This fast paced presentation will focus on the changing face of
philanthropy and what charitable organizations need to know in order to
maximize private support. What we know from research and experience
about donor motivations will be explored. In addition, there will be a
sharing of the findings of surveys which tell us how benefactors view
the philanthropic process and what they expect from the organizations
they support. Finally, how this translates into action will be
highlighted.

Session Summary: The statistics are alarming. The average development officer has been at their job less than 18 months. Job hopping is common. Organizations can’t find qualified professionals to fill good, well-paying jobs. In a field which is based on building and nurturing relationships, turn-over can derail even the most effective fundraising programs. In this moderated panel discussion, we will hear from three leading non-profit executives in Portland who will share with us their perspectives on this critical issue. What they have to say might surprise you.

Attendees will hear from front-line leaders who face important staffing decisions on an ongoing basis. The discussion will focus on both sides of the employment table. What organizations can do to retain outstanding staff and develop promising talent; and how development officers can build a career without having to jump from organization to organization? This will be a wide ranging discussion, touching on both nuts-and-bolts issues and broader, philosophical ones. In addition to the moderated panel discussion, adequate time will be allotted for questions from the floor. Professionals at all career levels will benefit from this discussion – and board members are strongly encouraged to add it to their conference schedules.

Panelist Bios: Greg Chaillé is President of The Oregon Community Foundation, a position held since 1987. The Foundation’s mission is to improve life in Oregon and promote effective philanthropy. A graduate of the University of California, Berkeley, he received his Master’s degree from San Francisco State University. He worked at the United Nations’ International Institute for Labor Studies after graduation and at the Institute on Aging in Oregon.

Mr. Chaillé is currently a board member of Foundations for a Better Oregon and serves on the Executive Committee for the Oregon Wildlife Heritage Foundation. He is past president of the Oregon Chapter of the American Leadership Forum and past member of the Governor’s Advisory Committee for the Prevention of Child Abuse. He is a member of the Giving in Oregon Council and the Multnomah County Task Force on Vital Aging.

Hugh Porter is currently the Vice President for College Relations at Reed College in Portland, Oregon. He joined Reed in 1999. In his position, he has direct responsibility for providing leadership and management of fundraising; public affairs, including media & community relations and publications; alumni relations; conference & events planning; and college relations information systems. Working closely with the President’s office, Hugh helps direct the work of the Reed College board of trustees. Prior to Reed, Hugh worked for Yale University both in major gifts and as Director of Yale College Programs in the Yale Alumni Fund.

Hugh began his professional career as a musician, first as a cellist and later as a music historian with a specialty in eighteen-century instrumental music.

Dan Metziga joined OPB in 1997. In this position, he oversees all of the organizations development activities including membership, major gifts, planned gifts, corporate support, grants, and capital fund raising efforts. Prior to joining OPB, Dan was the President of The Florida Symphonic Pops Orchestra in Boca Raton, FL. Prior to that, he worked for United Way in Seattle and Cleveland. Dan started hi non-profit career with the Lake Area United Way in suburban Chicago.

Dianne Alves, Director of Major Gifts at Portland State University, has nearly two decades of experience as a fundraiser and as an advocate for women’s rights, at-risk children and educational initiatives. In addition to her credentials as a fundraiser and manager, she is dedicated to raising the standards of her profession. She is a coach and mentor to numerous peers and appears frequently as a panelist or guest speaker at conferences and workshops designed to educate, inform and inspire other fundraising professionals. She currently serves on the board of the Peninsula Children’s Center and AFP Oregon and SW Washington Chapter Board of Directors. She and her family live in North Portland.

Melissa Rose serves as Manager of Grants & Fundraising Operations for the Legacy Health System Foundations, working with a diverse team to cultivate organizational donations and support all donor communication and stewardship activities. Melissa’s previous experience includes programmatic, information systems management and fundraising roles with Friends of the Children, Mercy Corps and the Panos Institute. She is a past president and program chair of WVDO and is deeply commited to the development and sustainability of the nonprofit sector.

Session Summary: Fundraising success is most effectively and successfully executed when certain policies and plans are in place within the nonprofit development infrastructure. This workshop will discuss four critical policies and plans that advance fundraising efforts. The workshop will cover writing a Gift Acceptance Policy, a Donor Cultivation Plan, a Record Keeping Policy, and a Donor Recognition Policy. Understand the importance of creating the policies and plans necessary for implementing a successful fundraising program, plus, learn how the policies and plans work together to create successful donor relationships and identify the key elements of each of the policies and plans. You will take away important strategies and learn from examples of policies and plans used successfully in the development program at P:ear.

Bios: Christina Adams has worked with hundreds of non-profit organizations over the past 15 years developing, implementing, and consulting on recognition programs. She is a founding partner and southwest representative of Partners In Recognition, Inc., a national design and manufacturing company of recognition walls. Christina is also President of Custom Recognition, LLC which specializes in individual awards, gifts, and programs. Christina is a member of the Association of Fundraising Professionals Northern Arizona Chapter and serves on the board. Christina holds a Bachelors degree from The Ohio State University. Prior to her involvement in the recognition business, she was a hotel manager for Marriott in Kentucky and Ohio. Christina is married and lives with her husband and business partner, Tim, in Prescott, Arizona.

Diana V. Hoyt, CFRE, has over thirty years of professional and volunteer fundraising experience. She was the chief development officer for five nonprofits in the Greater Phoenix area and has been involved in almost every facet of the development process. Diana designed and markets MatchMaker FundRaising Software to nonprofit organizations throughout the United States. She also provides fundraising consulting services and training to nonprofit organizations and facilitates board and staff strategic planning retreats. Diana is a Certified Fund Raising Executive (CFRE). She served on the Greater Arizona AFP (Association of Fundraising Professionals) Chapter board for six years, is a past president of the Chapter, and has served as both a mentor for and on the faculty of the Chapter’s Professional Mentoring Program. Diana was the 2004 recipient of the Chapter’s Fundraising Executive of the Year Award. She has served on numerous community nonprofit boards and committees. Diana holds a Bachelor of Science from Kansas University and a Master’s Degree from Arizona State University, both in secondary education. Prior to her involvement in fundraising, she taught high school and junior high mathematics in Arizona, Missouri, and Germany.

Beth Burns grew up in Chicago and earned her degree in English Literature and her teaching license from the University of Saint Thomas in St. Paul, MN. After extensive travel throughout Central America, she settled in Portland and worked at Sister of The Road Cafe. Her experience at Sisters provided a foundation for understanding the value of relationship-based programs to homelessness and other social issues. Beth shifted her focus to homeless youth and served as the Education Coordinator at the Salvation Army Greenhouse Alternative Learning Center, where she taught 20 homeless youth per day, added several new programs, successfully raised cash and in-kind resources, and maintained complete fiscal records for the school. In 2001, Beth joined Pippa Arend and Joy Cartier to create p:ear, for which she serves as Executive Director.

Session Description: Planned giving can seem intimidating: complicated vehicles; lawyers; financial planners, investment decisions. It can seem overwhelming, so overwhelming in fact, that many organizations never even get started. And this is a shame because planned gifts are an important source of major gifts, especially in markets like Portland where so much wealth is tied up in non-liquid assets. By not having a strategy to solicit and accept planned gifts, organizations leave money on the table – money that organizations that are better positioned to serve donors’ needs and desire will end up receiving.

This session is designed to show that starting a planned giving program doesn’t have to be complicated, overwhelming, or even expensive. Three planned giving experts will cover these foundation topics:

Preparing your organization to accept non-cash gifts: A great deal of wealth is held in non-liquid assets. Non-profits need to have policies and procedures that govern which ones will be accepted and how they will be converted into cash to support an organization’s mission. Gene Christian, of Charitable Estate Planners Northwest, will discuss how to develop these policies and procedures, as well as explore what expertise your organization will need to be successful. Samples of policy and procedure documents will be provided to all attendees.

Developing a case for investment: The case for a planned gift is different than an annual ask, or a capital solicitation. Peter Billotta of the Portland Opera, will talk about how you develop a case that will inspire an investment in your vision for the future – and your organization’s role in fulfilling that vision. In addition, strong case examples will be provided.

Gift Planning: The Oregon Community Foundation offers organizations that invest their endowments with OCF a wide array of free gift planning services. Wendy Usher, of the Oregon Community Foundation, will discuss what is available to non-profits for endowments as small as $25,000.

Bios: Peter Bilotta is the Director of Development for Portland Opera, one of North America’s leading opera companies serving more than 250,000 people annually through both its Opera and Broadway seasons. He came to Portland Opera in January 2006 after seven years as the Director of Development for the Cincinnati Playhouse in the Park. Peter is a Certified Fund Raising Executive (CFRE) with 18 years of experience in non-profit leadership. Healso worked in development for the Tony Award winning Children’s Theatre Company in Minneapolis, the nation’s largest theatre for youth, and served for nine years in executive positions with the Boy Scouts of America. A graduate of the University of Saint Thomas, he holds degrees in Business Administration, Political Science and Economics, as well as a certificate in non-profit management.

K. Gene Christian works for Charitable Estate Planning Northwest (http://www.cepnw.com), a full-services consulting company serving nonprofit organizations. He has 23 years, primarily in the western United States. He is considered one of the regions foremost authorities in the fields of planned giving and advancement. He writes regularly for regional and national publications and speaks in conference settings all over the country. He has been quoted in the Chronicle of Philanthropy and has been asked to testify before Oregon state Congress on matters involving charitable planning

Wendy Usher is the Director of Charitable Gift Planning and Outreach at The Oregon Community Foundation (OCF). Wendy assists individuals, families, and groups who wish to establish a philanthropic fund that will provide permanent benefits for their community. Wendy has worked for a variety of non-profit organizations including The Community Foundation Serving Boulder County in Colorado, Peninsula Community Foundation in California, a private family foundation in Washington and the ALS Association of Oregon & SW Washington. Wendy completed a master of public administration at the University of Colorado.

Session Summary: Every theater or movie director will tell you that casting decisions can determine the success or failure of any production. The same could also be said of building a strong board that is actively involved in fundraising.

Best practices are based on extensive volunteer involvement in resource development. But who are these volunteers? How do we identify those who can help us advance our mission? And when we’ve found these people, what are the best uses of their limited time? This session will explore these questions, focusing on how to use the talents and energies of every member to advance your development program.

Our panel includes three board members for non-profits in our region, all actively involved in resource development for their organizations. These leaders will discuss their experiences serving on boards that approach recruiting with disciplined systems based on filling specific roles. They will talk about how new members are identified, cultivated and invited to join their organization’s leadership. And they will talk about how expectations are established around board roles.

Attendees will leave the session with tools for evaluating their current board’s makeup and effectiveness, concrete strategies for identifying and cultivating new board members, samples of board job descriptions and annual activity plans, and examples of how board members can participate in fundraising activity even if they don’t feel comfortable making the ask.

Bios: Panel members include:
• Veronica Valenzuela, Policy Manager in the office of Mayor Tom Potter of Portland and liaison to the Bureau of Planning. She previously served in the administration of Mayor Vera Katz. She has a degree in psychology from Portland State University and has served on the board of Kids on the Block since early 2007, when that organization worked with Hands on Greater Portland to identify potential younger, non-traditional board members. Veronica served on the Executive Director Search team that recently identified a new ED for Kids on the Block. She also has served on the Latino Leadership Training group for the Hispanic Chamber of Commerce.
• William Swindells, independent investor and developer. Besides extensive business experience, he has served on the boards of Trillium Family Services, Jesuit High School and the YMCA; and chaired the boards of Oregon Public Broadcasting, Clackamas Community College Foundation, Ronald McDonald House and the University of Oregon Foundation. He has an MBA degree from the Wharton School of Business.
• Elizabeth Irish, vice chair of the board of Ronald McDonald House, serving on the operations, strategic planning and board development committees and on the board of trustees. She is also a member of the board of trustees for Tuality Healthcare Foundation. A licensed R.N. she is a graduate of Good Samaritan School of Nursing.

Nancy Gaston, moderator of the panel, is a trainer and consultant who has served on many nonprofit boards, including the Clark County YWCA, Circuit Rider Books, Hands on Greater Portland, Camp Opportunity, Oregon Generations Together, the Oregon Committee on Volunteerism and Kids on the Block. She has directed a volunteer center, a volunteer chore service and a crisis line. A Certified Volunteer Administrator, Nancy holds degrees in English from Eastern Michigan University and theology from McGill University.

Session Summary: The key to sales success is activity. In short, securing enough meetings with enough decision makers to ensure success, even when people say no. The same is true for major giving: no visits, no gifts. This session will explore how IDC, a professional services firm serving the non-profit sector, manages its sales process. We will discuss how the planning and management techniques are directly applicable to managing a major gift fundraising process.

Key areas to be covered include: matching skills to management style; deciding what measurements to track; preparing a powerful annual plan; managing activity; and, creating management and tools for the fundraiser. Attendees will take away an understanding of how managing activity is the foundation of sales and fundraising success; key steps to preparing an annual plan that is a road map to success; and insights on how day-to-day management of revenue producing staff.

Bios: Gregg Carlson is the Chairman and CEO of IDC, which originated the PHONE/MAIL® Telecommunications program. He began his development career in 1985 with the major gift counsel firm, CCS. Over the past 20 years, Gregg and his team at IDC have implemented programs in the belief that all donors deserve the best. Last year IDC raised over $40 million with its clients. With the view that technology must complement the basic principles of fundraising, Gregg often represents the firm when invited to discuss the cutting edge issues facing the field today.

Gregg is on the Board of the Giving USA Foundation – the definitive source on trends in US fundraising. And, with his wife – Sharon – Gregg is co-president of Children’s Heart Foundation in Nevada.

Colin Ware, CFRE, is Vice President of Client Services for IDC. Colin has nearly 20 years of experience in the non-profit sector with extensive experience in direct marketing and major gift fundraising. Holding an MBA from UCLA in Arts Administration, Colin has served as Director of Marketing for the Denver Center Theatre Company, Director of Development for the Culinary Institute of America, and as a senior consultant with The Collins Group. He is on the board of WVDO and is proud to have been given the opportunity to chair this conference.

Session Summary: Most development officers feel they have more prospects than they can effectively cultivate and solicit. Prioritizing and organizing your prospect pool will ensure that you spend the right amount of time on your best prospects. It will ensure that you interact with the prospects that are most ready to give you the largest gifts. It will also allow you to put other prospects on the “back burner,” confident that you are not ignoring someone who is ready to give.

Prioritizing your prospects is just the first step of a complete and ongoing moves management program. Chris Brentlinger will offer tools and techniques he’s used during his 16 years as a major gift fundraiser in health care and higher education. These techniques will put your major gift efforts into focus and help ensure that you focus your valuable time on the right prospects at the right time.

Bio: Chris Brentlinger, a native Oregonian, spent much of his life elsewhere before returning to Oregon in 1991. He’s been a major gift fundraiser for the past 16 years with Legacy Good Samaritan Foundation, OHSU’s Casey Eye Institute, and now Reed College. He’s staffed campaigns with goals from $1m to $400m, and is currently director of major gifts for Reed’s campaign. Major gifts are the middle step in an annual-fund-to-planned-giving continuum, and he has closed many gifts in these areas too. Prior to development work he was in the Peace Corps in Kenya, taught writing in China, and spent his childhood in Asia and Europe.

Session Summary: Discover simple techniques that help to uncover major gift and high-level annual fund prospects in your own database or using a cold list. These techniques are quick, easy and inexpensive or free. The presentation will address how to conduct prospecting projects including:
• Finding wealth indicators in directory data (e.g. profession, address);
• Using census data to discover high-wealth prospects;
• Simple prospect mapping techniques;
• RFM (Recency, Frequency and Monetary) analysis.

Participants will leave the presentation with skills that they can immediately apply in their own prospecting efforts.

Summary:
Non-Profits exist because of passion. That is the irrational but irresistible motive for their being. You can use that emotion. Mold it. Direct it. Put it to work to:
• Infect and keep staff, volunteers and donors
• Assemble and inspire a working board
• Fund the organization
• Establish financial controls
• Maintain your non-profit status

“What are you going to do with money?” is the first question asked when you seek funding for the organization. You can convince them that your organization operates wisely. You can persuade everyone involved that your systems are based on sound judgment, logically implemented. What it takes is a well-structured board, financial controls that include a formal budgeting process, implementation of a cash-flow policy, an investment policy statement and a spending policy statement. This presentation tells you what it takes to do all that without losing the zeal of your staff, volunteers and board of directors.

You will learn:
• The problems with passion and how to resolve them.
• Who should be on your board and why
• Why financial controls increase funding
• When to have an endowment to fund operations
• Where cash versus in-kind fits in

Take home the specific tools you’ll need to succeed.

Bio: Brent Hamilton is the founder of WBH Financial Services. Brent is one of the few Certified Financial Planners who is admitted to practice and represent clients before the Internal Revenue Service in all tax matters as an Enrolled Agent. He also provides Estate Planning for clients, advising on wealth preservation as well as gifting strategies. Mastery of these difficult subjects gives him the unique ability to craft integrated solutions to meet client goals, as well as manage investments for non-profit organizations.

Brent, as President of the Greater Portland Soccer District, grew the organization from 75 teams playing weekly games to over 115 teams and changed its structure by incorporating and successfully being granted non-profit status by the IRS. This was done by restructuring the board to fit the needs of the organization and recruiting people to fill those needs. In addition, financial controls were established through developing a formal budgeting process and implementing a cash-flow policy. At the end of Brent’s tenure with the organization its annual budget was in excess of $250,000 per year.

Presentation summary: Stewardship may be development’s lost art. A donor’s generosity often depends upon how we say thanks, so why can’t we look at stewardship systematically, energetically, and creatively?

This presentation will focus on unique attributes of stewardship, challenging participants to think creatively about how we—and our organizations—say “thank you.” Facilitator, OHSU Foundation Development Director Lori Sweeney, will lead the session and draw upon the experiences of Roger Williams-Thomas, Manager, Stewardship, and Pandora Milligan, Director, Donor Relations, at the OHSU Foundation.

The group will explore three case studies involving the ethics, creativity, and equity of stewardship scenarios, discussing the creation of a stewardship plan, cultivation steps leading to the next gift, and what scenarios might have been prevented by better stewardship. The presentation will be a facilitated discussion from which participants will take home one or more “kernels of inspiration” for their own stewardship activities.

Bios of presenters:

Lori Sweeney has been in the development field for 25 years, at organizations ranging from a public university (Oregon State) to private prep school (Brentwood School) to a social service organization (Hearing & Speech Institute). She is a native Oregonian who also braved Southern California for seven years, where she obtained a master's degree in education administration. She is the director of development for Neurosciences at the OHSU Foundation and has lived in Portland since 1992.

Roger Williams-Thomas has eight years experience in the development field. Before joining the OHSU Foundation he worked in the administration of Portland Saturday Market. He is a proud graduate of the University of Oregon, where he earned his bachelor's degree in political science. As manager of stewardship at the OHSU Foundation, he believes that communicating with donors about the impact of their giving is essential to securing future gifts.

Pandora Milligan lived in the Washington, DC area until her move to Portland in 2001. Five of those years have been spent in development at the OHSU Foundation, with the last two as director of donor relations. She spent the seven years prior at Historic Manassas, Inc. - winner of the 2003 Great American Main Street Award from the National Trust for Historic Preservation - coordinating events and marketing the old town. A 15-year stint in the graphic design and printing industry rounds out her professional experience. She believes that in order to express stewardship in a meaningful way, one must be ever vigilant for its creative application and maintain a sensitivity to the donor as an individual.

Session summary: Key words, meta tags, blogs and spiders: These are just a few of the terms thrown around in the world of Search Engine Optimization. This introductory session will explain the terms, functions and importance of internet marketing tools. Today, 67% of the general public conducts research on the internet before they make purchases. They do the same before donating to non-profit organizations. Fundraising is about building relationships and telling your story. Learn how to set up your website to not only draw people to your website, but how to keep them informed and eventually convert them into donors. Through information gathering strategies you will learn how to capture the names and email addresses of everyone who visits your website, understand blogs and how to draw people to your site while making your website an active member of your development team. This class is designed with the small to mid-sized non-profit in mind. Small development teams will learn how to make changes and improve their websites without breaking the bank.

Bios:
McKean Banzer-Lausberg has been active in consumer and business to business marketing for over 10 years. After graduating from Syracuse University with a marketing degree, he worked for Vital Technical Marketing, Lucky Labrador Brewing Company and has served as a small business development volunteer in the U.S. Peace Corps of Morocco from 2004 to 2006. Upon return from Morocco, McKean became a Partner and Director of Marketing for Harlo Media, Inc. a locally owned marketing firm that specializes in Website Development, Search Engine Optimization and Branding strategies. McKean has helped guide the company to a 300% increase in annual revenues and specializes in delivering clients quantifiable sales results through effective Internet marketing strategies. McKean is enrolled at the Portland State University’s Real Estate Development graduate program and has a personal interest in local and national politics. He managed a campaign for a local State Representative candidate in the spring of 2006 and regularly attends the City Club of Portland.

Brian Crandall
After 19 years working as a nurse with the U.S. Army and Emergency Room medicine, Brian made a career change into the world of Christian Camping, directing a year-round camp for kids in the mountains of Arizona. Working for a non-profit first exposed Brian to fund development. During his five years at the camp, Brian was responsible for $200,000 per year of individual contributions, two annual fund raising events and personally guided and directed a successful $2,000,000 Capital Campaign that built three new staff houses and planted four new churches in Arizona. His love of fund raising and the Pacific Northwest brought Brian and his family to Portland in January of 2007. Brian is currently the Director of Development for CCI Enterprises, A thriving non-profit that provides job placement and work programs for people with disabilities. Brian is a graduate of Colorado Christian University with a degree in Business Administration.

These sessions explore the opportunities and challenges of today’s capital campaigns from the perspectives of executive directors, development directors, and board members. The first session delves into the Museum of Contemporary Craft’s unique journey to raise $7.1 million, relocating after 70 years in their original home. It is a story about risk taking, thinking outside the box and about moving a small organization forward without a long history of successful fund raising. The second session convenes a panel of non-profit leaders and volunteers to discuss how conducting a capital campaign in the 21st century has required adaptation to reach a changing world.

Part I - The Changing Face of Capital Campaigns: Moving an Organization through Change - A Case Study

Session Summary: Successful capital campaigns ensure that organizations continue to deliver on their mission for years to come. The Museum of Contemporary Craft’s recent campaign had significant impact on the community. But the campaign’s internal impact was just as significant as its external one. David Cohen, MCC’s Executive Director and Duncan Rotch, Director of Development, share the ways in which planning and implementation of their campaign stretched the organization’s staff, board, and volunteers and at the same time created the opportunity to re-imagine the museum and its mission.

This presentation will provide specific steps to:
• encourage your organization to think big and consider taking larger risks
• flesh out the range of opportunities available to your organization, and develop a process to establish consensus for a major organizational shift
• understand how to take on significant growth yet remain true to your organization’s goals and values
• understand the importance of branding and managing your messages throughout the campaign to engender broad community buy-in and excitement about your plans

Session Presenters: David Cohen, Executive Director, Museum of Contemporary Craft
Duncan Rotch, Major Gift Officer, Reed College

Part II - The Changing Face of Capital Campaigns: Succeeding When the Textbook Approach Does Not Apply – A Panel Discussion

Session Summary: Capital campaigns are not what they once were. Gone are the days when campaign committees met once a week, boards contributed 20-25% of the goal, and donors contributed because of your past good work. The good news is individual relationships and careful planning will never go out of style. Moderator Kit Gillem will ask a panel to comment on these changes and address questions that include:
• What were some of the tough questions you heard from prospective donors? How did you address them?
• What was the impact on your annual fund during the campaign? What results have you seen since the campaign completed?
• How did you mobilize volunteers? What role did they play? Are they still involved now?
• What kept you motivated? The keys to your success? Your biggest surprises?

Audience members will have the opportunity to ask their own questions in the last half hour.

Session Presenters: Kit Gillem, Program Officer, M.J. Murdock Charitable Trust
David Cohen, Executive Director, Museum of Contemporary Craft
Duncan Rotch, Major Gift Officer, Reed College
Jill Baum, Managing Director, Artists Repertory Theatre
Sue Walcutt, Campaign Director, Artists Repertory Theatre

Session Description: This highly interactive session focuses on your personal communication type. Learn how to use that awareness to become more effective in all of your interactions, but especially with your Board and your volunteers. Take a short assessment called the Peoplemap™. This will provide the framework for the session. You’ll take away an understanding of your unique communication style, and be able to identify how the styles of others interact with your own. Through group conversations, learn how to tailor your words to ensure that your message is received in the way you meant it. You will understand the powerful impact your communication style has on others, intentionally as well as unintentionally.
Today’s organizations rely heavily on many forms of communication. Verbal communication continues to be among the most impactful way to make yourself heard.

Bio: For over 20 years, Marci has worked with hundreds of people, helping them navigate through the stresses in their lives. In her clinical psychology practice, she has helped people deal with issues of depression, anxiety and post traumatic stress disorder. In her executive coaching business, she continues to work with people facing increased demands on their time, trying to find balance between work and home life. Marci partners with her clients to confront and manage the stress that they face in their everyday lives. Whether working with people in industry or in volunteer organizations, Marci takes a practical and common sense approach to give her clients the tools they need to succeed. Marci is active in the community as Chair of the Respectful Culture Committee for the Lake Oswego School District, Lake Oswego Chamber of Commerce Leadership Program, and the Excell Leadership exchange. Marci has been elected to two terms on the Lake Oswego School Board

Session Summary: When development programs can harness the expertise, energy and talent of fundraising leaders at all levels of the organization – board, executive and development professional – extraordinary goals can be achieved. But, too often this is the dream rather than the reality. At Planned Parenthood of the Columbia Willamette, the dynamic, active partnership between the CEO, Capital Campaign Chair, and Capital Campaign Director has ignited a $12.5 million campaign to build a new facility. This is the largest campaign ever undertaken by the agency, and as it closes in on its goal, the lessons learned can aid other organizations considering or entering a campaign.

Panelists will share their experiences and the secrets to creating and sustaining a fundraising team that can take an organization beyond its comfort zone. Learn what motivates and inspires each member of the team, what each brings to the table, and the challenges they have overcome to make it all work. Discover the philosophical principles that guide the team and the techniques that make it work on a daily basis. Leave the session with new strategies and tools that can be applied at your own organization to spur strong fundraising leadership at all levels. There will be opportunities for audience participation and questions.

Bios: David Greenberg, Ph.D, is President and CEO of Planned Parenthood of the Columbia/Willamette. He has over 30 years of experience providing leadership and innovation in health care delivery systems and practice management. Since Dr. Greenberg joined PPCW in 2001, his leadership and private sector approaches have doubled the number of patients PPCW serves each year. Dr. Greenberg previously served as President and CEO of Planned Parenthood of Delaware, the Director of Operations for Vanguard Healthcare Group, and Director of the Department of Family and Parenting Services of the Hospital of the College of Osteopathic Medicine in Philadelphia. He was a member of the Board of Directors of Planned Parenthood Southeastern Pennsylvania, and while CEO in Delaware, was a member of the executive committee of the Planned Parenthood Eastern Region.

Christine Vernier is CFO and partner of Vernier Software & Technology, an educational software and hardware company in Beaverton. Christine has been on the PPCW Board for three years and has been on the Capital Campaign Committee since its inception two and a half years ago. Christine has also served on the Board of Visitors for Oregon State University and is currently on the Business Education Compact Board.

Liz MacDonell, CFRE, is PPCW’s Major Gifts and Capital Campaign Director. She worked previously as executive director of Virginia Garcia Memorial Foundation and as director of development and marketing for Camp Fire USA Portland Metro Council. She is a member of Planned Parenthood Federation of America’s Development Officers’ Education Committee and is a past member of WVDO’s board of directors.

Donna Schaeffer is principal of Donna K. Schaeffer, LLC, a development consulting firm that specializes in helping nonprofit organizations improve their development performance and increase funding from private sources. She previously served as the Assistant Vice President for Development at Portland State University and held prior roles at the University as Director of Development and as Annual Giving Director. In addition, she has served in program management and fund development positions for human service and civic organizations. She is a member of WVDO’s board of directors and of the School of Social Work advisory board at Portland State.

Session Summary: This lively panel discussion engages experts from professions that, like ours, walk the line between professional distance and relationship intimacy – and that have developed ethical standards to articulate an appropriate boundary. Is it time for our profession to acknowledge and address this dynamic in our own work? Panelists from professions such as law, medicine, banking, and clinical psychology – all of whom are also engaged in philanthropy – will talk about “the line” that is drawn in their professions, and how we might begin to articulate appropriate relationship boundaries in advancement work. How close is too close? What are the pitfalls of blurring the boundary? We invite WVDO colleagues to join the discussion and share your own experiences and new thinking on this intriguing topic.

Bio: Ellen Bussing, Assistant Vice President for Major Gifts at Willamette University, has 20 years of development leadership experience serving educational and cultural institutions. In previous roles as Director of Corporate/Foundation Relations at the University of Portland and at Portland State University, and later as Vice President at Mount Angel Abbey and as Director of Development at Portland Opera, she developed expertise ranging from foundation proposals to major gift programs. Ellen has been an invited presenter for the Council for Advancement and Support of Education, American Association of Grants Professionals, Willamette Valley Development Officers, and Institute for Nonprofit Management. She served on the WVDO Board of Directors including two terms as President. Ellen holds a bachelor of Music degree from Saint Mary’s College in Notre Dame, Indiana. She has enjoyed volunteer roles in the arts including two terms as President of the Board of Directors for Oregon Children’s Theatre, and current service as board member for both Body Vox Dance Company and the Oregon Symphony Association in Salem.

Session Summary: With the impending transfer of wealth and an ever-increasing demand on philanthropic dollars and volunteers, non-profits are eager to find ways to engage the newest generation of givers. Highly relational young professionals prefer social networking and group activities and want to engage in charitable work in different ways than their parents did. Many are at early stages of their careers and don’t want fiduciary responsibilities, so are not ready to serve on Board of Directors. But they won’t accept “menial” volunteer tasks either.

In order to capture this group of young, motivated givers, many non-profits have developed Junior or Associate Boards. These young board members can reflect the future leadership of the institution, and institutions have a responsibility to provide the tools and learning experiences that allow them to grow and develop a passionate investment in the mission. Gain more understanding of this type of board and how your organization might benefit from lessons learned by the Make-A-Wish Foundation® of Oregon and the Portland Art Museum.


Bios:Caroline Kim is the Senior Development Associate with the Portland Art Museum, working on major fundraising projects and with the Young Patrons Society, the Museum’s auxiliary group for members in the under-45 age range. Originally from Dallas, TX, where she worked at the Dallas Museum of Art for five years, Caroline moved to Portland in 2006. She has previous experience as a prospect researcher working with capital campaigns, high donor research and cultivation, and as a development officer securing and monitoring major gifts, as well as serving as staff liaison with the DMA’s Junior Associates, a membership/auxiliary group for under-40 professionals. Caroline attended Southern Methodist University, majoring in Art History and French, and enjoys reading, photography, and volunteering with other nonprofits.

Laila Umpleby is the Director of Development and Communications at the Make-A-Wish Foundation® of Oregon. She began working for the foundation over four years ago as an auction consultant. Laila graduated from Willamette University in 1998 with a B.A. in Politics. In addition to raising money for the foundation, Laila serves as a volunteer wish granter because she is so passionate about granting wishes to kids with life-threatening medical conditions. She loves wish granting because each wish is a truly unique experience. Taking best practices from other Make-A-Wish Foundation® chapters, Laila started a Junior Board engaging young professionals in fundraising and events in 2004 and has learned a lot along the way.

National statistics show that corporate giving is steadily on the rise, but so are the challenges to finding a good fit between a corporate donor and a local, non-profit organization. Companies are becoming more strategic with their philanthropic contributions as well as their marketing-oriented partnerships. They are looking for organizations that match their brand and for giving opportunities that will have measurable impacts. These comprehensive sessions explore today’s realities of corporate giving through the perspectives of a panel of corporate representatives, coupled with a hands-on, best-practices presentation. Cynthia Thompson, Corporate Relations Manager with The Oregon Zoo Foundation, will moderate the panel and serve as primary presenter.

Part I - Building Better Corporate Partnerships: How Companies Collaborate with Non-Profits – A Panel Discussion

Session Summary: Representatives from three companies share different perspectives of corporate giving. Panelists will be asked to share about their most successful partnerships and what they are looking for when reviewing proposals from non-profit organizations. The focus will not necessarily be on how to get funding from these specific companies, but on how to look closely at your own organization and apply these models with companies that fit your particular mission.

Panelists include: Jon Combs, Sales and Marketing Manager, Pro Photo Supply
Scott Welch, Corporate Relations Manager, Columbia Sportswear
Monica Roland, Marketing Specialist, HomeStreet Bank

Session Moderator: Cynthia Thompson, Corporate Relations Manager with The Oregon Zoo Foundation

Jon Combs is the Sales and Marketing Manager for Pro Photo Supply, the largest camera and photographic supplier in Oregon. Over the past several years he has initiated and led the company's involvement in community relations and cause marketing. Jon's photographic career includes work for the US Forest Service, the Oregon Regional Primate Research Center and many photo studios in the Portland/Vancouver area. He has received numerous awards from the Professional Photographers of America. Images created by Jon and photographer Douglas Oman served as the center piece for the Academy Award nominated documentary film "The Eruption of Mt. St. Helens".

Monica Roland manages the strategy and execution of HomeStreet Bank’s corporate sponsorship program and cause marketing initiatives. Her role includes overseeing the company’s Wild About Zoos program, a collaborative charitable program benefiting four regional zoos in Washington, Oregon and Hawaii. Prior to joining HomeStreet, Roland worked for Rockey Hill and Knowlton in Seattle, and in her role there helped develop cause marketing programs for Ford Motor Company and Allstate Insurance Company.

Scott Welch, Corporate Relations Manager, Columbia Sportswear - Responsible for managing Columbia Sportswear Company's philanthropic partnerships including the Summit III, 5.4, Volunteer, and Corporate Matching Programs. Previous experience includes 12 years of service as a Director of Development for the Salmon Corps program (President's Service Award Winner) and the Multnomah County Outdoor School. Community service experience includes one term on the Metropolitan Human Rights Commission, and a term on the Portland Chief's Forum.


Part II - Building Better Corporate Partnerships: Strengthening the Infrastructure

Session Presenters:
Cynthia Thompson, Corporate Relations Manager with the Oregon Zoo Foundation
Erin McDonough, Executive Director, American Heart Association

Session Summary: Explore the nuts & bolts of developing strong, lasting partnerships with companies. Topics include finding companies that would be potential partners, how to approach them and cultivate them, developing the parameters of the partnership (contract, benefits, fulfillment, post-evaluation) and sustaining and elevating relationships.

Bios: Cynthia Thompson has worked for non-profit organizations in Florida, Rhode Island and Oregon. After 8 years in volunteer management, she transitioned to fundraising by taking a development position with Morrison Child and Family Services. In that role she discovered the building blocks for a specialty in corporate relations. As the Corporate Relations Manager for The Oregon Zoo Foundation for the past six years, she has created successful partnerships with local, regional and national companies to support the mission of the Oregon Zoo.

Session Summary: Want to make a difference in the community by utilizing your creativity, interpersonal skills, and writing talents? Thinking of moving from volunteer fundraiser to fundraising professional? This interactive session provides tangible advice for those interested in identifying points of entry for beginning a career in fund development. Presenters will share career advancement strategies for mid-level professionals, offer resources for continuing professional advancement and development, and provide tactics for breaking into the Metro Portland development job market. This session will pique the interest of participants to further explore the profession and seek professional development opportunities.

Bio: Brenda Ray Scott, CFRE, the founder and driving force of Adept Diva Consulting has 15 years of experience in a variety of development, consulting and education roles in organizations ranging from budgets of $300,000 to more than $17,000,000. Brenda is a sought after trainer and teaches at Portland Community College’s Fundraising and Grant Writing Institute. In 2007, she co-founded the Fund Raising Camp: Strategies that Sizzle in Any Season! series. Brenda managed Job Source for WVDO as a Board Member from 2000-2005, where she counseled hundreds of colleagues on successfully recruiting the best candidates, and job seekers on managing productive job.

Ms. Scott will be joined by other development professionals from a variety of institutions who will share their insights about what it takes to have a successful, lasting career in Fundraising and Development.

Session Summary: This presentation combines research on market segments and donor motivations/types with hands-on strategies for integrating staff and volunteer steps into various development disciplines designed to move donors along the giving continuum. Attendees will gain an analytical understanding of their donors’ motivations throughout a lifecycle, and be introduced to development program strategies that lay the foundation for staff/volunteer activities and marketing/communications tactics that will inspire growth in charitable giving across generations. Materials and information will be presented that can be applied to large and small development offices.

Bios: Lori A. Slaughter, CFRE is the Director of Research & Prospect Management Services for Providence. Prior to joining Providence, Lori was the Regional Director of Development in the Office of Major Gifts at UCLA where she raised endowment funds for scholarships, fellowships & a variety of campus projects. She has also led teams of staff & volunteers in fundraising campaigns for health & human service programs as Director of Resource Development for United Way of Greater Los Angeles. Her favorite social causes include cancer research & environmental programs. In her spare time, Lori enjoys backpacking, politics, rafting, continuing education & sushi.

Marilyn Speirn serves as the Regional Director of Operations for the nine foundations located throughout Oregon. She is familiar with the important work provided by hospitals, having over 22 years of experience in a small rural hospital, a multi-hospital system in Illinois, and a county owned facility in Idaho prior to accepting a position with Providence Health & Services. Marilyn has a masters degree in business administration, however as she states the best education for this field came from teaching second grade students the art of playground negotiation. She finds the most compelling “giving” stories really are built on providing opportunities for people to connect with programs that are most dear to their heart. That connection generally takes several twists and turns, starting with the important step of building a basis of knowledge and education. Overseeing the work of fund raising professionals requires the skill to listen. Engaging with a prospective donor requires the same skill. That is what she is here to talk about today.

Session Summary: From direct mail to major gifts, a well-planned Annual Giving Drive can give you the structure you need to get consistent and predictable ongoing support for your organization. A panel of representatives from a small, medium and large organization will walk you through the structure and strengths of the Annual Giving program in each type of organization. Session participants will break into smaller groups, gaining more insight and ideas from active discussion. Whether you are just getting started with your Annual Fund program or you are the seasoned professional looking for new ideas, this session is sure to inspire you!

Bio - Karen Santangelo Karen is currently the Executive Director of the Providence Child Center Foundation. In her eight years as the Development Director at Central Catholic High School, Karen lead hundreds of internal and external stakeholders through Annual Appeals, Capital Campaigns, phonathons, direct solicitations and events to solicit and steward more than $25 million. Central Catholic’s Annual Appeal will raise $1 million this year. In her capacity at several non-profits in Seattle, WA, she created and managed all aspects of new annual fund drives, worked with individual Seattle public schools to create annual fund programs, and managed numerous phone-a-thon and direct mail campaigns.

Bio - Tricia Sullivan is an Annual Giving Manager for Providence Regional Foundations where she manages the annual giving program for Providence St. Vincent Medical Foundation and coordinates the regional Employee Giving Campaign. Her responsibilities include identifying and stewarding former/grateful patients, friends, volunteers, prior/present donors, and other individuals who have an interest in the Foundation. Previously, she worked as Development Director for Madeleine School and as a communications coordinator and writer.

Bio - Sue Beede is the Development Director at Archbishop Howard School (AHS) in N.E. Portland. Sue started the Development Program at AHS in 1998, creating the first donor database and continues to manage the development and marketing program, along with an assistant. Her responsibilities include managing the Annual Appeal Fund Drive and phone-a-thon, cultivating donor relations, planning the Kick-Off Dinner for lead donors, seeking grants that support the school's strategic plan, preparing the Annual Development Report, maintaining the database of donors and alumnae, guiding the Development and Marketing Committee as it sets fundraising goals, and reporting to the School Advisory Council. Previously, she worked as an office manager and field representative for 17 years in the Portland office of Senator Mark O. Hatfield in Immigration and Refugee Affairs.

Session Description: In this practical, hands-on session using use real-world examples from participants, you will learn what donors expect from a nonprofit website and what moves them to action. This session will help build your skills in understanding and evaluating websites for their fundraising effectiveness. Using concrete and specific examples, we’ll explore strategies and tactics that even the smallest organizations with minimal technical skills and budgets can implement quickly and easily.

Confused about all of the “Web 2.0” fundraising hype? Don’t have a Facebook page? Feeling “behind the Blog”? Haven’t “twittered” yet? Don’t worry—we’ll also look explore how effective online fundraisers are using (and not using) these new social networking tools to raise money online. This topic is suited for fundraisers or other nonprofit professionals who are looking to increase their organization’s effectiveness with online fundraising.

Bio: With more than 19 years of broad-ranging experience including online marketing, web design, public affairs, fundraising, political organizing, direct marketing and media relations, Tanya leads communication and fundraising projects for metropolitan group. She also serves as senior online strategist, expertly designing interactive strategies that enhance communication and fundraising plans. Most recently, she was the senior web marketing manager at mercy corps where she led online fundraising, marketing, and advocacy efforts for the highly regarded international relief and development organization. Her creativity in developing and promoting online monthly giving, mercy kits and emergency response campaigns was instrumental in attracting and retaining more than 80,000 new donors. Tanya’s experience in fundraising encompasses work with membership, events, major donors, list enhancement, database management, direct mail and telemarketing. As a leader in the nonprofit technology field, she is a frequent speaker, and has appeared at the Nonprofit Technology Conference, Ephilanthropy’s Etour and Web of Change. The Ephilanthropy Foundation has designated Tanya as an ephilanthropy master trainer.

Session Summary: Increasing competition for charitable gifts, low donor confidence, concerns about protecting personal information, and high-profile scandals in the non-profit sector have caused stewardship issues to resurface with a contemporary twist. Historically, stewardship has been one of the most misunderstood concepts in philanthropy. Good stewardship is more than saying “thank you,” it is an authentic commitment on the part of an organization to do the right thing for the right reasons.

This session will teach participants how the development office can effectively lead the organization in understanding and practicing good stewardship, inspire people not directly involved in fundraising and unite organizational systems on behalf of a common cause.

Using the concepts of systems theory and principles of quality customer service, presenters will outline best practices, quality control measures, and most common mistakes. Participants will learn the prerequisites necessary for effective stewardship; how to apply principles of customer service and adopt best practices in the fiscal-development-program interface. Workshop participants will receive samples and tools to adapt for use in their own organizations. This session uses real-life examples and stories to encourage a high level of audience participation.

Bio 1: Jeri Alcock founded On Course Consulting in 2006. In her role as a consultant, she provides fundraising, board development and strategic planning services for nonprofit organizations. Jeri holds a Masters degree in Social Work and has 12 years of experience in the field of fundraising and nonprofit management. She is a member of Association of Fundraising Professionals, Willamette Valley Development Officers, and adheres to the Standards of Professional Practice and Performance Expectations of the Association of Philanthropic Council. Jeri has worked with organizations of all sizes to improve their fundraising return on investment and integrate their programming, fundraising and advocacy efforts.

Bio 2: Mary Jones is the Associate Director of Development for Community Action Organization in Hillsboro, Oregon. Throughout her 13 years of experience in the non-profit environment, that were preceded by 15 years in the private and public sectors, she has focused on general administrative functions and more specifically in performance auditing, administrative ethics, data management, grant writing, public and private sector budgeting, and finance. Mary holds the degree of Bachelor of Sciences in Education from Oregon State University, Corvallis, Oregon and a Masters in Public Administration from Lewis and Clark College, Portland, Oregon.

Session Summary: A few years ago Portland State University mounted a comprehensive program to strengthen its identity, and build on its reputation as an engaged urban university. Today Portland State’s effort to translate its mission, vision and values into a set of brand messages that support and communicate the university’s strengths is bearing fruit. This – together with its new visual identity program – has clearly changed how Portland State is perceived. The session will provide a unique look at how the university has built and managed its institutional brand, and the challenges along the way. Those who attend will receive an inside perspective on the branding process and the strategies that make it all work.

Bios: As Vice President for University Relations at Portland State University, Cassie McVeety leads the University’s external efforts through the departments of Alumni Relations, University Communications and University Development. Since joining Portland State in 2004, Cassie has directed the University’s successful Building Our Future campaign, the University’s first comprehensive fund raising campaign. It raised $114 million, $39 million over original projections. Cassie also leads the University’s first integrated marketing and branding campaign to solidify Portland State’s core identity, define key messages, strengthen the University’s positioning and create and implement it’s new graphic identity. She is an elected Trustee of the Council for the Advancement and Support of Education (CASE), and has held prior positions at Washington State University’s Vancouver campus and the University of Portland. Cassie received her bachelor’s degree in Political Science from the University of Oregon and a Master’s degree in Public Administration from Washington State University.

Julie Smith is currently Interim Assistant Vice President for University Communications at Portland State University, Oregon’s largest public university. With nearly 15 years of marketing communication experience, Julie is an accomplished professional in higher education marketing.

Throughout the past nine years, Julie Smith has helped advance Portland State’s reputation through strategic communication initiatives ranging from a capital campaign to a complete re-branding of the university. Her work in advertising and community relations has garnered awards from the Council for Advancement and Support of Education, The Admissions Marketing Report, Oregon Columbia International Association of Business Communicators, and the Portland Area Radio Council.

After studying graphic design and business at Oregon State University, Julie spent her early career with an advertising agency and marketing firm in Portland, Oregon. She holds a bachelor’s degree in liberal studies from Oregon State University and a certificate in marketing communications from Portland State University.

Session Description: This hands-on workshop will help you explore why younger donors are critical to the future of your organization, what approaches work best to engage younger donors, and the top ten steps you can take to start attracting younger donors right away. Panelists will share their experiences with online social networking and young leader and event development in expanding participation and giving among younger donors. We will walk through the steps of creating a personalized plan for a younger donor program, beginning with identification, research, cultivation, solicitation and stewardship. You will take home articles, research, and other handouts to enable you to continue exploring this important topic after the presentation is over.

Jim Hopper, CFRE, is a Senior Consultant with The Collins Group. The youngest of five brothers, Jim grew up in a household influenced by the Silent Generation, Baby Boomers, Gen Xers, and Gen Yers. An early adopter in an old school family, he knows how to integrate new technology and innovation with traditional fundraising methods and can translate cutting-edge functionality to multiple generations. His consulting clients include: ACT Theatre, The Arboretum Foundation, The Hanford Reach Interpretive Center, Seattle Cancer Care Alliance, the YMCA of Greater Seattle, the YMCA of the Inland Northwest, and the YWCA of Spokane. Prior to joining The Collins Group, Jim was the Director of Development for Village Theatre (where as resident tech guy, he helped implement a new computer system); the Executive Director of Preservation Idaho (where he developed the organization’s first website); and the Director of Development for the Idaho Shakespeare Festival (where he implemented the first ever computerized patron services and ticketing systems). He holds a Bachelor of Arts degree in History from Lewis & Clark College in Portland, Oregon.

Liz Reilly is a Consultant with The Collins Group. She provides counsel for development advancement studies, feasibility studies, and capital campaigns, in addition to facilitating trainings. Perhaps because she is an “XY Cusper” (identifying with everything and nothing), she enjoys working with clients in a wide range of fields, including the environment, education, human services, health, and arts. Outside of work, Liz is President of Bola Moyo, a nonprofit working to promote behavior change among youth in Malawi, where she was a teacher and community development worker in the Peace Corps. She also works to engage younger generations in volunteer leadership positions as a member of Planned Parenthood of the Columbia-Willamette’s Sexy Tuesday Committee, and as Membership Chair on the board of City Club of Portland.

Dedee Wilner-Nugent, CFRE, Senior Consultant, is a seasoned major gift fundraiser with experience working on over 25 capital campaigns and feasibility studies. By employing a systems-based approach to fundraising, Ms. Wilner-Nugent is able to quickly synthesize information and propose an initial plan based on a statistical analysis of materials. She is also skilled in helping clients understand and work through the fundraising process. Current and recent clients include: The Confluence Project, Contemporary Crafts Museum and Gallery, Gresham Cultural Arts Center, Deschutes Children’s Foundation, First Unitarian Church, Girl Scout-Columbia River Council, The Salvation Army-Cascade Division, The Salvation Army-Salem Citadel and the YWCA of Salem. In the past several years, Dedee has worked on several campaigns in which younger board members and campaign volunteers have played a significant role in engaging both their peers and their parents to support the campaign. Right smack in the middle of Gen X, Dedee now finds herself attempting to satisfactorily divide her time between her family, work, and volunteer interests, and trying to feel good about all three endeavors.

Session Summary: Where Asking for the Gift Fits With What We Do
More and more, the professional fundraiser is doing the asking. Is that as it should be? What percentage of the time should be spent asking? How do we fit together the primary tasks of Identifying, Cultivating, Asking, and Follow-up?

Developing Prospect Strategies
The real art of major gifts is in the development of strategies. How do you develop the touch?

Asking Psychology and Techniques
• Preparing for the Ask
• Reading the Donor’s Needs
• Satisfying Donor Expectations
• Motivating and Persuading
• Getting the Gift at the Right Level

How to Make the Ask
The key determination of success in making a gift solicitation visit will be analyzed. This focus on the art of the ask will actually take you through the nuts-and-bolts of asking for the gift.
• Things to Remember About Your Prospects
• Personal Solicitation Tips
• Rules of Thumb and Techniques for Closing the Gift
• How to Involve Board Members and Volunteers
• The Key Factors That Will Determine Your Success
• How to Script Your Solicitation

Responding to Objections
Objections are important because they tell you where you are in the solicitation process. You need to understand what the prospect really means by a question or expressed concern. This session will provide you with techniques for responding to objections. An Institute for Charitable Giving exercise will be of incalculable value to you in learning to interpret hidden meanings and messages.

The Art of Listening
Listening is probably the most vital skill in making the successful gift solicitation. Good listening can be learned and this session will give you much needed tools for success.