26th Annual International Conference

Conference Session Recordings

Select sessions from the Prospect Development 2013, APRA's 26th Annual International Conference, are now available for purchase. See all available Conference On-Demand sessions (from 2009-2013 conferences) now in the Online Store. Or, choose a specific session from Prospect Development 2013 from the list below.

The APRA Talks portion of the Roundtable Networking Event is available to view now – no login or purchase necessary!

The Fall Education Sale, with recording packages at discounted pricing, will be announced soon.

Member Price: $49 | Nonmember Price: $79

202: Access People, Advance Major Gifts   
Track: Advanced Research
Speaker: Gil Israeli
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Once a major gift prospect has been identified, what is the best way to reach him or her? Unlike direct mail, phonathons, online fundraising, smaller gifts for annual campaigns and sponsored RFPs, organizations that raise major and mega-gifts often require door-openers or "access people" to foster essential relationship-building. They may be your most valuable lay people. Learn about potential access people and effective ways of identifying them. Program take-aways include: a map for major gifts fundraising; understanding access people and access opportunities; successful techniques to identify access people; and developing the necessary culture of collaboration among researchers and fundraisers.   

204: Creating a Solicitation-Driven Relationship Management System   
Track: Relationship Management
Speaker: Brock Silvey
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As any relationship management professional quickly realizes, data management can become a Frankenstein's monster. Data should be a means to an end, not the end in itself. But too often, we let masses of data overwhelm us and obscure our bottom-line goal, which is to move prospects toward solicitation. At Northwestern University, we realized that our prospect management system was too often concerned with non-essential data and that we needed to reorient our processes around solicitation activity. Sounds easy, right? This session will provide a case study describing the evolution of the process at Northwestern.   

213: Dynamic Portfolios: A Research Perspective
Track: Relationship Management
Speaker: Andillon Hackney
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Every development officer wants a dynamic portfolio right? Well, this session provides a road map to get there! Learn how to implement portfolio reviews, promote strategic and donor-centric thinking, shore up the pipeline, prevent donor loss, and create a sense of synergy between research, planned giving, donor relations, and corporate and foundation relations. You have heard people talk about "portfolio reviews," now learn how to jump start that process in your shop!   

306: Physician-Driven Prospect Discovery   
Track: Healthcare/Member and Cause-Related Organizations
Speakers: Lisa Howley and Michael Zini
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In 2011, Johns Hopkins University Medicine studied methods of physician engagement and grateful patient pipeline building. This session will provide an overview of the study and how it led to a new initiative for physician engagement and grateful patient prospect identification. Its implications for portfolio and pipeline management, database tracking, reports and gift officer measurement will also be discussed.  

312: Building a Proactive Research Powerhouse   
Track: Advanced Research
Speaker: Dan Gifford
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Everyone hopes that their donor lists are filled with industry leaders and outstanding philanthropists -- all waiting to be discovered. But how do you realistically find terrific major donor prospects from your low level donors and annual contributors? How do you make proactive research timely, inexpensive and useful to the Development Officers who will ultimately build these relationships? This presentation examines real examples from the Smithsonian Institution, which has launched a series of initiatives focused on proactive research. We will discuss what works, what remains on the drawing board and how the relationship between research and front-line officers can be strengthened.   

315: Partnerships to Identify and Engage Prospects
Track: Relationship Management
Speakers: Krista Gallagher Colt and Katherine Steffan
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Identifying and qualifying prospects are obvious roles for a researcher, but what happens with the next step? Research has a key role to play in the engagement of those prospects, too! When volunteers are added to the mix, this partnership between front-line fundraisers, volunteers and research becomes even more important. Learn some of the ways Luther Seminary has used volunteers to help build the prospect pool, engage new prospects and keep both staff and volunteers motivated at every step along with way.     

316: Developing a Prospect Research Strategic Plan for a Cause-Related Organization   
Track: Healthcare/Member and Cause-Related Organizations
Speaker: Tracey Church
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You’ve had your research training. You’ve attended all of the sessions on resources, pipelines, relationship mapping and data mining. You’ve created your prospect lists and assigned them to the major giving officers. Now your vice president has asked you to put together a prospect research strategic plan to present to the executive management team. How do you bring it all together into an informative, comprehensive plan that relates to the uniqueness of your cause-related organization? This session describes the process of evaluating your prospect research program in a qualitative and quantitative way, resulting in an OGSM strategic plan (Objectives, Goals, Key Strategies & Action Plans, and Measurement).

327: Priority Management: Strategies for the Stressed   
Track: Management and Professional Development
Speaker: Abby Palsic
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Faced with multiple demands on your time and increasing responsibilities? This session will explore simple project management tools to enhance your priority planning process, focus your strategic direction, and recognize what’s urgent and important. Select the right project, at the right time, and deliver the right results.   

404: Deciphering the Information: A Case Study
Track: Data Analytics or Prospect ID
Speaker: Tanya Ford
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Who are your best prospects? The Data Analysis and Prospect Identification Project focused on deciphering the Taylor University Advancement database to use in identifying promising major and principle gift prospects. This case study provides a practical illustration from start to finish of the analysis of the data, application of the findings and review of the results that can be adapted to create informed prospect management strategies for your organization. Focus will be on understanding the importance of your data by shifting the spotlight off of capacity for a while.   

407: Becoming a Confident Prospect Researcher   
Track: Management and Professional Development
Speaker: Annabel Ocubillo
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Development continually changes and can overwhelm a prospect researcher at any level, particularly during the first year. Learn different approaches to gain the trust of your peers and major gift officers and discover best practices to employ self-training and utilize mentorship. In this presentation, a new prospect research analyst will share her personal experience and collaboration with experienced colleagues. For researchers in large and small shops, learn to trust your instincts and build confidence for your professional growth.   

415: Guiding Prospect Management to Success   
Track: Relationship Management
Speaker: Jack Miller
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Have you ever wanted to tell your development officer, "These are the questions you should ask your prospect"? Learn how to become an empowered member of the relationship management team! This session will help you identify ways to improve your prospect management system and become more effective in working with development officers. As an information expert, you have valuable insight into how to create a successful prospect management strategy. Lead, don't follow, the advancement team, and achieve new levels of success in your role.

417: Training Perspectives: Newbie to Seasoned Researcher   
Track: Management and Professional Development
Speakers: Leslie Romoli and Jessica Jimenez
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Developing an effective training program is integral to your institution, whether you are a large organization expanding your team or a one-person shop hiring a student assistant. Learn how to take training beyond office policies and templates by creating hands-on research examples, cultivating relationships with gift officers, providing solid strategies for prospecting and continuing the research dialogue through collaborative resources. Hear both perspectives from the trainer and the trainee on how optimal training guidelines can transform the researcher and the team.