Navigating Change Through Best Practices
The Hilton Chicago | November 14 - 16, 2018

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Leadership & Career Development

This track focuses on those in leadership roles in our industry, sharing management best practices for success in our daily business as well as how to build and retain a great team while planning for your own career growth.

Technology Trends

This track focuses on how we can utilize technology to improve our business processes and increase overall efficiency. This topic is covered through lectures and case studies to demonstrate the real-life pros and cons of implementing technology trends.

Analytics & Reporting

This track examines examples of successes and explores the potential of various approaches, methods, platforms, and tools for analyzing, delivering, and visualizing data creatively, effectively, and efficiently.

Prospect Management & Donor Relations

This track will explore new strategies for managing prospect pipelines and ensuring that prospects’ needs are addressed. Sessions will emphasize innovative business practices (from how we staff our teams to how we analyze performance) and technology applications.

Gift & Bio Administration

This track includes insight and real-life examples of how to provide your organization’s donors with stewardship of the highest standard by using data and efficiency principles.

DAY 1 – Wednesday, November 14

7:30am - 5:30pm


8:30am - 1:00pm

8:30 - 11:30am
Career Level: New to the industry, entry-level
$95 separate registration

This session will cover the ins and outs of the Advancement Services industry, from where you fit, to the responsibilities of your role, industry leaders will explain best practices for newcomers to the field.

8:30am - 12:45pm
Career Level: Director and above
$175 separate registration

Navigating Change: Effective Strategies for Dealing with Changes in Leadership, Direction, and Even Mission
Presented by: Stuart Sullivan, Senior Vice President of Graham Pelton

In this invitation-only session, executive-level professionals in advancement services will focus on leadership change, both inside and outside of advancement services, and change management caused by leadership or other changes. You will have a chance to network and learn from the insights of other attendees. This will be an interactive session with a keynote presentation and networking luncheon.

Session brought to you by:

8:30 - 11:30am
$95 separate registration

This workshop is designed for the management-level advancement services professional who wants to have a deeper understanding of data analytics and business intelligence. Small group work will provide a unique opportunity to learn and share with your peers in the industry.

1:00 - 1:15pm

President AASP – Anita Lawson
Los Angeles Philharmonic Association

1:15 - 2:15pm
Keynote Address

Governing A.I. - How to Harness, Rather Than Fear, Its Power
David & Lori Hood Lawson
Author and Editor - Big Good: Philanthropy in the Age of Big Data & Cognitive Computing

When it comes to AI, fear, mistrust, and anxiety are standing in the way of practical implementation of this amazing technology. Join David and Lori, author and editor of Big Good: Philanthropy in the Age of Big Data & Cognitive Computing, as they address your fears; show how through governance trust can be earned; and help you turn your anxiety about the future of AI into present-day applications.

Brought to you by:

2:30 - 3:45pm

Breakout Sessions
Click on track sessions to expand for description

Track: Leadership & Career Development

As leaders in advancement services, we are inclined to fully analyze the factors that hold our organizations or institutions back from raising as much money as we can to fund our respective missions. We use a rational approach, trace direct paths from cause to effect, break problems down into small and understandable pieces. We solve problems by acting on the behaviors and structures (databases, staffing, etc) we see around us. What if there were additional leverage points that we don’t often have time to consider? Neuroscience has shown that our subconscious frames our reality. In this session participants will explore the systems thinking iceberg model, focusing in particluar on collective and individual mindsets and beliefs. They will examine how systems thinking can be applied to development/advancement and will have a chance to explore some of the less tangible factors that affect their work. Participants will also map out some initial steps they can take to frame a whole-system view of their challenges.

The session will include both presentation and time for individual/small group work.
Meredeth Winter
Senior Philanthropy Program Advisor
The Nature Conservancy
Track: Technology & Trends

Is your intranet an essential portal for communication, collaboration, and integration? That was the question we asked ourselves last year at Caltech. In this session, you will hear about best practices and lessons learned in designing, launching, maintaining, and improving an effective staff intranet. Join us on our journey of intranet evolution--from concept, through growing pains of the first iteration, and ultimately, to the new, central platform that ignited a revolution in the way we work.
Mark Longo
Director of Strategic Initiatives
California Institute of Technology
Anna Pruszynska-Garcia
Advancement Information Trainer
California Institute of Technology
Track: Analytics & Reporting

This presentation will document the process of stabilizing a new reporting platform while creating a basic self-service reporting suite, complete with training and documentation to empower end users. This will be examined through the lens of a successful case study of reporting in DAR at American University after transitioning to a new CRM. The presentation will maintain an agnostic view in terms of platforms or systems, but the transferable lessons learned in change management and strategic rollout of a reporting suite will be explored. These lessons include but are not limited to: assessment of pain points and action items in starting the process and move toward implementation; conducting inventory and creating reporting templates for self-service; holding focus group sessions and training for end users; establishing ownership and investment in the new system across your organization.
Samantha Howell
Associate Director, Adv. Data A&R
American University
Track: Prospect Development & Donor Relations

This presentation will provide a case study in incremental improvement as it applies to endowment reporting by small shops. Participants will get an overview of the trials and errors of one university’s donor relations and advancement services teams as they work to gradually improve their endowment reporting processes by utilizing the capabilities of their donor database, while improving the donor experience.

Since 2012, CSUSB’s endowment has grown significantly with a 50% increase in the number of endowments. This has posed unique challenges in providing meaningful reporting by the university’s donor relations and advancement services teams.

Together, these small (but mighty) teams looked for ways to make strategic improvements that would help better report the impact of donor giving without overtaxing resources. Both teams started on a trajectory of incremental improvement that resulted in reports that are produced faster, with fewer resources, and more relevant data.

It took some outside-of-the box thinking, but our reporting is now clearer, more efficient, less resource-consuming and allows us the opportunity for an additional “good-news” touch.
Erika Quinonez
Stewardship and Donor Relations Coordinator
California State University, San Bernardino
Monica Alejandre
Director of Advancement Operations
California State University, San Bernardino
Track: Gift & Bio Administration

A great deal of time and money go into campaign feasibility studies and subsequent recommendations on campaign planning, organization, staffing, and budgeting. However, some day the campaign will be over (even if it seems to be going on forever) and then what? Altogether too often planning for the "landing" after a campaign is non-existent, or worse, based on a number of fallicies on what investment will be necessary for advancement services to be able to continue effective support of the overall advancement effort. This session will first explore some of the misconceptions that can lead to ineffective support for and unrealistic expectations of advancement services post-campaign. From there, the discussion will focus on what metrics are most meaningful in making the case for appropriate levels of financial support, including the resultant staffing. Finally, since one campaign inevitably leads to another, how do advancement services leaders continue to maintain the high level of energy and production of staff so as to be prepared for the next major fundraising initiative.
Gail Ferris
AVP, Advancement Administration and Compliance
George Washington University

3:45 - 4:15pm


4:15 - 5:30pm

Breakout Sessions

Track: Leadership & Career Development

Have you ever supported a technology investment only to feel that nothing has changed in your ability to achieve your goals? Have you had end users complain about the new system and thought “I think they need more training”? Chances are they need more than training.

Anna Pruszynska-Garcia and Smita Vadakekalam are certified change management practioners and are active members of the Association of Change Management Professionals. They have never worked together on the same project, yet their observations from many different institutions are astonishingly similar. They bring years of experience working with nonprofit and higher-education organizations and varied perspectives from failures and successes to share their lessons learned and best practices for making real change work in your organization.

Join us to learn practical strategies and techniques for guiding and facilitating adoption in the ever-changing world of advancement.
Anna Pruszynska-Garcia
Development and Institute Relations
California Institute of Technology
Smita Vadakekalam, PMP
VP of Professional Services
Heller Consulting
Track: Technology & Trends

This CRM Practicum by Arizona State University and Affiniquest will explore the many aspects involved in converting from a legacy advancement system to a modern CRM. We'll discuss the selection process, conversion process and lessons learned - best decisions and biggest mistakes. We'll cover rules of engagement, what to look for in a CRM, setting milestones, involving (and exciting!) development officers, process and communication, among many other topics.
Dr. Melissa Kwilosz
VP and CIO
Arizona State University
James Werner
Affinaquest, LLC
Track: Analytics & Reporting

Finite resources, limited staff, inefficient processes and inadequate reporting are just some of the challenges that can hinder an organization from achieving its full potential. Learn how one of the nation’s highest performing hospital foundations uses Business Intelligence to solve these common problems and maximize productivity and how their practices can apply to higher education and other nonprofit sectors.
Adam Gafke
Executive Director, Development Operations
Hoag Hospital Foundation
Nadine Francis
Senior Director of Advancement Services and Information Systems
Pomona College
Track: Prospect Development & Donor Relations

In an era when people don’t open direct mail, and screen phone calls and email, developing a donor base is increasingly challenging.

The ubiquity of social media allows fundraisers to present targeted engagement and donation opportunities to audiences more inclined to share the values and goals of particular charities. If ‘donor fatigue’ is a product of prospective donors being inundated with messages from charities they aren’t likely to care about, the ability to leverage the tools social media provides is a countervailing force: donors get offers to be involved with charities they are more likely align with.

Unlike education, healthcare and arts organizations, charities in the social services sphere have ‘clients’ who frequently lack the means to donate. Peter McKinley has developed methodologies to build profiles of ideal donors while also engaging and soliciting them on social media platforms.

A case study will be presented outlining how small to medium sized charities that are receiving partial government capital funding can move to direct solicitation and major gift campaigns in order to secure the private funds that will allow projects to move forward.
Peter McKinley
Senior Associate
Armstrong Strategy Group
Track: Gift & Bio Administration

Though managing matching gifts processes at our organizations has become increasingly complex with recent year trends to outsource corporate matching programs through third parties, there are still tried and true basic and best practices we can use at our institutions. From basic coding and record construction to proactive solicitations and all the way through to stewardship strategies this session will cover matching gifts administration tactics from alpha to zeta!
Amy Phillips
Director of Advancement Services, Gift Acceptance
The Catholic University of America

5:30 - 7:00pm

Brought to you by:

DAY 2 – Thursday, November 15

7:30am - 5:00pm


7:30 - 8:15am

(Includes Ethics Discussions)

8:30 - 9:45am

Breakout Sessions

Track: Leadership & Career Development

Succession planning in the world of advancement services is something we all know we should do. We frequently talk about what happens if key personnel win the lottery and give notice. But what if it's not so positive? What if the life-changing event is actually a Mack truck? Disaster preparedness should be on every strategic plan but is even more crucial for small shop organizations.
Melody A. McBeth
Highland Advancement Solutions, LLC
Track: Technology & Trends

With an ever-increasing array of technologies available to help teams make sense of their data, it can be hard to untangle what you need, where you might have overlap, and where you've got things covered. This session will provide a useful framework for understanding the wide range of technologies on the market today, from dashboards to reports to data visualizations to data discovery to analytics and even AI. You'll come away with a better understanding of what tools work best in which situations, and for whom are they most appropriate.
Doug Cogswell
ADVIZOR Solutions, Inc.
Track: Analytics & Reporting

This case study will review how Lincoln Park Zoo's Development Services team collaborated with program staff to develop a simple tool that transformed an onerous process. Starting from an unwieldy, rarely-updated spreadsheet, we created an easy-to-use database that allows staff across the entire organization to share information regarding program initiatives and monitor which programs need funding in real time. We'll share how the tool was developed and rolled out across the institution, the most-commonly used reports, and what we've learned since initial launch.
Kimberly Montroy
Director of Strategic Partnerships
Lincoln Park Zoo
Tom Remys
Assistant Director of Development Services
Lincoln Park Zoo
Track: Prospect Development & Donor Relations

The office of donor relations or stewardship should not function alone. Building relationships with internal constituents including fundraisers, faculty members, leadership, and others can drastically change a donor's experience. Our office has worked to build relationships across our organization that enables us to create and distribute top-notch donor collateral and tell inspirational stories of impact. Every individual at an organization should be working toward the same goal-pushing their organization's mission forward. In development, we solicit donor funds to accomplish that mission. If organizations worked together with their various internal offices as well as their donors, the organizations will progress smoothly and efficiently.

Learn how we work to build and maintain relationships with various groups on our campus including our fellow advancement services colleagues, front-line fundraisers, faculty, executive assistants, and more. Learn why working together makes your organization better. And learn why impact is important to the donor experience.
Melanie A. Armstrong, MPA
Director of Donor Relations & Engagement
The University of Alabama at Birmingham
Track: Gift & Bio Administration

This presentation will walk through how the advancement services team in the Office of Institutional Advancement at Illinois Tech has used some free or low-cost SaaS solutions to manage the day-to-day work of records management, data requests, and gift processing. We will demonstrate some easy systems that can be set up to create workflows that allow teams to better track progress on requests that come to our team, reduce the amount of repetitive work required in the area of Information Services/Advancement Services, and set our team up for the future of cloud software implementation as more offices and Universities move toward solutions with open APIs such as Salesforce, RE NXT, and Ellucian Advance.
Jeffrey Wat
Director, Information Services and Technology
Illinois Institute of Technology

9:45 - 10:00am


10:00 - 11:15am

Breakout Sessions

Track: Leadership & Career Development

This presentation will demonstrate how Mount Royal University used basic project management to redevelop a once broken advancement services shop to a well developed and functioning team.

We used the basic concepts to communicate to leadership the elements of a traditional charter: business needs & impact, strategic alignment, scope, objectives, high-level requirements, deliverables, timeline, milestones, funding, risks, stakeholders, and finally roles & responsibilities. The outcome is a high performing team with a clear vision and goals of where they want to be.

Learn how a gap analysis and impact/effort matrix was integral to prioritizing actions and which positions were needed.

Advancement services is often thought of as the "science" of fundraising. The science allows us to use data management, analytics, pipeline development, prospect research, donor relations/stewardship and gift processing/compliance to ensure that the "art" side of fundraising aka the fundraisers, have all the tools needed to raise the funds for the university.

When the advancement services office is broken and not functioning, that science is not getting produced with the results being the fundraising suffers, the dollars and donors drop and ultimately the institution and students lose valuable resources.
Rebecca Bowman, CFRE, PMP
Director, Advancement Services and Annual Giving
Mount Royal University
Track: Technology & Trends

In mid-2018 the Georgia Institute of Technology implemented a machine learning application. The goals of the system are to harness unstructured alumni behavioral data to better serve Georgia Tech's alumni, donors and friends with personalized feeds of University news, events and appeals. The underlying science for this project is rooted in Machine Learning and, specifically, Natural Language Processing (NLP).

This session will cover three aspects of the project:
1) The fundamental science will be reviewed including the fundamentals of NLP and how the system was built to leverage university content and donor data sources to make connections.
2) Georgia Tech's business case for investing in NLP and, generally, the concept of personalization.
3) Early indicators of personalization's impact to key metrics like email open rates, giving page conversion rates and more.

This presentation will be lead by Georgia Tech's own Lorrie Buchanan and fundraising data science leader Nick Zeckets.
Lorrie Buchanan
Associate Vice President for Development
Georgia Institute of Technology
Nick Zeckets
CEO and Co-Founder
Track: Analytics & Reporting

Learn the good, the bad, and the ugly of wealth screening. The ability to take your research beyond wealth to understand the propensity and affinity of prospective donors will help you find new donors and learn more about current donors so you can procure more major gifts.

This session will engage audience members by surveying their current wealth screening strategies and methods for determining donor capacity. This includes discussing what they find effective and where they see a need for improvement.

This presentation will explore three aspects of wealth screening:

The Good
Ability To Understand Donor Capacity: Wealth screening gives you the ability to understand a donor’s capacity and how it translates into a major gift for your organization.

The Bad
It’s Too Time Consuming: Screening 10, 100, or 1000 prospects is time-consuming and can provide out-of-date information. Learn time efficient strategies to keep your wealth screening results up-to-date.

The Ugly
Difficult to Paint A Complete Donor Picture: Learn how to leverage a prospect’s wealth and philanthropic history to build a comprehensive view of their capacity and inclination to give.
Gerry Lawless
CTO & Chief Evangelist
Track: Prospect Development & Donor Relations

Marketing automation and machine learning technology are being successfully deployed by the for-profit sector around the globe.

Until only recently, modeling was done in a bubble, using historical (or purchased) data exclusively. Today, charities have access to a wealth of real-time behavioral data that can be used to build stronger relationships at a greater scale.

Participants will learn:
- key data features often available for modeling
- general approaches to how modeling works
- list of tools to get them started

This is communicated through a series of real-world stories and examples of how organizations have used this approach.

In this presentation, Dr. Greg Lee and CEO, Mark Hobbs will explore how this technology will impact the nonprofit sector and what you can do today to get ready for the transformational impact it will have on how you build relationships.
Chris Steeves
Vice President of Development
Fundmetric, Inc.
Track: Gift & Bio Administration

Does everything else in your office screech to a halt when it’s time to send pledge reminders? Are you thinking there must be a better way to receipt your donors efficiently and accurately without sacrificing stewardship? Do you have delinquent pledges gathering dust in the corner? Discover best practices for sending these critical documents to your donors and boost your office's role in that critical donor engagement continuum. At the University of Colorado Foundation, we have evolved our tax receipt and pledge reminder practices to the 21st century. Tax receipts and pledge reminders are sent every business day, complete with customizations, accomodations for quid pro quo, IRA transfers, gift-in-kind, and more. A comprehensive and robust past-due pledge process aligns gift management, fundraisers, and leadership in the humble pursuit of pledge fulfillment. Topics include: *The 6 major elements of a tax receipt *E-receipts and receipt supression *Receipt customizations, even including how to make them pretty! *Pledge reminder best practices *Creating a past-due pledge audit process in your office *Customization of pledge reminders to get that pledge paid off
Rebecca Weitz
Director, Gift Management
University of Colorado Foundation

11:30am - 1:30pm
Keynote Address and Luncheon


Ascendancy of Donor Control and Influence: Dealing with the New Philanthropy
In today’s world of charitable giving, advisors are faced with increasingly complicated client demands. Potential donors are seeking not only enhanced deductions, but also a higher level of involvement in the organizations supported. Charitable giving has given way to social investing. Entrepreneurs savvy enough to amass a fortune wish to direct it in the charitable realm as well. This presentation will reflect on developments along the spectrum of donor control, and what we might expect in the future.

Michael J. Cooney
Partner and Leader of Higher Education and Exempt Organization Practice
Nixon Peabody, LLP

2018 AASP Salary Survey Insights

Bentz Whaley Flessner will introduce the results of the 2018 AASP Salary Survey, helping us interpret the data and understand how the salary insights apply to our organizations and positions.

Awards Luncheon brought to you by:

1:30 - 2:45pm

Breakout Sessions

Track: Leadership & Career Development

Data scientists can mine massive amounts of information to better understand human behavior. So how can marketing teams use the principles of “big data” to drive greater ROI? Children’s National has created an analytics program to understand what marketing works best for their charitable foundation, driving a 39% increase in online giving in 2017. Hear an overview and see real analysis and outcomes. This session is useful for both foundation and hospital marketers.
Shomari White
Associate Vice President, Business Operations
Children's National Health System
Track: Technology & Trends

Ten years ago: The iPhone was an infant, Amazon mostly sold books, Blockbuster thought Netflix was just a fad, and alumni giving rates were 33 percent higher. Today: the smartphone is at the center of daily life, Amazon is the world’s largest retailer, Netlfix crushed rental shops and is taking on network television, and giving rates continue to freefall. The mobile and digital revolution has changed the way we shop, work, and live.

People expect easy communication and personal connections with every organization they come into contact with — whether it’s their favorite online store or their alma mater. Yet higher ed advancement hasn’t been able to meet the needs of its audience. Held back by a lack of access to modern technology, we’ve seen a generation of donors depart to support other causes. But with the right mix of people, strategy, and technology, it’s possible to connect with audiences where they live, funnel engagement toward meeting institutional needs, and build an advancement organization that’s equipped for the challenges of the next 10 years and beyond. Hear how colleges like UConn, Williams, Oklahoma State, and others have taken strides to shift their approach to better connect with alumni and friends, leading to higher donor retention and increases in overall giving.

Let’s paint a picture of the future of higher ed technology, together.
Ken Keefer
Senior Vice President of Sales
Tom Boren
Director of Advancement Services
University of Missouri
Track: Analytics & Reporting

Designed effectively, data visualizations are a self-service product that even the least tech-savvy staff enjoy using. By developing visualizations that address the most frequent and complex business needs in the office, report designers can alleviate the pressure to manage processes such as prospect identification, portfolio management, proposal pipelines, and donor relations touches.

This presentation will get you thinking about how to identify the greatest challenges faced in your office and how to go about addressing them through thoughtfully-designed data dashboards.
Ron Eisenstein
Assistant Vice President, Advancement Services
DePaul University
Track: Prospect Development & Donor Relations

In this presentation, NC State’s Donor Services team will discuss the art and science of naming opportunities, which they have learned during the first two years of building a centralized and methodical naming opportunities program. Donor Services will give a brief overview of the basic administration of naming opportunities, including types of namings and suggested strategic partners. Secondly, Donor Services will discuss the importance of developing organizational buy-in when building a strategic naming program and changing the culture on using namings as donor recognition pieces. Thirdly, Donor Services will discuss designing a unique methodology of selecting rooms, spaces, buildings and programs for namings. They will teach the basics of interpreting construction documents, understanding the architectural design phases and how these phases impact the naming process. They will also share their calculation formula and tool for developing a baseline gift recommendation minimum. Finally, they will discuss how it is crucial to team with development in reviewing prospect pools to assist them in designing a recommended giving minimum opportunity list.
Sarah R. Thomas
Director of Donor Services
NC State
Track: Gift & Bio Administration

This interactive presentation will be an overview of why your organization needs a gift counting policy. We'll start with the basics, outline specific policy details, talk about special organization-specific circumstances, touch on things you might want in the appendices, and also note counting issues which might live outside of the counting policy. We will engage in open discussion and share examples with each other.
Aaron Forrest, CPA
Senior Director Gift and Donor Services
University of Rochester

2:45 - 3:15pm


3:15 - 4:30pm

Breakout Sessions

Track: Leadership & Career Development

Fostering employee success, while eliminating turnover, should be the focus of strategic human resource development. Behaviors leading to employee detachment can be discouraged by taking steps to ensure employees are empowered with the tools and support they require to be successful. Turnover is costly, and one way to encourage employee retention from the start is through a comprehensive onboarding program. Your shop's onboarding program doesn't need be specific to a role or department. Training is work-specific, but a singular onboarding program can be used across the office. Prepare a comprehensive onboarding plan for all staff and create "modules" based on different roles - leadership, outward facing, back office folks.

In this presentation, learn how Albion College felt the crunch, dealt with the catch-up, and came up with a winning onboarding program with the structure of "INFORM, WELCOME, AND GUIDE."
Wendy Miller Bueche
Executive Director of Campaign and Advancement Initiatives
Albion College
Track: Technology & Trends

UAB's Advancement Information Services and Analytics team began migrating to our project management to an Agile process of tracking and identifying tasks in 2017. The SCRUM process has created transparency among the team as well as a full picture of what the department is working on to both team members and leadership. Daily stand up meetings allow the team to discuss three main questions:

1. What did I do yesterday?
2. What will I do today?
3. Do I see any obstacles?

Our Agile mindset allows the team to adjust resource needs easily. Even with a small team, it is delivering value to the business by continuting to move forward tasks that might otherwise get lost in a sea of emails and task boards. Commoderie has been a direct effect brought about by team members working together to achieve a shared business goal to deliver value to each skillset housed within the team. Our hope is to share UAB’s implementation plan for SCRUM and the execution of that plan. This presentation will give an overview of how to implement Scrum within your area.
Marylyn West
Senior Director of Advancement Information Services
University of Alabama at Birmingham
Track: Analytics & Reporting

Are you about to embark on a comprehensive campaign? Wondering about the metrics you should capture to track your progress? Worried about how to report on them and to whom? Join us as our campaign reports team panel shares in talk-show style how they built the source of truth for campaign metrics at UC Davis – from buy-in to build. We will also reveal how the relationships we built with stakeholders helped to foster an environment that encourages radical transparency, the modifications we made to Advance and the change data capture architecture and business intelligence data pipeline we built to align to interdisciplinary campaign areas (not the standard development area,) and our choice to use Power BI as a visualization platform. At the end of the panel, we will run a Q and A session with attendees.
Kelly Best
Product Owner & Business Relationship Manager-Advancement Services
UC Davis
Mark Walcott, PhD
Director of Business Intelligence
UC Davis
Meg Padovani
Application Programmer
UC Davis
Kim Mintzlaff, MBA
Business Relationship Manager
UC Davis
Chad Lathe
Lead Business Intelligence Architect
UC Davis
Track: Prospect Development & Donor Relations

The advancement and fundraising industry are faced with new technological advances such as artificial intelligence and digital centralization. With these new opportunities, come new challenges.

How do we effectively improve our fundraising? And what can we do to be more strategic regarding Information Management and our major gift operations?

This presentation will highlight the future of screenings and research, and how to identify major gift prospects using easily obtainable data. We will uncover the latest findings in major giving activity and how to apply these insights to operational strategies in the interest of impacting the bottom line.
William Tedesco
Track: Gift & Bio Administration

Based on an updated version of a survey about best practices in soft crediting, we can explore what really are industry standards for crediting various transactions in addition to how to take advantage of our various database tools to maximize recognition impact of donor support beyond the basic cash flow and capture values for contributed services, in kind contributions, et al.
Amy Phillips
Director of Advancement Services, Gift Acceptance
The Catholic University of America

4:30 - 5:00pm


5:00 - 6:00 p.m.


Thoughts That Go Bump in the Night: What Issues are Causing Our Leaders to Lose Sleep?

This session will gather senior leaders in advancement services in an open forum setting to discuss the hot-button issues with which our organizational leadership grapples. How does advancement services stay on top - or, better yet, get ahead - of these trends so we supply the right solutions across the development operation and through the broader organization? No slides, no handouts, just a chance to share concerns and proposed solutions with fellow professionals who are facing the same issues.

Jon Thorsen
Associate VP of Development, Advancement Services
George Washington University
Open Forum brought to you by:

6:30 p.m.


DAY 3 – Friday, November 16

8:00 - 11:30am


8:00 - 8:30am

(Discussions include: Best Practices, Program, Membership, Ethics, and FASB Changes)

9:00 - 10:15am

Breakout Sessions

Track: Leadership & Career Development

This session will describe principles of a project management office for advancement services. The presenters implemented a PMO four years ago, and have seen it evolve from a disordered list to a prioritized, synchronized project portfolio. The presentation will begin with planning exercises and examples of a prioritization form which tiers projects by impact, stakeholders and required resources. We will talk through how to kickoff a project, prevent scope creep, and increase the chances of a project succeeding. Participants will engage in an activity to identify the status of their projects. Since projects naturally become stuck, the session will cover ways to reboot, re-engage and revitalize project management enthusiasm in your team. Takeaways from the session will include concrete tools to help move from putting out the largest fire to strategic decisions about priorities and resource allocation.
Sylvia Galen
Assistant Vice President of Advancement Analytics
The George Washington University
Laura Prevete
Project Manager, Advancement Services
The George Washington University
Track: Technology & Trends

Many of us are looking to replace our CRM or ERP. Given the complexities that are involved, it is very easy to select the system that is NOT the best fit. With dozens of ERP and CRM vendors on the market, offering different software solutions with a variety of capabilities, as well as integration points with other packages, it can be easy for important factors to fall through the cracks. Consider the following: What are the critical questions to ask? What factors do you need to consider? Have you involved the correct stakeholders, and do they have the time, resources, experience and sufficient support from leadership to identify the correct system?

Making the right selection is only the beginning! Many implementations fail, and for what reasons? We'll explore the reasons why implementations fails by discussing resource management, executive buy-in, change management and training among other topics which can lead to an implementation success or failure.
Daniel P. Feely
TSI-Transforming Solutions, Inc.
Track: Analytics & Reporting

Alumni outcomes - or tracking what happens to alumni after graduation - has become a hot topic recently, but can represent a daunting effort that leaves many wondering where and how to begin. Pomona College has spent the last two years tackling a comprehensive alumni outcomes project, and we'd like to share what we've learned. In this presentation, we'll show you how to put together an amazing data collection and maintenance program and how to use a variety of reporting tools to present powerful and compelling stories for a number of audiences. We'll highlight rich sources of data related to employment, post-graduate degrees, involvements, philanthropic giving, honors and awards. We'll then provide an overview of how to clean and normalize this data, create meaningful taxonomies, and develop strategies for reporting and visualizations. Attendees will be provided with detailed data element-level requirements, suggested data sources, examples of crosswalks and taxonomies, and sample reports and visualizations. They will also learn practical matters like where to budget extra time and resources, common pitfalls, as well as variety of time-saving approaches.
Nadine Francis
Senior Director of Advancement Services and Information Systems
Pomona College
Peter Hansen
Advancement Business Process and Technology Manager
Pomona College
Track: Prospect Management & Donor Relations

With significantly more data now at our fingertips, how do we transition from audience segments of several hundred to audience segments of one? At the University of Florida Foundation, we havedesigned a robust audience engagement toolkit that enables anyone (and we mean anyone!) to design a custom digital experience for any individual.
Luke Anderson
Associate VP, Strategic Communications & CMO
University of Florida
Track: Gift & Bio Administration

Through the continuous application of the Lean Six Sigma principals you can help your development teams do what they do best – fundraise – while you do what advancement services does best - the day to day behind-the-scenes administration. Lean Six Sigma enhances problem solving and process improvement by making them faster and more efficient.

The Records unit substantially increased the types of services that we offered over a 2-year period ending in 2017. As those processes had been delivered by other areas, their acquisition by our Records team allowed us to view the individual processes with a fresh set of eyes. Knowing that we were about to take on additional responsibilities, we sent one of our team members on a lean six sigma course to better understand how we can streamline those processes. Many of the procedures were not documented or were woefully out of date. As it became apparent that we would need much work to bring processes up to our high standards, we sent one of our Analysts on a Lean Six Sigma course.

The bulk of the presentation will explore two of the processes which we reviewed and explain how we applied the Lean Six Sigma principals.
Jeff Chuchman, MA, MBA
Associate Director
Advancement Services
Brandon Maddock, BCom, MBA
Advancement Analyst
McMaster University

10:15 - 10:45am


10:45 - 11:30am


Everything You Wanted to Know About Compliance but Were Afraid to Ask

A moderated Q&A discussion of issues and concerns around fundraising compliance including IRS, FERPA, HIPAA, CASE, GDPR and assorted other ongoing challenges as we manage our incoming data flow and outgoing report generation. Initial topics will come from a planned survey to be posted on FundSvcs about what topics around compliance continue to be the most difficult to address in our various nonprofit shops.

Panel sponsored by:
Moderated by:
Amy Phillips
Director of Advancement Services, Gift Acceptance
The Catholic University of America
John Taylor
John H. Taylor Consulting, LLC
Alan Hejnal
Data Quality Manager
Smithsonian Institution