Meet the faculty, review Institute highlights and learn how to get the most out of your time online.
11:15 AM–12:00 PM
History andOverview of Development
Speaker: Peter Hayashida, Vice Chancellor for University Advancement, University of California, Riverside
This opening session is designed to provide a basic introductory understanding about educational fundraising to help set the stage for the remainder of the Institute and its programs. It also articulates fundraising principles and practices within both a historical context as well as the current environment. This session will be topical and draw upon current issues facing society and education.
12:00–12:15
Stretch Break
12:15–12:45
Development in Context
Speaker: Peter Hayashida
Building on the opening session, an overview of the various components of development, the language we use, how it fits into the broader advancement framework, and how CASE has developed a competency framework to ensure that newer professionals understand the skills, abilities, and experiences that will help them build a long, successful career.
12:45–1:00
Stretch Break
1:00–1:45
Annual Giving
Speakers: Lacie LaRue, Executive Director of Development Strategies and Pipeline Programs, University of Oregon and Skylar Beaver, Assistant Director of Advancement, The Lawrenceville School
Whether you work in the department or not, understanding annual giving is foundational in successful development programs. This presentation will touch on common strategies, efforts and emerging trends; giving you a strong start for an annual giving specialist career or providing insight on how best to leverage the power of annual gifts.
1:45–2:00
Stretch Break
2:00–2:45
Research, The Cold Call & Your 1st Call/Visit
Speaker: Skylar Beaver, Assistant Director of Advancement, The Lawrenceville School
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 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 is destined for success!
2:45–3:00
Stretch Break
3:00–3:45
Advisee Meeting: Welcome and Introductions
Your advisee group is a series of small, interactive sessions led by a faculty member, offering an opportunity to connect with others from similar institutions in a way that maximizes individual participation.
3:45
Conference Adjourns for the Day
1:30–2:30 PM
Advisee Meeting: Ethical Case Studies
We will talk through various ethical situations which fundraisers may encounter and work together to consider response options.
11:00 AM–Noon
Integrated Advancement: The Power of a Profession
Speaker:Sue Cunningham, President and CEO of CASE
In this session, Sue Cunningham, president and CEO of CASE, will talk about the power of the profession of advancement, the foundations and the ethical underpinnings upon which the profession is built. She will share how CASE is defining the competencies and standards for the profession of advancement and leading and championing their dissemination and application across the world’s educational institutions.
Noon–12:15
Stretch Break
12:15–1:00
Major Gifts
Speaker: Karl Miller Lugo, Vice President for Development and Alumni Relations, University of Texas at San Antonio
No matter how your organization classifies 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.
1:00–1:15
Stretch Break
1:15–2:00
The Art of Asking Strategic Questions
Speaker: Heidi Hansen McCrory, Vice President for Development, Furman University
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 charities? How do you make your donation 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.
2:00–2:30
Stretch Break
2:30–3:15
The Art of Listening
Speaker: Trish Jackson, Interim Senior Vice President for Development & Alumni Engagement, The New School
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."
3:30–4:15
Making the Ask
Speaker: 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.
4:15
Conference Adjourns for the Day
11:00 AM–12:15 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.
12:15–12:30
Stretch Break
12:30–1:15
Donor Panel
Moderator: Trish Jackson
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.
1:15–1:30
Stretch Break
1:30–2:15
Stewardship and Donor Relations
Speaker: 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.
2:15–2:30
Stretch Break
2:30–3:15
Powerful Volunteer Partnerships
Speaker: Lishelle Blakemore, Associate Vice Chancellor, Development, University Development and Alumni Relations, University of California, Berkeley
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.
3:15–3:30
Stretch Break
3:30–4:30
Career Panel: Next Steps, Getting Involved
Moderator: Lacie LaRue
4:30
Conference Adjourns for the Day
2:00–3:00 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.
11:00 AM–12:30 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 2021 Institute and you’ll learn from the questions of others as well! Attendees can switch groups during the sessions
Annual Giving – Lishelle Blakemore and Skylar Beaver
Major Gifts – Trish Jackson and Armin Afsahi
Personal Solicitation – Karl Miller Lugo and Heidi McCrory
Management and Strategy – Ginny Wise and Peter Hayashida
12:30–12:45
Stretch Break
12:45–1:30
Putting the Pieces Together
Speakers: Lacie LaRue and Armin Afsahi
How do we leverage all the tools of development to enhance fundraising/face to face experience and outcomes? Using a donor pipeline approach, this session will focus on alumni and donor engagement, using events for prospecting, strategic stewardship to facilitate future gifts, creating a seamless hand-off culture, and using technology without sacrificing a personal touch.
1:30–1:45
Stretch Break
1:45–2:45
Diversity, Equity, Inclusion and Belonging in Advancement
Speaker: Rob Henry, Vice President of Education, CASE
2:45–3:00
Stretch Break
3:00–4:00
Trends and Opportunities in Educational Fundraising Faculty Panel
Moderator: Heidi Hansen McCrory
Over the past 18 months, we’ve experienced a global pandemic, an unprecedented economic collapse and fitful beginnings of a recovery, and the most explosive social upheaval on issues of race and justice in more than a half-century. Our work doesn’t happen in a vacuum; how do these massive disruptions impact our work? We will hear from some of the best brains in our industry on our challenges going forward, how we can successfully address those challenges, and why there are always reasons to be optimistic.
