Development Sessions
Secondary emphases are indicated in parentheses.
Please confirm the session times and locations in the program book you will receive when you arrive at the conference.
Sunday 12:30 p.m.-1:45 p.m.
All in the Family: Encouraging Faculty & Staff Gifts
Sheraton III
Often our best prospects are right on campus. Find out how to engage and encourage a culture philanthropy among faculty, staff and retirees on your campus.
— Michelle M. Banks, Director, Annual Giving, Bowling Green State University
(Development)
Metrics...Can You Hear Me Now? Good!
Chicago VIII
In the world of fundraising metrics and staff training, one size doesn't fit all. Performance measures for fundraisers become necessary in order to fairly evaluate success areas and those needing work. Learn how to develop a metric system tailored for your specific institution and staff size. Discover how your system can be used to appropriately reward staff successes. You will also explore a training module for staff at all experience levels which will prepare them to serve as better ambassadors for your institution, focus on Moves Management*, and ultimately reduce staff burn out/turn over.
— Amber J. MacKenzie, Vice President for Development, Davenport University
— Donald MacKenzie, Principal, MacKenzie Consultants
(Development)
Minorities and Philanthropy: Multiple Voices
Chicago IX
Examine giving patterns among non-white constituencies. Are these patterns different enough to warrant developing separate strategies to engage them? In the past, did we listen to the multiple voices? How can we develop a program that is inclusive and celebrates the generosity of these vital groups? Don't miss this opportunity to engage in an open important topic.
— Carla Willis, Vice President of Institutional Advancement, Florida A&M University
(Development)
Fundraising in the Academic Health Center: A Walk on the Wild Side
Chicago X
Probe the unique fundraising opportunities and pitfalls associated with the academic health center arena. Topics will include: "Why the Dean of the College of Medicine is the 800 pound gorilla," "Grateful Patients - (nobody dies from law or engineering," "The changing landscape of the Academic Health Center," and "How development keeps up with clinical and research collaborations."
— John Gillespie, Vice President for Development & Alumni Affairs - Academic Health Center, University of Cincinnati Foundation
Sunday 2:15 p.m.-3:30 p.m.
(Development)
Presidents, Development Officers and Donors: Creating the Optimum Working Relationship
Chicago X
A panel of three current and former presidents discuss what makes an optimum relationship between the president's office and development office.
— Dr. Michael R. Ferrari, Chancellor Emeritus, Texas Christian University
— Charles R. Middleton, President, Roosevelt University
— Nancy L. Zimpher, President, University of Cincinnati
— Bruce W. Flessner, Principal, Bentz Whaley Flessner
(Development)
Extraordinary Campaign Events
Chicago IX
Have your campaign cultivation and recognition events become dull and formulaic? Hear fresh ideas for engaging alumni and friends and recognizing significant donors to your institution. Highlights include a celebration for a major corporate recognition and regional cultivation opportunities.
— Danute Miskinis, Director of Events, University of Cincinnati Foundation
— Allan Cochran, Campaign Events Coordinator, University of Cincinnati Foundation
(Development)
Planned Gifts in Major Gift Development: Recognizing and Capturing Opportunities
Chicago VIII
Discuss ways to identify opportunities for enhancing donors' overall relationships by incorporating planned gifts in their giving strategies. In addition to identifying indicators for planned gift prospects, discover how these special gifts fit into major gift development strategies and how to introduce concepts with donors.
— Shari M. Fox, Assistant Vice President and Director of Gift Planning, University of Michigan
(Development)
Growing Our Own - Creating a Pipeline into the Profession
Sheraton III
With no formalized pipeline into the development profession, institutions continually compete for talented and diverse hires. To best address this need the University of Michigan development community collaborated with campus partners to create the Development Summer Internship Program (D-SIP) in 2006. D-SIP introduces undergraduate students to the concept of fundraising as a career. Interns gain an understanding of the benefit of fundraising in today's society, particularly its importance in higher education, through paid work on meaningful projects and through course work for credit. After two years, we have successfully guided a number of graduates into the profession either directly at U-M or at other institutions across the country and the program has provided an innovative way to actively involve donors, key volunteers, and University administrators. We invite you to learn more about this unique program and steps for how you can create a similar program at your institution. Help us create a formalized pipeline into the profession.
— Chrissi Rawak, Assistant Vice President for Talent Management, Finance and Administration, University of Michigan
— Shelley Strickland, D-SIP Curriculum Coordinator, University of Michigan
— Kat Walsh, Assistant Director of Student Philanthropy, University of Michigan
Monday 9:15 a.m.-10:30 a.m.
Increasing Your Success Ratio for Major Gifts
Chicago VII
This session will combine both the art and science of preparing for the ask, and then turning it into a "yes!" What are the "right" steps for a development officer to make leading up to the ask and how does one successfully close the gift? Learn best practices to become a more effective and efficient development professional.
— Marcia Sloan Latta, Sr. Assoc. Vice President for University Advancement & Campaign Director, Bowling Green State University
What's Wrong with this Gift?
Chicago VI
Truth is often stranger than fiction. This session will introduce several real-life scenarios which illustrate that charitable gift planning encompasses a variety of disciplines and that there are multiple opportunities for a potentially good gift to go astray. Attendees will find this to be a highly interactive session, with plenty of opportunity for audience participation, and thinking.
— Joseph O. Bull, Senior Philanthropy Officer for Global Priorities, The Nature Conservancy Worldwide Office
(Development)
Corporations and Foundations: Building Your Team
Sheraton IV
There are scores of corporations and foundations that fund a cauldron of initiatives. There are and even more professional organizations vying for their funds. What does it take to build a team that can consistently navigate through the maze of conglomerates and get your share of philanthropic dollars for your organization?
— Bill Mulvihill, Executive Vice President and Campaign Director, University of Cincinnati Foundation
(Development)
Telemarketing in Large Universities - Keys for Success: Recruiting and Retention
Sheraton V
In this interactive session, hear how to attract students to phone center jobs. Find out how to predict applicant success, as well as methods for retaining callers.
— Philip Greazel, Telefund Program Manager, The University of Iowa Foundation
Monday 11:00 a.m.-12:15 p.m.
Principles of Principal Gifts
Sheraton IV
How do you engage individuals of significant wealth? Particular attention will be given to entrepreneurs as philanthropists. Are entrepreneurs more philanthropic? What are the characteristics of entrepreneurs? How should these characteristics shape our encounters, engagements and experiences with individuals capable of contributing gifts of significance? Specifically, this session will address the question: How are Bill Gates and Warren Buffett shaping the conversations in philanthropy - and what does that have to do with your organization?
— James M. Hodge III, Director of Principal Gifts, Mayo Foundation for Medical Education & Research
(Development)
Strategies for Success: Keys to Building a Dynamic Fund Raising Program with your Dean
Sheraton V
What are the keys to building a dynamic, successful and strategic relationship between you and your dean? Thomas Gutteridge brings the value of his 25+ years as a successful dean and leader, and shares how he has partnered with development officers at three universities to build dynamic fundraising programs. From capital, to endowments, principal gifts to grants, he is prepared to speak to the importance of strategic fundraising and teamwork.
— Thomas G. Gutteridge, Dean, College of Business Administration, University of Toledo
— Barbarba Tartaglia, Assistant Vice President, Principal Gifts Office, University of Cincinnati Foundation
(Development)
Tele Fund Programs: Can't Live Without 'Em...How to Enjoy and Succeed in Living with 'Em
Chicago VI
Explore lessons learned through leading a telefund program to an increase in gifts and average gift size. The focus includes how to develop a professional and creative work environment; how to mentor employees to maximize on success for the whole program; and ideas to increase the average gift size and retention rates. Come prepared to share your own ideas.
— Stacy Rooney, Associate Director of the Annual Fund, College of St. Catherine
— Stephanie Rosckes, Assistant Director of Annual Giving, Hamline University
(Development)
International Alumni: An Overlooked Constituency in Your Advancement Efforts?
Erie
As the U.S. economy struggles, many foreign-born alumni both here and abroad have prospered. Ball State University's decade-long experience in international advancement can offer guidance in helping your institution achieve success in this fast-growing area.
— H. Martin Limbird, Director, International Advancement, Ball State University
Monday 2:00 p.m.-3:15 p.m.
(Development)
The Role of Rewards and Recognition in Performance Management
Chicago VI
Discover the role of rewards and recognition in performance management - based on a field survey of current practices among colleges and universities. It will be a sequel to Thomas Grabau's earlier study of performance metrics and performance planning, "By The Numbers," that was published by CASE Currents, an article that has been much discussed by chief development officers across the nation.
— Thomas W. Grabau, Managing Associate, Bentz Whaley Flessner
— Zachary A. Smith, Senior Director of Strategic Talent Management & Initiatives, University of California, Irvine
(Development)
Hear me Roar: Women and Their Philanthopy
Chicago VII
Women control more than half of the resources in this country. Yet, most programs focus on men as donors. Discover how to attract and motivate this important constituency: the women of your institution. Are there differences in their giving patterns? Do we need to change the way we do business in order to engage them?
— Marilyn Sheperd, Vice President Institutional Advancement, Fontbonne University
Cultivating Industry Support for University Research Centers Through Outreach and Collaboration
Chicago IX
This session will explore strategies for cultivating corporate philanthropy for university research centers whose research is closely related to the industry from which financial support is being solicited. Benefits and limitations of this funding model will be presented, along with strategies to increase industry collaboration and support.
— Randolph Park, Director of Development, University of Minnesota-College of Food Agriculture and Natural Resource Science
(Development)
Support Structure for Deans and Directors of Development
Chicago VIII
Time spent fundraising by the deans of universities have increased dramatically. With the already rigorous demands placed on deans, what support is needed for the deans and development staff to optimize their efforts in their fundraising endeavors?
— Bill Mulvihill, Executive Vice President and Campaign Director, University of Cincinnati Foundation
Monday 3:45 p.m.-5:00 p.m.
(Development)
The Best Mistakes I Ever Made: Reflections on a 40-Year Career in Advancement
Chicago VIII
Curt Simis is an accomplished author, speaker and award-winner who served in advancement leadership roles at three institutions, including 20 years as President of the Indiana University Foundation. Discover how to learn from your mistakes, take risks, embrace change and roll with the punches.
— Curtis R. Simic, President Emeritus, Indiana University Foundation
(Development)
Building a Campaign Dream Team
Chicago VII
A successful campaign depends greatly on the dedication and commitment of volunteers. What are the keys to building a successful campaign volunteer leadership team from the start to the completion of your campaign? What can you do to motivate volunteers to become great leaders within your campaign?
— Thomas G. Gutteridge, Dean, College of Business Administration, University of Toledo
— Robert Savage, Savage and Associates
(Development)
How to Take Your Development Team to the Next Level
Chicago VI
This session is geared towards gift officers, development directors and other development management staff who wish to transform themselves or their development professionals into more highly productive teams. Willis will share some of the metrics she has used to measure success, goal setting strategies, portfolio management, and how to leverage the time and talent of the team to achieve overall success.
— Carla Willis, Vice President of Institutional Advancement, Florida A&M University
Tuesday 9:15 a.m.-10:30 a.m.
(Development)
Raising Money in the Face of Disaster
Chicago IX
What is a fundraiser to do if Mother Nature slams your campus with a fury - twice no less! And over 65% of your donors and alumni have been affected! And you just launched the public phase of your campaign! Learn how LSU has dealt from a fundraising perspective with Hurricanes Katrina, Rita, Gustav and Ike.
— Jeffery McLain, Vice President of Development, Louisiana State University Foundation
—
(Development)
Inquiring Donors Want to Know & Top 10 Questions They're Most Likely to Ask (And Answers You Don't Need an MBA to Understand)
Chicago VIII
Most advancement professionals are experts in the "ask," but not as seasoned in communicating the investment side of the equation. In these challenging economic times, communicating the entire equation makes for more satisfied donors--and, more confident colleagues. Whether you work in a formalized Institutional Foundation or an external relations department, making sure that the entire equation is well understood and that you have answers ready will build increased competence and confidence in you as a fundraiser and in your organization.
— Patrick Brault, CPA, Regional Director, Wipfli Hewins Investment Advisors, LLC
— Kimera Way, Executive Director, UW-Eau Claire Foundation
Road Warrior: Tips for the Journey
Sheraton I
This session is geared towards new development professionals or those who wish to become more efficient in managing regionalized development activity that entails travel. The session will cover trip planning, visit planning, smart/safe travel, and follow up.
— Carla Willis, Vice President of Institutional Advancement, Florida A&M University
Tuesday 11:00 a.m.-12:15 p.m.
The Intersection of Principal and Planned Gifts: Raise Larger Gifts, Think out of the box, and Building Your Career
Chicago IX
Principal gift programs are capturing attention for successfully attracting transformational gifts as part of a sophisticated development program. The interplay between planned and principal gifts has become a key element of developing a successful principal gifts program. This session will focus on to think about moving your career to allow you to assist in maximizing the philanthropic impact of a particular gift.
— Joseph O. Bull, Senior Philanthropy Officer for Global Priorities, The Nature Conservancy Worldwide Office
(Development)
Building a Career Bridge From Alumni to Development
Chicago VIII
Crossing over from an alumni officer to a development officer can be as unsteady and challenging as a rope bridge or as balanced and sturdy as the Golden Gate. Learn about the tools, materials and skills you need to build your bridge to development and if you should build it at all.
— Phillip Lanham, Associate Director, College of Business-Development, University of Cincinnati Foundation
Successful Regional Teams-Canvassing the Country
Sheraton III
Successful Regional Teams Regional Gift Programs can provide institutions with a pool of donors and prospects overlooked by constituent and major gift officers. These prospects are often a school's diamond in the rough and will someday be leadership volunteers and major gift donors. This session discusses ways not only to create an effective regional gifts program, but also to insure that its prospects, donors, and regional gift team become a critical element of any campaign success.
— Bradley Bundy, Associate Vice President for University Advancement, Miami University
— Barbara Tartaglia, Assistant Vice President, Principal Gifts Officer, University of Cincinnati Foundation