Day 1, Wednesday, Oct. 12

NOON-1:00 PM
Conference Registration

1:00-1:15
Welcome and Introductions

1:15-2:30
Major Gift Fundraising: Understanding the Donor
One of the basic principles of working with prospects and donors is a fundraiser's ability to understand their passion, thoughts and motivation. This session will provide you with some of the answers on how to approach your donors. You will hear directly from a donor on how we should work with our alumni and friends.

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

• How Major Gift Officers Use Annual Giving as a Springboard
  Whether we use the term "base of the pyramid" or "top of the funnel," major gift officers are often taught that annual giving is a launching pad for the major gift prospect. But how many times do we actually use annual giving when evaluating new prospects for cold calls? And what can a donor's annual giving habits tell us about his/her interests in our institution? This session will cover the bases from using annual giving as an indicator of donor interest to encouraging contributors to make their major gift commitments over and above their special campaign gifts.
• Creativity: Communication, Stewardship and Event Strategies
  In a hypercompetitive world with so many wonderful choices for philanthropy, how can you stand out in the crowd? Come prepared to explore strategies for communications that break through the "noise;" stewardship that provides the unexpected; and, events that increase commitment. The focus is on practical strategies for you to use immediately and stand out among others.

4:15-5:30
Keynote Session

Pay it Forward: The Importance of Giving and Leadership in Times of Transitional Change
Keynote Speaker: Archie Griffin, Senior Vice President for Alumni Relations, The Ohio State University; President and CEO, The Ohio State University Alumni Association and Two-Time Heisman Trophy Winner

5:30-6:30
Networking Reception

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

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Day 2, Thursday, Oct. 13

8:00-9:00 AM
Breakfast Roundtables (15-minute strategy sessions)

9:10-10:15
Planned Giving Tools: What to Listen For and What to Use
What tools do you have in your gift planning tool kit, and how do you determine which tool is best? Come to this session prepared to delve into the many tools of gift planning and to explore how these tools can be effectively used to close larger gifts. This session will cover different gift planning vehicles, practical questions to ask your donors to determine which planned gift vehicle is best, strategies for incorporating the dual cash/planned gift ask and some real life examples.

10:30-11:45
Elective Sessions (choose one)

• Capital Campaign Strategies and Goals
  Who's not in a campaign! Everyone wants to raise millions of dollars, but do you have the right team in place? How about your volunteers; are they fully engaged? If you are interested in learning some of the proper tools in building your campaign, this session is for you.
• Working with the CEO/Dean/Chair to Match the Institution's Needs and Donor Interests
  All major gifts are not perfect fits. As much as we want a campus CEO to just tell a prospective contributor, "Just tell us what to do with your gift, and we'll do it," or we wish a major gift prospect would open his/or her checkbooks and ask, "How much do you need, and what do you need it for?" we know the process is not that easy. This session will cover the negotiation process of how we can best match the institution's need and the donor's goals to the fullest satisfaction possible for both parties. We will also work on some real life case studies to see how others have succeeded, and perhaps find things they could have done differently.

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

1:45-3:00
Giving Statistics: Is the Money Still Out There?
Yes - perhaps not as we've known it before. This session will inspire and prepare you to take effective action in our changing philanthropic landscape. We will explore realities and examine trends to help you to set a course to navigate through confusion and golden opportunities. The goal is to engage those with the resources and willingness to make meaningful differences at your institution.

3:15-4:30
Making The "Case" For A Major Ask
What do you know about your ask? How well do you know the project? Can you explain it to a complete stranger in just a few minutes? If you do not have the proper knowledge, then your ask can come across as "scripted" or "stiff." However, if you know the project inside and out, you will seem confident and energetic. This session will talk about homework and storytelling. How can you best prepare for the ask, and how can you clearly share the vision for the project and the importance of each contributor's gift? We will also discuss multi-media tools, from the old stand-by case statement to streaming video and social media, and how they strengthen your personal solicitations.

4:30-5:30
Elective Sessions (choose one)

• Develop Your Team: Dean, Faculty, Advancement, Volunteers
  Don't do this alone. Major gifts rarely come as result of a single person's efforts. We will discuss winning ways to engage your team in identification, cultivation, solicitation and stewardship. Developing a team often begins with removing anxieties, tempering false expectations, and building on natural skills. It ends with the great feeling of knowing that you worked together to do the extraordinary.
• Corporate and Foundation Giving: The New Norms
  Just as the world of philanthropy with individual donors has changed post the economic decline, so too, have changes occurred in the corporate and foundation funding arena. The days of corporations and foundations passively giving and showing up with "the big check" for the photo op are no more. This session will delve into the new normal of corporate and foundation giving, and will also examine some of the not so new norms.

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

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Day 3, Friday, Oct. 14

8:00-9:00 AM
Breakfast Roundtables (15-minute strategy sessions)

9:00-10:30
Role Play/Case Studies
Learn how to develop strategies around real cases and capture the outcomes that you desire. This session will pair teams who will work on cases and discuss the proper approach to use while role playing the strategy with CASE faculty who will act as donors. This is not only a fun session, but you will also learn different approaches to use when working with donors.

11:00-11:45
Faculty Firing Line

11:45 AM-NOON
Conference Wrap-up

NOON
Institute Adjourns

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