Summit Program

Breakout Session Tracks:

Technology & Reporting breakout track = Technology & Reporting
Organizational Development breakout track = Organizational Development
Advancement Operations breakout track = Advancement Operations
Prospect Development & Research breakout track = Prospect Development & Research
Constituents, Donors, & Alumni breakout track = Constituents, Donors & Alumni

Monday, September 9, 2019

7:30 am – 5:30 pm

Registration Open


8:30 am – 11:30 am

NEWCOMER'S SESSION

Sponsored by:

EverTrue logo

  • Technology Vision/Future - Jeff Shy, Chairman and CTO, Affinaquest, LLC
  • Prospect Res./Mgmt & Donor Rels/Stewardship - Jon Thorsen, Sr. Assoc. VP of Finance, Ops & Advancement Services, Washington State U
  • Gifts & Records Management - Gail Ferris, AVP, Advancement Admin. & Compliance, George Washington U
  • Systems, Reporting & Analytics - Michael Graham-Cornell, Exec. Dir., Strategic Information Management, CUA Advancement
  • Advancement Leadership - Caroline Chang, VP for Advancement Solutions, UC Innovation
Newcomer's Session Details

Description:

Advancement Services as a career path starts with a specific position within an advancement services or development operations team. Typically that sees us in a fairly narrow role as a newcomer to the field so this session will address high level points of consideration from industry experts across the breadth of services our teams are expected to provide. In the Newcomers's session, you will have an opportunity to hear from - and ask questions of - a team of experts with greater than 200 years of combined experience and expertise in the field. Come prepared to kick off AASP Summit with lots of engagement and energy so you can plan how to make your attendance of most value (p.s. don't forget your business cards)!


EXECUTIVE SESSION (Invite-Only)

Sponsored by:

Ellucian logo

Leveraging the Power of Advancement Operations to Lead a Successful Campaign

Panel Moderator:

  • Shomari White, Associate Vice President, Operations, Children's Hospital of Philadelphia and aasp Executive Board Chair

Panel Participants:

  • Katrina Klaproth, Chief operating officer and president of philanthropic services, Bentz Whaley Flessner
  • Monica Taylor Lotty, Executive Vice President and Chief Development Officer at Children’s Hospital of Philadelphia
  • John Taylor, Principal, John H. Taylor Consulting, LLC
Executive Session Details

8:30 am

Welcome and Introductions
Shomari White


8:40 am

What Is a Campaign?
Monica Taylor Lotty

Why do organizations embark on a campaign? The Chief Development Officer drives the decision-making process on how a fundraising campaign is conceived and developed. This segment will focus on the role of the Chief Development Officer is developing the strategic focus of a campaign and the case for support.


9:05 am

What Is the Role of Advancement Operations in a Campaign?
Katrina Klaproth

High-performance Advancement Operations function as the glue that holds the development effort together. Advancement Operations plays a central role in philanthropic program’s philosophical planning as it provides the informational foundation for all fundraising activity. This segment will focus on the symbiotic interdependencies between campaign initiatives and Advancement Operations functions.


9:30 am

How Do You Know if You Are Internally Ready for a Campaign?
John Taylor

It is easy for leadership to say that it’s time for your organization to go into a comprehensive campaign. However, what does your “internal clock” say? Can your infrastructure support a campaign? We will discuss the role of Advancement Services in leading an internal readiness assessment, identifying the key indicators for assessing your ability to support a campaign, and how to conduct that analysis.


9:55 am

Break


10:05 am

What Are Critical Advancement Operations Infrastructure Requirements/Priorities?
Katrina Klaproth

Securing, totaling, and celebrating campaign gifts are important to campaign success. At the same time, operations staff and activities that provide accurate, complete, and timely information to enable staff and volunteers to solicit the right prospects for the right amounts at the right times and to acknowledge, recognize, and steward donors play important and productive roles in successful campaigns Take a moment to reflect on your organization. We will discuss strategies to prioritize internal operation’s initiatives necessary to ensure support for your organization’s philanthropic agenda.


10:30 am

How Do You Make a Case for Campaign Investments?
Monica Taylor Lotty

A fundraising campaign requires significant financial investment in staffing and infrastructure. With limited budgets and competition from program areas for dollars, the Chief Development Officer must present a compelling case. This segment will discuss the principals for successfully securing the additional resources.


10:55 am

How Do You Fund Those Investments?
John Taylor

An internal readiness assessment will likely indicate the need for increased staff, improved technology, and expanded stewardship and marketing efforts. And now you have made a case for investing more resources. However, money does not grow on trees. This overview will outline various Advancement funding models analyzed over the past two decades, and discuss their pros and cons.


11:20 am

Closing Panel/Q&A/Unanswered Questions
Shomari White


DATA ANALYTICS & BUSINESS INTELLIGENCE WORKSHOP

Sponsored by:

Salesforce logo

Workshop Details

Description:

Join us for a panel discussion that will focus on:

  • The acquisition and management of data needed to drive analytics and business intelligence: what really matters?
  • Techniques to support analysis, data visualization, and predictive modeling.
  • Perspectives on the emerging technologies—and tactics to assess their fitness for your organization.
  • Lessons and examples of building internal capacity to support growing analytics needs.
  • Strategies to become a smarter “consumer” of analytics
Beginning, intermediate and advanced perspectives will be addressed. Whether your organization is just getting started or is leading the pack in this area, this session should challenge and inspire you to take analytics and business intelligence to the next level.

1:00 pm – 1:15 pm

Welcome and Conference Kick-Off


1:15 pm – 2:15 pm

KEYNOTE ADDRESS

Using Data to Optimize Fundraising and Grow Generosity
Brady Josephson, Vice President, Innovation & Optimization at NextAfter AND Managing Director at the NextAfter Institute for Online Fundraising

Sponsored by:

Blackbaud logo

Keynote Details

Description:

Giving is, at best, stagnant and, at worst, declining in the hearts, minds, and wallets of people each and every year despite more data, tools, and interest than ever before. In short, we, nonprofits, are losing.

But there’s hope! If we can adopt a new approach that uses data to better understand donors, we can communicate the impact and value of giving — in their language — to unleash generosity and grow giving for our causes and world.

In this session, Brady will share how crucial culture is to innovation and leveraging data and technology, what’s holding organizations back, and tips to overcome those hurdles. He will also provide frameworks to help you think differently about your data and fundraising so you can generate and validate ideas to better connect with your donors, grow online revenue, and reduce risk. Tying in real-world experiments, personal stories, cutting edge research, donor psychology, and industry data, you'll walk away pumped up to get and use your data in new, better ways.

Speaker Bio:

Brady JosephsonBrady is the Managing Director of the NextAfter Institute for Online Fundraising where he performs original research, develops resources, and provides training to help organizations raise more money online to fund their life-changing work.

A charity nerd, adjunct professor, and international speaker, his thoughts have been featured in The Huffington Post, NPR, and The Chronicle of Philanthropy among others. Brady is a frequent speaker and presenter at conferences in Canada, the US, and Europe including the Nonprofit Technology Conference, AFP Congress, RaiseNow Inspire, BBCON, and more. He is also a host of The Generosity Freakshow — a podcast discussing how we can improve, optimize, and grow giving.

Before coming to NextAfter, Brady worked for the company he started, The Josephson Group, which founded Shift, a digital agency, and Nonprofit Supply Co., a Google Ad Grant advertising service. Brady has also spent time in the technology space and also served as Director of Development for a startup nonprofit in the US, National Marketing Director for an international development charity in Canada, and Adjunct Professor at North Park University’s School of Business and Nonprofit Management in Chicago.

Brady lives just outside Vancouver, British Columbia, Canada with his wife Liz, son Hendrix, dog Melly, and cat Thor. You can follow him on Twitter @bradyjosephson.


2:30 pm – 3:45 pm

BREAKOUT SESSION 1


Technology & Reporting breakout session

Demystifying Data Science – How Children’s National Uses Multi-Source Attribution Modeling, Machine Learning and Marketing Automation to Generate More Revenue with Less Investment
Jon Thompson, Children’s National Health System

Breakout Session Details

Description:

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 how marketing and fundraising touch points work together so that they are worth more in coordination then the sum of their parts. This modeling lead to a decrease from 83 cents to 7 cents of the cost per dollar raised in a single fiscal year by focusing in on moments and touch points that matter. This session will cover the theoretical concepts to the actual building of the product as well as the multi-year road map of where Children's National is taking this technology.

Learning Objectives:

  • Understand the theoretical concept of attribution modeling and how it pertains to philanthropy
  • Have a roadmap of steps with budgetary flags that can be brought back to leadership for internal planning

Organizational Development breakout session

The Changing Landscape – AS Leadership Role will Never be the Same!
John Smilde, Ellucian; John Taylor, John Taylor Consulting; Michelle Hussey, The University of Alabama Birmingham

Breakout Session Details

Description:

This presentation explores the theme: "Breaking Barriers in Support of Philanthropy." Increasingly, leaders in philanthropy are emerging from the data side of our industry. This is not an accident. Leaders in advancement services are increasingly called on to provide timely, and actionable data analytics for annual giving, provide IT with effective guidance on the philanthropic process, and involve themselves in roles that involve high level donor engagement as donors demand more evidence-based fundraising interactions with the organizations seeking their support. This leads organizations to recognize that leaders in advancement services may also be their best choice to oversee other functions in their organization. Three speakers will share how experience in the advancement services field opened doors to other areas of philanthropy including campaign management, annual giving, IT services, and consulting. Following the presentation, there will be an opportunity for questions and discussion about what what it takes to make yourself a viable candidate when these opportunities present themselves.

Learning Objectives:

  • Understand how their role as analytics and data experts can open doors in the world of philanthropy.
  • Understand what professional skills and traits will make them viable candidates for broader roles and responsibilities.

Advancement Operations breakout session

Why Your Organization Needs Master Data Management and How to Implement it
Christopher Cannon, Zuri Group; Deke Shrum, University of Virginia

Breakout Session Details

Description:

Join UVA's Deke Shrum and Zuri Group's Chris Cannon to explore Master Data Management (MDM) and how your organization should be tackling it. Using UVA's successful MDM implementation that manages multiple databases to establish a "golden record" on campus, this session will focus on what MDM is and why it is so important to the future of advancement services. The session will also include examples of dozens of others organizations' efforts to establish the necessary governance, data mapping, technology and enviroments, and business practices to stand up MDM. Participants will learn real-world steps to apply to their own strategic information management environments, including how to avoid the pitfalls that can plague an MDM project.

Learning Objectives:

  • Participants will learn what MDM is, what its component parts are, and how MDM will be important to them.
  • Through the demonstration of the UVA case study, participants will see how an effective implementation can be established.
  • The speakers will demonstrate the resources, options, steps, and concerns typical to a MDM implementation project, including which systems work well with others and which organizations have addressed specific obstacles during the implementation.

Prospect Development & Research breakout session

Understanding our Value Proposition: Prospect Development as a Revenue Generator
Nathan Fay, City of Hope

Breakout Session Details

Description:

Raising money is one of the most important goals in philanthropy. Given the prime importance revenue generation plays in our organizations, the value of any department that does not directly bring in gifts is often misunderstood. Prospect Development has been miscategorized as a cost center for a long time and it has been negatively impacting the growth of our industry as a whole. Not only has this impacted the growth of our industry, but it has also impacted the growth of philanthropic revenue as a whole. In order for our industry to thrive in the era of big data, we need to change this perception to align with the reality that Prospect Development is a revenue generator. This session will dive deep into the concept of Prospect Development as a revenue generator and will provide tools for positioning your department as a revenue generator at your organization. As a result, your organization will raise more money, you will receive a larger budget to accomplish your goals, more staffing, higher pay and have more influence at the leadership level.

Learning Objectives:

  • Understand Prospect Development's Impact on the Bottom Line
  • Understand the value of a researcher from a revenue standpoint
  • Learn how to position your department as a revenue generator

Constituents, Donors, & Alumni breakout session

Making the Leap: Expanding a Traditional Stewardship Team into a Full-Service Donor Relations and Engagement Shop
Melanie Armstrong, University of Alabama at Birmingham

Breakout Session Details

Description:

In 2018, the Donor Relations team at UAB transformed from a traditional stewardship office into a robust donor relations and engagement shop focused on the overall donor experience from proposal through stewardship. This presentation discusses why the change was needed, what the team is now responsible for, how we accomplish our goals and objectives, and what the future holds. Learn how our team leaped into new territory, how we earned the trust of leadership and our collegues, and hear from others about how their shops are evolving to meet the unique needs of their donors and front-line fundraisers.

Learning Objectives:

  • This presentation will demonstrate how to make changes within their shops that address gaps in relation to donors throughout the fundraising cycle.
  • This presentation will demonstrate how to make changes that meet leadership expectations and gain the trust of their colleagues.
  • Upon completion, participants will learn how to transform their own shops to meet their organization's needs.

3:45 pm – 4:15 pm

Networking Break


4:15 pm – 5:30 pm

BREAKOUT SESSION 2


Technology & Reporting breakout session

Don’t Hate Them Because They’re Beautiful: Why Well-Designed Reports Make More of an Impact
Ron Eisenstein, The Solas Group

Breakout Session Details

Description:

We’ve been taught not to “judge a book by its cover,” but the truth is that the design of a report has a profound impact on readers. From colors, shapes, size variations, and placement along a visual plane, the choices you make about how to present your data can determine whether or not a report will be valued by your users and how much of an impact it may have in improving their business performance. With 20 years of advancement services experience, Ron Eisenstein has designed reports that have proven to improve fundraising outcomes and reveal new fundraising opportunities. A founding member of AASP and the winner of numerous CASE awards, including the CASE Platinum for Best Practices in Advancement Services, Ron is eager to share his knowledge about the ways that reporting design can have a profound impact on your office’s overall productivity.

Learning Objectives:

  • Have a basic grasp of scientific research in the field of perception and the value of employing that body of knowledge in report design.
  • Understand specific concepts of how humans perceive (e.g. size, shapes, colors) and how those concepts can inform the ways that reports are designed.
  • Identify the design attributes most valued by senior executives and volunteers when reviewing fundraising reports.

Organizational Development breakout session

What do a Database Conversion and Buying a House Have in Common? Everything!!
Kelly Travis, University of Central Florida

Breakout Session Details

Description:

Buying a house is one of the most overwhelming, involved and financially risky things we do in our personal lives. Well going through a database conversion is all those things and more! Consider this your homebuyers guide to purchasing a database. Learn how to navigate the various steps along the way and ensure that your investment reaps rewards. My presentation draws similarities between the two processes while injecting a bit of humor as well. It makes the database conversion process feel less overwhelming to everyone involved. There are some valuable lessons in this presentation from things my institution and those of us on the project team learned the hard way. Although we had a lot of conversations with other universities about the CRM itself we didn't seek advice from our peers on the process. If I can make the process easier for one other organization than I've succeeded.

Learning Objectives:

  • Participants will be able to understand the various phases of the database conversion process, know what they need to do in advance to prepare for the conversion, how to navigate each step along the way, look for warning signs and prevent project derailment.
  • Maintain company morale and serve as a valued member/leader in their own conversion.
  • Ensure that their conversion is well documented and communicated.

Advancement Operations breakout session

Operational Planning in Advancement Services
Gail Ferris, George Washington University

Breakout Session Details

Description:

Operational planning is an essential part of advancement services. Too often the heads of advancement services become so bogged down in day-to-day activities that they lose sight of the forest for the trees. Investing the time and effort to do operational planning helps to ensure that managers ataking best practes from principles and concepts and translating them into actions This session will follow the operational planning process from the tracking of baseline activity in the various areas of advancement services to the implementation of new initiatives to bring our operations to the next level. Metrics, priorities and timelines are all critical parts of the plan. Finally, the session will explore how you sell the plan, convincing line advancement staff of the value of their investing in advancement services.

Learning Objectives:

  • Understand the operational planning process
  • Get ideas for selling management on investing in advancement services

Prospect Development & Research breakout session

Weighted Vendor Rating: Using Analytics to Free Researchers to strategically Partner with Fundraisers
Christy Cates, Caltech, Lisa Farella Caltech

Breakout Session Details

Description:

At Caltech, we have developed and implemented a process to analyze and compile vendor wealth screening data to eliminate the need for research verification of ratings within the major gifts range ($100K - $4.9M). The process compiles wealth screening and segment data from two vendors. Working collaboratively with internal team members from both prospect research and analytics, along with an outside consultant, we developed a scoring system by assigning weights for each of the vendor provided data points. We totaled these weights and tested the scoring model, training the algorithm to match our existing research ratings. We are now able to match our existing research rating standard at a rate of 78.8% for individuals, eliminating the need for one by one research verification of vendor ratings. Moving away from lookups and ratings has transformed the role of prospect research at Caltech from information providers to authentic business partners. Our team has been freed up to engage with development officers throughout the cycle of cultivation and solicitation of major gifts.

Learning Objectives:

  • How to develop this process at your institution
  • Lessons learned from our experience
  • How to socialize the new data

Constituents, Donors, & Alumni breakout session

Honoring Difference by Stewarding Data: Achieving Identity Alignment in the Management of Gift and Culturally-Sensitive Biographical Data at UC Davis
Becky Ferguson, UC Davis, Michele Hicks, UC Davis

Breakout Session Details

Description:

Although our community has grown more diverse each year, our system of record had structural limitations that prevented us from capturing the diversity that our constituents reported in their biodata. This did not with align with the student experience on campus. Further, it reflected neither our core values, nor our fundraising strategies. So, we undertook changes that developed into an award-winning biodata diversification initiative. Join us as we discuss how we partnered with our LGBTQIA community and international development team to effectively reflect non-binary genders and international biographical data in our system of record and online giving website. We will also share details about how we adjusted our data tables and business processes to circumvent the structural limitations present in our version of Ellucian Advance (9.8.1) so that you, too, can find ways to bring your old-school database into identity alignment.

Learning Objectives:

  • Understand why it is important that a database of record accurately reflect self-reported location and gender of constituents.
  • Make small changes to their data structures and business processes that help achieve identity alignment in a database of record.

5:30 pm – 7:00 pm

PRESIDENT'S RECEPTION

Sponsored by:

UC Innovation logo


Tuesday, September 10, 2019

7:30 am – 5:00 pm

Registration Open


7:30 am – 8:30 am

Breakfast Roundtables


8:30 am – 9:30 am

BREAKOUT SESSION 3


Technology & Reporting breakout session

CIA is More than Just Intelligence; It is Where it All Begins
Soha Hmaidan, American University of Beirut, Advancement Services

Breakout Session Details

Description:

At AUB, prospect research and management work started almost 16 years ago. It has developed significantly in the past years to cover a wide spectrum in prospect management: prospect, project & proposal assignments with all their sub-assignments. A tight capacity and rating system was put in place both from the research’s and fundraising team’s input. Moreover, a very comprehensive portfolio performance assessment was produced to evaluate the core of the prospect manager’s portfolio and avoid face value analysis. In addition to the portfolio assessments (full PM's portfolio assessment), we produced a semi-annual financial results report to assess the actual and new money raised by the PM. Prospect research and management unit has become an integral part of the advancement services team, working on data maintenance, bio profiles, briefs on events, leadership visits and potential board candidacy. Many tools were integrated inside the operations of this unit including LiveAlumni, Wealth Screening, and other research tools. In my presentation, I will delve into the details of all the above-mentioned topics that support the fundraising efforts of AUB.

Learning Objectives:

  • Review all prospect assignments and follow up on their moves
  • Help in the evaluation process of major gift officers' fundraising activities
  • Make sure that all participants are given credits when credit is due

Organizational Development breakout session

Recipes for Success: Baking a New Shop in Advancement Services
Sarah Thomas, NC State; Kristy Wasilewski, NC State

Breakout Session Details

Description:

NC State’s Office of Donor Services was established in July 2016 to respond to a growing need to centralize, manage and create consistency for gift agreements, distinguished professorships, endowment reporting, gift acceptance and naming opportunities to strategically stimulate philanthropy and enhance the $1.6 billion campaign. NC State will explore how they built a shop from scratch from the structuring process, hiring, building a team and educating the university as to what Donor Services’ office functions are. They will also highlight how they identified opportunities and trends within the field, developed a balanced team with varied skillsets and empowered the team to innovate and develop best practices. As well as, teach others how they have been slowly centralizing processes within their area of expertise at NC State, which is a decentralized institution.

Learning Objectives:

  • Upon completion, participants will be able to learn how to empower their teams to innovate and develop university standards and university best practices.
  • Upon completion, participants will be able to analyze organizational needs to assist them in creating a new office.

Advancement Operations breakout session

A Single Source of Truth: Implementing a Campus-Wide CRM for All
Jake Hornsby, California State University East Bay; Brad Schleicher, Salesforce.org

Breakout Session Details

Description:

Learn how CSU East Bay is driving a more connected constituent lifecycle from pre-prospect to graduate and beyond. Further, this presentation will help the participants understand how the institution approached a single org CRM strategy to serve fundraisers, drive multi-channel digital engagement for prospective/current students and alumni, build a connected online experience for all constituents and manage cases within their one-stop shop.

This single configuration includes a student and alumni community, marketing automation tools, social listening/automation, gift processing/fundraising, volunteer management, event management, case management, and many other features. Given this, every interaction a student has while on campus with a club, success coaches (advisors/staff), events (normal and high impact), volunteerism, internships (capturing student/corporate relationships), and other activities will all be linked to a constituent and used to drive student and alumni engagement.

Learning Objectives:

  • Upon completion, participants will be able to demonstrate to their leadership (and IT) how adopting a system wide CRM can be powerful in every department while allowing departments, such as Advancement, to retain their autonomy and not rely solely on central IT.
  • Upon completion, participants will be able understand how capturing data from prospect to graduation, and every interaction in between, can provide Advancement staff powerful, potentially AI driven insights about their constituents.

Prospect Development & Research breakout session

4 Service Lines, 8 Letters, 20 Emails: Diving into a Grateful Patient Program
Carla Arbushites, St. Luke’s University Health Network; Melissa Rodenbach, St. Luke’s University Health Network; Beth Hatcher, Beth Interactive Inc.; Allison Guntz, Beth Interactive, Inc.

Breakout Session Details

Description:

After operating a print-only Grateful Patient Program with a successful Oncology patient database, we leveraged digital to expand to a broader target audience. Learn how we quadrupled participating service lines by introducing our physician champions across channels. We will discuss crafting an automated email series; coordinating database transfer and security issues with IT; navigating physician buy-in and approval; and identifying a communications flow that encourages meaningful patient participation.

Learning Objectives:

  • How to strategize print and digital pieces to work in tandem—including building a digital flow that engages patients and encourages meaningful participation.
  • How to coordinate execution with IT, including navigating data exports and the correlating security/compliance.
  • How to envision a strategy for a complex campaign involving many moving pieces.

Constituents, Donors, & Alumni breakout session

Survival Strategies for Small to Mid-Size Shops Regarding Everyone's New Favorite Holiday: Giving Day!
Lisette Clem, Bryant University

Breakout Session Details

Description:

Bryant University conducted its 1st ever Giving Day in the spring of 2018, presenting a multitude of challenges on the operations side of the house. Not only did Advancement Services thrive, but we enjoyed several lasting positive outcomes from the experience! Please join us as we review the preparation, the processing, and the post-event reporting. There's lots of good to discuss, some bad, but NO ugly! Let's compare notes on must do's, resources required, and lessons learned...

Learning Objectives:

  • Upon completion, participants will be able to plan like a pro for their next Giving Day experience!
  • Upon completion, participants will be able to incorporate best practices in Giving Day operations as gleaned from the presenter and their peers!
  • Upon completion, participants will be able to better harness the resources of their larger work group within their fundraising organizations.

9:30 am – 9:45 am

Networking Break


9:45 am – 10:45 am

BREAKOUT SESSION 4


Technology & Reporting breakout session

Employing Freemium Products and Services to Improve Processes
Jianell Present, The Nature Conservancy

Breakout Session Details

Description:

Server or cloud, big budget or small, discuss Microsoft’s SharePoint platform and Power BI service along with other freemiums using real-life examples of how low- or no-cost products and services can be leveraged to improve processes. Learn how The Nature Conservancy uses SharePoint and Power BI to enhance revenue operations and open the door for continuous process improvement through organization, automation, tracking, and reporting. See how SharePoint can organize gift processing and batch documentation with workflows for automated status updates and notifications. Look at how this setup allows for data tracking behind the scenes and how this and other data can be interpreted using easy-to-digest visuals in Power BI to help inform business decisions and improve processes.

Learning Objectives:

  • Define what freemium products and services are and consider the potential low or no-cost benefits available to nonprofits.
  • Examine concepts of the SharePoint platform and how it can be used to organize and track revenue operations.
  • Describe ways in which data from sources such as SharePoint, Excel, and various constituent databases can be processed and analyzed in Power BI.

Organizational Development breakout session

The Secrets to Making Advancement Services Fun Again: Tips to Building a Best in Class Shop
Gina Wegener, University of Denver; Lisa Redfield, University of Denver

Breakout Session Details

Description:

Explore how to build in transparency, efficiency, and metrics into your Advancement Services shop to build rapport & collaboration with internal clients and stakeholders. Dig deep into daily operations while getting buy-in from Advancement Services staff, boosting their morale with meeting variety and unique team building activities. We’ll review specific examples of resources you can implement and leverage (sometimes for free!), tools you can craft and launch, and models to guide your overall operational structure while finding ways to infuse energy and creativity into your team.

Learning Objectives:

  • Analyze team operations for transparency, efficiency, and metric tracking opportunities in Advancement Services work.
  • Implement new tools and operational models to enhance operations and improve morale in Advancement Services staff.
  • Construct an operational plan specific to their institution that will enhance the effectiveness of their work.

Advancement Operations breakout session

Perfect, Clean and Immaculate Data: How to Build an Outstanding Data Integrity Program
Nadine Francis, Pomona College

Breakout Session Details

Description:

Let's discuss the ramifications of "garbage in, garbage out" and then outline 10 steps toward building a comprehensive data integrity program that will transform your database! We'll explore how to mitigate potential data entry errors and how to identify and write an extensive set of data integrity queries for any transactional system. Attendees will be provided with specific examples of data integrity pitfalls and instructions for building a wide array of error-checking reports. (This was a big hit at the 2018 AASP Summit! If you missed it last time, here's your second chance! If you were able to attend, we'll be adding new material this year, including some hands-on demonstrations of building quick and easy data integrity queries. We'll also be discussing some of the best methods to augment your newly cleaned systems with even more valuable data!)

Learning Objectives:

  • Upon completion, participants will walk away with a detailed list of potential data entry errors to use as a basis for writing one's own comprehensive suite of data integrity reports and queries.
  • Upon completion, participants will be able to explain why data integrity management is so critical to operational success, particularly where departments rely upon business intelligence tools to produce real-time reports.
  • Upon completion, participants will be able to make a case for investing in data integrity management (and in the staff who maintain data).

Prospect Development & Research breakout session

Rating the Unrateable – Corporate Ratings and Likelihood Based on Field Research and Analytics
Robert McCormick, Children’s Hospital of Philadelphia Foundation; Melissa Schwartz, Children’s Hospital of Philadelphia Foundation; Michael Reed, Children’s Hospital of Philadelphia Foundation

Breakout Session Details

Description:

With no real industry formula for "rating" the gift capacity of corporations and no standard mechanism to identify highly likely corporate donors, the Children's Hospital of Philadelphia Foundation has embarked on an ambitious project to do what has heretofore often been deemed "impossible" - to create a gift capacity rating for our Corporate propsects, and to devise a scoring system to not only rank the likelihood of giving by current Corporate prospects, but to use the ranking to identify NEW prospects.

Learning Objectives:

  • Upon completion, participants will learn a key set of questions that can be applied to their Corporate prospects to help identify capacity and inclination.
  • Upon completion, participants will learn a key set of questions that can be applied to their Corporate prospects to help identify "underperforming" corporations and to identify new corporate prospects.

Constituents, Donors, & Alumni breakout session

Breaking the Binary Barrier: Compassionate Communication Customs
Melody McBeth, Highland Advancement Solutions, LLC; Roxanne Thurston, Highland Advancement Solutions, LLC

Breakout Session Details

Description:

Inclusivity is a binary factor in advancement and development - you either are inclusive or you're not. Your prospects and donors know it and quite often talk about it publicly. Are you paying attention? Are you structuring your operations to meet their needs? As Advancement Services Professionals we want to communicate the right way by recognizing and respecting a constituent's choices; but how do you make your database play nice too? This session will help you make institutional decisions to facilitate compassionate communications with ALL your constituents; recognizing donor preferences, acknowledging engagement respectfully, and encouraging institutional adoption at all levels. Melody McBeth is the author of "A Guide to the Rank and Titles of the Uniformed Services of the United States of America" and a recognized leader in the area of Addressees and Salutations. Roxanne Thurston is a Sr. Consultant with Highland Advancement Solutions specializing in data management and system integration.

Learning Objectives:

  • Plan and prepare a policy of inclusivity.
  • Populate/communicate the desired data structure to facilitate inclusivity.
  • Demonstrate compassionate communication customs throughout your donor relations activities.

10:45 am – 11:00 am

Networking Break


11:00 am – 12:00 pm

BREAKOUT SESSION 5


Technology & Reporting breakout session

The Giving Funnel: How UConn is Responding to Raised Hands with the Rights Asks
Jennifer Sargent, UConn Foundation; Mike Nage, Evertrue; Colin Budd, UConn Foundation; Chris Keene, UConn Foundation; Brent Ginna, EverTrue

Breakout Session Details

Description:

Today’s donor has changed. No longer motivated by obligation or routine, investor-minded donors give to solve problems they care about, be part of something larger than themselves, and inspire others to join in. Hear how the UConn Foundation is shifting its technology and approach to take action at the intersection of donor interest and institutional need. They’re working hard to deliver a personalized experience for alumni, drive meaningful engagement, and take a funnel-driven approach for fundraising. Through combined efforts across the team, UConn is tracking and scoring existing engagement and activity and turning those insights into highly targeted segments for outreach and appeals, leads for its regional gift officers, and more. In this session, we’ll walk through the UConn journey — how they identified needs and opportunities, how they’re gathering actionable data, and how they’re using that information and the right tools to enable the entire team to build more personal, meaningful relationships with alumni and donors.

Learning Objectives:

  • See the big picture on how a donor-interest, donor-driven approach matters for sustainable fundraising
  • Identify and understand the data points available to detect engagement, interest, and more
  • How to take a hyper-segmented, targeted approach to fundraising

Organizational Development breakout session

Headed to the Cloud: Are We There Yet?
Jeff Shy, Affinaquest LLC

Breakout Session Details

Description:

I made a presentation at the 2010 aasp conference entitled "Cloud Computing: Hype or the Next Big Thing." In that presentation, several predictions about cloud computing and its impact on advancement systems were made. In the proposed presentation for the 2019 conference, I intend to review my 2010 presentation with an emphasis on what was predicted, what has come true, what hasn't come true and what has yet to be resovled. In addition, predictions of future technology and the development of cloud based systems and their impact will be shared. We will discuss how cloud computing is impacting current advancement operations, database selection and ways to manage that impact and mitigate its risks.

Learning Objectives:

  • Upon completion, participants will be able to identify past trends in cloud computing in order to better understand the current cloud computing environment in advancement services.
  • Upon completion, participants will be able to better understand and evaluate cloud based solutions for advancement services.
  • Upon completion, participants will be able to identify potential future trends in cloud computing as they relate to advancement services.

Advancement Operations breakout session

Risky Business: Communicating the Successes, Risks, and Importance of Advancement Services’ Priorities
Sarah Barr, University of Chicago; Merrell Milano, Bentz Whaley Flessner

Breakout Session Details

Description:

You and your team may be planning in all the right ways, implementing all the right tools, and growing a team focused on the future needs of the organization, but without a plan for effectively communicating these plans, risks, and successes these efforts may go unnoticed, or more notably, may go un-resourced. Communicating with your peers, your stakeholders, and your leadership isn’t just about the “what” and the “how” but the “why”. Why should a Director of Development care about the cloud? Why does a change in technology have an impact on this year’s fundraising goals? In this session, participants will hear about how institutions have documented their technology priorities, communicated those priorities to leaders, and the lessons learned from their success and struggles. Specifically, the presentation will review the University of Chicago’s recent efforts to document a successes and risks register in order to gain support and buy-in for their upcoming technology transition.

Learning Objectives:

  • Assess Advancement Services’ priorities and communicate how they support fundraising goals in alignment with leadership’s objectives for the institution.
  • Identify method for tracking risks and successes of specific priorities as well as associated mechanisms for measuring success post-initiative.
  • Determine key constituencies to be targeted for communication to ensure buy-in by peers, stakeholders, and leaders.

Prospect Development & Research breakout session

Best Practices in Healthcare Fundraising - Data and Analytics
Doug Cogswell, President & CEO, Advizor Solutions; Valerie Anastasio, Senior Director, Prospect Development, Boston Children's Hospital Trust

Breakout Session Details

Description:

Learn how to use data from both advancement and patient systems to make better decisions and improve operations. The presenters will discuss use of data analytics in prospect management, including a "patient potential score" and an "attachment score".


Constituents, Donors, & Alumni breakout session

HELP! These Acronyms Are Killing Me: Data Privacy, Protection and Governance
Lori Hood Lawson, WorkingPhilanthropy.com LLC; Elizabeth Goodman, University of Chicago

Breakout Session Details

Description:

GDPR. CCPA. PECR. PIPEDA. As of the publication of this session description, there are no fewer than 9 possible data privacy and data protection bills (drafts) under consideration by the United States government, and there are countless global regulations which pertain to all businesses, worldwide. Additionally, several states in the US have passed their own data privacy and protection acts and others are debating such now. Join this session to learn how you can help your organization prepare for upcoming changes and employ strategies for minimizing your own risk as well as that of your own organization.

Learning Objectives:

  • Upon completion, participants will be able to describe the data governance and privacy landscape as it pertains to prospect and donor data.
  • Upon completion, participants will understand how to keep abreast of compliance issues impacting their own organization.
  • Upon completion, participants will be able to conduct a data privacy and risk assessment for their own department and become an integral team member for their organization's data governance committee.

12:00 pm – 1:30 pm

aasp Recognition and Business Meeting Luncheon


1:30 pm – 2:30 pm

BREAKOUT SESSION 6


Technology & Reporting breakout session

Is Your Predictive Modeling Lost in Translation? Practical Approaches to Use With Your Team
Doug Cogswell, Advizor Solutions, Inc.

Breakout Session Details

Description:

Predictive modeling is a powerful tool for guiding your fundraising efforts. And, while the market has been saturated with messages about how hard this is to do and why you need to push the work out to “the experts”, we believe that it can be done by internal teams and used in their day to day fundraising work. Internal teams know the data best, and can be equipped and empowered to quickly and easily build and deploy predictive models using the data that is already on hand. And more is not better. We’ve seen examples of “190 factor models” that completely overwhelm the people that need to use them. In most of these cases a 12 factor model that is carefully laid out, communicated well, and has results binned into well named and meaningful groupings would be HUGELY more useful. And even better if the factors that drive the scores are crisply and cleanly laid out so that the team can clearly see what can be done to create better outcomes. This session will provide concrete guidance and “how two’s” about empowering internal teams, simplifying the complex, and then moving from model building to translating the results so that the team actually can use the results to drive their activity.

Learning Objectives:

  • Upon completion, participants will understand the Top 10 use cases for predictive modeling.
  • Participants will understand how to translate model results into action steps.
  • Tips and tricks for simplifying the complex and communicating it with the team to get buy in

Organizational Development breakout session

Global Fundraising Trends – A Longitudinal Look
Fred Weiss, CASE

Breakout Session Details

Description:

CASE has been conducting a variety of fundraising outcomes surveys around the globe for a number of years. The Voluntary Support of Education (VSE) Survey has been running in the US for more than 50 years, the Ross-CASE Survey in the UK and Ireland has been on-going for 15 years, and we have done other surveys in Australia/New Zealand, Europe and Canada. Never before have we offered a comprehensive view of giving trends in higher education across geographies - giving by source, giving by use, investments in advancement operations, and the like. This session will provide that view, based upon data gathered from CASE's global membership: more than 3,600 member institutions in more than 80 countries.

Learning Objectives:

  • What are the longitudinal trends of philanthropic support by "use" (what giving supports) across the globe?
  • What are the longitudinal trends of giving by alumni across the globe?
  • What other global trends - advancement investment for example - are of interest

Advancement Operations breakout session

Practical use Cases and Implementations of Machine Learning in Advancement Services
Vijay Arora, One Connect Solutions

Breakout Session Details

Description:

In this session I propose to give an introduction to Machine Learning (ML), cover some use cases of ML and then demonstrate how any organization can leverage AWS Machine learning to easily implement a prediction engine. Machine learning (ML) can help us use historical data to make better business decisions. ML algorithms discover patterns in data, and construct mathematical models using these discoveries. Then we can use these models to make predictions on future data. In this session we would go through some of the use cases of ML in advancement services. For example if we want to predict likelihood of someone engaging with our institution like attending an event or giving us a gift. Provide an overview of Amazon Machine Learning and demonstrate how we can use a ML model to train data and run predictions.

Learning Objectives:

  • What is Machine Learning and how it can be used in Advancement Services
  • How we can use Amazon Machine Learning to train a model and make a prediction

Prospect Development & Research breakout session

Text Mining Social Media: A Sentimental Journey
Marianne Pelletier, Staupell Analytics Group

Breakout Session Details

Description:

We are increasingly being nudged toward using social media as a full member of our fundraising programs, and many companies have sprung up to both manage social media messages and to hear and analyze for our organizations. However, not all nonprofits have the budget to hire someone else to listen to, interpret, and match social media responses to the organizations' constituencies. Join Marianne Pelletier for a series of methods (paid and free) to listen to and then use matching algrorithms and text mining tools to understand the sentiment of your online audience. Demonstration will include downloading responses and likes on various platforms, splitting and assigning sentiment to comments and posts, match prospects to their social media accounts as closely as possible, and use interpretation to model engagement and giving.

Learning Objectives:

  • Use of text mining to break the big data barrier
  • Creative problem solving through a string of tools
  • Text mining and analysis

Constituents, Donors, & Alumni breakout session

Eliminating Errors: How OSU is Striving for Processing Perfection through a Quality Control Program
Kristen Regan, The Ohio State University Foundation

Breakout Session Details

Description:

This presentation will describe how The Ohio State University created a robust Quality Control program for information processed in our Gift and Biographic Records department. It will cover steps we took to develop this program and improvements we made along the way. Our QC program consists of determining a statistically-backed accuracy rate for the gifts processed, documentation for streamlining processes, review of biographic update requests submitted outside the processing of a gift, receipt review, and several queries in our database to check the accuracy of the information entered. In an effort to be more efficient, we evolved the way we determine the accuracy rate for gift processing. This new process called the CASI model was developed by Tracy Owens, CQE (Certified Master Black Belt, he has been training and teaching the Lean Enterprise and Six Sigma since 1999). This allows us to utilize processors' past experience and prior accuracy rate data of the processors to guide how many gifts should be reviewed for each person each month. This significantly deceased the number of gifts we would need to check while still maintaining a reliable accuracy rate.

Learning Objectives:

  • Upon completion, participants will be able to describe the components of a Quality Control program for Gift and Biographic Records areas.
  • Upon completion, participants will be able to determine which Quality Control measures could be implemented at their own institutions.

2:30 pm – 2:45 pm

Networking Break


2:45 pm – 3:45 pm

BREAKOUT SESSION 7


Technology & Reporting breakout session

Fundraising Frontiers: Deep Learning the Donor Journey
Greg Lee, Fundmetric; Chris Steeves, Fundmetric

Breakout Session Details

Description:

From the team that brought you: Does Behavior Trump Capacity, see the progress one year later and uncover what machine learning has uncovered. This session will take you inside the inner workings of pioneering teams in the sector who took the risk that will pave the way for every charity to do more with less. In 60 minutes you will learn more from failure than from success and leave with battle-tested tactics, high-level strategy and the inspiration that you can take back to your colleagues. You will see: - Case studies on machine learned predictions - Examples of optimized donor journeys - Common missteps in applying deep learning - Building a case for deep learning at your institution We will explore deep learning with recurrent neural networks which allows for learning on time-series data, namely the ordered steps a donor takes along the way to making a donation and continuing to donate. The barrier to understanding artificial intelligence must be removed and we are driven to help demystify the topic for you. We will provide you a practical understanding of the future of fundraising.

Learning Objectives:

  • Participants will leave the session with an understanding of what deep learning is and how it will impact their team and their donors.
  • Participants will leave the session with tangible examples and templates of how the leading teams are successfully applying machine learning to save time and raise more money.

Organizational Development breakout session

Doing Data Differently: How Data Processing Shops are Evolving
Shalonda Martin, University of Southern California

Breakout Session Details

Description:

As technology advances, we are presented with more opportunities to enhance the ways that we manage data. Whether your shop manages a database with a few thousand records or a couple million, there is often the challenge of resources and how to get it all done. Advances in technology are providing more ways that we can get more done. As technology advances, it also highlights the need for a slightly different skill set in data teams. In this presentation, we will explore the ways that we are changing hiring, business processes, and expectations for the data processing teams. This presentation will also address how to leverage technology and data management practices to meet organizational goals.

Learning Objectives:

  • How to identify better candidates for the data processing team
  • How to better utilize the time and skills of the data processing team more efficiently
  • How to leverage technology to enhance the data processing efforts

Advancement Operations breakout session

How to Toot Your Own Horn: Writing to Win for Advancement Services Projects
Kelly Best, UC Davis, Advancement Services

Breakout Session Details

Description:

Have you always wanted to nominate an advancement services project for an award, but weren’t sure where to start or what to write? Not sure how likely it is that your project will win? Tasked with nominating a project that is not your own? Join Kelly as she breaks down her method for crafting the submission packets that have won 13 consecutive awards for the University of California – from District Bronze to Global Platinum. In addition to sharing her “winning” formula, Kelly will also give you a rundown of the different award programs and provide take-away tools to help strategize your writing, no matter your role in the project. More demonstration than prescription, this presentation honors individual writing styles, while also offering some universal truths (and feelings) about how to bring all the “wow!” and medal magnetism to this ubiquitous yet unique-to-advancement communication product.

Learning Objectives:

  • Determine whether or not they have the information they need to write a compelling award submission.
  • Gather the information they need to write a compelling award submission.
  • Apply to their own work one proven award submission format.

Prospect Development & Research breakout session

Our Journey Measuring, Tracking and Influencing Levels of Constituent and Prospect Engagement
Michiel Westerkamp, Raising Insight; Terry Callaghan, Rutgers University; Deb Chaulk, Williams College

Breakout Session Details

Description:

Williams College has been measuring alumni engagement for over 10 years, with specific goals of identifying and learning from outlier cohorts to increase levels of engagement for the overall alumni population and for that of specific underperforming groups. The interpretation, calculation, and use of measures have evolved from lessons learned and from the experience of their peer institutions. Recent programs have focused on new or non-traditional ways to attract unengaged alumni as well as better data collection and tracking. Rutgers University (very different from Williams College) has more recently embarked on a similar journey and is applying lessons learned from their experience and that of their peers. Additionally, Rutgers is applying similar techniques to measure and track levels of engagement for major gift prospects. This session will review their experiences, tools used, practical limitations, user acceptance and adoption, and future direction.

Learning Objectives:

  • Share with their colleagues at home the experience and lessons learned about measuring alumni and prospect engagement learned from a liberal arts college and multi-campus university
  • Apply this exposure to tools and techniques to their own measurement of constituent and prospect engagement

Constituents, Donors, & Alumni breakout session

Taking Employee Giving from A Nightmare to Sweet Dreams at Sutter Health
Jay Ballinger, Sutter Health; Joshua LaBorde, Sutter Health; Emma Coluccio-Ross, Sutter Health

Breakout Session Details

Description:

After undertaking a philanthropy CRM system consolidation and conversion, Sutter Health found itself with an employee giving problem. Gift entry and payroll records contained errors that cost time and reputation to fix. But, the nightmare quickly turned in to a sweet dream when they replaced their manual process and forms with an automated and integrated solution that keeps fundraisers, gift processors, and employee donors happy and sleeping like babies.

Learning Objectives:

  • How to systematically go through a business process re-engineering effort
  • Methods for automating CRM, payroll, and accounting processes
  • The importance and ease of database system integrations for a particular use case

3:45 pm – 4:00 pm

Networking Break


4:00 pm – 5:00 pm

BREAKOUT SESSION 8


Technology & Reporting breakout session

What We Learned from Analyzing Two Years of Screening Data
Gerry Lawless, iWave; Jill McCarville, iWave

Breakout Session Details

Description:

Join iWave as they dive-deep into wealth screening! During this informative presentation, iWave will explore the current state of the wealth screening industry before exploring specific strategies and best practices that every nonprofit should know! We'll discuss the importance of recency-frequency-monetary scores (RFM) and detail the extensive research that went into a new way to segment your donor database!

The presentation will conclude with examples and case studies to reiterate the importance of both wealth screening and segmenting prospects, and how they can lead to better major gift asks."

Learning Objectives:

  • Define the current state of wealth screening and how it continues to shift with changing technology.
  • Demonstrate the important of Recency-frequency-Monetary (RFM) scores, and exactly how they help nonprofits understand their prospects and major gift donors.
  • List the four ways to segment prospects based on their philanthropic history with your organization and their philanthropic and wealth history outside of their organization.

Organizational Development breakout session

The Changed Role of the Fundraising “Database Administrator” in Small and Mid-Sized Shops in the Age of the Cloud
Bill Connors, CFRE

Breakout Session Details

Description:

In small and mid-size shops, it's not the fundraising "database administrators" job anymore to sit quietly in their offices writing queries and producing reports and mailing files (if it ever was). The DBA in the age of the Cloud needs to be managing up, out and down as the cloud makes the use of the fundraising database more ubiquitous, comprehensive and fast-changing. So what is the DBA's role? This session is not a tactical presentation of a bunch of to-do items, but a strategic discussion of the role--even the title--of the position. We'll discuss together how those who occupy it should think of their responsibilities and work with their colleagues, fundraisers and management to ensure the proper use, maintenance and security of the fundraising department's second most important asset (after people), its data. We'll discuss examples, good and bad, from the presenter's experience working with dozens of organizations over a 20+ year consulting career. And we'll specifically discuss it in the context of the opportunities and challenges presented by the small and mid-sized shop.

Learning Objectives:

  • List what tasks and issues to focus primary efforts on as a database manager
  • Work with colleagues to ensure the proper use, maintenance and security of fundraising data
  • Know strategies to increase their importance and recognition as a valued staff member in the fundraising department

Advancement Operations breakout session

Collaborative Advancement Services Goal Setting: Managing Competing and Changing Priorities
Jessica LaBorde, UC Davis

Breakout Session Details

Description:

Feeling oversubscribed, overworked, overprojected? Does it seem like you can’t finish projects because something suddenly becomes more important? Do you have stakeholders that can’t tell what your team is even DOING all day? In this session, we will explore how UC Davis Advancement Services projects get chosen each fiscal year, and how this process provides both transparency and accountability to organizational stakeholders at all levels. We will also discuss how we address the inevitable mid-year MOST IMPORTANT PROJECT EVER that comes out of left field. You will leave this session with practical tools to practice this at your own institution.

Learning Objectives:

  • Take home ideas about how to manage competing priorities at their own shop.
  • Understand the method we at UC Davis use for sizing and ranking priorities.

Prospect Development & Research breakout session

Starting a Campaign: Learn More Than Any Consultant Knows
Ann House, Ann House Consultants, Inc.

Breakout Session Details

Description:

Explore the 14 campaign best campaign practices and hear how a campaign really works from an advancement services professional who assisted with $3.5 billion in 3 campaigns.

Learning Objectives:

  • Learn all the skills of a campaign manager regardless if your hair is white or not.
  • Become invaluable to your CEO or Vice President as your institution prepares for a campaign

Constituents, Donors, & Alumni breakout session

The Hard Thing About Data Silos and How to Fix Them
Medha Nanal, Top Cloud Consulting; Steve Beshuk, Benefactor Group; Sabre Leek, Top Cloud Consulting

Breakout Session Details

Description:

Possessing a complete understanding of your constituents is critical to achieving person-centric service. An organization’s job is to build intimate and productive relationships with supporters and stakeholders. This, in many ways, is a data challenge. Nonprofits have access to all the data they need to understand their constituents. Yet interactions can still come across as cookie cutter, bland, and uninspiring. The quality of your data directly affects how much you raise, and how well you serve your mission. Nonprofit organizations must break the barriers that disconnect their data and systems. Silos exist not only in information systems, but also in minds, habits, organizational structure, and culture, and must be addressed.

Learning Objectives:

  • Understand the causes that lead to silos and the opportunity costs
  • Learn how to break silos using technology and best practices
  • Learn how to change the culture that fosters silos

5:00 pm – 6:15 pm

Open Forum


6:30 pm

Networking Dinners


Wednesday, September 11, 2019

7:30 am – 12:00 pm

Registration Open


7:30 am – 8:30 am

Breakfast Roundtables


8:45 am – 9:45 am

aasp member insights- business intelligence, reporting and data story telling: BWF aasp member survey
Katrina Klaproth, Chief Operating Officer & President of Philanthropic Services, BWF; Alex Oftelie, Managing Associate, BWF


9:45 am – 10:00 am

Networking Break


10:00 am – 11:00 am

BREAKOUT SESSION 9


Technology & Reporting breakout session

The Mixed Reality of AI
David Lawson, NewSci; Terry Callaghan, Rutgers University

Breakout Session Details

Description:

People are starting to better understand AI and even believe it works, but how do you make AI work at your organization? This session will provide a practical plan to establish an AI-enabled advancement operation. From picking the right focus areas to upskilling to successfully implementing actionable insights, learn what it takes to navigate the mixed realities of AI. The session will look at real-world applications of machine learning, deep learning, and natural language processing in advancement. We will use these examples to take attendees through a process for turning data into insights and insights into actions. The session will also look at what skills are needed for successful AI projects and how to upskill existing staff to implement them.

Learning Objectives:

  • Implement an AI program in their advancement operations.
  • Understand the skills needed for AI and how to upskill staff rather than only relying on new personnel.
  • Define how Machine Learning; Deep Learning; and Natural Language Processing relate to advancement.

Organizational Development breakout session

The Five C’s of Organizational Readiness: Is Your Organization Ready for Change?
Kate Mead, JCA

Breakout Session Details

Description:

In this presentation, attendees will learn the five metrics we use to determine an organization’s readiness to take on change, such as implementing new CRM technology. Through discussion questions and detailed presentation information, we will get attendees to the point where they can complete a scoring worksheet and leave with a measurement of how ready their organization is for large-scale change. Our expertise on this topic is drawn from hundreds of projects we've completed with nonprofits in assessing their readiness for new technology. We have seen that it comes down to five major areas of weakness, and we've turned that experience into measurement. We're confident that attendees who analyze their Case, Capability, Culture, Change, and Capacity will have greater success in completing organizational projects and implementations.

Learning Objectives:

  • Upon completion, participants will be able to describe the five metrics necessary to analyze their organization’s readiness, with a complete understanding of why each is important—Capacity, Culture, Change, Capability, and Case.
  • Upon completion, participants will be able to present their team with their findings from the workshop, and use their score to start conversations about organizational readiness.
  • Upon completion, participants will be able to list several action items per metric to improve their organizational readiness score.

Advancement Operations breakout session

Following Donor Intent – Making Spending Easy for Campus Partners
Saskia Sawyer, CU Foundation; Shannon McBratney, CU Foundation; Elizabeth Adler, CU Foundation

Breakout Session Details

Description:

The Office of Gift Compliance at the University of Colorado Foundation has developed an extensive gift compliance focused data set that is the basis for a new report, called the Fund Purpose Report. This report provides Fund Managers/Administrators and Advancement staff a comprehensive and easy to read summary of the information necessary to spend gift funds timely and in line with donor intent. Information such as purpose (including award criteria), exceptions and deliverables that are found in the corresponding gift instrument have been converted into data points to eliminate the need to locate an actual copy of the gift instrument in order to determine how to utilize money available to spend. In addition, queries (using Cognos) area available to pull reports/lists using the compliance codes to meet the individual's needs (e. g. find all undergraduate scholarships with a GPA of 3. 0 and a major in “flute”). This work has greatly improved the Foundation’s relationship with campus and Advancement and has led to overall improvements in efficiency, transparency and communication.

Learning Objectives:

  • Upon completion, participants will be able to develop compliance specific codes and reporting.
  • Upon completion, participants will be able to create an outline of a compliance program for their campus.

Prospect Development & Research breakout session

No More Flying Solo: Empowering Gift Officers to Be Your Research Team
Maya Carey, University of South Alabama

Breakout Session Details

Description:

I recently moved from a position doing to prospect research and stewardship to solely research and prospect management. That still, however, left me as the only research in an officer with 25 gift officers, including our vice president, assistant vice presidents, unit directors, development officers and specialists, annual fund team, and alumni relations team. This number increases when taking into account campaign volunteers, deans, and other university and health system administrator. My first order of business in my new position was to develop a plan to make all gift officers more self-sufficient and educated on best practices and internal procedures, so that I could make the best use of my time. My plan involved elements such as a survey to determine where their knowledge strengths and weaknesses were; a bi-weekly newsletter to provide best practices and internal tips; an intranet that housed reference documents and training links; and periodic one-on-one personal portfolio reviews.

Learning Objectives:

  • Identify methods to educate gift officers on best practices on research and moves management.
  • Develop plans to make gift officers more self-sufficient, freeing up research time for more valuable tasks.

Constituents, Donors, & Alumni breakout session

Engaging New Generations: Characteristics & Strategies to Prepare for What’s Next
Kestrel Linder, Give Campus

Breakout Session Details

Description:

In recent years, Millennials--those born between 1981-1996--became the largest generation in the U.S. labor force.This generation’s “coming of age” has led to a widespread decline in alumni participation and few institutions have escaped these trends, giving rise to concerns about a potential “lost generation” of future donors. There is reason to be optimistic, however. People born after 1980 will be the beneficiaries of the largest transfer of wealth in human history. Their purchasing power, which already stands in the hundreds of billions of dollars, will steadily increase as more of them enter their peak earning years and according to numerous surveys and studies, between 80-90% of Millennials give to charitable organizations each year. Kestrel Linder will draw from his chapter in the forthcoming book "Advancing Higher Education" to review the characteristics of this generation that drive much of their behavior and highlight actionable tactics to increase their philanthropic engagement. The presenter will illuminate the case study with data drawn from the digital fundraising of 600+ schools.

Learning Objectives:

  • Draw on the nine defining characteristics of this emerging generation of donors in order to inform their own shop’s strategic direction.
  • Leverage critical strategies for better Millennial and Gen Z donor acquisition and engagement.
  • More effectively use tools available to all institutions (e.g. Facebook, digital video, Apple Pay, etc.) to better reach and empower their communities online.

11:00 am – 12:00 pm

BREAKOUT SESSION 10


Technology & Reporting breakout session

Practical Methods for Using Data to Lower Your Costs and Raise More Money
Gary Robinson, Lityx LLC; Becky Land, Lityx LLC; Steve Rudman, Concord Direct

Breakout Session Details

Description:

Direct mail is still the highest performing channel for nonprofits when it comes to donations, and a lot of money is spent on it each year. There is a ton of room for saving money and improving results by using cloud-based technology and data to mail smarter. Using clean and simple data and pre-testing approaches, nonprofits can achieve a higher ROI on direct mail through better messaging and segmentation. Main Ideas: * Data health and donor segmentation (CDI Report) * What analytics can do with only three pieces of data (Data Insights) * Messaging that delivers (Pre-Testing Tool) Lityx and Concord Direct will simulate a typical nonprofit fundraising campaign and compare that to a campaign that uses three advanced methods of data analytics. The audience will weigh in on campaign decisions, and we will show the expected results of campaign choices using our data models. Learn how predictive analytics can influence decisions, and what that means for campaign net revenues.

Learning Objectives:

  • Learn how to parse donor data for insights
  • Learn how to
  • Predict marketing campaign performance

Organizational Development breakout session

PANEL DISCUSSION – Ethical Challenges: Issues Raised with Data Collection and Data Sharing in Today’s Regulated Environment
Presented by the aasp Ethics Committee: Martha Lauria, Memorial Sloan Kettering Cancer Center; Saskia Sawyer, University of Colorado Foundation; Lynne Becker, Moderator: John Taylor, Principal, John H. Taylor Consulting, LLC; Panelists include representation from the higher education, healthcare, social/cultural organizations and vendor partners

Breakout Session Details

Description:

Facilitated panel discussion with representation from three to four different industry experts (e.g. vendor, consultant, advancement practitioners) to cover various ethical concerns surrounding the increased scrutiny and regulation of data collection, gathering and sharing in our field.

How do regulations like GDPR, FERPA, CCCA, HIPAA, PCI and others, impact our day to day operations? What steps are being taken to address constituents’ needs and other compliance concerns via institutional policies, contracts with other software/data tool vendors [caging, mail house, screening, or other services].

The panel will focus the discussion on ethical (not legal) ramifications, and will include practitioners from higher education, healthcare, and smaller arts/cultural/social service nonprofits.

Learning Objectives:

  • Describe and understand GDPR challenges and impact on operations
  • Assess and evaluate vendor/partner offerings and software/data challenges
  • Engage with vendors with a better understanding of challenges, policies and expectations

Advancement Operations breakout session

Process Mapping for Greater Efficiency
Caroline Chang, UC Innovation; Jason Boley, Bentz Whaley Flessner; Jessica Schein, TSI

Breakout Session Details

Description:

What is process mapping? How can it help an organization be more efficient? Having a comprehensive understanding of your organization's processes allows you to identify opportunities for improvement and increase the effectiveness of your organization. In fact, real improvement is almost impossible without this knowledge. Learn the basic tools of process mapping and find out how to use these tools to increase efficiency in your organization.

Learning Objectives:

  • Understand what process mapping is

Prospect Development & Research breakout session

PANEL DISCUSSION – Identity Resolution: The Benefits and Risks of Capturing a Constituent’s Virtual (Social Media) Identity
Moderator: Jon Thorsen, Washington State University; Panelists: Bill TeDesco, DonorSearch; David Lawson, NewSci, LLC; Brent Grinna, Evertrue; Jay Le Roux Dillon, Founder and CEO of Alumni Identity

Breakout Session Details

Description:

Identity resolution is the process of combining multiple identifiers across devices and touchpoints with data points collected along the way to build a cohesive, omnichannel view of your prospects/constituents, to reach them when and where they are most likely to engage along the way to giving The panel, will share their perspectives and strategies for capturing this 360-degree view of constituents to inform messaging and extend their effective reach through use of virtual channels. BENEFITS: Reaching Millennials where they’re paying attention Forming a picture of prospect/alumni/constituent identity, both personal and professional, to solidify affinity to predict volunteer service, giving likelihood, and even amount Knowing the current identity of a person by analyzing their virtual footprint informs messaging and action, including engaging them on those fronts. RISKS: Privacy – Do your donors need to know you're doing this? What impact does it have on your existing analytics? POSSIBLE PANELISTS: Bill Tedesco – DonorSearch David Lawson – NewSci Brent Grinna – Evertrue MODERATOR: Jon Thorsen - WA State University

Learning Objectives:

  • Understand this technology/business trend.
  • Make informed decisions regarding adoption: understanding risks and measuring outcomes.
  • Understanding associated investment

Constituents, Donors, & Alumni breakout session

Artificial Intelligence: Driving Action for Major Gift Fundraisers
Adam Martel, Gravyty

Breakout Session Details

Description:

In March 2019, The Chronicle of Philanthropy's Nicole Wallace wrote, ""AI is ready for Fundraising. Are fundraisers ready for AI?"" Her cover story explored the transformative power of artificial intelligence and how it's impacting our industry and our frontline fundraisers. Now, more than ever, it's time to both understand the revolutionary technologies that AI encompasses and determine the strategy to enable entire Advancement teams through proper execution. In this presentation, Adam Martel and other members of the AI in Advancement Advisory Council (AAAC), the first board created to guide how AI technology is applied within the Advancement industry, will explain precisely how AI is shaping philanthropy. From the 'Why' the to 'How' to the results that AI is having in the nonprofit sector, we'll take an honest look at the transformational power of the technology on our space. We'll also discuss the work of the AAAC to ensure Advancement's leaders have active roles in shaping the technology as it improves the fundraising process, altogether.

Learning Objectives:

  • What results AI is already having in Advancement
  • How AI creates efficiencies that allow Advancement shops do more than they ever thought possible
  • How Advancement leaders, via the AAAC are guiding the best use of AI in our industry

12:00 pm

Meeting Adjourns