Program
Day 1: Tuesday, March 31
12:00-1:00 PM
Conference Registration
1:00–1:15
Conference Welcome and Introductions
Join conference chair Leslie Hutchens to meet the faculty and learn how to get the most out of your time at the conference.
1:15–2:30
The Overall Development Process
From A to Z, veteran Higher Education Fundraiser Marcus Burgess decodes specialized terminology, common short-hand, and advancement jargon and processes that too often stand between loyal supporters and our institutions. In the process, he shares his first-hand experiences about "The Overall Development Process" that will assist you on your journey in the development world. The work we do is critical to our success. It is important to know our terminology and how to define what we do. Learn about the language and select processes in advancement and be better equipped to do your work and collaborate with others to be successful.
2:45–4:00
Major Gifts vs. Annual Giving
Endowments vs. expendable support. Budget enhancement vs. budget relief. Whether it's seven figures or seven thousand, what makes a gift a major gift versus for the annual fund? Can a gift be both?
During this presentation and conversation, we will look at real-life examples of a variety of gifts, giving vehicles, and discuss what defines a gift into the major gifts and annual giving categories, what makes them unique, the best practices for soliciting each type of gift, and how major gift officers and annual fund staff can (and need to) collaborate to ensure the greatest chances of mutual success.
4:15–5:30
Ethics in Fundraising: Where do you draw the line?
Development is about building relationships. The line between professional interactions and personal friendships can often be blurred. Where do you draw the line? What are a fundraisers professional and ethical obligations to a donor and to their institution? We will explore these questions and role play scenarios to see how we can prepare for the challenges that all development officers face.
5:30–6:30
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. Don't forget your business cards!
6:30 PM
Conference Adjourns for the Day
Dinner on your own
Dinner on your own OR optional small group dinners in Charleston; sign-up required.
Day 2: Wednesday, April 1
8:00–9:00 AM
Continental Breakfast & Roundtable Discussion
Join your peers for optional small-group discussions during breakfast. Share your biggest challenges, review hot topics and discuss solutions with your peers.
9:00–10:15
Working with Advancement Partners
As Development Officers, we are part of a team. Understanding the other members of your team and their roles is vital to a successful development program.
10:30–11:45
Elective Sessions (choose one):
- How Do You Manage Your Moves? Or Move on Up
Portfolio management is the key to a development officer’s success. How do you prioritize your prospects? How do you practice effective moves management to make your way through the donor cycle? This session will explore the ways in which you can manage your portfolio and create strategies to qualify and cultivate your prospects successfully. - Competing Priorities & The Role of the Dean
Fundraisers often wear many hats. Yet setting and exceeding expectations with a dean while managing multiple priorities requires thoughtful navigation. Join us for a conversation about defining roles and employing strategies to achieve impactful fundraising results with these key academic leaders.
11:45 AM–1:00 PM
Lunch On your own
1:00–2:00
The Power of Thank You
A lot of detail and strategy go into solicitations. After all that effort, are you saying thank you properly? Making your donors feel invested is the first step toward getting a second (or third or fourth) gift. We will discuss some tried-and-true ways as well as some new approaches for stewarding donors.
2:15–3:30
Elective Sessions (choose one):
- The Role of Data and Metrics in Driving Development Success
What gets measured gets done! Learn how a metrics-driven work plan and regular measurement and reporting can keep you focused on meeting and exceeding your annual goals and help buffer the distractions we all face in a busy development shop. We will share practical approaches to planning your year, your quarter, and your day and discuss a disciplined approach to portfolio and pipeline management. - Volunteer Stewardship vs Donor Relations
What's the true purpose of working with volunteers? Should all volunteers be expected to donate more than just their time and talent? Do we treat our donors different when volunteering when it is for non-fundraising purposes? Do top donors make good volunteers? Can a donor relationship be salvaged when we don't want them to volunteer anymore?
Too often, the lines are blurred between why we are asking members of our community to volunteer on behalf of our efforts. In this session, we will discuss how to measure the effectiveness of volunteers, when (and how) to "call it quits" with a difficult volunteer, while keeping them on as donors, and how to maximize your time between volunteer stewardship and cultivating donors.
3:45–5:00
Uncomfortable Conversations
We have all been there at some point - one of those uncomfortable conversations with a donor. As soon as you walk away you think “I should have said….” In this session, you will hear about some of these uncomfortable conversations from each of the faculty members. Use our awkward moments to help and prepare you for when you are sitting in one.
5:00–5:15
Lightening Round Wrap-up
Wrap up the day with faculty and your fellow peers. Bring your questions.
5:15 PM
Conference Adjourns for the Day
Dinner on your own
Dinner on your own OR optional small group dinners in Charleston; sign-up required.
Day 3: Thursday, April 2
8:00–9:00 AM
Continental Breakfast & Roundtable Discussion
Join your peers for optional small-group discussions during breakfast. Share your biggest challenges, review hot topics and discuss solutions with your peers.
9:00–10:30
Donor Panel
Hear directly from philanthropists from Claflin University and College of Charleston about their motivation and commitment to supporting higher education. The panel will explore their experiences as donors, their philosophies for their philanthropy, and will offer insights into how they engage with institutions and what contributes to their decision to give. The discussion will also explore what our panelists expect from the institutions they support and what keeps them involved with the universities.
10:45–11:45
Career Path Discussion and Panel
Many roads have lead to careers in development. This session will give insight to career pathways in development that will enable participants to learn both traditional and non-traditional methods of advancing. Conference participants will hear from CASE faculty on their personal career pathways that have lead them to success in the field.
11:45 AM–12:00 PM
Lessons Learned and Closing Q&A
Bring your last questions to the table…wrap up with faculty and with your peers.
12:00 PM
Conference Adjourns – Transition to Making the Ask Workshop