AG=Annual Giving

MG=Major Gifts/Campaigns

MS=Management and Strategy

PS=Personal Solicitation

NOON-3:00 PM
Registration

4:00-5:00
Opening Session
Welcome and Faculty Introductions
Jim Husson, Senior Vice President for University Advancement, Boston College

5:15-6:15
Advisee Group Meeting: Welcome and Introductions
Meet with faculty and peers from similar institutions and learn how to maximize your learning opportunities at the institute.

6:15-7:15
Tour of Campus (optional)

7:30
Lobster and Clambake
What would a road trip be without a little local flavor? On the first night of the Institute, you'll be treated to a traditional outdoor New England Clambake, featuring lobster and other selections (including vegetarian and vegan options).

7:00-8:30 AM
Breakfast

8:30-9:15
Overview of Development
Jim Husson, Senior Vice President for University Advancement, Boston College

9:30-10:45
Annual Giving
Lacie LaRue, Executive Director of Development Strategies and Pipeline Programs, University of Oregon

11:15 AM-12:30 PM
Advisee Group Meeting: Thoughts at the Outset

12:30-2:00
Lunch 

2:00-3:00
Elective Sessions I 

• AG  Young Alumni Programs
  Young alumni are often overlooked and undervalued as many institutions consider R.O.I. in terms of the deployment of staff resources. As a result, many fundraisers are forced to concentrate their efforts on “established graduates” with presumably more time and discretionary resources to support our organizations. Explore ideas and suggestions ranging from how best to involve current students in the advancement of your institution to strategies for connecting recent graduates and other young alumni with both the school and with each other. By actively engaging our alumni as volunteers and donors at an early age, we set the building blocks for success that will benefit our programs for years to come. Join us as we explore ideas to augment programs aimed at better serving the needs of our youngest graduates.
  Chris Clarke, Senior Assistant Vice President, Trinity College and Graduate School Development, Duke University
• MG  Major Gift Stewardship: The Art of Saying Thank You and Preparing for the Next Ask
  Our best prospects are philanthropic partners already invested in our mission and dreams for the future. How effectively we thank a benefactor for a gift determines, in large part, whether an additional commitment will be made. Explore meaningful strategies to make your "thank you" an important step in cultivating that next gift.
  Martin Shell, Vice President and Chief External Relations Officer, Stanford University
• MG  Strategic Staff and Volunteer Partnerships: Elements of Success
  The data are clear that volunteers tend to be more generous donors to the organizations for which they volunteer, especially if they find their work on behalf of the institution meaningful and engaging. Volunteers can also provide useful knowledge and understanding of their peers, and often provide invaluable introductions to key potential supporters. And yet, effective volunteer management requires significant staff resources of time and energy. Explore some of the best practices and better principles for creating strategic staff and volunteer partnerships to advance your institution, as well as your own career.
  Ginny Wise, Senior Vice President for Advancement, Tulane University
• MG  Women Give!
  Focusing on data from the Women's Philanthropy Institute at the Lilly Family School of Philanthropy at Indiana University, this session demonstrates why every institution should pay attention to and involve their female constituents; it is likely they are key to your institution's increased philanthropy! Come and learn from each other in this interactive session.
  Trish Jackson, Vice President, Development, Brown University
• PS  Getting Face-to-Face with Prospective Donors: The Cold Call and Your First Visit 
  Turn up the heat on your cold calls and keep the door open after your first visit. Learn how to get the appointment, how to start the conversation and keep it on track, and most important, how to end the visit ensuring a productive next step. Have to solicit on that first call? We'll cover that as well. The development professional who masters and enjoys cold calls and first visits is destined for success.
  Heidi Hansen McCrory, Vice President for Development, Furman University
• PS  Getting Face-to-Face with Prospective Donors: The Art of Asking Strategic Questions 
  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 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.
  Mary Carrasco, Assistant Head of School for Advancement, Sidwell Friends School
• PS  Getting Face-to-Face with Prospective Donors: Making the Ask 
  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." Let's look at personal solicitation in a broader context by discussing 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 prospect.
  Kevin Heaney, Vice President for Advancement, Princeton University
• MS  Recruiting and Managing Fundraising Volunteers
  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. 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.
  Lishelle Blakemore, Associate Vice Chancellor, Development, University Development and Alumni Relations, University of California, Berkeley
• MS  Mastering Our Craft: Pathways to Peak Performance
  Why do some fundraising and advancement professionals thrive where others struggle? What can we learn from individuals who arrive at the highest levels of performance? How might recent studies of expert performers inform our approach to our work? Explore these questions and review techniques that are essential to our craft. Join us and discover why advancement stars are made and not born.
  Jim Husson, Senior Vice President for University Advancement, Boston College

3:30-4:30
Major Gifts
Peter Hayashida, Vice Chancellor for University Advancement, University of California, Riverside

6:00
Reception and Barbecue
A festive barbeque highlights the second night of the Institute. A DJ will provide entertainment. 
Vegetarian and vegan options will be available.

7:00-8:30 AM
Breakfast

8:30-9:30
Campaigns
Kevin Heaney, Vice President for Advancement, Princeton University

9:45-11:00
Storytelling
Martin Shell, Vice President and Chief External Relations Officer, Stanford University

11:30 AM-12:30 PM
Elective Sessions II 

• AG  Leadership Annual Giving
  More and more annual giving programs are starting to invest in leadership annual giving. Many times, these are our most loyal donors...and our future major gift donors. This session looks at how you develop a leadership annual giving program, how you measure the value added back and how leadership annual giving fits in with existing annual giving strategies.
  Lacie LaRue, Executive Director of Development Strategies and Pipeline Programs, University of Oregon
• AG  Mistakes Annual Giving Programs Make
  A strong and thriving annual giving program requires that you must first have a clear vision of the role annual giving plays in your institution’s overall development effort. Understanding this relationship allows you to develop plans for your program in a strategic and meaningful way that increases your chances of having a successful fundraising program and building traditions of giving among your alumni, parents, students and others. Explore what it means to have a clear vision and mission for your annual giving program, how to develop annual and long-term plans based on a variety of factors, how to set metrics and evaluation methods, and how to report and analyze your program regularly.
  Lishelle Blakemore, Associate Vice Chancellor, Development, University Development and Alumni Relations, University of California, Berkeley
• MG  Developing Major Gift Strategies
  Working with an individual to make a major philanthropic investment in your organization is a very personal and unique experience, with no two donors and no two gift plans being exactly alike. Your success or failure in closing a major gift depends on how well you know the donor, how well you listen and your understanding of what he or she wants to accomplish with his or her philanthropy. Practice developing major gift strategies, how to use faculty, trustees, colleagues and volunteers, and develop a sense of moves sequence that will maximize results. Walk away with a strategy for one of your donors that you can begin implementing as soon as you get back to campus. In fact, maybe the next step toward that gift begins as soon as this session ends.
  Mary Carrasco, Assistant Head of School for Advancement, Sidwell Friends School
• MG  Reunion Programs: High-Impact Engagement  
  They're BAACCKK . . . but don't be afraid! Take the scary out of reunions and affinity group fundraising. Both are an opportunity to raise more money and engage more alumni. Learn how to refine and renew your reunion and affinity programs to rejoice in record-breaking levels of giving. Explore ways to use volunteers and implement creative gift giving. Discuss how to coordinate your "getting them back" programming with your "getting them to give back" programming and make it fun so that when your alumni come back, you're glad they did.
  Heidi Hansen McCrory, Vice President for Development, Furman University
• MG The Art of Storytelling
  For more than 10,000 years humankind has been moved by great stories. Stories have changed the course of history, been used to right wrongs, and to educate new generations. In fact, at the Summer Institute, we devote an entire General Session to hearing stories from our faculty, revealing key lessons learned while they were in the field. Each of our educational institutions is bursting with powerful, meaningful stories. As advancement professionals, we have the opportunity and the challenge to capture this vital information and bring it to life. Many believe that the best fundraisers are also exceptional storytellers. This elective session builds upon some of the lessons learned in the General Session while diving into the techniques and approaches that will help anyone learn to tell a great story, including time to role play what you’ve learned with your classmates! 
  Martin Shell, Vice President and Chief External Relations Officer, Stanford University
• PS  Getting Face-to-Face with Prospective Donors: The Cold Call and Your First Visit 
  Are you looking for strategies to turn up the heat on your cold calls and keep the door 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 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.
  Chris Clarke, Senior Assistant Vice President, Trinity College and Graduate School Development, Duke University
• PS  Getting Face-to-Face with Prospective Donors: The Art of Listening
  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. In this session we will identify some of the critical skills needed to be a strategic observer and active participant in relationship building.
  Boi Carpenter, Senior Associate Vice President for Development and Alumni Relations, Johns Hopkins University
• MS  Effectively Managing Yourself and Others
  Your success demands more than just your individual performance. You need to manage your boss, your key volunteers and your colleagues across the organization as well as your team if you’re a supervisor. How can you make the most of these relationships, even if they are not ideal? Just who do you work for? How can you flex your own strengths to bring out the best in your manager and important partners? Especially as your career advances, one of the most difficult challenges you’ll face is creating and contributing to a strong and effective organizational culture where others feel engaged, empowered and enthusiastic about their work. Explore the disciplines of self-awareness, observation, adaptability, management and leadership and learn how to develop your own strategies.
  Peter Hayashida, Vice Chancellor for University Advancement, University of California, Riverside
• MS  Mastering our Craft: Pathways to Peak Performance
  Why do some fundraising and advancement professionals thrive where others struggle? What can we learn from individuals who arrive at the highest levels of performance? How might recent studies of expert performers inform our approach to our work?  We will explore these questions and review techniques that are essential to our craft. Join us and discover why advancement stars are made and not born.
  Jim Husson, Senior Vice President for University Advancement, Boston College
• MS  Donors Speak: A Volunteer Panel
  What draws a donor to your cause? How do you build that interest into a lifetime partnership? Join us for a guided, thoughtful discussion featuring an engaged philanthropist who explores the steps to building a relationship and the processes necessary to keep it thriving.
  Trish Jackson, Vice President, Development, Brown University

12:30-2:00 
Lunch 

2:00-3:30
Advisee Group Meeting: The Language of Asking 

4:00-5:00
Elective Sessions III 

• AG  Annual Giving Strategies 
  There is no shortage of solicitation tools in annual giving, and every year we see new strategies and platforms added. Find out how successful programs are incorporating emerging trends like mobile giving, crowdfunding and Days of Giving into their existing tried-and-true strategies like direct mail, Telefund and email.
  Lacie LaRue, Executive Director of Development Strategies and Pipeline Programs, University of Oregon
• MG  Gift Planning 101: What is Your Short-Term and Long-Term Game?
  Planned giving is often thought of as complicated and overwhelming. It is also a topic that tends to engender discomfort among donors, volunteers and staff because it can involve discussions of complexity and, in some cases, mortality. At the same time, it is one of the most important areas of our work as we partner with donors to help them make the most efficient and effective gifts possible. Join us for an introductory session on planned giving to learn more about the various types of outright and deferred gift opportunities that can benefit not only your institution, but also your donors.       
  Boi Carpenter, Senior Associate Vice President for Development and Alumni Relations, Johns Hopkins University
• MG  Basics of Campaign Management
  All successful campaigns have four essential pillars: 1) Case; 2) Leadership; 3) Prospects; 4) A plan. The absence of any of these ingredients’ spells failure. Join us as we walk through a comprehensive campaign plan and review the essentials for success.
  Peter Hayashida, Vice Chancellor for University Advancement, University of California, Riverside
• MG  Developing Major Gift Strategies
  Working with an individual considering a major philanthropic investment in your organization is a very personal and unique experience–as such no two donors and no two gift discussions are alike. Your success or failure in closing a major gift depends on how well you know your donor, how well you listen to what they are telling you (or not telling you), and the extent to which you understand what he or she wants to accomplish through his or her philanthropy. Learn how to gain the trust of major donors and prospects; how to involve other campus colleagues in developing your plan, and ways to incorporate the aspirations of your top faculty. Develop tactics for leveraging volunteers and other strategically placed alumni and trustees, and develop customized gift strategies to maximize results. At the end of this session. you'll walk away with a fundraising strategy for one of your donors that you can implement upon your return to campus. In fact, the next step toward closing that big gift may begin as soon as this session ends.
  Chris Clarke, Senior Assistant Vice President, Trinity College and Graduate School Development, Duke University
• MG  Major Gift Stewardship: Art of Saying Thank You and Preparing for the Next Ask 
  Our best prospects are philanthropic partners already invested in our mission and dreams for the future. How effectively we thank a benefactor for a gift determines, in large part, whether an additional commitment will be made. Explore meaningful strategies to make your "thank you" an important step in cultivating that next gift.
  Mary Carrasco, Assistant Head of School for Advancement, Sidwell Friends School
• PS  Getting Face-to-Face with Prospective Donors: The Cold Call and Your First Visit 
  Turn up the heat on your cold calls and keep the door open after your first visit. Learn how to get the appointment, how to start the conversation and keep it on track, and most important, how to end the visit ensuring a productive next step. Have to solicit on that first call? We'll cover that as well. The development professional who masters and enjoys cold calls and first visits is destined for success.
  Heidi Hansen McCrory, Vice President for Development, Furman University
• PS  Getting Face-to-Face with Prospective Donors: The Art of Asking Strategic Questions
  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 are the values you find most compelling when considering your support? Quality questions elicit amazing information that will guide you in the solicitation process. Second, it will help you build relationships on campus with your supervisor, peers and faculty members. Learn how to probe for information that helps develop and 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.
  Kevin Heaney, Vice President for Advancement, Princeton University
• PS  Getting Face-to-Face with Prospective Donors: Making the Ask 
  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." Let's look at personal solicitation in a broader context by discussing 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 prospect.
  Ginny Wise, Senior Vice President for Advancement, Tulane University
• MS  Leadership Lessons Learned Over 35 years in the Academe
  The world of education, particularly higher education, is its own unique ecosystem. While many of our institutions have increasingly embraced the language and processes of the business world, there remain many attributes to the Academe in which there are few parallels in other fields. This session is designed to lay out a series of leadership observations and learnings that have been gleaned through more than 35 years working in higher education. This is offered at SIEFR, in part, as a response to the request from past attendees in more senior roles to provide a “management” elective. The course will review a list of leadership takeaways and provide ample time for reflection and managerial discussions around each one. 
  Martin Shell, Vice President and Chief External Relations Officer, Stanford University

5:15-6:15
Dartmouth Reception

6:15
Dinner on your own

7:00-8:30 AM
Breakfast

8:30-9:30
Stewardship and Donor Relations
Heidi Hansen McCrory, Vice President for Development, Furman University

9:45-11:00
Career Path Discussion
Chris Clarke, Senior Assistant Vice President, Trinity College and Graduate School Development, Duke University

11:30 AM-12:30 PM 
Elective Sessions IV 

• AG  Student Philanthropy Programs 
  Though many institutions have solid senior class gift programs, those schools, colleges and universities that introduce comprehensive philanthropy programs from the time students first matriculate are well-positioned for greater success. Explore best practices in creating a culture of philanthropy on your campus, and consider how you can design programs that work for your institution, even in a time of constrained resources.
  Trish Jackson, Vice President, Development, Brown University
• AG  Annual Fund in a Campaign
  All our institutions are either preparing for, in the midst of, or transitioning out of a campaign. There is no absolute truth about whether to integrate your annual fund into the campaign, but there are some important considerations to address before you make your decision. And you may even discover mid-way that you want to go in a different direction. Explore some of the pros, cons and factors to consider in deciding how, when or if to use your campaign to promote annual giving.
  Lishelle Blakemore, Associate Vice Chancellor, Development, University Development and Alumni Relations, University of California, Berkeley
• MG  An Intro to Donor Prospect Management and Research 
  What size prospect portfolio do you really need? Can you really determine the capacity a donor has for making a substantial gift? How can you design the research effort to meet priority goals and objectives? How do development officers work with a research staff? What if you, the development officer, ARE the research staff? Are we directing our attention on the right prospects for our institution? Explore tools and approaches together during this session. Examine the fundamental roles of prospect research and management to maximize your organization's fundraising potential: information gathering techniques, strategies for identifying new prospects and methods of evaluating prospect capacity.
  Lacie LaRue, Executive Director of Development Strategies and Pipeline Programs, University of Oregon
• MG  Basics of Campaign Management
  All successful campaigns have four essential pillars: 1) Case; 2) Leadership; 3) Prospects; 4) A plan. The absence of any of these ingredients' spells failure. Join us as we walk through a comprehensive campaign plan and review the essentials for success.
  Ginny Wise, Senior Vice President for Advancement, Tulane University
• MG  Major Gift Stewardship: Art of Saying Thank You and Preparing for the Next Ask
  Our best prospects are philanthropic partners already invested in our mission and dreams for the future. How effectively we thank a benefactor for a gift and engage them with the impact of their philanthropy determines, in large part, whether an additional commitment will be made. Explore meaningful strategies to make your "thank you" an important step in cultivating that next gift.
  Mary Carrasco, Assistant Head of School for Advancement, Sidwell Friends School
• MG  Strategic and Volunteer Partnerships: Elements of Success
  The data are clear that volunteers tend to be more generous donors to organizations for which they volunteer, especially if they find their work on behalf of the institution meaningful and engaging. Volunteers can also provide useful knowledge and understanding of their peers, and often provide invaluable introductions to key potential supporters. And yet, effective volunteer management requires significant staff resources of time and energy. Explore some of the best practices and better principles of creating strategic staff and volunteer partnerships to advance your institution as well as your own career.
  Martin Shell, Vice President and Chief External Relations Officer, Stanford University
• PS  Getting Face-to-Face with Prospective Donors: The Art of Listening
  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. Identify some of the critical skills needed to be a strategic observer and active participant in relationship building.
  Boi Carpenter, Senior Associate Vice President for Development and Alumni Relations, Johns Hopkins University
• PS  Getting Face-to-Face with Prospective Donors: Making the Ask 
  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." Let's look at personal solicitation in a broader context by discussing 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 prospect.
  Kevin Heaney, Vice President for Advancement, Princeton University
• MS  Authentic Leadership: Defining Yourself as a Leader 
  Leadership has many dimensions and can be defined in a range of ways, but what does it mean to be a leader? Many books have been written about how to turn yourself into a leader: stand taller, be more confident, be decisive, be collaborative, talk more, talk less. But at some point can't you just be yourself and also be an effective leader? Learn how to develop your own personal brand of leadership, how to adapt it to your team and environment, and how to remain authentic to who you are and your life experiences.
  Peter Hayashida, Vice Chancellor for University Advancement, University of California, Riverside

12:30-2:00
Lunch and Roundtables (optional)

2:30-4:00
Advisee Group Meeting: Ethics

4:00
Institute Adjourns for the Day
Dinner on your own

7:00-8:30 AM
Breakfast

8:30-9:30
Advisee Group Meeting: Wrap-Up

10:00-11:00
Elective Sessions V 

• AG  Integrated Annual Giving
  There is no shortage of solicitation tools in annual giving, and every year we see new strategies and platforms added. Learn how successful programs are incorporating emerging trends like crowdfunding and Days of Giving into their existing tried-and-true strategies like direct mail, Telefund and email.
  Lacie LaRue, Executive Director of Development Strategies and Pipeline Programs, University of Oregon
• AG  Annual Fund and Alumni Relations: True Partners   
  Close and effective coordination between alumni engagement efforts and annual giving programs not only yield increased immediate support, it can also improve the levels of giving across generations. Building meaningful relationships with alumni should be an integrated process where all outreach and communication is intentional, coordinated and well executed. This session helps you to enhance your alumni engagement efforts to where the natural outcome is a desire and willingness to invest more deeply in the institution.
  Trish Jackson, Vice President, Development, Brown University
• MG  Basics of Campaign Management
  All successful campaigns have four essential pillars: 1) Case; 2) Leadership; 3) Prospects; 4) A plan. The absence of any of these ingredients spells failure. Join us as we walk through a comprehensive campaign plan and review the essentials for success.
  Ginny Wise, Senior Vice President for Advancement, Tulane University
• MG  Developing Major Gift Strategies
  Working with an individual considering a major philanthropic investment in your organization is a very personal and unique experience–as such no two donors and no two gift discussions are alike. Your success or failure in closing a major gift depends on how well you know your donor, how well you listen to what they are telling you (or not telling you), and the extent to which you understand what he or she wants to accomplish through their philanthropy. During the course of this session you will learn how to gain the trust of major donors and prospects; how to involve other campus colleagues in developing your plan, ways to incorporate the aspirations of your top faculty, develop tactics for leveraging volunteers and other strategically placed alumni and trustees, and develop customized gift strategies to maximize results. At the end of this session, you will walk away with a fundraising strategy for one of your donors that you can implement upon your return to campus. In fact, the next step toward closing that big gift may begin as soon as this session ends.
  Chris Clarke, Senior Assistant Vice President, Trinity College and Graduate School Development, Duke University
• MG  Parents Programs
  Timing is everything for successful parent fundraising programs. There is a narrow window of opportunities for engaging, cultivating, soliciting and stewarding parents, so we must thoughtfully plan the critical fundraising touches along the way–from the admissions cycle through graduation. If we do this well we can achieve our goals and provide rewarding experiences for our parents and families. Explore the journey of parents/families and discuss ways to optimize fundraising opportunities along the way.
  Lishelle Blakemore, Associate Vice Chancellor, Development, University Development and Alumni Relations, University of California, Berkeley
• PS  Getting Face-to-Face with Prospective Donors: The Art of Asking Strategic Questions
  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 are the values you find most compelling when considering your support? Quality questions elicit information that will guide you in the solicitation process. Second, it will help you build relationships on campus with your supervisor, peers and faculty members. Learn how to probe for information that helps develop and 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.
  Kevin Heaney, Vice President for Advancement, Princeton University
• PS  Getting Face-to-Face with Prospective Donors: The Art of Listening 
  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 in order to hear and understand how to advance relationships toward "Yes."
  Peter Hayashida, Vice Chancellor for University Advancement, University of California, Riverside
• MS  Strategic Thinking and Planning for the Development Office 
  Your head is full of everything you've learned about annual giving, volunteer engagement, personal solicitations, direct mail, prospect management, communications and campaigns. Now what? How do you pull together all the pieces for a successful program? Strategic thinking and planning, of course! Discuss ways to plan for success, whether you're managing an office, a program, a staff—or just yourself and your prospect list.
  Heidi Hansen McCrory, Vice President for Development, Furman University
• MS  Authentic Leadership: Defining Yourself as a Leader 
  Leadership has many dimensions and can be defined in a range of ways, but what does it mean to be a leader? Many books have been written about how to turn yourself into a leader: stand taller, be more confident, be decisive, be collaborative, talk more, talk less. But at some point can't you just be yourself and also be an effective leader? Learn how to develop your own personal brand of leadership, how to adapt it to your team and environment, and how to remain authentic to who you are and your life experiences.
  Boi Carpenter, Senior Associate Vice President for Development and Alumni Relations, Johns Hopkins University

11:30 AM-NOON
Closing Session

NOON
Institute Adjourns

The institute registration fee includes:

• Institute program

• Attendee bag and water bottle

• Accommodations at the Dartmouth Residence Halls (Sunday-Thursday)

• Breakfast (Monday-Thursday)

• Lunch (Monday-Thursday)

• Dinner on Sunday and Monday

• Internet access in the residence hall rooms and throughout campus

• Additional services available for an extra charge (pay when registering): Parking pass (for campus satellite lot): $50; Bus Fees: Roundtrip: $180; One way: $90

You will be given a meal card that will serve as your meal ticket to campus eateries for breakfast and lunch each day.

Breakfast and lunch
You will need to have your meal card with you for breakfast and lunch, which will be available in 53 Commons Dining Hall.

Limited mid-morning and mid-afternoon refreshment breaks are scheduled daily.

• Mid-morning break
  Coffee and cold drinks will be served

• Mid-afternoon break
  Coffee, cold drinks and snacks will be served

Dinner

Sunday's dinner will be held on campus on the Lord Lawn and includes all the best of a New England-style clambake, featuring lobster and many other selections. Monday's barbeque will be held in the same location.

For Monday's barbeque, please wear your favorite t-shirt or sweatshirt proudly displaying your institution or organization's name.

You will be on your own for dinner on Tuesday and Wednesday evenings. There are wonderful restaurants within walking distance in Hanover. Visit www.hanoverchamber.org for dining recommendations.

As part of your registration fee, you will receive a four-night stay in the Dartmouth Residence Halls. Each attendee will stay in a private room with air conditioning and share a semi-private bathroom and shower facilities. Some showers in the newer residence halls are in the hallways. Rooms have daily maid service and towels and linens are provided. An ice machine is in the dormitory kitchen area.

Rooms will be filled on a first-come, first-served basis determined by the date CASE receives registrations. Be sure to let CASE know in advance if you require any special accommodations due to physical limitations.

If you choose to stay off campus, CASE will deduct $200 off your registration fee. If registering online, enter code OFFSITE in the "Promo Code" field of the final checkout page to receive this discount.

Unfortunately, residence halls will not be available for early arrivals or late departures. Should you arrive before Sunday, July 21, or stay beyond Thursday, July 25, you will need to make your own reservations in advance (see list of nearby hotels in the Traveling to Hanover section).

Due to liability limitations, guests not affiliated with the institute are not permitted to stay in the residence halls. If you must bring additional guests with you, it is recommended that you stay off site (see list of nearby hotels under the Traveling to Hanover section). Please notify CASE staff in advance by checking the appropriate box on your registration form if you do not plan on staying in the residence halls.

Residence hall life is very different than hotel life.
Though linens and towels are provided, many amenities are not (refer to the What to Bring section for a comprehensive list of items you may want to bring with you to Dartmouth.)

You are responsible for your own room key and will incur any charges for lost keys. The Conferences & Special Events office agrees to provide each guest with one (1) room key at check-in. If keys and/or access cards are not returned at check out, a fee of $60/room key will be charged to the participant.

Below is a list of nearby hotels located near Dartmouth College. These hotels are not endorsed by CASE or Dartmouth College; room rates and availability may vary.

Hanover Inn 
Hanover, N.H. 
603-643-4300 (on campus)

Six South St. Hotel
Hanover, N.H. (near campus)
603-643-0600

Courtyard by Marriott
Lebanon, N.H. (5 minutes from campus)
603-643-5600
Complimentary shuttle to campus

Trumbull House Bed & Breakfast 
Hanover, N.H.
800-651-5141 (4 miles from campus)

Residence Inn by Marriott 
Lebanon, N.H.
603-643-4511 (5 minutes from campus)

Sunset Motor Inn 
Lebanon, N.H. 
603-298-8721 (5 minutes from campus)

Days Inn/Holiday Inn Express 
Lebanon, N.H.
603-448-5070 (3 miles/ 5-10 minutes from campus)

Airport Economy Inn
West Lebanon, N.H. 
603-298-8888 (7 miles/ 10 minutes from campus)

Fireside Inn
West Lebanon, N.H. 
603-298-5906 (10 minutes from campus)

Fairlee Motel
Fairlee, Vt.
802-333-9192 (8 minutes from campus)

Norwich Inn 
Norwich, Vt.
802-649-1143 (2 miles from campus)

Norwich Bed & Breakfast 
Norwich, Vt.
802-649-3800 (4 miles from campus)

Pleasant View Motel 
White River Junction, Vt.
802-295-3485 (5 miles from campus)

Comfort Inn 
White River Junction, Vt.
Toll free 800-628-7727 (10 minutes from campus)

Hotel Coolidge 
White River Junction, Vt.
802-295-3118 (5 miles from campus)

Additional items for those staying in the residence hall

• Al personal toiletries
• Bath towels/bathrobe. Although towels are provided daily, you may want your own full-size towel.
• Shower shoes
• Hair dryer
• Rain gear and umbrella (walking is required rain or shine)
• Alarm clock (there is no wake-up service)
• Additional blanket (air conditioners cannot be adjusted)
• Cool and casual/semi-casual clothing
• Additional blanket (air conditioners cannot be turned down)
• Warm pajamas (air conditioning in residence hall may be cool)
• Sweater (air conditioning in the classrooms may be cool)
• Extra pens, pencils, paper
• Clothes hangers (few will be provided)
• Portable iron
• Your favorite t-shirt, hat or sweatshirt from your institution for Monday night's barbecue
• Business cards
• Chargers for your electronic devices
• Not necessary, but can provide additional comfort: Sleeping bag, extra pillow, small portable fan

What Not to Bring

• Food/Snacks (plenty is provided throughout the day)
  Gluten free and other specialty options are available in the dining hall
• Backpack (backpacks are not allowed in the general session theater. A canvas tote bag is provided at check-in. Purses are allowed.)

Forget Something?

• There is a CVS located within walking distance to campus

Coming to Hanover
Please plan to arrive on Sunday, July 21, between NOON and 3:00 PM for registration. General conference orientation and welcoming remarks begin at 4:00 PM in Moore Theater in the Hopkins Center.

Unfortunately, residence halls will not be available for early arrivals or late departures. Should you arrive before Sunday, July 21, or stay beyond Thursday, July 25, you will need to make your own reservations in advance (see list of nearby hotels in the Traveling to Hanover section).

The registration desk will be located in the Occom Commons in Goldstein Residence Hall on the corner of College and Maynard Streets. The GPS address is 6 Maynard Street.

At the registration desk, you will receive your room assignment, room key, meal card, and, if purchased, parking and athletic passes. Conference materials will be located in your residence hall room; if you are staying off campus you will receive them at registration.

We will assemble at 4:00 PM in Moore Theater in the Hopkins Center for an introduction to the institute, faculty and each other. 

A New England-style clambake is on tap for 7:30 PM on Lord Lawn, located on Tuck Drive. Dress code is cool and casual (shorts, t-shirts).

Arriving Late on Sunday
Although the opening session of the institute will begin at 4:00 PM, the registration desk in Occom Commons in the Goldstein Residence Hall will remain open until 10:00 PM. A Dartmouth College dorm clerk will be on duty to assist and direct you.

If you arrive on campus before 10:00 PM, go directly to in the Goldstein Occom Lounge, in the McLaughlin Cluster Residence Halls. A Dartmouth College dorm clerk will be on duty to assist and direct you.

If you arrive on campus after 10:00 PM, go directly to the Department of Safety and Security located at 5 Rope Ferry Road to get your residence hall key. Safety and Security is located diagonally across from the parking lot from Goldstein Residence Hall and is open 24 hours a day. Campus security officers will direct you to your room and give you your key and meal card.

If you arrive between the hours of 7:30-9:00 PM, staff and institute participants will be on Lord Lawn for our clambake. Come join us there after registering in Occom Commons in Goldstein Residence Hall. On Monday morning please report to Moore Theater after 8:00 AM to complete your registration. Monday's general session begins promptly at 8:30 AM in Moore Theater.

Arriving on Monday

Please come to Moore Theater after 8:00 AM to pick up your housing and Institute materials.

Additional Information and Requests
A dorm clerk (Dartmouth staff) will be on duty in the Occom Lounge in Goldstein Residence Hall on Sunday, July 21, NOON-10:00 PM to assist institute participants with check in and answer questions.

If you encounter any problems on Monday through Wednesday, please report them to the CASE Desk located outside of the General Session and they will communicate your request directly to the Dartmouth staff. A dorm clerk (Dartmouth staff) will also be on duty in the Occom Lounge in Goldstein Residence Hall on Thursday, July 25, 8:00 AM-2:00 PM to assist with check out.

Internet Service

Dartmouth College provides each room with free high-speed Internet service. Guests should connect to the Dartmouth Public Wireless Network (SSID). No authentication will be required; you will be routed to a public ISP for access to the Internet.

Campus libraries and other campus facilities are equipped with computers and Internet connections. However, because printers, fax machines and copiers are few and far between on campus and in town, we recommend that you do not try to maintain your office routine while attending the institute.

Mail and Messages
Incoming mail should be addressed to:

Your Name
CASE-SIEFR
Dartmouth College
6236 Blunt Alumni Center
Hanover, N.H. 03755

It will be delivered to your dorm room. Please limit packages and FedEx because ability to deliver is limited.

Emergency Number
Incoming emergency calls may be made to 603-646-4000, day or night. This is the number of the Department of Safety and Security, which will deliver a message to you to return a call. Outgoing calls may be made from the pay telephones located in the residence halls.

Banks
Automatic Teller Machines (ATMs) are on Main Street in Hanover.

Dry Cleaning
Commercial dry cleaners are in the town of Hanover.

Information Booth
The Information Booth on the east side of the College Green is supplied with information on the campus, local lakes, parks, museums and other places of interest and recreation within easy driving distance of Hanover. General interest tours of the campus are available.

Parking
Pre-purchased permits for assigned areas will be issued at the registration desk. You can also purchase a parking pass at the registration desk. It is very important to observe the parking regulations and only use the lots assigned. Your parking pass will only allow you to park in your assigned lot. Campus Police will ticket cars for the first offense and tow cars thereafter. There is no allowance for parking near classrooms. If hardships occur because of physical conditions, or you require special assistance, you should notify us immediately.

Medical Aid
The Dartmouth-Hitchcock Medical Center and Clinic is less than two miles from campus and includes a modern and complete complex of emergency and operating facilities. In the event of an emergency, dial 911.

Recreation and Athletic Facilities
You may purchase a one-day pass at the Alumni Gym for $10.

With the athletic pass, participants may take advantage of the following facilities:

• The Zimmerman Fitness Center at Dartmouth College is both a light-filled, beautiful space and a highly functional facility meant to meet the needs of the Dartmouth community. The 16,000 square foot facility houses more than 60 pieces of cardio equipment (32 of which have their own TV's), 40 strength machines, three different dumbbell areas (free weight, functional fitness and novice) and a full free-weight area that allows for everything but off the floor Olympic style lifting.

Mon-Fri, 6:00 AM-8:00 PM
Sat-Sun, 6:00 AM-7:00 PM

Open rec swimming:
Mon-Fri: 10:00 AM-2:00 PM
Sat-Sun: 2:00-5:00 PM

• The Berry Center racquetball and squash court area consists of 10 international squash courts (one of which is a glass enclosed exhibition court), two North American squash courts, and three racquetball courts. Equipment can be rented during business hours.
  
  Mon-Fri, 6:00 AM-8:00 PM
  Sat-Sun, 6:00 AM-7:00 PM
  (hours subject to change)

• The Hanover Country Club has an excellent 18-hole course just one-half mile from campus. Motorized carts and golf clubs are available for rent.

Other recreational areas not associated with the college include the Ledyard Canoe Club on the Connecticut River, which rents canoes by the hour, and the Storrs Pond Recreational Area, maintained by the town of Hanover, located just two miles north of the campus. Storrs Pond has an outdoor swimming pool and a pond with a sandy beach. A small daily fee is charged for use of the bathhouse and other facilities.

Points of Interest:

• The Webster Cottage at Hanover, where Daniel Webster lived as a Dartmouth student, is now the home of the Hanover Historical Society

• Montshire Museum at Hanover is located two miles west of the campus

• Woodstock Historical Society in Woodstock, Vt.

• Calvin Coolidge's birthplace and family home in Plymouth, Vt.

• Shelburne Museum, near Burlington, Vt., on Lake Champlain: A famous collection of Americana is displayed in a 45-acre area of authentic buildings

Travel by Plane
There are four major airports serving the region: Boston, Massachusetts (Logan International); Burlington, Vermont; Hartford, Connecticut; and Manchester, N.H.

Travel by Bus
CASE arranges for roundtrip bus service between either Boston's Logan Airport or Manchester Airport and Dartmouth College. On Sunday, July 21, one bus leaves from Logan Airport's International Terminal (Terminal E) at 11:00 AM, and the other bus leaves from Manchester Airport at 11:30 AM.

Note: So that attendees arrive in time for the opening session, we will leave promptly at these times and will not be able to delay for late arrivals; please schedule your flights accordingly.

The buses will take riders directly to the institute registration area where a box lunch will be provided to bus riders. For the return trip to Logan or Manchester, all buses leave Dartmouth at 1:00 PM on Thursday, July 25(please schedule your flights accordingly, as the bus ride takes 1½ hours to Manchester, and 2½ hours to Boston). These are the only CASE buses, if you need to arrive earlier or later, please see Alternate Bus Service below.

If your plans have changed and you must cancel your bus reservation, call registration at 202-328-2273.

Roundtrip bus fare is $180; one-way fare is $90. All fares must be prepaid. Please place your reservation (on the registration form) as soon as possible to ensure your seat.

Bus riders will receive more details closer to the institute's start date.

Note: The ride from Boston to Hanover takes 2½ hours, and the ride from Manchester takes 1½ hours, so we recommend eating or bringing a snack before boarding the bus.

Alternate Bus Service

From/To Logan
Dartmouth Coach, a private company (800-637-0123; www.dartmouthcoach.com) provides bus service to Boston (Logan Airport or South Station bus Terminal). The bus terminal is next to the Hanover Inn.

From/To Manchester
Greyhound Lines (formerly Vermont Transit; 800-231-2222; www.greyhound.com) provides bus service from Manchester Airport to Hanover. The bus terminal is next to the Hanover Inn.

Travel by Train
Amtrak (800-872-7245; www.amtrak.com) provides service to White River Junction, Vermont, located five miles from Hanover. Taxi service is available between Hanover and White River Junction.

Travel by Car
Two interstate highways (I-89 and I-91) pass within a few miles of Hanover and make driving from Boston, New York, Burlington, Manchester, Hartford or Montreal an easy trip. For detailed driving directions and travel times, go online to www.mapquest.com.

• From Boston, take I-93 North to I-89 North to Exit 18 and follow signs for Hanover (about four miles) Driving time: 2½ hours
• From New York City, Hartford and Montreal, take I-91 to Exit 13 and follow signs to Hanover (about one mile). Driving time: Two hours from Hartford
• From Burlington, take I-89 South to I-91 North in White River Junction, Vt., to Exit 13 and follow signs to Hanover (about one mile). Driving time: 1½ hours
• From Manchester, take I-93 North to I-89 North to Exit 18 and follow signs to Hanover (about four miles) Driving time: 1½ hours

You will not need a car while attending the Summer Institute. Classrooms, residence halls, dining halls and town are all within a short walking distance. Parking lots are a good distance from our hub of activity and will provide no convenience. If you are parking on campus, you must pre-register for a parking pass when you register for the institute.

Note: All sessions will be conducted on campus

Your parking sticker, issued by Campus Police, will only allow you to park in your assigned lot. There is no allowance for parking near classrooms. Anyone requiring special assistance should notify us immediately.

The institute will adjourn on Thursday, July 25 at NOON.

Lunch will be available in 53 Commons following adjournment. Bus riders will be given a box lunch to take onboard the bus returning to Logan or Manchester Airports.

Participants must check out of the dorms by 2:00 PM. A shuttle van will start running between the residence halls and the parking lot at 9:00 AM.

Buses to Logan and Manchester Airport: Buses board between 12:30-1:00 PM near Occom Commons in Goldstein Residence Hall where you arrived on Sunday, and depart no later than 1:00 PM. If your plans have changed and you must cancel your bus reservation, please alert CASE staff. A few seats might be available for those who did not previously register for the bus. Please inquire with CASE staff if you are interested.

Check-out Procedure
Return your dorm room key to the dorm clerk in Occom Commons in Goldstein Residence Hall between 8:00 AM-2:00 PM. If you fail to return the key, you will be charged $60.

If you are departing early, key drop boxes will be located in the ground floor lounge of each residence hall.

Taxi Service to Lebanon Airport and other nearby locations

Important: Call 24 hours ahead to schedule a pick-up on campus. Average fare between campus and Lebanon Airport is approximately $25.

• Apex Car Service: 603-252-8295
• Uber