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Advancement Services 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.

Everything You Need To Know About PCI

Erie

In 2004, five major card brands joined forces to develop the Payment Card Industry Data Security Standard (PCI DSS) 1.0, a set of common security requirements for any organization that handles credit card data. Six years later, PCI DSS 2.0 was published, and organizations from international retailers to regional university are still working to attain and maintain compliance. Join Jerod Brennen, principal security consultant at Jacadis, and Steve Crissinger, major gifts officer at Capital University, as they provide historical context around adoption of the standard and discuss best practices in university dvancement settings. Jerod and Steve will also help dispel myths and misunderstandings about PCI compliance. Get practical solutions for securing and protecting your cardholder data, enabling you to return to your school and work collaboratively with the finance and IT departments to meet the standards for PCI 2.0.

— Steven Crissinger, Major Gift Officer, Capital University

— Jerod Brennen, Jacadis

Sunday 2:00-3:30 p.m.

(Development)

From Post-Its to Process: How Michigan Leverages Football for Fundraising

Erie

The Centralized Repository of Cultivation Opportunities (CROCO) is an application used by and for several departments within the Office of University Development (OUD) and throughout the University of Michigan. In addition to being a desktop application, CROCO also describes the complex business process that allows 30+ staff from a dozen departments to collaborate during the busy fall football season. A SharePoint website for CROCO users was established in 2010 to help teams collaborate, share best practices and documentation, capture frequently asked questions and host a release notes blog. Development Services has championed this project which has made a significant impact on OUD's ability to manage relationships with donors, alumni and friends. In the process, we have also strengthened our internal relationships throughout the development community. The presentation will describe CROCO as a case study for collaboration and building relationships. CROCO utilizes web-based project management software for organizing milestones, tracking bugs and wish list items as well as version control of the source code. Users can communicate with developers, access training and support materials and report bugs through a collaborative site using SharePoint. Attendees will learn about the iterative process that has transformed post-it notes and disjoined spreadsheets into a fully supported database application, complete with documented business processes, a training program and online support network.

— Melissa Cox, Asst. Director of Development Services, University of Michigan

—

Monday 9:00-10:00 a.m.

(Development)

Working With Shadow Databases at Institutions

Erie

The Department of Advancement Services at Columbia College Chicago is in the sixth year of a project to integrate the numerous shadow databases from a great many department and centers within the College into a central database of record. The project is as much one of building trust and familiarity between departments as it is of database integration. Discover the benefits of a centralized institutional database of both internal and external constituents, and get advice on how to succeed. In many institutions, despite best efforts, the advancement database may not be the central database of record: other departments or centers within the institution may keep their own records in shadow databases. Such databases may be sophisticated systems designed for specific purposes, such as for tracking tuition payments, or ticket purchases in a box-office scenario. Other shadow databases might be simpler, maybe taking the form or a simple spreadsheet, of even an old-fashioned card index. Shadow databases often include information on constituents regularly approached by advancement staff, and all too often both advancement and the department will contact the constituent without knowledge of the actions or intentions of the other. Multiple departments might also approach Foundations for grants, unaware that they are in fact competing against one another. It is the duty of advancement to lead the way by easing their fears, by illustrating the numerous benefits of sharing a well-maintained database. In the process, old data silos will be broken, but in their place a centralized, definitive database that illustrates one relationship to all.

— Chay Lawrence, Manager, Advancement Services, Columbia College Chicago

— Michelle Kolak, Asst. Director of Advancement Services, Columbia College Chicago

— Anthony Moss, Advancement Services Coordinator, Columbia College Chicago

Monday 10:30-Noon

(Development)

Wrap It Up with a Bow - Defining Your Brand of Stewardship

Erie

Founded in 1824, Kenyon is the oldest private college in Ohio. The college's prominence is literary, originating in 1939, when poet and critic John Crowe Ransom founded the Kenyon Review, where writers such as Robert Lowell, E. L. Doctorow, Joyce Carole Oates, William Gass, Flannery O'Connor, and Laura Hillenbrand first found their voices, as students or contributors. Today Kenyon College has over 17,000 active alumni, parents and donors and is renowned for the quality of its writing programs. Kenyon College recently closed its "We Are Kenyon" campaign, surpassing a $230 million goal that more than doubled the previous total of a campaign completed just 10 years earlier. And its message was crucial: build the endowment and capital resources needed to "Keep Kenyon Kenyon" for the next generation of students, particularly through dramatically increased financial aid. This idea meant that, for the first time at Kenyon, the college's endowment became the focus of a campaign, and all donors - historically generous and brand-new - were needed to invest in the cause. The campaign plan's early mantra stood as reminder of our roles: Inspiring gifts of a lifetime, and a lifetime of giving. From the outset, the comprehensive campaign was focused on the donor's experience. Each major donor was invited to become a partner in making a unique philanthropic handprint on Kenyon, one that was personally meaningful and emotionally vibrant. As a result, the college realized some of the largest gifts in its history, 60 percent of which came from first-time capital or endowment givers. And the roster of major gift donors was twice the size that of the previous campaign. The campaign called on the equity and assets of the Kenyon brand - a brand that donors know deeply and personally, one that has shaped their lives. Because the most successful brands ensure a consistent and compelling experience over time, the critical opportunity lay in shaping a stewardship experience that was consistent with the brand donors were already invested in. In this case-study-based presentation, we will focus on one particular moment in the life of the campaign, using it to illustrate the nexus of stewardship and branding. We will share specific tools and tactics for ensuring a consistent experience and will discuss how a brand's assets can be best employed to support the sort of stewardship that engenders generosity and loyalty in donors, and provides a next step for their involvement in the institution.

— Sarah Kahrl, Vice President for College Relations, Kenyon College

— Sharon Steele, Partner, Chief Marketing Officer, Ologie

Monday 1:30- 2:30 p.m.

Wealth Research in the New Economic Reality - The View From Research and the Front Lines.

Erie

Wealth and giving following the recession of 2007-09 has been very different game. Discuss whether the traditional techniques and information used for wealth research are relevant since the economic downturn of 2007. Look at how researchers can best determine whether individuals who had previously been considered major donor prospects are still prospects for major giving today. For prospects who have seen their wealth decline, we will discuss how a research can determine whether they would still be capable of making a major gift today, in the next two years, or at some time in the future. Be ready to hear about how development officers are using the financial information uncovered by research, and how they are talking about giving with donors who have had their wealth decline, how DO's are approaching and communicating with prospects in general about giving and finances, especially in conversations leading up to a major ask. Discussion will also touch upon how the approach and the conversations have changed since 2007, in relation to donor attitudes and viewpoints on giving. To wrap up we will talk about our view of the "new" attributes of a major donor, using examples from our institution, and how these attributes differ from the industry-wide idea of who is a major donor.

— Amy Wilson, Senior Prospect Researcher, Columbia College Chicago

— Nancy Rampson, Director of Development, Columbia College Chicago

Monday 3:00-4:00 p.m.

(Development)

Annual Giving - Technology and Efficiencies

Erie

Technology has been both a catalyst and an obstacle for annual giving programs. Get the latest and greatest or stick with what you have and reconfigure? What's the best way to communicate your messaging across multiple channels? And how do all the pieces work together across your campaigns, departments and campus? From managing your database and appeal segmentation to integrating new methods into your direct mail and phonathon, trying to manage your options can be overwhelming. It's time to reassess the efficiencies in our shops, take a fresh look at our data analysis, and review our solicitation tools. Hear how these organizations have leveraged what budget they had (even when it was reduced) by taking a hard look at their data and methods and advocated for what changes needed to be made to move forward to obtain success.

— Emily Berry, Director of Annual Giving, Miami University

— Dustin Grovemiller, Asst. Director of Alumni Relations and Annual Funds, Capital University

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

Advancement-Enabling Technology: Uses, Barriers and Satisfaction

Erie

What technology tools are development and alumni relations offices using to support advancement efforts? Is technology being used strategically or tactically? What are the barriers to the effective use of technology, and how satisfied are advancement professionals with their technology tools? Explore the findings of a CASE/SunGard Higher Education study on the use of technology in development and alumni relations, and discuss strategies with Northwestern University to use technology effectively to enhance advancement operations. This session will review research, commissioned by the Council for Advancement and Support of Education (CASE) and SunGard Higher Education, and explore the role of "advancement-enabling" technology in helping institutions meet the challenges of engaging constituents and attracting private support. It includes data on how technology is being used, the barriers to effective use of technology, and strategies for effective deployment of technology. Ultimately, by identifying institutional needs and understanding the role of technology tools in meeting those needs, this research can help improve the ability of advancement professionals to perform well and serve their educational purposes during these changing times.

— Regan Holt, Director, Advancement Systems and Project Manager, Northwestern University

— Fred Weiss, Senior Vice President, Strategy & Portfolio Management, SunGard Higher Education

Tuesday 10:45-12:15 p.m.

(Development)

Converting the Pains of Conversions

Erie

Database conversions can be one of the most difficult challenges faced by a Development and Advancement Services operation. Whether you are beginning, in the process of, or have recently completed a conversion, this session will provide you with strategies from both the managerial and technical perspective. Targeted tactics -- learned more often from failures than successes -- will be shared to help you manage staff expectations, maintain productivity, integrate with IT, and improve your data maintenance operation.

— Andy Kocher, Director of Development, University of Indianapolis

— Teresa Goddard, Advancement Systems Administrator, Ivy Tech Community College