Relationship Management

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  • Contains 1 Component(s) Includes a Live Web Event on 02/09/2023 at 1:00 PM (EST)

    While it can be a challenge to identify potential donors who are likely and ready to donate, for healthcare organizations, identifying highly engaged families who may qualify for major gift programs can be especially difficult. Ann & Robert H. Lurie Children’s Hospital of Chicago has developed a data-driven approach to solving these challenges, leveraging machine learning and AI to focus their efforts and tee up the right individuals for Major Gift Officers and maximize the results of grateful patient programs. In this webinar, you will learn how Lurie Children’s has developed strategies for engaging highly rated, engaged families to fuel fundraising efforts and outcomes.

    While it can be a challenge to identify potential donors who are likely and ready to donate, for healthcare organizations, identifying highly engaged families who may qualify for major gift programs can be especially difficult. Ann & Robert H. Lurie Children’s Hospital of Chicago has developed a data-driven approach to solving these challenges, leveraging machine learning and AI to focus their efforts and tee up the right individuals for Major Gift Officers and maximize the results of grateful patient programs. In this webinar, you will learn how Lurie Children’s has developed strategies for engaging highly rated, engaged families to fuel fundraising efforts and outcomes.

    Laura Koo

    Director of Prospect Development

    Ann & Robert H Lurie Children’s Hospital of Chicago Foundation

    Laura Koo is the Director of Prospect Development with the Ann & Robert H. Lurie Children’s Hospital of Chicago Foundation. Since joining Lurie Children’s in 2017, Laura has overhauled the department’s research products, prospect management structure, and wealth screening process. Previously, Laura was the Director of Research & Prospect Management for the Art Institute of Chicago for five years, and she spent the early part of her fundraising career with social service organizations.

    Marissa Maybee

    Nonprofit Customer Success Team Lead

    Windfall

    Marissa Maybee is the Nonprofit Customer Success Team Lead at Windfall. She helps Windfall customers leverage their constituent intelligence and design fundraising outreach and segmentation strategies. Marissa has more than a decade of experience working at the intersection of nonprofits and data analytics and holds an MBA from Georgetown University.

  • Contains 1 Component(s)

    The philanthropic landscape has changed over the past couple years, creating urgency for nonprofit fundraisers to work smarter and faster in what is now a more competitive environment. Data and technology are no longer nice-to-haves, but must-haves to achieve your fundraising goals. Are you using technology to hyper-segment and hyper-personalize how you identify and engage donors? The way your nonprofit approaches this shift in the industry and other increasingly important fundraising strategies can set your team up to hit and exceed targets. Join us as we discuss the changing landscape, industry trends and how technology can innovate and boost your strategies forward for planned giving, foundation giving, and corporate fundraising.

    The philanthropic landscape has changed over the past couple years, creating urgency for nonprofit fundraisers to work smarter and faster in what is now a more competitive environment. Data and technology are no longer nice-to-haves, but must-haves to achieve your fundraising goals. Are you using technology to hyper-segment and hyper-personalize how you identify and engage donors?

    The way your nonprofit approaches this shift in the industry and other increasingly important fundraising strategies can set your team up to hit and exceed targets. Join us as we discuss the changing landscape, industry trends and how technology can innovate and boost your strategies forward for planned giving, foundation giving, and corporate fundraising.
    You’ll learn how to:


    • Use wealth screening to find top gift prospects who have the capacity to give, proven philanthropy and an affinity to your cause
    • Search multiple wealth and philanthropic datasets simultaneously or do individual look-ups within 41 datasets to find donor information
    • Generate detailed customizable prospect profiles quickly
    • Generate lists of new prospects in real-time based on custom search criteria and filters
    • Prioritize prospects using customizable scores and easy-to-understand analytics that provide actionable next steps
    • View your donors using multiple lenses simultaneously to uncover new giving opportunities
    You will not want to miss this session if you want to take your fundraising efforts to the next level in 2023!

    Robert MacKinnon

    Senior Account Manager

    iWave

    Robert MacKinnon has been a Senior Account Executive with iWave for over 13 and a half years. I am involved with the Make a Wish local PEI Chapter and the alumni association of UPEI. I am passionate about working with nonprofits to help them increase their reach and goals.  

  • Contains 1 Component(s)

    Political elections, economic recessions, and socio-political events all impact philanthropy. In what ways do any and all of these impact planned, annual, and major giving? How can fundraising professionals plan for and respond to the continued polarization of political and social viewpoints and donor perceptions? How should nonprofit leaders respond when new issues or trending topics in society divert a donor’s established funding passions? Please join expert industry leaders – Ann A. Deppman and Wayne Olson – in a timely panel discussion about these issues and more!

    Political elections, economic recessions, and socio-political events all impact philanthropy. In what ways do any and all of these impact planned, annual, and major giving? How can fundraising professionals plan for and respond to the continued polarization of political and social viewpoints and donor perceptions? How should nonprofit leaders respond when new issues or trending topics in society divert a donor’s established funding passions? Please join expert industry leaders – Ann A. Deppman and Wayne Olson – in a timely panel discussion about these issues and more! 

    Ann A. Deppman, JD

    Assistant Vice President of Planned Giving

    Virginia Commonwealth University

    Ann A. Deppman, J.D., serves as Assistant Vice President, Planned Giving at Virginia Commonwealth University.  At VCU Ann has been charged with building the university’s first comprehensive gift planning program with an emphasis on collaborative fundraising in a highly matrixed organization. Previously, Ann led gift planning efforts at the MCV Foundation on VCU’s medical campus and at Oberlin College. At Oberlin, Ann oversaw a program that was consistently recognized as an industry leader with one of the highest constituent participation rates in planned giving among peer institutions. Ann’s prior experience at Oberlin includes serving as a dean, program director, and pre-law advisor. Ann began her career as general practice attorney. Ann graduated with a B.A. from Middlebury College and received her J.D. from Vermont Law School. She is member of the National Association of Charitable Gift Planners and a board member of the Virginia Gift Planning Council. In her free time Ann enjoys baking, walking her dogs, and spending time with her husband and children.

    Wayne Olson, JD

    Chief Development Officer

    New Life Ministries

    Wayne is the Chief Development Officer for New Life Ministries, a national charity devoted to helping people with mental health and life coaching from a Christian perspective. Wayne heads fundraising for the organization. Prior to that, Wayne headed planned giving for Intermountain Health Care Foundation, one of the largest healthcare systems in the world. He has served as a consultant to corporations and charities where he advised them on fundraising, sales, customer service and building stronger relationships with customers and constituents. He is a leading expert on planned giving and donor relations. An attorney with more than 20 years’ experience, he has worked with donors on tens of millions of dollars in donations and helped countless nonprofits build effective and dynamic fundraising and planned giving programs.

     

    He is a sought-after trainer, consultant and speaker on motivation, customer service and leadership. In 2014, Fundraising Success Magazine honored him by awarding Wayne “The Most Inspirational Speaker of the Year.” Wayne is the author of six books including: Fundraising for Nonprofit Board Members, which is available on Amazon and at Wayneolson.com. His other works include: The Disney Difference, How to Give a Great Speech or Presentation, Big Gifts, Small Effort, and Think Like a Donor. His newest book, Words of Encouragement, is now available.

     

    Wayne has worked as a consultant or trainer for dozens of charities in Canada and the U.S. Hundreds of charities depend on Wayne to broaden and grow their fundraising. They use his writing in their websites, magazines, brochures and newsletters. He has been published in many periodicals including Planned Giving Today, Advancing Philanthropy, Nonprofit Times, 256 Magazine, and has twice been featured in the Chronicle of Philanthropy.

     

    Wayne has spoken to AFP International Conferences, Mensa, NASA, AFP Congress Toronto, Space and Missile Defense, Synovus Bank, Leadership Huntsville, Rotary conferences, Nonprofit University, National Philanthropy Day and many more.

     

    Wayne has served on the boards of three charitable organizations and volunteers for several more. Wayne earned an undergraduate degree from the University of Florida and a law degree from Stetson University College of Law. He is an Eagle Scout and the father of two Eagle Scouts.

     

  • Contains 1 Component(s)

    For 25 years predictive analytics has enabled nonprofits and higher education to identify planned giving prospects. As organizational data improves, the models become better as well as more targeted: bequest, annuity and CRT models are available for strategic prospect identification. This webinar will focus on the data behind these models, and the information you can use to better inform your institution of planned giving potential. We will recommend data to be collected, what to do with it, and related strategic implementation ideas to help your organization to increase planned giving revenue.

    For 25 years predictive analytics has enabled nonprofits and higher education to identify planned giving prospects.  As organizational data improves, the models become better as well as more targeted: bequest, annuity and CRT models are available for strategic prospect identification.  This webinar will focus on the data behind these models, and the information you can use to better inform your institution of planned giving potential.  We will recommend data to be collected, what to do with it, and related strategic implementation ideas to help your organization to increase planned giving revenue.

    Katherine Swank

    Principal Strategic Consultant

    Blackbaud

    I'm a consummate learner. I'm always learning something new and known for sharing what I’ve learned with others. From the practice of law to fundraising and management positions with Southwestern University School of Law, American Heart Association, Colorado Public Radio, National Multiple Sclerosis Society (HQ), and now at Blackbaud as a strategic analytics professional for 15 years, I've been learning about the planned gift donor and the data behind them. Planned gifts aren’t made in a vacuum; the speed of knowledge in our industry is increasing as are the tools we use to identify the best prospects for these gift types. Nothing is the same as it was when I started fundraising in 1989. Today, teams of data scientists combine thousands of bits of information with AI and robust analytics to understand the donors that make planned gifts. Lawrence and I are honored to share what we've found out to help us all better understand the planned gift donor and explore the data behind them.

    Lawrence Henze

    Senior Principal Analytics Architect

    Blackbaud

    I am committed to increasing the effectiveness and efficiency of fundraising and ancillary programs using data-driven strategies

     

    Lawrence Henze is the Senior Principal Analytics Architect for Blackbaud. During his career at Blackbaud, he has worked with nonprofits, colleges, and universities in both consultative sales and strategic implementation roles to encourage and facilitate the use of predictive analytics and related tools to promote fundraising success.

     

    Before joining Blackbaud, Lawrence founded Core Data Services, a groundbreaking analytics approach to fundraising, in 1998. (Blackbaud purchased Core Data in 2001, creating Blackbaud Analytics). Lawrence’s experience as a development officer at Carroll University (WI), the University of Wisconsin Foundation (Madison), and the University of Dayton provided the understanding and motivation to use statistics to challenge fundraising axioms and create data-driven solutions.

  • Contains 1 Component(s)

    Questions and discussions about new officer roles in leadership or mid-level giving have certainly increased over the past few years. Since many of the new officers hold portfolios, we wanted to explore if there was any data indicating a difference in how portfolios are managed between mid-level officers and major giving officers. In this session, we will look at how we got to this point and how these new roles are important in building a sustainable pipeline. We will also look at initial metrics and data from 150+ higher education institutions to discover trends that could help inform best practices in portfolio management for these new officer roles. We’ll finish with a summary and future research considerations.

    Questions and discussions about new officer roles in leadership or mid-level giving have certainly increased over the past few years. Since many of the new officers hold portfolios, we wanted to explore if there was any data indicating a difference in how portfolios are managed between mid-level officers and major giving officers. In this session, we will look at how we got to this point and how these new roles are important in building a sustainable pipeline. We will also look at initial metrics and data from 150+ higher education institutions to discover trends that could help inform best practices in portfolio management for these new officer roles. We’ll finish with a summary and future research considerations.

    Michael Van Dyke

    Strategic Consultant

    Blackbaud

    Michael has worked with higher education institutions as a trainer and strategic consultant for the past six years. Michael has over 12 years of experience in the world of fundraising holding a variety of roles, from director of development to grant writer to donor relations, but the majority of her time was spent in the prospect research/manager role. She has also worked with a variety of organizations, ranging from non-profits to faith-based to higher education. Taking a break from fundraising before coming to Blackbaud, she taught Information Literacy and Research Skills at the community college level. With her background in library and information science and prospect research, Michael has honed the skills of organizing information and resources to help create more streamlined processes. Throughout her career, she has remained passionate about empowering people to use technology and information to make better decisions and drive towards improved results. Michael holds a B.A. in communications from Saginaw Valley State University and Masters in Library and Information Science from Dominican University/St. Catherine University.

  • Contains 1 Component(s)

    Recorded at Prospect Development 2022. Three years into revolutionizing their annual fundraising goal-setting process, Syracuse needed a way to produce solicitation data for all schools, colleges and central units in a timely fashion that didn’t unnecessarily drain personnel resources in the midst of a campaign and global pandemic. Further, senior leadership needed a pragmatic lens by which to view planned work and its likelihood of success, and managers needed comprehensive reports to view their frontline fundraisers’ activity. Join Syracuse University’s Assistant Director of Prospect Management and Assistant Director of Data Analytics to learn how they built a suite of Tableau dashboards that provides detailed insights into the university’s fundraising pipeline and optimizes individual and team portfolio management.

    Recorded at Prospect Development 2022

    Three years into revolutionizing their annual fundraising goal-setting process, Syracuse needed a way to produce solicitation data for all schools, colleges and central units in a timely fashion that didn’t unnecessarily drain personnel resources in the midst of a campaign and global pandemic. Further, senior leadership needed a pragmatic lens by which to view planned work and its likelihood of success, and managers needed comprehensive reports to view their frontline fundraisers’ activity. Join Syracuse University’s Assistant Director of Prospect Management and Assistant Director of Data Analytics to learn how they built a suite of Tableau dashboards that provides detailed insights into the university’s fundraising pipeline and optimizes individual and team portfolio management.

    Katie Pierce

    Director of Fundraising Intelligence & Analytics

    Syracuse University

    Katie Pierce has a B.A. in Physics from Hamilton College and is currently in the Applied Data Science M.S. program at Syracuse University.  She is the Assistant Director of Data Analytics in the office of Prospect Development and Analytics at Syracuse University where she develops analytic tools for pipeline analysis, forecasting, predictive analysis and data visualization reporting for both senior leadership and school/unit officers.

    Lindsay Scheuer

    Director of Prospect Management & Performance

    Syracuse University

    Lindsay Scheuer joined Syracuse University's Prospect Development & Analytics team in 2017, having previously worked in relationship management roles in secondary education and professional theater. She leads a team that directly supports advancement operations through strategic planning, goal setting, prospect pool development, and portfolio review.

  • Contains 1 Component(s)

    Recorded at Prospect Development 2022. The folx at Oregon Food Bank (OFB) are thinking a bit differently about their philanthropy approach as they decenter money and center love and equity. Historic performance metrics can influence if relationship managers remain in harmful relationships, feel valued/seen in their work, or stay in philanthropy at all. Hear from a small shop and caused-based organization about their methodology that has informed their donor prospecting, is transforming their fundraising to make it accessible to diverse fundraisers, and how they’re measuring love.

    Recorded at Prospect Development 2022.

    The folx at Oregon Food Bank (OFB) are thinking a bit differently about their philanthropy approach as they decenter money and center love and equity. Historic performance metrics can influence if relationship managers remain in harmful relationships, feel valued/seen in their work, or stay in philanthropy at all. Hear from a small shop and caused-based organization about their methodology that has informed their donor prospecting, is transforming their fundraising to make it accessible to diverse fundraisers, and how they’re measuring love.

    Melissa Yale

    Prospect Research Developer

    Oregon Food Bank

    Melissa Yale (she/her/hers) is a Prospect Research and Management Developer. She has been in prospect development for 4 years and at Oregon Food Bank (OFB) for 8 years. Prior to joining the prospect development team, she was a frontline fundraiser working with affinity groups to coordinate and manage large annual fundraisers. She was a mechanical engineer developing technology consumer products for 14 years and earned her MBA from Portland State University before finding a profession that fit her purpose.

    Her work at OFB has allowed her to take the systems approach from engineering and apply it to evaluating supporters’ potential, allowing for the creation of new processes and evaluation tools while keeping the bigger picture of community centric philanthropy in mind. Plus, she loves data, making it engaging for all, and figuring out how we can use it to inform decisions.

    A 20 year Oregon transplant, Melissa enjoys spending time at the theater as a volunteer usher, growing tomatoes, cooking experiments, and planning for the next travel adventure around the Pacific Northwest when her parents visit.

    Brandon Baez

    Assistant Manager Prospect Research & Management

    Oregon Food Bank

  • Contains 15 Product(s)

    Get 15 sessions offered at the Prospect Development 2022 Conference, held July 27-29, 2022.

    Get 15 sessions offered at the Prospect Development 2022 Conference, held July 27-29, 2022.

    • PD 2022 Apra Talks: The Context of Change: Perspectives on Philanthropy
    • Advanced Fundraising Reporting
    • Revamping Portfolio Consultations
    • Pipelines and Metrics and Engagement! Oh, my! A Journey Down the Yellow Brick Road to Creating an Action-Driven Performance Development Reporting Suite
    • How to Convert to a New CRM in 4,000 Easy Steps
    • Enabling Advanced Analytic Tools and Access to Data: Bringing technology and people together for better analytics
    • Leadership Buy in through Design Thinking in Advancement
    • Lessons We Should Have Known, But COVID Had to Teach Us
    • Bon Appétit: How to Properly Digest Stock Form Alphabet Soup and Footnote Word Salad
    • Diversifying your Prospect Pool: Methods and Approaches to Social Inclusion in Prospecting
    • How Summa Health Engaged Retired Physicians as Partners in Fundraising
    • The Evolution of Due Diligence at Stanford: Building the Plane While Flying It
    • Free Solo: Campaign Planning On Your Own
    • Insights from a New Prospect Researcher
    • Building Relationships Based on Love
  • Contains 1 Component(s)

    While there are many ways to research net worth and find potential donors, there is an opportunity cost if the data is inaccurate, outdated, or limited to the ultra-wealthy. The University of Michigan's development team tested and measured multiple data vendors to evaluate quality with the goal of improving prospect research as well as DEI initiatives. In this webinar, you will hear what they learned and take away new methods for ensuring data quality and leveraging people insights for fundraising and other critical initiatives within your organization.

    While there are many ways to research net worth and find potential donors, there is an opportunity cost if the data is inaccurate, outdated, or limited to the ultra-wealthy. The University of Michigan's development team tested and measured multiple data vendors to evaluate quality with the goal of improving prospect research as well as DEI initiatives. In this webinar, you will hear what they learned and take away new methods for ensuring data quality and leveraging people insights for fundraising and other critical initiatives within your organization. 

    Craig Leonard

    Senior Director of Prospect Development and Analytics

    University of Michigan

    Craig Leonard is the Senior Director of Prospect Development and Analytics at University of Michigan. Craig provides vision and leadership for the development and execution of strategic and operational plans focused on philanthropic pipeline development. He and his team collaborate with all fundraising programs at the University of Michigan and Michigan Medicine to translate institutional goals into actionable plans. They examine industry trends to create insights that are focused on fundraising analytics, prospect identification, prospect and donor research, relationship management, and prospect coordination. In addition, he also has operational responsibility for campus-wide strategy sessions and the prospect coordination policies of the university.

    Kelli North

    Assistant Director of Development Research

    University of Michigan, DEI Initiatives

    Kelli North is the Assistant Director of Development Research, DEI Initiatives, at the University of Michigan. She assists multiple academic units, as well as the Alumni Association and the Office of Diversity, Equity, & Inclusion, with prospect research, prospecting, and fundraising strategy. Her current areas of focus are diversity, equity, and inclusion and NextGen fundraising. She is the President and former Advocacy Lead on the board of the APRA Michigan Chapter, a member of the FORUM Planning Committee and former Chair of the Research Committee for the Great Lakes Prospect Development Forum, and is also a founding member of APRA Great Lakes Collaborative.

    Mike Vincent

    VP of Customer Success and Growth

    Windfall

    Mike Vincent is Vice President of Customer Success and Growth at Windfall, where he leads all customer-facing initiatives. The Customer Success team pairs with each of Windfall’s customers to provide data-driven insights, strategies, and recommendations for leveraging Windfall’s products to achieve development goals. Mike’s background is in growth strategy at a variety of nonprofits and Fortune 500 organizations. He has also run a variety of fundraising initiatives including comprehensive campaigns, events, and annual funds as a development leader and board member.  

  • Contains 1 Component(s)

    Recorded at Prospect Development 2022. From 2020-2021 the Prospect Development shop at the University of Washington made a significant shift in our approach to portfolio consultations. Catalyzed by a confluence of forces including a staffing shortage, a pandemic, remote work, and an upcoming CRM transition, the Prospect Management team reimagined these meetings in powerful and effective ways. In partnership with frontline fundraisers we re-focused how we meet the diverse and specific needs of our fundraising teams--without overloading PD staff. In the process we have opened doors to the deeper, forward-looking strategic value we can provide as prospect development partners. In this session we will cover our journey from portfolio reviews to portfolio consultations, as well as how we are intentionally developing a shared language with our fundraisers and our ongoing work to position ourselves as true strategic partners.

    Recorded at Prospect Development 2022

    From 2020-2021 the Prospect Development shop at the University of Washington made a significant shift in our approach to portfolio consultations. Catalyzed by a confluence of forces including a staffing shortage, a pandemic, remote work, and an upcoming CRM transition, the Prospect Management team reimagined these meetings in powerful and effective ways. In partnership with frontline fundraisers we re-focused how we meet the diverse and specific needs of our fundraising teams--without overloading PD staff. In the process we have opened doors to the deeper, forward-looking strategic value we can provide as prospect development partners. In this session we will cover our journey from portfolio reviews to portfolio consultations, as well as how we are intentionally developing a shared language with our fundraisers and our ongoing work to position ourselves as true strategic partners.

    Lindsay Welliver

    Sr. Research Strategist

    University of Washington

    A Sr. Research Strategist with the University of Washington, Lindsay entered the prospect development field in 2009 as an assistant and prospect researcher with Children’s Hospital Los Angeles Foundation. In 2013 Lindsay moved back home to the Northwest, joining the University of Washington Prospect Development team as a research strategist. Lindsay now partners with a large team of UW Medicine major gift officers on prospect intelligence of all kinds, including identification, qualification, strategy, portfolio optimization, and analysis. In addition, Lindsay currently serves as VP/Treasurer of Apra-NW (2017-2023), is a professional actor, and has the distinction of being a proud 2nd-place Jeopardy! alum.

    Lana Harvey

    Sr. Research Strategist

    University of Washington