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2022 CONFERENCE


SESSION DESCRIPTIONS



(B) = Beginner Level Session      (I) = Intermediate Level Session   (A) = Advanced Level Session


Thursday, May 5, 2022


Friday, May 6, 2022



    Thursday, May 5, 2022

    (A1) New Parent Prospecting in Education: Sooner is Better (I)

    11:00 a.m. – 11:50 a.m.

    Quickly establishing relationships with new parents as prospects is critical to getting them into the giving pipeline. We will explain how we have built a system for prospect research to review some basic demographic information to identify our most promising parent prospects early and pass them along to the gift officers. Their team makes the outreach to welcome the new parents into the school’s community, as these parents are not alumni and likely have no affiliation with the school, so this process enables us to build affinity and assess potential for future giving on an expedited timeline. The window of opportunity is narrow to cultivate a gift while their child is in the school for four years, so the sooner a meaningful connection is established the better the chances are of cultivating a gift.


    Learning Objectives

    • Participants will hear an explanation about the importance of establishing a cohesive strategy and a process for outreach to develop new parents’ affinity for the school quickly.
    • Participants will learn how to develop a pipeline program to fast-track new parents with the greatest giving potential to their gift officers.
    • Participants will understand the key steps required to build this framework to assess new parents’ giving potential using several critical demographic attributes to identify wealth indicators.
    • Participants will be shown how the scoring system enables the researcher to identify which parent profiles to investigate first and what information is helpful for the gift officer to move the relationship forward.

    Presenters:

    Peter Lull, Massachusetts Institute of Technology

    Peter Lull is a Prospect Research Analyst at MIT. He previously did market research consulting and has held positions as Associate Director of Market Research for CFO Research and Market Development Manager at higher education publisher Houghton Mifflin. He is a graduate of Colby College and holds an MBA from Babson F.W. Olin Graduate School of Business.


    Jeff Goff, Massachusetts Institute of Technology

    Jeff Goff serves as the Director of Development for Parent Initiatives at MIT. Prior to MIT, he worked in a variety of development roles in New York City with CCS Fundraising, Right to Play USA, and Blue School. He is a graduate of Providence College.


    (A2) Collaborating for Success: A Frontline Fundraiser Panel (B/I/A)

    11:00 a.m. – 11:50 a.m.

    A diverse panel of frontline fundraisers will discuss ways that prospect development and frontline staff can best work together to ensure a motivating environment and maximum fundraising success. The session will include time for the audience to ask questions.


    Learning Objectives

    • Best practices for facilitating understanding and good working relationships between frontline fundraisers and prospect development teams.
    • Will cover topics both in Prospect Research and Prospect Management.


    Moderator:

    Suzy Campos, Amherst College

    Suzy Campos is Director of Prospect Information & Strategy at Amherst College. She previously held prospect research positions at Harvard University and Chicago's Children’s Memorial Hospital (now Lurie Children's Hospital). Earlier in her career, she was a Peace Corps volunteer in Morocco, a public and corporate librarian, and an Information Specialist at McKinsey & Company. She earned a BA from UMass-Amherst and a Library Studies degree from the University of Michigan. She has been a proud participant in the Twin Cities to Chicago AIDS Ride and Monte's March for the Food Bank of Western Massachusetts. Suzy has been a speaker for organizations including Apra, NEDRA, Planned Giving Group of Central Mass, and AFP, and she is a volunteer and past president of NEDRA.


    Panelists:

    Chelsea Haight, Dartmouth College

    Chelsea Haight is Regional Development Director, West Coast with the Tuck School of Business at Dartmouth College. Prior to joining Tuck in 2021, she held gift officer roles at Amherst College and Hampshire College. She earned a BA from Hamilton College and currently resides in Tiburon, CA.


    Ava Jones, Amherst College 

    Ava Jones is Development Officer at Amherst College. She previously held alumni relations, fundraising, and communications positions in Independent Schools in the Washington, DC area. Earlier in her career, she managed corporate sponsorships in public policy, diversity and inclusiveness, and corporate responsibility for EY. Ava currently volunteers as an Associate Agent for Amherst College and served as President and Development Committee Chair of the Alumni Board for Georgetown Day School. She earned a BA in French and European Studies from Amherst College and a MA in International Affairs from American University, School of International Service.


    Keith Michel, Mount Holyoke College

    Keith joined Mount Holyoke College in August of 2017 to oversee the College’s major gifts program as well as the College Relation Division’s planned giving, research and campaign efforts. Prior to joining the MHC team, he spent seven years in Advancement at Amherst College, most recently as Senior Philanthropic Advisor and Deputy Campaign Director. Earlier career highlights include three years in major gifts at the University of Massachusetts, Amherst. Prior to his development career, Keith pursued a serious theatrical career as a producer, director and actor in New York City. He formally trained as an actor at conservatory programs in England and France and earned his B.A. in Fine and Performing Arts from the Massachusetts College of Liberal Arts.



    (A3) Bon Appetit: How to Properly Digest Stock Form Alphabet Soup and Footnote Word Salad (I)

    11:00 a.m. – 11:50 a.m.

    As prospect researchers, our profession challenges us to recognize and clearly convey capacity-related nuances to frontline fundraisers, a skill that is becoming more valuable as we increasingly rely on automated tools to assist us with financial number crunching. This is perhaps nowhere more apparent than on securities reporting provided to the Securities Exchange Commission, which is frequently replete with seemingly esoteric and dense footnotes that modify the content in a manner that an algorithm is unable to detect. This presentation seeks to provide fellow researchers with a guide to recurring terminology and concepts that sometimes obscure the stock picture but that, when properly interpreted, can more accurately reflect a prospect’s stock related wealth. Think of it as a kind of Securities 102 lecture – we are going beyond describing what a Form 4 is, or how to value basic direct stock grants, and talking in-depth about elements of options conversions, alternative forms of equity compensation, and the great utility of the Code G transaction.


    Learning Objectives

    Familiarize attendees with securities terminology and concepts that lie beyond the basics. Show attendees how to apply intermediate methods to interpreting stock data, thereby allowing them to better fine tune the accuracy of their capacity ratings.


    Presenter:

    Jonathan Keane, Massachusetts General Hospital

    Since 2018, Jon has served as an Associate Director of Development with Massachusetts General Hospital. He previously worked as an Assistant Director of Research at Boston University. In way-back times, Jon resolved conflicts of interest at Bingham McCutchen LLP (now Morgan, Lewis & Bockius LLP) and, even more anciently, wrote reviews of greasy spoon diners and hole-in-the-wall pizza joints for the Valley Advocate. In his spare time, he loves practicing yoga, smoking beef brisket, and playing lots and lots of guitar, and he has done the latter at Boston area music venues that include the Sinclair, the Middle East, and ONCE Ballroom. Jon has a BA in English and Journalism from Commonwealth College at the University of Massachusetts, Amherst.


    (B1) Research in the Remote Environment: The Zoom Where it Happens (B/I/A)

    12:50 p.m. – 1:40 p.m.

    Prospect development is the linchpin to an effective fundraising team in a remote environment. We are the hub of information that keeps the work moving forward despite the fact that our teams no longer share physical space. This session will explore how prospect development is uniquely equipped to meet and transcend the challenges of remote work. Rachel will share best practices and strategic insights on remote tactics, tools, and resources.


    Learning Objectives

    This session will cover best practices for prospect development in a remote environment, including but not limited to:

    • How to stay connected with our colleagues on the frontline
    • Frame the role of prospect development as a valued internal consultant
    • Effectively pitch new prospects and deliver research via email
    • Conduct remote portfolio reviews
    • Advance database literacy
    • Avoid gatekeeping and integrate research basics into processes like new staff orientation

    Presenter:

    Rachel Dakarian, American Civil Liberties Union

    Rachel Dakarian is a development professional with more than a decade of nonprofit experience. Currently, Rachel is Assistant Director of Prospect Development with the national office of the American Civil Liberties Union. She previously served as a senior researcher with the Helen Brown Group; assistant director of development research at the Iowa State University Foundation; and prospect research analyst for her alma mater, Drake University.


    Before her fundraising career, Rachel was a field organizer for a Midwestern affiliate of Planned Parenthood and held various campaign roles with Democratic candidates in Iowa and Minnesota.


    Rachel serves on the board of Wheatsfield Cooperative Grocery. She is a member of Apra and a former director of Apra Great Plains (IA, NE and SD chapter).


    (B2) Prospect Management is More Than Data (I)

    12:50 p.m. – 1:40 p.m.

    Data is so vital to prospect management but it is only one aspect of it. What does moves management look outside of the data? What does an effective moves management program look like in real life with actual fundraisers? What are the types of questions we should be asking? How can we evaluate these programs outside of just data.


    Learning Objectives

    This session will explore what works and what doesn’t work when developing a moves management program.


    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 a decade ago at Harvard University. 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) Seeing Clearly Through Your Data Forest: How the next generation of fundraising technology can help you work smarter, boosting your prospect development efforts (I/A)

    12:50 p.m. – 1:40 p.m.

    Join us for a discussion with Scott Rosenkrans to learn how the next era of Artificial Intelligence can harness big data faster and more accurately than ever before, helping take your organization's fundraising efforts to the next level.


    Learning Objectives

    • Learn how the latest advances in AI provide new insights and speed never before available to the nonprofit sector.
    • Understand the value of big data and the tools that help organizations gain powerful insights into the real motivations of their donors.
    • Understand how data science can pinpoint the exact motivations behind repeat donors and also identify individuals most likely to give for the first time.

    Presenter:

    Scott Rosenkrans, DonorSearch

    Scott serves as Associate Vice President of DonorSearch Aristotle, leading a research and development division dedicated to leveraging Artificial Intelligence to help nonprofits harness actionable insights from big data. Prior to this role, Scott served as Director of Data Analytics for Futurus Group/Gobel Group, leading the development and application of an award-winning ML algorithm focused on predicting indicators of gratitude to determine the best potential donors for fundraising organizations. Scott’s work at Futurus Group was recognized by Fast Company through their annual World-Changing Ideas awards.


    (C1) Return of the Revenge of Prospect Logistics: Avoiding Supply Chain Failures with your Constituents Base (B)

    3:00 p.m. – 3:50 p.m.

    Are you worried that your organization does not have enough prospects to reach its financial goals? Are you concerned that some constituents are not receiving the attention they deserve? This session will focus on the logistics of portfolio management, and will help attendees to improve the efficiency of their prospect pipelines. Join Ian T. Wells for this informative program as he explores strategies to fully leverage the untapped potential of your constituent base.


    Learning Objectives

    Attendees will learn about best practices in portfolio management. Additional lessons on prospect identification and stewardship will also be included.


    Presenter:

    Ian Wells, Ian T. Wells & Associates

    Ian T. Wells is the President of Ian T. Wells & Associates, a firm providing prospect research and advisory services to nonprofit organizations of all sizes. Prior to founding his company in 2014, he served in managerial roles at Boston College and Massachusetts General Hospital. Ian began his prospect development career when he joined the Boston Children's Hospital Trust in 2001.


    (C2) Changing America Through Powerful Prospect Research (B/I/A)

    3:00 p.m. – 3:50 p.m.

    What does Prospect Research have to do with the national movement for racial justice in the US?


    Everything.


    Prospect Research is the great equalizer of nonprofits, philanthropy and ultimately this nation. We will talk about how this is happening and what you can do to be part of this national movement. How do we go beyond tokens and build true DEI in our nonprofits today?


    Learning Objectives

    • To help Prospect Research & Management professionals see the larger cause of prospect research
    • To identify ways they can become activists in this cause

    Presenter:

    Armando Zumaya, Somos El Poder

    Armando has been a field fundraiser for 36 years. He is a well-known speaker, author and trainer in Development. He is a fierce advocate for prospect research. He has served as a CDO, CPO, VP of Development for 20 years. He is currently the founder of Somos El Poder the first Latinx fundraising institute in the US.


    (C3) Understanding Entrepreneurial Wealth-Generation & the Opportunities They Create for Your Advancement Team (I)

    3:00 p.m. – 3:50 p.m.

    Entrepreneurial wealth is a huge opportunity for donor research teams. Over the past few years, we have seen record-setting funding activity going into startup companies. Many donor prospects and alumni are associated with this activity, and in many cases, benefiting financially.


    In a NEDRAcon2021 poll, we uncovered that 46% of respondents claim to understand entrepreneurial wealth, and even more, only 13% said they fully comprehend when to solicit donations. The end goal is to understand which events yield financial opportunity, and to engage prospects, donors and grateful families at exactly that right time. But what is that right time, and how can donor researchers and gift officers leverage this information for new, increased and complex gifts? Tracking these events could mean the difference between the donor directing their philanthropic dollars to your institution or donor-advised fund or someone else’s.


    This discussion, including Karen Johnson, Senior Director of Complex Asset Gifts at Harvard University, will explore how people acquire wealth—diving into entrepreneurial wealth created inside private companies. We’ll outline the importance of tracking donor events like series fundings, IPOs, mergers & acquisitions and stock sales, while sharing tangible tips on how and when to best engage to nurture or solicit gifts.


    Learning Objectives

    This session will explore the full prospecting cycle of entrepreneurial wealth highlighting each expertise of the panel:

    • Understanding entrepreneurial wealth stages and how to unearth this information, re-rate prospects and monitor an individual’s progression into wealth.
    • Uncovering the value behind entrepreneurial wealth and why it’s important to leverage this in your donor research offices.
    • Sharing tips on when and how to engage to foster relationships, solicit donations and even how to open up the conversation for complex gifts.
    • This session will provide data showing activities in this area over the past five years, provide specific examples of some of the gifting opportunities that exist as well as provide a high-level understanding of these events so you can help your gift officers understand and make the most of them.


    Presenters:

    Bill Cote, Aidentified

    Bill has spent over 25 years working for colleges and universities in various fundraising roles including alumni affairs, corporate relations and major gifts fundraising. He has worked for a variety of institutions over that career including Marlboro College, the University of Maryland, the University of Virginia, Bentley University, Dartmouth College and his alma mater, the University of New Hampshire, where he served as the director of development at the Paul College of Business & Economics. Throughout his career he has relied heavily on the usage of data to identify prospects and to develop the right strategies to engage them. Bill also worked in the for-profit world heading up sales and business development for three separate healthcare companies.


    Sandra Davis, Donorly

    Sandra Davis is the Founder and President of Donorly, a development consulting firm based out of New York City that helps small to mid-sized nonprofits fundraise beyond their size. Sandra has over 30 years of experience in the nonprofit sector. Prior to founding Donorly, Sandra held development roles at the Public Theater, the Metropolitan Opera and the New York Philharmonic. She has an extensive knowledge of cultivation, solicitation, capital campaigns and board development. She is passionate about providing the building blocks that allow nonprofits to create and deepen connections with the donors who support their work. When Sandra is not working with clients, she spends time planning her next adventure, whether that involves traveling or simply taking in all that New York City has to offer.




    Friday, May 6, 2022

    (A1) Looking for Love in all the Right Places: The Cause-Based Approach to Prospect Research (B/I/A)

    11:00 a.m. – 11:50 a.m.

    Whether you work for a smaller cause-based organization or a large university or medical center, understanding how to identify interests and affinities of your major donors is a crucial part of prospect research. At cause-based organizations, researchers have less biographical information to start with, and have to determine not just giving capacity, but affinity for the cause, whether it’s animal welfare, ecological sustainability, social justice causes, or Shakespearean theater.


    In this session, prospect researchers at Best Friends Animal Society will discuss the basics of cause-based research, including tips and tools for finding contact info (and the ethics of doing so), using social media and advanced Google-searching, as well as working with frontline fundraisers, to find clues about affinity for the cause. This session will also address the need for due diligence into potential conflicts between donors to your organization and your organization’s mission itself.


    Learning Objectives

    • Use both premium (WhitePages Premium) and free resources (That’s Them and TruePeopleSearch) to identify potential contact info for new donors to cause-based organizations that do not have the same connection to and background info of donors as universities and medical centers have
    •  Use social media (Facebook, Instagram, etc.) and advanced web-searching techniques to identify clues about a donor’s affinity for the nonprofit’s mission
    • Identify and reconcile potential ethical issues with the use of discovered contact info of cause-based donors, as well as potential conflicts between donors and the mission of the organization


    Presenters:

    Mark Keller, Best Friends Animal Society

    Marc Keller is a Senior Prospect Researcher at Best Friends Animal Society. He began his prospect research career at the University of Pennsylvania in Philadelphia, where he managed the international prospect research program, as well as supporting advancement research at Penn Med, Penn Law, and the Institute of Contemporary Art. He has also done prospect research at the PA Ballet and the Mind-Body Awareness Project.

    Marc lives in Philadelphia, PA and enjoys reading and playing backgammon in his spare time. He graduated from the University of Pennsylvania with degrees in Anthropology and Urban Studies.


    Brandy Sims, Best Friends Animal Society

    Brandy Sims is a Prospect Researcher at Best Friends Animal Society. She focuses primarily on individual research for the Major Gifts team, but also has expertise in foundations research. Prior to joining Best Friends in January 2020, she spent 6 years at ALSAC/St. Jude Children's Research Hospital. While on the St. Jude Prospect Development team, she led Prospect Research and Prospect Management efforts for the Principal Gifts team and the Foundations team, and supported the Major Gifts team in a Prospect Management capacity.

    Brandy has a B.A. in Psychology from Christian Brothers University. She lives in Memphis, TN with her rescue pup Zoey, a Jack Russell mix.


    (A2) Dashboard Confessional: Working Collaboratively to Build Fundraiser Tools (I/A)

    11:00 a.m. – 11:50 a.m.

    The objective of this session is to share the collaborative process by which fundraising tools are developed in CRM and PowerBI. We will showcase our fundraising dashboards as an example.


    Learning Objectives

    Attendees will leave with an understanding of the types of tools available to fundraisers and how to determine the appropriate type for a given need. Additionally, they will learn how to create a process by which these tools are developed and the process we use at Brown for both development and implementation. Finally, we will showcase the dashboard tool type, which will include a walkthrough of our dashboard and the process of its creation.


    Presenters:

    Jacqueleen Mazick, Brown University

    Jacqueleen Mazick is associate director, prospect management at Brown University. She has been a member of the Research and Prospect Development team since 2016. Previously, Jacquie served as project coordinator for campaign branding for Brown's current campaign. She began her development career in 2010 on the Brown Annual Fund where she served in various roles on the Class Campaigns team.


    Corinne Barber, Brown University

    Corinne Barber is business analyst and report writer at Brown University. She has been a member of the Information Services team since 2018. Previously, she served as development officer at the Rhode Island Historical Society and development coordinator at Watefire Providence. She began her development career in 2008 at the Worcester Center for Crafts.


    (A3) DEI in Fundraising Analytics: where to start, what to ask, how to engage (B/I/A)

    11:00 a.m. – 11:50 a.m.

    Data is critical to successful efforts to create a more diverse and inclusive constituent and donor base. Organizations need to be able to describe and analyze constituents and donors based on demographic data to understand its current and prospective donor population, create meaningful goals, and measure progress. However, there are many hard ethical questions regarding using demographic data, such as race, ethnicity, or sexual orientation, to inform fundraising strategies. This data also can be challenging to collect and use.


    This session will explore considerations and challenges around using this data for the purposes of reaching potential donors from historically-excluded communities. Additionally, it will explore the Diverse Zip Code descriptive analytic score recently created by BWF and deployed at Massachusetts General Hospital as a way of addressing some of the challenges in the collection and use of demographic data.


    Learning Objectives

    • Participants will gain a better understanding of the critical questions and challenges around collecting and using demographic data in fundraising.
    • Participants will be introduced to the Diverse Zip Code score and potential uses for this score.
    • Participants will receive a workbook to provide a foundation for addressing the following core areas:
      • Data (access, bias, identity)
      • What is diversity? What is equity?
      • Optimize stakeholder involvement

    Presenters:

    Kristal Enter, Massachusetts General Hospital

    Kristal Enter is Associate Director, Prospect Research and Management at Massachusetts General Hospital since 2018. Prior to joining MGH, she was a senior research analyst at Dana-Farber Cancer Institute. Kristal has worked in the fundraising field since 2013 and previously held roles at Partners In Health and University of Massachusetts Boston. Her graduate school work at the University of Cambridge focused on the integration of higher education in the American South.


    Alexander Oftelie, BWF

    Alexander W. Oftelie is a Senior Vice President of Decision Science at BWF. He oversees all analytics engagements, workshops and trainings, and product implementation. His specific areas of expertise include predictive modeling, business impact analysis, survey design and sampling methodology, analytics training, and analytics implementation.

    Prior to his work with BWF, Alex worked as a non-profit subject matter expert for IBM, and advanced analytics consultant for Gallup. He is a recognized leader, speaker, and trainer for CASE, AHP, and Apra and holds a Bachelor of Arts from St. Olaf College and a Masters of Public Affairs from the University of Minnesota.


    Roundtable - DEI

    12:15 p.m. – 12:45 p.m.

    Moderator:

    Samir Chapra, Princeton University

    Samir Chapra (he, him, his) is a senior research analyst at Princeton University Advancement, where he is a member of the organization’s Inclusion, Diversity, and Equity in Advancement (IDEA) Committee. Samir also serves on NEDRA’s Diversity Equity & Inclusion Committee. He began his prospect research career at Cambridge University’s US foundation, Cambridge in America, and then spent two years as a research analyst at the William J. Clinton Foundation prior to joining Princeton in 2016. Samir earned a BA in history from Georgetown University and graduate degrees in nonprofit administration and business from Concordia University in Montreal.


    Roundtable - International Research

    12:15 p.m. – 12:45 p.m.

    Moderator:

    Dave Owens, Boston Children's Hospital Trust

    Dave Owens is a Principal Analyst, Prospect Development 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 has had an active role in NEDRA, and is currently a member of NEDRA’s Programming Committee.


    Roundtable - Prospect ID

    12:15 p.m. – 12:45 p.m.

    Moderator:

    Lauren Langendorf, Dana-Farber Cancer Institute

    Lauren Langendorf is a Senior Assistant Director of Prospect Identification at Dana-Farber Cancer Institute, where she has worked since 2016. She started her career in Prospect Research at the Museum of Fine Arts, Boston. Lauren is a graduate Boston College.


    Roundtable - Prospect Management

    12:15 p.m. – 12:45 p.m.

    Moderator:

    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. 


    Roundtable - Recruitment

    12:15 p.m. – 12:45 p.m.

    Moderator:

    Emily Donohue, University of Massachusetts Boston

    Emily K. Donohue is the Senior Director of Prospect Management and Research at UMass Boston. She was previously Director of Prospect Development at Simmons University. Emily has also held roles in prospect development at Emmanuel College and Combined Jewish Philanthropies. She is a member of the NEDRA Board of Directors and co-chairs the programming committee. Emily received a BA in history from Kenyon College and an MLS from Simmons University. 


    Roundtable - Small Shops

    12:15 p.m. – 12:45 p.m.

    Moderator:

    Moira Pulitzer-Kennedy

    Moira Pulitzer-Kennedy is Director of Prospect Research and Management at Mount Holyoke College. Prior to relocating to the Pioneer Valley in 2019, she served as Assistant Director of Prospect Management for Tufts University. She began her career in prospect development as a researcher for Combined Jewish Philanthropies, Greater Boston's Jewish Federation, and prior to that, held positions in frontline fundraising, donor relations, and development communications for the Unitarian Universalist Association. Moira holds a B.A. in Religion from Wellesley College and a Master of Divinity from Harvard Divinity School. 



    (B1) How Information Helped Close a $1 Million Gift (B/I/A)

    12:50 p.m. – 1:40 p.m.

    Learn the value and ROI of having the right information at the right time. We will share a case study of how information in Insightful led to a relationship connection and a stewardship action that prompted a $1 million gift that was not solicited.


    Learning Objectives

    Participants will learn the value of involving Board members to provide information on key donors

    Participants will be provided with a new ROI statement and support for leadership about the value of having the right information at the right time.


    Presenter:

    Sarah Landman, Insightful

    Sarah has served as a major gift officer and leader of two national fundraising consulting firms. She has helped raise over $500 million for nonprofits during her 18-year career. She currently serves as the Executive Vice President of insightful, powered by NewsBank, Inc. Insightful is a new software that provides donor insights to deepen relationships. Sarah holds a B.A. in Theatre and an M.A. in Philanthropy and Development from Saint Mary's University of Minnesota. She writes and speaks on the topic of Millennial Philanthropy at regional and national meetings and conferences. Sarah was named 40 under 40 by Gulfshore Business Magazine and serves on the Board of Trustees of Saint Mary's University of Minnesota and Catholic Charities, Diocese of Venice, FL. She is a native of Winona, Minnesota and currently lives in Naples, Florida with her husband and children.


    (B2) Prospects & Processes: Streamlining International Research (I)

    12:50 p.m. – 1:40 p.m.

    Researching international prospects can be challenging in many ways. Language differences, a lack of accessible sources and hints of wealth or affinity rather than solid indicators are all experiences common to international research. These challenges can sometimes lead to the frustrating sense of lots of time spent for little return. In 2020, the Prospect Identification team at Memorial Sloan Kettering Cancer Center (MSK) in New York re-evaluated how international prospects were reviewed to address these factors. The result was a process that’s more mindful of time spent and addresses differences in researching people from various regions. An important innovation was the development of capacity buckets to sort prospects based on indications they could give at the principal gift level, or below that level. Bucketing especially helped analysts give a more useful picture of capacity for people with fewer hard indicators, but enough information for an initial estimate. This session will outline the process, describe how it was created and discuss how it has impacted the work of international research at MSK.


    Learning Objectives

    • Identify some of the issues involved in assessing international prospects, in particular international patients at a US medical institution. These include discrepancies in sources available between regions and qualitative vs quantitative wealth.
    • Describe how process improvement techniques helped address these issues by understanding how research was previously done and mapping objectives for a new process.
    • Show how research processes can be designed differently for various regions or countries.

    Presenters:

    Brendan O’Hagen, Memorial Sloan Kettering Cancer Center

    Brendan joined Memorial Sloan Kettering in 2008 as a research analyst, and since 2018 has been a member of MSK’s Prospect Identification team. In this role, he particularly enjoys finding new or underutilized sources to help with the work of evaluating prospects. A resident of Jersey City, Brendan has a BA in Anthropology from Fordham University and an MA in History from Hunter College, and previously worked in several New York City museums/libraries as a cataloger and researcher.


    Becky Miner, Memorial Sloan Kettering Cancer Center

    Becky is the associate director of prospect research and identification at MSK, working remotely from California. She previously worked at Dana-Farber Cancer Institute and the University of California, Davis. She holds a B.A. in history from Montana State University and an M.A. in the history of international relations from the London School of Economics and Political Science.


    (B3) Value of Verifications (B/I)

    12:50 p.m. – 1:40 p.m.

    After your organization has a wealth screening done, whether it's the entire database, or just a few hundred folks, what do you do next? How much confidence should you have in the initial results? How much time should you spend on additional research? This session will talk about the next steps for verifying giving capacity, with multiple case studies reviewed, including a large healthcare organization (within a screening database), as well as small to mid-sized cause-based and higher education organizations which perform the verifications externally. We will also discuss what level of detail to complete, along with methodology, and everything else that comes with the joy of verifications!


    Learning Objectives

    Attendees will learn of multiple different methods of verifications, from a 5 minute method to a 45 minute, very thorough verification methodology. They will take away immediately actionable plans for how to get through wealth screening data or any lists that require research/verifications as a next step.


    Presenters:

    Sarah Price, BWF

    Sarah Price is the associate director of research services at BWF. She leads a team of researchers working on projects including prospect verification, prospect identification, and in-depth profiles. In addition, Sarah is the lead for wealth screening projects as well as assisting with assessments and trainings.


    Before joining BWF, Sarah served as prospect research manager at Augsburg University, where she created and implemented a prospect development program to support the largest campaign the university has undertaken. She has also worked with small- to mid-size nonprofits as a freelance consultant on database audits, development staff training, and wealth screening projects. Previous to Augsburg, she worked in prospect development at a small consulting firm in Minneapolis, at St. Olaf College, and at the Minnesota Children’s Museum.


    Sarah is a former board member of Apra-MN and has presented at Apra International, Apra-MN, and AFP Minnesota conferences. Sarah earned her bachelor’s degree from the University of Minnesota Duluth.


    Sarah Bernstein, Philanthrodata

    Sarah Bernstein founded Philanthrodata in 2014 to support nonprofits with fundraising intelligence and information management services, after working for organizations in the higher education and social service sectors for 15 years. Her experience includes prospect research and strategy; database analysis, reporting, segmentation and list preparation; team management, mentoring and training; gift processing and financial reconciliation; and writing procedures, solicitations and acknowledgements.


    Sarah is a long-standing member of Apra; she previously served on the Apra Wisconsin board from 2006-14, and as president from 2010-14, and has served as a member of the Apra chapter committee and the Apra conference curriculum planning committee. Sarah is also a member of AFP, AASP, and Local First Milwaukee. She has delivered presentations for the Apra Prospect Development Conference, AFP of Southeast Wisconsin, Nonprofit Center of Milwaukee, and other local groups.


    Earlier in her career, Sarah worked in information technology for Fortune 500 companies and as a consultant. Sarah has a B.A. in Film Studies and M.A. in Art History, both from UW-Milwaukee, and has completed post-graduate studies in English at UWM and Marquette University.


    (C1) Navigating the APRA DEI Data Guide: How to collect, sort and use identity information (B/I/A)

    3:00 p.m. – 3:50 p.m.

    The Apra Ethics & Compliance Committee recently published the DEI Data Guide: How to ethically collect, store, and use identity data. Diversity, equity, and inclusion data can be sensitive information and handled with care. This session will discuss the main elements of the Data Guide and how to apply it to higher education, healthcare, and other types of fundraising organizations. We will have a live Q&A to discuss the complexities of working with DEI data.


    Learning Objectives

    Participants can expect to take away best practices of working with identity data, and how to implement them in their own organizations.


    Presenter:

    Megan Horton, Rhode Island School of Design

    Megan is currently the Senior Prospect Development Analyst at the Rhode Island School of Design. Previously, she was a prospect management and research analyst at UC San Diego where she specialized in CFR prospect management and research. Megan currently serves as the Apra Ethics & Compliance Committee Chair, where she has led the development of the DEI Data Guide and its industry-wide rollout. She is also representing Apra as a co-author of the CASE/Apra/aasp/AFP collaborative development of recommended practices for identity data in fundraising. Before her career in prospect development, she worked for social justice nonprofits in Washington, DC and El Salvador. She has a BA in International Affairs from George Washington University and an MA in Latin American Studies from UC San Diego.


    (C2) Practical Analytics with Excel (B)

    3:00 p.m. – 3:50 p.m.

    Microsoft Excel is overwhelmingly the world’s most popular analytical tool – for good reason. With the right techniques, Excel is a very powerful tool for analyzing data. This session will introduce you to 4 of the most useful analytical techniques using trusty old Excel – no complicated formulas or VBA code required!


    What makes these techniques especially useful is that they are accessible to ANY professional – the mathematical knowledge needed to effectively apply these techniques is minimal. The techniques covered will allow you to: 1) Explore and analyze your data visually for predictive analytics. 2) Rigorously analyze changes in campaigns. 3) Predict which individuals/organizations are likely donors. 4) Forecast likely donation amounts.


    Learning Objectives

    Attendees will learn how Excel makes the following analytical techniques available to any professional:

    • Exploratory data analysis
    • Process behavior charts
    • Logistic regression
    • Linear regression

    Presenter:

    Dave Langer, Dave on Data

    David Langer is a hands-on consultant, trainer, and speaker with a mission to make data analysis skills as commonplace as Excel skills. Dave on Data was founded to achieve this mission by crafting and delivering the best analytics training for all professionals regardless of role.


    Dave has held analytics leadership roles at Schedulicity, Data Science Dojo, and Microsoft. He has trained hundreds of BI and analytics professionals in the fundamentals of machine learning and analytics. Dave has been recognized for his effective style of teaching analytics, and his YouTube tutorials have more than 2,000,000 combined view.


    (C3) From the Ground Up: How to Rebuild a Broken Advancement Services Shop (I/A)

    3:00 p.m. – 3:50 p.m.

    Felecia worked in support of Advancement Services functions for the past 12 years of her 30 year career. During her tenure as Executive Director of Advancement Services with a state-funded institution in Texas, she was able to rebuild an advancement services team that had been basically "gutted" when she joined the organization. She had one data entry clerk, and no one else. When she left the organization two and a half years later, the advancement services team was one of the most productive units within the Institutional Advancement division.


    Learning Objectives

    Felecia will walk you through the steps she took to rebuild the team and improve/edit existing business processes. Some of the basic objectives include:

    • Taking an inventory of your current situation
    •  Conducting a needs assessment
    • Creating a vision and mission
    • Outlining your strategic plan
    • Creating SMART goals
    • Assessments and Adjustments

    Presenter:

    Felecia McCree, Advancement Services Optimization, LLC

    Felecia McCree is currently Founder and Principal Consultant with Advancement Services Optimization. Felecia has more than twelve years of experience in higher education development and fundraising operations and over twenty years of management experience. Before founding Advancement Services Optimization, Felecia worked with Washington University in St. Louis where she served as Senior Director of Prospect Management. Prior to that, Felecia worked with Texas A&M University, Corpus Christi, where she served as Executive Director of Advancement Services. Prior to Texas A&M University, she was the Director of Advancement Services and Prospect Management at Dominican University in River Forest, Illinois, and Senior Project Manager, University Initiatives with the Alumni Relations & Development division at the University of Chicago. Prior to her work in higher education, she spent several years working in technical support and customer service operations with Vantage Oleochemicals based in Chicago. Felecia has a B.S. in chemistry from Xavier University of Louisiana and a certificate in Project Management Strategy from the University of Chicago.















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