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 12:30-1:30 p.m.
(Newcomers to Advancement)
Finding the Needle in a Haystack: How to Turn Non-Donor Alumni into Major Gift Prospects
Chicago IX
When you're developing your fundraising program and your current donors are shrinking or tapped out, how do you search through your non-donor pool to find new potential donors? Lists of potential donors can be daunting to evaluate. When you look at your donors, you see patterns and trends and history. But, at first glance, all non-donors look the same. The proverbial "needle in a haystack" can be found if you approach this issue with resourcefulness, discipline and dedication. If your organization needs to build your major donor pool, non-donors can be a source of new and invigorated prospects. Discover traditional and nontraditional ways of rating non-donors, look at the personal qualities necessary to tackle this constituency, and hear success stories and strategies with non-donor communication. Leave with a new set of tools for approaching and engaging non-donors.
— Nancy Rampson, Director of Development, School of Liberal Arts and Sciences, Columbia College Chicago
(Executives in Advancement)
Understanding Successful Leadership Giving Programs of Liberal Arts Colleges
Chicago X
Liberal arts colleges are among the most expensive and least vocational of institutions in higher education today. Even so, many see liberal arts colleges as vibrant vehicles for educating students for life. Leadership gifts represent the margin of accessible excellence for the students of these schools. Understanding how these gifts are successfully secured in liberal arts colleges requires contextual knowledge of the strategy, staffing, structure, coordination, and change within their leadership giving organizations. Brian Gardner has embarked on a study that seeks to understand the relationship of the preceding organizational dimensions to successful leadership gift fundraising. Discuss research findings.
— Brian Gardner, Director of Development, Wheaton College (IL)
Sunday 2:00-3:30 p.m.
(Newcomers to Advancement)
Women and Philanthropy: New Trends, New Opportunities
Chicago IX
Women are the largest global economy on earth. They are the majority of the American workforce, university graduates and professional workers. As a result, women are creating a revolution in philanthropy. Find out what this revolution means to your fundraisingfrom your annual fund to your capital campaign, and from your development office to your donor education. How does a woman's gender, life-stage, lifestyle and generation make a difference in her giving? What should you be doing to plan for this phenomenon? How do you make this new or increased source of giving work for your institution and what will be the results? Pioneers and experts in the field, Sondra Shaw-Hardy and Martha Taylor, will provide answers and have some questions of their own to help you learn more about women, money and change.
— Martha Taylor, Vice President, University of Wisconsin Foundation
— Sondra Shaw-Hardy, Author and Co-Founder, Women's Philanthropy Institute
The Art and Science of Digital Fundraising
Chicago X
Technology is rapidly and dramatically changing how institutions raise money. Alumni are increasingly using advances in digital technology to make gifts not only to our institutions, but also to other philanthropies. From elaborate e-solicitations and personalized social media fundraising pages, to text messaged annual appeals and mobile giving opportunities, our alumni are getting besieged with new ways to be charitable and easy connections to new causes. Understanding and mastering the science and the art are critically important in deciding where we should be investing limited time and resources and where we should be cautious. The science assumes a basic understanding of social media platforms and allows this session to focus on the art of content and strategies which will build a long term customer relationship strategy for constituents.
— Barb Todd, Executive Director of Internal and Annual Giving, Illinois State University
— Emily Berry, Director of Annual Giving, Miami University
— Brian Huonker, Assistant Director of University Marketing and Communications, Illinois State University
— Elizabeth Estes-Cooper, Executive Vice President, Chief Strategy Officer, JHG Inc.
Monday 9:00-10:00 a.m.
More, More, More: How A Public University More Than Doubled It's Faculty and Staff Campaign Participation Rate in one Year
Chicago VIII
In the summer of 2009, newly-installed Chancellor Thomas Harden challenged the 600 employees of the University of Wisconsin-Green Bay to significantly increase their participation in the upcoming faculty and staff campaign. The result? Participation went from 29 percent in FY09 to an impressive 62 percent in FY10. Even more impressive is that this figure was reached during a time of employee layoffs, state-mandated furloughs and across-the-board budget cuts. Review how a small, public university incorporated a team structure, incentives, co-chairs, videos, online giving and other strategies to produce both a significant jump in participation, and a 25percent increase in contributions. In addition, discuss how the campus worked to leverage the success of the campaign to increase giving from alumni, board members and trustees.
— Shane Kohl, Director of Development, University Advancement, University of Wisconsin-Green Bay
Building Donor Loyalty: Lessons From 20 Years of Research
Chicago IX
Explore the key drivers of donor loyalty and outline concrete ways in which fundraising programs can be modified to significantly improve donor loyalty and retention. Examine key loyalty metrics such as donor lifetime value and consider best and standard industry practice in relation to how to use these figures to your advantage. Discussion will draw heavily on academic and practitioner research and introduce case material from both the commercial and nonprofit sectors to illustrate how even small improvements in loyalty today can translate into large improvements in the lifetime value of a fundraising database tomorrow.
— Adrian Sargeant, Professor of Fundraising, Indiana University
(Alumni)
Winter College: The Ultimate Advancement Activity!
Chicago X
For more than seven years, faculty, alumni and staff of Miami University have been migrating south to participate in an annual ritual known as Winter College. What began as an Alumni Relations experiment back in 2003 has quickly grown into the most popular, highly evaluated, and widely attended continuing education program offered by Miami. Additionally, its impact and reach have touched every aspect of advancement. Recognized with a Pride of CASE Gold Medal in 2009, Winter College is a concept that all schools, irrespective of size and resources, should strongly consider. Get the assessments, tools, and advice needed before packing up the sunscreen and flip flops and spending a little time in the sunny south this winter!
— Brian Breittholz, Director of Alumni Learning Initiatives and Associate Director of Alumni Relations, Miami University
— Brad Bundy, Associate Vice President, University Advancement, Miami University
Monday 10:30-Noon
From Students to Young Alumni, Philanthropy and Engagement
Chicago VIII
In the race for larger senior class gifts, what are the long-term strategic implications at play? As just one form of engagement on campus, this session puts undergraduate development in the greater context of our student-to-alumni lifetime continuum, with a focus on donor and volunteer cultivation and retention, both in and outside of the development framework.
— Dvorit Mausner, Associate Director, Penn Traditions and Young Alumni Participation, University of Pennsylvania
— Alexis ("Lex") Ruby Howe, Assistant Director, Penn Traditions & Young Alumni Programming, University of Pennsylvania
(Newcomers to Advancement)
Who Decides and why it Matters: Married Couples and Charitable Decision Making
Chicago IX
Indiana University Foundation President Eugene Tempel will moderate this panel presentation, organized jointly by the Women's Philanthropy Institute at the Center on Philanthropy at Indiana University and the IU Foundation. Presenters will examine how married couples behave when it comes to charitable giving and why it matters. Research shows that men and women give differently when single so what happens in marriage? How do couples' decision-making styles affect how much is given and where the money goes? To what extent do trends in college attendance—an area in which women are outpacing men, and labor market earnings —an area in which men outpace women, influence who decides about charitable giving in households? Other factors that affect philanthropic decisions include who is the primary influencer, how the bargaining occurs, and characteristics of the husband and wife.
Professor Debra Mesch, Director of the Women's Philanthropy Institute, will share research findings on the topic. Tempel will present the fundraising perspective and will interact with a donor married couple in the discussion. Specific examples for how fundraisers can work more effectively with donor and prospective donor couples will be offered. Expand your awareness of the critical role of women in charitable decision making.
— Andrea Pactor, Associate Director, Women's Philanthropy Institute, Center on Philanthropy at Indiana University
— Eugene Tempel, President, Indiana University Foundation
— Debra Mesch, Professor, Director of the Women's Philanthropy Institute, Center on Philanthropy at Indiana University
Publics and Privates: What we can Learn From Each Other
Don't let the label fool you! From the way annual funds are secured and campaigns are organized, to resource allocation and staffing, the development culture of a private college often looks vastly different from one at a public university. But, it doesn't have to be that way! This session's panelists will dare you and push you to try new things and imagine new ideas and programs, while removing the stigma that goes with the public-private label.
— Matt Ter Molen, Associate Dean of Development and Corporate Relations, Kellogg School of Management, Northwestern University
— Greg Bader, Director of the Annual Fund, Denison University
— Bob Groves , Vice President , Michigan State University
— Jayne E. Whitehead, Vice President, University Advancement, Miami University
Monday 1:30- 2:30 p.m.
Making the Ask
Chicago VIII
Why do people give? Very simply, because they are asked. Prepare yourself and your solicitation team to make the most effective ask. Come away with new tools to develop your overall solicitation strategies including: cultivating a productive relationship with prospective donors, conducting the solicitation meeting, handling objections and closing the gift.
— Lynn Hubert, Director of Regional Development, University of Notre Dame
— Ramona Payne, Director of Arts Advancement, University of Notre Dame
(Newcomers to Advancement)
Millennial Donor Survey
Chicago IX
Millennial donors are different than donors from past generations, but not in the ways you might expect. In the "2010 Millennial Donor Study," Achieve and Johnson, Grossnickle, and Associates (JGA) surveyed more than 2,200 people ages 20-40 years old, 91 percent of which had connectivity with one of two private, liberal arts colleges. The survey asked these young donors about their giving habits and engagement preferences. The results show a generation that is connected by technology and social media, but more inspired to give and volunteer based on personal engagement and human connections. In this way, they are like more established donors and volunteers. And they expect to be treated as such. These young donors are clearly the future in terms of support for our projects, but we are also learning that they respond very differently to appeals and have different expectations when it comes to engaging with their colleges and universities. As a result, institutions may need to realign young-donor engagement strategies with the anticipation that this undertaking will not produce quick returns, but will deliver considerable long-term rewards.
Get the results of the study and discuss how to work with young donors in the future. These young men and women have shown themselves to be willing and generous—your challenge is to approach and engage them in the best way.
— Martin Smith, Vice President for Advancement, Illinois Wesleyan University
— Ted Grossnickle, Senior Managing Consultant, Johnson Grossnickle and Associates
— Derrick Feldmann, CEO, Achieve
(Executives in Advancement)
The Fundraising President
Chicago X
Discuss current research on the role of the college or university president as a fundraising partner with the advancement office. Get strategies for engaging the president and specific tools for the development professional in coaching the leadership in their fundraising role. Walk away with specific data on the influence of the president in fund raising to share with leadership and tools to manage the president's role in fund raising.
— Jeannette Archer-Simons, President, Archer-Simons Consulting
— Bill Shockley, Senior Director of Major Gifts, Wright State University
Monday 3:00-4:00 p.m.
360 Degrees of Fundraising
Chicago VIII
Some argue the hardest part is securing the visit. Others may say it's what happens during a visit. Nathan Wight currently is the Director of Development for Civil Engineering at Purdue University and noticed over the last six years of his development career (both in higher education and fraternity fundraising) that the most fruitful sessions he attended at CASE V were those that focused on the practical aspects of fundraising. This session will focus on practical tips and strategies when it comes to prioritizing prospects, securing appointments, what to do during a visit, and appropriate follow up. Amy Noah has over 10 years of development experience in higher education ranging from serving as the Director of Advancement for the College of Engineering in a role that helps facilitate the fundraising activities for the entire college to raising corporate funds for individual schools within the College of Engineering at Purdue. Erik Tomalis completed a successful $12 million capital campaign with the Sigma Nu Educational Foundationthe largest comprehensive campaign in Sigma Nus history. Tomalis has more than eight years of development experience with Sigma Nu and recently joined the Pursuant Group, a full-scale consulting agency known for innovative fundraising, donor intelligence, and full-scale consulting services. At Pursuant, Erik manages a team of development officers who are engaged in mid-level giving for their clients and specializes in finding the best fundraising strategies for each client.
— Nathan Wight, Director of Development, Civil Engineering, Purdue University
— Amy Noah, Director of Advancement, College of Engineering, Purdue University
— Erik Tomalis, Senior Director of Development, Pursuant Group
(Newcomers to Advancement)
Happy Marriages: Best Practices in Building Effective Partnerships Between Major Gift Officers and Planned Giving Officers
Chicago IX
How do you maximize major gift outcomes through strategic team efforts between major gift officers and planned giving officers? Within the inter-competitive fundraising environments in many complex organizations, what are the best practices to deploy in working with major donors as a unified team? This session will present donor case studies in which the teamwork between planned giving and the major gift officer culminated in successful major gift commitments that surpassed initial qualifications. Factors for success to be discussed will include Planned giving officer outreach strategies; how to define staff roles (lead partner vs. supporting player); how to initiate and conduct meaningful contacts to move the gift process forward seamlessly; how to best divide and conquer tasks and proposals that serve both the donor and the institution; how to resolve turf issues to focus on the best practices necessary to close the gift. Trends in the current economic climate that are influencing donor behavior and decisions in favor of planned giving vehicles will also be addressed.
— Julie Conry, Director of Development and Major Gifts , The Ohio State University Medical Center
— Sindy Craig, Director of Planned Giving, The Ohio State University Medical Center
(Advancement Services)
It Takes a Village to Write a Gift Agreement
Chicago X
Gone are the days when a simple receipt and an internal memo were sufficient for recording major gifts and donor intent. In an age where donors are increasingly involved in gift negotiations and development officers are feeling more pressure to raise unrestricted funds, the Gift Agreement has become a complex document that often involves dozens of campus partners. This session will focus not only on the elements of an effective and enforceable Gift Agreement, but also on who needs to be involved in creating a document that meets the needs of the donor and the university alike.
— Mackenzie Becker Rice, Director of University Advancement Administration, Miami University
Tuesday 9:15-10:15 a.m.
Everything I Know About Development I Learned From A Donor
Chicago IX
What makes a great development professional?
Everyone wants the secrethow do you find, create, and develop great major gifts officers. We all know how important major gifts and major gift officers are. There are many excellent books, seminars, articles, and training programs directed at teaching these skills. This presentation will focus on lessons received from kind and generous donors and some not-so-kind and generous ones. Lessons and experiences that explain the hard to describe but easy to experience joy of major gift work. Through stories and examples, explore the nuances of the work that make great major gift officers and development professionals great.
— James Thomas, Vice President for Development and Alumni Relations , Western Michigan University
(Newcomers to Advancement)
Planned Giving: Integrating Planned Giving Into Your Major Gifts Efforts
Chicago X
The estimated wealth transfer in the coming decade is in the trillions of dollars. How will institutions attract these dollars to support their mission? What role should planned giving play in your next campaign? How do we integrate planned gifts program with major gifts activity? Planned giving is a complex field with detailed tax laws, estate plans, and different strategies for securing gifts. Knowledge of this area of philanthropic giving is critical for any major gifts officer. Discover the key tools that every major and/or planned gifts officer should know to be successful in today's environment.
— Doug Mayo, Vice President University Advancement, Minnesota State University - Mankato
— Mark Marshall, Managing Associate, Bentz Whaley Flessner
Tuesday 10:45-12:15 p.m.
(Advancement Services)
Information as Strategy: Harnessing our Data and Technology to Make Better Decisions
Chicago IX
The fundraising industry is striving to join its for-profit peers in becoming more aware of the breadth and depth of constituent information at its disposal. Only in recent years have we begun to truly innovate how that information is used to learn how we can become better at what we do. This is particularly true in higher education, where nimbleness and change are not the norm; many of our membership-based peers have been doing this for some time.
As we often enjoy lifelong relationships with our alumni, our fund raising databases are rich with information about past, current and future donors and potential donors. It's imperative that this information be mined, analyzed and creatively deployed to help leaders and gift officers understand and make decisions about everything from major and planned giving portfolios and priorities, annual giving test segments and strategies, event planning, past performance assessment and future program forecasts.
Advancements in fundraising database technologies and the cultivation of sophisticated information skills in the industry make the capture, analysis and use of this information ever easier for frontline fundraisers and senior managers. More than simply storing or studying this information, however, it's critical we put the information into action. We also need to work with technology partners and vendors to make sure we're shaping the databases of the future which will facilitate our evolving information and business needs.
In the wake of one of the worst economic downturns in history and budget reductions, the need to make large- and small-scale program decisions based on knowledge grounded in factual data and analysis could not be greater. Now is the time to fold a data-driven culture and capability into the fabric of our organizations, where they can become more robust, detailed, creative, responsive, and individualized to specific programs.
Ultimately, fundraising has been and always will be about people and relationships, all the data analysis and new-found technology in the world won't change this. What that data and technology can do, if we use it wisely, is to help our organizations carry out the work of relationship-building in ways that are smarter, more efficient and (we hope!) most effective.
— Karen Isble, Senior Director for Prospect Development and Analytics, University of Michigan
— Holly Hamilton, Managing Director, Strategic Initiatives University Advancement , Marquette University
(Newcomers to Advancement)
The Power of the Pyramid: How to Effectively Integrate Annual, Major and Planned Giving
Chicago X
This interactive session will explain the importance of effectively integrating strategy and activity as all levels of the fundraising pyramid: annual, major and planned giving. Collaboration is especially important as organizations attempt to maximize donors' philanthropy during the current economy when staff and resources are stretched thin. Specific topics addressed include how to integrate various fundraising strategies with campaign goal setting and planning, blending individual donor proposals, charitable pledging, popular gift plans in the current economy, prospect identification, annual appeals, marketing and door recognition. In particular, the role of senior leadership and the board of directors will be highlighted. Specific examples of forms, documents, policies and planning worksheets will be shared. Questions and discussion will be encouraged.
— Philip Purcell, Vice-President for Planned Giving and Endowment Stewardship, Ball State University