Week 1:  

Tuesday, August 25

11:00 AM - 11:15 AM
Welcome and Faculty Introductions   
Meet the faculty, review Institute highlights and learn how to get the most out of your time online.

11:15 AM - 12:15 PM         
Overview of Development and Current Environment
Martin Shell, Vice President and Chief External Relations Officer, Stanford University

This opening session is designed to provide a basic introductory level of understanding about educational fundraising activities to help set the stage for the remainder of the Institute and its programs.  It also sets fundraising principles and practices within both a historical context as well as the current environment.  This session will be particularly topical and focused on the current moment given the issues facing educational institutions during the COVID pandemic.

12:30 PM - 1:15 PM          
Major Gifts
Peter Hayashida, Vice Chancellor for University Advancement, University of California, Riverside

No matter which donations your organization counts as major gifts, these large commitments are the fuel that often drives annual production of private support. This introductory session will explore definitions of major gifts, how they fit into a comprehensive development effort, and what motivates donors to make them. The presentation will provide a conceptual understanding of how the development cycle applies to major gifts and the steps involved in securing them. The session will close by placing these large donations in the context of societal, economic, and philanthropic trends across the nonprofit educational sector.

1:30 PM - 2:15 PM              
Stewardship and Donor Relations
Heidi Hansen McCrory, Vice President for Development, Furman University

What is our purpose in doing good stewardship and building meaningful relationships with our donors? How do we retain donors and inspire them to keep giving? Our best future donors are our current philanthropic partners already invested in our mission and our future. Explore the why and how of stewardship that results in substantive relationships with donors who are inspired, generous, joyous and invested in our institutions.

2:30 PM - 3:15 PM
Annual Giving
Lacie LaRue, Executive Director of Development Strategies and Pipeline Programs, University of Oregon

Whether you work in the department or not, having a basic understanding of annual giving will help you appreciate its value as one of the fundamental development programs. This presentation will touch on common strategies, efforts and take a look at the future; giving you a strong start for an annual giving career or providing insight on how best to leverage the programs many endeavors.

3:30 PM - 4:00 PM
Reception
Join us to connect virtually and meet with Institute attendees and faculty members.

 

Thursday, August 27      

12:00 PM - 1:30 PM          
Advisee Meeting: Welcome and Introductions, Ethical Case Studies
This session is an opportunity to connect with others from similar institutions.

We’ll also talk through various ethical situations which occur frequently in the field, and work together to consider possible actions to take.

 

Week 2:  

Tuesday, September 1

11:00 AM - 12:00 PM
Donor Panel
Trish Jackson, Campaign Consultant, Women Moving Millions

This is an opportunity to hear directly from a panel of generous donors who support many of our institutions as well as other non-profit organizations.  We will learn what motivates them to invest in institutions; how they make their philanthropic decisions; how they like or dislike being recognized; and what advice they have for us as fundraisers.  There will also be ample time to submit your own questions.

12:15 PM - 12:45 PM         
Research, The Cold Call & Your 1st Call/Visit
Chris Clarke, Senior Assistant Vice President, Trinity College and Graduate School Development, Duke University

Are you looking for strategies to turn up the heat on your cold calls and keep the door (or screen) 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 in-person or virtual 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!    

1:00 PM - 1:30 PM
The Art of Asking Strategic Questions
Mary Carrasco, Assistant Head of School for Advancement, Sidwell Friends School   

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.          

1:45 PM - 2:15 PM
The Art of Listening
Peter Hayashida, Vice Chancellor for University Advancement, University of California, Riverside

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 to hear and understand how to advance relationships toward "Yes."

2:30 PM - 3:00 PM
Making the Ask
Ginny Wise, Senior Vice President for Advancement, Tulane University

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 donor.

3:15 PM - 4:00 PM             
Ask Me Anything (choose one)

Join your faculty for topic-based “Ask Me Anything” (AMA) sessions. Pick your topic and bring your questions; the discussion will be tailored to address specific questions attendees have about that particular subject. You’ll choose from annual giving, major gifts, personal solicitation, and management and strategy. This is a great way to get the answers you’re seeking at the 2020 Institute and you’ll learn from the questions of others as well!

• Annual Giving – Lishelle Blakemore and Lacie LaRue
• Major Gifts – Mary Carrasco and Martin Shell
• Personal Solicitation – Kevin Heaney and Heidi McCrory
• Management and Strategy – Peter Hayashida and Trish Jackson

 

Thursday, September 3

12:00 PM - 1:30 PM            
Advisee Meeting: The Language of Asking

You’ll be paired up to role-play scenarios and similar exercises to practice “The Language of Asking.” This session gives you chances to find your own voice and style.

 

Week 3:   

Tuesday, September 8

11:00 AM - 11:45 AM          
Campaigns
Kevin Heaney, Vice President for Advancement, Princeton University

In this session we'll review best practices and emerging issues in campaign planning, campaign communications and campaign implementation. You’ll gain an understanding of current practices and discover how to advance multiple aspects of your institution through a successful campaign.

12:00 PM - 12:30 PM          
Recruiting, Managing and Keeping Volunteers Engaged
Lishelle Blakemore, Associate Vice Chancellor, Development, University Development and Alumni Relations, University of California, Berkeley         

One of the joys of fundraising for any organization is the relationships developed with our volunteers—those people who care so deeply about your institution that they are willing to commit their time, energy, ideas, connections and financial support to your school.  In this session we will discuss the value of involving volunteers with your institution, volunteer recruitment strategies, how to engage and partner with volunteers, and how to maintain the post-volunteer relationship.

12:45 PM - 1:30 PM           
Career Panel: Next Steps, Getting Involved
Moderated by Chris Clarke, Senior Assistant Vice President, Trinity College and Graduate School Development, Duke University

1:45 PM - 2:30 PM            
Ask Me Anything (choose one)

Join your faculty for topic-based “Ask Me Anything” (AMA) sessions. Pick your topic and bring your questions; the discussion will be tailored to address specific questions attendees have about that particular subject. You’ll choose from annual giving, major gifts, personal solicitation, and management and strategy. This is a great way to get the answers you’re seeking at the 2020 Institute and you’ll learn from the questions of others as well!

• Annual Giving – Lacie LaRue and Trish Jackson
• Major Gifts – Mary Carrasco and Chris Clarke
• Personal Solicitation – Kevin Heaney and Ginny Wise
• Management and Strategy – Peter Hayashida and Martin Shell

2:45 PM - 3:45 PM            
Advisee Meeting: Next Steps and the Future
Gather with your peer group to review what we’ve learned, ask remaining questions and discuss next steps.

4:00 PM - 4:45 PM               
COVID-19, Recession, and BLM: Where Are We Headed? Faculty Panel
Moderated by Heidi Hansen McCrory, Vice President for Development, Furman University

A global pandemic, an unprecedented economic collapse and the most explosive social upheaval on issues of race and justice in more than a half-century. Now what? We’ll hear from some of the best brains in our industry on what are our challenges going forward, how we can successfully address those challenges, and why there are always reasons to be optimistic.

4:45 PM - 5:00 PM              
Final Remarks/Closing

 

Week 4:  

Tuesday, October 20

12:00 PM - 1:30 PM           
Advisee Session/Ask Me Anything
Join us for this newly added session to ask follow-up questions, discuss what you’ve learned and how you have applied such knowledge and skills since the Institute. Also, we welcome your suggestions for improving future Institutes.