Session Descriptions

Data Warehouse as the New Reporting Frontier

Natalie Derrick, Partners HealthCare

Guy Daniello, Vice President of Business Intelligence, Hitachi Consulting

Morning Session: 9:45 AM – 10:45 AM

Data is multiplying yet users lack the tools to use it to reach sound business decisions.  This session will offer a view into what elements lead to a data warehouse project, define the steps necessary to develop a project plan and demonstrate the final result using industry standard tools.

Researching “Old Money” in Wealthy Families

Dave Chase, CEO, International Prospect Research Network

Late Morning Session: 11:00 AM – 12:00 PM

Researchers often get research requests with comments like: “We hear there is family money” or “We heard that her great-grandfather made a fortune in the New England whaling industry.” Come learn about research of historical news archives, census data, ship registries, birth, marriage and death records, family trees and more. We will look at books cataloging the great fortunes and the families that controlled those fortunes. We will look at the calculations involved in estimating the current value of a particular heir’s stake in a family fortune.

What Fundraising Professionals Need to Know About the Redesigned Form 990

Kaye B. Ferriter, JD, LLM, Managing Director, PricewaterhouseCoopers
Jocelyn Bishop, JD, Manager, PricewaterhouseCoopers

Early Afternoon Session: 1:30 PM – 2:30 PM

Because the Form 990 is very much in the public eye, it is important for fundraising professionals to be aware of what is being disclosed on the form and how it can be used tell an organization’s story. Discover how expanded disclosure requirements in the redesigned Form 990 offer fundraising professionals opportunities to present their organizations favorably to potential donors and charity rating agencies.

Donors Evolve From Everywhere

Sean Guilfoy, Sales Manager, eTapestry

Late Afternoon Session: 4:00 PM – 5:00 PM

Exploring much of the current research regarding online, nonprofit relationship-building tools, this workshop will focus on tools relating to communications, newsletters, web sites, prospect research, matching gifts and others. Come listen to one of the pioneers of internet technology cut through the hype to explain what does and does not work.  Actual examples of breakthrough usage and results will be illustrated.

How to Incorporate and Track Online Giving With Your Annual Fund

Valerie Lambert, Assistant Director of Development, Johns Hopkins University Center for Talented Youth

Morning Session: 9:45 AM – 10:45 AM

Whether you send out a targeted direct mail appeal, e-mail blast or simply drive traffic to your “Donate Now” button, you can’t afford to ignore the increasing number of people who donate online. Mail and online giving is not an “either/or” proposition and integration when approaching the donor is key to optimizing giving potential.  Discover how to code and track your appeals so that when constituents do give online, you’ll know who they are and which of your appeals got the best online response rates.

The Fusion of Alumni Relations and the Annual Fund: No Longer Business As Usual

Julie Candiello, Senior Director, Alumnae/i Relations & Annual Giving, Simmons College
Jan Taylor, Senior Director, Alumnae/i Relations & Annual Giving, Simmons College

Late Morning Session: 11:00 AM – 12:00 PM

You’ve just learned your organization is planning to make significant changes in the areas of alumni relations and annual giving. Join us as we share how you can move beyond “friend raising” to develop new strategies that build integrated teams responsible for delivering innovative programming, fostering cultivation and pipeline development, and making the ask.

Taking Control of the Annual Fund

Lawrence C. Henze, J.D., Managing Director, Target Analytics

Late Morning Session: 11:00 AM – 12:00 PM

To reduce solicitation costs and increase response rates, you should assert control over the efficiency and effectiveness of your annual giving operations.  Learn about acquisition and retention strategies, what messages should be sent, and how frequently should donors and prospects be contacted.

The ABC’s of Direct Mail Fundraising

Les Gordon, President, MCS Direct
Jennifer Raymond, Former Associate Director of Friends Membership, Boston Symphony Orchestra

Early Afternoon Session: 1:30 PM – 2:30 PM

In today’s world of multi-channel fundraising, direct mail remains an important component in the development process and the corner stone of the annual giving appeal. Hear a comprehensive overview of the basic principles and best practices of direct mail fundraising, which are required to design and implement a program that works.

Revolutionary Breakthrough:  Making Annual Fund the Ongoing Fund

Brian Lauterbach, CFRE, Vice President & Principal Consultant, RuffaloCODY Arts
Judi Taylor Cantor, CFRE, Vice President for Development, Boston Children’s Museum

Late Afternoon Session: 4:00 PM – 5:00 PM
If your annual fund continues to rely on the implementation of tactics—email, direct mail and phone calls—without adapted strategy, your creative energy and experience will be spent designing explanations for results instead of constructing sustainable solutions. This informative session will offer real-time case studies and analytical tools to further develop or challenge your existing campaign.

Making it Real: Getting Your Whole Institution on Board for Your Campaign

Moderator: Jim Kitendaugh, President, The Wayland Group
Helena Hartnett, Director of Development and External Relations, Isabella Stewart Gardner Museum
Jo Frances Meyer, Director of Development, Women’s Health, Brigham and Women’s Hospital

Morning Session: 9:45 AM – 10:45 AM

Nearly every institution talks about “teamwork” and “shared vision,” but too often campaigns and major gifts programs fail to develop a common understanding of shared goals and the tremendous impact that success in philanthropy can have on an institution.  How can development leaders play a critical role in bringing together senior leadership, key program staff, donors and prospects, and development staff around a shared vision for the future?  How can you work with your CFO and your finance committee to develop a common understanding of the financial impact of your program or campaign?  How can donors and prospects partner with senior leadership in a way that creates satisfaction for both?  Whether you’re in the earliest stages of planning a campaign or want to focus on ongoing major gifts, this session focuses on how to build enthusiasm and institutional buy-in for your effort.

Hard Hat Campaigning: Creating New Campaign Momentum for the Future

Bill Jaques, President, Jaques & Company, Inc.
Andrea Stewart, Consultant, Jaques & Company, Inc.

Late Morning Session: 11:00 AM – 12:00 PM

We’ve all experienced the dramatic changes that have taken place in the campaign landscape during 2008-2009. It’s been a hard hat year! What have we learned, and how will we adapt strategy and tactics to create
new momentum and achieve success in 2009-2010?

Capital Campaigns in Lean Times

Abbie von Schlegell, Abbie von Schlegell & Co. 

Kathryn Battillo, Consultant

Late Morning Session: 11:00 AM – 12:00 PM

Even though things may be tough right now, some organizations still must move forward into a capital campaign or continue one already launched. Designed for staff and board members of nonprofits in search of capital dollars, this session will help you plan your best approach.

The Art of Closing Gifts in Capital Campaigns

Usha Pasi, Chief Development Officer, Facing History and Ourselves

Early Afternoon Session: 1:30 PM – 2:30 PM
The most critical time in individual giving is between solicitation and closure.  Learn how to move from solicitation to closure of major and principal gifts during a capital campaign, how to follow up, how to engage leadership and volunteers, ways to create a sense of purpose and urgency, and how to listen to and respond to donor expectations.

Appealing to the Head and the Heart with Development Communications

Jeff Cruikshank, The Cruikshank Company
Kim Halliday, Carter Halliday Associates

Roy Doolittle, Partner & Co-Founder, The Stable

Late Afternoon Session: 4:00 PM – 5:00 PM

Do donors give from the head or the heart?  The answer: Yes.  Shaping a “bimodal” approach to messaging—both an emotional pull and the reasoned case for support—greatly increases your chances of success.  Find out how to avoid the “Trap of the Mixed Message” in relation to a capital campaign to build donor loyalty and affiliation.

Lost & Found: Re-Engaging Lost Alumnae/i Using Social Media

Rebecca Yturregui, Director of Marketing and Stewardship, Wellesley College
Nicole LeBlanc, Assistant Director of Advancement Marketing, Simmons College
Kathleen Goodwin, Media Consultant
Douglas Eymer, Owner, EYMER

Morning Session: 9:45 AM – 10:45 AM

Students leave campus each year with a diploma and, soon thereafter, may lose sight of the role their alma mater can and should play in their life. LinkedIn, Facebook and other social media sites are fast becoming important tools in today’s alumnae/i retention environments. Learn how your organization can harness its effective use of social media, create a more relevant brand and increase philanthropy.

Love Thy Donor (LTD): The Profitable Art of Telling Your Story Well

(Special two-hour session)
Dionisia “Nisia” Hanson, Chief Philanthropy Officer, Charlton Memorial Hospital

Morning Session: 9:45 AM – 10:45 AM – Part 1
Late Morning Session: 11:00 AM – 12:00 PM – Part 2

Stop relying on statistics and start speaking from the heart! Donors desperately want to hear real-life stories that prove their gifts have changed lives. Learn how to dig up great stories about your organization’s good work, use inspirational stories to attract new donors, build a case for larger gifts, and energize your board and staff through everything you write.

Is the Paperless Campaign Real?

Eric Norman, Strategist, Sametz Blackstone
Dexter Bailey, Vice President for Advancement and Alumni Relations, Worcester Polytechnic Institute

Early Afternoon Session: 1:30 PM – 2:30 PM

The convergence of booming social media, shrinking budgets and complex fundraising campaigns that may never “go public” requires development groups to think differently about how they communicate with prospects. Learn how the paperless campaign offers fundraisers the chance to get into the popular communications mainstream, and to target and scale communications without over-committing resources.

Leveraging a Milestone Anniversary to Boost Fundraising

Marie Longo, Associate Director of Development, Gay & Lesbian Advocates & Defenders
Carisa Cunningham, Director of Public Affairs & Education, Gay & Lesbian Advocates & Defenders

Early Afternoon Session: 1:30 PM – 2:30 PM

From event themes to communication materials, a milestone anniversary provides a special opportunity for an organization to retool existing strategies, generate excitement and increase revenue from donors. Through a case study, this session identifies key players to involve; explores areas to target for enhancement before, during, and after an anniversary year; and shares actual results experienced by a mid-sized development shop.

Building Cause Marketing Alliances through Branding

Stacie Madden, Former Director, International Fund for Animal Welfare
Nancy Barr, Senior Marketing Manager, International Fund for Animal Welfare

Late Afternoon Session: 4:00 PM – 5:00 PM

Communicating in one voice and developing key messages that articulate why it’s important to support your institution are the most critical aspects of your communications strategy. In this session, you will learn what branding means for a nonprofit, capitalize on your brand by developing cause marketing alliances, learn how to develop key messages, and how to create brand awareness by developing strategic partnerships.

Virtual Immersive Environments (VIE’s): A New Frontier for Fundraising?

Frank White, Independent Communications Consultant

Late Afternoon Session: 4:00 PM – 5:00 PM

Some organizations are raising money in online communities like Second Life, which typically has 60,000 “residents” online at any given moment. The American Cancer Society, for example, made more than $200,000 in its Second Life “Relay for Life” last year. This session will analyze the current status of fundraising in VIE’s, providing participants with the opportunity to evaluate opportunities for their own organizations on this “new frontier” for fundraising.

Cultivating and Keeping Funders: What Nonprofits Should be Doing Now

Kristen McCormack, Faculty Director, Public and Nonprofit MBA program, Boston University School of Management Trustee, William E. and Bertha E. Schrafft Charitable Trust and Charles Hayden Foundation
Sheila Cody Peterson, Vice President, State Street Community Affairs, and Massachusetts Grants Manager, State Street Foundation

Morning Session: 9:45 AM – 10:45 AM

In a time when grant and sponsorship dollars are declining, nonprofits should do all they can to maximize opportunities for cultivating new, and stewarding existing, corporate and foundation donors. This session will offer suggestions on what nonprofits should be doing during these difficult economic times to create and maintain relationships with funding partners.

Creative Corporate Partnerships: Thinking Outside the Box

Moderator – George Donnelly, The Boston Business Journal
Kevin McCall, President and CEO, Paradigm Properties

Late Morning Session: 11:00 AM – 12:00 PM

Heidi Brooks, Director of Community Relations, John Hancock Financial Services
Larry O’Toole, President and Founder, Gentle Giant Moving Company
Trish Karter, CEO and Co-Founder, Dancing Deer Baking Company

This session will showcase recent winners of the Boston Business Journal’s Innovation Partner of the Year awards.  Panelists will discuss their unique and multifaceted partnerships with nonprofits and suggest ideas for how to tap the many resources that corporations have to offer.

A is for Apple…G is for Grants!

Sunny Stich, Consultant

Early Afternoon Session: 1:30 PM – 2:30 PM

This survey session for beginners will discuss what makes a winning proposal and teach you how to conduct funder research, initiate contact with potential funders, plan effective calls and meetings, and build partnerships with foundation donors.

Grant Proposals and Program Evaluation: How Do You Measure Success?

Anne Marie Boursiquot King, Director of Grants, Tufts Health Plan Foundation
Lori Friedman, Senior Director of Development for Corporations and Foundations, Harvard Medical School

Late Afternoon Session: 4:00 PM – 5:00 PM

More than ever, funders want to understand the potential impact of their giving. To that end, they expect to see well-defined success measures outlined in grant requests.  Learn how to create a strong program evaluation plan and leave with tips on effective ways to demonstrate program impact. 

Sixty Minutes to a More Powerful, Profitable Newsletter

Tina Cincotti, Founder and Principal Consultant, Funding Change
Kelly Gallagher, Annual Giving Officer, Tufts Medical Center

Morning Session: 9:45 AM – 10:45 AM

Newsletters may be the most valuable vehicle you have for making your donors feel connected to your work.  Yet surveys show that donors aren’t reading them.  Discover what makes a great newsletter and how to avoid common pitfalls.  No matter how good your newsletter is, you’ll leave with concrete strategies for making one of your most important donor relations tool even better.

Using Events as a Gateway to Your Next Major Gift

Michael P. Sullivan, Senior Vice President of Philanthropy, Joslin Diabetes Center
Rosa Mayorga, Development Officer, Planned Giving/Donnor Relations

Late Morning Session: 11:00 AM – 12:00 PM

From a small stewardship event to your annual gala, learn how to use your events to not only recognize, but also move your existing donors and new prospects towards the next ask.  Join us as we explore real-life examples of how successful asks came about through creative and dynamic event stewardship.

Outside the Box Stewardship Reporting

Tina Lang-Stuart, Director of Stewardship, Brigham and Women’s Hospital
Scott Lane, Stewardship Officer, Brigham and Women’s Hospital.
Peter Bayreuther, Stewardship Officer, Brigham and Women’s Hospital

Early Afternoon Session: 1:30 PM – 2:30 PM

This is the year for Stewardship. That’s the good news. The bad news is that many development shops are asking their donor relations staff to be more creative with the available resources including the traditional stewardship report. This presentation will give examples of how to think “outside the box” when creating stewardship reports for volunteer leaders, principal and major gift donors, and how these reports fit into the overall prospect management process.

Taking the Plunge to Notify Donors of Underwater Funds

Maria Van Conroy, Senior Associate Director of Donor Relations, Tufts University
Christine Sanni, Director of Advancement Communications and Donor Relations, Tufts University

Late Afternoon Session: 4:00 PM – 5:00 PM

Radical shifts in the market have caused dips in endowment values, leaving many universities and nonprofits with endowed funds that are worth less than the original gift. Are universities and nonprofits required to notify donors when the value of their endowed fund falls underwater? (No) Wouldn’t notifying them invite difficult conversations? (Yes) Might donors offer unfair criticism of investment practices or other university decisions? (Sometimes) Learn how one communications and donor relations team came to the decision to proactively notify their donors about their funds.

From the Donor’s Perspective: Best Practices in Major Donor Retention During Challenging Times

Steve Grossman, President, Grossman Marketing Group
Roger Servison, President, Strategic New Business Development Group, Fidelity Investments
G. Allen Peckham, Chief Development Officer, Partners HealthCare

Morning Session: 9:45 AM – 10:45 AM

It is easy to engage your leadership donors during the good times. But what can or should you be doing to keep them engaged in challenging economic times like these? And more importantly, what do the donors think you should be doing to keep them engaged? Join us as two of the region’s leading philanthropists share their thoughts.

Mission and Metrics Can Peacefully Coexist

Moderator: William M. Weber, President, Development Guild/DDI
Erica DeRosa, Director of Development, American Repertory Theatre
Brian Lee, Vice President for University Advancement, Tufts University

Late Morning Session: 11:00 AM – 12:00 PM

Mission and metrics are not mutually exclusive terms. Many nonprofits are successfully using performance metrics, like return on investment and business plans to actually strengthen the organization’s ability to fulfill its mission. Hear firsthand how several of the Boston area’s most successful nonprofits are using metrics to move their leadership, staff and donors. 

Building Rapport is the Key to Major Gift Success

Larry G. Raff, President, Copley Raff, Inc.
Alfred Blum, Chief Development Officer, Partners HealthCare Center for Personalized Genetic Medicine

Early Afternoon Session: 1:30 PM – 2:30 PM

There is a principle that major gift success is rooted in the gift officer’s ability to empower qualified donors to align their personal missions with the mission of the charitable cause. Discover how the major gift officer uses sophisticated relationship skills, high emotional intelligence, and a core of knowledge in philanthropy ethics and practices to help the donor create meaning in his/her life through the gift.

Playing Traffic Cop in Your Moves Management Program

Amanda Clark MacMullen, Director of Leadership Gifts, Boston University
David Ford, Director of the New England Region, University of Chicago

Beth Kramer, Assistant Dean of Development, John F. Kennedy School of Government

Early Afternoon Session: 1:30 PM – 2:30 PM

What’s the best way to divide your donor and prospect pool - by region or by gift size?  Who is the best person to manage the relationship - the major gifts officer, the director of major gifts or the vice president?  Is there a protocol when someone outside the structure goes to visit the donor or prospect?  Come to this session to gain insights on how managers in shops of all sizes play “traffic cop” to sort out these issues.

Winning Strategies for Creative Gift Discussions

Nancy B. Gardiner, Partner, Director, Select Client Services, Hemenway & Barnes
George Triantaris, Director of Principal and Planned Giving, Boston Symphony Orchestra

Late Afternoon Session: 4:00 PM – 5:00 PM

Sometimes the hardest part of a gift transaction is starting the conversation. Learn when and how to open the conversation about a major gift, how to talk about structuring a gift including nontraditional options, and how and why both the donor and the institution should understand the terms of the gift.

Cultivation 2.0: Using Online Networking to Engage Major Donors

Gregg Chambers, Major Gifts Officer, Mount Ida College
Doug MacPherson, Vice President of Development, Horace Mann Educational Associates
Kirsten W. Lundeen, Associate Director of Alumni Relations, Boston University

Late Afternoon Session: 4:00 PM – 5:00 PM

Are you using Facebook or Twitter to communicate with your donors? If not, would you like to? If so, come share your ideas and skills. We’ll talk about how organizations might use these tools and share tips on getting started at your own institution.

Mergers, Creative Collaborations and Collective Survival

Heather Jack and Heather Rogers, Managing Partners, Massachusetts Nonprofit Support Services
Andrew DeFranza, Executive Director, Harborlight Community Partners
Betsy Fishman, Board Chair, Framingham Civic League

Early Afternoon Session: 1:30 PM – 2:30 PM

With the increasing number of nonprofits, and the decreases in public and private funding sources, collaborative solutions are not only a good idea, but they are a necessity for our collective survival.  In an era of limited resources, this session will focus on creating effective collaborations that will help us build new relationships, strengthen our organizations and achieve our missions.

Thriving (vs. Surviving) a Leadership Transition

Marjorie O’Malley, Assistant Vice President for Institutional Advancement, Berklee College of Music

Early Afternoon Session: 1:30 PM – 2:30 PM

In your development career, you will encounter at least one leadership transition.  This can be a time of professional crisis, but it doesn’t have to be.  Discover how to identify the typical phasing and sequence of leadership transition, to secure “a place at the table” during this significant period, and to follow a new leader without giving  up your own core knowledge and values.

Leading Philanthropy In Times of Major Organizational Change

Deb Taft, Associate Vice President, Simmons College

Late Afternoon Session: 4:00 PM – 5:00 PM

Advancement leaders are often crucial change agents in organizations, asked to create robust philanthropy programs during times of upheaval, turnarounds, leadership transitions and economic challenge. How can you enroll the right leaders and allies in your plan, manage staff and volunteers, and leverage strengths? This session will help you frame a plan for success, no matter the scale of your turnaround or size of your organization.

Donor-Centered Philanthropic Planning

Brian M. Sagrestano, Founder and Managing Director, Gift Planning Development, LLC

Morning Session: 9:45 AM – 10:45 AM

With the re-emergence of donor-centered fundraising and an increasing desire by charities to help donors integrate their philanthropy into their overall tax, estate and financial planning many fundraisers ask, “How can I use this approach in my work?”  This interactive session will share effective tools, techniques and donor-centered open-ended questions to help you adapt your style to be more effective in facilitating larger gifts.

Making Dreams Come True:  How to Talk with Donors about their Legacy

Chris Wronsky, Director of Planned Giving, Phillips Exeter Academy
Marion L. Nierintz, Former Director of Development, Marketing and Public Relations, Bay Cove Human Services

Late Morning Session: 11:00 AM – 12:00 PM

Organizations both large and small often focus on a donor’s next gift, not the ultimate impact that they can have on your mission. Whether you are a major gift officer, a planned giving professional or a one-person shop, are you asking your donors the right questions and listening carefully to help them think about how their assets can most effectively support their philanthropic goals?  Join us as we explore how to expand our donors’ sites and to identify how planned gifts and outright gifts can make your donors’ (and your organization’s) dreams come true.

Legacy Gifts That Transform Lives: One Lesson in Maximizing Planned Gifts from Non-Alumni

Lisa Dennison, Executive Director, NHSPCA
Tim Enstice, Director of Planned Giving, PETA
Scott Anderson, Director of Development, PETA
Sheila E. Ryan, Director of Development and Marketing, NHSPCA

Early Afternoon Session: 1:30 PM – 2:30 PM

Many feel that schools have an advantage when it comes to keeping supporters connected to the mission. For others, such as cultural organizations, social service agencies and nonprofits focusing on the needs of animals, there is no such readily-sustained affiliation. Continued connection to the mission is imperative for financial support.  It comes as no surprise that planned gifts have become an especially attractive way to support animal welfare and animal rights organizations.  Join our panelists for a bird’s eye view of bequests and the programs that encourage them.

Building Authentic Relationships: Moving Beyond Moves Management

Deborah Blackmore Abrams, Founder, Abrams Associates
Linus Travers, Consultant

Late Afternoon Session: 4:00 PM – 5:00 PM

There are many models that attempt to tell us how many “touches” are needed to “bring closure” or how many “moves” are necessary before you make the ask. So how do we move beyond conducting calculated activities to establishing and celebrating a professional, authentic relationship with our donors?  We’ll discuss the challenges of cultivation, solicitation and stewardship in environments that justifiably demand accountability.