Conferences & Training
Program - Summer Institute in Educational Fundraising

Day 1
Day 2
Day 3
Day 4
Day 5

Annual Giving Annual Giving
Major Gifts/campaigns Major Gifts/Campaigns
Management and Strategy Management and Strategy
Personal Solicitation Personal Solicitation
Sunday, July 22

NOON-3:00 PM
Registration

4:00-5:00
Opening Session
Welcome and Faculty Introductions
Speaker: Jim Husson, Senior Vice President for University Advancement, Boston College

5:00-5:15
Walk to Advisee Sessions

5:15-6:15
Advisee Group Meetings
Meet with faculty and peers from similar institutions and learn how to maximize your learning opportunities at the institute.

6:15-7:15
Tour of Campus (optional)

7:30
Lobster and Clambake
What would a road trip be without a little local flavor? On the first night of the Institute, you'll be treated to a traditional outdoor New England Clambake, featuring lobster and other selections.

 

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Monday, July 23

7:00-8:00 AM
Breakfast

8:00-9:00
Overview of Development
Speaker: Jim Husson, Senior Vice President for University Advancement, Boston College

9:15-10:45
Annual Giving
Speakers: David Jones, Executive Director for Annual Giving and Constituent Development, University of Georgia; and Lacie LaRue, Senior Director of Annual Giving Programs, University of Oregon

11:15 AM-12:15 PM
Advisee Group Meetings
Meet with faculty and peers from similar institutions and learn how to maximize your learning opportunities at the institute.

12:15-1:45
Lunch on your own

1:45-3:00
Elective Sessions (choose one)

Annual GivingFundraising and Wordsmithery: Persuasive Development Writing
Taking direct marketing a bit further, explore the core and written content of actual fundraising solicitations offered for educational critique. Materials for this session focus primarily on annual fund appeals, however, the techniques and tips often extend to major gift proposals, donor reports and other forms of writing for development. Development professionals can usually verbalize a conversational case for support with little effort. Effectively putting those ideas in writing takes skill and practice. Review the basic do's and don'ts around persuasive writing; whether it's a prose-heavy publication, a state-of-the-university appeal letter or copy for a flashy, factoid-filled brochure. Review actual annual giving appeals and writing samples used in effective direct mail solicitations. Practice your own editing skills working with persuasive copy.
Speaker: David Jones, Executive Director for Annual Giving and Constituent Development, University of Georgia
Annual GivingAnnual Fund and Alumni Relations: True Partners
Close and effective coordination between alumni engagement efforts and annual giving programs not only yield increased immediate support, it can also improve the levels of giving across generations. Building meaningful relationships with alumni should be an integrated process where all outreach and communication is intentional, coordinated and well executed. This session will help you enhance your alumni engagement efforts to where the natural outcome is a desire and willingness to invest more deeply in the institution.
Speaker: Trish Jackson, Interim Vice President, Geisel School of Medicine/Dartmouth-Hitchcock
Major Gifts/campaigns Basics of Campaign Management
All successful campaigns have four essential pillars: 1) Case; 2) Leadership; 3) Prospects; 4) A plan. The absence of any of these ingredients spells failure. Join us as we walk through a comprehensive campaign plan and review the essentials for success.
Speaker: Ginny Wise, Senior Vice President for Advancement, Tulane University
Major Gifts/campaignsDeveloping Major Gift Strategies
Working with an individual considering a major philanthropic investment in your organization is a very personal and unique experience - as such no two donors and no two gift discussions are alike. Your success or failure in closing a major gift depends on how well you know your donor, how well you listen to what they are telling you (or not telling you), and the extent to which you understand what he or she wants to accomplish through their philanthropy. During the course of this session you will learn how to gain the trust of major donors and prospects; how to involve other campus colleagues in developing your plan, ways to incorporate the aspirations of your top faculty, develop tactics for leveraging volunteers and other strategically placed alumni and trustees, and develop customized gift strategies to maximize results. At the end of this highly interactive sessions you will walk away with a fundraising strategy for one of your donors that you can implement upon your return to campus. In fact, the next step toward closing that big gift may begin as soon as this session ends.
Speaker: Chris Clarke, Senior Assistant Vice President, Trinity College and Graduate School Development, Duke University
Major Gifts/campaignsStrategic Staff and Volunteer Partnerships: Elements of Success
The data are clear that volunteers tend to be more generous donors to the organizations for which they volunteer, especially if they find their work on behalf of the institution meaningful and engaging. Volunteers can also provide useful knowledge and understanding of their peers, and often provide invaluable introductions to key potential supporters. And yet, effective volunteer management requires significant staff resources of time and energy. Explore some of the best practices and better principles of creating strategic staff and volunteer partnerships to advance your institution as well as your own career.
Speaker: Martin Shell, Vice President and Chief External Relations Officer, Stanford University
Personal SolicitationGetting Face to Face with Prospective Donors: The Cold Call and Your First Visit
Turn up the heat on your cold calls and keep the door open after your first visit. Learn how to get the appointment, how to start the conversation and keep it on track, and most important, how to end the visit ensuring a productive next step. Have to solicit on that first call? We'll cover that as well. The development professional who masters and enjoys cold calls and first visits is destined for success.
Speaker: Heidi Hansen McCrory, Vice President for Development, Furman University
Personal SolicitationGetting Face to Face with Prospective Donors: The Art of Asking Strategic Questions
Strategic and generative conversations are at the heart of our work. Questioning and listening are powerful life skills. First, they will help you create productive donor relationships. What organizations do you support with your philanthropy? Where are we on your list of philanthropies? How do you make your philanthropic decisions? What has been your most meaningful gift? Quality questions elicit amazing information that will guide you in the solicitation process and help you build relationships on campus with your supervisor, peers and faculty members. Learn how to develop questions instead of talking points that will inform your gift strategy, advance relationships, and result in a joyful, generous "Yes" to your request for increased engagement with your institution, a significant gift to one of your priorities or for whatever you were hoping that volunteer or colleague would do to help you achieve your goals.
Speaker: Mary Carrasco, Assistant Head of School for Advancement, Sidwell Friends School
Personal SolicitationGetting Face to Face with Prospective Donors: Making the Ask
It is more than a meeting: it is ensuring success in every stage of a significant solicitation. We often think of a solicitation as a singular event, the moment when we "ask for the order." In this session, we will look at personal solicitation in a broader context, by discussing five stages of the solicitation process, beginning with the call to request an appointment and concluding with post-solicitation follow up. Our goal will be to understand how a thoughtful and rigorous approach to each stage can help ensure the best possible outcome in your solicitation of a high-potential prospect.
Speaker: Kevin Heaney, Vice President for Advancement, Princeton University
Management and StrategyTrue Grit: The Path to Peak Performance
Why do some advancement professionals succeed where others fail? What can we learn from individuals who arrive at the highest levels of expert performance across a range of professions? How might this inform our work and professional development, both as individual performers and in team settings? In this session we will review recent research on expertise and discuss two film scenes that focus on peak performers. Join us as we seek to understand why stars are made and not born.
Speaker: Jim Husson, Senior Vice President for University Advancement, Boston College

3:30-4:45
Major Gifts
Speaker: Peter Hayashida, Vice Chancellor for University Advancement, University of California, Riverside and President, UC Riverside Foundation

5:00-6:00
Storytelling
Moderator: Martin Shell, Vice President and Chief External Relations Officer, Stanford University

6:30
Reception and Barbecue
A festive barbeque highlights the second night of the Institute. A DJ will provide entertainment.

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Tuesday, July 24

7:00-8:00 AM
Breakfast

8:00-9:15
Advisee Group Meetings
The Language of Asking
(Hands-on workshop)
Meet with faculty and peers from similar institutions and learn how to maximize your learning opportunities at the institute.

9:45-11:00
Stewardship and Donor Relations
Speaker: Heidi Hansen McCrory, Vice President for Development,Furman University

11:30 AM-12:45 PM
Elective Sessions (choose one)

Annual GivingRead Me! Direct Mail Tips, Trends and Techniques
Explore the nuts-and-bolts of this traditional and reliable solicitation medium as well as many of the current trends, techniques and strategies in developing more effective direct mail, including variable data and imaging. Discuss messaging, formatting, packaging and text development. Samples from the real world (both exemplary and questionable) are viewed and offered for feedback. What's attractive and trendy isn't always effective. Discuss and learn what elements make direct mail the mainstay of annual giving solicitation.
Speaker: David Jones, Executive Director for Annual Giving and Constituent Development, University of Georgia
Annual GivingLeadership Annual Giving
More and more annual giving programs are starting to invest in leadership annual giving. Many times these are our most loyal donors...and our future major gift donors. This session will look at how you develop a leadership annual giving program, how you measure the value added back and how leadership annual giving fits in with existing annual giving strategies.
Speaker: Lacie LaRue, Senior Director of Annual Giving Programs, University of Oregon

Major Gifts/campaigns

Gift Planning 101 - What is Your Short Term and Long Term Game?
Planned giving is often thought of as complicated and overwhelming. It is also a topic that tends to engender discomfort among donors, volunteers and staff because it can involve discussions of complexity and, in some cases, mortality. At the same time, it is one of the most important areas of our work as we partner with donors to help them make the most efficient and effective gifts possible. Join us for an introductory session on planned giving to learn more about the various types of outright and deferred gift opportunities that can benefit not only your institution, but also your donors.
Speaker: Boi Carpenter, Senior Associate Vice President for Development and Alumni Relations, Johns Hopkins University
Major Gifts/campaignsBasics of Campaign Management
All successful campaigns have four essential pillars: 1) Case; 2) Leadership; 3) Prospects; 4) A plan. The absence of any of these ingredients spells failure. Join us as we walk through a comprehensive campaign plan and review the essentials for success.
Speaker: Peter Hayashida, Vice Chancellor for University Advancement, University of California, Riverside and President, UC Riverside Foundation
Personal SolicitationGetting Face to Face with Prospective Donors: The Cold Call and Your First Visit
Are you looking for strategies to turn up the heat on your cold calls and keep the door open after your first visit for future development conversations? Learn some tips for getting the appointment, how to start the conversation and keep it on track, and most importantly, how to end the visit ensuring a productive next step. And if you are expected to make an ask during that first call? We'll of course cover that as well. At the end of the day, the development professional who masters and enjoys cold calls and first visits will be destined for success!
Speaker: Chris Clarke, Senior Assistant Vice President, Trinity College and Graduate School Development, Duke University
Personal SolicitationGetting Face to Face with Prospective Donors: The Art of Asking Strategic Questions
Strategic and generative conversations are at the heart of our work. Questioning and listening are powerful life skills. First, they will help you create productive donor relationships. What organizations do you support with your philanthropy? Where are we on your list of philanthropies? How do you make your philanthropic decisions? What are the values you find most compelling when considering your support? Quality questions elicit amazing information that will guide you in the solicitation process. Second, it will help you build relationships on campus with your supervisor, peers and faculty members. Learn how to probe for information that helps develop and advance relationships and result in a joyful, generous "Yes" to your request for increased engagement with your institution, a significant gift to one of your priorities or for whatever you were hoping that volunteer or colleague would do to help you achieve your goals.
Speaker: Kevin Heaney, Vice President for Advancement, Princeton University
Personal SolicitationGetting Face to Face with Prospective Donors: The Art of Listening
As a leadership annual fund or major gift professional, you are a detective, uncovering clues to your donor's philanthropic interests, motivations and values. And, like a good detective, you have many different tools for gaining the information you need. Active, effective listening is one of them. Assess your listening skills, learn about different listening styles and come away with the skills you need in order to hear and understand how to advance relationships toward "Yes."
Speaker: Martin Shell, Vice President and Chief External Relations Officer, Stanford University
Management and StrategyTrue Grit: The Path to Peak Performance
Why do some advancement professionals succeed where others fail? What can we learn from individuals who arrive at the highest levels of expert performance across a range of professions? How might this inform our work and professional development, both as individual performers and in team settings? In this session we will review recent research on expertise and discuss two film scenes that focus on peak performers. Join us as we seek to understand why stars are made and not born.
Speaker: Jim Husson, Senior Vice President for University Advancement, Boston College
Management and StrategyDonors Speak: A Volunteer Panel
What draws a donor to your cause? How do you build that interest into a lifetime partnership? Join us for a guided, thoughtful discussion featuring an engaged philanthropists that will explore the steps to build a relationship and the processes necessary to keep it thriving.
Speaker: Trish Jackson, Interim Vice President, Geisel School of Medicine/Dartmouth-Hitchcock

12:45-2:15
Lunch on your own/Luncheon Roundtables (optional)

2:15-3:30
Elective Sessions (choose one)

Annual GivingAnnual Giving Strategies
Developing an overarching strategy for your annual giving program is vitally important to success...but what is the right strategy? This session will review popular annual giving strategies like alumni participation and pipeline development. What are the advantages and challenges of each? How do you select the right one for your program and work with leadership to ensure it is implemented correctly?
Speaker: Lacie LaRue, Senior Director of Annual Giving Programs, University of Oregon
Annual GivingCrunching the Numbers: Analysis for Annual Giving
You'll achieve what you measure. Find out which metrics matter most for annual giving and learn how to use reports and benchmarks as tools to grow and enhance your programs.
Speaker: David Jones, Executive Director for Annual Giving and Constituent Development, University of Georgia
Major Gifts/campaignsDeveloping Major Gift Strategies
Working with an individual to make a major philanthropic investment in your organization is a very personal and unique experience, with no two donors and no two gift plans being exactly alike. Your success or failure in closing a major gift depends on how well you know the donor, how well you listen and your understanding of what he or she wants to accomplish with his or her philanthropy. Practice developing major gift strategies, how to use faculty, trustees, colleagues and volunteers, and develop a sense of moves sequence that will maximize results. Walk away with a strategy for one of your donors that you can begin implementing as soon as you get back to campus. In fact, maybe the next step toward that gift begins as soon as this session ends.
Speaker: Mary Carrasco, Assistant Head of School for Advancement, Sidwell Friends School
Major Gifts/campaignsMajor Gift Stewardship: Art of Saying Thank You and Preparing for the Next Ask
Our best prospects are philanthropic partners already invested in our mission and dreams for the future. How effectively we thank a benefactor for a gift determines, in large part, whether an additional commitment will be made. Explore meaningful strategies to make your "thank you" an important step in cultivating that next gift.
Speaker: Martin Shell, Vice President and Chief External Relations Officer, Stanford University
Major Gifts/campaignsParents Programs
More and more campuses are recognizing the important role that parents play in the life of our institutions. These engagement opportunities range from that of volunteer to ambassador to advisor to recruiter to donor. Institutions of every type are creating programs to involve parents during and after their child's campus experience. During this conversation we will explore ways to activate your parents network in an effort to attract and involve them more deeply in your institution, with your alumni as well as other parents. Whether you're in a large public university, an independent school, a private college, or some other institutional type, this session will explore well-established and emerging ideas that can energize your campus with new resources.
Speaker: Chris Clarke, Senior Assistant Vice President, Trinity College and Graduate School Development, Duke University
Personal SolicitationGetting Face to Face with Prospective Donors: The Cold Call and Your First Visit
Turn up the heat on your cold calls and keep the door open after your first visit. Learn how to get the appointment, how to start the conversation and keep it on track, and most important, how to end the visit ensuring a productive next step. Have to solicit on that first call? We'll cover that as well. The development professional who masters and enjoys cold calls and first visits is destined for success.
Speaker: Heidi Hansen McCrory, Vice President for Development, Furman University
Personal SolicitationGetting Face to Face with Prospective Donors: The Art of Listening
As a leadership annual fund or major gift professional, you are a detective, uncovering clues to your donor's philanthropic interests, motivations and values. And, like a good detective, you have many different tools for gaining the information you need. In this session we will identify some of the critical skills needed to be a strategic observer and active participant in relationship building.
Speaker: Boi Carpenter, Senior Associate Vice President for Development and Alumni Relations, Johns Hopkins University
Personal SolicitationGetting Face to Face with Prospective Donors: Making the Ask
It is more than a meeting: it is ensuring success in every stage of a significant solicitation. We often think of a solicitation as a singular event, the moment when we "ask for the order." In this session, we will look at personal solicitation in a broader context, by discussing the five stages of the solicitation process, beginning with the call to request an appointment and concluding with post-solicitation follow-up. Our goal will be to understand how a thoughtful and rigorous approach to each stage can help ensure the best possible outcome in your solicitation of a high-potential prospect.
Speaker: Ginny Wise, Senior Vice President for Advancement, Tulane University
Management and StrategyEffectively Managing Yourself and Others
Your success demands more than just your individual performance. You need to manage your boss, your key volunteers and your colleagues across the organization as well as your team if you're a supervisor. How can you make the most of these relationships, even if they are not ideal? Just who do you work for? How can you flex your own strengths to bring out the best in your manager and important partners? Especially as your career advances, one of the most difficult challenges you'll face is creating and contributing to a strong and effective organizational culture where others feel engaged, empowered and enthusiastic about their work. Explore the disciplines of self-awareness, observation, adaptability, management and leadership and learn how to develop your own strategies.
Speaker: Peter Hayashida, Vice Chancellor for University Advancement, University of California, Riverside and President, UC Riverside Foundation

4:00-5:00
From Rising Stars to Established Professionals: A Discussion with SIEFR Alumni
Sue Cunningham, President and CEO, CASE, will talk with three recent SIEFR Alumni about their professional journeys since attending the Institute. Our panelists represent very different types of institutions and experiences in a profession with one commonality: their work helps advance education to transform lives and society. Looking back, what were some of their most important--and lasting-take-aways from SIEFR? How have their responsibilities evolved in the past several years and what do they see as most essential to their ongoing professional development? These and other questions (including yours!) will make for a lively discussion offering you a glimpse into your own "near future."

Moderator: Sue Cunningham, President and CEO, CASE
Panelists:
Peter Boston, Regional Director, Major Giving, Boston College; Bridget McKay, Regional Director of Development, University of California, Riverside; Kendria Perry-Madden, Associate Director of Major Gifts, Northwestern University

5:15-6:15
Dartmouth Reception

6:15
Dinner on your own

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Wednesday, July 25

7:00-8:00 AM
Breakfast

8:00-9:30
Advisee Group Meetings
Do it Right: Ethics
Meet with faculty and peers from similar institutions and learn how to maximize your learning opportunities at the institute.

10:00-11:15
Campaigns
Speaker: Kevin Heaney, Vice President for Advancement, Princeton University

11:30 AM-12:45 PM
Career Path Discussion
Moderator: Chris Clarke, Senior Assistant Vice President, Trinity College and Graduate School Development, Duke University

12:45-2:15
Lunch on your own

2:15-3:30
Elective Sessions (choose one)

Annual GivingRethinking Telefunds
Times, they are a changing...especially for Telefunds. What was once a cornerstone of annual giving programs, has seen steady declines over the past few years and some schools are even canceling their programs! This session will discuss the future of Telefunds—how are growing programs achieving success and what are other uses for the Telefund program that can keep it relevant as the landscape of annual giving continues to change.
Speaker: Lacie LaRue, Senior Director of Annual Giving Programs, University of Oregon
Annual GivingStudent Philanthropy Programs
Though many institutions have solid senior class gift programs, those schools, colleges and universities that introduce comprehensive philanthropy programs from the time students first matriculate, are well-positioned for greater success. Explore some of the best practices in creating a culture of philanthropy on your campus, and consider how you can design programs that work for your institution, even in a time of constrained resources
Speaker: Trish Jackson, Interim Vice President, Geisel School of Medicine/Dartmouth-Hitchcock
Major Gifts/campaignsAn Intro to Donor Prospect Management and Research
What size prospect portfolio do you really need? Can you really determine the capacity a donor has for making a substantial gift? How can you design the research effort to meet priority goals and objectives? How do development officers work with a research staff? What if you, the development officer, ARE the research staff? Are we directing our attention on the right prospects for our institution? We'll explore tools and approaches together during this session. Explore the fundamental roles of prospect research and management to maximize your organization's fundraising potential: information gathering techniques, strategies for identifying new prospects, and methods of evaluating prospect capacity.
Speaker: David Jones, Executive Director for Annual Giving and Constituent Development, University of Georgia
Major Gifts/campaignsReunion Programs: High-Impact Engagement
They're BAACCKK . . . but don't be afraid! Take the scary out of reunions. Reunions are an opportunity to raise more money and engage more alumni. Learn how to refine and renew your reunion program to rejoice in record-breaking levels of giving. Explore ways to use volunteers and implement creative gift giving. Discuss how to coordinate your "getting them back" programming with your "getting them to give back" programming, and make it fun so that when your alumni come back, you're glad they did.
Speaker: Heidi Hansen McCrory, Vice President for Development, Furman University
Major Gifts/campaignsStrategic Staff and Volunteer Partnerships: Elements of Success
The data are clear that volunteers tend to be more generous donors to the organizations for which they volunteer, especially if they find their work on behalf of the institution meaningful and engaging. Volunteers can also provide useful knowledge and understanding of their peers, and often provide invaluable introductions to key potential supporters. And yet, effective volunteer management requires significant staff resources of time and energy. Explore some of the best practices and better principles of creating strategic staff and volunteer partnerships to advance your institution as well as your own career.
Speaker: Ginny Wise, Senior Vice President for Advancement, Tulane University
Personal SolicitationGetting Face to Face with Prospective Donors: The Art of Asking Strategic Questions
Strategic and generative conversations are at the heart of our work. Questioning and listening are powerful life skills. First, they will help you create productive donor relationships. What organizations do you support with your philanthropy? Where are we on your list of philanthropies? How do you make your philanthropic decisions? What has been your most meaningful gift? Quality questions elicit amazing information that will guide you in the solicitation process and help you build relationships on campus with your supervisor, peers and faculty members. Learn how to develop questions instead of talking points that will inform your gift strategy, advance relationships, and result in a joyful, generous "Yes" to your request for increased engagement with your institution, a significant gift to one of your priorities or for whatever you were hoping that volunteer or colleague would do to help you achieve your goals.
Speaker: Mary Carrasco, Assistant Head of School for Advancement, Sidwell Friends School
Personal SolicitationGetting Face to Face with Prospective Donors: The Art of Listening
As a leadership annual fund or major gift professional, you are a detective, uncovering clues to your donor's philanthropic interests, motivations and values. And, like a good detective, you have many different tools for gaining the information you need. In this session we will identify some of the critical skills needed to be a strategic observer and active participant in relationship building.
Speaker: Boi Carpenter, Senior Associate Vice President for Development and Alumni Relations, Johns Hopkins University
Personal SolicitationGetting Face to Face with Prospective Donors: Making the Ask
It is more than a meeting: it is ensuring success in every stage of a significant solicitation. We often think of a solicitation as a singular event, the moment when we "ask for the order." In this session, we will look at personal solicitation in a broader context, by discussing the five stages of the solicitation process, beginning with the call to request an appointment and concluding with post-solicitation follow-up. Our goal will be to understand how a thoughtful and rigorous approach to each stage can help ensure the best possible outcome in your solicitation of a high-potential prospect.
Speaker: Kevin Heaney, Vice President for Advancement, Princeton University
Management and StrategyAuthentic Leadership: Defining Yourself as a Leader
Leadership has many dimensions and can be defined in a range of ways, but what does it mean to be a leader? Many books have been written about how to turn yourself into a leader: stand taller, be more confident, be decisive, be collaborative, talk more, talk less. But at some point can't you just be yourself and also be an effective leader? This session will be a dynamic conversation about how you develop your own personal brand of leadership, adapt it to your team and environment, and remain authentic to who you are and your life experiences.
Speaker: Peter Hayashida, Vice Chancellor for University Advancement, University of California, Riverside and President, UC Riverside Foundation

4:00-5:15
The President's Perspective
Moderator: Martin Shell, Vice President and Chief External Relations Officer, Stanford University
Presidents: Laurie L. Patton, President, Middlebury College; and Clayton S. Rose, President, Bowdoin College

5:15
Dinner on your own

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Thursday, July 26

7:00-8:00 AM
Breakfast

8:00-9:00
Advisee Group Meetings
Meet with faculty and peers from similar institutions and learn how to maximize your learning opportunities at the institute.

9:30-10:45
Elective Sessions (choose one)

Annual GivingIntegrated Annual Giving
There is no shortage of solicitation tools in annual giving, and every year we see new strategies and platforms added. How are successful programs incorporating emerging trends like crowdfunding and Days of Giving into their existing tried-and-true strategies like direct mail, Telefund and email.
Speaker: Lacie LaRue, Senior Director of Annual Giving Programs, University of Oregon
Annual GivingYoung Alumni Programs
At many of our institutions young alumni are often overlooked and undervalued as we consider R.O.I. in terms of the deployment of staff resources. As a result many fundraisers are forced to concentrate their efforts on "established graduates" with presumably more time and discretionary resources to support our organizations. This conversation will explore ideas and suggestions ranging from how best to involve current students in the advancement of your institution to strategies for connecting recent graduates and other young alumni with both the school and with each other. By actively engaging our alumni as volunteers and donors at an early age, we set the building blocks for success that will benefit our programs for many years to come. Please join us as we explore ideas to augment programs aimed at better serving the needs of our youngest graduates.
Speaker: Chris Clarke, Senior Assistant Vice President, Trinity College and Graduate School Development, Duke University
Major Gifts/campaignsMajor Gift Stewardship: Art of Saying Thank You & Preparing for the Next Ask
Our best prospects are philanthropic partners already invested in our mission and dreams for the future. How effectively we thank a benefactor for a gift and engage them with the impact of their philanthropy determines, in large part, whether an additional commitment will be made. Explore meaningful strategies to make your "thank you" an important step in cultivating that next gift.
Speaker: Mary Carrasco, Assistant Head of School for Advancement, Sidwell Friends School
Major Gifts/campaignsWomen Give!
Focusing on data from the Women's Philanthropy Institute at the Lilly Family School of Philanthropy at Indiana University, this session will demonstrate why every institution should pay attention to and involve their female constituents; it is likely they are key to your institution's increased philanthropy! Come and learn from each other in this interactive session.
Speaker: Trish Jackson, Interim Vice President, Geisel School of Medicine/Dartmouth-Hitchcock
Personal SolicitationGetting Face to Face with Prospective Donors: The Art of Asking Strategic Questions
Strategic and generative conversations are at the heart of our work. Questioning and listening are powerful life skills. First, they will help you create productive donor relationships. What organizations do you support with your philanthropy? Where are we on your list of philanthropies? How do you make your philanthropic decisions? What are the values you find most compelling when considering your support? Quality questions elicit amazing information that will guide you in the solicitation process. Second, it will help you build relationships on campus with your supervisor, peers and faculty members. Learn how to probe for information that helps develop and advance relationships and result in a joyful, generous "Yes" to your request for increased engagement with your institution, a significant gift to one of your priorities or for whatever you were hoping that volunteer or colleague would do to help you achieve your goals.
Speaker: Kevin Heaney, Vice President for Advancement, Princeton University
Personal SolicitationGetting Face to Face with Prospective Donors: The Art of Listening
As a leadership annual fund or major gift professional, you are a detective, uncovering clues to your donor's philanthropic interests, motivations and values. And, like a good detective, you have many different tools for gaining the information you need. Active, effective listening is one of them. Assess your listening skills, learn about different listening styles and come away with the skills you need in order to hear and understand how to advance relationships toward "Yes."
Speaker: Peter Hayashida, Vice Chancellor for University Advancement, University of California, Riverside and President, UC Riverside Foundation
Personal SolicitationGetting Face to Face with Prospective Donors: Making the Ask
It is more than a meeting: it is ensuring success in every stage of a significant solicitation. We often think of a solicitation as a singular event, the moment when we "ask for the order." In this session, we will look at personal solicitation in a broader context, by discussing the five stages of the solicitation process, beginning with the call to request an appointment and concluding with post-solicitation follow-up. Our goal will be to understand how a thoughtful and rigorous approach to each stage can help ensure the best possible outcome in your solicitation of a high-potential prospect.
Speaker: Ginny Wise, Senior Vice President for Advancement, Tulane University
Management and StrategyStrategic Thinking and Planning for the Development Office
Your head is full of everything you've learned about annual giving, volunteer engagement, personal solicitations, direct mail, prospect management, communications and campaigns. Now what? How do you pull together all the pieces for a successful program? Strategic thinking and planning, of course! We'll discuss ways to plan for success, whether you're managing an office, a program, a staff-or just yourself and your prospect list.
Speaker: Heidi Hansen McCrory, Vice President for Development, Furman University
Management and StrategyAuthentic Leadership: Defining Yourself as a Leader
Leadership has many dimensions and can be defined in a range of ways, but what does it mean to be a leader? Many books have been written about how to turn yourself into a leader: stand taller, be more confident, be decisive, be collaborative, talk more, talk less. But at some point can't you just be yourself and also be an effective leader? This session will be a dynamic conversation about how you develop your own personal brand of leadership, adapt it to your team and environment, and remain authentic to who you are and your life experiences.
Speaker: Boi Carpenter, Senior Associate Vice President for Development and Alumni Relations, Johns Hopkins University

11:15-11:30
Closing Session

11:30
Institute Adjourns

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Day 1
Day 2
Day 3
Day 4
Day 5