12:00–1:00 PM ET Registration Welcome to Orlando! Please stop by the registration desk starting at 12:00 PM to check in and pick up your conference materials.
1:00–1:30 Welcome, Faculty Introductions and Conference Overview Meet the faculty and discuss what you hope to “take away” from our time together. Please come with a list of questions. Speakers: All Faculty, led by Floyd Akins
1:30–2:30 Know Thy Donor: The Importance of Relationship Building and the Fundraising Process This session is designed to provide an overview of fundraising as it relates to the importance of establishing meaningful and sustaining relationships with donors that lead to successful outcomes throughout the life of the relationships that donors have with organizations.
Speaker: Floyd Akins
2:30–2:45 Refreshment Break
2:45–3:45 Big Ideas and Storytelling The history of your organization is constructed through thousands of individual stories from alumni and friends, some of whose names adorn buildings or whose generosity have built endowments to ensure its future. Many of these stories began with a big idea that was achieved through sharing a transformational vision and subsequently engaging hearts and minds. This session explains how to discover a donor’s “philanthropy philosophy” through active listening and storytelling.
Speaker: Kayla Hale
3:45-4:00 Stretch Break
4:00–5:00 Elective Sessions(choose one):
How Do I Get Started? Often, newcomers to development do not know how to get started and ask the following: What should I learn before meeting with a donor? How do I plan a trip? Where do I stay? etc. This interactive session is designed to answer those and other questions that will help fundraisers uncouple some of the mysteries and anxiety about getting started. Speakers: Floyd Akins and Jeff Schoenherr
Personalities and Politics in Advancement
Everyone hates office politics, and many do not understand the ‘rules of the game’. This session will provide advice and tips on how to navigate and work within a political workplace environment while always keeping the mission of the organization at heart, and colleagues and their interests in mind. We will explore strategies on how to build trustworthy professional networks and positive internal relationships. Speaker: Angelique Grant
5:00 PM Conference Adjourns for the Day Dinner on your own
5:00–6:00 Networking Reception Join conference faculty and your colleagues to network and unwind after Day 1. Complimentary hors d'oeuvres and drink tickets will be provided.
8:30–9:30 AM Continental Breakfast and Roundtable Discussions (based on institution type)
We will kick-off the morning by providing participants with the opportunity to meet with other conference attendees who come from similar organizations or experiences.
9:30–10:30 Getting Your Foot in the Door and Role Play Scenarios You can’t make an ask if you can’t get in front of your prospects! The faculty will talk about best (and creative) practices for securing and confirming appointments. Be prepared with 2-3 prospects in mind to practice getting the appointment.
Speakers: All Faculty, led by Kayla Hale and Jeff Liebermann
10:30–10:45 Coffee Break
10:45–11:45 Your Role as the Gift Officer: Preparation, Preparation, Preparation! There is much more to the ask than just "the question." We will discuss the difference between research and preparation and review the steps needed in advance of your meeting. Who will make the ask? For how much and for what purpose? Who else should be there? Have you prepared you own “elevator" speech? Addressing these questions (and more!) will increase your likelihood for success. Speakers: All Faculty, led by Kayla Hale
11:45 AM–1:15 PM Lunch on your own
1:15–2:30 Navigating Challenging Relationships in the New Era of Philanthropy
From the pandemic to the murder of George Floyd, many relationship managers are faced with challenges as they find themselves in the midst of ultra-sensitive conversations with alumni, prospects, and donors. We will have the opportunity to unpack challenging advancement experiences, understand the concept of race, privilege, and its influence, and develop courageous conversational skills. This conference session is designed to make space for vulnerable conversations that address advancement-specific realities and complexities as relationship managers, as well as shared practices and processes to prepare for constituent visits. Speakers: Led by Angelique Grant and Floyd Akins with All Faculty (Panel Discussion)
2:30–2:45 Refreshment Break
2:45–3:45 Elective Sessions(choose one):
Engagement, Campus and Organization Partnerships Alumni and donor engagement is critical to our success. What does it mean? How should we define it in our organizations? How do we measure it and how does it inform our work as fundraisers? Learning how to manage your portfolio of prospects efficiently and effectively is key to success. How do you determine where and with whom you spend your time?
Speaker: Jeff Liebermann
Campaigns This session will explore the fundamentals of the comprehensive campaign and will use real life stories and scenarios to address questions. It is often said if an institution is not in a campaign, it is getting ready for one. This session will also offer a broad overview of campaigns and resources needed to support them. Speaker: Jeff Schoenherr
3:45–4:00 Stretch Break
4:00–5:00 How to Build and Sustain a Meaningful Career in Advancement Join us for an engaging career discussion regarding your path in advancement. Learn how to strategically prepare yourself for your next role and avoid transitioning from one opportunity to the next, without fully vetting an organization before joining. During this session we will cover topics such as: When should you stay and when should you go, and are you ready for leadership? Additionally, we will cover how to work with search firms and hiring managers as a candidate - and share effective tips and strategies on how to become a memorable candidate during the interviewing process.
Speaker: Angelique Grant
5:00 PM Conference Adjourns for the Day Dinner on your own (sign-up sheets for dine arounds available)
8:30–9:30 AM Continental Breakfast & Roundtable Discussions
9:30–10:30 Communication, Strategy, and Tools: Finding Your Voice This session will take many of the conceptual ideas discussed in other conference topics and place them into a framework you can use every day. How do you build your communication strategies? How can you blend annual giving and major giving solicitations to maximize donor potential? And how can you do all of this while staying true to your professional self?
Speaker: Jeff Liebermann