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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 12:30-1:45 p.m.

212 Degrees: The one Degree Difference in Building Relationships

Chicago IX

The popular book "212: The Extra Degree," by Sam Parker, discusses the difference one degree makes in water. At 211 degrees water is hot, but at 212 degrees it boils. This session will feature practical insight from two experienced development officers on how to obtain the one degree difference in building relationships with donors that will increase success in obtaining major gifts. With the speakers' extensive experience, they will relate to primarily entry to mid-level major gift officers who will walk away with practical tools on how to build lasting relationships with donors.

— W. David Lasater, Director of Advancement for Student Services, Purdue University

— T. W. Hudson Akin, Philanthropic Advisor, Dallas, TX

Dear Mom and Dad: Please send money!!

Chicago X

Explore strategies and tactics for successful parent fundraising in a university environment. Whether you have an established parent program or you want to begin the process of cultivating and soliciting parents, take away ways to identify and engage key parent prospects so their support doesn't end with tuition.

— Brian Fiedler, Senior Director of Development, Parent Programs & Athletics , Washington University in St. Louis

Sunday 2:15-3:30 p.m.

Keeping Your Annual Fund on Track in Difficult Times

Chicago X

In the current economy, annual giving programs are asked to provide consistent, if not increased support. At the same time, program and personnel budgets are being cut. Annual giving is being asked to provide more with less. This session addresses approaches that work in good times and bad, and focus on how to continue to bring gifts in. The presenters plan to help define success, increase program productivity and help staff morale stay up along the way.

— Chris Clark, Executive Director of Alumni Annual Fund and Parent Funds, Carleton College

— Bob Burdenski, Principal, Robert Burdenski Annual Giving

All for one and one for all! Fundraising around naming opportunities

Chicago IX

Engage all audiences - individuals, families, corporations and communities - in the Adopt-A-Room fundraising program. Discover how we built and implemented fundraising strategies for sponsorship of childrens hospital rooms.

— Elizabeth Patty , Director of Development, Children's Health Minnesota Medical Foundation

— Jennifer Soderholm , Associate Vice President of Development , Minnesota Medical Foundation

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

Leadership Annual Giving

Chicago IX

Leadership annual gifts play an essential role not only in building a successful annual giving program, but in bridging the gap between high-end annual donations and major gifts. This program is driven by targeted face-to-face visitations for upgrading current high-end annual donors and qualifying them as major gift and planned giving prospects. Join a discussion aimed at developing or enhancing your own leadership annual giving program.

— Matthew Ewing, Director, Leadership Annual Giving, Indiana University Foundation

(Executives in Advancement)

Talent Management Strategies: Creative Ways to Recruit, Retain and Grow Your Organization's Development Talent

Chicago VIII

Stewarding our relationships with our external and internal talent is equally as important as the stewardship of our donors in these challenging times. Hear a variety of strategies that the University of Michigan has incorporated into its overall talent management plan: recruitment of development professionals during this economic downturn, creative approaches to building relationships and broadening candidate pipelines, importance of engaging your entire development community in talent management strategy and programs, and maintaining focus and motivation for staff. What does the future of recruitment look like for the evolving development profession?

— Christine Rawak, Assistant Vice President, Talent Management, Finance and Administration, University of Michigan

— Erin Hall-Westfall, Director, Recruitment and Human Resources, University of Michigan

Campaigns: Building the Scaffold

Chicago X

Good economic times, or bad, the one certainty is that your institution will launch, continue or finish a campaign while you are there. Examine the ins and outs of campaigns, and how you can survive and thrive during this action-packed period. This nuts and bolts session will address the framework of a campaign and the systems that need to be in place to assure your success. Leave with invaluable tools, sage advice from a veteran fundraiser, and a new perspective!

— Marilyn Sheperd, Vice President of Institutional Advancement, Fontbonne University

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

(Independent Schools)

Using Empirical Research to Improve the Results of Your Phonathon

Chicago VIII

Is a 2-to-1 match more effective than a 1-to-1 match? Does it make a difference if you send out a direct mail piece before calling? What are the most effective incentives for best caller performance? Is a positive case message really more effective than a negative one? Ever wondered if any of these strategies really increase donations to your annual campaign? There is very little empirical research data on effective fundraising techniques. The University of Wisconsin-Stevens Point annual campaign staff teamed with University of Chicago Economics Professor John List to test some of the most common phonathon strategies. Get results of this and other empirical research studies.

— John List , Economics Professor, The University of Chicago- Booth School of Business

— Aaron Mullins , Assistant Director of Annual Giving, University of Wisconsin- Stevens Point Foundation

— Deborah Anstett, Director of Development, University of Wisconsin-Stevens Point Foundation

You Want the Next Campaign to Begin When? Or, What to do Between Campaigns: Managing Donor Relations and Campus Expectations During Strategic Planning

Chicago X

Campus strategic planning often overlaps the last stages of an existing campaign, and expectations to fund components of a new plan are frequently urgent and unrealistic. Developing a strategy to conclude one campaign, engage actively in the strategic planning process, and preparing for the inevitable next campaign are all essential to current and future success. Find out how an institution can create spacing between campaigns, manage expectations and sequence the planning activity for a new campaign.

— Mark Helmus, Vice President, University Advancement, Butler University

— Kris Kindelsperger, Senior Executive Consultant , Johnson, Grossnickle and Associates

Philanthropy of High Net Worth Households

Chicago IX

The 2008 Bank of America Study of High Net Worth Philanthropy tracks significant shifts as well as certain consistencies among the giving behaviors of the wealthiest donors. The findings offer valuable information to nonprofit organizations hoping to attract, sustain, and deepen relationships with these donors. The presentation will highlight the motivations and attitudes of high net worth donors, the mechanics of what and how high net worth households give and volunteer, along with the role of family philanthropy.

— Una Osili, Ph.D., Interim Director of Research & Associate Professor of Economics, Center on Philanthropy at Indiana University

— Kristin Vogen, Senior Vice President, Senior Philanthropic Relationship Manager, Bank of America Merrill Lynch

Monday 2-3:15 p.m.

(Executives in Advancement)

Advisory Committees as Strategic Assets

Chicago IX

Leadership-level volunteers are strategic, organizational assets. Effective advisory committees provide key engagement opportunities for volunteer leaders to invest their expertise and resources and to influence others. Explore principles of designing and supporting advisory committees for their role in an integrated development program.

— Marilyn Foster Kirk, Associate Vice Chancellor for Development , University of Illinois at Chicago

Uncovering the Millionaire Woman Next Door

Chicago VIII

Take an interesting look at how development officers and researchers work together to discover women of wealth through traditional and nontraditional means. A fundraising executive who has worked with several nonprofits and has been involved with the national Women's Philanthropy Institute will share how she has worked with the prospect research staff to find these hidden diamonds. Prospect research staff will also share their experiences working with development staff on this issue. Also, discuss how the book, "Millionaire Women Next Door," by Thomas J. Stanley, can influence your work in uncovering top prospects.

— Cheryl Altinkemer, Associate Vice President for Advancement, Purdue University

— Jason Boley, Associate Director, Prospect Management and Tracking, Purdue University

— Kay Farrell, Research Associate, Purdue University

Committees: Growing Pains and Capital Gains

Chicago X

Fundraising by volunteer committee is not a new concept, and is gaining popularity as this economy stifles expansion in development offices. Fundraising committees possess great potential, yet can simultaneously be as much of a burden as a benefit. Some say managing a committee is a thankless job. Some say committee meetings are grievance hearings or group therapy sessions. This does not have to be the case! Committee management can be productive, rewarding and even fun. This session will detail successful strategies for efficient and painless committee management. It will be beneficial to fundraisers and volunteer managers working with reunion, annual and campaign fundraising committees. Qualitative and quantitative analysis will be presented, best practices shared, and discussion encouraged. Materials will be distributed that will assist fundraisers and volunteer managers train committee members to solicit their peers, become more independent from staff, and report on their fundraising progress.

— Emily Dean, Assistant Director, Chicago Society, University of Chicago

— Molly McKenzie, Associate Director, Reunion and Class Giving, Office of Philanthropic Affiliation, University of Chicago

Monday 3:45-5 p.m.

(Alumni)

In Good Company: A Volunteer-Driven Giving Society

Chicago VIII

Established four years ago to honor and recognize annual donors of $2,500 a year or more to the University of Chicago, the Chicago Society has grown to be a volunteer-driven, staff-supported network of over 5,000 members. Aggressive growth strategies, coupled with dedicated volunteers and focused staff, has enabled membership in this organizations to more than double since its inception. Find out how the University of Chicago has managed this growth while maintaining the balance between donor recognition and fundraising.

— Timothy Brennan, Executive Director, The Chicago Society, The University of Chicago

— Ernita Cooper , Senior Director, Recognition Services and Special Events, The University of Chicago

—

You've Got the Questions, Planned Gifts are the Answer

Chicago X

Discover how planned gifts can offer possible solutions for donors' concerns. Get basic guidelines for matching donor traits with planned gift techniques and what to listen for along the way.

— Sally Baker, Director of Gift Planning, University of Michigan

(Advancement Services)

Building Donor Loyalty: Lessons From The Latest Research

Chicago IX

This session, summarizing 20 years of research on donor loyalty, will identify the three major reasons people quit giving and the practical steps nonprofits can take to retain givers. Also, look at key loyalty metrics such as donor lifetime value and examine the difference even small improvements in loyalty can make to the value of the fundraising database. Numerous examples of successful retention will be drawn from both the for-profit and not-for-profit domains.

— Adrian Sargeant, Robert F Hartsook Professor of Fundraising, Indiana University

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

(Executives in Advancement)

Pitfalls, Pratfalls, and Success Stories: Building Successful Partnerships with Advancement Consulting Firms

Chicago X

An unending trend in advancement is the rapid rise of the advancement consulting firms offering a full or limited range of services from CFR to alumni affairs, board relations to annual giving, etc. Who are these consultants? Where do they come from? And, how do you decide what factors and methods are required to evaluate their potential impact upon your organization's programs? Analyze these factors and how to attain the most fruitful working relationship with consultants.

— Eric Thompson, Director of Corporate and Foundation Relations, Purdue University

— Nora Kyger, Senior Vice President, Ter Molen, Watkins and Brandt

Leadership Annual Giving and Major Gifts- The Dream Team

Chicago IX

Explore the intrinsic, but often tricky, relationship between leadership annual giving and major gifts at a mid-sized public institution of higher education. The goal of this session is not to simply regurgitate best practices, but to examine the presenters, collaborative efforts, and cultivation/solicitation system created through trial and error.

— Kaylin A. Kopcho, Director of Development, College of Education, Ohio University

— Catherine Allgood, Assistant Director of Annual Giving, Ohio University

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

How to Engage the Majority of College Graduates - Women

Chicago IX

Women are becoming the majority of college graduates. They outlive their husbands and control the majority of the wealth. Every development office will need to know the different ways women want to volunteer, engage and give. This session will provide an overview of the basics of women's philanthropy for development officers. Special emphasis will be on how to discover and motivate your women philanthropists through surveys of women donors and focus groups.

— Martha Taylor, Vice President, University of Wisconsin Foundation

— Maureen Dembski, Director of Development, Midwest Region, University of Wisconsin Foundation

— Lynn Hubert, Director of Regional Development, University of Notre Dame

Yours for the Asking

Chicago X

Does the thought of looking a prospective donor in the eye and asking for a gift make your heart race with dread? Or does it fill you with anticipation and excitement ? Either way, asking for the gift is a pivotal moment in your relationship with your prospect. This session will give you the insights as well as the skills to prepare you for that all-important moment. You will leave with new confidence in yourself as an asker, as well as a can't-fail script.

— Marilyn Sheperd, Vice President of Institutional Advancement, Fontbonne University