Session Descriptions

How to Choose Software for Your Organization

Susan Low Saadat, Senior Fundraising Consultant, Soft Trac LLC
Morning Session: 8:00 AM – 9:15 AM

A lot of time, energy and money goes into using your organization’s software, but do you invest enough in deciding which product to choose?  This workshop will help you identify your organization’s needs and capacity, measure the return on your investment, evaluate competing products and make the right software choice. 

Wealth and Philanthropy in America: An Inside Look at the Most Philanthropic World Citizens

Katherine Swank, J.D., Consultant, Target Analytics, a Blackbaud Company

Late Morning Session: 11:15 AM – 12:30 PM

America is the most philanthropic country in world and America’s wealthiest people are well-known to many of us: Bill and Melinda Gates, Warren Buffet, the Walton family to name a few. Their philanthropy is legendary and nonprofits try to connect with them; very few will be successful. What options do you have to acquire major gifts if you aren’t on their list? Turn your attention to cultivating prospects that are affluent versus wealthy. The affluent market has been one of the fastest growing in America for more than two decades. This presentation examines wealth and philanthropy in American society including giving patterns of the affluent and how to find them in your donor base.

Living Between the Tides: How to Grow and Thrive During Technological Change

Steve MacLaughlin, Director of Internet Solutions, Blackbaud

Early Afternoon Session: 1:45 PM – 3:00 PM

The one constant in our lives is the ebb and flow of change. Technological change is no different. It is a constantly evolving hive of chaotic balance that ebbs and flows. Some changes happen quickly and others seem to take an eternity. But how do you live between the tides? How do you balance the old way of doing things with the new way of doing things? How do you transition the ways you fund your mission without cracking the foundation? How long do you hold on to what has always worked before you risk getting caught high and dry? Steve MacLaughlin will discuss how technological change in the nonprofit world is shaping and transforming organizations. The session will also cover strategies and examples of nonprofits that are combining the old and the new to get results.

Using Analytics and Projection for Effective Campaign Planning and Execution

Brian Chapman, Grenzebach Glier and Associates
Late Afternoon Session: 3:30 PM – 4:45 PM

As comprehensive campaigns become larger, more complex, and increasingly scrutinized, the pressure on Advancement leadership to flawlessly execute these campaigns builds.  As a result, traditional means of planning, forecasting, and measuring campaigns are being supplemented and improved through the rigorous application of fact-based data analyses.  In this session, Brian Chapman from Grenzebach Glier and Associates will lead a discussion of best practices in supporting campaigns through data analysis.  The session will touch on the use of analytics in pre-campaign planning, prospect prioritization, major gift portfolio structure and management, and results forecasting.  It will also cover the use of dashboards and management reports to track and communicate campaign progress.

Securing Major Annual Gifts Through Direct Mail

Les Gordon, President, MCS Direct
Morning Session: 8:00 AM – 9:15 AM

Direct mail is probably the least effective method to obtain annual major gifts, but what do you do when no other fundraising method is available?  Find out how to effectively use direct mail for soliciting and obtaining major annual gifts ($1000+).  Learn to identify major annual gift prospects, create an effective major gift direct mail solicitation package and gain an understanding of what elements are required to implement an annual direct mail major gift program.

Opened Doors & Golden Tickets: Leadership Giving

Jennifer Zaslow, Program Director and Senior Analyst, Development Learning Collaborative
Morning Session: 8:00 AM – 9:15 AM

Eduventures, Inc.

Having researched leadership annual giving societies at five leading universities and two premier arts organizations, Eduventures will present their structures, differentiation of benefits, benefits that cultivate members, and strategies for increasing giving and expanding membership.  A discussion of how universities strategically position their high-end annual giving societies to serve as a bridge to major gifts and the benefits and services that make donors feel like valued university insiders will follow.

Creating a Communications Plan for Your Annual Fund

Bart Reidy, Director of Development Communications, Boston Symphony Orchestra
Late Morning Session: 11:15 AM – 12:30 PM

Do you contact donors too frequently?  Not enough?  Do you give your donors the information they want?  Do you have a comprehensive plan for communicating with your annual fund donors?  You should, and this interactive session will help you by exploring the topics of segmenting your donor base, existing and new methods of communicating, frequency, tone and design.  NOTE: Participants should bring some materials from their organization's annual fund to share.

Sustaining Monthly Giving to Strengthen Your Bottom Line: Sustaining Gifts and Revenue

Bob Wesolowski, President, Caring Habits
Randi Cohen, Executive Director, Northeast Animal Shelter
Maria Krueger-Imbrogna, Direct Marketing Officer, Oxfam America
Early Afternoon Session: 1:45 PM – 3:00 PM

Sustainer programs are permeating the charitable sector and impacting the way donors give and feel connected to charitable organizations.  A panel of fundraising professionals will provide information on starting a successful sustainer program and how to acquire, retain and upgrade sustaining donors.  Once a donor decides to give monthly, donors tend to narrow down the number of organizations they support.  Don’t be left out!  Learn how to strengthen your bottom-line through an effective sustainer program!

“Tipping Points” for Annual Giving

Woodie Haskins, Assistant Head of School/External Affairs, Buckingham Browne and Nichols School
Tanya M. Holton, Vice President for Development, National Braille Press
Early Afternoon Session: 1:45 PM – 3:00 PM

Annual giving is a vital part of nonprofit revenue, but not always as appealing to donors as special projects or campaigns.  As the media hypes news of economic recession and natural catastrophes hit various parts of the world, we all need to think about how to strengthen our annual giving programs.  Come and hear from a panel of professionals who will review the current trends in annual giving and provide proven strategies and tips for success.

New Horizons for Online Marketing

Blake Groves, Online Marketing Consultant, Convio
Kimberly Emrick Kittredge, Director of Online Communications, Perkins School for the Blind
Late Afternoon Session: 3:30 PM – 4:45 PM

Hear tips you can use right away to boost donations and improve constituent outreach and discover a new perspective on incorporating the Internet into your fundraising and marketing strategies- a perspective that many nonprofits are using today to achieve extraordinary results.  Learn to increase response rates and enhance communications using the Internet by checking out nonprofits that have developed a thriving online program.  You will also learn how to acquire email addresses and empower your constituents online.

Running a Successful Charity Golf Tournament in Difficult Times, Anywhere, Anyplace, Anytime of the Year

Neil D. Policow, Partner, LTS LeaderBoard of Metro Boston South
Late Afternoon Session: 3:30 PM – 4:45 PM

According to the National Golf Foundation, charity golf tournaments are the #1 fundraising vehicle in North America, raising more than $3 billion dollars annually at the amateur level.  To put this in perspective, the PGA Tour last year proudly announced that they had surpassed the $1 billion dollar mark for total donations since the inception of the PGA.  As a by-product of this lofty status comes increased competition to attract both a full field of golfers and event sponsors who are keys to insure financial success.  This presentation will examine ways to participate in golf-themed fundraisers more effectively by differentiating your event from the dozens of competing fundraisers that take place literally every week during the golf season.

View from the Top: Campaigns as a Force for Change

Norman Stein, Vice President of Development, Boston Medical Center
Alan Solomont, Chairman and CEO, Solomont Bailis Ventures
Morning Session: 8:00 AM – 9:15 AM

Philanthropy works best when it helps evolve organizational culture and nothing can increase the pace of cultural change quite like a major campaign.  While institutional campaigns, when completed, secure objectives, the elevated platform of philanthropic achievement has a far lasting legacy.  The institution that elevates its philanthropic platform through a major campaign helps redefine how all who lead and work at the
institution view what is attainable, their status in the community and set the pace for the future.

They Come in All Sizes – Campaigns from A-Z!

Abbie J. von Schlegell, CFRE, Principal, A von Schlegell & Co
Morning Session: 8:00 AM – 9:15 AM
Organizations usually mount a capital campaign to raise necessary funds because of the benefits unique to such an effort.  Questions that get raised are should you do a planning study?  How much does it cost to conduct a campaign?  Should we use outside counsel?  How long does it take?  Learn where to start and how to raise the money.  Also find out how to identify the phases of a campaign, prospects and who should make the ask. 

Feasibility Redux

Bill Jaques, President, Jaques & Company, Inc
Stephanie Truesdell, Director of Development, Milton Academy
Late Morning Session: 11:15 AM – 12:30 PM

Pre-campaign feasibility testing is alive and well.  But in today’s fast-moving, diverse fund-raising environment, feasibility objectives, audiences, content, timing and outcomes have a fresh look.  This session will explore how institutions should think about feasibility and tailor their approaches in order to derive maximum value.

Maintaining Momentum During Post-Campaign Transition

Amy Bronson, Director of Recruitment & Training, Boston College
Brenda Ricard, Associate Vice President for Operations and  Planning, Boston College
Joanne Goggins, Executive Director of Stewardship & Donor Relations, Boston College
George Maley, Director of Development, Noble and Greenough School
Late Morning Session: 11:15 AM – 12:30 PM

In the current world of fundraising, we are “never not in a campaign”.  We are already thinking about the next campaign before the current one is over.  Leadership transitions between campaigns also creates a challenge as lessons learned in one campaign may be lost in the next.  Learn about Boston College’s transition between recent campaigns, including successfully managing major organizational change.

The Dark Side of Campaigning: Inconvenient Truths

Scott G. Nichols, Vice President of University Development and Alumni Relations, Boston University
Early Afternoon Session: 1:45 PM – 3:00 PM

In an era of increased campaign activity, how has planning strategy, execution and analysis changed? This session will explore the ‘darker side’ of campaigning by looking at the uncomfortable realities we all face. Hiring/retaining staff, miracle expectations, unrealistic timelines, crankier donors, public cynicism and conflict of short-term versus long-term will be discussed under the category of inconvenient truths we must all face. Bring your frustrations with you.

The Yin and Yang of Capital Materials

Jeffrey Cruikshank, President, The Cruikshank Company
Kim Halliday, President, Carter Halliday Associates
Sara Andrews, Senior Vice President for Development, North Shore Medical Center/Partners HealthCare
Late Afternoon Session: 3:30 PM – 4:45 PM

There’s a “right way" to develop communications in the context of capital campaigns- and there’s also the way that those communications tend to get developed in the real world under pressures of time and budget with some (but not all) of the necessary expertise in-house, goal posts moving in real time, board and campaign leadership changing unexpectedly and more.

Get Your Foot in the Door and Step Forward

Alexandra Fuchs, Director of Annual Funds, Boston Symphony Orchestra
Ellen Plapinger, Director of Development, Career Collaborative
Rebecca Titlow, Development Guild
Christina A. Maguire, Institutional Advancement Professional, Salem State College
Morning Session: 8:00 AM – 9:15 AM

Transitioning careers from the for-profit to the non-profit world is not for the faint of heart.  The first step is knowing the differences between each of these worlds and how employers view professionals making career changes.  Topics include how to conduct a search, how to prepare for an interview, and how to position your resume.

Climbing the Nonprofit Ladder: Best Practices and Biggest Mis-Steps

Kerri Cleghorn, Associate Director, BSO Business Partners, moderator
Valerie Navy-Daniels, American Red Cross
Faith Peters, Bank of NY Mellon
Late Morning Session: 11:15 AM – 12:30 PM

As the average workforce age decreases, non-profits are looking for rising stars to become the next generation of leaders.  Get career advice from an executive who rose through the rank at a health and human services organization and hear from two young professional women who have climbed the nonprofit ladder in academia and performing arts.  Learn how to earn respect from your co-workers, round out your professional experience, and earn promotions and pay increases. 

Your Personal Value Proposition

Sarah Cardozo Duncan, Career Strategist
Early Afternoon Session: 1:45 PM – 3:00 PM

A professional career strategist will guide attendees to zero in on their own personal value proposition.  Gain greater confidence as a fundraiser as you create a document that can be used at presentations, job interviews and as a tool for evaluating a career opportunity.  The goal of this highly interactive session is to ensure that the attending fundraisers feel comfortable with their own personal value proposition and to start thinking about how to leverage it for success.

From Generalist to Specialist: Making the Move into Major Gifts

Gregg Chambers, Major Gifts Officer, Mount Ida College
Late Afternoon Session: 3:30 PM – 4:45 PM

Institutions are always looking to hire qualified professionals with major gift experience for campaigns and initiatives.  You want to be a candidate for these positions, but your experience has primarily been in Annual Fund.  Making the transition can be hard, but the results are rewarding.  Overcome the stigma of the “generalist” label by relating your previous experience to major gift work and evaluate which major gift opportunities are potentially viable for you.

Corporate Partnerships: A Guide to Assessing Corporate Partnerships Appeal and Viability

Arlene Fortunato, President, Fortunato Consulting Group
Morning Session: 8:00 AM – 9:15 AM

How do you know if your nonprofit organization is an attractive partner for a local or national corporation? We are all aware that nonprofits that connect with a prominent corporate partner gain a lot more than financial support. The visibility, access and market positioning benefits can be hugely rewarding. But does your organization have what it takes to successfully negotiate a partnership deal? This session will focus on helping nonprofits understand the rules of the game from the corporation’s perspective. It will suggest strategies for internal assessment, “commodifying” and valuing your programs and how to articulate the unique benefits a corporation can gain by partnering with you. Developing the right relationships, pitching and managing the negotiation process will also be explored.  Best suited to experienced development professionals interested in taking their efforts to a new level.

From Fumbling to Funding: Writing Successful Grant Proposals

Sunny Stich, Sunny Stich Consulting
Late Morning Session: 3:30 PM – 4:45 PM

Successful grant writing involves the coordination of several activities, including planning, searching for data and resources, writing and packaging a proposal, preparing a budget, submitting a proposal to a funder and follow-up. This session is designed to walk you through successful grant writing and pitfalls to avoid.

The Corporate Giving Dance: Perspectives from Corporate Funders

Celina E. Miranda, Charitable Giving Manager, The Bank of New York Mellon ADD:
Karen Voci, Executive Director, Harvard Pilgrim Health Care Foundation
Elizabeth Q. Bartlett, Public Affairs Manager, Citizens Bank
Late Morning Session: 11:15 AM – 12:30 PM

Join us for an interactive Q & A discussion on tips and best practices for creating and maintaining partnerships with some of Boston's most sought after corporate funders.

Corporate Annual Giving 101: Best of the Basics

Kerri Cleghorn, Associate Director, BSO Business Partners, Boston Symphony Orchestra
Early Afternoon Session: 1:45 PM – 3:00 PM

What does the term “Corporate Giving” really mean?  Learn the fundamentals needed to start (or revamp) a corporate giving program and way to engage (or re-engage) corporations to get the funding your nonprofit needs.  This session will provide you with a 101 immersion into the fundamentals and best practices for garnering corporate support.  From events to annual giving programs to grants and major sponsorships, we will discuss the best ways to secure funding from the corporate sector.

Successful Grants Management and Stewardship

Lori Friedman, Director of Corporate and Foundation Relations, Wellesley College
Early Afternoon Session: 1:45 PM – 3:00 PM

Highlighting successful strategies in managing grants and stewarding institutional donors, our presenter will focus on working with program staff members to ensure that grant activities are carried out “on time” and “on budget,” assisting in the evaluation process and securing grant extensions.  This presentation is most applicable to those individuals who have some grants management experience.

E-Technology on a Shoestring Budget

Regina Hoffman, Regional Account Executive, eTapestry
Barbara Clarke, Executive Director, The Children’s Room: Center for Grieving Children and Teenagers Inc
Morning Session: 8:00 AM – 9:15 AM

The promise of the Internet and technology revolutionizing the Development office and art of fundraising has delivered various aspects of technology that can aid in the fundraising process.  From accounting and email relationship building to grant research and web sites, see what tools exist to help small to medium-sized charities.  Actual examples within this arena will be illustrated.  Listen to a pioneer of this technology explain what does and does not work.  You will be surprised at how simple and cost-effective it can be!

Branding Your Organization: A Key Element of Your Strategic Plan

Elyse DeGroot, Director of Community Relations and Marketing, Duffy Health Center
Carol McLeod, Carol McLeod Design
Morning Session: 8:00 AM – 9:15 AM

In a crowded nonprofit market, the importance of educating donors about your organization is paramount.  Branding is the key to success.  The Duffy Health Center has created a unique marketing and branding plan to ensure that their message is being heard clearly by the donors they want to attract.  The Center’s overall strategic plan and step-by-step branding process will be described.  Participants should bring examples of their organization’s collateral for discussion and review.

Green Marketing: Reducing Environmental Impact and Increasing Audience Impact

Ben Grossman, Director of the Green Marketing & Sustainability Practice at Grossman Marketing Group (GMG)
Late Morning Session: 11:15 AM – 12:30 PM

Come learn about the latest trends in green marketing.  Specifically, Ben will discuss how the green movement is having an impact on communications, and will highlight ways to make your organization’s marketing and fundraising efforts more relevant and sustainable to your constituents.

Fundraising in the Virtual World

Frank White, Director, Arts & Sciences Development Communications, Harvard University
Randal Moss, Director, American Cancer Society Futuring and Innovation Center
Early Afternoon Session: 1:45 PM – 3:00 PM

With Second Life as the platform for information delivery, hear Randal Moss’s view of the American Cancer Society’s fundraising and community engagement programs taking place in the virtual world.  A tour will be combined with an open discussion of ACS’s fundraising goals.

Creative Approach to Campaign Communications

Joseph J. Caporale, CFRE, President and COO, Ruotolo Associates, Inc.
Early Afternoon Session: 1:45 PM – 3:00 PM

Every campaign needs a communications plan to cultivate and maintain interest in the project throughout the campaign.  Regular communication paves the way for ongoing cultivation and increased commitment and support.  This track presentation will focus on creative techniques that provide campaign information to donors and potential donors through cases for support, announcement brochures, kick-off coverage, web site and electronic communications, opportunities for publicity, campaign up-dates to donors and prospects and completion reports. The long-term benefits for this type of communications plan will translate into a strategy for the annual fund and ongoing philanthropic support for your mission.

Optimizing Your Relationship with Print Vendors

Rob Waldeck, President, TPG Creative
Craig Blake, Vice President of Sales, W. A. Wilde and President of the New England Direct Marketing Association (NEDMA)
Late Afternoon Session: 3:30 PM – 4:45 PM

Rob Waldeck buys direct marketing services (print, lettershop and fulfillment). Craig Blake provides them. You think that Presidential debates can get testy, you should witness these two go at it. Actually, there will be no fireworks or name-calling in this session, because setting and managing expectations is what it is all about. Rob and Craig present on the considerations, processes and responsibilities that make for successful print projects and long-lasting business partnerships.

Communications and Donor Relations – One Plus One Makes Three

Megan Abbett, Director of Donor Relations, Simmons College
Rebecca Yturregui, Senior Director of Advancement Marketing, Simmons College
Morning Session: 8:00 AM – 9:15 AM

Communication about the impact of giving is essential to helping donors understand why their support is necessary.  This is true for annual, major and planned donors.  Learn how to effectively steward donors through the use of regular communications.  Participants will discuss strategic use of print, email, and on-line vehicles as a way to recognize current donors while inspiring others to give.

Bolder Giving: Helping Your Donors Take a Quantum Leap in Their Giving

Christopher & Anne Ellinger, Co-founders, Bolder Giving
Late Morning Session: 11:15 AM – 12:30 PM

The topic of "how much is enough" is often neglected in philanthropic discourse, but you can build a trusting relationship with donors that will allow this conversation to happen.  Christopher and Anne Ellinger will convey stories from their own giving and their work with 100+ donors who are members of the “50% League,” people who donate 50% or more of their inheritance, income or business profits.  Hear what motivates donors to overcome obstacles, take quantum leaps in their giving and how to build lasting relationship with them.

The Donor Relations Toolkit

Robin Good, Director of Donor Relations, Lahey Clinic Medical Center
Late Morning Session: 11:15 AM – 12:30 PM

Whether you are building from scratch or retrofitting an existing program, the right tools, used correctly, will help you build rewarding relationships with your donors. Together we will discuss the effective use of the five most strategic tools of donor engagement:  acknowledgements, communications, events, stewardship and recognition.  Participants will learn through shared examples how to use these tools to build informed advocates, engaged donors, vested partnerships, trusting relationship and philanthropic income.  Ask questions and offer advice.

Planning the Perfect Stewardship Event

Pam Hurd, Director of Individual Giving, Facing History and Ourselves
Early Afternoon Session: 1:45 PM – 3:00 PM

Facing History and Ourselves is an educational nonprofit that has grown from its roots in Brookline, MA to an international organization with offices in eight U.S. cities and partnerships around the world reaching an estimated 1.6 million students annually through its network of 23,000 educators.  Facing History’s use of events ranges from Annual Benefit Dinners to small private house parties.  Learn how this organization reaches a variety of constituencies and stewards new leadership through targeted events.

Stewardship for Your Highest Level Donors

Susan Martin-Joy, Director of Leadership Gift Stewardship, Wellesley College
Late Afternoon Session: 3:30 PM – 4:45 PM

Maintaining a dedicated stewardship program within a leadership gifts office is beneficial and can enhance an institution’s recognition efforts.  Learn how stewardship and development officers work collaboratively to forward the relationship between donor and institution and discuss an array of strategies for recognizing your institution’s most generous donors.

Donor Relations During Times of Change

Steven Patrick, Vice President of Development, Spaulding Rehabilitation Hospital
Kathy Sheehan, Vice President of Development, Boys & Girls Clubs of Boston
Late Afternoon Session: 3:30 PM – 4:45 PM

Communicating with donors is most important and challenging during times of change.  Steven Patrick will discuss his organization’s strategies for reaching out to donors when the organization halted its plans to build a new facility after reaching 70% of campaign goal.  Kathy Sheehan will discuss her strategy for stewarding donors through the retirement of its President and CEO of 10 years to the introduction of a new president and era of leadership.

The Major Gifts Dance: It Takes Two to Tango

Beth Raffeld, Massachusetts Institute of Technology
Beth Kramer, Kennedy School of Government, Harvard
Morning Session: 8:00 AM – 9:15 AM

In this fast-paced, high-technology world it is easy to forget the basics of solid relationship building and old-fashioned trust.  What is new and what has changed in the procedures and practices of major gift fund-raising? These two seasoned fund-raising professionals have made their careers on successful and fruitful relationships with major donors, while representing many cultural and educational institutions. Their presentation will include an opportunity for discussion with the audience, encouraging our network of professional colleagues to compare best practices in the "dance" of major gift fund-raising. 

The Economy's Effect on Major Gifts

Brian Nevins, Senior Vice President and Managing Director, CCS
Dr. Katherine Stoddard Pope, Partner, Spectrum Medical Group, and Board Chair, Hospice of Southern Maine
Late Morning Session: 11:15 AM – 12:30 PM

Our panel will discuss best practices for major gift solicitations, including principals, preparation and process.  Interactive discussions and activities will focus on the importance of major gifts in an organization’s fundraising effort, even in a declining economy.  Participants will be provided with an important take-home piece as well.

A Development Shop's Guide to Goal Setting and Managing Expectations

Panel:
Moderator:  Kristina Lentz, Vice President of Institutional Advancement, Massachusetts School of Professional Psychology
Tanya Holton, Vice President for Development, National Braille Press
Chris Mosher, Vice President for Development, Mount Ida College
Thomas P. Lockerby, Vice President for Development, Boston College
Lindsey Humes, Vice President, Community Counseling Services
Late Morning Session: 11:15 AM – 12:30 PM

For many development programs, metrics are being used more and more to measure program effectiveness.  But are metrics applicable for all programs?   How does the maturity and or size of the program impact the presentation of the data to organization leaders?  How does a development program leader, using metrics data, address the potentially unrealistic expectations of one or a group of key volunteers that may come from experiences with other organizations that are at a different stage of the development program cycle?  Come hear a panel of professionals from a range of development programs and a consultant share their experiences in using data to raise (or lower) the sights of CEO’s, Board members and committees, and/or key organizational volunteers. 

Tales from the Trenches: A Major Gift Case Study

Stephanie Truesdell, Director of Development, Milton Academy
Gordon Sewall, Assistant Head of School for Development & Alumni Relations, Milton Academy
Early Afternoon Session: 1:45 PM – 3:00 PM

This interactive presentation features a real world major gifts scenario.  Following a b-school style review of the case, participants will determine options, potential moves and next steps.  After what is sure to be a lively discussion and debate, the presenters will compare and contrast the group's plan of action with what really happened.  Don't miss the opportunity to see how the story really ended (after a few twists and turns!)    

After the First Visit, Then What?:  Developing Winning Prospect Strategies and Keeping the Pipeline Moving

Facilitator:
Jim Kitendaugh, President, The Wayland Group
Panelists: 
Peter H. Hansen, Vice President of Development, New Jersey Performing Arts Center
Don Jones, Vice President for Institutional Advancement, New England Conservatory
Early Afternoon Session: 1:45 PM – 3:00 PM

Securing major gifts and working with donors are both art and science.  What strategies and tools can most effectively maximize forward movement toward major gifts?  This session focuses on successful methods of moving prospects along, including involvement, information, intuition, timing, and partnerships with key leadership.  We will also talk about assessing readiness, managing prospect strategy sessions, and maintaining a focus on top prospects.  Come hear from highly successful development leaders who have navigated their way from first visits to six-, seven-, and eight-figure gifts.

Orchestrating the Dance Between Major Gift Prospects and Gift Planning Officers

Larry G. Raff, President, Copley Harris Company
Deborah G. Taft, Associate Vice President for Advancement, Simmons College
Late Afternoon Session: 3:30 PM – 4:45 PM

Having a broad and deep pool of major gift donors and prospects is essential to success, but unless you have the systems and tools to maximize the effectiveness of your major gift staff, many gift opportunities will be lost.  Prospect management strategies and tools involving your donor database manager, major and planned gift officers, and chief development office will prepare you for the time when your gift officers have more prospects than they have ever had in their portfolio.

Organizational Development for the Development Officer

Michael Gilbert, Vice President for Development, Hebrew College
Morning Session: 8:00 AM – 9:15 AM

Become a Change Agent when you gain insights into organizational symptoms that affect fundraising success.  Participants will learn how to intervene as they develop a deeper understanding of how the culture of an organization affects performance.  An organizational framework will be presented that can be adapted for launching any fundraising initiative including a campaign or a new major event.

Management 101

Betsy Rigby, Director of Development, Partners HealthCare
Jim Montague, Senior Consultant, Corporate Human Resources, Partners HealthCare
Morning Session: 8:00 AM – 9:15 AM

Recently promoted to a new management position?  Been in management for some time and seeking a refresher?  This workshop will cover the range of topics fundraising managers need to work into their days from recruitment to retention and supervision to reviews.  Jim and Betsy will present specific examples and suggest resources to ensure success.  Participants will be encouraged to share some of their challenges in an interactive and engaging session.

Unbundled and Flexible Planning

Bill Weber, President, Development Guild/DDI
Late Morning Session: 11:15 AM – 12:30 PM

A new kind of nonprofit planning of interest to mid- and senior-level fundraisers has recently emerged in the wake of well-intentioned, but relatively inflexible, traditional planning.

This new “Unbundled and Flexible Planning” framework features flexible (sometimes even “opportunistic”) starting points, building on existing planning processes, as opposed to artificial interventions, and multiple “reports” which reflect varying audiences and objectives.

Thrive, Not Just Survive, A Leadership Change

Marjorie O’Malley, Assistant Vice President, Berklee College of Music
Kassandra Kimbriel Jolley, Vice President for Development, Spelman College
Late Morning Session: 11:15 AM – 12:30 PM

Development professionals operate in a frequently changing environment, but may not transition easily from one chief executive officer to the next.  The speakers will discuss strategies to position your development program to thrive during a leadership change by addressing staff’s fear of change, keeping your development program flexible, dealing with external constituencies, the importance of a comprehensive plan and of assuming a leadership role during a transition and how to build strong relationships with chief executive officers.

Weathering the Storm: Managing the Fundraising Impact During a PR Crisis

Ellen Fleming (moderator), Director, Corporate and Foundation Relations, University of Massachusetts Boston
Darrell Byers, Vice Chancellor at University of Massachusetts Boston
Melissa Monahan, Associate Vice President, Rasky Baerlein Strategic Communications
Early Afternoon Session: 1:45 PM – 3:00 PM

When a serious public relations crisis threatens your fundraising, how and what you communicate is vital to maintaining donors’ trust and financial support.  A public relations veteran illustrates how to plan ahead for a crisis and a senior fundraising executive will relate how he weathered the unexpected administration reorganization at Umass Boston in 2007 and the 2005 “Perfect Storm” when a popular community hospital CEO resigned shortly after negotiating substantial major gift commitments.

Nonprofit Mergers: Serving the Greater Good

Jackie O’Connor, Vice President for Institutional Advance, Crittenton Women’s Union
Stephanie Nichols, Director of Marketing and Communications, Crittenton Women's Union
Ann McQueen, The Boston Foundation
Celeste Wilson, Executive Director, Arts & Business Council
Jim Grace, Executive Director, Arts & Business Council
Late Afternoon Session: 3:30 PM – 4:45 PM

Mergers: No One Size Fits All. Integrating people, systems and mission in a merger can be a complex, time consuming and challenging process. Be part of a conversation with professionals who represent successful mergers as they discuss why the result is well worth it.

Lemons into Lemonade—Opportunities in a Cold Climate for Lead Trusts, Gifts of Real Estate, Etc.

Nancy Bader Gardiner, Partner and Director of Select Client Services, Hemenway & Barnes
Morning Session: 8:00 AM – 9:15 AM

The current economic uncertainty has created challenges for organizations trying to raise funds.  Even affluent donors may decide to reduce or interrupt their giving while they assess the situation.  Times such as these call for patience and creativity.  Their are strategies, particularly in the area of planned giving, that make sense in this economy.  This session will address the challenges and discuss possible solutions.

Bequests Gone Bad

Beth K. McNally, Nature Conservancy Estate Administrator
Late Morning Session: 11:15 AM – 12:30 PM

A non-lawyer’s practical guide to handling matured bequests (particularly problematic gifts) to ensure that your organization receives its full share. Presentation will include when and what to ask for, how to handle document request refusals, tips for spotting problems on accountings/tax returns; collection of IRAs/life insurance/POD accounts, how to gracefully decline a request to return your bequest and when to join in/sit out litigation. Sample letters, tax code citations and common probate/tax forms are included.

How to grow your Endowment, Best Boards Win : TheRole of Trustee & Senior Management in Philanthropy

William N. Sirak, Vice President, Citizens Bank, Not-for-Profit Group
Laura Gingras, Vice President for Development, Monadnock Hospital
Peter Gosselin, President, Monadnock Hospital
Late Morning Session: 1:45 PM – 3:00 PM  

Building Authentic Relationships: Moving Beyond Moves Management

Rachel Smith Silver, Director of Major Gifts, The Groton School
Deborah Blackmore Abrams, Consultant, Abrams Associates
Late Afternoon Session: 3:30 PM – 4:45 PM                        

There are many narratives out there that attempt to tell us how many "touches" are needed to "bring closure" or how many "moves" are necessary before you can make the successful "ask".  So how do we move beyond conducting calculated activities to establishing and celebrating a professional, authentic relationship with our donors?  Join us for a highly interactive discussion of the challenges of cultivation, solicitation and stewardship.

Everything You Wanted Answered: Helping You Solve the Planned Giving Puzzle

Andre R. Donikian, JD, President, Pentera
Claudine A. Donikian, JD, MBA, Director of Marketing & Consulting Services, Pentera
Late Afternoon Session: 3:30 PM – 4:45 PM

Excited about expanding the number of gifts you receive by integrating planned giving into your major gifts program?  Confused about some of the technical details of gift vehicles, such as bequests, gift annuities, or CRTs?  Already have a planned giving department or want to start one?  Want to learn about marketing best practices of some of the leading planned giving departments in the country?  Then this is the session for you.  Join nationally recognized gift-planning expert Andre R. Donikian, JD, and his associate direct marketing expert, Claudine A. Donikian, JD, MBA, for a joint Q&A session covering “everything you wanted to know” about the technical aspects of gift vehicles and best practices for marketing them.

Top Ten Event Blooper and Lessons Learned

Jamie Brogioli, Director of Alumni, Parent and Student Outreach, MIT Alumni Association
Miguel A. Rodriguez, Chief Development Officer, Fuller Craft Museum
Katie Skoog, Director of Development, Families First Parenting Programs
Morning Session: 8:00 AM – 9:15 AM

Are you considering taking the plunge and producing a major special event?  Looking for ways to improve upon your current model?  In this interactive session, three events veterans reveal the top ten event mistakes and the hard, but useful, lessons they’ve learned.  This is a unique opportunity to learn about the most common and avoidable “bloopers and blunders” in fundraising events.  A Bloopie Award will go to the attendee who shares the “best” event blooper story.

The Rafanelli Formula: Content + Execution = Success

Brian Rafanelli, President and CEO of Rafanelli Events

Morning Session: 8:00 AM – 9:15 AM

It’s no secret that there are a lot of fundraising galas out there today. The real secret is that many of the top non-profits in the region are leaning on Bryan Rafanelli and his expertise in order to bring their galas to “the next level”. Rafanelli has perfected his formula for non-profit galas to hit all the major touch points of an event –and hit them out of the park. From micro-targeting your audience and establishing longevity within your committee, to incorporating subtle branding throughout the night and effectively executing your evening’s program minute-by-minute, Rafanelli will demonstrate how to turn a fundraising gala into a strategic marketing and cultivation tool to further your organization’s success.

Production & Décor: Creating the "WOW" Effect

Chris Gasbarro, Chief Creative Officer, C3, LLC
Jason Geshelin, President, Blackstone Productions Inc.
Shane Ruff, Ruff Studio
Late Morning Session: 11:15 AM – 12:30 PM

In the ultra-competitive field of fundraising events, impact is the key goal. If you have a compelling message to share then it’s time to tap into production elements that will create the impact you imagine. Learn about some of the key, cost-effective tools that can help you design an engaging, powerful event. Topics will include video and still imagery, décor and design, lighting and audio effects, talent and more.

Changing Auctions for Changing Times

Liz Page, Principal, Liz Page Associates (Moderator)
Kathy Kingston, Professional Auctioneer, Kingston Auction Company
John Terrio, President and Founder, Auction Knights
Paul Zekos, President, The Zekos Group
Early Afternoon Session: 1:45 PM – 3:00 PM

Join three of our region’s most talented professional auctioneers for an interactive discussion about fundraising auctions in challenging financial times. Learn best practices that will help you discover hidden opportunities and avoid costly mistakes. This lively panel will offer an extended Q&A session to help you address some of your auction questions so your event can achieve maximum results.

How Green is Your Gala?

David Grossman, Senior Vice President, Grossman Marketing Group
Christine McCaffrey, Creative Ventures Floral Design
Matthew V. Moore, Director of Rooms & Environmental Programs, SEAPORT
Early Afternoon Session: 3:30 PM – 4:45 PM

Is “green” just the latest buzzword? Is a green event actually possible for budget-minded fundraisers?  The answer is “Yes,” there are cost-effective methods for creating a greener event by taking a comprehensive evaluation of your marketing materials, décor, venue and cuisine selections. Whether sustainability is built into your mission or you’re simply looking for beautiful and delicious ways to reduce your carbon footprint, this session is for you. Attendees will have the opportunity to share their best practices.

From Zero to Sixty in Under a Year: Securing a $1 Million Gift

Claire S. Stern, Director of Development and Capital Campaign, St. Francis House
Early Afternoon Session: 3:30 PM – 4:45 PM

This presentation will reinforce two old adages:  nothing in Development happens in isolation and timing is everything.  In this session you will learn how an annual gala can launch a $1 million Capital Campaign gift in a very short time.  It will reinforce that development professionals and a little serendipity can actually align the stars.