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2017 Conference: #NEDRAcon2017


Presentation Descriptions



(A1) City Mouse, Country Mouse: Ownership, Value, and Trends from Park Avenue to Waggoner Ranch


Thursday, April 27, 2017

10:35 AM – 11:50 AM


Real estate is a major factor in determining a prospect’s capacity - and since a great number of high net worth prospects have homes in both the city and the country, it is important to know where to look to confirm ownership and estimate value.


In the first part of the session, Kelly Labrecque will introduce the audience to the real estate market on the East Coast (with special emphasis on New York City), give an overview of the different types of properties, and present tools for verifying ownership and establishing fair market value.


In the second part of the session, Heather Willis will offer her insight into researching farmers and ranchers in the West, including the current state of the industry and what characteristics indicate possible wealth (if it isn’t apparent). She will also provide examples of ranches, their value, and how they differ.


Presenters:

Kelly Labrecque, Senior Researcher, The Helen Brown Group LLC

Heather Willis, Senior Researcher, The Helen Brown Group LLC


Kelly Labrecque is a Senior Researcher at The Helen Brown Group in Watertown, MA. A member of APRA and NEDRA, she also serves as a member of NEDRA’s Social Media Committee. Prior to joining The Helen Brown Group in July 2013, Kelly was a research analyst at the Dana-Farber Cancer Institute in the Division of Development & Jimmy Fund as part of the prospect identification team. She began her career in development in 2008 in the Major Gifts office at Wheaton College (MA). Kelly received a B.A. in psychology from Saint Anselm College in 1998. Her research interests include New York City real estate, the UK, and prospect identification.


Heather Willis is a Senior Researcher at The Helen Brown Group. She began her career in 2002 as a prospect research coordinator for the Rocky Mountain Elk Foundation and then moved to Carroll College in 2004. In 2005, Heather began working on her own as a freelancer and eventually started her own consulting firm, Willis Research Services, in 2007. She joined The Helen Brown Group in 2012. Heather is a member of the Montana Nonprofit Association, the Association of Professional Researchers for Advancement (APRA), the APRA Northwest Chapter, and a member of the APRA Awards Committee.


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(A2) Crowd-Based Prospecting: Parents Fund Meets Grateful Patients


Thursday, April 27, 2017

10:35 AM – 11:50 AM


Fundraisers today constantly demand "new" prospects with major gift capacity and a demonstrated interest in their organization. Reviewing lists upon lists of alumni, parents, and patients on a one-by-one basis is a time-intensive, tedious task that takes researchers away from other pressing demands. Researchers from Boston Children's Hospital will explain how they're taking prospecting to a new era by adopting crowdsourcing principles and have changed how development research can deliver better prospects in a shorter time.


Presenters:

Bill Gotfredson, Associate Director, Prospect Research, Boston Children's Hospital Trust

Sean Harris, Senior Prospect Researcher, Boston Children’s Hospital Trust


Bill Gotfredson serves as Associate Director, Prospect Research of Boston Children’s Hospital Trust, a position he has held since 2014. Prior to his work at Children’s, Bill worked for nine years with the Harvard University Development Office where he served as a Senior Research Analyst responsible for prospecting for the University’s science initiatives. Bill is also a prospect research consultant with The Helen Brown Group and a NEDRA Annual Conference Committee member and a hockey and golf fanatic.


Sean Harris is Senior Prospect Researcher with Boston Children’s Hospital Trust. He started his career in healthcare administration, working with Boston Children’s Hospital’s Division of Immunology until 2010, before transitioning to development. Sean’s past roles have included the education nonprofits Jumpstart and Cristo Rey Boston High School, raising funds from individuals, foundations, and corporations. In addition to focusing on the hospital’s grateful patient population, Sean applies his research background to winning the office’s fantasy football leagues.


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(A3) How Do Donors Love Us? Let Us Count the Ways: DIY Affinity Scores


Thursday, April 27, 2017

10:35 AM – 11:50 AM


In 2014, a select group at Beth Israel Deaconess Medical Center (BIDMC) developed a homegrown affinity rating system. They computed the scores in conjunction with a senior programmer from Development Operations, using only information in their fundraising database. BIDMC's various other wealth/capacity ratings didn’t adequately quantify their donors’ and prospects’ connectedness with the prganization. They needed to add the critical dimension of giving-agnostic affinity to more thoughtfully prioritize prospects…so they made a scoring system for that!


Through an iterative process, BIDMC developed a reasonably granular measure of affinity that bested what they were seeing from most commercial rating systems. They chose criteria based on their knowledge of their donors and on industry-standard attributes. BIDMC screened approximately 200,000 prospect records using their unique scoring system and refined their approach based on the >81,000 prospects who scored at least 1 point. They analyzed the results, adjusted the coefficients, and presented the scores to their entire staff.


Their findings helped them bring to the fore lesser-known prospects who deserved closer examination. Most importantly, they shared our data with an outside consulting firm; their analysis showed that BIDMC's own affinity scores are the most valid predictor of giving from among all of the organization's ratings products.


Presenters:

Molly Carocci, Senior Prospect Research Officer, Beth Israel Deaconess Medical Center

Meg Cushing, Prospect Research Officer, Beth Israel Deaconess Medical Center

Donna Bursey, Senior Development Reporting Officer, Beth Israel Deaconess Medical Center


Molly Carocci is a Senior Prospect Research Officer at BIDMC. Previously she was a researcher at Tufts University and the Whitehead Institute for Biomedical Research. She has an A.B. from Smith College and an M.A. from UMass Boston. Molly is thrilled to be presenting with Meg Cushing and Donna Bursey, her teammates in the affinity rating project.


Meg Cushing is a Prospect Research Officer at BIDMC. Previously she was a researcher at Combined Jewish Philanthropies in Boston. Meg has a B.A. from UMass Amherst and an M.L.S. from Simmons College.


Donna Bursey is the Senior Development Reporting Officer at BIDMC. She held similar positions at Boston Children’s Hospital and Bentley College. Donna has a B.A. from Bentley.


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(A4) International Fundraising: Cultural Intelligence


Thursday, April 27, 2017

10:35 AM – 11:50 AM


As our organizations explore international fundraising, prospect development can play a critical role in providing cultural context. This session will give attendees a framework and resources to provide analysis and strategy, from prospect identification to stewardship. Examples will mostly be drawn from "emerging markets": the Middle East, India, and East Asian countries. This session will include suggested research resources.


Presenter: Jon Garrow, Assistant Director, Donor Strategy & Research, Albert Einstein College of Medicine


Jon W. Garrow is Assistant Director of Donor Strategy & Research at Albert Einstein College of Medicine. He has been in the prospect development field since 2007, working as a consultant and on staff at higher education, medical research, and other organizations. Jon has worked closely with prospects and gift officers in Africa, Asia, Europe, and North America.


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(B1) Exhilarating Email


Thursday, April 27, 2017

1:15 PM – 2:30 PM


Ok, so maybe you do not think of "Exhilarating" when you think of email...but by the end of this session you may feel that way. The goals of this session are to: 1) show you how to use the emails you already have to find more information about your donors; 2) find email addresses for people you do not already have; and 3) create a follow-up plan to get responses using email. The best part is that all the tools and tips you will be shown are free.


Presenter: Sarah Richards, Coordinator of Prospect Research,The Dynamic Catholic Institute


Sarah Richards has been in research since 2012, when her boss sent her a list of contacts he wanted her to research and find to send his new book to. She spent four years at The Dynamic Catholic Institute in Northern KY, helping them build their major gift program with the help of prospect research. Sarah is currently working with Otterbein University in Columbus OH and also working as a research consultant. She has an undergraduate degree from Ave Maria University in Business and Economics and is currently working to finish her MBA at Otterbein.


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(B2) New Data = New Prospects


Thursday, April 27, 2017

1:15 PM – 2:30 PM


Prospect Identification is a phrase used in a wide variety of ways. This session will discuss a process used at MIT to find data outside the internal database so as to discover prospects with major gift capacity that was previously unknown. This is not about analytics and "discovering" people with data already in a database - this is de novo Prospect Identification focused on capacity discovery.


Presenter: Hugh Bennett, Associate Director, MIT


Hugh Bennett is associate director for prospect identification in the prospect research department at the Massachusetts Institute of Technology, where he has worked since 2005. He works actively with methodologies to identify new major gift prospects and to quantify wealth factors. Bennett's prior experience includes working as a volunteer fundraiser for secondary schools and working for over twenty years in the investment banking industry. He worked on financings, mergers/acquisitions, and business valuations. He worked for The First Boston Corporation (now part of Credit Suisse), Advest (now part of Merrill Lynch/BofA), McKinley Allsopp, and Gagan, Bennett & Co. Bennett has previously served on the boards of trustees/directors of non-profits and corporations, both privately-owned and publicly-traded. He is a graduate of the University of North Carolina.

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(B3) Don't Just Excel, Pivot!: Data-Driven Wealth Analysis From Annual Fund to Major Gift


Thursday, April 27, 2017

1:15 PM – 2:30 PM


This session will discuss some tactics and strategies Harvard has implemented for their reunion annual campaign team - this led to a reduction in the number of research requests from the annual fund. Additionally, by using giving data and pivot tables, Harvard was able to influence ask amounts across the gift scales for the front-line team.


Presenters:

Amy Begg, Managing Director of Prospect Management, Harvard University

Meghan Hakanson, Senior Research Analyst, Harvard University


Amy Begg is managing director of prospect management at Harvard University. She joined Harvard's research team in 2003. Prior to joining Harvard, Amy was the director of research at the YMCA of Greater New York in Manhattan. Amy is a trustee and secretary for the University System of New Hampshire, where she serves on the Finance Committee on Investments and the Educational Excellence Committee. She is a board member for the New England Development Research Association and serves as president. Previously, Amy served as a board member for the Plymouth State Alumni Association, including a term as chair of the association.


Meghan Hakanson is senior research analyst at Harvard University. She joined the research team in 2012 and currently works with FAS, the Graduate School of Design, the Graduate School of Education, and the University Development Office. Meghan served on the reunion committee for her alma mater, Dickinson College, where she was involved with solicitation, marketing and reunion planning for her tenth reunion. She is an active member of the Junior League of Boston and serves as a member of the development committee. Additionally, Meghan serves as vice president of programming for her sorority Pi Beta Phi Bostonian Alumnae Association.



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(B4) Risk, Reputation & Research


Thursday, April 27, 2017

1:15 PM – 2:30 PM


Information professionals are increasingly being called upon to address critical questions that go beyond wealth and interests. Should a prospect's source of wealth determine whether or not a gift can be accepted? How is negative news in the press about our organization changing our organization's donors' feelings about our mission?  Are privacy laws going to have an impact on how we in prospect research perform our work? From identifying influencers who will help your organization in a crisis to being an integral part of your organization’s data governance structure, come and learn how you can navigate our increasingly risky business.


Presenters:

Lori Hood Lawson, CEO, WorkingPhilanthropy.com LLC

David M. Lawson, CEO, NewSci LLC


Lori Hood Lawson has spent her career focused on helping organizations turn data into actionable intelligence. She is the founder and CEO of WorkingPhilanthropy.com, which serves nonprofits and higher education institutions in their fundraising efforts. From 2004 to 2008 she was the director of strategic solutions at Kintera P!N. Prior to Kintera P!N, she served as the associate director of research for the Florida State University Foundation. Lawson is a member of AASP's Best Practices Committee for Prospect Development and APRA, for which she serves on the Online Education Committee, the Ethics Committee and the Body of Knowledge Committee. She was a member of the task force which created the fundraising operations certification program at Rice University's Center for Philanthropy and Nonprofit Leadership, where she also served as an adjunct instructor and mentor.
She holds a master's degree from Florida State University School of Information and a bachelor's degree from Emory University.


David Lawson brings more than 25 years of experience as an entrepreneur focused on providing fundraising intelligence products and services. David created the first asset-based wealth screening service as well as the first database to manage screening results. In 1997 he founded Prospect Information Network (P!N) which became the largest wealth screening company before being purchased by Kintera in 2004. David served as a Senior Vice President of Kintera until 2008. In 2013 he co-founded NewSci, LLC. to bring Big Data and cognitive computing to the philanthropic community. He has written numerous articles for publications such as The Chronicle of Philanthropy, The Nonprofit Times, CASE Currents and APRA's Connections. David is a member of APRA, AASP, and a recipient of the CASE Crystal Apple and APRA Distinguished Service Awards. David is also the Co-Founder of WorkingPhilanthropy.com and Domi Ventures, and a Member of the Technical Advisory Board of Agile Equity.


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(C1) Making Screenings Work for You!


Thursday, April 27, 2017

3:30 PM – 4:45 PM


Screenings are a wonderfully fast and economical way to find a treasure trove of data about your entire constituency. But data alone won’t make a difference to your fundraising program. It is your implementation plan--and how you sell it--that will make your data investment win the hearts and minds of your colleagues and contribute to your overall fundraising success. In this session, we will walk through the entire process, from initial vendor selection through implementation planning and final review, to help you design a strategy that your colleagues will understand and adopt, letting you lead them to the success you all want.


Presenter: Jay Frost, Advisor, DonorSearch and Senior Partner, Jerold Panas, Linzy & Partners


Over his thirty years as a grantmaker, fundraiser, consultant, and serial entrepreneur, Jay Frost has worked with thousands of organizations to
identify and pursue billions in fundraising opportunities for thousands of charitable organizations around the world. Today he serves as an Advisor to DonorSearch and as a Senior Partner at the legendary firm of Jerold Panas, Linzy & Partners. In past years, Jay has served as Chief Strategy Officer at WealthEngine, President and CEO at Wealth ID, Director of Major Gifts at the International Rescue Committee, Editor and CoFounder of WFC/International Philanthropy, Development Associate at Meridian International Center and as a Program Specialist at the National Endowment for the Arts. Jay’s books, book chapters, articles and interviews cover a variety of topics on domestic and international fundraising topics. A popular speaker, Jay has addressed hundreds of meetings in the US, Europe, Canada, Asia, and the Middle East. Jay is recognized as one of "America's top 25 fundraising experts" by Philanthropy Media, one of the Top Ten Experts in Fundraising to Follow by Klout, and one of the “70 #NPTech Twitter Accounts You Should Be Following” by Elevation.Jay is proud to be an active member of APRA, where he has had the privilege of serving on the board and as a chapter president. 

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(C2) PANEL: The Next 30: Meeting the Needs of Nonprofits in Decades to Come


Thursday, April 27, 2017

3:30 PM – 4:45 PM


Retrospectives on the last 30 years illustrate how our industry has evolved through transformations in technology, wealth creation, digital information and the rise of mega philanthropy (to name a few!). What's in store for us in the next 30 years? What trends will require new solutions and innovations? What will nonprofits of the future need from leaders in prospect research and analytics – and how do we meet those needs? Join a panel of industry veterans for a far-reaching discussion.


Moderator: Valerie Anastasio, Director of Prospect Development, Boston Children's Hospital Trust


Valerie Anastasio has served as Director of Prospect Development at Boston Children’s Hospital Trust since August 2013. Her development experience spans more than two decades, including positions at the Broad Institute, Museum of Fine Arts Boston, Harvard University, Brandeis University, Boston Lyric Opera, WGBH, and as a consultant with The Helen Brown Group. She is a past board member of NEDRA and a recipient of NEDRA’s Ann Castle Award. She is a graduate of Williams College.


Panelists:

Elizabeth Crabtree, Crabtree & Lane - BIO TBD

Helen E. Brown, President, The Helen Brown Group LLC

James Cheng, Memorial Sloan Kettering Cancer Center

Dina Zelleke, Harvard University - BIO TBD


Elizabeth Crabtree is founder and president of Crabtree Lane & Associates, a Barrington, Rhode Island-based independent nonprofit consultancy practice serving as strategic philanthropy and fundraising advisors to educational institutions and national organizations. Before founding her consultancy, Elizabeth was Assistant Vice President for Strategy and Resource Development at Brown University. She previously held senior positions with Northern Illinois University, Benedictine University, College of DuPage, and the Digital Schoolhouse Foundation at Platinum Technologies/Computer Associates. A former president of Apra, she is a recipient of Apra’s prestigious Visionary Award as well as NEDRA’s Ann Castle Award in recognition of her outstanding contributions to the fundraising research profession. She is a graduate of Berklee College of Music and an alumna of the Philanthropic Studies program at Indiana University.


Helen Brown is the president of The Helen Brown Group LLC, a full-service prospect research consulting firm based in Watertown, Massachusetts. She is a co-author (with Jen Filla) of Prospect Research for Fundraisers; the essential handbook (Wiley, 2013). Helen is a past board member of the Association of Professional Researchers for Advancement (APRA) and a past president of the New England Development Research Association (NEDRA). She is a former non-executive director of The Factary Ltd., a prospect research consultancy in Bristol, England, and is Special Advisor on Fundraising to the board of the North American Foundation for the University of Manchester. Helen is also a Fellow of the Royal Society for Arts & Manufactures (RSA) in London. She was honored to receive the NEDRA Ann Castle Award for service to the prospect research community in 2006.


James Cheng currently holds the position of Development Data Analytics Specialist at Memorial Sloan Kettering Cancer Center. Like many folks in development research, James' background is not directly related to philanthropy. Other than resource development, he's made intellectual and professional forays into cell and development biology, secondary science education, as well as educational research, measurement, and evaluation. While finishing up a doctorate degree in applied statistics in education at Boston College, James' interest in development was piqued when he also took on the role of Prospect Data Mining and Modeling Specialist at MIT from 2006 to 2008. After spending time in the corporate world as a healthcare market researcher, James returned to the Light, working at Dana-Farber Cancer Institute as Assistant Director of Prospect Identification & Analytics from 2011 to 2014 and as Associate Director of Analytics from 2014 to 2015.

Dina has been the Director of Research & Prospect Management at Harvard University’s Alumni Affairs & Development office since April, 2001, and has been at Harvard since January 1998. She leads a team of 19, providing research support for the Faculty of Arts & Sciences, as well as six of Harvard’s graduate schools.

Prior to coming to Harvard Dina worked as a paralegal in the corporate legal department of Southern California Edison. Dina received her bachelor’s degree in psychology from the University of San Diego, and a Certificate of Special Studies in Administration and Management from Harvard Extension School.  She is a former board member of the Association of Professional Researchers for Advancement (APRA), and the New England Development Research Association (NEDRA), where she served as co-chair of the 2007 and 2008 conferences. 


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(C3) Where Do I Start? Incorporating Data Analysis Into Your Prospect Development Shop


Thursday, April 27, 2017

3:30 PM – 4:45 PM


This session will provide an example of how to integrate analysis into a prospect development team, using simple and accessible tools. It will cover how to utilize Excel to build portfolios using a weighted scoring system, how to integrate visuals into portfolio review meetings with fundraisers, and how to create a visual prospect pool analysis for school directors. The presentation will aim to provide attendees with ideas and strategies for integrating more prospect analysis into their existing processes. It will also discuss the case for more robust analysis tools and the importance of collaboration between departments.


Presenter: Tory Pedonti, Associate Director, Prospect Management, Tufts University


Tory Pedonti is the Associate Director of Prospect Management at Tufts University. Prior to joining the team at Tufts, Tory was the Assistant Director of Prospect Research and Development at Colby College. She began her development career in DC at Washington National Cathedral, where she held positions in development systems and prospect research. Tory graduated from Scripps College in Claremont, CA with a B.A. in Studio Art.


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(C4) My Year as a Man in a Women's Prison: Understanding Socio-Economic Influences on Giving and Wealth


Thursday, April 27, 2017

3:30 PM – 4:45 PM


In this session, the topical focus will be the myriad opportunities for understanding socio-economic influences on wealth and structuring your personal approach to them. It will explore people’s giving tendencies and how to decipher what motivates different people to give to different causes; even the least desirable. How does an organization on childhood sexual abuse compare to a breast cancer coalition? Specifically, this session will help attendees explore their perceptions of wealth and societal structuring. Through this exploration, this session will discuss the best methods to gather information on donors with high wealth and craft a meaningful relationship motivated by a mission.


Presenter: Mark Vogel, Prospect Research Specialist, Excelsior College


Recently having relocated back to the Capital District of New York, Mark returned with an extraordinary list of experiences within the resource development realm of non-profit organizations in the Philadelphia metropolitan region. However, the experience proven to be most influential was the year he spent in Delaware’s singular institution for incarcerated women. A correctional facility housing a fluctuating 450 offenders, both violent and non-violent, Mark was tasked with managing more than a hundred volunteers providing treatment programming while navigating the bureaucratic red-tape of our retributive criminal justice system. Working closely with non-profit organizations across the state of Delaware, Mark was able to formalize volunteer management within a prison setting while leveraging his interpersonal abilities and research skills in order to create and foster a unique environment of change and evolution. Returning to his roots in development operations, Mark has assumed his recent role as the Prospect Research Specialist at Excelsior College. The year spent within the physical, mental, and emotional confines of a maximum security prison has awarded him an extraordinary perspective on how to gauge wealth with data and traverse the trail of relationship-building, sustaining, and ultimately managing the gift of mission-centric monetary donations.


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(D1) Best Practices for Identifying Top Incoming Parent Prospects


Friday, April 28, 2017

9:00 AM – 10:15 AM


Parents are the most receptive to engaging with University Development during the four years their children are on campus. This session will discuss how efficient incoming parent prospect research can enable your frontline colleagues to maximize this short affinity window. It will cover best practices for identifying top prospects in your incoming Parent pool, including timelines (the earlier the better!), effective prospecting strategies, and research methods utilized by the University of Chicago to identify top domestic and international parents.


Presenter: Rachel Pike-Norton, Research Analyst, University of Chicago


Rachel Pike-Norton is a Senior Analyst at the University of Chicago, where she is the lead on presidential and leadership briefing documents, and is the primary liaison to the Parents and Family Philanthropy Program and the Office of Gift Planning. She also has experience working closely with The College fundraising team and the University of Chicago Laboratory Schools. Rachel has led the prospecting efforts of the Parents Program for the Class of 2020 and the incoming Class of 2021, and established a similar program for incoming Parents at The University of Chicago Laboratory Schools. Prior to her position at the University of Chicago, Rachel was a Prospect Researcher and Prospect Manager at the United States Holocaust Memorial Museum, Membership Assistant at the Human Rights Campaign and on staff at the United States Senate for Senator Al Franken.


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(D2) Emotion or Engagement: A Study of the Key Drivers for Donor Motivation


Friday, April 28, 2017

9:00 AM – 10:15 AM


Using survey data from thousands of donors collected by the GG+A Philanthropy Survey Lab, this session will present findings on key drivers that motivate major donors. The results provide tangible guidance for researchers looking for the best prospects, and will help to bridge the gap between a prospect who is merely capable to one who is motivated.


Additionally, the presentation will cover never-before-collected data on donor "wallet-share" - that is, the share of a donor's total giving that goes to any particular organization. These data are directly applicable to any organization using capacity ratings and address the long-standing issue of what is possible versus what really happens when it comes to actual giving.


Presenter: Dan Lowman, Senior Vice President, GG+A


Dan Lowman is Senior Vice President at GG+A, the leading global management consulting firm to non-profit fundraising operations. Since joining GG+A in 2000, Dan has served in a variety of positions, and currently oversees the Philanthropy Survey Lab, which is committed to bringing academic-quality survey research to the fundraising sphere.


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(D3) Developing an Interactive Reporting and Prospect Research Tool using R/Shiny


Friday, April 28, 2017

9:00 AM – 10:15 AM


Too many custom report requests? Disappointed with one-size fits all reporting solutions? Learn how to develop your own customized and interactive reporting solution for free using R and Shiny. Attendees will see a live demo of Colby College's custom built web-based advancement reporting system and will learn how to get started with R and Shiny. Colby's Prospect Finder system has automated the Advancement Division's reporting and provides an intuitive and user-friendly interface that encourages data-informed decision-making.


Presenter: Rich Majerus, Director of Advancement Strategy and Analysis, Colby College


At Colby, Rich oversees the Prospect Research team and develops new approaches to modeling and visualizing fundraising data. He also serves on the campaign leadership and principal gifts teams and has developed proposals for 8-figure charitable contributions. Previously, he was a founder of Third Coast Analytics, a successful and profitable stats consulting firm. TCA’s IP was acquired by Capture Higher Ed in 2015. He has had the opportunity to work at several great colleges, including Carleton, Colby, and Reed. Rich teaches R and Shiny workshops throughout the United States and is listed in RStudio's online directory of consultants and instructors.


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(D4) The Wealth of New England: An Overview


Friday, April 28, 2017

9:00 AM – 10:15 AM


Wealth generation is changing rapidly, even in staid old New England. Join Marianne Pelletier in a review of the top wealth generators in New England in 2017, and some tips on how to find your best prospects among them.


Presenter: Marianne Pelletier, Managing Director, Staupell Analytics Group


Marianne Pelletier has more than 25 years of fundraising experience, with the majority in prospect research and prospecting. She is one of the first adopters of donor modeling and data mining techniques. Her professional experience includes prospect research, both as a research analyst for Harvard and Lesley Universities, and as a department director for Carnegie Mellon University and Cornell University. Pelletier’s multi-decade career also includes running an annual giving program with average increased revenues of 27% per year; and providing software consulting through the Datatel Corporation, teaching clients both how to use their new software and assisting them with better analysis and more efficient processing. She is a graduate of Rockford and Southern New Hampshire Universities.


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(E1) The Wealth Management Industry


Friday, April 28, 2017

11:10 AM – 12:25 PM


This session will provide an overview of the growth in the wealth management industry over the past 10 years and the implications for development officers and prospect researchers supporting them.


Presenter: Valerie Anastasio, Director of Prospect Development, Boston Children's Hospital Trust


Valerie Anastasio has served as Director of Prospect Development at Boston Children’s Hospital Trust since August 2013. Her development experience spans more than two decades, including positions at the Broad Institute, Museum of Fine Arts Boston, Harvard University, Brandeis University, Boston Lyric Opera, WGBH, and

as a consultant with The Helen Brown Group. She is a past board member of NEDRA and a recipient of NEDRA’s Ann Castle Award. She is a graduate of Williams College.


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(E2) Navigating the Changing Landscape of Philanthropy


Friday, April 28, 2017

11:10 AM – 12:25 PM


2016 was a year that no fundraising professional could have predicted! One never knows what tomorrow’s headlines will bring, but information professionals are charged with understanding the current landscape in philanthropy as well as the potential implications that current events could have for our organizations. This session will provide an overview of current trends in philanthropy, including UHNWI, megagifts, and philanthrocapitalism, and will share observations about their impact on all nonprofits, regardless of size or sector. The session will also offer tips on what you can do to help your organizations thrive in the world of fundraising today.


Presenters:

Elizabeth Roma, Assistant Director, Research, The Helen Brown Group LLC

Rachel Dakarian, Research Associate, The Helen Brown Group LLC


Elizabeth Roma has worked in development since 1998. She began her career at the University of Pennsylvania and joined the prospect research staff at Boston College in 2001. Elizabeth served as assistant director of research at Boston College from 2004 until 2007, when she became associate director of prospect management. She joined The Helen Brown Group in September 2008. Elizabeth is president-elect of APRA-Carolinas.


Rachel Dakarian is a fundraising professional with non-profit and political campaign experience. Prior to joining The Helen Brown Group, Rachel served as Prospect Research Analyst for her alma mater, Drake University. She previously held the position of Assistant Director of Development Research at the Iowa State University Foundation. Rachel is a member of APRA and has served on the board of the Great Plains chapter (IA, NE, SD). She also leads the Board of Directors for Wheatsfield Cooperative Grocery in Ames, Iowa.


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(E3) The Digital Advancement Office: How Williams College is Integrating Best-in-Class Solutions Across the Giving Pyramid


Friday, April 28, 2017

11:10 AM – 12:25 PM


Mobile, social, big data, analytics. These tech buzzwords barely existed ten years ago. However, in the time it takes to complete a capital campaign, the digital landscape has radically evolved and advancement teams are working hard to keep up. The influx of new technology has created opportunity across the giving pyramid as we’re now able to harness new data and resources to improve personalization, segmentation, engagement and team collaboration. But this new frontier presents unchartered territory and a host of questions we’ve never had to address before: Do Facebook engagements carry the same weight as event attendance? Have we created a frictionless online giving experience that meets the expectations of today's donor? Should we fuse social data into predictive models? How can we use technology to open the lines of communication across our institution?

This session will discuss these questions and how Williams College is embracing new business practices and technology to push changes in behavior and drive positive outcomes related to alumni engagement, event attendance, and donor participation with predictive scoring and relationship building, while fostering improved cross-team communication and collaboration.


Presenter: Brent Grinna, CEO, EverTrue


Brent Grinna founded EverTrue in 2010, shortly after serving as a volunteer fundraiser for his undergraduate alma mater, Brown University. This experience led him to realize that the nonprofit world lacked the same technological advances available to the for-profit sector. As donor information shifts to social platforms like LinkedIn and Facebook, he saw an opportunity to provide advancement teams with highly accurate data accessible through an intuitive interface. Today, EverTrue is empowering more than 300 institutions to engage constituents, build relationships and maximize giving potential across the giving pyramid.


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(E4) Research Renovations


Friday, April 28, 2017

11:10 AM – 12:25 PM


Sometimes the comfort of the familiar can block innovation and growth. Brandeis University was experiencing a form of stagnation until 2016 brought two major personnel changes; the retirement of their Department Director and the hiring of a new University President. They seized upon this opportunity to initiate a total renovation of their Department of Prospect Research.


In a home renovation, you could limit yourself to a fresh coat of paint, new fixtures, and upgraded landscaping - but for a truly transformative project, you can't ignore a crumbling foundation or utilities no longer up to code. If Brandeis was going to move forward with a renovation, they knew it would require a complete overhaul which would have them tearing down walls, rebuilding operational processes, and re-wiring communication systems between Research and other Departments within Institutional Advancement.


Presenters:

Victoria Sundgren, Director, Prospect Research and Management, Brandeis University

Carol Chidley, Assistant Director, Prospect Research, Brandeis University

Cecily Channer-Schmid, Senior Development Researcher, Brandeis University


Victoria Sundgren has been in Institutional Advancement at Brandeis University since 2004, as a Researcher, Senior Researcher, since summer 2016, as Associate Director, Prospect Research, and since November 2016 as Director of Prospect Research. Earlier in her career, Victoria was a Business Reference Librarian at Northwestern University in Evanston, Illinois and a Reference Librarian at MIT. She earned her bachelor’s degree from Wellesley College and her MLS from Simmons College.


Carol Chidley has more than 15 years of experience in Institutional Advancement that includes her current position as Assistant Director, Prospect Research at Brandeis, Manager of the Annual Fund at The Putney School, as well as various volunteer fundraising roles for animal-related non-profits. Prior to her career change, Carol has been an emergency room manager (of administrative staff) for the College of Veterinary Medicine at a University in the Midwest, a manager for Marriott Resorts, an English Teacher in Japan, and staff/teacher at psychiatric facilities and a for-profit technical college. She earned her bachelor’s degree from Brooklyn College and a Master’s from California State University, Hayward.


Cecily Channer-Schmid has been a Senior Development Researcher at Brandeis University since Summer 2016. Cecily started her development career in the prospect research office at San Diego State University during its $500 million campaign. Most recently, she was a prospect research analyst at Lahey Health in Burlington, MA. Prior to entering the world of development, Cecily worked as a meetings and events professional for business associations. She earned her bachelor’s degree in English from Illinois State University.


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(F1) PANEL: Research, Riches, and Ratings: Using Wealth Indicators to Determine Gift Capacity


Friday, April 28, 2017

2:10 PM – 3:25 PM


The processes for determining capacity run the gamut from "seat of the pants" intuitive determinations to a standard formula that runs nightly and populates a field in the database. This panel will discuss the many ways that capacity is calculated, pros and cons of each, and how capacity can figure in to the process for determining which prospects should be prioritized. Attendees should bring questions and be prepared for a great discussion on this important topic that spans all kinds of organizations.


Moderator: Melissa Bank Stepno, Practice Manager, Target Analytics


Melissa Bank Stepno is Practice Manager for Target Analytics, a division of Blackbaud, Inc., where she manages professional services for the company’s predictive modeling, wealth screening, and data hygiene product lines. Prior to assuming her current role, she spent about a decade serving as a consultant, and later consulting manager, at Target Analytics. Her areas of focus included the impact high net worth philanthropy on major giving programs and on helping organizations develop effective research and prospect management operations. Melissa is also an instructor for the Rice University Center for Philanthropy and Nonprofit Leadership and has served on the boards of NEDRA, AFP’s Northern New England Chapter, and Brandeis University’s Alumni Association. She received her BA from Brandeis University and masters’ degrees in Arts Administration and Higher Education Administration from Boston University.


Panelists:

Erin Ambrose Dupuis, Director of Prospect Research, Merrimack College

Ian Wells, President, Ian T. Wells & Associates

Suzy Campos, Director of Advancement Research, Amherst College

Lindsay A. Brown, Associate Director of Analytics, Dana-Farber Cancer Institute


Erin Ambrose Dupuis is the Director of Prospect Research at Merrimack College, where she created, implemented and is currently running the Prospect Research Department. Erin is responsible for all aspects of prospect research and prospect management for the Office of Development and Alumni Relations. Erin's previous prospect research and non-profit experience includes: Senior Development Research Analyst, Babson College; Development Researcher, Stonehill College; and Development Associate, Boston Children's Hospital. Erin earned her bachelor's degree from Stonehill College. Erin was elected to the NEDRA Board of Directors in 2015; she has been a Member of both NEDRA and APRA since 2007.


Ian T. Wells is the president of Ian T. Wells & Associates, a consulting firm providing research and advisory services to non-profit organizations in New England and the Mid-Atlantic states. He also serves as the vice president of the New England Development Research Association, and is co-chairman of NEDRA’s Programming Committee. Ian previously served as the director of prospect development at Boston College, and prior to that, held positions at Massachusetts General Hospital and Boston Children’s Hospital. Since founding his company, Ian has worked with organizations of all sizes to help them achieve their prospect development goals. Ian lives with his family on the North Shore of Massachusetts.


Suzy Campos is Director of Advancement Research at Amherst College in Massachusetts. She previously held prospect research positions at Harvard University and Children’s Memorial Hospital in Chicago. Earlier in her career, she was a Peace Corps volunteer in Morocco, a public and corporate librarian, and an Information Specialist at McKinsey & Company. She earned a BA from UMass-Amherst and an MILS from the University of Michigan. Suzy is Past President and a current Director of the NEDRA board.


Lindsay A. Brown is the associate director of analytics at Dana-Farber Cancer Institute, where she collaborates with teams across the Division of Development & the Jimmy Fund to develop and implement data-driven strategies for identifying and prioritizing donors to various fundraising programs. Her background in prospect development includes prospect research, moves management, and data analytics at Babson College, London School of Economics, and the Make-A-Wish Foundation of America. Lindsay holds masters’ degrees in nonprofit studies from Arizona State University and business intelligence and analytics from the University of Westminster. She is a board member and co-director of fundraising at the Young Nonprofit Professionals Network of Boston (YNPN Boston).


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(F2) Moving Beyond Us vs. Them; Embracing Our Role as a Fundraiser


Friday, April 28, 2017

2:10 PM – 3:25 PM


This session will discuss the role of prospect research and prospect management - exploring the concept of researchers as fundraisers. In this new age of the modern research shop, barriers have broken down and researchers are expected to join “the table” as strategic fundraising partners - they need to work closely with  frontline counterparts throughout all aspects of the donor lifecycle. This session will discuss at the progress Tufts has made over the past three years as they have moved from a reactive research operation to a proactive fundraising partner.


Presenter: Kristen Watson, Director, Prospect Development, Tufts University


Kristen Watson joined Tufts University as Director of Prospect Development in March 2013. Prior to joining Tufts, Kristen served as Associate Director of Prospect Development at Boston College. Kristen joined the prospect research field in 2003 at Dana-Farber Cancer Institute and continued her career at Northeastern University before joining the team at BC. Kristen graduated magna cum laude from Northeastern University, with a bachelor of arts degree in journalism with a concentration in public relations. In 2007, she earned a master’s degree in leadership with a concentration in non-profit management, also from Northeastern University.


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(F3) Predictive Modeling: Using Existing Data to Segment Prospects and Improve Fundraising Results


Friday, April 28, 2017

2:10 PM – 3:25 PM


Predictive modeling uses statistics to predict outcomes. Once relegated to the domain of highly trained statisticians, new technologies are bringing this powerful capability to business people who are on the front lines of decision making. For fundraisers, this means no longer having to rely on an “educated guess” or outside experts to help identify the next best prospects for major gifts, leadership annual fund gifts, scholarship initiatives, or any other initiative for which an organization wants to identify those who would be most likely to respond “yes”! This session will be a practical tutorial that covers:


  • What is predictive analytics?
  • Why bring it in house?
  • Building a good model
    • Framing the problem – determining your target, base population, and explanatory fields
    • Preparing your data
    • The iterative process of model building
    • Generating actionable results
  • Pitfalls to be aware of
  • Case study examples
    • Non-donor prioritization
    • Annual Giving renewal
    • Major Gift prediction
    • Attachment scoring
    • Segmenting messaging

Whether you’re looking to get started, interested in ways to fine-tune your modeling, or seeking new applications, this session is for you!


Presenter: Douglas Cogswell, President/CEO, ADVIZOR Solutions, Inc.


Doug is the founder and current President & CEO of ADVIZOR Solutions, a Business Intelligence software company that is all about enabling people to better understand and analyze their data. This year ADVIZOR is celebrating its 10th year as the #1 provider of data discovery and analytics solutions in not-for-profit fundraising. ADVIZOR’s ever-growing list of fundraising clients includes higher education, healthcare, and other non-profits too.

With a degree in physics and engineering from Dartmouth, an MBA from Harvard, strategy consulting experience with both Bain and Booz Allen, and over 15 years in the BI sector, Doug has extensive data analytics and client strategy expertise. He is a thought leader in the world of data discovery and analysis. Doug has participated on the Boards of the Chicagoland Chamber of Commerce, the Information Technology Association of Illinois, and is a frequent speaker at national and regional conferences. When he’s not working, he enjoys hockey, skiing, running, backpacking, and pretty much anything outdoors.


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(F4) Why the Wealthy are Wealthy: Understanding the Composition of Wealth


Friday, April 28, 2017

2:10 PM – 3:25 PM


Why are the wealthy wealthy? The obvious answer – they have more money – does not reveal the importance of understanding the multiple factors that result of wealth attainment and creation. One important way to illuminate wealth is to study the composition of wealth for different levels of wealth-holding. We also need to study the composition of income that creates wealth. A good knowledge of the composition of wealth enables researchers to make informed estimates of a prospect’s wealth with only limited confirmed asset information. This session will analyze the patterns of wealth composition focusing on the top 10 percent wealth groups.


Presenter: David Sterling PhD, Director of Advancement Operations, Western New England University


David M. Sterling is the Director of Advancement Operations at Western New England University. Previously, he held development management positions at the University of South Florida, The George Washington University and Dartmouth College. He has presented at APRA, AASP, NEDRA, and AFP conferences. He graduated from the University of Maine and the University of Rochester.

 


Keynote: Billy Starr

Billy Starr is the Founder and Executive Director of the Pan-Mass Challenge (PMC), the most successful athletic fundraising event in the world.  Since 1980, the PMC, a 190-mile bike-a-thon, has contributed $414 million to cancer research. 

Before starting the PMC, Billy was a reporter for newspapers in Massachusetts and Colorado, worked in public relations, and was the squash coach at Babson College. He received his BA from the University of Denver in 1973, a Masters in Education from Northeastern University in 1978, an honorary Doctorate of Laws from Babson College in 1998, honorary degree from Bay Path College in 2008; and an honorary degree, Salem State University, 2014. An avid cyclist, skier, and racquet player, Starr has ridden in his own event for all 33 years. Billy lives with his wife, Meredith, and daughters, Hannah and Sophia. He consults on event programming throughout the country.

To learn more about the Pan-Mass Challenge, please visit www.pmc.org.

A1: Cultivating Major Donors

Brian Gonzales, Vice President of Sales for the Americas, Wealth-X

We are at the start of a 150-year wealth creation cycle in Asia and baby boomers are now executing the largest wealth transfer in history. Ultra High Net Worth (UHNW) philanthropy might be on the rise but how do we capture the hearts and minds of this new generation?

Join us as we share best practices in cultivating major donors and how to encourage this conversation between UHNW individuals who have given substantially and those who have not yet.

Brian Gonzales is Wealth-X’s Vice President of Sales for the Americas. Mr. Gonzales is a prominent thought leader in launching strategic growth initiatives for non-profits

in new international markets and is a frequent speaker on best practices and trends for fund-raising in the UHNW market. Mr. Gonzales has extensive experience in both the non-profit and financial service sectors. Mr. Gonzales also served as the associate director for Global Outreach at Perimeter Church in Atlanta, GA, where he provided strategic consulting to faith-based institutions and not-for-profits in some of the largest cities around the globe. Prior to that he served as the Manhattan director of Student Venture, a non-profit organization that offers counseling and mentoring services to inner city high school students. Among his other responsibilities, he raised funds for the organization and served as a national conference speaker.

A2: The When, Why, and How of Data-Driven Fundraising

Melissa Bank Stepno, Consulting Team Manager, Target Analytics

Fundraising analytics has become a mainstream practice. You know that there is value in data-driven fundraising, but the tough part is often determining when and how to apply to maximize your fundraising performance. Among others, two tried and true reasons for data-driven fundraising are (1) to help identify transitional giving prospects emerging from the annual fund that have the potential to become mid-to-high level donors and (2) to assess the performance of those who have already reached major donor status. In this session, we will review the findings of studies completed by Target Analytics and use the results to guide attendees toward determining some of the when, why and how questions you might want to apply to your database.

Melissa Bank Stepno is the Consulting Team Lead & Manager for Target Analytics, a division of Blackbaud, Inc., where she is responsible for managing a team of consultants and consulting services related to strategic implementation of data analytics projects. Prior to assuming her current role in 2014, she served as consultant at Target Analytics for nine years. Her areas of focus included the impact high net worth philanthropy on major giving programs and on helping organizations develop effective research and prospect management operations. Melissa has also worked for both Boston University and Boston Ballet and has served on the boards of NEDRA, AFP’s Northern New England Chapter and Brandeis University’s Alumni Association. She received her BA from Brandeis University and masters’ degrees in Arts Administration and Higher Education Administration from Boston University.

A3: Big Data, Massive Potential: Advancement Services in the Era of LinkedIn and Facebook

Brent Grinna, Founder and CEO, EverTrue

Over 60% of Major Donor prospects are on LinkedIn. Over 70% of your donor base is on Facebook. Yet these platforms continue to operate at the periphery of most fundraising operations. This presentation will teach you how to align social media efforts with existing fundraising objectives and will specifically focus on identifying middle-of-the-pyramid donors through social insights. We will focus heavily on quantifying the potential for return-on-investment. You will gain insights into the power of combining social data with traditional donor data and we will explore methods to improve gift officer efficiency and increase participation rates.

Brent Grinna is the Founder & CEO of EverTrue, a leading social donor management software platform. Brent was inspired to found EverTrue after serving as an alumni volunteer for his alma mater, Brown University. At Brown, he served as Captain of the Varsity Football Team and was a leader of the Senior Class Gift Campaign. Brent spent four years at William Blair & Company and Madison Dearborn Partners. Prior to founding EverTrue, Brent received his MBA with honors from Harvard Business School. EverTrue is backed by TechStars, Boston Seed and Bain Capital Ventures.

B1: Gift Planning: Prospects & Opportunities

Melody Twigg, Director of Gift Planning, Amherst College

This session will provide an overview of how to identify and prioritize gift planning prospects and how to work with gift officers to gather additional prospect information. We will also spend some time discussing different planned giving vehicles and how they meet the needs of various prospects while providing financial support to an institution.

Melody Twigg: With a background in tax law and a commitment to higher education, Melody Twigg enjoys the way planned giving balances technical expertise with personal connections. Melody is currently the Director of Gift Planning at Amherst College. Prior to this role Melody was the Director of Planned Giving at Washington College in Maryland. Her earlier career includes 10 years as a tax consultant with Ernst & Young and Deloitte.

B2: Herding Cats: The Art of Prospect Management

Ruthie Giles, Senior Researcher for Prospect Management, Mount Holyoke College and Sarah Ruberti, Research Manager, Mount Holyoke College

Faced with bloated prospect pools, data inconsistencies, and, new, post-campaign fundraising priorities, Mount Holyoke College embarked on the development and implementation of a prospect management system. This session will provide an overview of our efforts to define, document and embed a standardized system within our Leadership Gifts team that will enable them to identify and move the best prospects through the stages of cultivation in a thoughtful, timely, and most importantly, successful manner.

Ruthie Giles is the Senior Researcher for Prospect Management at Mount Holyoke College. She has worked in prospect research and management since 2000. Ruthie has created and successfully implemented prospect management systems at several organizations, tailoring each one and factoring in capabilities of the database for storing, tracking and reporting. She has worked with Millennium, The Raiser’s Edge, DonorPerfect Online, SalesForce, and Ellucian. Prior to working at Mount Holyoke College, she worked at Harold Grinspoon Foundation, The Loomis Chaffee School, and The Williston Northampton School.

Ruthie holds a BA from Smith College, and MBA from University of Massachusetts at Amherst – Isenberg School of Management, and a MS in Nonprofit Management and Philanthropy from Bay Path College. She is a graduate of the Leadership Institute for Political and Public Impact, through the Women’s Fund of Western Mass. She is Board President for the AIDS Foundation of Western Massachusetts and the Board Vice President for Women in Philanthropy of Western Mass. She has volunteered with the Women’s Fund of Western Massachusetts, SABIS International Charter School of Springfield, House Rabbit Connection, Dakin Pioneer Valley Humane Society, Hartford Food System, and the Brain Injury Alliance of Connecticut.

Sarah Ruberti is the Research Manager at Mount Holyoke College. She has worked in prospect research since 2007. Prior to joining the prospect research world, Sarah worked for small consulting companies doing a little bit of everything, though always seemingly involving some form of research.

She holds a B.S. in Environmental Science from Mary Washington College.

B3: Philanthropy and Wealth in the New Gilded Age

David Sterling, Director of Advancement Operations, Western New England University

The Gilded Age of the late 19th century were years of unprecedented technological innovation, mass immigration, intense political partisanship, and massive wealth accumulation. In the view of many then and now, it was a period of greed and guile: rapacious Robber Barons, unscrupulous speculators, corporate buccaneers, shady business practices, and vulgar displays of wealth. Great fortunes created which formed the foundation of modern philanthropy: Carnegie, Rockefeller, Mellon and many more. The first two decades of the 21st century seem to echo that 19th century period as a New Gilded Age: economic and political turmoil with a small number of people accumulating great wealth.

The increasing concentration of wealth and income in a small percent of the population presents challenges for fundraisers. The economic dislocations of the last few years seem to be forcing the middle-class to “abandon” the philanthropic arena. This session examines the impact of wealth and income on charitable and philanthropic giving. We will discuss the impact of this wealth concentration on individuals and families who are in the top 3 percent of the population for wealth or income but not in the highest tiers of the 1 percent class.

David M. Sterling is the Director of Advancement Operations at Western New England University. He served as Director of Research at the University of South Florida from 1996 to 2003. Previously, he held management positions in the development offices of The George Washington University and Dartmouth College. David has presented at NEDRA, APRA, APRA-Florida, AASP and AFP conferences and workshops. He has edited and written for APRA Connections. He is a former member of the Board of Directors of NEDRA. He was a founding member of APRA-Florida and served as the chapter’s second President. He graduated from the University of Maine and the University of Rochester.

C1: Why Don't We Just Ask Them: Surveys and Interview for Prospect Identification

Dan Lowman, Senior Vice President, Grenzebach Glier and Associates

A growing number of organizations are using survey techniques to identify prospects, focus inclination and interest areas, and create reasons for a prospect to accept a visit from a gift officer. This session will present four case studies on the use of surveys (online, phone, and in-person versions) to open doors and augment prospect research. The session will include a discussion on the utility/appropriateness of certain questions, and ideas for both launching a survey and for making use of the results.

Dan Lowman is Senior Vice President and Director of the GG+A Philanthropy Survey Lab. His work at GG+A over the last 15 years includes analytics, surveys, market research, forecasting, prospect management and other topics at more than 400 non-profit organizations.

C2: From Pipeline to Portfolio

Robyn Sablosky-Quiroga, Data Analyst & Prospect Management, University of Florida

The purpose of this session is to understand best practices in prospect management metrics from calculating the pipeline using data segmentation and data analytics to the realization of a gift.

Robyn Sablosky-Quiroga joined University of Florida in 2013 and currently works as a Data Analyst. Before her current title, she was a research strategist at University of Washington and University of Arizona. She holds a bachelor’s degree in English language from Northwestern University and a certificate in business intelligence from University of Washington.

C3: The Future of Prospect Research

Helen Brown, Owner, The Helen Brown Group

Description TBD

D1: How to Identify Planned Giving Prospects on Your Annual Giving List

Bill Tedesco, CEO & Managing Partner, DonorSearch

The good news: your donor list probably has some very strong planned giving prospects on it. The challenge: the factors that highlight donors likely to give major gifts aren't the same for planned giving prospects. How do you identify planned giving prospects? By understanding the different philanthropic and wealth markers that correlate with future planned giving.

Bill Tedesco is a well-known entrepreneur in the field of philanthropy with over fifteen years of experience at the helm of companies serving the fundraising profession. He has personally conducted original research to identify markers of philanthropy.

For the past seven years, Bill has served as founder, CEO, and Managing Partner of DonorSearch. DonorSearch is one of a small group of companies providing wealth screening, philanthropic review, and online prospect research tools exclusively to the nonprofit market.

D2: Researchers as Allies, or: How I Learned to Start Worrying and Love My Gift Officers

Elisabeth Parker, Senior Research and Prospect Management Analyst, Amherst College

As researchers and prospect management staff, it's sometimes easy to dismiss the information issues of front-line staff - portfolio management, proper coding, visit reports, etc. - as someone else's problem. This is especially true of the busiest shops, who more often than would be the highest beneficiaries of this information being as accurate as possible. This presentation will use a case study of projects undertaken by the Research and Prospect Management team at Amherst College to argue the importance of making time to process and pinpoint the needs of your fundraisers and their assistants, as a way of saving time in the increasingly busier future.

Elisabeth Parker has been a part of Amherst College's Advancement Research team since 2010, where she is currently working to formalize a prospect management program. She is a graduate of Smith College.

D3: 75 Minute MBA

Michael Wesley, Cornell University

This session will provide an introduction to the world of stocks, options and company valuation (both public and private) as it relates to development and development research.  Along the way, we will explore concepts such as present value, discounted cash flow, and ratio analysis, and we will cover the nuts and bolts of basic corporate finance.  Did you ever wonder how a company with no revenue can be worth millions of dollars? Or how to evaluate a prospect with stock options or patents?  Or what to do with a prospect who retired twelve years ago after a long career as a CEO? We will discuss issues like these with the goal of enhancing your confidence both when providing analysis and when interacting with frontline staff and senior management.  The math will be simple and the examples will be directly relevant to establishing the giving potential of prospects when information is limited. 

Michael Wesley has been a prospect research analyst at Cornell since the beginning of 2012.  He specializes in the assessment of individuals’ wealth, company valuation and the finance industry.  Prior to joining Cornell, he was a consultant for 14 years assisting client companies with mergers, acquisitions, and business development.  Approximately half of his engagements focused on the biopharmaceutical industry.  He also enjoyed teaching corporate finance, English Literature, and composition at area colleges and universities.  He holds an MBA with a concentration in corporate finance from the Simon Business School at the University of Rochester and a Master’s degree in English Literature from Binghamton University. 

E1: Panel: International Research

Moderator:

Helen Brown, Owner, The Helen Brown Group

Panelists:

Shauna Meegan, Senior Research Analyst, Harvard University

Emily O’Brien, Assistant Director of Research, MGH

Laura Parshall, Senior Research Analyst, MIT

Andrew S, Wesleyan University

Shauna E. Meegan is a senior research analyst with Harvard University’s Office of Alumni Affairs and Development. She joined Harvard University in November 2007 as a research analyst. She previously was an associate at Tapestry Networks, where she specialized in international corporate governance and financial reporting. Shauna began her career as a paralegal with Brown Rudnick. She received her undergraduate degree in history from the College of the Holy Cross in 2000 and a master’s degree in modern European history from Providence College in 2002. After commuting to Cambridge from Rhode Island for a number of years, she now lives in the MetroWest area with her husband, Jason and one-eyed cat, Lily.

Emily L. O’Brien is an Assistant Director of Prospect Research in the Development Office of Massachusetts General Hospital where she is a member of the office’s International Fundraising Team.  She graduated with a BA from Wellesley College in Medieval/Renaissance Studies and earned a DPhil (PhD) from the University of Oxford.  Ms. O’Brien serves as a trustee the Waring School and a director of the Salem Academy Charter School Foundation. 

Laura Parshall is a Senior Principal Gifts Researcher at MIT, focusing primarily on top international donors to the Institute. She has worked in the Resource Development department at MIT since 2006. She is also a member of the NEDRA Board of Directors, serving as editor of the NEDRA News Blog as well as chair of the Marketing Committee. She has a Master's degree in Journalism from Boston University, and a Bachelor's degree in International Affairs from George Washington University.

Andrew Stuerzel is a Development Officer at Wesleyan University (Middletown, CT).  In addition to managing a diverse portfolio of alumni and parent development prospects in New York, New Jersey, Los Angeles, San Diego, and Asia, he is responsible for developing and implementing Wesleyan’s international advancement strategy.  As a former Wesleyan assistant dean of admission, Andrew also serves as the University Relations Liaison to the Office of Admission, supporting the University’s student recruitment and yield efforts.  Andrew is a Wesleyan alumnus, Class of 2005, and worked at the Japan Society, Inc. in New York City and in Japan as a translator at a patent firm and an associate baseball scout for the San Diego Padres before returning to his alma mater in 2010.

E2: Optimize Prime: Management for Portfolio Reviews

Bond Lammey, Senior Associate, Bentz Whaley Flessner

What processes do you have in place to manage portfolios at your organization? Do you actively manage them, reviewing portfolio counts and development officer activities regularly? Do you assess the capacity, inclination, and engagement of currently assigned prospects and look for opportunities to assign and remove prospects proactively? Do you assess the fit of prospects that are assigned by development officer? In this session, we will discuss a variety of techniques and strategies involved in portfolio reviews, rebalances, and optimizations, with particular focus on the project management implications of regular portfolio reviews.

For small organizations or those who are new to prospect management, this may mean the steps involved in regular portfolio reviews with development officers. For larger organizations or those more mature in prospect management, this means dissecting portfolio optimization into smaller, more manageable steps and communicating the strategic benefit of this process to leadership.

Bond Lammey is a Senior Associate at Bentz Whaley Flessner specializing in Prospect Development. She was worked with higher education institutions, medical centers, and humanitarian and conservation organizations. Prior to joining BWF, Bond was the Director of Prospect Research at the University of Chicago. While Bond was at the University of Chicago, the prospect research team launched several ambitious initiatives, including a proactive prospect identification process and single-source rating system, which resulted in a 485% increase of major gift-rated prospects from one fiscal year to the next, and a cross-team collaborative facilities naming initiative.

Bond received her BA in Sociology and her Masters of Management in Nonprofit Administration, both from North Park University in Chicago, Illinois. She is on the board of APRA International and is a member of six APRA chapters. She has presented in the United States, Canada, and Asia at CASE, SunGard, ADRP, and APRA conferences, and was co-instructor for the Rice University Center for Philanthropy & Nonprofit Leadership “Fundamentals of Constituent Relationship Management” online course in 2014.

E3: Moving from a Large Shop to a Small Shop (Tentative)

Brooke Burke, Milton Academy

Session Description TBD

Brooke Burke bio

F1: Prospect Logistics: Fundraising in a New Economy

Ian T. Wells, President, Ian T. Wells & Associates

While the American middle class continues to adapt to the aftermath of the Great Recession, the financial elite are now enjoying a period of remarkable prosperity. The generosity of these elite prospects will be of increasing importance to the fortunes of nonprofit organizations in the years to come. If development offices wish to thrive, it will be vital for them to improve efforts to identify, cultivate, and manage relationships with top prospects. And research professionals will be essential to the success of these endeavors.

By adopting a comprehensive and logistical approach to the prospecting cycle, development researchers will help their organizations find and retain greater numbers of affluent donors. In this more competitive environment, prospect development will become less of a support service and more of an essential strategy. Indeed, research professionals will be empowered by having the ability and the responsibility to make their organizations more successful. In the era of Big Data, information will be an asset of unparalleled value.

Ian T. Wells is the President of Ian T. Wells & Associates, a consulting firm providing research and advisory services to non-profit organizations. He currently serves on NEDRA’s Board of Directors, where he is the Chairman of the Membership Committee.

Ian previously served as Director of Prospect Development at Boston College. There, he created a division devoted to Prospect Discovery, restructured the department to focus on campaign priorities, and incorporated data analytics into efforts to evaluate the university’s constituent base. Prior to joining BC, he was Associate Director of Development, Prospect Research at Massachusetts General Hospital. During his tenure at Mass General, he managed a team of researchers while providing research to several of the hospital’s priority areas. Ian was also a lead facilitator in efforts to create campaign development plans, and he spearheaded an initiative that more than doubled the organization's rate for identifying new prospects. He entered the Prospect Research industry as a Development Associate at Boston Children’s Hospital, where he was a recipient of the Children’s Hospital Trust Colleague Award for his commitment to serving others.

An alumnus of Boston College, Ian lives with his family on the North Shore of Massachusetts.

F2: 12 Predictive Modeling Pitfalls to Avoid

Caitlin Garrett, Senior Statistical Analyst, Rapid Insight Inc.

In this session, hear from a statistical analyst on the common pitfalls to avoid while planning, building, and implementing predictive models. As predictive analytics is gaining traction in the fundraising world, we’ll focus on what NOT to do based on our experience. This presentation will cover some basic ground rules using specific examples that have been picked up through building models with many different types of fundraising shops.

Caitlin Garrett, is a Senior Statistical Analyst at Rapid Insight Inc, a predictive analytics and data blending software company in New Hampshire. She doubled-majored in Statistics and English in college and now works on developing and supporting predictive models for Rapid Insight customers. She is also a source of both statistics and industry knowledge for the entire Rapid Insight team and a frequent contributor to the company blog.

F3: Panel: Careers in Prospect Development

Moderator:

Jill Meister, Director of Research and Prospect Management, University of New Hampshire

Panelists:

Brett Berger, Associate Director of Prospect Management, University of New Hampshire

Melissa Bank Stepno, Consulting Team Manager, Target Analytics

Ian T. Wells, President, Ian T. Wells & Associates

"Success" comes in many flavors and is as individual as a fingerprint. It may mean managing a large team, or having a flexible schedule; being your own boss, or carving out time to understand predictive modeling; seeing a donation come in from a prospect you identified, or finding an address for an elusive constituent. Whatever your aspirations, come benefit from the experiences and advice of a group of professionals whose wide-ranging career paths have taken them many places – perhaps including a place you want to go…. After a moderated discussion, there will be time for questions from the audience.

Jill Meister has more than 20 years of experience in development and fundraising, and has served in several key roles that contributed to the success of six multi-million dollar capital campaigns. She received her bachelor’s degree in management from Franklin Pierce College before receiving her MBA from the University of Massachusetts at Amherst. Jill is currently the Director of Prospect Research and Management at the University of New Hampshire. She started her career as a researcher at the University of Massachusetts Amherst, where she was the manager of Development Research Services. She then worked as the Associate Director of Prospect Development for Brown University. More recently, Jill was Director of Advancement Services and Research for the Williston Northampton School in Easthampton, Mass.

Jill has been a member of NEDRA and APRA for over 15 years, and is a former president of NEDRA.  She is currently a member of the APRA Board of Directors, and is serves as treasurer.  An active member of the Prospect Development community, Jill has presented at AFP, CASE, NEDRA, MARC, and APRA International events.

Brett Berger is the Associate Director of Prospect Management at the University of New Hampshire where he graduated from in 2007 with a dual degree in Marketing and Finance. Brett ensures appropriate and intentional steps are taken to increase the value of development officer's portfolios and that prospect relationships are managed in a thoughtful and strategic manner. He develops and implements policies and procedures for prospect pipeline monitoring and management. He is also responsible for the implementation of analytics including metrics, data mining, modeling, and the oversight of reporting strategies.

Melissa Bank Stepno is the Consulting Team Lead & Manager for Target Analytics, a division of Blackbaud, Inc., where she is responsible for managing a team of consultants and consulting services related to strategic implementation of data analytics projects. Prior to assuming her current role in 2014, she served as consultant at Target Analytics for nine years. Her areas of focus included the impact high net worth philanthropy on major giving programs and on helping organizations develop effective research and prospect management operations. Melissa has also worked for both Boston University and Boston Ballet and has served on the boards of NEDRA, AFP’s Northern New England Chapter and Brandeis University’s Alumni Association. She received her BA from Brandeis University and masters’ degrees in Arts Administration and Higher Education Administration from Boston University.

Ian T. Wells is the President of Ian T. Wells & Associates, a consulting firm providing research and advisory services to non-profit organizations. He currently serves on NEDRA’s Board of Directors, where he is the Chairman of the Membership Committee.

Ian previously served as Director of Prospect Development at Boston College. There, he created a division devoted to Prospect Discovery, restructured the department to focus on campaign priorities, and incorporated data analytics into efforts to evaluate the university’s constituent base. Prior to joining BC, he was Associate Director of Development, Prospect Research at Massachusetts General Hospital. During his tenure at Mass General, he managed a team of researchers while providing research to several of the hospital’s priority areas. Ian was also a lead facilitator in efforts to create campaign development plans, and he spearheaded an initiative that more than doubled the organization's rate for identifying new prospects. He entered the Prospect Research industry as a Development Associate at Boston Children’s Hospital, where he was a recipient of the Children’s Hospital Trust Colleague Award for his commitment to serving others.

An alumnus of Boston College, Ian lives with his family on the North Shore of Massachusetts.

Keynote: Billy Starr

Billy Starr is the Founder and Executive Director of the Pan-Mass Challenge (PMC), the most successful athletic fundraising event in the world.  Since 1980, the PMC, a 190-mile bike-a-thon, has contributed $414 million to cancer research. 

Before starting the PMC, Billy was a reporter for newspapers in Massachusetts and Colorado, worked in public relations, and was the squash coach at Babson College. He received his BA from the University of Denver in 1973, a Masters in Education from Northeastern University in 1978, an honorary Doctorate of Laws from Babson College in 1998, honorary degree from Bay Path College in 2008; and an honorary degree, Salem State University, 2014. An avid cyclist, skier, and racquet player, Starr has ridden in his own event for all 33 years. Billy lives with his wife, Meredith, and daughters, Hannah and Sophia. He consults on event programming throughout the country.

To learn more about the Pan-Mass Challenge, please visit www.pmc.org.

A1: Cultivating Major Donors

Brian Gonzales, Vice President of Sales for the Americas, Wealth-X

We are at the start of a 150-year wealth creation cycle in Asia and baby boomers are now executing the largest wealth transfer in history. Ultra High Net Worth (UHNW) philanthropy might be on the rise but how do we capture the hearts and minds of this new generation?

Join us as we share best practices in cultivating major donors and how to encourage this conversation between UHNW individuals who have given substantially and those who have not yet.

Brian Gonzales is Wealth-X’s Vice President of Sales for the Americas. Mr. Gonzales is a prominent thought leader in launching strategic growth initiatives for non-profits

in new international markets and is a frequent speaker on best practices and trends for fund-raising in the UHNW market. Mr. Gonzales has extensive experience in both the non-profit and financial service sectors. Mr. Gonzales also served as the associate director for Global Outreach at Perimeter Church in Atlanta, GA, where he provided strategic consulting to faith-based institutions and not-for-profits in some of the largest cities around the globe. Prior to that he served as the Manhattan director of Student Venture, a non-profit organization that offers counseling and mentoring services to inner city high school students. Among his other responsibilities, he raised funds for the organization and served as a national conference speaker.

A2: The When, Why, and How of Data-Driven Fundraising

Melissa Bank Stepno, Consulting Team Manager, Target Analytics

Fundraising analytics has become a mainstream practice. You know that there is value in data-driven fundraising, but the tough part is often determining when and how to apply to maximize your fundraising performance. Among others, two tried and true reasons for data-driven fundraising are (1) to help identify transitional giving prospects emerging from the annual fund that have the potential to become mid-to-high level donors and (2) to assess the performance of those who have already reached major donor status. In this session, we will review the findings of studies completed by Target Analytics and use the results to guide attendees toward determining some of the when, why and how questions you might want to apply to your database.

Melissa Bank Stepno is the Consulting Team Lead & Manager for Target Analytics, a division of Blackbaud, Inc., where she is responsible for managing a team of consultants and consulting services related to strategic implementation of data analytics projects. Prior to assuming her current role in 2014, she served as consultant at Target Analytics for nine years. Her areas of focus included the impact high net worth philanthropy on major giving programs and on helping organizations develop effective research and prospect management operations. Melissa has also worked for both Boston University and Boston Ballet and has served on the boards of NEDRA, AFP’s Northern New England Chapter and Brandeis University’s Alumni Association. She received her BA from Brandeis University and masters’ degrees in Arts Administration and Higher Education Administration from Boston University.

A3: Big Data, Massive Potential: Advancement Services in the Era of LinkedIn and Facebook

Brent Grinna, Founder and CEO, EverTrue

Over 60% of Major Donor prospects are on LinkedIn. Over 70% of your donor base is on Facebook. Yet these platforms continue to operate at the periphery of most fundraising operations. This presentation will teach you how to align social media efforts with existing fundraising objectives and will specifically focus on identifying middle-of-the-pyramid donors through social insights. We will focus heavily on quantifying the potential for return-on-investment. You will gain insights into the power of combining social data with traditional donor data and we will explore methods to improve gift officer efficiency and increase participation rates.

Brent Grinna is the Founder & CEO of EverTrue, a leading social donor management software platform. Brent was inspired to found EverTrue after serving as an alumni volunteer for his alma mater, Brown University. At Brown, he served as Captain of the Varsity Football Team and was a leader of the Senior Class Gift Campaign. Brent spent four years at William Blair & Company and Madison Dearborn Partners. Prior to founding EverTrue, Brent received his MBA with honors from Harvard Business School. EverTrue is backed by TechStars, Boston Seed and Bain Capital Ventures.

B1: Gift Planning: Prospects & Opportunities

Melody Twigg, Director of Gift Planning, Amherst College

This session will provide an overview of how to identify and prioritize gift planning prospects and how to work with gift officers to gather additional prospect information. We will also spend some time discussing different planned giving vehicles and how they meet the needs of various prospects while providing financial support to an institution.

Melody Twigg: With a background in tax law and a commitment to higher education, Melody Twigg enjoys the way planned giving balances technical expertise with personal connections. Melody is currently the Director of Gift Planning at Amherst College. Prior to this role Melody was the Director of Planned Giving at Washington College in Maryland. Her earlier career includes 10 years as a tax consultant with Ernst & Young and Deloitte.

B2: Herding Cats: The Art of Prospect Management

Ruthie Giles, Senior Researcher for Prospect Management, Mount Holyoke College and Sarah Ruberti, Research Manager, Mount Holyoke College

Faced with bloated prospect pools, data inconsistencies, and, new, post-campaign fundraising priorities, Mount Holyoke College embarked on the development and implementation of a prospect management system. This session will provide an overview of our efforts to define, document and embed a standardized system within our Leadership Gifts team that will enable them to identify and move the best prospects through the stages of cultivation in a thoughtful, timely, and most importantly, successful manner.

Ruthie Giles is the Senior Researcher for Prospect Management at Mount Holyoke College. She has worked in prospect research and management since 2000. Ruthie has created and successfully implemented prospect management systems at several organizations, tailoring each one and factoring in capabilities of the database for storing, tracking and reporting. She has worked with Millennium, The Raiser’s Edge, DonorPerfect Online, SalesForce, and Ellucian. Prior to working at Mount Holyoke College, she worked at Harold Grinspoon Foundation, The Loomis Chaffee School, and The Williston Northampton School.

Ruthie holds a BA from Smith College, and MBA from University of Massachusetts at Amherst – Isenberg School of Management, and a MS in Nonprofit Management and Philanthropy from Bay Path College. She is a graduate of the Leadership Institute for Political and Public Impact, through the Women’s Fund of Western Mass. She is Board President for the AIDS Foundation of Western Massachusetts and the Board Vice President for Women in Philanthropy of Western Mass. She has volunteered with the Women’s Fund of Western Massachusetts, SABIS International Charter School of Springfield, House Rabbit Connection, Dakin Pioneer Valley Humane Society, Hartford Food System, and the Brain Injury Alliance of Connecticut.

Sarah Ruberti is the Research Manager at Mount Holyoke College. She has worked in prospect research since 2007. Prior to joining the prospect research world, Sarah worked for small consulting companies doing a little bit of everything, though always seemingly involving some form of research.

She holds a B.S. in Environmental Science from Mary Washington College.

B3: Philanthropy and Wealth in the New Gilded Age

David Sterling, Director of Advancement Operations, Western New England University

The Gilded Age of the late 19th century were years of unprecedented technological innovation, mass immigration, intense political partisanship, and massive wealth accumulation. In the view of many then and now, it was a period of greed and guile: rapacious Robber Barons, unscrupulous speculators, corporate buccaneers, shady business practices, and vulgar displays of wealth. Great fortunes created which formed the foundation of modern philanthropy: Carnegie, Rockefeller, Mellon and many more. The first two decades of the 21st century seem to echo that 19th century period as a New Gilded Age: economic and political turmoil with a small number of people accumulating great wealth.

The increasing concentration of wealth and income in a small percent of the population presents challenges for fundraisers. The economic dislocations of the last few years seem to be forcing the middle-class to “abandon” the philanthropic arena. This session examines the impact of wealth and income on charitable and philanthropic giving. We will discuss the impact of this wealth concentration on individuals and families who are in the top 3 percent of the population for wealth or income but not in the highest tiers of the 1 percent class.

David M. Sterling is the Director of Advancement Operations at Western New England University. He served as Director of Research at the University of South Florida from 1996 to 2003. Previously, he held management positions in the development offices of The George Washington University and Dartmouth College. David has presented at NEDRA, APRA, APRA-Florida, AASP and AFP conferences and workshops. He has edited and written for APRA Connections. He is a former member of the Board of Directors of NEDRA. He was a founding member of APRA-Florida and served as the chapter’s second President. He graduated from the University of Maine and the University of Rochester.

C1: Why Don't We Just Ask Them: Surveys and Interview for Prospect Identification

Dan Lowman, Senior Vice President, Grenzebach Glier and Associates

A growing number of organizations are using survey techniques to identify prospects, focus inclination and interest areas, and create reasons for a prospect to accept a visit from a gift officer. This session will present four case studies on the use of surveys (online, phone, and in-person versions) to open doors and augment prospect research. The session will include a discussion on the utility/appropriateness of certain questions, and ideas for both launching a survey and for making use of the results.

Dan Lowman is Senior Vice President and Director of the GG+A Philanthropy Survey Lab. His work at GG+A over the last 15 years includes analytics, surveys, market research, forecasting, prospect management and other topics at more than 400 non-profit organizations.

C2: From Pipeline to Portfolio

Robyn Sablosky-Quiroga, Data Analyst & Prospect Management, University of Florida

The purpose of this session is to understand best practices in prospect management metrics from calculating the pipeline using data segmentation and data analytics to the realization of a gift.

Robyn Sablosky-Quiroga joined University of Florida in 2013 and currently works as a Data Analyst. Before her current title, she was a research strategist at University of Washington and University of Arizona. She holds a bachelor’s degree in English language from Northwestern University and a certificate in business intelligence from University of Washington.

C3: The Future of Prospect Research

Helen Brown, Owner, The Helen Brown Group

Description TBD

D1: How to Identify Planned Giving Prospects on Your Annual Giving List

Bill Tedesco, CEO & Managing Partner, DonorSearch

The good news: your donor list probably has some very strong planned giving prospects on it. The challenge: the factors that highlight donors likely to give major gifts aren't the same for planned giving prospects. How do you identify planned giving prospects? By understanding the different philanthropic and wealth markers that correlate with future planned giving.

Bill Tedesco is a well-known entrepreneur in the field of philanthropy with over fifteen years of experience at the helm of companies serving the fundraising profession. He has personally conducted original research to identify markers of philanthropy.

For the past seven years, Bill has served as founder, CEO, and Managing Partner of DonorSearch. DonorSearch is one of a small group of companies providing wealth screening, philanthropic review, and online prospect research tools exclusively to the nonprofit market.

D2: Researchers as Allies, or: How I Learned to Start Worrying and Love My Gift Officers

Elisabeth Parker, Senior Research and Prospect Management Analyst, Amherst College

As researchers and prospect management staff, it's sometimes easy to dismiss the information issues of front-line staff - portfolio management, proper coding, visit reports, etc. - as someone else's problem. This is especially true of the busiest shops, who more often than would be the highest beneficiaries of this information being as accurate as possible. This presentation will use a case study of projects undertaken by the Research and Prospect Management team at Amherst College to argue the importance of making time to process and pinpoint the needs of your fundraisers and their assistants, as a way of saving time in the increasingly busier future.

Elisabeth Parker has been a part of Amherst College's Advancement Research team since 2010, where she is currently working to formalize a prospect management program. She is a graduate of Smith College.

D3: 75 Minute MBA

Michael Wesley, Cornell University

This session will provide an introduction to the world of stocks, options and company valuation (both public and private) as it relates to development and development research.  Along the way, we will explore concepts such as present value, discounted cash flow, and ratio analysis, and we will cover the nuts and bolts of basic corporate finance.  Did you ever wonder how a company with no revenue can be worth millions of dollars? Or how to evaluate a prospect with stock options or patents?  Or what to do with a prospect who retired twelve years ago after a long career as a CEO? We will discuss issues like these with the goal of enhancing your confidence both when providing analysis and when interacting with frontline staff and senior management.  The math will be simple and the examples will be directly relevant to establishing the giving potential of prospects when information is limited. 

Michael Wesley has been a prospect research analyst at Cornell since the beginning of 2012.  He specializes in the assessment of individuals’ wealth, company valuation and the finance industry.  Prior to joining Cornell, he was a consultant for 14 years assisting client companies with mergers, acquisitions, and business development.  Approximately half of his engagements focused on the biopharmaceutical industry.  He also enjoyed teaching corporate finance, English Literature, and composition at area colleges and universities.  He holds an MBA with a concentration in corporate finance from the Simon Business School at the University of Rochester and a Master’s degree in English Literature from Binghamton University. 

E1: Panel: International Research

Moderator:

Helen Brown, Owner, The Helen Brown Group

Panelists:

Shauna Meegan, Senior Research Analyst, Harvard University

Emily O’Brien, Assistant Director of Research, MGH

Laura Parshall, Senior Research Analyst, MIT

Andrew S, Wesleyan University

Shauna E. Meegan is a senior research analyst with Harvard University’s Office of Alumni Affairs and Development. She joined Harvard University in November 2007 as a research analyst. She previously was an associate at Tapestry Networks, where she specialized in international corporate governance and financial reporting. Shauna began her career as a paralegal with Brown Rudnick. She received her undergraduate degree in history from the College of the Holy Cross in 2000 and a master’s degree in modern European history from Providence College in 2002. After commuting to Cambridge from Rhode Island for a number of years, she now lives in the MetroWest area with her husband, Jason and one-eyed cat, Lily.

Emily L. O’Brien is an Assistant Director of Prospect Research in the Development Office of Massachusetts General Hospital where she is a member of the office’s International Fundraising Team.  She graduated with a BA from Wellesley College in Medieval/Renaissance Studies and earned a DPhil (PhD) from the University of Oxford.  Ms. O’Brien serves as a trustee the Waring School and a director of the Salem Academy Charter School Foundation. 

Laura Parshall is a Senior Principal Gifts Researcher at MIT, focusing primarily on top international donors to the Institute. She has worked in the Resource Development department at MIT since 2006. She is also a member of the NEDRA Board of Directors, serving as editor of the NEDRA News Blog as well as chair of the Marketing Committee. She has a Master's degree in Journalism from Boston University, and a Bachelor's degree in International Affairs from George Washington University.

Andrew Stuerzel is a Development Officer at Wesleyan University (Middletown, CT).  In addition to managing a diverse portfolio of alumni and parent development prospects in New York, New Jersey, Los Angeles, San Diego, and Asia, he is responsible for developing and implementing Wesleyan’s international advancement strategy.  As a former Wesleyan assistant dean of admission, Andrew also serves as the University Relations Liaison to the Office of Admission, supporting the University’s student recruitment and yield efforts.  Andrew is a Wesleyan alumnus, Class of 2005, and worked at the Japan Society, Inc. in New York City and in Japan as a translator at a patent firm and an associate baseball scout for the San Diego Padres before returning to his alma mater in 2010.

E2: Optimize Prime: Management for Portfolio Reviews

Bond Lammey, Senior Associate, Bentz Whaley Flessner

What processes do you have in place to manage portfolios at your organization? Do you actively manage them, reviewing portfolio counts and development officer activities regularly? Do you assess the capacity, inclination, and engagement of currently assigned prospects and look for opportunities to assign and remove prospects proactively? Do you assess the fit of prospects that are assigned by development officer? In this session, we will discuss a variety of techniques and strategies involved in portfolio reviews, rebalances, and optimizations, with particular focus on the project management implications of regular portfolio reviews.

For small organizations or those who are new to prospect management, this may mean the steps involved in regular portfolio reviews with development officers. For larger organizations or those more mature in prospect management, this means dissecting portfolio optimization into smaller, more manageable steps and communicating the strategic benefit of this process to leadership.

Bond Lammey is a Senior Associate at Bentz Whaley Flessner specializing in Prospect Development. She was worked with higher education institutions, medical centers, and humanitarian and conservation organizations. Prior to joining BWF, Bond was the Director of Prospect Research at the University of Chicago. While Bond was at the University of Chicago, the prospect research team launched several ambitious initiatives, including a proactive prospect identification process and single-source rating system, which resulted in a 485% increase of major gift-rated prospects from one fiscal year to the next, and a cross-team collaborative facilities naming initiative.

Bond received her BA in Sociology and her Masters of Management in Nonprofit Administration, both from North Park University in Chicago, Illinois. She is on the board of APRA International and is a member of six APRA chapters. She has presented in the United States, Canada, and Asia at CASE, SunGard, ADRP, and APRA conferences, and was co-instructor for the Rice University Center for Philanthropy & Nonprofit Leadership “Fundamentals of Constituent Relationship Management” online course in 2014.

E3: Moving from a Large Shop to a Small Shop (Tentative)

Brooke Burke, Milton Academy

Session Description TBD

Brooke Burke bio

F1: Prospect Logistics: Fundraising in a New Economy

Ian T. Wells, President, Ian T. Wells & Associates

While the American middle class continues to adapt to the aftermath of the Great Recession, the financial elite are now enjoying a period of remarkable prosperity. The generosity of these elite prospects will be of increasing importance to the fortunes of nonprofit organizations in the years to come. If development offices wish to thrive, it will be vital for them to improve efforts to identify, cultivate, and manage relationships with top prospects. And research professionals will be essential to the success of these endeavors.

By adopting a comprehensive and logistical approach to the prospecting cycle, development researchers will help their organizations find and retain greater numbers of affluent donors. In this more competitive environment, prospect development will become less of a support service and more of an essential strategy. Indeed, research professionals will be empowered by having the ability and the responsibility to make their organizations more successful. In the era of Big Data, information will be an asset of unparalleled value.

Ian T. Wells is the President of Ian T. Wells & Associates, a consulting firm providing research and advisory services to non-profit organizations. He currently serves on NEDRA’s Board of Directors, where he is the Chairman of the Membership Committee.

Ian previously served as Director of Prospect Development at Boston College. There, he created a division devoted to Prospect Discovery, restructured the department to focus on campaign priorities, and incorporated data analytics into efforts to evaluate the university’s constituent base. Prior to joining BC, he was Associate Director of Development, Prospect Research at Massachusetts General Hospital. During his tenure at Mass General, he managed a team of researchers while providing research to several of the hospital’s priority areas. Ian was also a lead facilitator in efforts to create campaign development plans, and he spearheaded an initiative that more than doubled the organization's rate for identifying new prospects. He entered the Prospect Research industry as a Development Associate at Boston Children’s Hospital, where he was a recipient of the Children’s Hospital Trust Colleague Award for his commitment to serving others.

An alumnus of Boston College, Ian lives with his family on the North Shore of Massachusetts.

F2: 12 Predictive Modeling Pitfalls to Avoid

Caitlin Garrett, Senior Statistical Analyst, Rapid Insight Inc.

In this session, hear from a statistical analyst on the common pitfalls to avoid while planning, building, and implementing predictive models. As predictive analytics is gaining traction in the fundraising world, we’ll focus on what NOT to do based on our experience. This presentation will cover some basic ground rules using specific examples that have been picked up through building models with many different types of fundraising shops.

Caitlin Garrett, is a Senior Statistical Analyst at Rapid Insight Inc, a predictive analytics and data blending software company in New Hampshire. She doubled-majored in Statistics and English in college and now works on developing and supporting predictive models for Rapid Insight customers. She is also a source of both statistics and industry knowledge for the entire Rapid Insight team and a frequent contributor to the company blog.

F3: Panel: Careers in Prospect Development

Moderator:

Jill Meister, Director of Research and Prospect Management, University of New Hampshire

Panelists:

Brett Berger, Associate Director of Prospect Management, University of New Hampshire

Melissa Bank Stepno, Consulting Team Manager, Target Analytics

Ian T. Wells, President, Ian T. Wells & Associates

"Success" comes in many flavors and is as individual as a fingerprint. It may mean managing a large team, or having a flexible schedule; being your own boss, or carving out time to understand predictive modeling; seeing a donation come in from a prospect you identified, or finding an address for an elusive constituent. Whatever your aspirations, come benefit from the experiences and advice of a group of professionals whose wide-ranging career paths have taken them many places – perhaps including a place you want to go…. After a moderated discussion, there will be time for questions from the audience.

Jill Meister has more than 20 years of experience in development and fundraising, and has served in several key roles that contributed to the success of six multi-million dollar capital campaigns. She received her bachelor’s degree in management from Franklin Pierce College before receiving her MBA from the University of Massachusetts at Amherst. Jill is currently the Director of Prospect Research and Management at the University of New Hampshire. She started her career as a researcher at the University of Massachusetts Amherst, where she was the manager of Development Research Services. She then worked as the Associate Director of Prospect Development for Brown University. More recently, Jill was Director of Advancement Services and Research for the Williston Northampton School in Easthampton, Mass.

Jill has been a member of NEDRA and APRA for over 15 years, and is a former president of NEDRA.  She is currently a member of the APRA Board of Directors, and is serves as treasurer.  An active member of the Prospect Development community, Jill has presented at AFP, CASE, NEDRA, MARC, and APRA International events.

Brett Berger is the Associate Director of Prospect Management at the University of New Hampshire where he graduated from in 2007 with a dual degree in Marketing and Finance. Brett ensures appropriate and intentional steps are taken to increase the value of development officer's portfolios and that prospect relationships are managed in a thoughtful and strategic manner. He develops and implements policies and procedures for prospect pipeline monitoring and management. He is also responsible for the implementation of analytics including metrics, data mining, modeling, and the oversight of reporting strategies.

Melissa Bank Stepno is the Consulting Team Lead & Manager for Target Analytics, a division of Blackbaud, Inc., where she is responsible for managing a team of consultants and consulting services related to strategic implementation of data analytics projects. Prior to assuming her current role in 2014, she served as consultant at Target Analytics for nine years. Her areas of focus included the impact high net worth philanthropy on major giving programs and on helping organizations develop effective research and prospect management operations. Melissa has also worked for both Boston University and Boston Ballet and has served on the boards of NEDRA, AFP’s Northern New England Chapter and Brandeis University’s Alumni Association. She received her BA from Brandeis University and masters’ degrees in Arts Administration and Higher Education Administration from Boston University.

Ian T. Wells is the President of Ian T. Wells & Associates, a consulting firm providing research and advisory services to non-profit organizations. He currently serves on NEDRA’s Board of Directors, where he is the Chairman of the Membership Committee.

Ian previously served as Director of Prospect Development at Boston College. There, he created a division devoted to Prospect Discovery, restructured the department to focus on campaign priorities, and incorporated data analytics into efforts to evaluate the university’s constituent base. Prior to joining BC, he was Associate Director of Development, Prospect Research at Massachusetts General Hospital. During his tenure at Mass General, he managed a team of researchers while providing research to several of the hospital’s priority areas. Ian was also a lead facilitator in efforts to create campaign development plans, and he spearheaded an initiative that more than doubled the organization's rate for identifying new prospects. He entered the Prospect Research industry as a Development Associate at Boston Children’s Hospital, where he was a recipient of the Children’s Hospital Trust Colleague Award for his commitment to serving others.

An alumnus of Boston College, Ian lives with his family on the North Shore of Massachusetts.

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