Plug In to Relationship Management Session Descriptions 

All times are listed in Central Time Zone. 

Thursday, November 1

10:30 am – 10:45 am CT

Welcome Session and Orientation - Virtual Room I

11:00 am – 12:00 pm CT

Brick by Brick: Laying the Foundation for Prospect Management - Virtual Room I

Marissa Todd, Prospect Research Analyst, The Nelson-Atkins Museum of Art

Body of Knowledge: Relationship Management, Competency 1, 3

Strategic relationship management can make the difference between a great gift and a transformational gift for your organization. More and more organizations are bringing on a prospect management professional to ensure the best potential prospects are being approached by the right fundraising team for support. But if there is no relationship management system, where do you begin? In this session, our speaker will walk through the basics of building a relationship management program, from knowing your prospect pool to relationship management policy. Whether you are building a program from scratch or tinkering with what is already in place, this session will provide valuable information to help you create the best system for your organization.

Reporting What Matters - Virtual Room II

James Sinclair, Associate Director, Relationship Management & Tracking, University of Southern California

Body of Knowledge: Relationship Management, Competency 4

This presentation will examine some of the key performance measures and reports used in the office of Relationship Management and Tracking. We will focus on two reports in particular: One used in portfolio reviews with fundraisers; the other for tracking proposal progress. Examples will include pivot tables and macros in Excel (basic reporting) and visualizations and dashboards in Tableau (advanced reporting).

12:30 pm -1:15 pm CT

Keynote Session: Everything We Know About Fundraising Is (Mostly) Wrong - Virtual Room I

Steve MacLaughlin, Vice President of Data & Analytics at Blackbaud, a Member Organization of The Giving Institute

We often hear about concepts like the fundraising pyramid, donor prospecting, or the funnel approach to donor cultivation. But do these philosophical beliefs match up with reality? Join Steve MacLaughlin, vice president of data and analytics at Blackbaud, a member organization of The Giving Institute, and bestselling author of Data Driven Nonprofits, as he explores if what we think we know about fundraising is really true. This session will explore some of the most common myths about fundraising and how nonprofits can adjust to the new normal in giving.

1:30 pm – 2:30 pm CT

Strategy Radio Hour- Virtual Room I   

Andillon Hackney, Director, Prospect Management and Research, UC San Diego; Brock Silvey, Director, Prospect Research and Management, Northwestern University

Body of Knowledge: Relationship Management, Competency 6

Have you been asked for “leads” only to have them all shot down? Do you find yourself fighting negativity when taking on new prospects? This conversational session is designed to spark ideas and problem solve challenges PD professionals face with leading productive strategy meetings. Whether it be enticing development with great prospects or having a real conversation about strategy and solicitation, this session is a collective think tank with two professionals who bring divergent experiences to the same topic. Topics will include: The importance of starting with strategy, process and procedure across different shop styles, your leadership and influence opportunities and understanding what you can and can’t control. Q&A will be encouraged so bring your burning questions and come join the conversation!

Policy Development and Implementation- Virtual Room II

Gareth Griffin, Director, Prospect Development, Massachusetts Institute of Technology

Body of Knowledge: Relationship Management, Competency 2

In order to have an effective prospect management system, we must first establish the framework for how that system will operate. As prospect development professionals, we have the responsibility to develop, implement, maintain, and sustain the prospect management system and the policy that supports it. This session will discuss the importance of a prospect management policy and best practices for the (re)development of a policy and provide practical strategies for implementation and maintenance of a policy. This session is ideal for more advanced professionals, managers, and organization leaders.

Friday, November 2

10:30 am – 11:30 am CT

Taking a Deep Dive Into Metrics - Virtual Room I

Jessica Balsam, Director, Prospect Management, University of Washington; Megan Ingram, Assistant Dean for Advancement, School of Public Health, University of Washington

Body of Knowledge: Relationship Management, Competency 9

How do you update metrics for 200 fundraisers in just five months? Learn how the prospect management and frontline teams formed a task force to update metrics at UW. Attendees will hear what they learned along the way about creating buy-in at the top, listening closely to fundraiser feedback, plumbing the depths of what they hoped to gain by measuring fundraiser activity, and rolling out changes.

Prospect Management: Enabling Ongoing and Meaningful Donor Engagement - Virtual Room II

Paul Wiklanski, Senior Associate Director, Prospect Management, University of Michigan; Kristin Gill, Senior Prospect Management Analyst, University of Michigan; Michael Parker, Lead Prospect Management Analyst, University of Michigan

Body of Knowledge: Relationship Management, Competency 13, 16

The University of Michigan Prospect Management Team will discuss their engagement-based prospect assignment process. They will share how they use biannual portfolio reviews to strategically assess prospect engagement and how gift officers are empowered to dynamically segment and review their portfolios. Finally, the team will discuss how they evaluate chronically unengaged or new prospects that have yet to be engaged.

11:45 am - 12:45 pm CT

Ask the Experts Panel (Alumni Panel) - Virtual Room I

Chris Brakenbury, Director of Prospect Development, The Ohio State University; Susan Hayes-McQueen, Senior Director Prospect Development, University of Washington; Carolyn Rousch, Associate Director, Prospect Management, University of Arizona Foundation; Marissa Todd, Prospect Research Analyst, The Nelson-Atkins Museum of Art

What relationship management challenges keep you up at night? Where could you use some advice? What would you ask if you had the experts on the line? We’ll be collecting Plug In registrants’ questions before and during the conference and posing them to panels of Apra experts in the final session of Plug In to Relationship Management. This virtual session will focus on alumni based fundraising.

Ask the Experts Panel (Non-Alumni Panel)- Virtual Room II

Lisa Howley, Assistant Vice President of Advancement Services, Health Sciences, University of Southern California; Thomas Turner, Director of Research and Prospect Management, International Justice Mission; Rachel Collins, Director of Prospect Management, The Humane Society of the United States; Valerie Anastasio, Director of Prospect Development, Boston Children's Hospital Trust; Janna Holm, Director of Prospect Development, The Trust for Public Land

What relationship management challenges keep you up at night? Where could you use some advice? What would you ask if you had the experts on the line? We’ll be collecting Plug In registrants’ questions before and during the conference and posing them to panels of Apra experts in the final session of Plug In to Relationship Management. This virtual session will focus on non-alumni based fundraising.