engagement focused fundraising: a whole shop approach · engagement focused fundraising: a whole...

ENGAGEMENT FOCUSED FUNDR AISING: A WHOLE SHOP APPROACHJanuary 26 - 28, 2015Chicago, IL

CONFERENCE

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ENGAGEMENT FOCUSED FUNDRAISING: A WHOLE SHOP APPROACHJanuary 26 - 28, 2015 :: CHICAGO, IL

CONFERENCE

OVERVIEW

Institutions are challenged to meet fundraising goals with fewer donors, and those donors are requiring

increasingly personalized attention. Only by focusing on engagement strategies with all of your constituents—

including students, faculty, business, and alumni—can your institution break free of this pattern and build a

sustainable constituency base of support into the future.

Join us in Chicago for a conference that will improve your engagement strategies and lead your institution to

a more stable fundraising future. Using current research on donor decision-making, Jim Langley will walk you

through a more productive and easily measured approach to the fundraising process, including:

� Moving past capacity to the indicators of a true propensity to give

� How to use interviews for both research and cultivation purposes

� Developing projects that engage prospects and steer solicitation timelines

� When and in what settings to deploy faculty and volunteers

LEARNING OUTCOME

After participating in this conference, you will be able to more effectively identify, cultivate, solicit, and steward

major donors with an innovative relationship-based strategy.

CONTACT US FOR MORE INFORMATION

Contact Meghan Dolny, Assistant Conference Director at [email protected] if you’d like

additional information about the program.

Bring your team and learn a fresh, comprehensive approach to cross-

campus fundraising at one of our highest rated programs.

CLICK HERE TO REGISTER

http://www.academicimpressions.com/conference/engagement-focused-fundraising-whole-shop-approach-january-2015

Academic Impressions4601 DTC Blvd., Suite 800

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CONFERENCE

ATTEND AS A TEAM

All professionals directly responsible for cultivating and raising private donor support will gain a new

perspective on effective fundraising work. Because this experience offers the unique opportunity to

systematically re-approach—from prospecting to stewardship—your method to securing a brighter fundraising

future, we highly recommend bringing a team that includes:

� Development Managers

� Vice Presidents of Advancement

� Major Gift Officers

� Leadership Giving Officers

� Academic Leaders

� Board Members

� Your President

To encourage team participation, when you register 3, get 1 FREE!

CFRE CONTINUING EDUCATION CREDITS

This Academic Impressions event has been approved for continuing education credits toward the CFRE

International application for initial certification and/or recertification.

SAVE $100 ON THIS EVENT WITH AI PRO!

Available with: AI Advancement Pro

AI Pro offers your institution access to over 200 hours of training opportunities on

topics that will help you and your team achieve institutional goals and more. Click here or

contact [email protected] for more information about AI Pro.


Denver, CO 80237


tele 720.488.6800

fax 303.221.2259



http://www.academicimpressions.com/ai-pro

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[email protected]

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CONFERENCE

MONDAY, JANUARY 26, 2015

12:30 - 1:00 p.m. Registration 1:00 - 1:15 p.m. Opening comments and introductions

1:15 - 2:45 p.m. Setting the Scene: The Culture of Philanthropy

Last year, Americans gave hundreds of millions in philanthropic gift dollars. How much of that remarkable support is the result of fundraising technique and how much can be attributed to specific cultural factors? A better understanding of American philanthropic culture will help you develop more effective fundraising techniques. This session explores the answers to the fundamental questions of:

• Why do Americans give so much?

• In what cultural phenomena are our philanthropic tendencies rooted?

• How can a better understanding of those roots make us more effective fundraisers?

• How can we appeal to donors’ highest and best instincts?

2:45 - 3:00 p.m. Break 3:00 - 4:30 p.m. Understanding Donor Perceptions and Trends

Research reveals endless clues about why donors give. The trends are changing. Individuals with large net worth demonstrate philanthropic behaviors that vary from overall patterns, and the rise of entrepreneurial wealth is creating a new era and a new kind of philanthropy. This session will explore current perceptions and trends to help you pinpoint the most promising opportunities and pursue them with the greatest probability of success.

4:30 - 4:45 p.m. Day one closing thoughts and Q&A 4:45-5:45 p.m. Networking reception (included in registration fee)

TUESDAY, JANUARY 27, 2015

8:30 - 9:00 a.m. Continental breakfast (included in registration fee) 9:00 - 10:00 a.m. Defining the Process: The Phase-and-Flow Model

The classic identification-to-cultivation-to-solicitation model fails to effectively develop and deliver compelling cases for support. The innovative phase-and-flow model solves that problem. During this session, you will learn how the model functions along with how it makes major gift work more efficient, better measured, and more productive.

10:00 - 10:15 a.m. Morning break

AGENDA


Denver, CO 80237


tele 720.488.6800

fax 303.221.2259



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CONFERENCE

TUESDAY, JANUARY 27, 2015 (CONTINUED)

10:15 - 11:45 a.m. Identification and Prospecting

A shift of focus from capacity to propensity can dramatically increase the success of your development operation. This session will explore practical examples to show how a rigorous analysis of these variables will lead to more successful solicitations.

11:45 a.m. - 1:00 p.m. Lunch (included in registration fee) 1:00 - 2:00 p.m. Discovery and Creative Engagement

The discovery and creative engagement phases of the model deal explicitly with the art and science of the major gift process. Highly innovative and proven approaches will be shared, including:

• Strategies to reveal donors’ giving interests

• Using students or volunteers as interviewers

• Designing creative programs that engage prospects in the life of your institution

2:00 - 3:00 p.m. Building a Better Development Interview

From speaking to prospects about their animating passion or speaking to faculty about their groundbreaking research, key interviewing skills are essential for good advancement work. This session will help you hone your interview strategies, including preparing the right questions, identifying important responses, and utilizing post-interview best practices.

3:00 - 3:30 p.m. Afternoon break 3:30 - 5:00 p.m. Project Assignment, Day Two Closing Thoughts, and Q&A

The assignment of prospects to projects is the heart of the phase-and-flow model of securing major gifts. American philanthropy is project-oriented, yet many institutions define only broad goals that have limited donor appeal. This session will provide specific examples of how your institution can translate its goals into compelling projects that will induce higher levels of philanthropic support.

Evening | Project Work

Prior to the conference, you will be asked to identify a challenging fundraising initiative at your institution. In the evening following the conference’s second day, you will be charged with incorporating new considerations to develop your initiative into a more compelling, project-style case for donors, including:

• Project scope, scale, distinctions, and beneficiaries

• Success plans and accountability measures

• Matching content to gift size

AGENDA


Denver, CO 80237


tele 720.488.6800

fax 303.221.2259



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CONFERENCE

WEDNESDAY, JANUARY 28, 2015

8:00 - 9:30 a.m. Continental breakfast (included in registration fee) and project feedback

You will begin day three by sharing the compelling case you developed overnight. Jim and your fellow participants will offer feedback and additional ideas for developing your case further.

9:30 - 10:15 a.m. Solicitation and Stewardship

The strategic use of solicitations, not only to secure commitments but also to plant seeds and further engage the donor, is a key component of the phase-and-flow model. This session will challenge, if not debunk, many long-held assumptions about soliciting gifts, and address many important questions, including:

• Do we rush to solicitation and thereby fail to optimize the potential of most donors?

• Are too many solicitations a form of ambush?

• Should we press for an answer at the solicitation or make sure we avoid a “no”?

10:15 - 10:45 a.m. Final conference break and hotel check-out 10:45 - 11:45 a.m. Effective Use of Academic Leaders and Volunteers

A perennially challenging issue, this session will explore the role academic leaders and volunteers can play in securing major gifts. In a lively session that encourages strong interaction among conference participants, these and similar questions will be explored:

• Are most volunteers more trouble than they are worth?

• Do we ask too much of our presidents?

• How do we make effective use of our deans and other academic leaders?

• How do you break in a new or socially awkward academic dean?

• How do you decide who should be in on a solicitation?

• You are encouraged to submit your own questions and challenges.

11:45 a.m. - 12:30 p.m. Closing: action planning

In this concluding working session, you will engage in a group exercise to identify your anticipated challenges as you prepare to return to campus and move your shop towards an engagement-focused fundraising strategy. Our expert speaker will suggest solutions to your challenges and help you craft a plan for gaining buy-in across campus.

AGENDA


Denver, CO 80237


tele 720.488.6800

fax 303.221.2259



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CONFERENCE

POST-CONFERENCE WORKSHOP: CHOOSING THE RIGHT EVALUATIVE METRICS TO GUIDE DEVELOPMENT

12:30 - 1:30 p.m. Lunch for post-conference workshop attendees (included in workshop registration fee) 1:30 - 4:30 p.m. Post-conference Workshop: Choosing the Right Evaluative Metrics to Guide Development

There are often disconnects between the way advancement works and the way advancement is measured. From staff evaluations, to publications, to volunteer effectiveness, advancement needs to be measured by relationships, not transactions. Join us for this post-conference workshop to gain insights and explore examples of how to properly conceive and apply metrics that help you achieve an accurate and useful measure of economy, purpose, and success. You will leave the workshop knowing which metrics can be most useful to your development office and how they can be used to improve your effort.

AGENDA

CLICK HERE TO REGISTER



Denver, CO 80237


tele 720.488.6800

fax 303.221.2259





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CONFERENCE

INSTRUC TORJAMES M. LANGLEY / Founder and President

Langley Innovations

Before forming his own comprehensive advancement consulting firm, Jim served as vice president

for advancement at Georgetown University. At Georgetown, he led the institution’s offices of alumni

affairs, strategic communications and marketing, development, medical center development, and

advancement services. During his tenure, he produced record numbers in new commitments and

dollars despite a difficult economy, and launched a number of innovative programs, including the

Student Discovery Initiative, which uses current students to interview alumni who have been only

occasionally engaged with the university.

Jim arrived at Georgetown after spending eight years as the vice president for advancement at the

University of California, San Diego. At UCSD, he led the planning and execution of the institution’s

seven-year $1 billion campaign, then raised almost half the target amount in three years, despite

a weak economy. He also expanded and improved outreach to key constituencies, increased and

strengthened volunteer participation, acted as university spokesperson, and implemented programs

that improved community relations. During Jim’s tenure, significant increases were posted in federal

funding, national and international publicity, and alumni participation.

Before arriving at UCSD, Jim served as vice president for external affairs at Georgia Institute of

Technology. At Georgia Tech, he increased annual gift income from $26 million to $76 million and

more than tripled the institution’s endowment to well over $500 million. Jim began his career

in higher education at Miami University and served at the University of Cincinnati as well as the

University of Massachusetts. Operations under Jim’s management have won awards in virtually

every area of university advancement.


Denver, CO 80237


tele 720.488.6800

fax 303.221.2259



9


CONFERENCE

HOTEL RESERVATIONSThe conference will be held at:

Fairmont Chicago, Millennium Park

200 North Columbus Drive

Chicago, IL 60601

To reserve your room, call (312) 565-8000. Please indicate that you are with

the Academic Impressions group to receive the room rate of $165 for single or

double occupancy, plus applicable tax.

A room block has been reserved for the nights of January 25-27, 2015.

Reservations must be made by January 9, 2015. There are a limited number of

rooms available at the conference rate. Please make your reservations early.

Rediscover the Fairmont Chicago, Millennium Park, which has reclaimed the city skyline as a beacon of modern design,

following a dramatic five year $60 million transformation. The artful new lobby of this downtown Chicago hotel near

Grant Park beckons with a grand sense of arrival. Sleek and modern, the Fairmont Chicago, Millennium Park perfectly

captures the style and energy of downtown Chicago. Experience the essence of magnificence, just steps from the

Magnificent Mile.

The Art Institute. Chicago Field Museum, Navy Pier, and Chicago’s Lakefront are all situated nearby.

Airports:

Chicago O’Hare International Airport (ORD) - 18 miles northwest

Chicago Midway International Airport (MDW) - 12 miles southwest


Denver, CO 80237


tele 720.488.6800

fax 303.221.2259



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CONFERENCE

REGISTRATION FEES

EARLY BIRD PRICING

Postmarked on or before January 9, 2015. For registrations postmarked after January 9, 2015, an additional $100 fee

per registrant applies.

Visit our website to register online:


Your registration fee includes: Full access to all conference sessions and materials, access to the networking

reception on Monday, breakfast and lunch on Tuesday, and breakfast on Wednesday, as well as refreshments

and snacks throughout the conference.

PLEASE FAX ALL REGISTRATION PAGES TO: 303.221.2259

Questions about the event? Call us at 720.488.6800 to help determine if this event is right for you.

Register online at www.academicimpressions.com

Conference only - $1495 USD __ # of attendees

Conference

Conference + Post Conference

Workshop - $1795 USD

__ # of attendees

Best Values

Post-Conference workshop

only - $395 USD

__ # of attendees

Workshop

ATTEND AS A TEAM – remember, when you register 3, get 1 FREE!

Total________________Total________________ Total________________


Denver, CO 80237


tele 720.488.6800

fax 303.221.2259





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CONFERENCE

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(Check the boxes for the editions you would like to sign up for)

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Denver, CO 80237


tele 720.488.6800

fax 303.221.2259



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CONFERENCE

ACADEMIC IMPRESSIONS CANCELLATION AND REFUND POLICIES

CONFERENCES

For in-person conferences, substitute registrants are welcome and may be named free of charge at any time. If you

cancel 8 weeks or more prior to the first date of the conference, you will receive a full refund, less a $100.00 service

charge per attendee.

If you cancel within 8 weeks of the first date of the conference, you are not entitled to a refund. However, as a

courtesy, we will allow you to apply your payment, less the service charge, toward a future purchase within one year

from the date you cancel. Your payment is transferable to another person from your institution if you wish.

Please note that if you do not attend and you do not contact us in advance to cancel as described above, you are

responsible for the entire payment. In case this event is cancelled, Academic Impressions’ liability is limited to a

refund of the registration fee only.

ONLINE TRAININGS CONSISTING OF AT LEAST ONE LIVE TRAINING DATE

You will receive a full refund (less a $75 service charge) if you cancel 8 weeks or more prior to the first live training

date. If you cancel within 8 weeks of the first live training date, you are not entitled to a refund. But as a courtesy,

we will apply your payment (less a $75 service charge) towards a future purchase within one year from the date you

cancel. Your payment is transferable to another person from your institution if you wish. You may name a substitute

primary participant free of charge at any time prior to the first live training date. If available, you may switch the

live training format to a self-paced format (such as a CD-ROM Recording or On-Demand Download) free of charge.

(Shipping charges will apply to CD-ROM Recording orders outside the U.S. or Canada.)

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RECORDINGS, ON-DEMAND DOWNLOADS, MONOGRAPHS AND OTHER PUBLICATIONS

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the program you purchased fails to meet your expectations, please contact us within

30 days and let us know. We’ll credit the full amount you paid toward another AI

program that may better fit your needs.


Denver, CO 80237


tele 720.488.6800

fax 303.221.2259



engagement focused fundraising: a whole shop approach · engagement focused fundraising: a whole...

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