my previous when when it came up the reason I address one and address two weren't clicked as I didn't need them in a preious previous demo um this time I'm going to pull them because if you're making sales calls you might as well get that information now as opposed to later you create your file and then you can see you have a list of the files that you have ready to download you can see how many you've or down how many organizations you've downloaded already this month you can see how many you have remaining and your monthly limit um these files are available to you the the your download files are available to you within 30 days after you create them so I'm going to click on this usually I save it but for these purposes I'm going to just open it and there you have my your Excel SL uh or this in the case is a CSV file that I could easily save to excel just by doing a save as um and you have your predefined fields that you selected I can sort this on total expenses which I don't have to because it's already done that way I did an earlier one that was um so that's basically the our quick romp through the tools that guar premium gives you to make your um prospecting for nonprofit clients easier and fundraising or compensation or whatever so thank you for joining us and we look forward to you're joining us again for future demos