Relationship Management

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  • Contains 9 Component(s) Includes Multiple Live Events. The next is on 11/06/2024 at 11:00 AM (EST)

    Plug In to Due Diligence at Apra's annual virtual two-day event, November 6 and 7. This year's event spotlights the critical role of due diligence in prospect development, offering an array of sessions that will sharpen your skills and expand your toolkit.

    Plug In to Due Diligence at Apra's annual virtual two-day event, November 6 and 7. This year's event spotlights the critical role of due diligence in prospect development, offering an array of sessions that will sharpen your skills and expand your toolkit.

    Over two days of flexible learning, you'll dive deep into:

    • Crafting robust due diligence policies
    • Harnessing cutting-edge technologies for donor vetting
    • Navigating ethical challenges in prospect research
    • Leveraging AI and machine learning to revolutionize your practices

    Connect with fellow professionals, gain actionable insights, and stay ahead of emerging trends in our rapidly evolving field. Whether you're new to due diligence or looking to refine your approach, this event is your gateway to excellence in prospect development.

    Mark your calendars for November 6-7 and prepare to Plug In!

    Click the contents tab above for more details about the agenda.

    Courtney Cutler

    Due Diligence Specialist

    Stanford University

    Courtney has helped build comprehensive due diligence programs at MIT and UC Berkeley, and most recently worked with Stanford University to assess and refine their existing due diligence processes. Prior to due diligence, Courtney worked in prospect development at MIT and the Appalachian Mountain Club in Boston. They currently split their time between Colorado and Idaho and can often be found climbing or running through the mountains with their dog, Stanley.

    Molly Johnson

    Senior Director of Prospect Development

    Massachusetts Institute of Technology

    Molly Johnson is the Senior Director of Prospect Development at MIT where she leads the prospect research, prospect management, and philanthropic due diligence functions.

    Her journey in higher education fundraising has been iterative, from prospect researcher to campaign volunteer manager to fundraiser to AI start up to her current role at MIT. The hallmark of Molly’s career is her ability to employ design thinking to identify problems, develop unique solutions, and co-create value. This highly collaborative style enabled Molly to tackle several complex organizational challenges, including individualized performance metrics with the School of Engineering, which culminated in the Leader of the Year award.

    Today Molly is excited to share her expertise in creating, developing, and sustaining a responsive program to help you assess risk and make decisions that support your organization’s mission.

    Beca Daniel

    Account Executive

    Xapien

    Beca is an Account Executive at Xapien, having worked across customer success, sales and product development, all focused on the non profit and fundraising sector. She now leads on the higher education sector at Xapien.

    During her time at Xapien, Beca has been involved in various aspects of developing the product to better serve universities and nonprofits, acting as a liaison between customers and the product team. Her work has often been focused on adapting the product to the changing world, including integrating fully up-to-date sanctions and watchlist data after the Russian invasion of Ukraine, and adapting adverse media categories to align with the reputational risks universities and nonprofits face in a changing world.

    Beca has a background in research and higher education, with a first class degree in English Literature and an MA in Literature, Criticism and Culture from the University of Cambridge.

    Catherine Flaatten

    Associate Vice President of Prospect Development

    Catherine Flaatten, MPH, CFRE, is the associate vice president of prospect development at BWF where she partners with clients to develop creative solutions to their prospect development challenges. Previously, she served in various roles at The George Washington University, most recently as the managing director of research and relationship management. Catherine has also worked in prospect development at Share Our Strength/No Kid Hungry, the National Psoriasis Foundation, and the BrightFocus Foundation. A regular speaker and author, Catherine currently serves on Apra’s Board of Directors, Fundamentals Committee, and Foundation Board of Trustees. Former volunteer roles include serving as president and programming chair of Apra Metro DC, chairing the aasp Best Practices in Prospect Development and Apra Membership Committees, and serving on Apra’s Body of Knowledge and PD Curriculum Planning Committees. Catherine holds a BA in International Affairs and an MPH in Maternal and Child Health, both from The George Washington University.

    Charles Latham

    Senior Research Analyst, Principal Gifts

    Duke University

    Currently the Senior Research Analyst specializing in Principal Gifts ($10M+ capacity) for Duke Health Development and Alumni Affairs, I have been a prospect researcher for nearly two decades, having started my career at Penn Medicine in Philadelphia, PA in 2007. I joined Duke Health in 2014.  In 2021, working directly with the Vice President, I developed a presentation on reputational risk and due diligence in response to incidents at peer and other institutions, and am currently collaborating with our Stewardship team and Duke University’s development team to craft a robust program for identifying “red flags” and protecting the reputation of Duke Health. I received my B.A. in English w/Cultural and Community Studies with honors from the University of Sussex in Brighton, E. Sussex, UK. I reside in Durham, NC and like to play music in my free time and to practice target archery with my English longbow.

    Kerry Rock

    Chief Executive

    Prospecting for Gold

    Kerry is the Chief Executive of Prospecting for Gold. She has over 30 years’ experience in research, policy and management. She joined Prospecting for Gold in 2012 and currently leads our research consultancy and data protection work. She also runs our training programme, sharing her expertise in webinars and seminars. Before she moved to the UK from Australia in 2005, Kerry worked in the water industry then ran her own research and communication consultancy, supporting leading companies within the research industry. A career highlight was providing customer insights to help determine the future of Australia’s largest water company. Kerry also ran an independent film production company and wrote and produced a feature film that was selected for the Cannes Film Festival. Kerry has written hundreds of user-friendly reports and presented to wide-ranging audiences at national and international conferences, seminars, and board meetings. Kerry volunteers both within the charity sector and in her local community. She is a trustee of Cure Parkinson’s and sits on the Chartered Institute for Fundraising’s Consultants Special Interest Group committee. She is a member of the Market Research Society and president of the UK branch of the University of Melbourne’s Alumni Association. Closer to home, Kerry is a volunteer citizen scientist, helping to protect her local river, the Chess.

    Maria Jornet Escuer

    Researcher

    Prospecting for Gold

    Maria started her career in the financial sector as a risk-based researcher and due diligence specialist. After 10 years at Dow Jones she moved to the charity sector as an independent consultant to support charities on their ethical fundraising and conducting ethical checks.

    Thanks to her background in translation she is fluent in five languages and specifically trained in conducting due diligence across different jurisdictions.

    She joined Prospecting for Gold in June 2024 as a Researcher to add to the company’s due diligence and corporate and trust research services. As a polyglot and food lover, she enjoys travelling to practise her language skills and exploring new cuisines.

    Bethany Andorfer Morley

    Director of Prospect Strategy and Research

    West Chester University Foundation

    Bethany Andorfer Morley works at the West Chester University Foundation as the Director of Prospect Strategy and Research. Driven by a passion for learning new tools and creating innovative systems and strategies, she enjoys collaborating with fundraisers and prospect development professionals. With nearly 20 years of experience in the non-profit sector, including a decade as a frontline fundraiser, she has worked in higher education, health and human services and arts and culture.

    Peggy DeAngelo

    Assistant Vice President, Systems

    CCS Fundraising

    Peggy DeAngelo is a results-oriented leader with 8+ years of experience partnering with nonprofit organizations toward transformational change. Her expertise spans System/CRM Design (including Salesforce and Blackbaud), System/CRM training, UX Design, Change Management, Communication Planning, Fundraising and Campaign Management, and Data Governance.

    Peggy has worked with partners of all sizes and levels of complexity, from global federated nonprofits to hospitals, universities, think tanks, and museums. Her extensive nonprofit experience includes roles as a frontline fundraiser, grant writer, marketing and communications coordinator, direct support staff member, and fundraising and systems consultant, providing her with deep operational insights.

    She holds an MBA from Temple University's Fox School of Business, a JD from Rutgers-Camden School of Law, and a BA from the University of Pennsylvania. Currently based in Morgantown, WV with her husband Jeffrey, Peggy enjoys hiking, bird watching, and kayaking.

    Kevin Vaughn

    Corporate and Foundation Relations Research Analyst

    Notre Dame

    Kevin Vaughn is a Research Analyst in the Department of Development at the University of Notre Dame, where he specializes in prospect research and strategy for the Corporate and Foundation Relations team. He also plays a key role in developing due diligence policies and procedures in collaboration with other university departments. Prior to joining Development, Kevin held administrative roles in graduate programs across the humanities and global affairs. Alongside his expertise in higher education, he holds advanced degrees in music performance.

  • Contains 2 Component(s) Includes a Live Web Event on 10/15/2024 at 12:00 PM (EDT)

    Using wealth screening to identify major gift prospects among new student families is an indispensable part of the back-to-school prospecting process. Beyond that, though, there is opportunity to leverage internal data, relationships, and early outreach to further clarify your prospect list. In fact, sometimes these other inputs provide insights that wealth screening cannot. Join us to hear from a group of institutions representing elementary, secondary, and higher education on their tips for a holistic approach to this busy and vital season in a smaller-sized shop.* *Full participation is applicable for 1.0 points in Category 1.B -Education of the CFRE International application for initial certification and/or recertification.

    Using wealth screening to identify major gift prospects among new student families is an indispensable part of the back-to-school prospecting process. Beyond that, though, there is opportunity to leverage internal data, relationships, and early outreach to further clarify your prospect list. In fact, sometimes these other inputs provide insights that wealth screening cannot.  Join us to hear from a group of institutions representing elementary, secondary, and higher education on their tips for a holistic approach to this busy and vital season in a smaller-sized shop.*

    *Full participation is applicable for 1.0 points in Category 1.B -Education of the CFRE International application for initial certification and/or recertification

    Leah Payne

    Director of Prospect Management and Research

    Longwood University

    Adri Viswanatha Director of Donor Research

    Director of Donor Research

    Macalester College

    Vidya Kagan

    Director of Development Services

    Menlo School

    Karl Sissman

    Director of Philanthropic Strategy

    Latin School of Chicago

    Katelyn Martin (Moderator)

    Managing Director, Strategic Information Services

    Campbell & Company

    Katelyn Martin is Managing Director, Strategic Information Services, at Campbell & Company, a national nonprofit consulting firm that helps organizations create greater impact through fundraising, communications, executive search, and strategic information services. In her 10 years with the firm, Katelyn has counseled clients across all sectors in roles ranging from strategic campaign counsel to interim development staff support. As the leader of the Strategic Information Services practice, Katelyn leverages her fundraising expertise and the advanced technical skills of her team to build the internal capacity of our clients to make data-driven decisions and build stronger donor relationships. 

    Prior to joining Campbell & Company, Katelyn worked in frontline and database roles with youth-serving organizations. Katelyn graduated with a Bachelor of Music in Arts Management from Northwestern University. She lives in Chicago with her husband and two children. 

  • Contains 1 Component(s) Recorded On: 08/27/2024

    Want to win more funding for your nonprofit? The first step to success is being able to find good fit funders. In this workshop, you’ll learn how to get “in” with institutional funders and double the number of funding opportunities in your pipeline. By the end of this webinar, you will: - Gain insights into funder perspectives and how to align proposals with funder priorities to increase success rates - Learn effective best practices for prospecting, both in research and evaluation of prospective funders - Hear 7 strategies for initiating and maintaining communication with funders throughout the grant lifecycle. - See how Instrumentl can help you save up to 15 hours per week on finding & tracking new funding opportunities Plus, all of our live attendees get special perks: - Earn 1.0 CFRE point - Personalized funder recommendations for your nonprofit - Access to freebies & resources connected to course content - Win exciting raffle prizes - Build community with like-minded peers in your field - All registrants will receive a recording and copy of the presentation slides after the workshop. *Full participation is applicable for 1.0 points in Category 1.B -Education of the CFRE International application for initial certification and/or recertification.

    Want to win more funding for your nonprofit? The first step to success is being able to find good fit funders. In this workshop, you’ll learn how to get “in” with institutional funders and double the number of funding opportunities in your pipeline.

    By the end of this webinar, you will:

    • Gain insights into funder perspectives and how to align proposals with funder priorities to increase success rates
    • Learn effective best practices for prospecting, both in research and evaluation of prospective funders
    • Hear 7 strategies for initiating and maintaining communication with funders throughout the grant lifecycle.
    • See how Instrumentl can help you save up to 15 hours per week on finding & tracking new funding opportunities

    Plus, all of our live attendees get special perks:

    • Earn 1.0 CFRE point
    • Personalized funder recommendations for your nonprofit
    • Access to freebies & resources connected to course content
    • Win exciting raffle prizes
    • Build community with like-minded peers in your field

    All registrants will receive a recording and copy of the presentation slides after the workshop.

    *Full participation is applicable for 1.0 points in Category 1.B -Education of the CFRE International application for initial certification and/or recertification. 

    Rachel Fidler Cannella

    Events & Community Manager

    Instrumentl

    Rachel Fidler Cannella is a skilled educator & nonprofit professional with over a decade in the Arts & Culture sector.

    Prior to joining the team at Instrumentl, Rachel served as Senior Manager of School & Teacher Programs at the Natural History Museums of Los Angeles County, leading educational programming for 150,000+ annual school visitors at two county museum sites. She has also directed creative arts programming for teens & elders at Holocaust Museum LA and designed environmental education courses for early learners at the Portland Children’s Museum, in partnership with the Oregon Zoo.


  • Contains 39 Product(s)

    Get 39 sessions offered at the Prospect Development 2024 Conference, held August 21 - 23, 2024.

    Get 39 sessions offered at the Prospect Development 2024 Conference, held August 21 - 23, 2024. 

    • A KPI Journey - Creating Metrics and Changing Culture with Institutional Fundraisers
    • AI and PD – How All Areas Can Ensure Ethical Practices for AI (Ask the Ethicist Live)
    • Apra Talks: We're All Data Scientists
    • Bridging Eras: Integrating AI with Tried and True Screening Methods
    • Building a Career Pathway Program: A Roadmap to Growing Opportunities for our Teams
    • Building a Prospect Management System as a Team of One
    • Designing Your Own Crystal Ball: From Revenue Forecasting to a Long-Term Growth Model
    • Finding Your (Donor’s) Roots: Practical Applications for Genealogy in Development
    • From Service Provider to Strategic Partner: The Trusted Advisor Journey
    • General Session - Partner Industry Panel
    • How to turn your Database into an Asset
    • Identifying the Next Generation of Principal Gift Prospects
    • In My Teaching Era: Training and Learning in a Small Shop
    • In my Wellness Era: How a Wellness Skeptic Became a Convert
    • It Takes a Village: Expanding the Donor Pipeline through Strategic Partnerships
    • It's Not Just the Numbers! - Income, Psychology, and Giving Behavior  
    • Keynote Presentation: Humanity in Fundraising: Revolutionizing Donor Engagement
    • Lighting Your Own Way – Using Vision to Find Professional Growth Opportunities in Challenging Times
    • Microdata:  Your Key to the Prospects Hidden in Plain Sight
    • Moving from the Cubicle to the Kitchen Table: Pivoting to Remote Work
    • Navigating Inclusive Philanthropy: Addressing Historical and System Biases in Prospect Development and Data Tracking and Reporting
    • Oh the Places You’ll Go: Using Data and Reporting to Inform A Holistic Travel Strategy
    • Optimizing Fundraising Success: A Deep Dive into Performance Metrics
    • Partners in Fundraising: Facilitating an Effective and Collaborative Portfolio Review Meeting
    • Portfolio Health: Your Portfolio Fitness Tracker
    • Prospect Management as the Keystone for Radical Change in Portfolio Management and Fundraiser Performance Management
    • Protecting Our Institutions: Due Diligence and Risk Management Trends and Insights
    • Revolutionize Your Database: Fix Messy Data and Build a Strong Foundation
    • Sailing Through Stock Research
    • Small and Mighty-- Leveraging the Unique Strengths and Challenges of Smaller Shops
    • The (Hidden) Wealth of Nations: Perils, Pitfalls and Opportunities in Using Data to Estimate Gift Capacity
    • The ABCs and 123s of DAFs
    • The Wheels on the Bus: Using Data & Process to Drive a Public-Phase Campaign Prospect Pipeline
    • Unlocking Fundraising Success: Powering Discovery and Referrals with Goal Motivation
    • Unlocking Hidden Potential: How Indiana University Health Foundation's Mid-Level Giving Program Generated Over $93,000 in Six Months
    • Using Analytics to Drive Dynamic Major and Principal Giving Pipeline Development
    • What to Expect When You’re Expecting (a Salesforce CRM)!
    • What's Your Red Flag? Reputational Risk and Philanthropic Due Diligence Best Practices
    • You CAN Have It All:  Building a Proactive Lead Program That Works for Everyone
  • Contains 1 Component(s)

    After years of unfocused strategy and travel to overcrowded markets, join the University of Denver's Strategic Analytics and Prospect Development team on our journey to use data-driven insights and prospect pool analyses to make recommendations for territory realignment, earn trust and buy-in from key stakeholders, and roll out a new travel planning dashboard to ensure the right fundraisers are seeing the right prospects.

    While a significant portion of its nearly 150,000 alumni are local, 59% of University of Denver's alumni reside beyond the Denver-metro area. This presents an interesting challenge partnering with development leadership to develop a functional and effective travel strategy when all fundraisers want to visit regional prospects and feel as though they own a particular market or region. With both generalist and unit-based fundraisers eager to travel, DU must manage frontline travel effectively to ensure fundraisers target markets with strong prospect pools, supporting both individual and university-wide goals. 

    After years of unfocused strategy and travel to overcrowded markets, join the University of Denver's Strategic Analytics and Prospect Development team on our journey to use data-driven insights and prospect pool analyses to make recommendations for territory realignment, earn trust and buy-in from key stakeholders, and roll out a new travel planning dashboard to ensure the right fundraisers are seeing the right prospects.

    Learning Objectives:

    • Attendees will learn strategies to discuss and interpret prospect pool data to inform leadership decisions around regional market coverage.
    • Attendees will learn how to leverage interactive dashboards using custom zip-code based boundaries and other filters for travel planning and list generation.

    Peter Kotowski

    Director, Prospect Development

    University of Denver

    Pete Kotowski is the Director of Prospect Development for the University of Denver. In this role, he is responsible for implementing a prospect management system, overseeing prospect identification processes and research efforts, and division-wide pipeline management as DU enters the public phase of its capital campaign. Prior to this, Pete held a number of roles on the Prospect Management & Research team at Loyola University Chicago, where he also serves as an adjunct professor in the Department of History. Pete has served in a number of volunteer rolls with Apra International and Apra-IL, including serving as a member of the Apra International Conference Planning Committee and as the current president of Apra-IL. Pete has a BA in History and Political Science from the University of Pittsburgh and a PhD in American History from Loyola University Chicago, where his research focused on the relationship between Quakerism, conceptions of manhood, and unfree labor in early Pennsylvania.

    Nathan Zick-Smith

  • Contains 1 Component(s)

    The answers to many of leadership's most important questions are rooted in our solicitation pipeline data. Unfortunately, there's no standard issue crystal ball for prospect development professionals

    How many times is prospect development asked "where we are going to land at the end of the year? Will we make goal? What should next year's fundraising goal be? What long-term growth rate is sustainable?" The answers to many of leadership's most important questions are rooted in our solicitation pipeline data. 

    Unfortunately, there's no standard issue crystal ball for prospect development professionals. UNICEF USA spent four years building a robust pipeline data set, documenting people-centric business rules, and shifting our pipeline culture. From there we centralized and automated revenue forecasting and then developed a four-year growth model to drive the organization's strategic plan. Come learn from our case study - complete with rudimentary Excel formulas to an advanced projections dashboard - and how we have iterated and refined our approach over time. You too can become your own financial meteorologist!

    Learning Objectives:

    • The value of a robust pipeline data set and how prospect development can drive long-term planning
    • How to use your pipeline to project your fundraising results at both an introductory and advanced level

    Lindsey Nadeau

    Vice President, Data, Insight & Campaigns

    UNICEF USA

  • Contains 1 Component(s)

    Hear from a Gift Officer their process for successful Discovery Outreach attempts and referrals and learn impactful questions to ask your team members to encourage referrals and discovery work.

    The University of Central Florida (UCF) Advancement and Partnerships' Prospect Development and Leadership Annual Giving team has worked together to improve our Discovery outreach process and process for measuring the impact of referrals through the pipeline. In partnership with Major Giving, Alumni Engagement and Marketing and Communications teams, we knew the ability to report the impact and return on investment of our work would be important to future conversations with our executive team related to the importance of discovery work and successful collaboration and partnerships that lead to building stronger engagement and generating new leads that lead to giving. 

    We have adopted a new tracking methodology that measures fundraiser activity for referrals with number of interactions, meetings, solicitations, dollar raised, and prospect management movement and our Executive and Leadership team has implemented discovery goal metrics for both Leadership Annual Giving and Major Giving Gift Officers to work through that the Prospect Development team tracks and our Gift Officers have a dashboard available in real time to work through and track their work. We will share Reports and Examples on impact of referrals and discovery work that can be implemented in a small or large shop via Excel or Dashboard. Hear from a Gift Officer their process for successful Discovery Outreach attempts and referrals and learn impactful questions to ask your team members to encourage referrals and discovery work.

    Learning Objectives:

    • Reports and Examples on impact of referrals and discovery work that can be implemented in a small or large shop via Excel or Dashboard.
    • Hear from a Gift Officer their process for successful Discovery Outreach attempts and referrals.

    Kim Sargent

    Joshua Goodridge

  • Contains 1 Component(s)

    How do you create a prospect management system? It can be difficult to know where to start, despite all the knowledge and resources available. Join Don Irwin, Sr. Manager of Prospect Strategy at Lutheran Social Service of Minnesota, as he shares his journey of designing and implementing a prospect management system as a prospect development team of one.

    How do you create a prospect management system? It can be difficult to know where to start, despite all the knowledge and resources available. Join Don Irwin, Sr. Manager of Prospect Strategy at Lutheran Social Service of Minnesota, as he shares his journey of designing and implementing a prospect management system as a prospect development team of one.

    This session is about the process of working with other fundraisers to design and adopt a program for donor management. Don will discuss what it's like to assemble a planning team and gain the support of leaders, transition to a customized system, and embark on a quest for the perfect combination of best practices and data tables. You will learn about the building blocks of prospect management and the challenges of remote work, expectations, decision fatigue, staff turnover, and more. And, you will have the opportunity to see yourself as a leader on your team.

    Don will also show how his team integrated opportunities (a.k.a. proposals) and monthly portfolio meetings into their fundraising process. Just as important, Don will demonstrate how the collaborative design, roll-out, and training process can work.

    Finally, Don will share how the system he built is continually changing and improving. The journey is not over (because the policies and procedures manual is not finished!), but at the end of the session you might see how flexibility and patient persistence over time can culminate in a robust launchpad for campaign work and transformational change.

    Learning Objectives:

    • Attendees can describe a path from a one-person prospect research shop to an established prospect development program that can serve a mid-to-large-sized development department.
    • Explain how opportunities function as one of the key features of a prospect management system and how they benefit fundraising teams.

    Don Irwin

  • Contains 1 Component(s)

    Congratulations! Your organization is getting a Salesforce CRM and as a prospect development professional you're essential to change management. This session will explore the various stages of a Salesforce database migration (sprints, going live, stabilization) and what it can mean for you and your team.

    Congratulations! Your organization is getting a Salesforce CRM and as a prospect development professional you're essential to change management. This session will explore the various stages of a Salesforce database migration (sprints, going live, stabilization) and what it can mean for you and your team. The presenters will share lessons learned from their organizations' migrations to and use of various instances of Salesforce including Affinaquest, Ascend, and NPSP. The session will provide tips on how to wield influence regardless of your role on the project, suggestions for pre-work you and your team can do to support your success, and advice on how to bridge the gap between technology and end-users to support day-to-day operations. We'll explain the process around a migration project including considerations for how design can guide policy and impact reporting, and the importance of buy-in from fundraisers and others in the org.

    Learning Objectives

    • Attendees know how to prepare their team for a database migration
    • Attendees learn techniques and processes to support change management
  • Contains 1 Component(s)

    Join us as we share our journey from four separate perspectives (Prospect Management, Prospect Research, Analytics, and Reporting) to build a holistic lead program that serves all of our colleagues and learn about the pain points, blind spots, and innovative solutions we found together.

    It seems so simple, doesn't it? "We need more prospects." But we know better than anyone where such an innocuous question may lead. Join us as we share our journey from four separate perspectives (Prospect Management, Prospect Research, Analytics, and Reporting) to build a holistic lead program that serves all of our colleagues and learn about the pain points, blind spots, and innovative solutions we found together.

    Learning Objectives:

    • Learn the fundamental tools for a holistic prospecting program that incorporates prospect management, research, analytics, and reporting and produces clear, actionable information for gift officers.
    • Learn how to use basic reports and coordination to build a complex, dynamic and customizable system that drives decision-making.

    Christopher Hubert

    Alison Freeman

    Ryan Collins