Prospect Management Think Tank
Thursday, September 19, 2019
2:00 P.M. - 3:30 P.M.
Combined Jewish Philanthropies
Kraft Family Building, room 205
126 High Street
Boston, MA 02110
Please note that all participants must be registered by September 16; no walk-in registrations will be available for this event. A government issued ID will be required to enter the building.
Emily Donohue, Director of Prospect Development at Simmons University
Free for Members
If you are on Surface Road, pass High Street, and take a right into the 125 High Street Garage (just before the fire station). Exit through the High Street elevators and go out the front door; CJP is directly across from 125 High Street.
If you are on High Street, take a left onto Pearl Street. Take an immediate right into 225 Franklin Street Garage.
If you are on High Street, take a left onto Pearl Street, continue through to the next light (intersection of Pearl and Franklin Streets), after the light take an immediate left into the first driveway for the Post Office Square Garage.
If you are on High Street, pass CJP on your left. At the next light, take a left onto Oliver Street and then left again onto Franklin Street. At the next light (intersection of Pearl and Franklin Streets), take a right and then an immediate left into the first driveway for the Post Office Square Garage.
Prospecting on a Budget: Identifying your Pipeline through Public Data
Wednesday, September 25, 2019
2:00 PM - 3:00 PM EST
Please note that the link to access the webinar will be sent to registrants in advance of the program.
Feeding qualified individuals into an organization’s pipeline is a key component to prospect research. And while wealth screens through various vendors help to accomplish this task, the price of such services make them a luxury that many organizations are unable to afford. In an effort to mitigate this divide, this webinar will introduce prospecting methods through the use of open data that any organization can take advantage of to help identify the best prospects within their database.
Through the use of open database sources (particularly those that provide data for the New England area), attendees will learn how to use free public data sets to identify wealth and affinity within their organization. At the end of the presentation, attendees will know where to search for open data and how to match their organization’s constituents to individuals of interests in public data sets using Excel. This data can be used to pinpoint the most promising looking prospects, possibly as a smaller subset of data to be sent for a full wealth screening.
Target audience: Anyone who has more records in their database than they can send to a wealth screening, or people new to data analytics looking for free sources of data. No programming skills necessary, but a basic familiarity with Excel and the concepts of formulas is highly recommended.
Steve Grimes is is Director of Development Analytics and Strategy at Jazz at Lincoln Center. He oversees all reporting and analysis needs for senior leadership to help drive decision making around fundraising activities. This role is coupled with ensuring new systems and business practices are implemented on par with leading industry standards to enable JALC’s fundraising goals to be efficiently and effectively me. Previously, he was the Prospect Research Analyst at the ACLU working with the Principal Gifts team in the national office. Steve began his development career in 2006 as a prospect researcher at St. John’s University. He received a Bachelor’s degree in psychology from SUNY at Old Westbury, a Master’s degree in sociology from St. John’s University, another Master’s degree in media studies from CUNY at Brooklyn College, and completed doctoral courses at Rutgers University before deciding to focus solely on his development career.
Engaging Millennials to Raise Big Money
Thursday, September 26, 2019
2:30 PM- 4:00 PM
Dana-Farber Cancer Institute
10 Brookline Place
Brookline, MA 02445
Currently, over $31 trillion in wealth transfer has already begun in high-net worth families across the country. With the next generation poised to inherit this wealth, building strong relationships with millennial donors is key to a robust fundraising strategy. Join Alyssa Wright, a thought leader in intergenerational philanthropy, in learning how to engage millennial donors in giving strategies. In this interactive and informative session, attendees will learn how to go beyond traditional fundraising strategies to engage, retain, and inspire millennial donors. Plus, learn how to leverage the enthusiasm and passion of millennials to inspire current donors and upgrade gifts!
Alyssa Wright is CEO/Consultant of Wright Consulting. She is an award-winning artist, strategic philanthropic advisor, and creative social impact strategist. Throughout her career, Alyssa has collaborated with dozens of nonprofit organizations, companies, and philanthropists who desire innovative and collaborative ways to create impact in their respective fields. With over a decade of experience in international philanthropy and human rights activism in Eastern Europe, Africa, and the United States, Alyssa started Wright Consulting Group to deepen her work in facilitating social change. A regular contributor to Forbes, Global Giving, Feminist Wednesday and Levo League, Alyssa is a powerful Millennial voice in the social change movement.
Parking is available in the building, located off of Pearl Street. If you have problems finding a spot in the parking lot, please ask the attendant at the parking lot entrance for assistance. They will either direct you to a special parking location or will valet your car for you.
Inclination & Capacity Estimation
Tuesday, October 1, 2019
10:00 AM- 11:30 AM
The Jackson Laboratory
10 Discovery Drive
Farmington, CT 06032
The Jackson Laboratory (JAX) Advancement Services’ Research department has been testing and revising a worksheet to use in calculating a donor's major giving capacity, inclination and average annual gift. The impetus for this was a frustration with the overly simplistic, one-dimensional ratings that are more commonly used. The JAX capacity ratings process is different because it aims to view constituents in several dimensions. It is a work in progress that is always evolving and is the result of the efforts of the research team.
This calculation is based on a variety of inputs and national averages from the cost of education to average giving likelihood based on past performance over time and across similar organizations. JAX recently started to calculate the impact of family foundations/giving vehicles on inclination and capacity as well. The effort has been very positively received by the Frontline team who have also offered many excellent suggestions as the work has evolved. In this session, we will discuss this calculation as well as some of its challenges and successes
Thea Michailides is Director of Prospect Research & Market Analysis for The Jackson Laboratory, an international non-profit focused on cutting-edge genomic and bio-medical research. She has worked in research and analysis for over ten years. Starting in D.C. where she was recruited to build and lead the Strategic Research Department for an International Building Trades Union. There she also helped build worker coalitions and served as panelist and lecturer at many conferences and conversations. Thea’s work focuses on analysis of corporate finances and in coalition building, taking special interest in initiatives to improve working conditions for women, minorities, and immigrant workers particularly those undocumented. Prior to her current position she worked as a Senior Research Consultant for a boutique research firm where she was able to work with a variety of clients from small private schools to colleges; as well as environmental conservation, the arts, and human rights organizations.
Research Basics Bootcamp
Friday, October 4, 2019
9:00 AM - 9:30 AM Registration and Breakfast
9:30 AM - 4:00 PM Program
Sheraton Portsmouth Harborside Hotel
250 Market Street
Portsmouth, NH 03801
This Bootcamp program will be repeated in the Boston area at a later date in the winter/spring.
Research Basics Bootcamp is a full day of instruction in the essentials of prospect research. This training is a must for those new to research or those who have had research added to their roles. No experience in the field is necessary to begin learning how to apply professional research methodologies.This full day of learning will cover such subjects as:
Lisa Foster is the Director of Prospect Development at Phillips Academy in Andover, Massachusetts. Lisa has served as the Treasurer of the Board of Directors of NEDRA and was the Conference Co-Chair for two NEDRA conferences. Lisa recently stepped down as a Director of the Haverhill Foundation for Excellence in Education after serving as a director for over twenty years.
NEDRA Member: $199
Non-Member (New Member): $298
*Note: Non-member registration includes a full year of NEDRA membership.
9:00 AM Registration & Breakfast
9:30 AM Program begins
4:00 PM Program concludes
Morning refreshments, lunch, and afternoon snacks will be served.
PARKING:Sheraton Portsmouth Parking
Self-Parking ($19.00 per day) or Valet-Parking ($24.00 per day) are available.
Finding Connections (Relationship Mapping)
Wednesday, October 23, 2019
2:00 PM- 3:30 PM
At the end of the day, it often boils down to having the right person reach out on behalf of your organization. As potential major gift donors are being targeted by an increasing number of charities, it becomes more and more difficult to get on a new prospect’s radar: mailed appeals are often unread and cold calls from major gift officers are usually unsuccessful. As a result, it is vitally important for today’s non-profits to utilize the connections of their boards and inner circles, leveraging these people to make critical introductions to new prospects.
In this session, Dave Owens from Boston Children’s Hospital and Elana Pierkowski from Dana-Farber Cancer Institute will discuss what constitutes a quality connection, resources for finding connections, and specific projects created by each of their organizations to identify and track relationships.
Target audience: Researchers of any level of experience, shops of all sizes
Dave Owens is a Senior Prospect Researcher at the Boston Children’s Hospital Trust, where he also began his development career as a Prospect Researcher in 2001. Prior to his tenure at Boston Children’s Hospital, he worked in clinical administration at Beth Israel Deaconess Medical Center in the departments of Pulmonary Care and Oncology. He received his M.A. degree in Political Science from Northeastern University, a B.A. degree in Philosophy and Public Policy from UMass/Boston, as well as an A.A. degree in Mathematics/Science from Cape Cod Community College. Dave is a past member of the NEDRA 2018 Conference Committee, and previously served on NEDRA’s Programming Committee from 2014 to 2017.
Elana Pierkowski is an Assistant Director, Prospect Research at Dana-Farber Cancer Institute. Prior to joining DFCI in 2015, she was a Development Services and Prospect Manager at the Girl Scouts of Eastern Massachusetts and a Director of Advancement Operations at Wentworth Institute of Technology. Previously, she worked at MIT Sloan. Before her career in non-profits, Elana was a consultant in Web design and content management. She has B.A. degrees from Wesleyan University in English Literature and in Spanish Literature. Elana serves on the NEDRA Board of Directors. Her two Golden Retrievers think she’s the absolute best at throwing tennis balls in the park, but they say that about everybody.
Genealogy and Prospect Research
Wednesday, October 30, 2019
10:00 A.M. - 11:30 A.M.
Suffolk University Poetry Center
(Located on the 3rd floor inside the Sawyer Library, room 3018)
73 Tremont Street
Boston, MA 02108
Family connections and relationship mapping are key to prospect and donor research. In this session, we will discuss the intersection of genealogical and prospect research. We will explore tools and methods that may be used when researching family/family history, as well as challenges and opportunities with this type of research. Open to all interested development professionals, at any experience level.
Kevin Swope is a Senior Development Research Analyst at Babson College, where he has worked since 2012. He is past president of the Framingham History Center and a frequent lecturer on local historical topics. He is the author of The Saxonville Mills: Three Centuries of Industry in Framingham (2012), and the co-author, with James L. Parr, of Framingham Legends & Lore (2009) and the forthcoming Murder & Mayhem in MetroWest Boston (2020). He has also compiled a book-length genealogy of The Descendants of Jonathan Paddleford of Cambridge, Mass.
High Finance Workshop
Friday, December 6, 2019
8:30 AM - 8:50 AM Registration and Breakfast
8:50 AM - 4:00 PM Program
Beth Israel Deaconess Medical Center
Trustman Board Room
330 Brookline Avenue
Boston, MA 02215
Welcome to the world of High Finance, where business transactions involve large amounts of money, a high degree of risk, or assets other than stock, bonds or cash ("alternatives").
This is the world that creates, maintains, and perpetuates a disproportionate number of personal fortunes in the US. Its activities touch virtually every affluent major prospect on the donor and prospect lists of every nonprofit organization.
It can also present an intimidating challenge for prospect researchers stymied by artful industry jargon, organization and fee structures, and eye-popping deal figures. Still, the better researchers understand this world, the more opportunities they can bring to light for the organizations they serve. For them, NEDRA has designed this first-of-its-kind, full-day workshop.
From venture capital to leveraged buyouts and activist hedge funds to Wall Street titans, we will introduce the key concepts and explain in simple and effective terms what everyone must know to uncover or solicit people who customarily earn hundreds of thousands of dollars in their mid-20s to many millions of dollars in their 30s and 40s.
Attendees will leave with greater fluency and confidence in the subject, prepared to bring this understanding to bear on prospect identification & qualification, and advice & assessment for their colleagues on the front line.
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.
Richard Horne leads a team at Beth Israel Deaconess Medical Center, a Harvard Medical School teaching hospital which is merging to become the second-largest health system in Massachusetts, to promote fundraising research insights and prospect management support for a rapidly-growing development office. He previously worked in development/advancement at Yale, where he studied Ethics, Politics, and Economics. Richard is a co-founder of the Yale Economic Review and a member of NEDRA's Board of Directors for which he chairs the Diversity & Inclusion Committee and co-chairs the Sponsorship Committee.
8:30 AM Registration & Breakfast
8:50 AM Program begins
DIRECTIONS TO TRUSTMAN BOARD ROOM:
Click here for detailed directions to the board room.
The Shapiro Building Garage is located at 98 Binney Street, Boston, MA 02215. Please pay the cashier located in the Shapiro Building lobby before returning to your car. For garage parking rates, click here.
© 2018 New England Development Research Association