2019 Program

Take a look at last year's program and get fired up for CASENAIS 2020!


Day 1 Day 2 Day 3

Saturday, Jan. 26, 2019

2:00-5:00 PM
Preconference Advancement Workshops
Separate registration fee required.

Networking Reception
Preconference Workshop and Senior Leadership Forum Participants



Sunday, Jan. 27, 2019


7:30 AM-NOON
Senior Leadership Forum
Separate registration fee required.

8:30-11:30 AM
Preconference Advancement Workshops
Separate registration fee required.



Main Conference Program

1:00-2:30 PM
Welcome and Opening Key Session

Racial Literacy in Your School and Community
In our work, we often find ourselves navigating complex conversations and disruptive moments related to race and diversity. Our success in schools depends on our ability to communicate with one another thoughtfully—this requires us to authentically connect and engage. As we seek to connect our community through our actions and conversations, we must also strive to understand the unique lens each of us brings to every situation. Drawing on the work from his book, Promoting Racial Literacy in Schools, this session will help us understand how to build racial literacy in our schools and, in doing so, strengthen our communities.

Howard Stevenson, Constance Clayton Professor of Urban Education; Professor of Africana Studies, Graduate School of Education, University of Pennsylvania

Refreshment Break in the Marketplace

Elective Sessions

  • Ready, Fire, Aim or Ready, Aim, Fire?
    Among the common pitfalls for campaigns is poor sequencing. This can take place during the planning or execution phases. Correct sequencing protects the institution, trustees, campaign chairs, school heads and sets up best odds for success. Yet, it is rare that there are not pressures to fall out of sequence which can put the program and institution and its leaders in peril. Nobody would suggest pilots give short shrift to the flight check list. However, well established best practices for campaign sequence are often disregarded. Lean how to communicate sequential fundraising fundamentals and develop strategies to persuade leadership to support this endeavor.
    Mark Dini, Chief Advancement Officer, St. John's School; and Mark Desjardins, Headmaster, St. John's School

  • 100% Parent Participation: Is It Achievable?
    The International School of Los Angeles, a preschool-12th grade school of 1,100 students across five campuses, has progressively moved the needle on its culture of giving. What was the factor that created this deeper understanding of philanthropy? Presenters share their strategy for recruiting a volunteer base of engaged parents and present a case study from their largest campus--which achieved 100 percent parent participation thanks to effective peer-to-peer fundraising that placed the right volunteers at the right time, in the right place, with the right message.
    Leslie Galerne, Annual Fund and Alumni Relations Manager, International School of Los Angeles; Michele Wray Khateri, Director of Advancement, American School of Dubai; and Caroline Pham, Annual Fund Campus Co-chair

  • Before the Campaign: Planning and Preparing for Major Institutional Growth
    The best capital and endowment campaigns are the capstone of broad scale institutional planning. Success builds on early and full engagement of finance, campus master planners, institutional strategic planners, enrollment management, marketing and public relations—by board, administration and advancement. Meanwhile, the advancement program adds an audit of its own readiness to campaign. This session will give you the tools necessary to ready your Advancement office and the school for a campaign.
    Marianne Briscoe, President, Brakeley Briscoe, Inc; Anne Storch, Senior Consulting Associate, Brakeley Briscoe Inc; Peter Gallo, Director of Development, Landon School and Mike Mersky , Head of School, St. Edwards School

  • Building a 21st Century Alumni Engagement Program
    As Ferris Bueller said on his day off, "Life moves pretty fast. If you don't stop and look around once in awhile, you could miss it." Is your alumni engagement program still resting on laurels of bygone days or have you been looking around to see what might be missing? In this session, we will explore a preK-12 day school's efforts to develop and implement a fresh and relevant philanthropic and volunteer engagement strategy that connects with an eclectic and diverse alumni community across ages, interests and geography.
    Cecily Craighill Davis, Director of Alumni/ae Programs, Buckingham Browne & Nichols School

  • Essential for Philanthropic Success: The Right Trustees on Your Board
    All the best boards represent the economic diversity of their schools. But all the best boards also include those who have the potential to and interest in making the largest gifts the school has received, thereby inspiring other major gift prospects--including alumni, parents, parents of alumni, and grandparents--to increase their own levels of support. In addition, all trustees should pledge to make their schools a personal philanthropic priority, given their individual means, and to assist as appropriate with fundraising programs.
    Helen A. Colson, President, Helen Colson Development Associates

  • Shake, Rattle and Role: Setting the Tune for Your New Head of School
    It's inevitable. The average tenure for a head of school is 12 years. Be ready when it is time for you to orchestrate a leadership transition at your school. From serenading the outgoing head of school to introducing your new head to the chorus, all the while creating a solid composition with resonance and harmony. This session, led by a new head of school, development director and consultant, helps you to consider committees, communications, constituents, celebrations and development opportunities.
    Kendall Cameron, Founder, Cameron Educational Strategies; Michael Gary, Head of School; and Christine Jefferson, Director of Development and Alumni/ae Relations, Friends Select School

  • Social + Strategy + Synergy = Stewardship Success
    Learn how Westminster developed and implemented a creative strategy to re-envision their stewardship of annual fund donors using purposeful events and digital communications. They transformed Valentine's Day into an interactive stewardship opportunity by engaging students and faculty to share the impact of donor gifts on their school experience through multiple channels. Hear how the annual giving, donor relations and communications teams collaborated on this and other stewardship opportunities. And find out how these efforts resulted in positive donor feedback, increased digital traffic and a more engaged student body.
    Justin Abraham, Digital and Media Strategies Manager; and Mary Brannon, Associate Director of Annual Giving, Westminster

  • The Case for Donor Relations
    Development professionals spend a lot of time on the ask. But in the cycle of fundraising, the ask is a small portion of the work we do. Donor relations--including identification, research, engagement, cultivation and stewardship--play a critical role leading up to and following the ask, but is often overlooked by development shops. Discuss the importance of donor relations in development, and find out how an investment in a donor relations professional can significantly improve the development effort.
    Jillian Pinkard, Campaign Manager, St. Paul's School; and Whitney Blair, Donor Relations Manager, St. Paul's School

  • Connect with a Purpose: How to Design Mission-Focused Events
    Are your alumni and parents craving ways to get involved beyond writing a check or attending a cocktail party? What can you provide to keep them engaged and proud to be a graduate? This session outlines how Episcopal High School developed EHS CONNECT and CONNECT on Campus: two long-term initiatives created to celebrate, promote and strengthen our community through networking events and creative programs that speak directly to our constituents. Now in our fourth year of programming, we've learned to capitalize on the strengths of every member of our advancement office—from the events director and to gift officers to database managers–in order to deliver events with purpose.
    Kristin Burkhalter, Director of Events; Jessica Hazlet, Research and Database Manager; and Margaret Waters, Assistant Director for Special Programs, Episcopal High School

  • Independent Trust: Engaging Independent School Alumni of Color
    Discover what Independent Trust-the professional network of independent school alumni of color-is doing to support the professional development of alumni of color, what alumni are sharing about their experiences and interests, and ways to engage alumni while also supporting their professional development. Learn how to build an alumni of color network that affirms identity, builds relationships and strengthens community. You will leave understanding what successful outreach to alumni of color looks like, how to collaborate more effectively with colleagues to reach alumni of color, and how to build relationships with alumni of color from the moment of enrollment. Hear from independent school alumni of color who share their experiences in independent schools, their thoughts about what can be done to engage alumni of color more effectively, and what they are doing currently.
    Ana Almeyda-Cohen, Independent School Alumnae; Amirah Cummings, Independent School Alumnae; and Trina Gary, Founder and Executive Director, Independent Trust

  • Strategic Idea Generation: Beyond Buzzwords: How to Find Your School's Unique Voice
    Strong student-teacher relationships. Stellar academics and extracurriculars. A focus on innovation. These building blocks are critical to a well-rounded education, but listing your strengths alone won't set you apart from other exceptional institutions. You know that your school is unique. But how do you communicate that to your community-from donors to prospective students and their families? This session is all about moving beyond buzzwords. Through examples, audience activities and group workshops, you'll begin to hone in on your school's voice and learn how to use it within a fundraising context and beyond, leveraging communications to let your institution's personality shine.
    Charlotte Cottier, Senior Consultant, Communications; and Susannah Young, Senior Consultant, Communications, Campbell & Company

Elective Sessions

  • Building a Culture of Giving from the Start: a High-Touch Strategy for New Parents
    In small schools, building strong relationships with parents from the start is crucial. That's why this small shop development office at Edmund Burke School- in concert with the head of school - invests the time into a high-touch approach with new families. This includes a face-to-face meeting with every new family, followed by a personalized annual fund solicitation. The positive outcomes are many - parents feel connected to the head of school, development is demystified, parents' talents are better used, and a strong foundation has been built for increased giving down the road.
    Damian R. Jones, Head of School; and Jennifer Kozak Rawlings, Director of Development and Alumni Relations, Edmund Burke School

  • Busting Brand Myths: Changing Market Perceptions through Authentic Messaging
    You know the inherent strengths of your school. Your parents and students, faculty and staff, alumni and board are invested as well. But does the public understanding of who you are and what you do well lag behind the reality because of myths and misperceptions? By developing common language to articulate your brand and actively educating the public from a position of strength, you can celebrate the reality of who you are as an institution and bust the myths that prevent your school from recruiting right-fit families.
    Melissa DePino, Principal, Leapfrog Group; and George Zeleznik, Head of School, The Crefeld School

  • Elevate Your Digital Marketing and Communications
    With rapidly changing trends and tools for marketing and communications, it's hard to stay relevant and get everything done. From email and website management to social media, the ways in which we create and consume content are endless. Join two veteran marketers who will walk you through how you can elevate your digital game to not just use the tools you have, but to truly leverage them for maximum impact. Discover best practices and time-saving resources to streamline your processes, improve the quality of your work and save your sanity.
    Stacy Jagodowski, Director of Marketing and Communications, Lainer School

  • Facing Hard Truths: What If We're Not as Good as We Look?
    Last year, we at the Episcopal School of Jacksonville took a serious look at "the data beneath our data." Despite the good news that our overall dollars were increasing, the reality behind the numbers told a different story. Flat attendance at events, declining numbers of donors, fewer gifts coming in despite ever increasing budgets allocated to solicitations and programs to engage constituents--the sustainability of our progress was at risk. This session outlines what we learned from facing these harsh realities, the benchmarks we explored, and the steps we are taking to build a more solid foundation for our work. You will take away questions to ask of your data, a way to examine your team's job responsibilities, and your system of evaluating what defines success.
    Missy Ketchum, Director of Institutional Advancement, Episcopal School of Jacksonville

  • Head and Development Director: The Dynamic Partnership for Success
    A strong partnership between the head and director of development helps deliver the most robust philanthropic results. A veteran head and veteran director of development explore best practices and offer practical tips for helping heads and development leaders work together to maximize communication, efficiency and results.
    Peter Gallo, Director of Development, Landon School; and Vince Watchorn, Head of School, Providence Country Day School

  • It Starts at the Top: The Board's Role in Creating a Culture of Philanthropy
    Schools are paying greater attention to the specific ways in which boards can help cultivate philanthropy among their key constituencies. And, schools are also seeking ways to demonstrate the impact of philanthropic support to ensure boards understand the high value of their leadership and remain engaged in the work of fundraising. Review best practices from around the country as well as specific programs from the Episcopal Academy and other successful institutions.
    Jen Fifer, Director of Institutional Advancement, The Episcopal Academy; and Jim Zimmerman, Senior Consultant and Principal, Marts & Lundy

  • Seven Secrets to Stellar Alumni and Parent Volunteer Programs
    Volunteer programs take time, intention and effort, but the rewards are remarkable. Institutions with fundraising volunteers are five times more likely to have a participation rate above 20 percent versus those that don't. Are you looking to begin a volunteer program at your school, or want creative ideas for your existing program? Presenters from Marlborough School and Millbrook School share tips for recruiting and training alumni and parent volunteers, for empowering volunteers with up-to-date information, for tracking volunteer outreach, and for celebrating success with your most engaged friends and fundraisers.
    Karen Harwitt, Associate Director of Annual Giving, Marlborough School; Mike Nagel, Manager of Product and Customer Marketing, EverTrue; Kerri Speck, Annual Fund Co-Chair, Marlborough School; and Deb Vanecek, Director of the Annual Fund, Millbrook School

  • Stewardship by the Numbers: Empirical Proof that You aren't Doing Enough
    While it has been shown that it costs many times the money to acquire a new donor then it does to retain one, most nonprofits view a strong stewardship program as a "nice to have," not realizing that a lack of stewardship costs them a huge amount of money each year. Examine the numbers behind stewardship, determine why a lack of stewardship is holding your institution back, find out how you can create a strong stewardship program, and learn how your institution can empirically measure the success of stewardship.
    Laurel McCombs, Senior Philanthropy Advisor, The Osborne Group

  • Why We are Worthy: Educating Our Unique Quaker Communities about Philanthropy
    This session offers real, tested and practical experience on how we have introduced philanthropy into the special cultures of three Quaker Schools. We will address parents, alumni and faculty and staff as distinct constituency groups and share our experience of increasing both money raised and participation levels. Many of these lessons can be re-interpreted for other schools with unique cultures.
    Mary Carrasco, Assistant Head of School for Advancement, Sidwell Friends School; Chad O'Kane, Director of Development, Wilmington Friends School; and Katherine Precht, Director of Institutional Advancement, Friends Seminary

  • Strategic Idea Generation: Making the Ask Takes Practice, Practice, Practice!
    Practice making the ask as many times as you can during this 75-minute session. In every sport, coaches emphasis practicing the basics on a daily basis so these skills become ingrained in the athlete. As advancement and development professionals, we need to practice the basics of making the ask over and over again. Donors and prospective donors will feel more comfortable if we feel more comfortable. You want to become a Jedi knight of the ASK? Well, you are in luck. By the end of this session, you'll be one. Okay, maybe not by the end of this session but you'll be on your way. May the Force be with you!
    Jeff Dudley, Director, Leadership and External Engagement, St. Paul's School

  • Testing and Learning When Mother Nature Disrupts Your Best-Laid Plans
    Hurricane Harvey hit during the first week of school, causing great devastation across Houston. The Kinkaid School recognized that its solicitations would be insensitive as the community began a difficult recovery. New fundraising was postponed for eight weeks, which caused major changes in plans and anxiety for leadership. While this was a trying time, Harvey presented a unique opportunity to consider and test new fundraising ideas. Presenters share lessons from this experience that apply to any school, whether Mother Nature interferes with their fundraising plan or not.
    Blair Foster, Manager, Kinkaid Fund; and Tom Moore, Director of Advancement, The Kinkaid School

Welcome Reception at Reading Terminal Market
End the first day of conference excitement at one of America's largest and oldest public markets. Housed since 1893, CASE-NAIS attendees will have exclusive access to this National Historic Landmark building and several of its local vendors to sample a variety of foods and beverages.

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Monday, Jan. 28, 2019


8:00-9:00 AM
Breakfast Roundtables

Key Session
Disruption in Action

Join Sue Cunningham as she moderates a session with Donna Orem and school leaders who have embraced disruption and challenged convention.
Moderator: Sue Cunningham, President and CEO, CASE
Panelists: John. A. Kerney, Executive Director and CEO, The Winchendon School; Donna Orem, President, NAIS; and Katherine Titus, Head of School, Mercersburg Academy

Coffee Break in Marketplace

11:00 AM-12:15
Elective Sessions

  • A Donor-Centered Approach to Annual Giving: Your Annual Fund Reimagined
    For many schools, the annual fund exists for a single purpose - to underwrite operating costs and relieve upward pressure on tuition. Donors give unrestricted, and sometimes restricted, gifts for that reason alone. Imagine an annual giving program not designed to balance the budget but rather designed to offer donors the opportunity to give according to their values and interests. Learn to differentiate between these two approaches, find new ways to approach your case for support, and deepen your relationship with your donors.
    Michael Christopher, Assistant Headmaster for Development, Lausanne Collegiate School; and Paula Schwartz, Director, ISM Fundraising Group, Independent School Management

  • Hiring the Right Person for the Right Job
    Your new position was approved. Now, you need to find the person who can make a big impact quickly. In this session, you will learn how to (1) clearly define the outcomes you need this person to accomplish via a prescriptive scorecard, and (2) structure interviews and reference checks to assess if your candidates will be effective in your role. Some real-life success stories and guidance on how to implement these tools will be shared by The Episcopal Academy. Handouts will include sample scorecards and sample interview questions.
    T.J. Locke, Head of School, The Episcopal Academy; and Claudio Waller, Principal, ghSMART

  • AI=Actual Intelligence
    Leverage the power of Big Data and meaningful analytics to increase fundraising at your school. Graham Getty and John Linton share practical examples on how to implement the latest insights for prospect screening and prospect management into your school's fundraising efforts.
    Graham Getty, Director of Information Systems, St. Albans School; and John Linton, Vice President of Sales and Operations, K-12 Vertical, Blackbaud Inc.

  • Alumni Spoke and We Listened: Using Data to Drive Alumni Engagement
    What drives your alumni engagement program? Is it your alumni board or the major donor's whims? Are you seeking a better way to prioritize your engagement efforts for maximum involvement? Hear how Deerfield Academy learned what their alumni think and discovered how to turn data about what motivates alumni into opportunities for action. Participants will also see how to translate alumni feedback into tactical and strategic planning for engagement and programming.
    Noah Blake, Director of Alumni Relations and Annual Giving; Jenny Hammond, Director of Alumni and Parent Engagement, Deerfield Academy; and Robert Shoss, Managing Consultant, PEG Ltd., and The Alumni Attitude Study

  • Hitting Singles and Doubles: Building Your Pipeline with Mid-Level Gifts
    Campaigns are not always comprised of home runs. While most every institution dreams of transformational commitments-and certainly should focus on their pursuit-what happens between those rare commitments? And, slicing it a different way, what happens between your annual appeal level donors and the top of your gift pyramid? This session highlights the Foote School's Centennial Campaign and the way in which mid-level donors are leading the way. Jay Angeletti moderates a panel who share strategies and invite feedback regarding pipeline development, communications, volunteer recruitment, milestones and more.
    Joseph Angeletti, Jr., President, The Angeletti Group; Rich Bershtein, Board President; Cindy Leffell, Board Vice President; and Carol Maoz, Head of School, The Foote School

  • IQ Opens the Door, EQ Closes the Gift
    Need to enhance your prospect management system? Wondering how to build a pipeline? Not sure how to qualify your constituents, or who to qualify first? How do you move them through the steps to close a gift? Join us as we look at the importance of using IQ (Information Intelligence) to identify prospects and report on them, then shift to using EQ (Emotional Intelligence) to cultivate donors and close gifts. Learn how to build a systemic prospect management system that combines advancement services and major gift moves management.
    Meghan Gould, Principal Giving Officer, The Hill Fund and The 1851 Society; and Ali Jacobs, Associate Director of Prospect and Data Management, The Hill School

  • Journey Mapping: Mapping Your School's Customer Service
    Take a journey that guides you in understanding your ideal parent/student, their interactions with your school, attitudes, and who and what is involved that contribute to the overall experience. This journey identifies the emotional responses your student/parent have at each step. Once you understand these emotions, the experience, the people and processes involved, gaps and areas that need improved are identified. This process allows you to prioritize and create a plan for ensuring a complete customer experience.
    Julie Cartwright, Director of Advancement; and Luke Hladek, Director of Advancement, Wheeling Country Day School

  • Onboarding: Ensuring a Successful Transition for Your New Head of School
    Is your school undergoing a search for a new head of school? Want to know how to best prepare your head to join your school . . . and your advancement team? Hear from two schools who have recently gone through this process and discuss best practices, pitfalls and ideas for making this transition the best one it can be.
    Elenore Falshaw, Director of Development; Kimberly Field-Marvin, Headmistress, Louise S. McGehee School; Lori Gordillo, Director of Development; and Matt Neely, Head of School, Metairie Park Country Day School

  • Small Shop, Big Goals: Maximizing Your Small Staff for the Greatest Results
    Learn how a small shop is able to use each team member's strengths while also training them to become cross-functional and "think like a fundraiser". In this session, Sage Hill School's advancement team offers insight on specific strategies they have implemented to reach and exceed their fundraising goals. The team shares their innovative approach to meetings, project management and major gifts pipeline lists which capitalize on their team-centric approach to effective fundraising, which is based upon relationship building, collaborative planning and execution.
    Elle Charles, Advancement Manager;  Maggie Colburn, Development Associate and Evelyn Ramirez-Schultz, Deputy Director of Advancement, Sage Hill School

  • Technology + Marketing: Share Your Story
    Using technology, schools can reach their vast audiences in powerful, dynamic ways. Learn how to share your school's unique core competencies while getting people engaged and excited through video, augmented reality, and by spicing up traditional marketing pieces such as brochures, online newsletters and magazines. Have your current students share the impact of new learning spaces during a building dedication by popping out of a photo and talking directly to visitors through augmented reality or welcome new students to your campus through moving videos.
    Julie A. Bordes, Director of Marketing and Public Relations, Metairie Park Country Day School

  • Strategic Idea Generation:Collective Effort: A Guide to Developing Meaningful Interdepartmental Relationships
    The traditional model at most schools is for departments and teams to operate independently. This can be a result of uncertainty, or even unwillingness to explore more integrated approaches. As schools seek to maximize their resources and extend their reach, they need to be innovative and willing to examine opportunities for more efficient ways to meet external goals. Join a collective conversation that will provide attendees with ideas for how to create meaningful partnerships at their schools. We will explore everything from what to consider before engagement to how to sustain the work you start. Participants will leave with an actionable road map to begin this collaboration. 
    Quentin R. McDowell, Assistant Head of School for Enrollment, Mercersburg Academy

12:15-1:45 PM
Networking Luncheon

Dessert Reception in the Marketplace

Elective Sessions

  • Alumni Internship Programs: Engaging and Strengthening Alumni Communities
    Discover how small alumni relations shops can use alumni internship programs to enhance alumni engagement, build community, provide real value to college age alumni, engage parents of alumni, and appeal to prospective families in the admissions process in a climate where parent expectations are evolving, and financial pressures are mounting.
    Charis Derbyshire, Director of Advancement & Alumni Relations, Midland School; and Heather Johnson, Director of Alumni Relations, Episcopal School of Jacksonville

  • There's an App for That! Revolutionizing Our Volunteer Experience
    So often we talk about being donor-centric, but in an independent school setting our volunteers are our donors, so it is just as important to be volunteer-centric. At Chinese American International School we have revolutionized our volunteer experience to make the annual fund one of the easiest, most streamlined volunteer positions on campus, putting the fun in fundraising. And yes, we did build an app (for cheap!) and we'll teach you how you can too.
    Clara Hill, Director of Annual Giving; and Tim Reitz, Director of Communications and Marketing, Chinese American International School
  • Collaborative Giving Days: How to Create the Why
    Giving Days are becoming more and more popular. Explore the communication and engagement strategies behind how to exceed your development goals. Learn how to use social media, solicitations and events to create the why, thereby enhancing fundraising and building community on your day of giving.
    Tiffani Harris, Director of Leadership and Annual Giving; Julia Judson-Rea, Assistant Director of Marketing Communications; Nicole Martz, Director of Engagement; and Emma Rowan, Assistant Director of Annual Giving, William Penn Charter School

  • Making the Biggest Ask for Your Institution
    Have you ever made the million-dollar ask? Ever wonder how to be prepared for the many possible outcomes? This session uses the experiences of two seasoned professionals on the art, science and unique skills required to close your next major gift ask. Presenters will create a role-play environment for the audience to have the unique opportunity to break down the solicitation, understand the need for a strong relationship and how it could be improved, and how to meet the many potential donor deflections throughout the conversation.
    Michael Littell, Vice President for Advancement, Saint Xavier High School; and Robert Miller, Vice President of Advancement, Loyola Academy
  • The Critical Role of Top Donors and Volunteers in Campaign Success
    Learn how a PK-12 school was able to increase its capital campaign goal from $60 million to $75 million halfway through the campaign, and before going public as a result of significant performance from top donors who also served as volunteers assisting in the cultivation and solicitation of million-dollar prospects. Hear from the head of school, a development officer, and the visionary campaign co-chairs about how they came together and worked to engage and inspire those capable of making leadership gifts.
    Christine Angelakis, Campaign Co-Chair; Darryl Ford, Head of School, William Penn Charter School; Bill MacDonald, Campaign Co-Chair, William Penn Charter School; James McKey, Senior Vice President, GG+A; and Jack Rogers, Chief Advancement Officer, William Penn Charter School

  • When and How to Use Fundraising Counsel Effectively
    Every school's advancement program can benefit from - and afford - good fundraising counsel, which helps assess productivity of current programs, align and train stakeholders, determine feasibility of accelerated goals, and devise strategic and tactical plans for achieving fundraising ambitions. Whether your board, head or staff is considering initiating or changing a relationship with fundraising counsel, this session offers guidance on why, when and how to forge a productive partnership. Demystifying services and fees, learn how to ask the right questions and get what you pay for. A former independent school development leader turned consultant joins a former consultant turned independent school development director to offer guidance on seeking and working with fundraising counsel effectively.
    Elizabeth Kolb Farr, Vice President, Grenzebach Glier and Associates; and Shelby LaMar, Chief Advancement Officer, Lancaster Country Day School

  • Data-Backed Strategies to Refine Your Pitch
    This year, become a data-backed strategist and know your school's area inside and out. This interactive skills-building session features Market View, NAIS's new demographic and economic data visualization tool. Learn how this new data platform can help you bolster your pitches -- whether it's to a board, a head of school, or a donor -- as you walk through various case studies. Through the case studies, collaborative inquiry, and hands-on discovery, participants will leave with data-driven, practical solutions to investigate questions that are critical to the success of their school, such as: Where should you host an event that will draw the most alumni? Where are best bets for your marketing resources? How do I educate my board on trends and areas of opportunity?
    Kelsey Vrooman, Director of Instructional Design and Technology, NAIS

  • Inbound Marketing for Advancement: Are You Ready for Millennial Donors?
    Millennial donors require a whole new approach to engagement on and offline. Are you ready? We'll be spending this session looking at the new tools and strategies your school needs to engage with this important demographic for advancement success. La Salle College High School has been using inbound marketing principles to reach millennial donors. We'll share how they've done this, why it's been successful and let you know what you need to be thinking about to make your messages resonate.
    Rob DiMartino, Chief Evangelist Officer, Finalsite; and Rob Johnson, Chair, Information Science and Technology Department, La Salle College High School

  • Strategic Idea Generation: From Database to Fundraising System: Innovations in the Back Office
    Schools are under enormous pressure to purchase costly and complex donor management software. But often this sizeable investment adds little value to bottom-line fundraising. This session reveals the four components of a "back-office" fundraising system (spoiler alert - only one involves a database) and targets where investments will add measurable value. Discover a diagnostic process that renders an image of each organization's current fundraising system and models an "ideal" system that is relevant and realistic for each school, as well as discuss specific strategies for closing the gap.
    Joanna Joslyn, President, Joslyn Creative; and Tracy Proctor, Director of Institutional Advancement, Tandem Friends School

  • Growing Fundraising Talent
    Building a high-performing fundraising team is a challenge not only for independent schools, but for nonprofits across the board. As development leaders, we know that finding the right people comes down to more than just skill and experience. What does a typical career path for fundraisers look like? What types of learning and professional development opportunities should we offer to rising development staff members to ensure that they are growing in their roles? Join David Smith, Director of Development at Saint Ann's School, and Eric Javier, Principal and Managing Director at CCS Fundraising, to hear a discussion on insights and innovative strategies for establishing professional development opportunities and career paths that grow, develop, and retain high-performing fundraisers.
    Eric Javier,Principal and Managing Director, CCS Fundraising; and David Smith,Director of Development, Saint Ann's School

Elective Sessions

  • A Reinvigorated Alumni Board: The Role of Strategic Planning in Raising Sights
    Engaged alumni are critical to the financial sustainability of our institutions. Learn how Westminster embarked on a journey to meet alumni where they are and ignited an enthusiastic, forward-looking alumni board in the process.
    Emilie Henry, Vice President for Institutional Advancement; and Katie Laney, Leadership Giving Officer, The Westminster Schools

  • Building Cryptocurrency Into Your Major Gifts Program
    In the past few years, a new method for giving has developed through the rise of cryptocurrency including: Bitcoin, Ethereum, Litecoin and other altcoins. In 2017, more than $70 million was given to charitable causes through Bitcoin alone. Alumni and other constituents of independent schools have seen a large increase in value of their cryptocurrency and many individuals are looking for ways to reduce their tax burden while positively impact an institution or nonprofit. This session highlights methods and tips for developing a major gift strategy focused on identifying, qualifying, asking and accepting cryptocurrency primarily at the level of major gifts; however, cryptocurrency giving for annual fund efforts will also be highlighted in the presentation. You will walk away with a deeper understanding of how blockchain and cryptocurrency can fit into your fundraising efforts in the 21st century.
    Lucas T. Metropulos, Director of Major and Planned Giving, Landon School

  • Don't Shy Away: Embrace Your Auction
    Is your auction creating a sense anxiety or dread? Are you struggling to get control of your volunteers? Do you wonder - is this event even worth it? Veteran fundraisers will help you make your auction work for you and build philanthropic capacity for your school. For a shop of two or many more, you'll get strategies to make your auction more manageable, mission-driven, inclusive, and successful
    Sally Dunkelberger, Director of Development; and Marilyn Potts, Director of Constituent Relations, Maret School

  • International Development and Alumni Relations: Getting It Right the First Time
    The work of international development and alumni relations largely falls into two categories: those that have integrated international opportunities into its mission or those that recognize the opportunities available and expresses a commitment to international reach, but has yet to fully embed this goal. Determine which structure you fall into and explore ways to avoid "development tourism" and instead focus on the defining characteristics of a truly global program that aligns with your domestic fundraising program and goals.
    Elizabeth Zeigler, President and CEO; and Samir Farrag, Senior Consultant, Graham-Pelton Consulting

  • One School: Synergies Between Advancement and Enrollment through Collaboration
    Our audiences do not think of schools in terms of various departments; neither should we. In truth, outward facing offices often operate in silos, unwilling or uncertain of how to work together to advance the school collectively. This can happen because of historical practices, simple misunderstandings or even mistrust. By thinking strategically about the benefits of a developed partnership, many schools have seen significant gains. Join a collective conversation centered on how to initiate the discussion at school, determine first steps, and think strategically about how to overcome potential obstacles.
    Timothy M. Crouch, Director of Regional Engagement; and Quentin R. McDowell, Assistant Head of School for Enrollment, Mercersburg Academy

  • Small School, Big Success: Calvert School's 120-Hour Challenge
    Whether your solicitable base is 1,500 or 15,000, many of your current donors and virtually all of your future donors live online, on social media and on mobile devices. This case study highlights how Calvert School accomplished a 200 percent increase in G.O.L.D. donors and a 140 percent increase in online donors in 120 hours. The presenters connect Calvert's results with high-level trends exhibited at independent schools across the country and share actionable strategies for advancement shops large and small.
    Kestrel Linder, Co-Founder and CEO, GiveCampus; and Sarah Walton, Director of Development, Calvert School

  • The Art of Engaging Grandparents
    Grandparents are an integral part of a school community and can play a key part in a school's fundraising and enrollment success. Learn how The Rashi School's small development office streamlined its annual Generations Day event for 300+ grandparents and special friends with a small budget and high return. The introduction of a grandchild tribute certificate in a post-event appeal resulted in a 220 percent increase in annual donations from grandparents. Presenters discuss other grandparent engagement events held at Rashi and detail the school's new Grandparent Leadership Giving Circle.
    Amy Klotz, Assistant Director of Development; and Kim Stone, Director of Alumni Relations and Events, The Rashi School

  • When Faculty Become Marketers
    SHHHH! Don't tell your faculty, but they are marketers. On second thought, do! Studies show 80-90 percent of admission inquiries come from happy parents, satisfied by excellent student experiences. Far from being outside our control, word-of-mouth operates predictably when managed with intentionality. Learn to use surveys and faculty training to power boost satisfaction, energize word-of-mouth internally and externally, and empower enrollment management.
    Neil Isakson, Director of External Communications and Development Marketing, Worcester Academy; and Penny Rogers, Consultant, Independent School Management

  • Little Shop of Advancement
    How do you successfully hit your fundraising goals and engage alumni with a small advancement team? Like many schools, Newark Academy has faced this challenge in the past but over the last 10 years has grown and flourished. Learn how Newark Academy increased annual fund giving, exceeded its recent campaign goal, and energized alumni programming and engagement with a small staff and strong teamwork.
    Lisa Grider, Assistant Head of School for External Relations; Lisa Mulligan, Director of Annual Fund and Parent Relations; and Evan Nisenson, Director of Alumni Relations, Newark Academy

  • Strategic idea Generation: Escaping the Echo Chamber
    Are there times when "best practices" might not live up to their name? "Annual giving comes first," "always ask for a specific amount," "requests should be peer-to-peer" and other established principles have served our industry well for a long time, but are there times when they should be reconsidered? Examine those instances when it might be prudent to step away from conventional wisdom out of respect for our donors so as to serve the best interest of our institutions.
    Shelby LaMar, Chief Advancement Officer, Lancaster Country Day School

  • Engaging Outreach to Alumni of Color: Two Case Studies
    Hear two schools present their purposeful approach to understand the alumni of color experience and the engaging programs they have built to help make everyone feel welcome. Heads and Advancement leaders from Germantown Friends School (PA) and Wilmington Friends School (DE) will share their distinctly different approaches based on similar motivation and a commitment to diversity in the school's historical context.
    Ken Aldridge, Head, Wilmington Friends School; Hannah Caldwell Henderson, Chief Advancement Officer, Germantown Friends School; Michelle Palmer, Alumni Diversity Manager, Germantown Friends School; and Dana Weeks, Head, Germantown Friends School

Wine and Cheese Reception in the Marketplace

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Tuesday, Jan. 29, 2019

7:30-8:30 AM
Breakfast Roundtables

Closing Key Session
Develop Your Presence and Create a Revolution of Authenticity and Trust
This conference encourages all of us to think about how we can be purposeful disrupters in our schools and communities. As you enter the final day of the conference, Janine Driver arms you with the tools you'll need to communicate effectively and lead any team through disruptive change.

Using tools of self-awareness and her vast knowledge of body language, Driver shows the audience how to evoke positive emotions through better communication skills. You'll walk away understanding how to build trust, improve teamwork and strengthen your understanding of everyday interactions to be a better coworker and friend.
Janine Driver, Chief Executive Officer, Body Language Institute

Featured Sessions

  • Gender Matters: A Practical Approach to Grow Revenue
    We are what we practice. Fundraisers across the United States are extremely practiced at raising more than $400B each year. Our own success with donors and prospects who care about education is almost unconscious thanks to our well-honed skills and training. What if we knew that our deeply engrained "best practices "either turn off women or gain only minimal support from them when so much more is possible? We finally have deep and quantifiable research showing how women give differently, yet what are the practices, behaviors and processes to adapt so we engage women donors in ways that acknowledge their preferences?Gender Matters: A Guide to Growing Women's Philanthropy (CASE 2018), was born from conversations at the 2017 CASE-NAIS Independent Schools Conference when fundraisers asked, "We now understand that we must focus on women's philanthropy. But how—what do we do differently?" This book translates the research on women's philanthropy into practical actions fundraisers can take and details the specifics fundraisers have been asking for. Find out how women may give differently than men, and how the research may impact how we research, inform, involve and ask women for their support. Review a process you can use in your organization to begin adapting their fundraising and learn how to start making changes today—regardless of institutional size.
    Kathleen E. Loehr, Senior Consultant, Aspen Leadership Groups

  • Attracting Diverse Talent
    Promoting diversity among leadership teams at independent schools is a must in order for a school to grow both in innovation and inclusion. Hear from a diverse group of development leaders as they share their career progressions, detail the progress they've witnessed over the years and discuss their experiences as people of color in leadership roles. Understand the importance of recruiting diverse candidates and look at the positive impact a diverse team can have on a school's growth. Get a glimpse of diversity in development leadership at different types of independent schools: a boarding school, a progressive day school, a Quaker school, etc., and get tips for diversifying your own development team.
    David Smith, Director of Development, Saint Ann's School; Akemi Kochiyama, Director of Advancement, Manhattan Country School; Courtney Archer-Buckmire, Director of Major Gifts, Poly Prep Country Day School; Sonia Bonsu, Director of The Hotchkiss Fund, The Hotchkiss School; and Tiffani Harris, Director of Leadership and Annual Giving, William Penn Charter School

  • You Have a Sex Abuse Allegation, Now What?
    This session will take an in-depth look at sexual misconduct focusing on prevention and what to do when there is an allegation of misconduct (past or present), and how to communicate when the unthinkable occurs. Communications guidelines, bystander intervention, general training, and key steps to take are shared in this session. Participants will gain a clear understanding of how to manage communications on this difficult issue. Case studies will be included.
    Jane Maxwell Hulbert, Principal, The Jane Group

Conference Adjourns

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Day 1 Day 2 Day 3





Carney Sandoe



Campbell & Company




Brakeley Briscoe

The Compass Group Donor Search Gonser Gerber
Mythos Grenzebach Glier and Associates