Conferences & Training
Program - Advanced Development for Deans and Academic Leaders

Day 1 Day 2 Day 3
Day 1, Wednesday, January 10

8:00 AM-NOON
Preconference Workshop: Planned Giving Primer

11:30 AM-12:30 PM
Registration

12:30-1:15 
Setting the Stage
It’s time to review your homework and set your goals for the next two days. We will introduce our workshop structure and begin the process of building your skills.

1:15-3:00
Development Case Workshop
You can talk about your program for hours. But what do donors really want to hear? This session helps you refine your messages into a persuasive fundraising case. Through practice and peer review, you will hone your development case and leave with a powerful tool that is ready to use.

3:15-5:15
Adaptive Selling
Not all donors are the same and therefore, advancement professionals must learn to adapt their communications and behavior to donor personalities and preferred styles of doing business. The most agile professionals practice adaptive selling, which means they are able to quickly and skillfully alter their behavior when changes occur in an “ask” situation. In this session you’ll explore the fundamentals of adaptive selling and learn how to recognize and adjust to these behavior patterns to help you develop stronger relationships with your donors.
NOTE: Participants will complete a homework assignment overnight.

5:15-6:15
Networking Reception
Join the faculty and your colleagues at this networking reception. Complimentary hors d'oeuvres and cash bar.

6:15
Conference Adjourns for the Day
Dinner on your own

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Day 2, Thursday, January 11

7:45-8:30 AM
Continental Breakfast

8:30-10:30 
Cultivating Donor Relationships
Moving a prospective giver from the initial contact to "the ask" takes patience and creativity. When done well, this can create an environment that will make the prospect a donor for life. Using your overnight assignment as a guide, we will review your strategies for your top donors as well as evaluate approaches to this process and learn how to ask the strategic questions that will move toward solicitation.

10:45-11:45
Donor Relationships, Part I: Cultivation
Building on the previous session, faculty will dig deeper into the art of cultivation and discuss approaches with proven track records of success to help you develop one that works for you.

11:45 AM-1:00 PM
Lunch on your own

1:00-2:00
Donor Relationships, Part II: Solicitation
There are as many ways to ask for a gift as there are donors and solicitors. We will continue to discuss several approaches with proven track records of success and help you develop the solicitation plans that work best for you.

2:15-3:15
Advisory Boards
Many deans find that an active and engaged advisory board is a key component of successful development programs. This session addresses the benefits of having an advisory board, and what you should keep in mind as you work with top volunteers.

3:30-4:30
Elective Sessions (choose one)

  • Boards Case Study
    Building on the Advisory Boards sessions, Deans John English and Eli Jones will lead participants through an interactive boards case study.
  • Specialty Programs and Constituencies
    Hear from conference leadership on proven strategies and best practice for how to work on specialty programs and with unique constituencies.

4:45-5:45
Elective Sessions (choose one)

  • Deans Open Forum
    An informal and interactive Q&A/discussion session for deans. Participants can raise their own challenges and share experiences related to best practices in working within development.
  • Development Officers Open Forum
    An informal and interactive Q&A discussion session for development professionals. Participants can raise their own challenges and share experiences related to best practices in working with deans and other academic leaders.

5:45
Conference Adjourns for the Day
Dinner on your own

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Day 3, Friday, January 12

7:45-8:30 AM
Continental Breakfast

8:30-9:30
The Dream Team
Hear from a successful dean and development officer "dream team" about how they collaborate, how they divide up and coordinate the work of development, and what they value in each other personally and professionally.

9:30-10:30
Exploring Campus Issues
Development does not exist in a bubble and both internal and external issues regularly have an impact. In this session, the faculty will explore specific issues as they relate to the work of development including politics, centralized vs decentralized models, prospect management and interdisciplinary projects and how you can work best within your circumstances.

10:45 AM-NOON
Program Clinic: Addressing Your Circumstances
In our final session, we will cover new topics that have arisen earlier in the conference and help you with specific situations you are facing in your development work.

NOON
Conference Adjourns

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Day 1 Day 2 Day 3