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Event Tracks for 2017: (Click on the track to be taken to the details on those sessions)

Designed for experienced fundraisers and managers, this track will provide new strategies for fundraising and will stimulate your thinking on issues relating to leadership, hiring and retaining top talent, board performance, career advancement, and donor relationships. 

 

Corporations and foundations are more strategic in their philanthropy than ever. The old formula in which these funders helped you achieve your goals has become a two-way street; you must help them achieve their goals. This track will show you how to position your organization for success. One session involves awarding an actual grant.   

The digital age was supposed to bring a decline in traditional direct response fundraising, but it hasn’t. Direct response remains vibrant and competitive. This track presents the latest strategies in year-end campaigns and donor retention. The always popular “30 Ideas in 60 Minutes” session will be repeated, with many new twists. 

This track is designed for professionals who are in the early stages of their career and those transitioning into development (but experienced fundraisers will benefit too). Sessions include “Building a Fundraising Plan” and “Turning a Loyal Board into a Fundraising Force.” Other topics include donor stewardship and writing a case statement. 

The most recent Giving USA report shows bequests and other legacy gifts on the rise. The trend is expected to continue in the years ahead. Is your organization positioned to seize the opportunity? This track presents everything from starting a program to basic marketing to fostering collaboration between major gifts and legacy gifts.

Everyone should have a major gift program, no matter the size of the organization. This track will present the basics in major gifts along with advanced strategies. For those just getting started, there’s a session on creating the right organizational culture for major gifts. For those who want to accelerate their existing program, you’ll learn how to engage your board and build a prospect pipeline.

Organizations want top performers. Organizations want leaders at all levels. This track will help you become a better professional, and in the process advance your organization. You’ll gain insights on career development, how to achieve success, and how to identify and build your leadership potential. Presenters include two accomplished authors along with senior nonprofit executives.

Google searches are not enough. Successful fundraising programs use more sophisticated tools and strategies to build prospect profiles. This track provides tips for finding prospects, rating giving potential, and partnering with gift officers. The sessions are geared toward anyone who has research or major gift responsibilities.

The vast majority of nonprofits are considered small. They have a unique set of challenges. This track addresses solutions for the small shops. Topics include engaging volunteers for fundraising, starting a major gifts program, and using technology. One session will be dedicated to analyzing end-of-year campaigns by examining your campaign materials.

Special events remain the cornerstone of most fundraising campaigns. But the competition is stiff. This track will present the latest trends in making your event stand out from the crowd. It will show you how to leverage your events to get major gifts and how to develop and manage a volunteer committee. 

Everyone knows technology plays a large role in fundraising. But many organizations struggle to effectively use technology beyond having a Facebook page. This track will present both basic and advanced strategies. Topics include peer-to-peer fundraising, building meaningful connections with donors online, and tools to manage your online campaigns.

Workshops are roundtable discussions where participants learn from one another through facilitated discussion. Topics include donor stewardship, marketing, how to tell your organization’s story, and securing government grants. Participants are encouraged to share their success stories…and their stories of failure.


Advanced Fundraising     

8:45AM – 10:00AM

Cracking the Chronicle’s Top 400

The Philanthropy 400 list, published by the Chronicle of Philanthropy each year, delivers stories of unprecedented success and sustainability. Showcasing the country’s nonprofits that secure the most resources from private funding, the Philanthropy 400 can provide lessons for all nonprofits, large and small, on how to plan for and execute your path to growth.

You’ll learn:

  • Growth strategies for organizations of any size
  • How to maximize your organization’s potential
  • How to maintain sustainability at your highest potential

Speakers: Drew Lindsay, Senior Editor, Chronicle of Philanthropy; Susan Murray, National Director of Development, Year Up; Moderator: Donna J. Wall, CFRE, President, Wall Consulting Services

10:45AM – 12:00PM

Philanthropy’s New Frontier

Innovation is expanding the traditional philanthropic toolbox with novel approaches that tap social investing and private investment capital. This session will focus on the actors in philanthropy’s “new frontier” and provide insights about new organizational models and new financing mechanisms. The session will also help clarify some of the confusing language often used in this new world.

You’ll learn:

  • Who the players are in philanthropy’s new frontier and the tools they use
  • What motivates new philanthropists and how nonprofits can work with them
  • How much of the “new frontier” is really new and how much is traditional philanthropy repackaged

Speakers: Richard Feiner, Director, Foundations and Corporate Relations, Weill Cornell Medicine; Glen D. Macdonald, Senior Vice President and Institutional Client Advisor, U.S. Trust, Bank of America Private Wealth Management; Moderator: Mark I. Kalish, CFRE, President, Kalish & Associates, Inc.

2:00PM – 3:15PM

State of the Sector: Money and Mission in a New Political Era

As the nation adapts to a new administration, so must the nonprofit sector prepare for proposed policy shifts. Join two of the industry’s distinguished leaders as they discuss philanthropy, fundraising, and the work of the nonprofit sector six months into the new presidency.

You’ll learn:

  • How the political climate has affected – positively or negatively – the flow of philanthropic and government dollars to nonprofit institutions
  • The impact proposed policy shifts may have on a range of nonprofit organizations
  • How your organization can prepare for, and adapt to, potential challenges

Speaker: Ronna Brown, President, Philanthropy New York

 

3:45PM – 5:00PM

Ethics, Law, and Nonprofit Compliance with Charities Bureau Chief James Sheehan

With the Nonprofit Revitalization Act of 2013 and new disclosure laws signed into effect in 2016, it’s more important than ever for nonprofit leadership to fully understand the regulations and what they mean for fundraising and operations. New York State Charities Bureau Chief James Sheehan discusses these and other issues with AFP-NYC’s Chair of Government Relations & Ethics, Kerry Watterson.

You’ll learn:

  • The top regulatory mistakes nonprofits unknowingly make and potential repercussions
  • Where to find information that will ensure your fundraising program is in compliance
  • How the Charities Bureau can assist your organization in your fundraising work

Speakers: James Sheehan, Chief, Charities Bureau, Office of the New York Attorney General; Kerry Watterson, CFRE, Senior Director of Philanthropy, Year Up

Corporate & Foundation Giving

8:45AM – 10:00AM 

Sustainability: The Elephant in the Room

More than ever, foundations and corporations expect grantees to not only have a plan for implementing their work, but also for how that work will continue once funding runs out. This session will explore the importance of smart sustainability planning in securing foundation and corporate support. This session is for beginner and mid-career fundraisers.

You’ll learn how to:

  • Build a strong sustainability case
  • Give your proposals an advantage by planning for the future
  • Approach sustainability when asking foundations and corporations for funding

Speakers: Patricia Priolet, Senior Program Officer, Robin Hood; Alex Roth-Kahn, Managing Director, Caring Commission, UJA-Federation of New York; Julio Urbina, PhD, MPH, Vice President, Director, Healthy Aging Program, Fan Fox & Leslie R. Samuels Foundation

 

10:45AM – 12:00PM 

It’s All About Partnership!

The competition for corporate dollars is competitive and fierce. Corporations today expect value from grantees in return for their grants. Building strong “win-win” relationships can make your organization a preferred partner and help ensure renewals. A dynamic panel of grant makers will share best practices for staying engaged with corporations.

You’ll learn how to:

  • Cultivate and manage successful strategic partnerships
  • Create business value for your donor
  • Make your relationship manager “look good”

Speakers: Richard A. Brown, Vice President, Philanthropy, American Express Philanthropy; Michael Haberman, Managing Director, Northeast Region Executive, Global Philanthropy, JPMorgan Chase; April Hawkins, Assistant Vice President, MetLife Foundation

 

2:00PM – 3:15PM 

The Keys to Becoming Successful in Corporate Sponsorship

Corporate sponsorship has grown exponentially over the past two decades as businesses look for new ways to connect with their consumers. Do you need to get up-to-speed on the essential elements of sponsorship? Looking for a fast-track primer? This session will teach you how to provide real benefits to your sponsor in addition to generating goodwill.

You’ll learn:

  • The who, what, and why of sponsorship
  • What corporations need today from their nonprofit partners: benefits, creativity, and accountability
  • How to renew and upsell sponsors

Speaker: Icema Gibbs, Director, Corporate Social Responsibility, JetBlue Airways

 

3:45PM – 5:00PM

Leveraging Corporate and Foundation Support

Corporations and foundations gave $76.9 billion in 2015, America’s most generous year ever. In return, these funders are demanding more from their nonprofit partners. What is the right role for foundation and corporate support as part of an organization’s fundraising plan? How can it be leveraged for maximum impact?

You’ll learn how to:

  • Build a case that will appeal to corporate and foundation donors
  • Successfully leverage corporate and foundation support for additional grants
  • Amplify the power of corporate and foundation support through collective impact

Speaker: Colonel (Ret.) James D. McDonough, Jr., Managing Director, Programs and Services, Institute for Veterans and Military Families at Syracuse University

 

Direct Response Marketing

8:45AM – 10:00AM 

30 Ideas in 60 Minutes: Your Hour of Creative Power

In this fast-paced, must-attend session, you will hear from three industry experts on what’s working now in direct marketing fundraising. You’ll head back to the office with valuable tips that you can put to work immediately to improve revenue, boost retention, and reduce costs.

You’ll learn to:

  • Improve results through creative design techniques
  • Write effective copy that will inspire people to give
  • Upgrade your donors to maximize their value

Speakers: Moira Kavanagh Crosby, President, MKDM; Debbie Merlino, President, DMW Fundraising; Barbra Schulman, Senior Account Director, Faircom NY; Moderator: Amy Tripi, President, Tripi Consulting

 

10:45AM – 12:00PM 

The Case for Good Stewardship

We hear it all the time: Good stewardship goes hand-in-hand with high retention rates. With acquisition costs at an all-time high, holding on to donors is more important than ever! But just what is good stewardship? And how do you know if you are having the desired impact of creating lasting, loyal relationships? This session will help answer these questions.

You’ll learn how to:

  • Create a plan for stewarding donors that fits your organization and your budget
  • Measure the effectiveness of your efforts
  • Create a case for investment in your stewardship program

Speakers: Susan Sink, Vice President of Development and External Relations, American Farmland Trust; Theresa Rizzo, Director, Supporter Services, International Rescue Committee; Moderator, Valerie Vierengel, Director of Donor Stewardship, ASPCA

 

2:00PM – 3:15PM 

Multichannel Madness!

Your donors live in every channel, so you need to meet them wherever they are with consistent messaging. Learn from two cutting-edge nonprofits that are maximizing every channel to strengthen connections with donors and raise more money! Our speakers will share their successes for seamless, effective integration, with a special focus on year-end campaigns.

You’ll learn to:

  • Strengthen your year-end campaign for maximum performance
  • Create smart online campaigns to enhance your mail efforts
  • Use social media to expand your reach and enhance relationships

Speaker: Lara Koch, Associate Director, Digital Philanthropy, Smithsonian Institution; John A Perell, Director, Direct Response and Shared Services, Smithsonian Institution; Stuart Schear, Vice President for Communications, American Jewish World Service; Moderator: Lisa Maska, CFRE, Partner, Lautman Maska Neill & Company

 

3:45PM – 5:00PM

Truth or Consequences in Online Fundraising

Snapchat and Instagram … the mobile revolution … the transformation in web and email design. With so many changes, how can you know what really works in online fundraising? In this lively session, using a game show format, your hosts will provide ten proposed online fundraising ideas and ask you to vote for which ones are worth testing.

You’ll learn:

  • The latest online fundraising tools and techniques and strategies for tapping into them
  • The optimal way to allocate online resources and budgets
  • How to integrate these channels with other annual fund efforts

Speakers: Carla Perlowin Chadwick, Vice President of Digital Fundraising, Covenant House; Harry Lynch, CEO, Sanky Communications, Moderator: Paul Habig, President, Sanky Communications and SankyNet

(Joint Session with Web, Tech, and Social Media)

 
Essentials in Fundraising

8:45AM – 10:00AM 

Getting to Goal: The Annual Development Plan

It’s January. Your team is tired from the end-of-year push. A new year stretches out before you. What to do? It all starts with planning. We’ll talk about strategies you can employ and how to think about ROI, metrics (what they are and how they help), and how different-sized shops divide and conquer to get it all done.

You’ll learn:

  • The elements of a good annual development plan
  • How to get your team all moving in the right direction
  • How to measure and evaluate your progress

Speaker: John Hicks, President & CEO, J. C. Geever, Inc.

 

10:45AM – 12:00PM 

Women: Philanthropy’s New Power Players

You know about Melinda Gates and Priscilla Chan. Now meet the women in your own donor base. Women are poised to control the vast majority of family wealth by 2030, yet they’re hard to research and don’t always have traditional career paths or leadership positions. This session will enable you to navigate this growing sector.

You’ll learn:

  • The similarities and differences in how women and men approach philanthropy
  • How to find and qualify female prospects
  • How to build relationships with female philanthropists

Speakers: Deb D’Arcangelo, CEO, Council for Relationships; Amy Spears, Director of Research & Prospect Management, The Lawrenceville School; Moderator: Elizabeth B. Wagner, Vice President, Development, Princeton Area Community Foundation

 

2:00PM – 3:15PM 

Bonding with Your Board: Building Relationships Between Staff and Key Volunteers

Can’t fundraise without them – and sometimes we can’t fundraise with them! This session will discuss relationship-building strategies to get what you need from your board and other critical volunteers. It will help you assess what you might expect from your volunteers, how to engage them, and how to handle challenges in your relationships with them.

You’ll learn:

  • Strategies to help overcome board member reluctance to raise money
  • Why it’s not your charm that matters most, it’s your competence
  • Why it’s important to have small successes before reaching for the stars

Speakers: Patricia Balsamini, Vice President for Development, Saint Barnabas Medical Center; Joseph Stampe, President, Meridian Health Affiliated Foundations; Stacey Weston, Chief Development Officer, Services for the UnderServed

 

3:45PM – 5:00PM

Beyond Thanking: Stewardship that Works

This session will focus on stewardship for realists; when “thank you” is not enough, but anything else makes the donor feel she’s being solicited again. We’ll talk about research and engagement opportunities for the donors who already know you. What can you do to meaningfully deepen their connection to your work between solicitations?

You’ll learn how to:

  • Create thoughtful, customized engagement opportunities
  • Clearly separate gifting conversations from stewardship conversations
  • Handle conversations when the donor has mixed feelings – or worse – about the cause or interaction

Speakers: Yuki Moore Laurenti, Associate Director, Donor Relations, Office of Development, Princeton University;  Elizabeth B. Wagner, Vice President, Development, Princeton Area Community Foundation

Legacy Giving

8:45AM – 10:00AM 

Planned Giving When That’s Not All You Do

You want to add planned giving to your fundraising mix but you wonder where you’ll find the time and whether you can understand the field. This session will show you how to start down this path with confidence and without compromising your other responsibilities. You don’t need to be a rocket scientist or a lawyer!

You’ll learn:

  • Which planned gifts to market and how to market them
  • How to follow up on inquiries
  • How to handle bequests

Speakers: Pamela Bennett, JD, Director of Gift Planning, The American Jewish Joint Distribution Committee; Lori B. Lasson, JD, National Director, Planned Giving & Estates, Hadassah

 

10:45AM – 12:00PM 

Legacy Giving: So What Are You Afraid Of?

Fundraisers, usually out of fear or discomfort, avoid having the discussion that can lead to maximizing a donor’s potential through legacy giving. The result is a lot of money left on the table, or directed to other charities willing to have that discussion. We will address these issues and more. Objections are welcome.

You’ll learn to:

  • Understand your objections and fears, and how to manage them
  • Overcome resistance to pursuing this discussion with your donors
  • Recognize and secure increased gifts from your legacy donors

Speakers: Mark L. Hefter, JD, CPA, Associate Vice President of Planned Giving, American Technion Society; Marc Krause, CAP, Associate Vice President, Eastern Region, National Jewish Health

 

2:00PM – 3:15PM 

Go See People!

Relationships are the key to successful fundraising, especially major gifts and legacy giving. But most fundraisers don’t spend enough time with prospects and donors. In this session Joe Tumolo will teach his tried and tested methodology for being more successful in building relationships with donors. This session is for fundraisers at all levels of experience.

You’ll learn:

  • Tools that guarantee more donor visits
  • Ideas to build stronger relationships with donors
  • Systems to improve the outcomes of donor interactions

Speaker: Joe Tumolo, CAP

 

3:45PM – 5:00PM

Planned Giving When You Don’t Have a Planned Giving Office, Time, or Training

This session will assist beginners in understanding how various planned gifts work. It will focus on the primary elements of each gift type. We’ll discuss how to determine which types are appropriate for various donors. and we’ll discuss how a creative and personalized approach to donors will result in more and larger planned gifts.

You’ll learn:

  • The primary elements of the most common planned gifts
  • To understand which gift possibilities are appropriate for various donor situations
  • To appreciate the need for creative, personalized approaches to donors

Speaker: Barbara R. Diehl, Attorney

Major Gifts

8:45AM – 10:00AM 

Working with Donor-Advised Funds

Donor-Advised funds are suddenly on everyone’s radar. The largest “charity” on the Philanthropy 400 list – and two of the top five – are donor-advised funds. They’re growing fast, and many of us have little or no experience with them. We’ve gathered an impressive panel of experts to advise us on best practices to initiate and secure donor-advised fund gifts.

You’ll learn how:

  • Donor-advised funds work—what can and cannot be funded
  • Donors use DAFs in their lifetime, and how they’re used for legacy planning
  • To identify donors and their funds

Speakers: Mark L. Hefter, JD, CPA, Associate Vice President, American Technion Society; Benjamin Lehrhoff, Vice President, Bernstein Global Wealth Management; Ellen Smith Israelson, Vice President of Philanthropic Services & CMO, Jewish Communal Fund; Moderator: Margaret M. Holman, President, Holman Consulting, Inc.

 

10:45AM – 12:00PM 

Major Gifts That Inspire

Transformational gifts – the biggest and most impactful   donations – are made when donors are deeply inspired. Our panel will share their success strategies for using big ideas to motivate philanthropically-minded individuals to invest in, partner with, and commit to meaningful stretch gifts. This session is for anyone who wants to better understand donor motivations.

You’ll learn:

  • The art of transformational philanthropy based upon the “why of giving” more than the “how of giving”
  • How fundraisers become agents of change
  • Best practices for using advocacy to inspire major gifts

Speakers: Anna Kornilakis, Senior Director of Development, Brooklyn NYU Langone Medical Center; Jim Bennett, Chief Development Officer, Lambda Legal; Dennis Cheng, Former National Finance Director, Hillary for America and Former Chief Development Officer, Clinton Foundation; Seth Rosen, Senior Associate, Joan Garry Consulting; Moderator: Gregory Boroff, Chief External Relations Officer, City Harvest

 

2:00PM – 3:15PM 

The Role of the CEO in Major Gifts

Major gift donors expect to have confidence in an organization’s leadership. It’s imperative, therefore, that CEOs meet with them, understand their needs, communicate the organization’s vision, and articulate the business plan. This session will provide insights, strategies, and tactics from leading nonprofit CEOs that you, as fundraisers, can implement in your organization.

You’ll learn how to:

  • Engage and support your CEO as a fundraiser
  • Get your CEO involved in mobilizing your board of directors
  • Build a strong working relationship with your CEO

Speaker: Gregg Betheil, President, PENCIL; Anna Maria Chavez, former CEO, Girl Scouts of the USA; Jilly Stephens, Executive Director, City Harvest; Moderator: Craig Shelley, Vice President, Orr Associates, Inc. (OAI)

 

3:45PM – 5:00PM

The Impact of the Trump Presidency on Major Gifts

The election of President Trump sparked emotions for people of all political affiliations. In this new era there are questions as to whether major donors are fired up to give or playing wait-and-see. Hear from major gifts practitioners as they discuss how they are adapting their strategies in this new political landscape.

You’ll learn:

  • How some nonprofits are already adapting their major gifts strategies to the new political environment
  • Tips and best practices for creating and articulating your message

Speakers: Anika Rahman, Human Rights and Social Justice Leader; Jamaul Webster, Principal and Major Gifts Director, Planned Parenthood; Patrick Key, Director of Philanthropy, amfAR; Moderator: Sunil Oommen, Senior Director of Development, Human Rights First

 
Professional Growth

8:45AM – 10:00AM 

Think You Are NOT in a Crisis – Think Again

All organizations face challenges, many of which escalate to a crisis. An organization’s reputation is determined more by its response than the crisis itself. This session will teach professionals at intermediate or advanced levels the tools your organization can use to ensure you get the response right the first time.

You’ll learn:

  • The anatomy of a crisis
  • What to do in a crisis and what not to do
  • How to move on after the fire is out

Speaker: Dan Hill, CEO, Hill Impact

 

10:45AM – 12:00PM 

Reenergize, Redefine, or Reinvent: Get More Satisfaction and Have More Fun in Your Career

According to Gallup, the average work week is now 47 hours. That’s a lot of time if you’re in a stalled career or tedious job. In this session we’ll discuss tips for keeping your skills fresh, which fundraising skills translate to other fields, and ways to maintain that first-day-on-the-job enthusiasm.

You’ll learn:

  • Techniques to reinvigorate your current job
  • Tips to take your job to the next fundraising level
  • Strategies for transitioning to a new sector utilizing all your fundraising expertise

Speakers: Marti Fischer, Principal, Marti Fischer Group; Laura Fredricks, CEO and Founder, THE A$K

 

2:00PM – 3:15PM 

How to Negotiate with Your Boss and Your Donors

Are you uncomfortable asking for more for yourself or more from a donor? Many people are. In this session you’ll learn to increase your comfort level by expressing your positive professional actions and highlighting the impact your organization has on the community. The panelists will provide advice to mid-career and advanced fundraisers.

You’ll learn to:

  • Define success for your fundraising position
  • Show, not just tell, your story of success
  • Proudly define your organization’s success

Speakers: Jamie Lee, Associate, She Negotiates; Liz Ngonzi, CEO, Afrika Tikkun USA; George Suttles, Philanthropic Consultant

 

3:45PM – 5:00PM

Moving Up in Your Career, or Transitioning into the Nonprofit Sector

Are you considering a move into the executive director role? Or maybe you are looking to transition into the nonprofit sector from another field. Before changing roles you need to clarify your transferable skills and tailor your resume. The panelists will provide advice to help advance your career and suggestions for employers looking to hire candidates from outside the nonprofit sector.

You’ll learn to:

  • Identify transferable skills and make them stand out in your resume
  • Connect with a new network
  • Determine the pros and cons of a field change

Speakers: Daniella Cracknell, CEO and Founder, LG Reputation Development; Patricia Moran, MBA, CFRE, Director and Clinical Assistant Professor, Heyman Program for Philanthropy and Fundraising, NYU; Martha Schumacher, CFRE, ACFRE, MInstF (Adv Dip), President, Hazen, Inc.; William Weber, President, Development Guild DDI

Research 

8:45AM – 10:00AM 

Smarter Fundraising Using Analytics

Companies everywhere are applying data to improve performance. The nonprofit sector is no exception. This session is for anyone who wants to understand how a data-driven approach strengthens results. It will cover examples of high-impact, data-driven projects and provide a simple approach to integrating analytics that organizations of any size can use.

You’ll learn:

  • How to start and build an analytics function at your organization
  • Case studies that illustrate the ROI of analytics
  • Best practices in using analytics and useful tools and techniques

Speakers: Heather Campbell, Director, Analytics & Data Management, Princeton University; Jennifer MacCormack, Director, Advancement Analytics, University of Washington.

 

10:45AM – 12:00PM 

Partnering for Campaign Preparation

A partnership between prospect development and fundraising leadership is critical to any campaign. As NYU anticipates its first comprehensive campaign since 2008, this team will discuss how NYU is using data and analysis to make informed decisions on portfolio management, fundraiser training, volunteer boards, and revenue goals.

You’ll learn:

  • How to gain a better understanding of your prospect pool
  • The most important components of campaign data preparation
  • The importance of a two-way collaboration on prospect information

Speakers: Erin Dodd, Managing Director, Development and Campaigns, New York University; Troy Smith, Executive Director, Prospect Development and Campaign Analytics, New York University

2:00PM – 3:15PM 

Resources, Tools, and Tips to Uncover Prospects

Whether you’re a senior executive or new to the nonprofit sector, your job is to increase fundraising and to identify new prospects. You will need research tools and resources to be successful. This live demo will show you the latest time-saving, fee-based resources along with inexpensive alternatives. You’ll also get valuable tips to help you when you’re stumped.

You’ll learn:

  • How to gain a better understanding of your prospect pool
  • The wide selection of research resources available today; their strengths and pitfalls
  • Low-cost alternatives to stretch your research budget

Speaker: Poonam Prasad, Founder and President, Prasad Consulting & Research

 

3:45PM – 5:00PM

Prospect Development Trends

Join current and past presidents of apra, the association representing prospect development professionals internationally, for a discussion on the current state of prospect development and future trends. This session will highlight how information provided by the prospect development team is critical to fundraising success. Professionals at all career levels will benefit from this discussion.

You’ll learn:

  • The components of prospect development and their role in fundraising
  • How being a data-driven organization can increase your return on investment
  • Trends in prospect development that are critical to our profession’s future

Speaker: Jennifer MacCormack, Director, Advancement Analytics, University of Washington; Jill Meister, Director of Prospect Research and Management, University of New Hampshire; Alison Sommers-Sayre, Assistant Vice President for Development, Information Strategy and Operations, Office of Development, Princeton University

 
Small Shop Organizations

Major Gifts Pop-Up Coaching: The Art of the Ask

8:45AM – 10:00AM 

Building lasting relationships and asking for gifts from major donors is the cornerstone of every successful development program. But are you and your organization’s leadership 100% comfortable asking for a major gift? If not, join us for a hands-on workshop where you’ll practice and role-play your asks LIVE with leading consultants and coaches.

You’ll learn:

  • How to ask with confidence and power
  • To master your “elevator pitch”
  • How to respond when a donor says yes, no, or maybe

Speakers: Robert B. Budelman, III, Executive Director, Individual Giving, Hackensack University Medical Center Foundation; Eileen Heltzer, Development Officer, Jewish Community Foundation of Greater Metrowest New Jersey; Stacy Wilson Margolis, Chief Development Officer, City Parks Foundation; David W. Mehr, Senior Director, CCS Fundraising; Griffin O’Shea, Senior Director, CCS Fundraising; Paula Stein, Director of Development, Randalls Island

10:45AM – 12:00PM 

Fish or Fowl? Establishing Your Nonprofit’s Brand Personality

Is your website friendly or formal? Are your mail appeals inspiring or dull? Your organization has a personality—a tone and style—that is reflected in how you present yourself and how people respond to you. This intermediate session will explain what having a “brand personality” means—how it can help your organization fundraise, recruit, and differentiate itself, and how you craft your own.

You’ll learn:

  • How to identify your organization’s personality—the unique tone, style, and attitude of your nonprofit
  • The importance of maintaining the consistency of your personality across your organization
  • A framework for implementing your organization’s personality in your communications efforts

Speakers: Nancy Guida, Vice President, Communications, New York Women’s Foundation; Farra Trompeter, Vice President, Big Duck

2:00PM – 3:15PM 

Beyond Rubber Chicken: 30 Event Ideas in 60 Minutes

Do your board members’ eyes glaze over when you start planning for next year’s gala? Wrestling with how to engage millennials? Looking to add sparkle and new-ness to your fundraising and stewardship events? Re-boot and refresh with these three leaders in the special event space at this rapid-fire session.

You’ll learn:

  • New event strategies to engage Millennials
  • Brand-new ideas for increasing board participation in events
  • Fresh approaches for your galas

Speakers: Colleen Tierney, Head of Special Events, The Frick Collection; Crystal Wei, Director of Development, Orchestra of St. Luke’s; Ny Whitaker, President, Events by Ny and Professor, New York University; Moderator: Richard Aaron, CMP, CSEP, President, BizBash

3:45PM – 5:00PM

A Brave New World: Managing the Impact of a Changing World on Your Organization

Panelists from leading social justice organizations share their breakdowns and opportunities during the first six months of the new administration. What are the impacts on communications to constituents? Do you address the elephant in the room? How much do you talk about your new challenges? How do you model leadership during these challenging times? How are you engaging your supporters to give and be in action?

You’ll learn how to:

  • Create opportunities out of threats
  • Engage your constituents to take action and increase their giving
  • Message the external challenges while staying true to your mission

Speakers: Zulma Miranda, Esq., Vice President of Strategic Partnerships, Auburn Seminary; Pablo Toledo, Executive Vice President, Camino Public Relations

Special Events

8:45AM – 10:00AM 

The Event Ask: Sponsorship and Donor Engagement for Special Events

Many donors love giving to nonprofits through events. Learn why donors and sponsors say yes to an event and how to avoid things that make them say no. Explore the power of group fundraising and learn how to take advantage of collective giving. Most important, learn how to make a persuasive ask.

You’ll learn to:

  • Identify and utilize the powerful aspects of team fundraising
  • Make an ask to a donor or sponsor in a way they can’t refuse
  • Incorporate event donors into your total development plan

Speakers: Denise Andersen, Regional Vice President, National Kidney Foundation; Erica Banyon, Director, Donor Recognition – Donor Engagement and Communication, NYU Langone Medical Center; Theo Canaras, Associate Director, Institutional Partnerships, Columbia University Mailman School of Public Health; Moderator: Laurie Krotman, Founder & Co-President, Special Events Unlimited

10:45AM – 12:00PM 

Raise the Paddle, Raise the Bar: Additional Revenue Generation for Your Event

You can raise significant funds through live auctions, silent auctions, table pledge cards, calls to action, casino nights, raffles, and more. Hear experts discuss why people love these event enhancements, what’s involved in creating them, and traps to avoid. This session will also discuss how to integrate these new donors into your event pipeline.

You’ll learn how to:

  • Ensure legal and regulatory compliance with event enhancements
  • Attract new donors and keep them involved through event enhancements
  • Use the latest in event software and technology

Speakers: Nancy Mariano, Regional Director, Friends of Karen; Clifford Perlman, Partner, Perlman & Perlman, LLP; Frances Salvo, Manager of Special Events, FACES at NYU Langone Medical Center; Moderator: Mary Fiore, Director, Institutional Events, Mailman School of Public Health, Columbia University

2:00PM – 3:15PM 

Next Generation: Event Engagement Beyond Your Current Donors

Often referred to as a “young professional event,” these lower-ticket opportunities should not be overlooked. If presented with an affordable option, there are individuals who will get involved in your organization. Many will stay involved. Learn great ideas from development and event professionals who have engaged new audiences through existing events or by creating new ones.

You’ll learn how to:

  • Identify individuals who have the ability to give and engage others at a lower ticket price
  • Incorporate ideas for a new event or add to an existing one
  • Communicate your mission in a way that makes your audience want to come back

Speakers: Erica Blum, Director of Special Events, Central Park Conservancy; Chloe Lipman, Senior Manager, Distinguished Events, American Cancer Society; Marisa Maltese, Senior Manager of Special Projects, NEXT For Autism; Moderator: Pamela Mohr, Executive Director, FACES at NYU Langone Medical Center

3:45PM – 5:00PM

Should Your Organization Start an Endurance Events Team?

The endurance event market is one of the hottest trends in fundraising. It’s a low-cost, high-return fundraising platform. Once people try an endurance sport, they’re hooked. Could this be an option for your organization? Panelists in this session will discuss the opportunities  and challenges of endurance events. They’ll discuss in-depth how to produce a half-marathon, marathon, or triathlon.

You’ll learn how to:

  • Determine if your organization has the capacity to produce an endurance event
  • Use Crowdrise and social media to help your athletes raise funds
  • Create a training program and fundraising strategies for your athletes

Speakers: Ramon Bermo, Director Endurance Events, American Cancer Society; Angela Dumadag, Manager, Regional Development/NF Endurance, Children’s Tumor Foundation; Bryan Lively, Vice President Sales and Customer Success, CrowdRise; Alexa Strobridge, Brand Manager, Life Time Athletic Events

 
Web, Tech and Social Media

8:45AM – 10:00AM 

Does It Pay to Pay on Social Media?

Many organizations have turned to online and social media platforms to build outreach and extend their brand. Should you go a step further by paying for additional exposure? Should you use the advertising platforms of social media to build a grassroots following that will ultimately convert followers to donors? Our expert panel will share strategies for success – without breaking the bank.

You’ll learn:

  • The best channels for engaging your constituents online
  • Best practices for converting followers to donors
  • Cost effective methods for building your online constituency

Speakers: Danielle Brigida, National Social Media Manager, U.S. Fish and Wildlife Service; Christopher Maddocks, Chief Marketing Officer, March of Dimes;Carol Marchesano, Director, Interactive Web Marketing, North Shore Animal League America; Matt Morgan, President, Concrete Computing

10:45AM – 12:00PM 

How to Run a Successful Crowdfunding Campaign

Join our expert panel as they discuss how they launched groundbreaking crowdfunding projects. Case studies will include the legendary “ReBoot the Suit” and “Ruby Red Slippers,” two of the Smithsonian’s most successful campaigns. Panelists will discuss the mechanics and management of crowdfunding and how you build support internally. You’ll also find out if crowdfunders can be converted to loyal donors.

You’ll learn:

  • What your organization needs to be successful with a crowdfunding campaign
  • How to set up and manage a successful crowdfunding campaign
  • How crowdfunding can complement your existing fundraising programs

Speakers: Lara Koch, Associate Director, Digital Philanthropy, The Smithsonian Institution; Elizabeth J. Wilson, Assistant Director of Advancement, National Air and Space Museum

2:00PM – 3:15PM 

Rapid Fire: Tips and Trends on Web, Tech, and Social Media

In this fast moving session, panelists will provide practical ideas for improving your email, social media, digital acquisition and online renewal campaigns. This session will show you snapshots of fresh techniques and tools that are proving successful for other organizations. You will also have a chance to ask the experts for advice on your specific issues.

You’ll learn:

  • The latest techniques in online fundraising that are proving successful for nonprofits
  • Fresh ideas for harnessing the power of remarketing and social media advertising
  • Which new tech developments and trends the experts are talking about

Speakers: Aviva Downing, Digital Marketing Manager, Environmental Defense Fund; Luke Franklin, Vice President, Interactive Marketing & Member Communications, ASPCA; Moderator: Paul Habig, President, Sanky Communications and SankyNet

3:45PM – 5:00PM

Truth or Consequences in Online Fundraising

Snapchat and Instagram … the mobile revolution … the transformation in web and email design. With so many changes, how can you know what really works in online fundraising? In this lively session, using a game show format, your hosts will provide ten proposed online fundraising ideas and ask you to vote for which ones are worth testing.

You’ll learn:

  • The latest online fundraising tools and techniques and strategies for tapping into them
  • The optimal way to allocate online resources and budgets
  • How to integrate these channels with other annual fund efforts

Speakers: Carla Perlowin Chadwick, Vice President of Digital Fundraising, Covenant House; Harry Lynch, CEO, Sanky Communications; Moderator: Paul Habig, President, Sanky Communications and SankyNet

(Joint with Direct Response Track)

 
Workshops

Ethics Jeopardy

8:45AM – 10:00AM 

Many times in the development office we are confronted with ethical dilemmas in solicitations, gift agreements, and naming opportunities. In this session we’ll examine many of those scenarios, Jeopardy!-style. Contestants will bring their expertise and career experience to this contest, complete with audience participation. Open to attendees in all career stages.

You will learn:

  • Guidelines for complying with the AFP Code of Ethical Standards
  • Questionable situations to avoid early on in a donor relationship
  • Ways of dealing with ethical dilemmas in the development office

Speakers: Jane Lowry, Assistant Dean for Alumni and Development, Columbia University Graduate School of Journalism; Arthur J. Monaco, Esq., Associate, O’Brien, LLP and Jeopardy! Contestant; Jonathan Staunch, Associate Vice President, Individual Giving, Covenant House International; Doug White, Faculty, Columbia University; Moderator: Patrick O’Connell, Faculty, Columbia University Masters in Fundraising and  Nonprofit Management

10:45 AM – 12:00 PM   

Millennials on Millennials

According to the Bureau of Labor Statistics, millennials are the most populous generation in our nation’s workforce at more than 50 million strong. This session will address the unique characteristics of this rising generation and its impact as nonprofit professionals, donors, volunteers, and board members. Fundraisers of all levels are encouraged to attend.

You’ll learn:

  • Techniques for engaging millennials in your fundraising programs
  • Ways to build your board and volunteer base with millennials
  • How to collaborate with millennials in our multi-generational development teams

Speakers: Katy Boyask, Campaign Director, Emerging Leaders & Philanthropists, UJA Federation of New York; Marty Haggerty, Major Gifts Officer, Stevens Institute of Technology; Andrew Navarette, Associate Director of Development, Harlem Stage; Jason Rizzi, Associate Director of Major Gifts, United States Olympic Committee; Moderator: Patrick O’Connell, Faculty, Columbia University Masters in Fundraising and Nonprofit  Management

10:45AM – 12:00PM 

My Roadmap to Successful Direct Mail Fundraising

Digital marketers may claim direct mail is passé, but the bottom line doesn’t lie. Direct mail remains KING, raising more than 80% of direct response dollars. In this session, experts will discuss how to elevate your direct mail campaign. Be sure to come with lots of questions and bring your own package samples for an on-site evaluation.

You’ll learn:

  • Creative design and copy essentials to get your envelopes opened and your letters read
  • Tips, tools, and techniques from the creators of outstanding packages
  • From real-time feedback from industry experts on your own packages – be sure to bring your samples

Facilitators: Richard H. Martin, Director of Development, Ronald McDonald House of New York; Beth R. Nussbaum, National Director of Development and Communications, American Friends of Migdal Ohr; Leo Wind, Executive Campaign Strategist, ADS Creative and Mailing Services; Cheryl Bailes, Director of Direct Mail Fundraising, World Jewish Congress, American Section; Moderator: Andrea Schwartz, President, ADS Creative and Mailing Services

10:45 AM – 12:00 PM 

Anatomy of the Ask

In this session we’ll examine the elements of an effective ask. We’ll discuss the signs that indicate a prospect is ready to be asked, how much to ask for, and how to make the ask. Join a table of experts in asking for gifts.

Leave with a fresh perspective and new ideas!

You’ll learn:

  • How to identify prospects who are ready to give
  • How to strategize the ask
  • The role board members, CEOs, or other donors can play in building the prospect relationship

Facilitators: Roshma Azeem, Executive Director of Development, Major Gifts, Mount Sinai Health System; Steve Manzi, Chief Philanthropy Officer, Individual Giving, Metropolitan Museum of Art; Susan Murray, National Director of Development, Year Up; Elena Quevedo, Director, Advancement and Planned Giving, NYC Ballet. Moderator: Victoria Jones, Executive Vice President and Principal, Development Guild DDI

2:00PM – 3:15PM   

Partnering with Human Resources

Human Resource departments are not just about employee benefits. A good department is involved in hiring top talent and improving organizational performance. In this workshop you’ll discuss with HR professionals how to develop a partnership between development and human resources.

You’ll learn:

  • How to build a relationship between hiring managers, fundraisers, and human resources staff
  • What it takes to create and sustain a diverse workforce
  • Why on-boarding makes a difference

Facilitators: Tahsin Alam, Talent Management, Rutgers University Foundation; Anthonia Biemkpa, Talent Acquisition Specialist, Mount Sinai Health System; Lisa Marchitelli, Director of Human Resources & Administration, American Friends of Magen David Adom; Jodi Rabinowitz, Head of Talent Acquisition and Organizational Development, The Metropolitan Museum of Art; Frances Woodard, Vice President, Human Resources & Office Operations, Human Rights First; Moderator: William Weber, President, Development Guild DDI

2:00 PM – 3:15 PM      

Is Crowdfunding For You? Perhaps Giving Tuesday? Peer-to-Peer?

Crowdfunding can help your nonprofit attract new donors and increase revenue by raising small amounts of money from a large group of people. But you must have a compelling project, the right platform, and a realistic fundraising goal. Is your organization positioned to launch a successful crowd-funding appeal? Or should you consider other options?

You’ll learn:

  • How crowdfunding works
  • How much staff time is required to launch and manage a crowdfunding campaign
  • Insights and important first-hand tips from experienced fundraisers to help make your campaign successful

Facilitators: Allison James, Director of Development, The Fiver Children’s Foundation; Kate Krug, Director of Development, Events and Engagement, Safe Horizon; Richard Levy, Director, give2gether; Jessica Schneider, Director of Strategy & Collaboration, Center for Innovation & Social Impact, 92nd Street Y; Alan Secter, Executive Director, Annual Giving & Major Gifts, Yeshiva University; Moderator: Andrea Schwartz, President, ADS Creative and Mailing Services

2:00 PM – 3:15 PM      

Pitching with Purpose: How to Talk About Your Organization with Confidence

How well we present our organization in an initial meeting determines the probability of getting the next meeting. In today’s fast-paced, information-saturated environment, it can be difficult to communicate our core messages quickly and effectively. Using tested techniques, participants will walk away with a framework for a compelling 30-second organizational narrative.

You’ll learn:

  • Elements that comprise an effective organizational pitch
  • Guidelines for constructing the pitch
  • Tips for confident delivery

Speakers: Marti Fischer, Principal, Marti Fischer Group; Don Waisanen, Ph.D., President and Founder, Communication Upward

2:00PM – 3:15PM   

Work Smarter, Not Harder

Productivity expert and coach Carson Tate will help you to identify your productivity style and those of your colleagues to help increase efficiency and effectiveness in the development office. Tate brings an approach tailored to the nonprofit world which will enhance your performance whether you are a manager or staff member.

You’ll learn to:

  • Identify your productivity style and those of your colleagues
  • Invest your time wisely so you can work fewer hours and have more time and energy for the people and projects that are most important
  • Build a personalized productivity system that works

Speaker: Carson Tate, Managing Partner, Working Simply, Inc. Moderator: Patrick O’Connell, Faculty, Columbia University Masters in Nonprofit Management

 

3:45PM – 5:00PM

Get a Member, Keep a Member: Museums, Alumni Associations, Giving Societies, and Sustainers

Membership programs enhance revenue and increase organizational commitment by fostering a feeling of belonging. For many organizations, membership is the key to grassroots fundraising. Sustainer-level and higher-level giving societies also raise significant dollars while providing a steady and reliable base of support.

You will:

  • Hear a brief summary from each workshop facilitator before we break out into tables for Q&A and how-to insights
  • Learn how to attract and retain their members
  • See live samples of membership collateral including welcome packages, membership cards, and certificates

Facilitators: Donald K. Jordan, Executive Vice President, Alumni Association of the City College of NY; Lisa Krassner, Chief Member and Visitor Services Officer, The Metropolitan Museum of Art; Tamara Romero, Vice President, Business Development, Lighthouse Guild; Jill M. Scibilia, CFRE, Vice President of Philanthropy & External Relations, Girl Scouts of Greater New York; Kim Beckwith Walker, Director, Direct Mail Communications, Memorial Sloan Kettering Cancer Center; Moderator: Andrea Schwartz, President, ADS Creative and Mailing Services

 
 
If you are interested in being a speaker for next year's event, please contact us.
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For more information or if you have any questions, please call FRDNY Conference Management at 516-385-8122 or email frdnyc@gmail.com.

Fundraising Day in New York 2017

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