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Full participation in APRA: Inspiring Excellence 22nd Annual International Conference is applicable for 18.25 points in Category 1.B – Education of the CFRE International application for initial certification and/or recertification.
Download the continuing education tracker to view credit hours allocated for each educational session.
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The 22nd Annual International Conference provided more than 60 conference sessions in nine tracks. Read more about the APRA track system and click on the tabs below to find out more about the educational sessions offered.
back to 2009 conference overview
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- Research Fundamentals
- Advanced Research
- Data Mining/Prospect ID
- Relationship Management
- Member & Cause-Related Org.
- Healthcare
- Campaigns
- Mgmt & Prof Development
- Trends
Thursday, July 30
8:30am – 10:00am
Newcomer
201 ♦ Prospect Research 101
Deborah Reinhardt Youmans, Director, Advancement Research, Le Moyne College
Individuals who have recently acquired or are assuming the responsibility of research in their organization will receive an honest overview of the most pressing and stressing aspects of this role and its accountability. Ideal for those who wish to be proactive and shine in their organization, this session will address those imperative questions to get you started.
10:30am – 12:00pm
Newcomer
211 ♦ Ethical Concepts for Beginners
David Eberly, Director, Prospect Development, Children’s Hospital Trust
Stephen M. Knight, Manager, Client Service, WealthEngine.com
This session will discuss basic concepts of ethics as it relates to advancement research and fundraising in general. Particular focus will center upon the APRA International Statement of Ethics and the challenges researchers face in managing highly confidential information as a part of professional duties. The panelists will present anecdotal ethical situations and strategies for how researchers can resolve ethical problems. Discussion will also be made of what issues fall into legal classifications versus purely ethical.
2:30pm – 4:00pm
Newcomer
221 ♦ Understanding the True Value of Real Estate
Melissa Bank Stepno, Consultant, Target Analytics, A Blackbaud Company
Over the last couple of years the mortgage and real estate industries have been the talk of significant buzz. With all the talk about the viability of the mortgage industry and the real estate bubble, researchers have been left wondering what their real estate data is really saying. The value of property alone isn’t always a good indicator of wealth. Researchers need to take into account the assessed amount, mortgage information and sales amount. This session will review today’s climate, how to use this real estate data and provide tips and tools to help best interpret and understand data.
Friday, July 31
8:30am – 10:00am
Newcomer
301 ♦ Stockholdings Research: Understanding SEC Filings
Charles Carr, Senior Principal Gifts Researcher, Massachusetts Institute of Technology
Reading and understanding individuals’ stockholdings reports can be a challenge, even for experienced researchers. This session includes an overview of the essential SEC filing documents and a step-by-step examination of the most important of all, the proxy statement. We’ll also look at free and paid sources that will help you translate this data into a solid estimate of a prospect’s wealth, both current and potential.
2:30pm – 4:00pm
Newcomer
311 ♦ Compensation: Finding the Enigmatic Piece of the Puzzle
Nancy Gramolini, Senior Prospect Research Associate, Tufts University
Amanda Parker, Senior Prospect Research Associate, Tufts University
Compensation is a key piece of the prospect research puzzle. A prospect’s annual salary greatly affects his or her philanthropic capacity, yet it can be difficult to estimate. We can rarely confirm a prospect’s salary; an educated estimate can go a long way in understanding a prospect’s capacity. This session will provide an overview of compensation, including the key factors to consider when estimating as well as general and industry specific resources.
Saturday, August 1
8:30am – 10:00am
Newcomer
401 ♦ Reading, Analyzing and Utilizing Legal Documents
Marianne Blackwell, Director, The Office of Gift Planning, Colorado State University
Kathleen Kasdorf, Prospect Research Coordinator, Colorado State University
This session will provide beginning researchers with the tools necessary to locate, read and analyze various legal documents which can provide insight into a prospect’s gift capacity. A basic legal vocabulary will be introduced in order to analyze individual information, and attendees will learn to read and analyze a variety of legal documents.
10:15am – 11:45am
Newcomer/Intermediate/Advanced
411 ♦ Calculating Corporation and Foundation Capacity Ratings
Matthew Kujawa, Corporate and Foundation Research Strategist, University of Washington
This session explores ways to calculate giving capacities for corporate and foundation prospects. The speaker will focus on calculating giving capacity when the organization is the rated entity, as opposed to rating the individual(s) behind the organization. Areas of discussion include: capacity ratings based on variables such as company revenue, donation amounts from the organization by gift/grant category and average gift/grant amounts from the organization. The presentation context is research of prospects to support higher education; methods for calculating capacity are applicable to prospects in other nonprofit sectors as well.
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Thursday, July 30
8:30am – 10:00am
Intermediate/Advanced
202 ♦ The Strategic Researcher — In a Position to Make a Difference
David Sterling, Director of Advancement Operations, Western New England College
Advancement researchers are well-placed — some uniquely positioned — to significantly impact the strategic and tactical direction of fundraising efforts at their organizations. The opportunity to be at the center of activity is not automatically given to most researchers but must be earned. This session explores various ways that advancement researchers can impact the strategic direction of their organization’s development efforts. Among the topics covered includes how researchers can position themselves to be part of important meetings and discussions and what to do when invited. How to be an advocate for research and how to position research staff for involvement will also be discussed.
10:30am – 12:00pm
Intermediate/Advanced
212 ♦ Emerging Trends and Recent Studies in Philanthropy
Eva Aldrich, Associate Director, Public Service and The Fund Raising School, The Center on Philanthropy at Indiana University
Using the most recent research data available, this session will address the drivers and predictors of philanthropic giving as well as current patterns of individual, corporate and foundation giving. Hear the latest findings from the Center on Philanthropy at Indiana University about trends in philanthropic giving and fundraising strategies which includes national results about high networth household studies.
2:30pm – 4:00pm
Intermediate/Advanced
222 ♦ Philanthropy in Emerging Markets: Research and Analysis
Sergey Kucherenko, Research Analyst, University of Chicago
Jie Pan, Senior Research Analyst, University of Chicago
Kevin Robbins, Research Analyst, University of Chicago
As business and education have become more global, the world of philanthropy has witnessed an ongoing concentration of wealth in emerging market nations. Nonprofit organizations cannot ignore the philanthropic potential in such nations. Prospect research in emerging markets is often challenged by difficulties obtaining reliable financial data and differences in culture, politics and philanthropic attitudes hinder assessment of gift capacity. This session proposes a research strategy focused on “big picture” questions about economy and culture. Three major emerging market countries will be covered: China, India and Russia. We’ll analyze opportunities and risks in these economies, paying special attention to the impact of the global financial crisis for each case. We will also demonstrate how analysis of economic trends and philanthropic culture is an effective approach to identifying overseas prospective donors for non profit and higher education institutions.
Friday, July 31
8:30am – 10:00am
Intermediate/Advanced
302 ♦ The Real Wealth of New York City
Amy Begg, Associate Director of Research, Harvard University
Anne Brownlee, Assistant Director of Research and Training Manager, Harvard University
New York City is home to some of the wealthiest people in the world. How do you find and understand their wealth? In this session, we will cover the complexities of NYC real estate — including the co-op mysteries — and define the lifestyles of these potential prospects. We will discuss the philanthropic and financial pressures of NYC wealth and how to present a strategic plan for fundraisers.
2:30pm – 4:00pm
Advanced
312 ♦ Demystifying the Emerging Energy Business
Michael Foote, Director of Research, Dartmouth College
Nikole Grimes, Senior Strategic Analyst, Dartmouth College
Some pundits predict we are entering an energy boon similar to what we’ve witnessed with the dot-com and hedge funds. We have already seen institution-changing gifts from those in the energy industry. This highly complex sector includes oil, natural gas, wind power, solar energy and electricity. We will discuss basic facts, terminology and tips for researching and rating your energy sector prospects.
Saturday, August 1
8:30am – 10:00am
Intermediate/Advanced
402 ♦ Women and Philanthropy
Cheryl Altinkemer, Associate Vice President for Advancement, Purdue University
Jason Boley, Associate Director of Prospect Management and Tracking, Purdue University
Kay Farrell, Development Research Associate, Purdue University
This session will offer an interesting look at how development officers and researchers work together to discover women of wealth through nontraditional means. A fundraising executive, who has worked with several nonprofits and has been involved with the Women’s Philanthropy institute, will share how she has found these hidden diamonds. The speaker will also discuss the book Millionaire Women Next Door, by Thomas J. Stanley, as an influential part of her successful work with women’s philanthropic initiatives.
10:15am – 11:45am
Advanced
412 ♦ Assessing and Communicating Capacity with Unclear Wealth Indicators
Tari Caldwell, Senior Prospect Development Analyst, The Nature Conservancy
Cindy McCarthy, Senior Prospect Development Analyst, The Nature Conservancy
The major gift prospect pool often contains difficult-to-assess donors who can expose a researcher’s weaknesses or provide a path to new levels of expertise. Moving beyond the realm of standard research sources can be daunting and frustrating — particularly when bringing ambiguous data together in a coherent, compelling way. this session will cover tips for using old fashioned research skills to tackle the ghost of hidden wealth as well as how to communicate the significance of private wealth data authoritatively in a context that helps move strategy forward.
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Thursday, July 30
8:30am – 10:00am
Newcomer/Intermediate
203 ♦ Data Mining: Auditing and Standardizing your Database
Gregory Duke, Senior Research Associate/Adjunct Professor, Niagara University
Rachel Link, Data Research Analyst, Buffalo State College
Data mining is one of the most powerful tools in prospect research. Many institutions are hampered in their efforts by poor data integrity and lack of standardization within their database. In this session, the speakers relate their experiences in auditing and standardizing their institutions’ databases to prepare for data mining. They will explain powerful database and spreadsheet tools that will enable researchers to standardize and mine data in the most efficient way.
10:30am – 12:00pm
Intermediate/Advanced
213 ♦ Plan for Success: Implementing Wealth Screening Results
Troy Smith, Associate Director, Prospect Research, Wake Forest University
The decision to screen your donor database is a major investment for any organization regardless of size. Too often all emphasis is placed on choosing the vendor with little thought to how to handle the results. This session will discuss the questions to ask and issues to consider when planning for screening implementation. Every organization is different; by examining your situation critically and honestly you can help ensure your organization’s screening is a successful one.
2:30pm – 4:00pm
Newcomer
223 ♦ Unleash The Data Mining and Predictive Modeling Geek Hidden Within
David Robertson, Director of Operations Research, Syracuse University
No matter your interests, data and relationships — especially those that don’t make sense — are fascinating. When the two are combined, you have the powerful prospect identification tool called predictive modeling. With helpful hints and suggestions, this session will bring to light the data junkie inside you and learn how addictive it can be to find relationships in the data.
Friday, July 31
8:30am – 10:00am
Intermediate
303 ♦ Using Data and Peer Screenings to Build a Comprehensive Program
Tricia Ambler, Manager, Client Services, WealthEngine.com
This session will explore ways in which you can use data obtained from a wealth screening in connection with data obtained during a peer screening to gain a comprehensive viewpoint of prospects.
2:30pm – 4:00pm
Intermediate
313 ♦ Implementing Proactive Research
Sarah Cadbury, Director of Prospect Research, La Salle University
There is great value in proactive research; actually executing proactive research can be a challenge. The speaker will discuss how to implement and build a comprehensive, proactive research plan. You’ll also learn various methods for identifying prospects to research, including techniques that can be used by organizations with or without an alumni base. We will discuss ways to make time for proactive research.
Saturday, August 1
8:30am – 10:00am
Intermediate/Advanced
403 ♦ Optimizing the Implementation of your Prospect Research
Lawrence Henze, JD, Managing Director, Target Analytics, A Blackbaud Company
Many professionals must deal with frustrations in the workplace. This session will focus on organizational changes that may help you to maximize the use of your research, including new activities for you to undertake that will have development staff asking for more and wanting to be part of your team.
10:15am – 11:45am
Intermediate
413 ♦ Various strategies for Prospect identification
Dr. James Cheng, Senior Research Analyst, Eidetics, A Division of Quintiles Consulting
Interested in learning how to dig deeper for prospects? The speaker will discuss institute and constituency specific techniques for the research shop with a limited budget. Learn what key things to look for and how to develop proactive prospecting methods from simple and conceptual to more advanced and statistical. Gain insight about strategically utilizing data-driven mining to make your organization more successful.
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Thursday, July 30
8:30am – 10:00am
Newcomer/Intermediate
204 ♦ Think Like a Gift Officer; Code Like a Computer Geek
Jessica Balsam, Prospect Manager, The Evergreen State College
Betsy Cooper, Director of Prospect Management and Research, Reed College
The best prospect management and tracking system gives your gift officers the information they need without giving your IT department a headache. As researchers and data managers, we need to be fluent in both fundraising-ese and database speak in order to bridge this gap. The speakers will demonstrate how their shops found the simplest solutions to prospect tracking that keep everyone happy and prospects moving along the pipeline. Tools for you to get started with tracking and ideas for retooling your existing systems will be provided.
10:30am – 12:00pm
Intermediate
214 ♦ Entity Relationship and Legacy Mapping
Holly Hamilton, Managing Director, Strategic Initiatives, Marquette University
William O’Brien, Senior Advancement Knowledge Officer, Marquette University
Understanding subtle connections between prospects and the wider world is a necessary component of research. Whether seeking a clearing or a quicker pathway to a target, we need to find the shortcuts and streamlines connecting here and there. This session demonstrates the importance of detecting and diagramming “offline“ networks, exploring how entity mapping and genealogical tools can supplement current database practices, without complicating or replicating them.
2:30pm – 4:00pm
Intermediate
224 ♦ Exceeding Volunteer Fundraiser Expectations
Deborah Derringer, Manager of Prospect Research and Relationship Managment, Hazelden Foundation
Kelly Johnson, Managing Director of Advancement Services, Hazelden Foundation
Databases do a great job of mass customization — what about the fundraising activities of our board members or other volunteers? This session will explore how one organization decided to apply best practices in relationship management and stewardship to their work with board members and other volunteer solicitors. Hear key lessons staff learned along the way, how these changes impacted fundraising outcomes and how they inspired a positive change in many critical organizational relationships.
Friday, July 31
8:30am – 10:00am
Newcomer/Intermediate/Advanced
304 ♦ Focus on Critical Prospects — A Catalyst for Change
Robin Bellinger, Associate Vice President for Advancement, Purdue University
Jason Boley, Associate Director of Prospect Management and Tracking, Purdue University
Susan O’Shea, Director of Development Research Services, Purdue University
Subsequent to their recently concluded campaign, Purdue University realized that it needed a more systematic program for reviewing and ensuring movement on top prospects. Such change was new to the institution’s culture of decentralization and hands-off approach to prospect management. Join the speakers as they discuss the implementation of their program at Purdue and the changes experienced as a result of their efforts. Changes include increased cooperation by fundraisers, increased activity on stagnant prospects, improved data integrity and an increased use of metrics to make fundraising decisions.
2:30pm – 4:00pm
Intermediate
314 ♦ Effective Relationship Management Systems
Lisa Howley, Director of Relationship Management, Johns Hopkins Institutions
Relationship management is important to the health and growth of fundraising organizations — today, more than ever, sophisticated prospect management systems are necessary. For prospect management or research staff, this frequently means creating a new system or refining an existing one. System development can get mired in an “everything but the kitchen sink” approach, creating an overly complex system that often misses the mark. The presenter will demonstrate how clear framework for developing effective relationship management systems is achieved by focusing on identified desired outcomes. Methods will be discussed for how to evaluate process, policy and database needs — including how to audit current operations for strategic planning purposes. Development and implementation challenges will be identified, along with best practices for solutions. Case studies and practiced techniques will be shared to develop a relationship management system that best guides fundraising efficiencies, resource deployment and campaign planning.
Saturday, August 1
8:30am – 10:00am
Intermediate/Advanced
404 ♦ Reinventing Research: Putting the Client in the Driver's Seat
Eve Carr, Medical Research Analyst, Georgetown University
Sharise Harrison, Research Analyst, Georgetown University
Over the last two years, Research at Georgetown University has made significant shifts in its structure and research model. Goals driving this initiative include increasing the effectiveness of the research team, meeting the needs of the various units supported, and balancing proactive and reactive research. This session will explore the rationales for restructuring, how research's role has changed, what it means to be "client-centric," and on-going challenges.
10:15am – 11:45am
Newcomer/Intermediate
414 ♦ Influencing Data Integrity and Transparency
Emily Walsh, Associate Director, Prospect Management, University of Chicago
Measuring progress towards interdisciplinary and cross-unit strategic campaign priorities and initiatives can be one of the most challenging yet constant requests that fall on prospect management teams. The University of Chicago has recently been implementing more interdisciplinary and cross-unit fundraising groups. This raises issues of reporting, data maintenance and transparency — how does each group manage their project-specific strategies? The University of Chicago solution involved expanding the scope of prospect management above and beyond the traditional model of data maintenance and portfolio management — project management components are now included in daily work. The speaker will detail how the University of Chicago made this shift and share practical suggestions for making it work in your shop.
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Thursday, July 30
8:30am – 10:00am
Intermediate/Advanced
205 ♦ Analytics and Prospect Identification
Kate Chamberlin, Campaign Strategic Research Director, Memorial Sloan-Kettering Cancer Center
The analytics group at Memorial Sloan-Kettering Cancer Center analytics group uses a variety of methods and tools to leverage a database of more than five million records. This task is approached from two angles: first, prospects are prioritized using a capacity estimate and a predictive model for inclination. Second, custom predictive models are built to produce lists of 500 prospects at a time for personalized telephone stewardship. The presenter will explain how predictive analytics informs MSKCC’s dynamic prioritization process, which feeds the pipeline with candidates for research, qualification and potential upgrade at all levels of the operation.
10:30am – 12:00pm
Intermediate
215 ♦ Using Research to Overcome Objections in Major Gift Fundraising
Marc A. Pitman, FundraisingCoach.com
Learn how research and analysis can proactively provide fundraising strategies. The presenter will cover how research plays a crucial role when handling objections and effective ways to research objections so you can prepare your fundraisers to respond.
2:30pm – 4:00pm
Newcomer/Intermediate
225 ♦ Foundations, Corporations and Major Gifts
Jeffrey Gilbert, Major Gifts Analyst, ASPCA
Each constituent in your database represents a potential network of untapped foundations, corporations and other prospects. The trick is determining who amongst your thousands of members might end up being the key. This session will provide you with strategies to find the hidden individual and foundation prospects already interested in your cause and existing within your database.
Friday, July 31
8:30am – 10:00am
Intermediate/Advanced
305 ♦ Bringing Major Gifts to Grassroots and Membership Organizations
Armando Zumaya, Vice President of Development, The Children's Defense Fund
This session will feature a case study for using proactive prospect research and management to build a major gifts program in an organization with little or no history of major gifts.
2:30pm – 4:00pm
Intermediate
315 ♦ Small Shop on a Shoestring
Sandra M. Larkin, Principal, Larkin Research Associates
Hillevi Wyman, MLS, Principal, Wyman Consulting
In small organizations, researchers usually face the challenge of working within a limited budget. This session will share the most cost-effective techniques and resources to maximize your productivity. Topics that will be discussed include: performing a research audit to identify sources within and outside of the organization, free sources, products providing the best "bang for the buck" and using social networking tools.
Saturday, August 1
8:30am – 10:00am
Intermediate
405 ♦ Relationship Mapping
Jack Hotchkiss, Prospect Development Analyst, The Nature Conservancy
This session will explore how computer-based relationship mapping relates to prospect research and management — especially in a membership or cause-related organization. The origins of relationship mapping will briefly be covered and a summary of relationship mapping resources will be provided. The presenter will discuss a custom Wiki/Blog hybrid with relationship mapping functionality that he is currently using, and will present a case study about this technology.
10:15am – 11:45am
Intermediate/Advanced
415 ♦ Elevating and Integrating Research
Hodan Hassan, Director, Program Services and Research, U.S. Fund for UNICEF
Ilana Lester Moreno, Director of Research & Analysis, Environmental Defense Fund
Phoebe Slanetz, Director of Prospect Development, New England Aquarium
Member and cause-related organization's research departments are often less established than their educational institution counterparts. While some people see this as a challenge, the presenters see it as an opportunity to shape and elevate the role that research plays in fundraising. The speakers will share what they’ve done to change the way their organizations view research and how they’ve leveraged their analytical and strategic skills to address issues that extend beyond traditional research — thereby elevating the role of research at their institutions.
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Thursday, July 30
8:30am – 10:00am
Intermediate
206 ♦ Healthcare Fundraising When Money is Scarce
Dan Lowman, Senior Vice President, Philanthropic Analytics, Grenzebach Glier and Associates
This session will explore issues in healthcare fundraising during difficult economic times. Historical examples and current data will facilitate the discussion about what today's environment really means for prospect research and healthcare in general.
10:30am – 12:00pm
Intermediate
216 ♦ A Prescription For Research Driven Medical Philanthropy
Paul B. Mischler, Senior Executive Director of Development, Penn Medicine
Maureen Morgan, Director of Development Data, Research & Analysis, Penn Medicine
A working knowledge of the interdependent relationships among researchers, development officers and physicians is critical to understanding the role of research in a healthcare development office. The presenters will share their experiences in a development office where a synergy among these three groups enhances overall prospect strategy and management. Learn how a research office can provide a firm foundation for high impact philanthropy through a variety of research tools. The presenters will recommend specifically designed programs for educating physicians, development officers, and staff on research best-practices.
2:30pm – 4:00pm
Newcomer/Intermediate
226 ♦ Healthcare Prospecting
Barbara Moore, Director of Development Research, Dana-Farber Cancer Institute
Prospecting for healthcare organizations can be fascinating, satisfying and challenging. Without the data available to higher education prospecting, we need to be creative in using what’s available and filling information gaps. This session will touch upon data acquisition and enhancement, wealth screenings, grateful patient fundraising and creative ways of identifying wealthy donors that fly under the radar.
Friday, July 31
8:30am – 10:00am
Newcomer/Intermediate
306 ♦ Establishing a Philanthropic Culture With Physicians and Hospital Leadership
Katherine L. Friend, CFRE, Senior Director of Development, Children’s Medical Center
The difference philanthropy makes in the institutions’ success requires a commitment from those who deliver these messages daily to internal and external audiences — physicians, nursing staff and administrative leadership teams. Developing a philanthropic campaign tailored specifically to these leadership audiences provides a framework from which they can shape personal giving as well as serve as partners in securing philanthropic support from a broader base.
2:30pm – 4:00pm
Newcomer/Intermediate
316 ♦ Grateful Patient Engagement: Building a Pipeline of Major Gift Donors
Helen Poole, RN, BSN, MPH, Executive Director for Grateful Patient Engagement, Duke Medicine
In 2007, Duke Medicine developed a grateful Patient engagement Program. Strategies include gift officer follow-up of high capacity patients and direct mail solicitation of lower capacity patients. this session will describe the procedures used in the development of the program and how it has changed over the last two years.
Saturday, August 1
8:30am – 10:00am
Newcomer/Intermediate
406 ♦ To Be Announced
10:15am – 11:45am
Intermediate
416 ♦ Ethical Considerations for Healthcare Research
Elizabeth McHugh, Independent Research Consultant
Shaw Mumford, Supervisor, Development Research, Cleveland Clinic Foundation
Alanna Scott, MM, CFRE, Director, Development Initiatives, Women’s College Hospital Foundation
Michael Seymour, Senior Director of Development Operations, Keck School of Medicine
Gretchen Wintermeyer, Research Officer, St. Michael's Hospital Foundation
Advancement researchers must balance an individual’s right to privacy with the needs of their institutions to collect, analyze, record, maintain, use and disseminate information. This presentation will examine a variety of ethical considerations for development research professionals in the healthcare field. This interactive session will address various methods of donor and prospect identification, screening practices, data handling between staff, departments and volunteers, institutional policies and the APRA Code of ethics. Best practices and approaches to conducting ethical audits will also be discussed.
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Thursday, July 30
8:30am – 10:00am
Intermediate/Advanced
207 ♦ Data Driven Feasibility Studies
Carol McConaghy Thorp, Services Engagement Manager, Advancement Solutions, Sungard Higher Education
Feasibility studies are important to analyze institutions’ past and present advancement program to gain perspective on the capability of successful capital fundraising. A feasibility study has three important components: objective data analysis of past, present and future giving, as well as propensity and capability; examination of resources internal to advancement and; examination of attitudes and perceptions of stakeholders capable of the strongest support for a large capital campaign. This session will focus on how to conduct an objective data analysis for a feasibility study including a discussion on data assessment and requirements, a review of the typical types of analyses and the tools available to make it easier to draw conclusions and present findings.
10:30am – 12:00pm
Intermediate
217 ♦ Leveraging Your Volunteer Relationships
Sandra Campero, Director of Research and Prospect Management, Arizona State University Foundation
Karen Greene, Vice President of Operations and Services, Arizona State University Foundation
Utilizing volunteers as an asset can be of great importance to a fundraising operation. This informative session will provide proven techniques on how to inform and train your key volunteers on how to engage in solicitation and other fundraising activities. The presenters will share their invaluable experiences in working with donors in the arts, healthcare and social service organizations as well as in private and public higher education.
2:30pm – 4:00pm
Intermediate/Advanced
227 ♦ Prospect Research in a Campaign
David Lamb, Prospect Research Consultant, Target Analytics, A Blackbaud Company
A capital campaign can bring unique demands and pressures on a prospect researcher. Effective prospect research is a vital component of any successful campaign. This session will cover how a campaign should affect the activities of prospect researchers, the systems required to manage prospect information in a campaign and the resources available for helping identify the prospects needed for the campaign.
Friday, July 31
8:30am – 10:00am
Intermediate/Advanced
307 ♦ Data-Driven Campaign Management
Rob Scott, Executive Director of Development Services, Massachusetts Institute of Technology
Running a successful campaign is more than counting dollars. Learn how to tie strategy to performance and provide fundraising leaders with the information they need for critical campaign decision making. A range of campaign reports — from simple to sophisticated — will be covered in this session, as will the development and deployment of fundraiser metrics, gift and prospect pipelines.
2:30pm – 4:00pm
310 ♦ session cancelled
Saturday, August 1
8:30am – 10:00am
Advanced
407 ♦ Changing the Role of Research: Developing Prospecting Strategies
Timothy M. Growley, Director of Research, Chautauqua Foundation
Research departments often focus on adding value to any particular point in time. Your organization can unlock untapped potential by managing prospect strategy and research processes over time. Consolidating many departmental processes will demonstrate how a researcher can provide a framework for the development and sustenance of deeper relationships more congruent to donors’ lifestyle and lifecycle long-term. Ultimately, a more engaged constituency will be more supportive of your organization in many ways.
10:15am – 11:45am
Intermediate/Advanced
417 ♦ Post–Campaign Reporting
Josh Birkholz, Principal, Bentz Whaley Flessner
Your campaign just ended and the next one is around the corner — are you understanding what worked and what didn’t in a meaningful way? The presenter will provide a roadmap for post-campaign reporting. Come away with new ways of looking at data, finding opportunities for program improvement and preparing for the future by learning about the past.
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Thursday, July 30
8:30am – 10:00am
Newcomer/Intermediate
208 ♦ The Importance of Professional Development
Julie Martin, Senior Research Specialist, Vanderbilt University
Career advancement is accomplished when preparation and opportunity are in the same place at the same time. in today’s competitive markets, it is more important than ever to be ready when opportunity knocks. Are you an experienced researcher who is ready to move into a management role? Are you a beginning researcher in a shop where advancement is limited? Are you ready to move forward? This session will arm you with the tools you need to evaluate your career, skills and dreams to map out a plan for professional development that will guide you into the position you envision for yourself.
10:30am – 12:00pm
Newcomer/Intermediate/Advanced
218 ♦ Leadership Is Everyone’s Business
Angie Chaplin, Director, Center for Learning & Leading, Lutheran Services in Iowa
Leadership belongs to everyone — it’s not an abstract theory that eludes most of us, nor an inherent trait bestowed upon a chosen few of us; it’s a process. Any time we take the opportunity to set an example for others, look to the future, change the status quo, build teamwork or encourage others to succeed, we exhibit leadership behaviors. Based on 25 years of research by best-selling authors Jim Kouzes and Barry Posner, this session demystifies the concept of leadership and approaches it as an observable set of behaviors.
2:30pm – 4:00pm
Intermediate/Advanced
228 ♦ Positioning Your Research Department for a Campaign
Sarah Cadbury, Director of Prospect Research, La Salle University
Do you need to revamp your research program now that you are facing a new campaign? It may be time to shift your focus. This session will look at ways to evaluate your research shop and how to craft a new plan. Learn techniques to make a case for change charting your way.
Friday, July 31
8:30am – 10:00am
Intermediate
308 ♦ Strategic Planning
Michel Hudson, CFRE, Owner, 501(c)onsulting
Developing a strategic plan for a department or unit is a great way to set goals, map out a course for activities and measure outcomes. It’s more than just long-range planning — it’s a continuing process that directs the unit to what is truly important. The speaker will discuss the basics of strategic planning, including how to prepare for the process, who to include, what steps to take and effective measurements of your success.
2:30pm – 4:00pm
Intermediate
318 ♦ Using Data to Communicate the Value of Research
Christina Pulawski, Principal, Christina Pulawski Consulting
Jon Thorsen, Director of Advancement Services, The Nature Conservancy
Using data effectively is critical to research operation success. Addressing the value of our own work with data is meaningful to our clients and managers but sometimes neglected. This session will review ways in which data helps us present the value of research and make the case for more resources. The discussion will also address strategic planning processes that go beyond the “annual review” to create clarity among staff and clients, respond more flexibly to the inevitable unplanned demands and measure, and communicate the effectiveness of our work.
Saturday, August 1
8:30am – 10:00am
Intermediate/Advanced
408 ♦ Managing Change
Elizabeth Dollhopf-Brown, Senior Director of Research and Prospect Management, University of Rochester
One thing is constant in research: change. Whether it is a new database system, a new boss, a new campaign or new expectations, researchers need to adapt to new circumstances with agility. The speaker will discuss effective, common organizational and personal reactions to change as well as effective strategies for managing change. This session will include small group discussions that will prepare you to embrace change.
10:15am – 11:45am
Intermediate
418 ♦ Exceeding Expectations with Project Management
Kristin Skarie, President, Teamworks
Do you wonder how to stop working from one crisis to the next and begin focusing proactively on long-term initiatives? This interactive project management session will teach you fundamentals including how to develop a project plan. Tools for additional professional development in project management will be reviewed and tips for communicating about projects with team members, stakeholders and decision makers will be discussed.
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Thursday, July 30
8:30am – 10:00am
Newcomer/Intermediate/Advanced
209 ♦ Freelance Prospect Research and Independent Consulting
Dave Chase, President, Freelance Prospect Research Network/Chase Solutions Inc.
From developing your product and services mix to marketing your services and getting paid, this session explores the business of prospect research. Discussion will include a thorough look at starting and operating a business as a freelance prospect researcher or independent prospect research consultant.
10:30am – 12:00pm
Intermediate
219 ♦ Working Remotely and Staying Connected
Anne Judge, Manager, Development Research, The Heritage Foundation
Jamie Malcolm, Senior Officer, Baylor Health Care System Foundation
Telecommuting is on the rise across several professions — could this become a larger trend for prospect research and management? Many of our colleagues successfully telecommute on either a part- or full-time basis. With consistent challenges of building space, staff recruitment and retention, the opportunities of working remotely seem to far outweigh the challenges. The key to making this a positive situation is communication, organization and planning. Learn more about the opportunities, challenges and demands of working remotely.
2:30pm – 4:00pm
Intermediate/Advanced
229 ♦ The Art of the Qualification Call
Armando Zumaya, Vice President of Development, The Children's Defense Fund
This session will teach field fundraisers and prospect researchers the fine points of the often neglected qualification call or visit. Sometimes called discovery visits, these vital first meetings are when fundraisers meet a prospect face to face. The speaker will share subtle skills and tips to make this call successful and get clarity for the next step in a relationship.
Friday, July 31
8:30am – 10:00am
Newcomer/Intermediate
309 ♦ Working With Donors at Community Foundations
Janice Gow Pettey, Principal, J.G. Pettey & Associates
In recent years, community foundations have been among the fastest growing source of charitable dollars in the United States. There are currently more than 650 community foundations operating in the U.S. This session focuses on how community foundations are structured, their funding priorities, recent legislation affecting donor-advised funds and ways to identify and work with donors who have donor-advised funds at community foundations.
2:30pm – 4:00pm
Intermediate/Advanced
319 ♦ Let’s Get Real: A Practical Guide to the Future
David Lawson, Co-founder, WorkingPhilanthropy.com
Lori Hood Lawson, Co-founder and CEO, WorkingPhilanthropy.com
Information and cool technology is plentiful — do you feel that you are fully using its potential? The speakers will examine what is available and how to successfully implement it in your shop. Learn about the latest trends and realities as well as how to put those trends and realities into practice.
Saturday, August 1
8:30am – 10:00am
Intermediate
409 ♦ Social Media and its Role in Your Nonprofit
Elizabeth Harty, Marketing Director, Hazelden Foundation
Social media and the opportunities it presents in the nonprofit world continue to change at an ever-increasing rate. As prospect researchers, can be difficult to know what tools are available and how to utilize them in an effort to forward your organization’s mission. Join this interactive session to learn more about this ever-changing medium and how researchers can use it to add value in your own shops. Hear more about social media versus social networking, ethics and privacy issues, integrating the right medium into your organization’s culture and understanding the real cost of social networking/media. The presentation will also include findings from a recently drafted white paper titled Social Media Marketing and Privacy as well as details of case studies from several national organizations.
10:15am – 11:45am
Intermediate
419 ♦ 21st Century Ethics in Advancement Research
Stephen M. Knight, Manager, Client Service, WealthEngine.com
This session will highlight various aspects of ethics in the practice of advancement research. The speaker will address questions of confidentiality, accountability and conflicts of interest, and discuss guidelines and best practices for the ethical collection of information and its application in proper context. He will also explore issues surrounding privacy and ethics as they relate particularly to the use of personal information in the advancement professions with consideration of technology and the Internet.
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