Day 1, Wednesday, Oct.13

Ready? Set?

Noon-1:00 PM
Conference Registration

1:00-1:15
Welcome and Introductions

1:15-2:30
Major Gift Prospect Identification, Qualification and Cultivation
Two truisms: 1.The best fundraising programs are those distinguished by many long-
lasting, mutually beneficial relationships between the institution and its donors, and 2.
The number one reason a campaign fails: a lack of prospects. Everything begins with
Identification, qualification and cultivation.

2:45-4:00
Elective Sessions (choose one)

• Nontraditional Prospects Go Mainstream
  Gone are the days when all major gift prospects looked alike. Today, women, young alumni, minority and foreign-born individuals are filling the ranks of potential donors. How are they different? How differently do you need to specifically tailor all that you do
• Engaging Non-Alumni
  Grateful patients, neighbors, library patrons, grandparents and event attendees may be better major gift prospects than many alumni. Discover strategies and tactics to secure the best possible donor relationship.

4:15-5:30
Transitions: They're My Prospect Now!
For any number of reasons-staff departures, responsibility changes, etc.-major gift prospects and donors can often get new "staffers". Making the transition to a new major gift prospect or away from one, too, is never easy. Hear from your faculty panel on their experiences and recommendations.

5:30-6:30
Networking Reception

6:30
Conference Adjourns for the Day
Dinner on your own

[Back to top]

Day 2, Thursday, Oct.14

Go!

8:00-9:00 AM
Breakfast Roundtables

9:0 -10:15
Keynote Address
Eleven Questions Every Donor Wants to Ask
Harvey McKinnon, author of The 11 Questions Every Donor Asks, leads off our day focused on face-to-face time with prospective and current major gift donors. Jerry Panas says this book is a "must read." Learning in person from Harvey McKinnon will be a very special opportunity for conference participants.

10:30-11:15
Knowing the Face in Front of You
Since the 1990s, The Seven Faces of Philanthropy has proven to be a timeless study on donor motivations, interests, desires and dislikes. Do you know your Socialite from your Debtor? This session will examine the differences between the seven donor typographies, how you can determine one from the other, and which engagement strategies may work best.

11:15 AM-NOON
What You Don't Say is So Important
While major gift officers might know the case for support and have all the right answers committed to memory, what are your nonverbal communications telling the prospective donor? How can active listening skills help you better understand the donor's interests or concerns? Awareness and use of these capacities can play a significant role in the advancement of your relationship with any prospect.

NOON-1:15 PM
Lunch on your own

1:15-3:00
FISHBOWLS!
No more listening, time for doing! Fishbowls are role-plays taken to a much greater level. Everyone will get to work as evaluators, participants and observers on all phases of the major prospect life cycle (qualification to stewardship). See how new skills will advance your interactions with prospects and donors.

3:15-4:15
How to Maximize the Team Visit
When is the best time to bring faculty, deans, vice presidents, the president or peers along to a donor call? How does everything change when you do bring them along? Find out at this session.

4:00-5:00
Faculty Firing Line

5:00
Conference Adjourns for the Day
Dinner on your own

[Back to top]

Day 3, Friday, Oct. 15

Now What?

8:00-8:45 AM
Breakfast Roundtables

8:45-10:00
Elective Sessions (choose one)

• Donor Stewardship
  Maya Angelou said it best, "I've learned that people will forget what you said, people will forget what you did, but people will never forget how you make them feel." Hear about proven strategies and the major gift officer's role in this critical relationship phase.
• You Want to Do What?
  Thanks to your efforts, the prospective donor is ready to join a reunion committee, presidential task force, present on campus or host an event. What is the major gifts officer's role to ensure the prospect and those on campus have the best experience possible?

10:15-11:30
Portfolio Management
With weekends, holidays and vacations, there are approximately 200 working days each year and you have X major gift prospect/donor assignments. How can you do it all? This session will make that all very clear.

11:30 AM-Noon
Don't Leave Yet!
Conference Wrap-Up
Overwhelmed by all you have learned? A quick, 30-minute exercise will help you make sense of everything and return to campus as a new and improved, super major gifts fundraiser.

Noon
Conference Adjourns

[Back to top]