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2017 Conference Keynote Speaker



 

Julissa Arce





NOTE: Arrangements for the appearance of Julissa Arce made through Greater Talent Network, Inc., New York, NY.


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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