NOON – 1:00 PM
Check-In 

1:00 – 1:15 
Introductions and Welcome

1:15 – 2:00
Starting from Scratch
Join the CASE faculty for a discussion of best practices in leadership annual giving programs. The wide range of experience among the faculty-from private universities and colleges to large public institutions-will result in a robust conversation about how you can develop the best program to meet the unique needs of your institution.

2:00 – 3:30 
Group Work: Guided Role-Play on Making the Ask (Part 1)
Roll up your sleeves and start asking. During this session, each table will have a collection of donor profiles and participants will paired off into donor and solicitor roles as the faculty rotates throughout the room to provide feedback. This early role playing session is meant to help shake of the nerves from those who have asked a zillion times to those who have never asked practice is an essential part of the process

3:45 – 4:45 
Using a Multi-Channel Approach to Leadership Annual Giving
Leadership annual giving plays a pivotal role in campaigns, but the majority of leadership annual giving donors start off supporting the university through direct marketing and phonathon efforts. This session will look at how to leverage your direct marketing efforts to acquire, upgrade, and steward leadership annual giving donors. We will also look at innovative ways to use direct marketing channels to get high capacity low propensity leadership annual giving donors engaged.

4:45 – 5:30 
Leadership Annual Giving: Then, Now and Next
While leadership annual giving programs have been long-standing pillars of some of the country's best programs, they are also new territory to many. During this session, we'll talk about the different iterations of leadership annual giving programs across the country, why they might vary from institution to institution, and what comes next for leadership annual giving. From increasing development officer productivity to leveraging annual giving's many scales of economy, this session will provide you with ideas for how to bring your program to the next level.

5:30 
Conference Adjourns for the Day
Dinner on your own

8:00 – 9:00 AM
Continental Breakfast and Roundtable Conversations

9:00 – 9:45 
Passing the Torch: Working with Major Gift Officers
Most alumni donors begin their philanthropic relationship through contact with the annual giving office. When we do our work well we develop their philanthropic interest and move them along the pathway to more significant giving. In this session, we'll talk about how to work with colleagues in major gifts-specifically how to promote continuous support of annual giving when donors elect to make a restricted gift. We will also discuss ways to keep major gift officers in the loop and knowledgeable when it comes to giving societies and donors recognition all while affirming the importance of collaboration and teamwork. Whether your institution is in a comprehensive campaign or not working closely with major gift officers is an essential part of our work.

10:00 – 11:00 
Group Work: Guided Role-Play on Making the Ask (Part 2)
It’s time to hone your skills and share what you’ve learned. In this second round donor and solicitor roles are reversed (if you were a donor on day 1 – you’re now a solicitor and vice versa). The faculty will visit with each table providing coaching and guidance on how to respond to objections, keep the conversation moving, and what to do when you get stuck. Remember practice makes perfect.

11:00 – 11:30 
Making the Ask Spotlights
Are you bold enough to show off in front of the group? We’re looking for some brave participants to come to the front of the room and showcase their skills asking for a leadership annual gift. We will pair you with a faculty member to play the role of donor. This is way more fun than it may sound!

11:45 –NOON
Faculty Q&A and Wrap-up
As our time comes to a close, join the faculty for rapid fire questions and closing remarks. Now is the time to ask any burning questions not yet answered and make final connections with faculty and participants that will last long after the conference concludes.

NOON
Conference Adjourns