Join the faculty for introductions and hear them tell their personal stories of who they are and how they found themselves in the profession.

When you think about discovery and qualification, most people think about identifying prospect and reaching out to determine their capacity and inclination but there is so much more to uncover and so many paths to reach those desired results. In this session we will discuss the art of discovery through your donor file, your organization’s needs and desires and your personal goals and objectives. We will share best practices to have meaningful conversations at the first meeting and how to qualify and disqualify new prospective donors moving them into more strategic conversations

Do you often wonder if there’s a high-potential prospect you haven’t reached yet? Are you concerned that your “well” of prospects is running dry? Have you considered pursuing prospects outside of the U.S. but aren’t sure how to approach them? In this session, discover how building an international development program could help you achieve your goals. Learn practical strategies for identifying and cultivating international prospects, and how to bring donations across country borders. Hear from Tulane University as they share insights from their journey of launching their first international program. They’ll share lessons learned and actionable takeaways from their successes, challenges, and ongoing progress.

How do you manage your prospect and donor portfolio? Is it a daily priority? Are you actively creating strategies to move relationships forward? We all know our portfolios are the indispensable factor that makes our work successful; however, do we spend enough effort properly managing them? It doesn’t matter the type of prospects you work with, let’s spend some time discussing ideas for successful portfolio management and how to make our work more effective.

This thought-provoking session will help you gain deeper insights into and dispel misperceptions about philanthropy as it relates to communities of color. You will also learn how to become an ally in the cause of diversity and how to leverage your personal influence to realize positive change. Finally, you will develop skills that will help you expand your donor base, raise more money and sustain your mission for many years to come. Join us as we prepare for the cultural changes impacting philanthropy. Replace honest feelings of uncertainty with empowerment. It’s not too late to turn your organization and its philanthropy into a multi-cultural oasis!

It is often said, if an institution is not currently in a campaign, it is planning for one. During this session we will discuss the various types of fundraising campaigns, structures and components of a typical campaign, sample timelines, collaborating with volunteers, and why campaigns are important. Whether you have campaign experience or you are looking forward to participating in your first, let’s examine the components that make campaigns an exciting time at our institutions… and how you can participate!

Whether you are regionally deployed or have a geographically diverse prospect portfolio, how does the region in which your prospect lives and works influence your approach? Is your prospect’s regional identity something you should consider? How does regional context change how you might work in the field? How can you leverage that context for more successful engagement? And how is your own regional identity a boon or a burden when approaching prospects in the field? What are the top three industries in the regions to which you travel? What are the regional challenges and/or opportunities to which you can position your institution to respond with meaning and relevance? What are the regional nonprofits with which you might be competing for your prospects’ interest and regard? Do you know your regions inside and out? In this session we will examine all of the above and more.

How do we create a true sphere of influence across our various target constituencies? What is the art and science behind successful peer-to-peer fundraising models? How do we build an energized peer-to-peer network that will really work? What are the “dos and don’ts” to be careful about when using boards, councils and committees in your work? And what happens when you are not granted access to the board(s) at your particular institution?

“I wish I could give but . . . .” Fundraisers hear this phrase often but may not be sure how to respond. All they hear is what sounds like a definite “no.” In this modern era, increasingly complex family structures are having an impact on giving decisions. Like many Americans, a great number of financially secure donors are taking on the responsibility of caring for adult children, aging parents, and struggling siblings. Many of these donors want to do more to support charitable organizations but feel conflicted with meeting family needs first. What if donors understood that they do not have to choose? By putting donor needs first, fundraisers will not only close larger gifts but also build philanthropic partnerships for life.

There truly is an art and a science to our indispensable occupation as fundraisers. Let’s discuss some of the essential elements of making a solicitation. How do we thoughtfully prepare? Who plays a role in the conversation? Being flexible and really listening. Clearly asking for support. And, most importantly, what happens after you make the ask. It is not as challenging as it sounds if you know the donor’s passion and what is meaningful to them.