Secondary emphases are indicated in parentheses.

PLEASE CONFIRM THE session TIMEs AND ROOM LOCATIONs in the program book you will receive WHEN YOU ARRIVE At the conference.

Sunday 1:30-2:45 p.m.

Effectively Engaging Faculty in the Grantsmanship Process
Chicago VIII
Even at small, student-centered institutions, there is an increasing desire today to have faculty seek grants to support their own research, equipment needs and pedagogical activities. Is this development a good thing? Are institutions expectations realistic? What is the prognosis for private and government support in the second half of this decade? How can we, as advancement professionals, assist in these efforts? What is the proper division of responsibility between the advancement officer and the faculty member? Veterans of effective small-institution grants offices will share their view of today's environment and offer strategies for success.
— Jeremy Miner, Director of Sponsored Programs, St. Norbert College
— Lynn Miner, CEO and President, Miner and Associates Inc.

Annual Giving and the Campaign
Chicago IX
Even if we commonly call them "capital campaigns," our institutions are missing an opportunity to build participation and increase precious unrestricted dollars if we don't include the annual fund in our campaign effort from its very inception. This session will offer useful strategies for communicating the importance of annual giving, making the "dual ask" for capital and annual commitments, incorporating reunion gift programs, and using the annual fund as the focal point for your campaign's final stage.
— Mark W. Jones, Vice President for College Advancement, St. Norbert College
— Joseph R. Emmick, Dean for College Advancement, Wabash College

7 Myths & 7 Truths of Major Gift Fund Raising
Chicago X
Based on research with top development professionals and major donors across the nation, this presentation explodes popular myths and reveals seven secrets to creating passionate, lifelong donor relationships. These secrets will help you generate major and ultimate gifts faster and more often which virtually guarantees greater developmental success. Join us to discover why truly successful fundraising is not about making friends, uncovering interests, or meeting the financial needs of your organization, but something much more profound. Listen to veteran development officers and experienced donors as they unravel the mysteries behind the art and science of donor development. Learn the fundamental principles for building powerful, long-term connections that benefit and uplift the donor, the recipient, and the development officer. This bold new philosophy is sure to change the way you think about and approach the important work of professional fund raising.
— Mauria Brough, Vice President of Design and Delivery, Advancement Resources

Sunday 3:15-4:30 p.m.

(Student/ASAP)
A Planned Giving Primer
Chicago VIII
Seeking a solid overview of the essentials of planned giving? Acquaint yourself with the terminology and techniques of deferred giving.
— Joe Macedo, Director of Planned Giving , Kent State University

(Management)
21st Century Strategies for Hiring & Retaining Exceptional Development Professionals
Chicago IX
The relationships that our staff has with our donors are critical to the success of our institutions and to our fundraising programs. Therefore, it is critical to consider the steps necessary to effectively recruit and retain development professionals. During this interactive session we will share with you the tools and resources that will guide you and your team in thinking strategically about your recruitment process. We will also talk through ways to creatively recruit and effectively retain your talent. Take advantage of this opportunity to create an individualized action plan that will enable your organization to rise to new levels with innovative, successful and effective recruiting strategies for today’s development professionals.
— Christine S. Rawak, Executive Director, Development Recruitment and Personnel Planning, University of Michigan
— Betsy Jackman, Workplace Strategist, Inspired Employees

(Communications)
Revolution in the Mailbox
Chicago X
Looking for an overview of a comprehensive survey with down-to-earth advice for direct mail ? Discover how to help your organization grow, gain visibility, involve your donors, increase its efficiency, and achieve financial stability.
— Mal Warwick, President, Mal Warwick & Associates

Monday 9:15-10:30 a.m.

(Management)
5 Strategies for Major Gift Success
Chicago IX
Mal Warwick introduces an entirely new and revolutionary approach to fundraising strategy and planning. He shows nonprofit organizations how to set fundraising goals based on mission, and how to choose a fundraising strategy that will drive both long-term planning and day-to-day fundraising activities.
— Mal Warwick, President, Mal Warwick & Associates

(Two-Year/Independent Schools)
Patience, Persuasion and Persistence: Success with Campaign Volunteers
Chicago X
Volunteers are the backbone of a successful campaign. Indeed, they are behind many successful efforts at a not-for-profit. How can you engage them and keep them on track? How can you support them and still get other work done?
— Catherine Painter, Associate Director of Development for Major Gifts, The Latin School

(Communications)
A Collaborative Effort: Annual Giving and Communications Panel
Chicago VIII
How can we inspire alums to open the envelope, read the material and send a donation? Panel discussion will focus on how the annual giving and communications departments can collaborate to help bring attention to the annual fund. Panel members will share how they were able to make annual fund materials exciting to donors.
— Stephanie Henry, Director of Annual Giving, Northwestern University
— Cid Stanford, Executive Director of Communications, Northwestern University
— Brian Mattmiller, Director of News and Public Affairs, University of Wisconsin - Whitewater
— Kate Canfield Loftus, Director of Advancement, University of Wisconsin-Whitewater

Monday 11 a.m.-12:15 p.m.

(Senior Professionals)
College Campaigns Under the University Umbrella
Chicago IX
John Meyer will share his insights, from the perspective of working within one Big Ten University, about comprehensive capital campaigns. This will be a big-picture view that will be worthwhile for anyone planning or involved in large campaigns, regardless of size of the institution.
— John Meyer, Associate Vice President, The Ohio State University

(Student/ASAP)
Broadening the Base of Alumni Support
Chicago X
So you want to increase your percentage of participation, acquire more alumni donors and retain those who are already giving to your program. Discover how several successful programs have faced the challenges and taken advantage of the opportunities. Learn from their successeses (and failures). What's standing in your way? Ready, Set, Grow!
— Helen Brenneman, Director of Annual Giving, The Pennsylvania State University

(Communications)
STRATEGIC STEWARDSHIP: Why stewardship is critical in securing your next major gift.
Chicago VIII
We all know that stewardship is the "right" thing to do, that it's our moral and legal responsibility to our benefactors. How often do we think about it as one of the most strategic things we do as Development professionals? Share ideas about how major gift officers and donor relations staff can partner to secure more and larger gifts.
— Sara Panetta, Associate Chair - Operations, Mayo Foundation
— Todd Baily, Assistant Dean for Development and Alumni Relations, University of Michigan Law School

Monday 2-3:15 p.m.

(Senior Professionals)
Qualifying Major Gift Prospects
Chicago VIII
A good major gifts officer has access to many prospects. What are those key indicators that bring prospects to the top of our prospect lists? When meeting with prospects what are the signals we are looking for from donors and how do you confirm that this prospect has the capacity to help our institutions.
— Peter Weiler, Assoc. VP, Development & Alumni Relations, Penn State University

(Senior Professionals)
Reinvigorating Your Development Program
Chicago IX
In 1999, Lawrence Technological University had no professional development staff, was already a year into its first comprehensive capital campaign, had only three pledges, and had been without a development vice president for almost a year. Four years later the University had increased its campaign goal twice; secured a $5 million gift and three $1 million gifts; and won national CASE and AFP awards for its development programs. This is a case study in reinvigorating a development program in tough times, with an emphasis on building board support, developing a multi-year plan for success, prioritizing challenges, and managing expectations.
— Steve Ragan, Vice President for University Advancement, Lawrence Technological University
— Peter Remington, Remington Consulting Group

Grant Writing: The Best Practices
Chicago X
When you write grant proposals, do you ever wonder what the reviewers are really looking for? Have you ever had a proposal turned down by a sponsor despite reading the guidelines and developing a solid application that appeared to be a natural fit with the sponsor's funding priorities? What happened? Why was the proposal rejected? This session will help you increase the persuasiveness of your grant writing by learning how reviewers evaluate proposals and understanding which proposal components most influence funding success. Lynn Miner, who has trained over 10,000 grant writing professionals, and Jeremy Miner, co-author of a leading book on proposal planning and writing, will teach you how to appeal to the values of a sponsor and how to avoid common mistakes. Their successful grant writing techniques will help you increase your chances for funding success.
— Lynn Miner, Ph.D., CEO, Miner and Associates Inc.
— Jeremy Miner, Co-owner, Miner and Associates Inc.

Monday 3:45-5 p.m.

(Management)
Case Study of a Feasibility Study
Chicago IX
A feasibility study is an essential building block to a successful campaign and can reveal are more than a campaign goal amount. Done well, it can unify constituents, focus institutional priorities, and institutional direction, and provide the institution with a road map to campaign success.
— Cameron McGuire, Vice President for University Advancement, Butler University
— Kris Kindelsperger, President, Johnson, Grossnickle and Associates, Inc.
— John Dunn, Trustee Advancement Committee Chair, Butler University

(Management)
Personal Solicitation In The Annual Fund
Chicago X
Increasingly annual giving programs are utilizing personal solicitation as a critical component of their strategy to build leadership annual giving. While there is a good deal of literature about major gift solicitation, soliciting donors for annual support is rarely addressed. Yet, the solicitation process is different in many subtle, but important ways. Arthur Criscillis, a CASE Steuben Apple award recipient, will address those issues and provide specific strategies and tips on getting the appointment, making the request, overcoming objections, and closing the gift.
— Arthur Criscillis

(Communications)
Persuasive Writing for Development
Chicago VIII
You must persuade the donor or prospect to take action on your appeal or proposal. Learn crucial skills you'll need to develop effective written communications, determine donor interests, and produce fund-raising pieces that motivate your donors and prospects.
— CASE Staff

Tuesday 9:15-10:30 a.m.

(Alumni)
Engaging Alumni and Friends of Color
Chicago IX
How can your program increase gift support from alumni and friends of color? Gain insight and learn strategies on building support from this segment of your alumni-donor base. See what it takes to deliver major gifts. Learn which components make for an effective program and how to coordinate your efforts.
— Marion Brown, Vice President Administration, University of Wisconsin-Madison Foundation
— Eduardo Manual, Ph.D, Senior Director for Regional Development, University of Wisconsin-Madison Foundation
— Trent Jackson, Director of Development, University of Wisconsin-Madison Foundation

Data Mining for Fund Raisers
Chicago VIII
With a little know-how, fund raisers can turn the pain of statistics into the gain of increased giving. Fund raisers often fail to leverage the wealth of donor data they have at their fingertips, but the secrets to winning over their never-givers often lie in thos numbers. Peter Wylie, author of CASE book "Data Mining for Fund Raisers," offers tips for data analysis to improve fund-raising return on investment.
— Peter B. Wylie, Data Mining Consultant

(Management)
Overcoming Objections and Closing the Gift
Chicago X
When soliciting prospects for major gifts, they may often voice one or more issues that stand in the way of their making a commitment. What can you learn from those objections and how can you turn them into opportunities to get the gift? Having done that, how can you close the solicitation? Arthur Criscillis, a CASE Steuben Apple award recipient, will discuss how to handle objections and get the gift.
— Arthur Criscillis

Tuesday 11 a.m.-12:15 p.m.

(Management)
Fundraising Between Campaigns
Chicago IX
The party is over and the new campaign is off in the distance. How do you raise dollars after the campaign? What should be your focus be? How do you take advantage of the momentum you've created ? What activities should take priority between campaigns? Come with you questions and be prepared for a lively discussion.
— Bob Groves, Associate Vice-President, University of Michigan

(Management)
Capital Campaigns 101: A Primer on What, Why, When, Who and How
Chicago VIII
Capital Campaigns: Everybody seems to be doing one, planning one, finishing one or talking about one. So what's all the excitement about? Whether you work in alumni relations or communications, are new to fund raising or just need a refresher course, here are the nuts and bolts of campaigning in the 21st century. This session — taught by faculty members from the annual CASE Campaign Strategies conference — will introduce you to each of the requisite steps toward success, along with the key players, decisive moments, unavoidable challenges, celebratory occasions, and more.
— Mark W. Jones, Vice President for College Advancement, St. Norbert College
— Christopher G. Richards, Senior Director of Development, University of Wisconsin Foundation