What is discovery and how it is accomplished? It’s easy to understand the business processes involved in fundraising and how they are used to maximize fundraising – especially on the face to face fundraising front. A “large purchase” requires a significant degree of interaction with a person. We like our fundraisers to talk to other people. Most of us track this in some fashion and have some basic metrics in place. The science of identification focuses on which people are likely and have the capacity to give us money. The challenge is to determine what happens “in between” the various stages. How do we filter the list down to those individuals where we have a workable number that we can actually visit? At the macro level surveying, marketing studies and giving histories can do the initial filtering. Analytics have greatly enhanced the piece by adding elements of predictability into our scoring and database systems so at a minimum we have segments of people that we can target our activities. What does a personal…