NOON–1:00 PM

Registration

Welcome to Palm Springs! Stop by the registration desk beginning at noon to check in and pick up your conference materials.



1:00–1:15

Welcome and Introductions

1:15–2:15

Running with Scissors: Top Development Tips for Academic Leaders

Ok.  So now that we’ve established what we know to be a winning approach to Development, let’s get granular.  With more than 30 years of experience seeing what truly has an ROI worthy of your investment of time, energy and calories, we’re going to address what we consider the key ingredients and some cases, requirements to either establish a focused, high-achieving Development program or to take yours to the next level.

2:15–2:30

Refreshment Break

2:30–3:30

Workshops (choose one):

• The Winning Partnership
  
  A true partnership between a Dean and their development officer is the key to successful fundraising but what does it take to create this type of relationship? In this moderated conversation, hear from a seasoned Dean and development officer as they discuss the importance of clear roles, responsibilities and expectations. They’ll also explore critical success factors to consider and implement as well as tips and attributes to make your partnership a winning one. 
• Powerful Storytelling & Building Your Case for Support
  
  A call to adventure.  A shared sense of direction.  The ability to make a difference, an impact.  A well-conceived and crafted Case for Support provides the foundation for our fundraising, communication and outreach strategies.  And in truth, the community we hope to reach can extend well beyond our alumni base and internal stakeholders if we can capture our vision and ambition in a Case that is compelling and memorable.  But today, in our Snapchat world, that’s not enough.  We need to take the aspirations of our Case and engage the reader and listener through powerful storytelling that inspires engagement and action.  This workshop will consider what it takes to achieve both.
• The Keys to Purposeful Advisory Boards
  
  Many institutions find that active and engaged volunteer committees are key components of successful development programs. But what are the actual benefits, and what kind of staffing and planning are necessary to create and nurture your volunteer advisory boards for development purposes? Participants are encouraged to share their successes and challenges in forming and working with advisory boards.

3:30–3:45

Stretch Break

3:45–4:45

The Role of the Dean in Successful Development

The dean has a special role in successful development, including designing the case for support, deepening the engagement of top potential givers and participating in all phases of the Cycle. This session highlights important areas of development for deans and includes ideas and strategies to keep in mind throughout the rest of the conference and beyond.

4:45–5:45

Networking Reception

5:45  

Conference Adjourns for the Day

 

7:30–8:30 AM

Breakfast

8:30–9:30

From Our Deans' Perspective

In this moderated conversation, Deans will discuss their road to developing their fundraising skills, how they collaborate with their Development Officer, and what they value about the opportunity to engage personally with their institution’s donors. Hear about their successes and challenges as well as lessons learned.

9:30–9:45

Coffee Break

9:45–10:45

Bespoke Development and the Art of Echoes

Successful, strategic Development cannot be characterized as simply a financial transition aimed at filling a need or addressing a shortfall.  While requiring thoughtfully tailored planning and rigorous and consistent implementation, success is often defined by the art and creativity that complements the science because Development is, first and foremost, about relationship building.  It is about introducing and attracting investment in and support for a vision that is compelling and engaging.  So let’s dispel some myths, build on some truths and better understand an approach to Bespoke Development that will inform all of our sessions together.

10:45–11:00

Coffee Break

11:00 AM–NOON

Workshops (choose one):

• Artful Ask Workshop (repeats at 2:15 PM)
  
  For many, the idea of making an ask for support is the most daunting aspect of Development.  The truth is, with preparation and practice, your confidence and comfort will increase dramatically.  In a series of role plays, we will consider not only the sort of preparation required to ensure your meeting is fruitful and enjoyable, but also what a conversation during an actual visit might sound like.  One hour on this workshop’s stage and you’ll be ready for your close-up.  Guaranteed!

• Anatomy of a Successful Donor Visit
  
  We often think of a solicitation as a singular event, a meeting where we "ask for the order." In actuality, this is more than just a transactional visit and when done right it should ensure success at every stage of the solicitation process. Strategic and generative conversations are at the heart of our work. Questioning and listening are powerful life skills. First and foremost, they should help you create productive donor relationships. Using the five stages of the solicitation process, 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.
• Open Forum for Deans and Development Officer Teams
  
  This session is an informal and interactive Q&A/discussion session for deans and their development partners. Participants can raise their own challenges and share experiences related to best practices in working within development together.

NOON – 2:00

Luncheon and Plenary, From Our Donors' Perspective

Enjoy this rare opportunity to hear directly from remarkable philanthropists about their motivation and commitment to supporting higher education. This conversation 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 their motivation to invest so generously.

2:00–2:15

Coffee & Dessert Break

2:15–3:15

Workshops (choose one):

• Artful Ask Workshop (repeated from 11:00 AM)
  
  For many, the idea of making an ask for support is the most daunting aspect of Development.  The truth is, with preparation and practice, your confidence and comfort will increase dramatically.  In a series of role plays, we will consider not only the sort of preparation required to ensure your meeting is fruitful and enjoyable, but also what a conversation during an actual visit might sound like.  One hour on this workshop’s stage and you’ll be ready for your close-up.  Guaranteed!
• Building a Donor Pipeline and Managing Your Portfolio  
  
  How do we find the most meaningful approach to organizing an Academic Leaders’ external work?  We’ll discuss scenarios for relationship building activity at all levels and how this activity effects the organization of time and calendars. We’ll also explore strategies, tactics and assessment tools that can help advancement officers and academic leader partners achieve positive outcomes for their institutions.  
• Strategic Planning for Your Faculty
  
  Creating development strategy is critical to an effective fundraising effort, and is less daunting than you think. We will explore the fundamentals of how deans and development professionals can craft and execute a solid development strategy in a way that will transfer to any context.

3:15–3:30

Stretch Break

3:30–4:30

Transformational Gifts

Philanthropic investments that truly shape our institutions are rare, but the work that leads to these opportunities is ongoing. In this session, we will discuss how best to build the capacity to secure transformational gifts at your institution using a framework that looks at the various elements:   The relationship with the donor, the academic leader, the vision, the business model, and extraordinary stewardship.

4:30

Conference Adjourns for the Day

7:15–8:15 AM

Breakfast and Optional Study Hall

During breakfast attendees will have the opportunity to sign up for 15-minute coaching sessions with conference faculty. Participants are encouraged to attend in teams and can raise their own challenges or use this time for personalized follow-up on information shared at earlier sessions.

8:15–9:00

Recognition and Stewardship

All gifts must be recognized and any opportunity for recognition is also an opportunity for stewardship. In this session we’ll explore how to effectively involve potential supporters and past donors in the institution’s vision, ensuring that they feel meaningfully engaged and are receptive to an invitation to invest in that vision. And once you get that all important ‘yes’, we’ll address how stellar recognition and stewardship not only shows gratitude and fulfills our responsibilities but can also lead to the next gift.

9:00–9:15

Coffee Break

9:15–10:15

Ethics/Schmethics: How Tough Can It Be?

Ethical issues are more top-of-mind than ever in development. Transparency, accountability and the highest ethical standards of personal and institutional conduct are vital to our success. Review ethical issues related to our work in development and consider the tools and approaches we use to ensure we all remain on the highest ethical ground.

10:15–10:30

Coffee Break

10:30–11:30

Workshops (choose one):

• Much Depends on Dinner
  
  While Lord Byron penned “…much depends on dinner”, in our work, we are experiencing the truth of it daily. Frequent dining, both formal and informal, receptions, hosting, toasting, meeting and greeting are all part of our role regardless of whether we are academic or development leaders. But how many of us have actually been taught (or trained!) to not only be comfortable, but confident and fluent in the language of etiquette when hosting a dinner, working a room, making introductions to a dignitary, choosing the best seating arrangement for a donor visit or simply selecting the right fork for your lemon or bacon?  Well, fret no more.  You’ll feel well equipped for any Michelin experience after our workshop together.

• A Fine Balance: Health, Work and Happiness
  
  By this point in the conference we have convinced you that you will actually be conducting advancement and development work 100% of the time, but you are likely thinking how is that possible on top of all of the other demands on your time and energy?  In this session we will review some of the evidence supporting the fact that the key to success in advancement is similar to the key in other aspects of your job, taking care of yourself.  We will implement some practical tools so you leave this session with a realistic plan and some strategies to stay active and healthy in your role as an academic leader.
• Campaign Basics for Deans
  
  Campaigns are now ubiquitous in college and university fundraising.  What used to be periodic efforts to increase funds raised for projects or themes are now regular and sustained fundraising structures that are more frequent, pursuing larger and larger overall goals.   We will review the basic planning framework of a campaign and explore its relevancy in today’s environment.   We’ll also talk through the trends and pressures related to comprehensive campaigns in the context of national conversations about tuition, endowment size, and so forth.

11:30–NOON

Final Thoughts

Please don’t leave quite yet! Join us for a pithy and inspiring wrap-up conversation that will highlight and prioritize what we’ve heard over the last 3 days.  Faculty members will join in and share what they consider to be their top take-away as you shortly depart to wend your way back to your Mothership and continue your Development journey.