It will become increasingly clear which prospects to put on the short list and creative connections for approaching them. This involves digging into peoples' personal backgrounds and should be done discretely. Sometimes these are mentioned in companies' annual reports. Subscribe to at least one business magazine, particularly regional or local publications. Similarly, read newspaper business sections daily for more tidbits.
Obituaries can be helpful in identifying children of deceased contributors and prospects.
Newspaper social columns and society pages will also provide insights into prospects' lifestyles and families. Ask companies for proxy statements. These give short biographies on company executives. Finally, get on mailing lists for company newsletters, press releases and stockholder statements. Many firms will do this even if you don't own stock.