DEVELOPING A DONOR-CENTERED STEWARDSHIP APPROACH November 12-13, 2012 Atlanta, GA
OVERVIEW Donor relations efforts that demonstrate personalized appreciation and proper gift activity is even more critical when economic uncertainty increases cultivation periods and donor hesitation. Now is the time for your shop to strategically assess its stewardship resources to concentrate your abilities and maximize the opportunities for this personalized attention at all levels of your donor base. Join us to revitalize the effectiveness of your stewardship program. Whether you are just getting your program started or are looking for an infusion of new ideas, this comprehensive conference will help you: Determine and analyze your donors motivations Build your own resource deployment and individual donor stewardship plans Move to front-line stakeholder and leadership advisor roles Assess the value of your new efforts Begin to implement your plan to maximum effectiveness LEARNING OUTCOME After attending this conference, you will be able to use initial resource deployment and individual stewardship plans to improve the effectiveness of your stewardship efforts. Make the most of your donor relations resources by learning how to increase the level of personalization in your messaging. WHO SHOULD ATTEND This conference is ideal for advancement professionals especially those in donor relations or advancement services who are building or revamping a stewardship program. Whether you are new to the field or have worked in advancement for several years, this event will help you with planning and front-line skills that will bolster your donor relations effort. WHAT TO BRING You will be designing a resource deployment plan based on your current donor base during this event s hands-on working session. Please bring a laptop to make the most of this session s customizable documents (more information about these materials will be distributed via email before the event). We also invite you to bring samples of your shop s donor relations materials (including thank-you letters, calendars, brochures, and updates) to share. There will be space provided for you to share these materials and gain new insights from your colleagues. Attend as a Team and Save! We know that critical issues and challenges require the input and support of many campus stakeholders. To help make it possible for your team to attend, every fourth conference and/ or workshop registrant can participate FREE of charge! 2
AGENDA MONDAY, NOVEMBER 12, 2012 8:00-8:30 a.m. Conference registration and continental breakfast (included in registration fee) 8:30-8:45 a.m. Introductions and opening remarks 8:45-10:15 a.m. Understanding and Analyzing Your Donors Motivations This session will define donor-centered stewardship and how it differs from other approaches to donor relations. You will learn proven methods for seeking input from your donors and discuss how this feedback can help you revamp your current stewardship operations to center on existing and future donors. An emphasis will be placed on how to gain knowledge of unique mid-level donor stories to get to the crux of why gifts have been made. 10:15-10:30 a.m. Morning break 10:30-11:45 a.m. Using Your Analyses to Deploy Your Resources Across Your Donor Base Having asked your donor questions and analyzed the feedback, it s now time to focus on determining the resources you have available to build your restructured effort. You will learn how to look inside your development operations and outside to other areas to determine your available resources as well as gaps. Special attention will be paid to how impact reporting and engagement can be used to gain buy in from fundraisers and benefiting units. 11:45 a.m.-1:00 p.m. Lunch (included in registration fee) 1:00-2:15 p.m. Working session: Building Your Own Resource Deployment Plan With your capabilities identified, now it s time to zero-base your activity and rethink where you can and, more importantly, should be deploying your resources for your donors across giving levels. After learning more about potential avenues for low-, mid-, and high-range donors, you will design an initial personalized stewardship resource deployment plan you can use when you return to your campus. 2:15-2:30 p.m. Afternoon break 2:30-3:30 p.m. Moving From Resource Deployment to Individualized Stewardship Plans An individualized stewardship plan can evolve so seamlessly into a solicitation plan that the two should actually be the same. Considering these ideas, you will examine the ways individualized plans result from a resource plan, what should be contained in an individual plan, and determining how development officer activities can be integrated into a plan. 3:30-3:45 p.m. Afternoon break 3:45-5:00 p.m. The Donor Relations Professional as Front-Line Stewardship Plan Implementer and Leadership For too long, donor relations has been defined as a behind-the-desk, supportive position. In actuality, an experienced stewardship professional can add immense value as a frontline officer who meets with donors, advisor to senior leadership regarding donor attitudes, and driver of individual stewardship plans. These added roles have only further value as a tool to keep seasoned staffers from looking for opportunities externally. This session will help you understand what front-line donor relations work looks like and how cross-shop partnerships can effectively work. 3
AGENDA MONDAY, NOVEMBER 12, 2012 (CONTINUED) 5:15-6:15 p.m. Networking reception (included in registration fee) TUESDAY, NOVEMBER 13, 2012 8:30-9:00 a.m. Continental breakfast (included in registration fee) 9:00-10:15 a.m. Measuring the Success of Your New Effort Institutions that fundraise well constantly assess all of their shop functions, but stewardship professionals often have difficulty quantifying how their efforts have furthered a shop s relationships and overall mission. This session will help you assess the effectiveness of your efforts, determine which questions to ask, and apply quantifiable measures of assessment. 10:15-10:45 a.m. Final conference break and hotel check-out 10:45 a.m.-12:00 p.m. Working session: Planning for Implementation Being a grateful recipient of a donor s philanthropy requires thoughtful, efficient, and well-executed recognition. To successfully reach this point of effectiveness, stewardship must be understood to be a shared responsibility. During this session, you will hear a short discussion designed to help you overcome possible barriers to building that support, including staff resistance, senior administrators buy-in, training gaps, and budget constraints. Following that discussion, you will begin to design a longer-term plan for maximizing your future efforts. 12:15-1:30 p.m. Lunch for post-conference workshop attendees (included in workshop registration fee) 1:30-4:30 p.m. Optional post-conference workshop: Integrating Social Media into a Comprehensive Stewardship Effort Integrating a social media component into your strategic stewardship effort now will give you an outlet you can grow over time to position your shop to connect most fully with your significant and especially, nextgeneration donors. With an eye on expandable options, this workshop will walk you through the steps of getting an effective stewardship social media program up and running, including: Policy and staffing models Platform- and donor-level-specific opportunities Calendaring models Donor-to-donor interaction considerations 4
INSTRUCTORS ELIZABETH GALLANT / Director, Development Stewardship Georgia Institute of Technology (Conference only) Beth joined Georgia Tech s development office at the conclusion of a $700 million capital campaign and was charged with developing a comprehensive, donor-focused stewardship program. A decade later, she has built a proven program for stewarding the institution s 2,500 major individual, corporate, and foundation donors. Prior to her current role, Beth served as the director of donor relations at Georgia State University and Colorado State University, where she spent over 10 years coordinating high-profile events. Beth is also a frequent national conference speaker and consultant for nonprofit organizations. LYNNE WESTER / Director, Stewardship and Donor Recognition Yeshiva University (Post-conference workshop only) Lynne is responsible for designing, implementing, and coordinating Yeshiva s comprehensive stewardship and donor recognition system that appropriately and consistently promotes engagement with and recognition of donors at all levels. She previously served as the associate director of donor relations at the Polytechnic Institute of New York University, where she rebuilt and transformed an entire donor relations program from the ground up. Lynne created and edits the blog www.donorrelationsguru.com, where she shares her expertise, opinions, and collections of samples on a variety of topics to the greater development world. She is a frequent regional and national conference presenter. 5
HOTEL RESERVATIONS The conference will be held at: The Westin Peachtree Plaza 210 Peachtree Street NW Atlanta, GA 30303 Website: http://www.westinpeachtreeplazaatlanta.com/ To reserve your room, call 1-800-937-8461. Please indicate that you are with the group to receive the room rate of $149 for single or double occupancy, plus applicable tax. A room block has been reserved for the nights of November 11 and 12, 2012. Reservations must be made by October 22, 2012. There are a limited number of rooms available at the conference rate. Please make your reservations early. Crowned by the revolving Sun Dial Restaurant, the 73-story Westin Peachtree Plaza is an icon among downtown Atlanta hotels, overlooking some of the city s best attractions. Located in the heart of downtown, not only is the hotel is attached to AmericasMart, but the CNN Center, Georgia Aquarium, Georgia World Congress Center, World of Coke, and the Georgia Dome are only steps away. From Atlanta Hartsfield-Jackson International Airport (ATL): Travel distance: 8 miles Link shuttle: $16; 770-932-9127 MARTA: $1.75; 20 minute ride (Stop at Peachtree Center station for hotel) Taxi: $25 for one passenger; $26 for two passengers; $10 for each additional passenger CFRE Continuing Education Credits This event has been approved for continuing education credits toward the CFRE International application for initial certification and/or recertification. 6
PLEASE FAX ALL REGISTRATION PAGES TO: 303.221.2259 Questions about the event? Call us at 720.488.6800 to help determine if this event is right for you. Register online at (For multiple registrants, print and fax multiple copies of this page) REGISTRATION FEES Your registration fee includes: full access to all conference sessions and materials, breakfast and lunch on Monday, access to the networking reception on Monday, breakfast on Tuesday, as well as refreshments and snacks throughout the conference. Best Value Conference Workshop Conference + post-conference workshop - $1295 USD # of attendees Conference only - $995 USD # of attendees Post-conference workshop only - $395 USD # of attendees Total Total Total ATTEND AS A TEAM remember, if you register as a group, every fourth registrant is free. EARLY BIRD PRICING Postmarked on or before October 26, 2012. For registrations postmarked after October 26, 2012, an additional $100 fee per registrant applies. REFUND/CANCELLATION POLICY Refunds will be issued only if cancellations are received in writing by August 17, 2012. A $100 processing fee will be assessed. After August 17, 2012 a credit (less $100 processing fee) will be issued. The credit will be valid for 12 months and can be used toward any future conferences, Web conferences, audio proceedings, or Web conference archives. In case this event is cancelled, liability is limited to a refund of this registration fee only. By submitting this registration form, you agree to the terms and conditions of the above cancellation policy. Visit our website to register online: http:///conference/developing-donor-centered-stewardship-approach 7
PLEASE FAX ALL REGISTRATION PAGES TO: 303.221.2259 CONFERENCE REGISTRATION INFORMATION Print Name Job Title Institution/Organization What name do you prefer on your name badge? Address City State/Province Zip/Postal Code Country Telephone Email IF THIS CONFERENCE PARTICIPANT HAS ANY DIETARY OR ACCESSIBILITY NEEDS, PLEASE LIST THEM IN THE SPACE BELOW. WE WILL DO OUR BEST TO ACCOMMODATE THESE NEEDS. How did you hear about this event? (email from AI, colleague forwarded email, The Chronicle, etc.) If you would like us to send a copy of your registration confirmation or receipt to someone else, please complete this section ADDITIONAL CONTACT INFORMATION Additional Contact Name Contact Phone Additional Contact Email Additional Contact Title EMERGENCY CONTACT INFORMATION Emergency Contact Name Emergency Contact Phone 8
PLEASE FAX ALL REGISTRATION PAGES TO: 303.221.2259 PAYMENT METHOD We accept Visa, MasterCard, and American Express credit cards. To pay by check, include the check with this form or select the invoice me option. Fax form to 303.221.2259 or mail form along with payment to:, 4601 DTC Blvd., Ste. 800, CREDIT CARD Name on Card Account Number Billing Address Billing City Billing State Billing Zip Code/Postal Code Exp. Date Security Code (last 3 digits on the back of Visa and MC or 4 digits on front of AmEx) Remember, if you register as a group, every fourth registrant is free. CHECK/INVOICE AMOUNT TO CHARGE: My check is included and covers registration(s) Check # Please invoice me, Purchase Order # (PO # not required to receive invoice) FREE HIGHER ED NEWS AND ANALYSIS Each conference registration includes a subscription to Higher Ed Impact, a free industry scan of news, trends, and research on higher education, delivered in an easy-to-scan email. Higher Ed Impact (HEI) includes: (Check the boxes for the editions you would like to sign up for) HEI: Daily Pulse impactful news, trends, and practices, sent daily HEI: Weekly Scan the week s most critical news, with analysis of top stories and trends, sent on Fridays HEI: Monthly Diagnostic practical takeaways addressing a strategic challenge facing institutions of higher ed, sent 9-12 times/year List the names of the registrants you d like to sign up: Note if you do not provide any names in the above space, all attendees will be signed up for the options selected. 9