Thursday, July 22

9:00am – 10:30am

Advanced Research
201: Raising the Profile of Research
Advanced
Elizabeth Crabtree, Director of Prospect Development, Brown University

Revolutionize your research operation, re-shape your position and re-energize your career! This session will encourage and inspire you to take positive and proactive actions in order to increase your effectiveness and impact at your organization. Discussion will include: the evolving dynamics of contemporary fundraising practices, the emerging skill sets required of top researchers and how to become a strategic, frontline-focused partner in the development process. Come away with tips and strategies to navigate today’s fast-paced, goal-oriented fundraising environment.

Healthcare     
202: Building the Donor Pyramid Through Annual and Planned Giving Prospecting
Fundamental • Intermediate
James DeLauro, Principal, DeLauro and Associates

Recent research has established a strong link between regular annual giving and eventual planned gifts. In this session, participants will learn about those research findings and explore their implications for building a successful healthcare development program. Lead by a presenter with nearly 30 years of experience in healthcare fundraising and consulting, we will discuss how hospitals and other healthcare organizations identify giving prospects and cultivate the regular patterns of giving that have been shown to be associated with planned gifts.

Management and Professional Development    
203: Accelerate your Rookies to Researchers
Advanced
Sarah Daly, Director of Development Research, Southern Methodist University

So you’ve hired a researcher — now what? A trial-by-fire approach to training is not your only option. Learn how to create a personalized, comprehensive training plan (and training manual) that incorporates the APRA skill sets to make sure your new hire masters the tactics, resources and policies of your shop.

Member and Cause-Related Organizations     
204: Boost Prospecting With Small Events
Intermediate • Advanced
Armando Zumaya, Senior Director of Development, Center for Public Integrity

An institution can improve its prospecting power through the use of inexpensive or free small events. Learn how prospect research-guided major gifts events can provide a faster and more systematic approach to major prospect identification. These types of events are relatively easy to produce — they require low resources and help you take a leadership role. Identify and analyze current and existing events at your institution. Learn the common mistakes of small fundraising events, how you can identify ideal hosts and what make events attractive and well attended.

Relationship Management  
205: Beyond Major Gifts: Comprehensive Relationship Management Systems
Intermediate
Lisa Howley, Director of Relationship Management, Johns Hopkins Institutions

Often when we think about relationship management, we focus on major/principal gift programs and prospects. Through an examination of best practices and case studies, learn how to expand your relationship management efforts to be inclusive of all areas of development. Demonstrated techniques and practical tips will show how advancing a comprehensive relationship management system fosters accountability, efficiency and maximization of resources for fundraising operations.

Trends    
206: The Future of Data
Advanced
Brian Dowling, Chief Information Officer, Vancouver General Hospital and University of British Columbia Hospital Foundation
David Lawson, CIO, DonorTrends, Inc.
Michele Whitney, Senior Manager, Development Operations, Robin Hood Foundation

The data stream has become a data torrent. The presenters will share the future of data — external and internal sources coming together to create knowledge rather than confusion. Learn about faster, cheaper and better technology, as well as real-time, free and relevant informational sources, to turn data into intelligence that supports your fundraising efforts.

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11:00am – 12:30pm

Advanced Research 
211: Conducting Major Gift Portfolio Analysis
Advanced
Dan Lowman, Senior Vice President, Grenzebach Glier and Associates

This session will explore the challenges of accurately assigning the best prospects to gift officer portfolios. Using hard data and case studies, the presenter will provide a comprehensive look at best practices, errors made by institutions in making assignments and concrete steps to enhance prospect management processes.

Healthcare
212: Healthcare Research
Fundamental
Ofelia Alayeto, Manager, Research Unit, University of California, San Francisco

Healthcare research can be daunting for those unfamiliar with some of its unique aspects such as HIPAA, daily patient wealth screenings and limited prospect information. An experienced healthcare researcher will share her knowledge and experience, perfect for those new to research in healthcare settings. More seasoned healthcare researchers may gain new tips as well!

Management and Professional Development 
213: Go Beyond Information: Developing a Consultative Mindset
Fundamental
Carol Sisk, Director of Learning and Performance, Frances C. Arrillaga Alumni Center, Stanford University

As a research professional, you need to present solutions in a way that best suits your institution’s development efforts. Working effectively with a variety of colleagues, while keeping your eye on schedules and results, requires you to be not just an information provider but a partner. Creating successful partnerships demands more than just technical skills; learn how to increase your value to clients and develop a consultative mindset.

Member and Cause-Related Organizations 
214: Effective Board Building for Member and Cause-Related Non-Profits
Inermediate • Advanced
Sara Edwards Asuncion, Director of Prospect Development, Smithsonian Institution

Effective advisory boards provide a tremendous resource for member and cause-related organizations, especially when the mission includes fundraising responsibilities. Industry data indicates that board giving typically makes up 30 percent of a campaign’s total goal, but some member and cause-related organizations have reported as much is 80 percent of a campaign goal coming from board members. Learn about the tools and resources available to assist in the board-building process.

Relationship Management
215: Break Out of Your Cubicle
Intermediate
Gary Walling, Assistant Director, Prospect Management, Data and Analytics, Tufts University

As the profession of a fundraising researcher matures, there is a shift from a desk-bound, reactive role to a stronger partnership with major gift officers. This session will focus on ways to build these relationships including rebranding yourself in a proactive role, stepping outside your comfort zone, building trust and more effective communication. Balancing professional and service roles in order to provide good customer service, while managing the correct workload, will also be discussed.

Trends
216: The Future of Prospect Research
Fundamental • Intermediate • Advanced
Elizabeth Crabtree, Director of Prospect Development, Brown University
Randy Lakeman, Deputy Director of Development, UCLA
Deborah Mueller, Director of Prospect Development, Minnesota Medical Foundation
Pamela Poland, Founder and Principal, Pamela Poland + Associates
Rob Scott, Executive Director of Development, Massachussetts Institute of Technology

Join APRA Presidents, former and current, for a thoughtful and provoking discussion on the future of the research profession.

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3:00pm – 4:30pm

Advanced Research
221: The Art of Valuing Art
Intermediate
Linlin Chen, Research Analyst, University of Chicago

This session will introduce resources and approaches to evaluating hidden wealth and identifying the interests of potential prospects through their art collections. Art collections also reveal the interest of prospects. Because the nature of collecting art, there are no fair or transparent vehicles to track and determine its value. As researchers, we need to be open to all kinds of resources including auction databases, news coverage and other anecdotal evidence to put together a whole picture of the prospect’s wealth.

Healthcare
222: Building a Grateful Patient Fundraising Program from the Ground Up
Intermediate • Advanced
Carmela S. Kranz, Associate Vice President, Development, Minnesota Medical Foundation
Deborah L. Mueller, Director of Prospect Development, Minnesota Medical Foundation

More hospitals and healthcare foundations are creating grateful patient programs. These programs provide an opportunity for patients and their families to make donations in recognition of the excellent care they’ve received and to show their gratitude in a way that benefits others. This session will share the steps the Minnesota Medical Foundation took to launch a comprehensive grateful patient program in late 2009, as well as lessons learned to date.

Management and Professional Development
223: Providing Effective Leadership as a Member of the Team
Intermediate
Pamela Skyrme, Director of Professional Development and Recruitment in Development, Dartmouth College

During challenging economic times, all employees must contribute to the success of their organization. You don’t have to be at the head of the table to put leadership skills to work. Contribute to your team’s success and participate in the leadership of your workgroup. Learn to stay focused, be present, ask smart questions and influence others.

Member and Cause-Related Organization
224: Building the Pipeline Without History
Intermediate • Advanced
Dori Cavala, Prospect Researcher, American Cancer Society, California Division
Brian Wenke, Strategic Director, Income Development, American Cancer Society, California Division

This session will illustrate critical steps in using prospect research, prospect management and stewardship to build a major gift pipeline in organizations with little to no history of major gifts.

Relationship Management
225: Best Practices in Relationship Management
Fundamental
Terence Kissack, Senior Portfolio Analyst, UC Berkeley

Prospect management fosters communication and collaboration with fundraisers, while also providing timely information to those setting fundraising goals and prioritizing work. Relationship management is a critical tool for those wishing to allocate resources and identify opportunities — especially important in challenging times. This session will explore best practices for prospect management systems and look at U.C. Berkeley as an example. Emphasis will be placed on how to implement and improve policies and procedures.

Trends
226: The 90-Minute MLS
Advanced
Betsy Cooper, Director of Prospect Management and Research, Reed College
Karen Prater, Research Analyst, University of Oregon

Librarians are often thought to have all the answers, when they are the people who know how to ask the right questions. Learn the librarian thought process to enhance your prospect research skills. Re-evaluate how you look at data, take responsibility for the information you provide and how it is delivered.

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Friday, July 23

9:00am – 10:30am

Advanced Research
301: Researcher to Investor: Putting Your Knowledge to Use in Your Own Portfolio
Intermediate • Advanced
Marianne Pelletier, Director, Advancement Research and Data Support, Cornell University

We spend every day assessing the wealth of individuals and companies. In this session, find out how you can translate your knowledge of corporate financials into a successful personal portfolio. An overview of investing in the stock market is given, along with a list of resources and a demonstration on valuation models. Seasoned researchers can also refresh your skills on assessing the value of a publicly held company.

Data Analytics/Prospect Identification
302: Zen and the HeART of Data Mining
Fundamental • Intermediate • Advanced
David E. Robertson, Jr., Director of Operations Research, Syracuse University

The world is not perfect, and neither is our data. When analyzing data, it is critical to acknowledge error and discover the tools that highlight those levels of correlations interacting among the variables. The first step in data mining and predictive modeling is doing everything possible to create models that minimize this error. This session will use Microsoft Excel as analytical engine — a powerful tool available to all.

Healthcare
303: Ethical Considerations in Healthcare Fundraising
Fundamental • Intermediate
Ofelia Alayeto, Manager, Research Unit, University of California, San Francisco 
Elizabeth Dollhopf-Brown, Senior Director of Research and Prospect Management, University of Rochester
Kelly Gieser, Managing Director of Advancement Services, Hazelden Foundation
Lawrence Henze, Managing Director, Target Analytics, A Blackbaud Company
James Rygg, Senior Director, Development Research, City of Hope

Join this panel of healthcare researchers and relationship management professionals for an interactive discussion about the ethical issues often encountered in healthcare organizations, where rigorous scrutiny and heightened privacy expectations keep them on their toes every day. Topics will include compliance with state and federal regulations, research and reporting, electronic security, data management practices and internal ethical and cultural challenges.

Management and Professional Development
304: Building Bridges for Successful Project Management
Advanced
Erin Hoyle, Director, Research and Prospect Management, Florida State University Foundation, Inc.
Jeanne Pecha, Assistant Vice President of Advancement Services, Florida State University Foundation, Inc.
Marilyn Spores, Chief Operating Officer, Florida State University Foundation, Inc.

Members of the Florida State University advancement team will share a case study from their 14-month database conversion. They will deconstruct the process of merging three advancement databases into one unified database. Discover effective methods for building bridges across independent campus entities to configure database software, develop new policies and procedures and implement the new system. The presenters will provide lessons learned, share triumphs and pitfalls and offer perspectives from information technology, frontline development and advancement services staff.

Member and Cause-Related Organizations
305: Corporation and Foundation Research Strategy
Intermediate
Geoff Little, Research Specialist, Vanderbilt University

This session will discuss how to pinpoint organizations, both corporations and private foundations, who would present a mutually beneficial partnership within the community. Learn how to leverage the powerful women and men in your community and in what way could they help to broker a relationship. By aiming at the greater communal win, it is likely you can attract the necessary funding from a community partner.

Relationship Management
306: Using a Scientific Approach to Relationship Management
Intermediate
Elizabeth McHugh, Independent Research Consultant, Arizona State University

Researchers are responsible for relationship management at all types of organizations. This session will discuss and address new technologies and ideas to have a successful relationship management process without having yet another meeting. Come with ideas — we are going to explore the universe

Research Fundamentals
307: Understanding the True Value of Real Estate
Fundamental
Melissa Bank Stepno, Consultant, Target Analytics, a Blackbaud Company

The real estate industry has generated significant buzz over the last few years. With all the conversation about the viability of the mortgage industry, the real estate bubble bursting and the beginnings of a market correction, researchers have been left wondering what their real estate data is really saying. This session will review the real estate market’s history, today’s climate, how to use real estate information for prospecting, and will provide tips and tools to help best interpret and understand data.

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2:30pm – 4:00pm

Advanced Research
311: Intellectual Property: Rights, Reason, Research!
Advanced
Jeffrey Ouellette, Sr. Research Analyst, Brown University

Whether they are innovators or emerging pioneers, entrepreneurs have a substantive presence in our prospect research pools. This session will help gauge relationships and revenues derived from patents, license agreements, copyright and royalties drawn from the academic, scientific and literary spheres, as well as the creative arts and media.

Data Analytics/Prospect Identification
312: Still Data Mining Without a Data Warehouse?
Advanced
John Blackwell, Partner and Co-Founder, Gordian Analytics
Tracy DeCanio, Partner and Co-Founder, Gordian Analytics

Few organizations are fully capitalizing on their most valuable asset — their data. Most fundraising databases are designed for ease of the front-end use; however, ease of use has to match the value of the data being captured. A data warehouse can facilitate reporting and analysis, and prevent losing valuable historical information. When done correctly it can provide true insights into your data that would not be possible in most marketing databases. The presenters will share a case study of successful data warehouse implementation at a large non-profit.

Healthcare
313: Successful Prospect ID Methods in a Restricted Environment
Intermediate • Advanced
Heather Flannagan, Director of Research, Foundation Service Center, Iowa Health Systems
Janet Weimar, Prospect and Research Manager, Foundation Service Center, Iowa Health Systems

Examine how to build a research program in a healthcare environment. Based on a case study, this session will address how to use in-house information to identify potential prospects, field requests for research on fundraiser-identified prospects and use proactive research techniques to push new information to fundraisers.

Management and Professional Development
314: Building High Performing Research Teams
Advanced
Claudia Looney, Sr. Vice President for Development, Children’s Hospital Los Angeles
James K. Looney, Principal, James Looney, Fund Raising Consultant LLC

Hear about the power of high-performing research teams. The presenters will share how research teams can position themselves most effectively to be star contributors to the development process. Learn what you can do from a development officer’s perspective to take your research shop to the next level.

Member and Cause-Related Organizations
315: Using Data to Maximize Fundraising Opportunities
Intermediate • Advanced
Ilana Lester Moreno, Director of Research and Analysis, Environmental Defense Fund
Michael Quevli, Consultant, Target Analytics, a Blackbaud Company

Analyzing a combination of internal and external data can help an entire fundraising team focus strategically. The presenters will discuss the data they have gathered, coded and analyzed, and how their findings were used to collaborate with colleagues in order to maximize fundraising opportunities.

Relationship Management
316: Taking Relationship Management to the Next Level
Intermediate
Cristian Hamilton, Major Gifts Officer, Good Samaritan Hospital

As an experienced past relationship manager and current major gifts officer, the presenter will demonstrate how to use fundamental policies and reporting practices to effectively engage your fellow development colleagues in a successful prospect management process.

Research Fundamentals
317: Freebies for Newbies
Fundamental
Nancy Ellis Taylor, Development Research Manager, USC College Advancement

This session will guide you through the Internet tool set you will need to be fast, fabulous and frugal — all on your first try. Come away with a collection of “hot” sites for answering the basic research needs of your non-profit, big or small.

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Saturday, July 24

8:30am – 10:00am

Advanced Research
401: Creating a Prospect Prioritization Plan
Advanced
Jennifer MacCormack, Associate Director, Advancement Research, University of Washington

Learn best practices for communicating and collaborating with fundraisers toward creating strategies aimed at keeping focus on engaging the strongest prospects in their pools. Specifically, this session will lay out a system created at UW for building future campaign lists that more effectively identify key relationships between prospects and the institution. The “Prospect Prioritization Plan” created at UW maps and tracks where prospects fall on the donor commitment continuum, which helps fundraisers make more strategic decisions regarding cultivation and proposals.

Data Analytics/Prospect Identification
402: Regression for Beginners
Fundamental
Kevin MacDonell, Annual Giving Officer, Dalhousie University

Aimed at researchers familiar with the simple scoring method for predictive models, this session looks at some of the limitations of the simple-score method and suggests the use of multiple linear regression. Intended only as an introduction to more advanced techniques, this session will cover topics such as data preparation, correlation and computing predictive scores. Examples will use Data Desk stats software but concepts are not software-specific. Minimal knowledge of statistics required.

Healthcare
403: Finding Your Best Healthcare Prospects
Fundamental
Caroline Oblack, Director, Client Service, WealthEngine
Lisa Tersigni, Development Researcher, Cleveland ClinicFoundation
Pamela Zoltowicz, Development Researcher, Cleveland Clinic

Healthcare organizations continue to discover the benefits of timely and strategic outreach to former patients. Building a successful, grateful patient program requires planning and a tracking system. Learn how Cleveland Clinic, a highly respected and sizable healthcare organization, utilizes a number of prospect research and prospect management strategies to identify major gift prospects and build a strong prospect pipeline. Strategies to be discussed will include frequent screening, prospect management tracking and validation strategies.

Management and Professional Development
404: Using Strategic Planning to Gain Leadership’s Support of your Shop
Advanced
Amy New, Senior Director, Strategic Planning and Performance Enhancement, Prospect Research, University of North Texas

Leadership support ultimately rests with your shop’s return on investment. As a prospect researcher, you must demonstrate how your team meets this expectation. This session will guide shop leaders through writing strategic plans with annual objectives that show solid planning skills, results-oriented support for the leadership’s strategic plan for advancement and tangible commitments to success. Come away with a three-year strategic plan with year-one working objectives for your team during this hands-on, fast-paced work session.

Member and Cause-Related Organizations
405: Creating a Prospecting Culture
Intermediate • Advanced
Armando Zumaya, Senior Director of Development, Center for Public Integrity

This session will help prospect researchers go beyond prospect management in order to align with leadership and strategic management. When you take prospect research to the next logical level, you will improve your job, your professional life and raise money to sustain your institution.

Relationship Management
406: Leading Fundraiser Performance with Metrics
Intermediate
Jennifer Shultz, Director of Prospect Management, Southern Methodist University

The partnership with fundraising management is the key to increasing your organization’s performance. By forming an alliance, you can provide useful and easy to understand data and charts that will help management determine where their fundraising staff are spending their time and energy. Your partnership and data will influence the future of fundraising at your organization.

Research Fundamentals
407: Reading, Analyzing and Utilizing Legal Documents
Fundamental
Kathleen Kasdorf, Prospect Research Coordinator, Colorado State University

Beginning researchers will gain the tools necessary to read and analyze various legal documents which can provide insight into a prospect’s capacity. Specifically, a basic legal vocabulary will be introduced in order to analyze information related to marital status, interests in real property, corporate ownership interests, non-profit organization and giving, bankruptcies, lawsuits, trusts and estates. Learn what to watch for in incorporation documents, corporate updates, non-profit filings, deeds, judgments, bankruptcy filings, wills, trusts and probate court filings.

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10:15am – 11:45am

Advanced Research
411: Using SEC Documents for Prospect Research
Intermediate
Greg O’Neall, Research Analyst, UC Berkeley

SEC filings are valuable sources of information for prospect researchers. With recent economic turmoil, keeping current wealth information on top donors has become even more important. The presenter will explain how to use the SEC Web site to search for filings, and then go through examples of different filings useful in prospect research. These examples will illustrate the types of information available in SEC filings, as well as show how the economic downturn has affected executive and director compensation.

Data Analytics/Prospect Identification
412: Data Modeling: Art or Science?
Intermediate
Natalie Spring, Data and Market Analyst, Duke University
Marnie Steeves, Data Analyst and IT Specialist, Duke University

Gift officers develop an experiential knowledge-base of your donor pool. Often referred to as a “gut feeling,” their experience can provide the theoretical underpinning needed to build powerful donor behavior models. Learn how to quantify “gut feelings” in order to build powerful custom models of your donor pool. Using the inclination rating development process at Duke University as a guide, understand how to combine the art and science of fundraising into tangible result-based products.

Healthcare
413: New Suspects are Like "Green Eggs & Ham"
Intermediate
Chris Sar, Director of Prospect Development , Phoenix Children’s Hospital Foundation

This session will look at techniques used at one children's hospital for building new identification programs, including grateful families and physician referrals. Understanding that identification is just the first step in building the prospect pipeline, this session will also look at ways to encourage gift officers to trust the process and make their discovery calls. "You don't like them, so you say. Try them, try them and you may!"

Management and Professional Development
414: Challenging Management Situations
Advanced 
Elizabeth Dollhopf-Brown, Senior Director of Research and Prospect Management, University of Rochester
Deborah Reinhardt Youmans, Director, Advancement Research, LeMoyne College 

Some staff situations challenge even the most prepared supervisor, manager or director. This session will feature two experienced directors who have faced a number of staff challenges. Listen to management tactics and learn strategies that work (or don’t). This session will include time to raise questions and discuss the presented concepts in small groups.

Member and Cause-Related Organizations
415: Prospecting in a Changed Environment
Intermediate 
Tricia Ambler, Client Services Manager, WealthEngine

All of us have had experiences within our own organization with top foundation or corporate funder deciding to support us with a smaller commitment or in leaving your area through a merger. What does an organization do when a key funder leaves? How do you fill in the gap in funding? When a large institutional funder leaves an organization may need to rebuild its base of support and it typically relies on individuals to refocus fundraising efforts. We will focus on strategies you can use to build a consistent pool of individual prospects, so that if a large funder leaves your organization will not be left out in the cold.

Relationship Management
416: Innovating the Research Front-Line Partnership Intermediate
Stacie Haugen, Associate Director of Research and Development, Children’s Hospitals and Clinics of Minnesota
Carley Stuber, Senior Major Gifts Officer, Children’s Hospitals and Clinics of Minnesota

Learn how Children’s of Minnesota is building a new model in which prospect researchers partner closely with major gift officers on specific fundraising projects by making discovery calls, helping to create an experience design, making discovery calls more successful, being involved in planning and attending cultivation events, and bringing donors on tours.

Research Fundamentals
417: Mind Reading 101
Fundamental
Jennifer Knutzen, Georgetown University

The session will teach new researchers how to increase communication within their organizations. Learn what “Can you find this person for me?” really means. As a new researcher, it can be difficult to know exactly what information fundraisers are asking of you. The session will include techniques and magic words to get accurate information and to make sure your work product is accurate and informative. There’s nothing worse than dedicating time and resources to only hear “This isn’t what I wanted."

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