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2021 CONFERENCE


SESSION DESCRIPTIONS



Thursday, May 13, 2021


Friday, May 14, 2021



Thursday, May 13, 2021

(A1) Pandemics and Downturns and Change, Oh My!

11:00 a.m. – 11:50 p.m.

Are you troubled by COVID-19’s effect on the prospect research industry? Have you wondered how development offices can navigate turbulent economic waters? Join this session with Ian T. Wells as he examines the short-term impact of the pandemic while also exploring long-term changes in wealth distribution and fundraising. Attendees of this program will learn strategies for adapting to this era of “the new normal” and will develop a greater understanding of the coming challenges many organizations will face, along with their respective solutions.

 

Learning Objectives: Attendees of this session will learn prospect identification, research, and management strategies for fundraising in a pandemic, as well as how to prepare for longer-term changes to the development industry.

 

Presenter:

Ian Wells, Ian T. Wells & Associates

Ian T. Wells is the President of Ian T. Wells & Associates. He is a former Vice President of NEDRA. Prior to founding his company, Ian held various positions at Boston College, Massachusetts General Hospital, and Boston Children’s Hospital. He has been active in the prospect development field for 20 years. Ian resides on the North Shore of Massachusetts with his wonderful wife, two adorable kids, one unamused cat, and two surprisingly bellicose guinea pigs.


(A2) Collectors and the Art Market: Highlights from Recent Reports

11:00 a.m. – 11:50 p.m.

In this session, Kristina Gropper will discuss the wealthy and their art. She will share takeaways from recent art market reports released by Art Basel & UBS, Knight Frank, and Barclays. Lastly, she will discuss possible ways to apply report findings to enhance research and a few of her favorite resources.


Learning Objectives: Attendees of this session will gain a better understanding of UHNWIs and learn how to utilize information from art market reports to confirm donor capacity and interests.


Presenter:

Kristina Gropper, Helen Brown Group

In March 2017, Kristina joined the Helen Brown Group. Before joining HBG, she was the Research Manager at Pratt Institute in Brooklyn and the Associate Manager of Prospect Research at City Harvest. Kristina started her non-profit career as a legal assistant at the Metropolitan Museum of Art in 2004. She was Apra of Greater New York’s Director of Programming from June 2014 to May 2016 and currently serves on the board of APRA-NY. Kristina graduated from The University of Chicago and the Bard Graduate Center.

 

(A3) Comparative Prospecting - Where else do your donors give?

11:00 a.m. – 11:50 p.m.

Do you know all of your donors' interests? What does their giving look like outside of your organization? Are they giving to other organizations with similar points of focus to yours? As a community non-profit we have multiple funding focus points and wanted to know if any of our donors were demonstrating their interest in funding those goals with other organizations. Working with our data analysis team we built a tool to help us visualize our opportunities for directed funding within our current and prospective donor pools. Through the use of strategic annual report screening and our analysis tool we were able to offer informed recommendations to our development team about donors with documented interest in our focus areas. We will walk you through the process of how we brought this tool from the planning stage to completion and how we implemented it with frontline staff. You will see how combining manual research and computer-generated visualizations can help you to prioritize donor asks.

 

Learning Objectives: This session aims to:

  • Show how we took the question of “Which of our donors would be interested in funding this focus area” to the final product of a functional tool.
  • Explain our information gathering process and how we collaborated with our data analysis team.
  • Show our process of deciding which questions we needed to answer in order to be able to make informed recommendations to our fundraising professionals.
  • Empower others to take traditional research and pair it with computerized analysis.


Presenters:

Arielle Waite, Combined Jewish Philanthropies

Arielle is the Senior Prospect Research Analyst at Combined Jewish Philanthropies (CJP), where she joined the research team 4 years ago. Arielle’s work is divided between prospect research & identification and prospect management. Combining her love of technology, research, and streamlining processes; Arielle loves to find ways to innovate and make the computer and database work for her. Prior to her position in the research team, Arielle has held numerous positions in the non-profit Jewish communal world.

 

Nicole Vaughan, Combined Jewish Philanthropies

Nicole is the Director, Development Operations & Campaign Strategy at Combined Jewish Philanthropies (CJP) where she has worked in a variety of roles for the past 9 years.  Nicole’s work includes campaign strategy, prospect management, and the establishment of connections and processes to enhance CJP’s resource development efforts. She is focused on strengthening partnerships between frontline development staff and the research, finance, and program teams- including efforts to build up the prospect pipeline, steward designated gifts and develop comprehensive donor strategies.

 

Samantha Harris, Combined Jewish Philanthropies

Samantha is the Director, Prospect Development and Research at Combined Jewish Philanthropies (CJP). With over 15 years of experience in the field, Samantha’s portfolio of responsibilities remains diverse but always strategy-centered. A current and primary focus is on the development and implementation of a large-scale prospect identification & qualification initiative (“The Pipeline Program”), which includes complimentary prospect management policies and guidelines. Prior to CJP, Samantha worked for 7 years at Tufts University in various prospect research roles, including lead researcher for The School of Arts & Sciences and Tufts University Medical School.


(B1) Donor Due Diligence: A Risk-Based Approach

12:50 p.m. – 1:40 p.m.

The proposed session will cover best practices in taking a risk-based approach to donor screening. Kristen Watson (Director, Prospect Development, Tufts) will plan to outline the steps Tufts has taken to set up policies and procedures and how to conduct donor diligence on prospective and current donors. Jake Lipton (Partner, Wallbrook) will cover Wallbrook’s approach on how to conduct risk-based donor due diligence, including how to appropriately categorize donors, when to use internal vs. external resources, and what to do if due diligence identifies negative information.

 

Learning Objectives: This session aims to help NEDRA members understand how to efficiently use internal and external resources to conduct due diligence; address questions and clear up ambiguity on what constitutes a high-risk donor. It also aims to answer the question - how should prospect researchers interpret due diligence findings, and what steps should be taken in response?

 

Presenters:

Jake Lipton, Wallbrook

Jake is a Partner and the head of Wallbrook’s New York office, where he advises clients on business intelligence and counterparty due diligence globally. Before joining Wallbrook, Jake headed the due diligence practice of a New York-based consulting firm, where he was responsible for undertaking assignments in the Americas and led the investigative workstream for an onsite monitorship of an offshore financial institution.

Jake previously spent eight years at Kroll, where he undertook various investigative, due diligence, and brand protection assignments in support of litigation and for competitive intelligence purposes. An expert on open source research, Jake has managed hundreds of complex multijurisdictional investigations, specializing in piercing the corporate veil to identify the beneficiaries of anonymous companies and trusts via public records retrieval and analysis. Jake holds a bachelor’s degree in International Relations from Tufts University and completed graduate coursework at the Fletcher School of Law and Diplomacy. He is a volunteer baseball coach and member of the ambassador’s committee at DREAM (formerly known as Harlem RBI), a non-profit that provides developmental and educational programs to over 2,500 youth in East Harlem.

 

Kristen Watson, Tufts University

Kristen Watson joined Tufts in March 2013 as Director of Prospect Development. She is responsible for the overall operations of the department, including the oversight and management of all prospect researchers, due diligence researchers and the prospect management team. Prior to joining Tufts, Kristen served as Associate Director of Prospect Development at Boston College. She joined the prospect research field in 2003 at Dana-Farber Cancer Institute and continued her career at Northeastern University before joining Boston College. Kristen is an active member of APRA, CASE and NEDRA. Kristen presented at the CASE District I conference in 2010 and 2017 and is a frequent speaker with NEDRA, most recently serving as a panelist at the 2019 Director’s Roundtable, a workshop facilitator and speaker in 2018 and 2019 as well as a speaker at the annual conference in 2017. 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.

 

(B2) Rethinking Capacity Ratings

12:50 p.m. – 1:40 p.m.

How much does a capacity rating influence the ask amount? There is a disconnect between what we see as wealth and what our frontline staff actually asks for.

 

Join Marianne Pelletier to examine new ideas around the capacity rating philosophy, including using actual gifts receive to model a prospect's capacity.

 

Learning Objectives: This session aims to give a deeper review of the components of a capacity rating, along with introducing how donor modeling can be applied to capacity ratings.

 

Presenter:

Marianne Pelletier, Staupell Analytics Group

Marianne Pelletier has 30 years of experience in fundraising, with the majority in prospect research and prospecting. She is one of the first adopters of donor modeling and data mining techniques, and is now a world-renown leader on this segment of the research profession. Her prospect research experience began when she was a research analyst for Harvard and Lesley Universities. She later served as a department director for Carnegie Mellon University and Cornell University. She has also served as a software consultant for Datatel and as director of annual giving for Southern New Hampshire University. Pelletier is a graduate of Rockford University and Southern New Hampshire University. Her book, “Building Your Analytics Shop: A Workbook for Nonprofits,” is available on Amazon.


(B3) Why Prospect Researchers Can’t Afford Not to Incorporate D&I into Campaign Planning from Day One

12:50 p.m. – 1:40 p.m.

At a time when nonprofit organizations need real innovation, better strategies, and new ideas in order to serve all constituents, applying better practices in diversity, equity, and inclusion (DEI) to fundraising and volunteer engagement is imperative. Yet too often, DEI discussions stall as conversations, and don’t move into meaningful action. Our Boards remain more homogenous than we’d like. We struggle to recruit diverse reunion volunteers, not to mention staff. We undervalue prospects’ capacity and miss out on transformational gifts and deeper relationships. This presentation will explore how to apply DEI principles to increase stakeholder engagement to advance your organization’s impact – especially as it relates to campaigns. Participants will come away with practical guidance on how to move from awareness about DEI to action that yields results. The presentation will draw on insights and interviews from practitioners in the field compiled in the first comprehensive book on DEI in advancement, Diversity, Equity, and Inclusion in Advancement: A Guide to Strengthening Engagement and Fundraising Through Inclusion (CASE 2020), written by presenters Angelique Grant, PhD and Ron Schiller.

 

Learning Objectives: The session plans to discuss:

  • Challenges that prospect researchers face with data and prospect identification and how to address them.
  • How to meet volunteers and donors from diverse backgrounds - where they are, and as they prefer.
  • Review case studies and stories from the field to highlight the role that prospect researchers can play in adopting better, more inclusive practices and promoting cultural and operational shifts.

Presenters:

Angelique Grant, Aspen Leadership Group

Angelique Grant, PhD is a Senior Consultant & Vice President with Aspen Leadership Group. The 26-year industry veteran is a certified diversity recruiter and unconscious bias trainer, is an active speaker at industry associations, and has chaired faculty for conferences across the country. She is co-author of the book, Diversity, Equity, and Inclusion in Advancement: A Guide to Strengthening Engagement and Fundraising Through Inclusion (CASE 2020). The Fulbright scholar has managed teams to meet fundraising goals in several multi-million-dollar campaigns, and two separate billion-dollar campaigns. Previously, she served as Assistant Vice President of Development and Assistant Dean of Medical Advancement, Herbert Wertheim College of Medicine at Florida International University. Her extensive experience also includes roles at Princeton University, Washington State University, and the University of Miami Leonard M. Miller School of Medicine. She has served on numerous boards, including Our Fund (LGBTQ) Community Foundation, African American Development Officers Network, Women of Color in Fundraising and Philanthropy, CASE DIII, AFP Miami, and Founder of the South Florida Network of Blacks in Philanthropy. She holds a Ph.D. in Higher Education Administration, specializing in Institutional Advancement; an MA in Communication from Washington State University; and a BS in Journalism from Florida A&M University.

 

Ron Schiller, Aspen Leadership Group

Ron Schiller, Founding Partner and Senior Consultant at Aspen Leadership Group, is a nationally recognized advisor to presidents and boards and an expert in the leadership of nonprofit organizations. His 30-year career in fundraising has included 17 years as a member of executive leadership teams, and he has served on nonprofit boards for more than 25 years. Ron began his career at Cornell, during the university’s groundbreaking $1.25 billion campaign. In addition to senior roles at Carnegie Mellon University and NPR, Ron served as Vice President at New England Conservatory, Northeastern University, and the University of Chicago. At Chicago, he led a team of more than 450 professionals in six cities, completed a $2.3 billion campaign, restructured the university’s advancement operations, and facilitated two record-breaking, nine-figure gifts. Since 2011, he has focused his attention on executive search and strategic talent management consulting. He has authored four books: Diversity, Equity, and Inclusion in Advancement: A Guide to Strengthening Engagement and Fundraising Through Inclusion (co-author with Angelique Grant), The Chief Development Officer: Beyond Fundraising, Belief and Confidence: Donors Talk About Successful Philanthropic Partnership, and Raising Your Organization’s Largest Gifts: A Principal Gifts Handbook. Ron earned a bachelor’s degree at Cornell University.

(C1) Investment Advisers

3:00 p.m. – 3:50 p.m.

This session will discuss Private Equity, Hedge Funds, Private Wealth Managers, and Hedge Funds, distinguishing between these different forms of investment advisers. It will explain concepts and standard terminology in an accessible way and describe key facts and figures to look for when vetting an investment adviser, as well as how to use them. It will conclude with a run-through of a soup-to-nuts case study involving some simple number crunching to determine a private equity leader's giving capacity.

 

Learning Objectives: This session aims for attendants to come away being able to distinguish between the major types of investment advisers, to understand their basic partnership structures and how they make money, and to learn where to find (and how to use) tools like the IAPD database, Form ADVs, brochures, compensation surveys, and industry interviews, which will assist them in estimating giving capacity for specific individuals in the industry.

 

Presenter:

Jonathan Keane, Massachusetts General Hospital (MGH)

Jonathan Keane is Associate Director of Development with Mass General Hospital. He holds a BA in English and Journalism from Commonwealth Honors College at the University of Massachusetts at Amherst. When not sizing up titans of investment, Jon enjoys practicing yoga, barbecuing, and playing lots and lots of guitar.


(C2) Why Analytics Matters Now More Than Ever

3:00 p.m. – 3:50 p.m.

Analytics that help your team find and appropriately approach the best prospects are now more important than ever. In this session we’ll run through new work around using attachment and capacity to segment prospects, algorithms to parse text (for example: senior job titles, roles, etc.), and approaches to append demographic, behavioral, and psychographic data to create a more informed view of each prospect. We'll discuss best practices for how to make complicated scores user friendly in day-to-day work, and how this can lead to a transformed "culture of analytics".

 

Presenter:

Doug Cogswell, ADVIZOR Solutions/The Pursuant Group

Doug is currently EVP of Strategy for The Pursuant Group, which acquired Advizor Solutions, a Business Intelligence software company, in 2019. Doug originally spun Advizor out of Bell Labs and grew it into a leading data discovery & analytics platform. As part of The Pursuant Group Advizor’s analytics expertise is now supported by a full team of strategy consultants and fundraising story development and execution through digital and print media. Pursuant’s GivingDNA™ platform provides quick and easy access data in a highly interactive visual format that includes augmented intelligence. This transforms how fundraisers make decisions, improves overall performance, and creates "cultures of analytics". With a degree in physics and engineering from Dartmouth, an MBA from Harvard, strategy consulting experience with both Bain and Booze 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. He is also heavily involved in his church.

 

(C3) Due Diligence Panel

3:00 p.m. – 3:50 p.m.

The topic of due diligence and gift acceptance has come up frequently in recent months. Organizations are trying to define the level of responsibility they should assume when accepting gifts (especially ones that may pose reputational risks) and Research’s role in all of this. Our panel will share insights and perspectives from two leading higher ed institutions as well as a vendor specializing in supporting organizations in this arena.

 

Moderator:

Renana Kehoe, Harvard Business School (HBS)

Renana Kehoe currently heads the Gift Management and Prospect Development & Research Departments at Harvard Business School. Prior, she led development operations and business process for research, prospect management, gift processing, and membership at the Harvard Art Museums. Before Harvard, Renana was Director of Development Operations and Prospect Management at the Isabella Stewart Gardner Museum for eight years. Renana is a Delegate for City Awake, a civic innovation initiative of the Greater Boston Chamber of Commerce, and serves as President of the NEDRA board, where she also chairs several committees. In the past, she has chaired the Brookline Commission for the Arts and taught courses at Suffolk University and Lesley University. Renana holds an M.A. from Boston University and a B.A. from the University of Massachusetts, Amherst.

 

Panelists:

Dina Zelleke, Harvard University


Tom Hill, WealthX


Vicki Law, Massachusetts Institute of Technology (MIT)



Friday, May 14, 2021

(A1) The Emerging Economy

11:00 a.m. – 11:50 p.m.

Economic conditions, stock market volatility, political climates, and crisis policies significantly influence charitable giving.  The impact of economic shocks on charitable giving depends largely upon the severity and length of the falloff, and the differences in how nonprofit organizations experience and cope with these fluctuations vary widely.  How do you capture and synthesize historical trends, headlines, and the hype of what's yet to come?  How do you make sense of economic indicators in ways that provide clarity and insight that can inform fundraising strategy and operations, particularly in moments of uncertainty?  If done well, this type of work can reveal meaningful context for leadership discussion, scenario planning, and forecasting models. Let's dive in and explore the economic drivers emerging as we look towards the future of philanthropy in a post-COVID world.

 

Presenter:

Elizabeth Crabtree, Brandeis University

Elizabeth Crabtree is the Vice President for Administration and Operations for Institutional Advancement at Brandeis University where she serves on the senior leadership team as a key advisor to and partner with the Senior Vice President and is effectively the CFO/COO for the Division. Her primary responsibilities include overseeing the Division’s administrative, financial and technology systems, talent management, prospect development, business intelligence, reporting and operational support services, as well playing a leadership role in the planning and management of major fundraising campaigns. Elizabeth is also the Founder and President of Crabtree Lane LLC, a nonprofit management and consultancy practice. She has over 20 years of senior management experience in fundraising and has been a successful nonprofit consultant since 2007. Recognized as a visionary leader and change agent with demonstrated team-building and problem-solving skills, Elizabeth’s leadership and guidance has helped organizations raise billions of dollars, increase donor participation and volunteer engagement levels, identify new prospects, and develop best-in-class systems and practices for nonprofit administration and fundraising operations. Before starting her own consulting firm, Elizabeth was Assistant Vice President for Strategy and Resource Development at Brown University where she served for 13 years as a member of the senior leadership team and managed a 50-member professional staff. Prior to her work in the nonprofit sector, Elizabeth was a marketing director and senior analyst in the consumer products industry and was a talent manager/music agent in her early professional career.


(A2) Deep Research - Expelling Myths & Using Inference in Financial Analysis

11:00 a.m. – 11:50 p.m.

Understanding financial information is the bedrock of prospect research, yet many of us have come into the sector without a background in financial analysis. We make do by learning bits 'here and there' but largely you rely on inherited practices passed down from researcher to researcher. These practices often go uncontested but what if some of our core assumptions mean we've been undervaluing prospects for decades? And what if there were key practices that we've been missing that would make all our wealth estimates more accurate? Join Jason Briggs and Jonathan Jeffery as they dispel common myths in financial analysis that are holding us back and learn deep research techniques that uncover hidden prospects.

 

Learning Objectives: This session aims for the attendee to learn financial myths that hold us back in our sector and how to overcome them as well as deep research techniques that help to uncover hidden prospects and make your estimates more accurate.

 

Presenters:

Jason Briggs, PyroTalks CIC

Jason is Co-Founder of PyroTalks CIC, Consulting Partner for BWF Europe and Fellow for Halpin Partnership. Previously Jason was Director of Development at Cavendish Cancer Care, Consultant at Graham-Pelton, Head of Research & Insight, and Member of the Senate’s Academic Research Ethics Committee at The University of Sheffield, and Development Coordinator for Learning for the Fourth Age. Jason is a Committee Member of the Institute of Fundraising, Researchers in Fundraising Committee, is Founding Trustee of Land of Joy, a Tibetan retreat centre, and Trustee of Foundation for Developing Compassion & Wisdom. He also Chairs the Gomde International Temple Project which works for preservation of Tibetan culture and philosophy. Jason was awarded an Insight in Fundraising Award 2016 for his innovative work on international philanthropy, and CASE Europe Iain More Award 2017 ‘for emerging development professional’. He holds a 1st Class degree in History & Philosophy and a Diploma in Fundraising Management.

 

Jon Jeffery, PyroTalks CIC

Jonathan graduated in 2002 with a First Class Honours Degree in Business studies - specialising in finance, and holds a MSC in Banking and Finance with Distinction. Jonathan is currently the Director of Undergraduate Studies at The University of Sheffield Management School. He lectures in company analysis and risk management teaching at both Undergraduate and Postgraduate level. Jonathan has also taught at some of the leading European Business schools, and was a visiting professor at EDHEC University between 2013-2019. Prior to joining the University Jonathan worked as a senior investment analyst at a leading wealth management firm. He also holds a number of professional qualifications and has recently been made an Honorary FCT by the Association of Corporate Treasurers for his work in Treasury education and consultancy. He is also a director at Incontango Training which sees him undertake a wide range of consultancy and training across the finance spectrum, with a focus on Treasury and risk in large multinationals.

 

(A3) Demystifying CFRelations and Digging into CFResearch

11:00 a.m. – 11:50 p.m.

Ever wonder what Corporate and Foundation Relations (CFR) Officers really do? How prospect research can partner with CFR? How you would approach identifying and researching corporate and foundation prospects?  If you answered yes to any of these, then this session is for you.  Already working with a CFR office? Then come and add your experience to the conversation! In this session, you will learn how CFR Officers operate and how Corporate and Foundation Relations fits within the larger context of Development. From there, we will share best practices, tips, and tricks for conducting CFR research: what resources to mine, what data to gather, what information is the most relevant to present – when, why and how. Come with questions and leave with tangible “how-to’s” for Corporate and Foundation Research Success.

 

Learning Objectives: This session aims to provide context for how CFR works and fits within the larger development operation. Allison and April will share best practices, tips and tricks for conducting CFR research and equip participants with a working knowledge of Corporate and Foundation Relations and tangible how-tos for CFR success.

 

Presenters:

Allison Crosscup, Bowdoin College

Allison has 20 years of development experience that includes work in higher education and fundraising for the arts. A former NEDRA board member, she began her development career as a prospect researcher at MIT, where she partnered with the Institute's Major Gift and Planning Giving officers before becoming the research office’s first data mining and modeling specialist. Allison transitioned to corporate and foundation relations in 2006, and currently serves as the Director of Corporate and Foundation Relations at Bowdoin College. Prior to Bowdoin, she was Deputy Director of Development at a performing arts center in Portsmouth, NH, and from 2006 to 2014, advanced through several positions of increasing responsibility at the Peabody Essex Museum in Salem, MA. She holds a B.A. in Political Science from Mount Allison University in New Brunswick, Canada, and a M.A. from York University in Ontario, Canada, also in Political Science.

 

April Genung, Bowdoin College

April is Assistant Director of Development Research at Bowdoin College. Before joining Bowdoin in 2018 she was Senior Research Analyst for the University of California, Davis, and began her career in prospect research at Amherst College. A California native, April holds an undergraduate degree from UC Davis and an MA in English literature from the University of Massachusetts, Amherst. April volunteers on NEDRA’s Membership Committee and serves on the Diversity, Equity, and Inclusion working group in Bowdoin’s development office. When not working April enjoys exploring Maine with her husband and two little boys.


(B1) Greenealogy: How to Determine If Your Prospects Are Related to Big Money

12:50 p.m. – 1:40 p.m.

An introduction to the genealogical methods and resources available to the Prospect Researcher.

 

Learning Objectives: Prospect researchers are often asked to determine 1.) how a prospect might be related to other individuals of significant wealth, or 2.) how two or more prospects might be related to each other. Attendees will be shown tools and best practices how to determine family relationships from a multitude of free and paid sources, as well as how to track and store that data.

 

Presenter:

Kevin Swope, Babson College

Kevin Swope is Senior Development Research Analyst at Babson College and has been conducting genealogical research for more than 25 years. He is past president of the Framingham History Center and the author of several books of local history: The Saxonville Mills: Three Centuries of Industry in Framingham (2012); and, with James L. Parr, Framingham Legends & Lore (2009) and the forthcoming Murder & Mayhem in MetroWest Boston (2021). He holds a BA in history from the University of New Hampshire, and an MA and MPhil in American history from Columbia University.


(B2) Moves Like Jagger: Moves Management Like a Rockstar

12:50 p.m. – 1:40 p.m.

Everyone talks about moves management as being an elixir to fix or jumpstart any fundraising operation… but what does an effective moves management program actually look like? This session will explore what works and what doesn’t work when developing a moves management program as well as providing tips and tricks to create a rockstar moves management program.

 

Learning Objectives: This presentation will discuss setting the stage, industry trends, current portfolio activity, the use of stages, assignment process, destigmatizing disqualification, daily gift list prospecting, as well as the reality of moves management and meeting gift officers where they are.

 

Presenter:

Nicole Fonsh, Harvard Law School

Nicole Fonsh is the director of prospect development at Harvard Law School. Previously, she spent five years as the director of prospect development at The New School where she was responsible for providing strategic vision, leadership, and planning for the university’s prospect development program with an emphasis on major gift development and solicitation. She began her prospect research career at Harvard University where she found a seamless use to combine her knowledge of wealth and curiosity for information while working in an environment best described as a master class in educational fundraising. Previously, she worked at Bain Capital in their Research Library providing global staff with industry-specific research and due diligence. Before receiving her master's degree in library and information science from Simmons University, Fonsh spent seven years working on the Agency Lending Desk at Goldman Sachs. She holds a bachelor's degree from Northeastern University.

 

(B3) Creative Collaboration: Taking the Path from Reaction to Relationship

12:50 p.m. – 1:40 p.m.

Communication is a key element of keeping the fundraiser-researcher relationship a happy one. It can be difficult to balance timely deliverables with the dynamic, creative interactions needed to develop a true partnership. Join Kiran Tahir, Research Analyst, and Bryan Mullin, Associate Director of Prospect Management at Yale University Office of Development for a retrospective on how the transition from Yale Prospect Research to Yale Prospect Development also transformed the research analysis staff into strategic partners with the frontline team.

 

Learning Objectives: This session aims to walk attendees through the Yale Prospect Management team’s overall structure, discuss what led to this shift and share takeaways regarding organizational considerations and planning.


Presenters:

Bryan Mullin, Yale University

The past decade has seen Bryan transition from elementary school teacher to various higher ed development roles including technical training, database user support, and prospect management. As the inaugural Associate Director of Prospect Management at Yale he works with stakeholders across the university to develop processes that support both frontline team business goals and optimal donor experience. When he’s not refining processes at Yale you’ll likely find Bryan watching movies or playing the guitar with his wife and 3 children at their home in central Connecticut.

 

Kiran Tahir, Yale University

Kiran joined the Prospect Development team at Yale University in 2018. Since then, she has taken the lead on a number of projects, such as running training sessions, leading conversations on annual group goals, and working with our vendors to maximize user experience and establish important group best practices. Prior to joining Yale, Kiran was a grant-writing consultant for Connecticut and New York nonprofits, helping to raise millions in grant dollars for organizations that support women’s rights, affordable housing, social emotional learning programs for underachieving children, and advocacy for victims of human trafficking. Kiran holds a Master of Science in Library and Information Science. In her spare time, she enjoys experimenting in the kitchen, hiking, and spending time with her family.

 

(C1) The Elusive, Ever-Changing & Shape Shifting Planned Giving Donor Profile

3:00 p.m. – 3:50 p.m.

You know the terms of planned giving: bequests, gift annuities, charitable remainder or lead trusts, pooled income funds, life insurance and life estates. With so many ways to make a gift of an asset, why do nonprofits often have trouble securing them? The answer generally boils down to targeting the wrong prospects, through the wrong appeal, at the wrong time in the donor's decision-making process. For the past 27 years, we have been following the transformation of the nonprofit sector’s knowledge of and the actual characteristics of planned giving donors. We use machine learning based predictive donor modeling systems, utilizing millions of constituent-based transactions plus thousands of demographic, attitudinal and behavioral data instances to profile and score individuals for future gift propensity. Our goal is to share that information with researchers and fundraisers to increase their success in planned giving. Join us for a tour of the planned gift donor over time. We’ll give you a peak behind the curtain and explain the comprehensive set of behavioral, wealth, consumer and philanthropic insights that we collect and how we apply advanced analytic methods to understand these individuals. Learn how they’ve evolved in the U.S. and Canada for more than 20 years.

 

Learning Objectives: This session aims to discuss:

  • The estimated potential of planned giving as a subset of all giving potential.
  • The characteristics of planned giving donors in 2020, as compared to what we knew five years ago.
  • The organizational data you should collect to better inform your planned giving efforts.
  • The modeled and wealth data that is available to you to freeze those shape-shifters into a definable group of prospects.

Presenters:

Katherine Swank, Blackbaud Target Analytics

Katherine has over 25 years of experience in the fundraising industry as a consultant, development officer, and advancement team manager. As a member of Blackbaud’s Analytics Consulting Team for over a decade, her role facilitates strategic, customer-facing content for Blackbaud Target Analytics’ custom modeling, wealth screening, and prospect research solutions to enhance customers' development efforts with data-driven strategies. Before assuming this role, she served as the national director of gift planning at the National Multiple Sclerosis Society home office. Katherine has raised over $200 million during her career. She’s past-president of the Colorado Planned Giving Roundtable, a former lawyer, and served as an affiliation faculty member at Regis University where she taught development-related courses at the master’s level for more than 10 years. Katherine is a frequent speaker at bbcon, NACGP, APRA, AFP, and other industry conferences.

 

Lawrence Henze, Blackbaud Target Analytics

Lawrence has worked in the nonprofit sector for over 39 years, with the first 13 years focusing on development and marketing positions primarily in higher education. Since 1993, Lawrence has worked in the field of data and predictive analytics, co-founding Econometrics and later creating Core Data Services providing analytics services and related consulting on behalf of organizations in the United States and Canada. Blackbaud purchased Core Data in 2001, creating Blackbaud Target Analytics. Lawrence is a frequent presenter at nonprofit conferences across the United States and Canada, covering a range of subjects that include annual giving, major and planned giving, relationship management, and predictive analytics. He received his Bachelor of Arts degree in political science from Carroll University, as well as a Master of Arts in public policy and a juris doctor from the University of Wisconsin-Madison.


(C2) Google Gazelle

3:00 p.m. – 3:50 p.m.

In the field of prospect research we use Google and other search engines to help serve our community every day. But does it ever feel like there has to be an easier way? There is! In this presentation you will become a graceful google gazelle by quickly learning some of the most useful Boolean tips for google searching. You will pick up tips to get more accurate search results and discover Google add-ons to be more efficient.

 

Learning Objectives: Attendees will learn some of the most useful Boolean tips for google searching, tips to get more accurate search results and discover Google add-ons that will help them be more efficient.

 

Presenter:

Sarah Richards, Dynamic Catholic

Sarah Richards is passionate about helping others discover what makes them come alive through taking action. She is the Coordinator of Prospect Research for The Dynamic Catholic Institute. Previously she worked in prospect research for higher education at Ave Maria University in Naples, FL and Otterbein University in Westerville, OH. She is a Board Member of OPRN, a member of AFP, and has spoken at the NEDRA Prospect Research conference in NH, RI, and ME. In 2018, she presented at APRA International in Pittsburgh and presented at DreamForce in San Francisco in 2019. Additionally, she has presented numerous webinars and demoed SalesForce CRM for other Nonprofits. She is Lean Six Sigma Yellow Belt and Power Searching With Google certified. Sarah received her undergraduate degree from Ave Maria University, with a double major in Business and Economics. Sarah lives in Northern Kentucky and enjoys participating in triathlons and traveling.

 

(C3) Diversifying Donor Bases: An Action Plan

3:00 p.m. – 3:50 p.m.

Our institutions are serving increasingly diverse constituents, yet this diversity is infrequently represented in our donor bases. In an age of "mega gifts", our most invested donors are serving as co-visionaries in creating the future of nonprofit work. To truly serve diverse communities and position our organizations as promoters of social equity and justice, our philanthropic work must represent and elevate diverse voices. This session will explore how to identify donor diversification goals and measurements, and how to create a diverse pipeline of prospective donors. We will also explore how diversifying donor bases relies upon the diversification of other areas of our institutions.

 

Learning Objectives: This session aims to outline how to collect, store, and use identity data; learn about the philanthropic practices and motivations of marginalized communities; consider the influence of bias within your data and practices; identify diverse prospects for portfolios, board nominations, and events; as well as measure your organization's effectiveness in engaging diverse constituents.

 

Presenters:

Milagro Lobato, Rhode Island School of Design (RISD)

Milagro “Misa” Lobato is the Director of Prospect Management and Analytics at the Rhode Island School of Design. She is also the President of Apra. She has served on the Apra board since 2016 and held leadership roles in governance, conference planning, and membership. Previously, Misa was the Assistant Vice President of Advancement Strategy and Annual Giving at the University of Colorado, where she worked in Advancement for over 13 years. She has a degree in Ethnic Studies and English Literature from the University of Colorado.

 

Roslyn Clarke, Bentz Whaley Flessner (BWF)

Roslyn Clarke is the Director of Prospect Research Services on the BWF Insight team. She manages all outsourced research projects, leads a team of researchers, conducts trainings, and provides prospect research counsel. Before joining BWF Insight, Roslyn served as director of prospect research at Morehouse College and assistant director at Harvard University. Prior to Harvard, Roslyn worked at Brown University and Hebrew SeniorLife. Roslyn is a seasoned conference speaker, frequent conference faculty member, and has conducted countless prospect research bootcamps. Over the years, she has presented for Apra, , CASE, NEDRA, and AFP.

 

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