AFP Mid-America Conference 2016 Program

Welcome to #MAC2016!

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FUNDRAISING A world of wisdom in our own backyard.

OMAHA, NEBRASKA May 9th –11th

Hosted by the AFP Nebraska Chapter

Thank you to our sponsors!

Beautiful Nonprofit Websites with Built-in Tools.

C O N F E R E N C E S C H E D U L E AT A G L A N C E MONDAY, MAY 9TH­­—REGISTRATION 8:00 AM – 6:30 PM 8:00 am – 9:00 am: Breakfast and Networking­—Blackstone Ballroom 9:30 am – 11:30 am: Session 1 Penelope Burk – Donor Centered Fundraising—Ballroom A&B Jill Pranger – Board Development – I think I know what it is, but how do I do it?—Herndon 11:30 am – 12:00 pm: Break; Visit Vendors—Foyer 12:00 pm – 1:30 pm: Lunch Keynote Penelope Burk – Being Donor Centered in Changing Times—Blackstone Ballroom 1:30 pm – 2:00 pm; Break; Visit Vendors—Foyer 2:00 pm – 4:00 pm: Session 2 Alice Ferris and Jim Anderson – Fundraising Through a Different Lens: Navigating and Cultivating Rural and Diverse Communities—Ballroom C Andrew Watt – The Clock is Ticking: How to Transform Donor Engagement (and Giving) in the New Philanthropic Landscape—Ballroom A&B 4:00 pm – 4:30 pm: Break with Refreshments; Visit Vendors—Foyer 4:30 pm – 5:30 pm: Afternoon Keynote Andrew Watt – The Future of Philanthropy and the Impact of AFP—Blackstone Ballroom

TUESDAY, MAY 10TH­­—REGISTRATION 8:00 AM – 5:00 PM 8:00 am – 9:00 am: Breakfast and Networking—Blackstone Ballroom 9:00 am – 10:00 am: Keynote Dr. Adrian Sargeant – What’s Next for Relationship Fundraising? Enhancing Satisfaction in Donor Relationships— Blackstone Ballroom 10:00 am – 10:30 am: Break; Visit Vendors—Foyer 10:30 am – 12:30 pm: Session 3 Alice Ferris and Jim Anderson – The Velvet Rope: Creating Effective Special Events—Ballroom C Dr. Adrian Sargeant – What Does it Take to be Successful in Major Gift Fundraising?—Ballroom A&B 12:30 pm – 1:30 pm: Box Lunch and Networking—Blackstone Ballroom 1:30 pm – 2:00 pm: Break; Visit Vendors—Foyer 2:00 pm – 4:00 pm: Session 4 Karla Williams – The Giving Pyramid: Fact or Fiction?—Ballroom C Robbe Healey – Will We Define Our Philanthropic Culture or Let Our Philanthropic Culture Define Us?—Ballroom A&B 5:30 pm – 7:30 pm: Reception at the Joslyn Art Museum

WEDNESDAY, MAY 11TH ­­—REGISTRATION 8:00 AM – 12:00 PM 8:00 am – 9:00 am: Breakfast and Networking—Blackstone Ballroom 9:00 am – 10:00 am: Keynote Robbe Healey – Ethics: Road Blocks or Glide Path to Excellence—Blackstone Ballroom 10:15 am – 12:15 pm: Session 5 Karla Williams – Leadership: The Elicitor of Major Gifts—Ballroom B Jay Love – Maximizing the Lifetime Value of Your Donors for Fundraising Success—Ballroom A

G E N E R A L C O N F E R E N C E I N F O R M AT I O N Accessing High-Speed Internet Your high-speed internet pass code and log out instructions are below. At the end of your conference please log out the internet.

1) Click on Your Available Wireless Networks 2) Click on “SSID: Hilton Meetings” 3) Click on your Web Browser 4) Hilton Splash Page Will Appear – Type in Passcode Passcode: MAC_AFP16 (Case Sensitive!)

5) Click “Connect” 6) When you are finished, logout by typing: http://logout If you have any technical difficulties or need any AV assistance please call (402) 346-6434.

2016 MAC Planning Committee 2016 MAC Chair Hillary Nather-Detisch, CFRE Speaker Sub-Committee Agne Dizona, CFRE, Chair Katie Graf Anne Rourke, CFRE Paul Strawhecker, ACFRE Sponsorships Sub-Committee Matt Darling, CAP Suzanne Rogert Exhibitor Sub-Committee Sarah Gilbert, Chair Elizabeth Hansen Communications and Marketing Sub-Committee Heather Loughman, Chair Robert Waterhouse Logistics Sub-Committee Lisa Bradley, Chair Karen Hotz Meg Johnson

Registration Chantel LeMaster Joe Pittman, Chair 2016 AFP Nebraska Chapter President Laura Reznicek

Exhibitors AFP International Byers Consulting Crescendo Interactive, Inc. EBCFO Firespring Nonprofit Hub Palmer Non-Profit Communications Paul J. Strawhecker, Inc. Stelter The Geis Group Turnkey Direct Marketing University of Denver

Thank you to Palmer Non-Profit Communications for providing print materials for MAC 2016!

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Jim Anderson, CFRE Mr. Anderson has more than 25 years of sales and training experience through his positions with local media and national consumer research companies such as Nielsen Media, Simmons and Scarborough Research.

Consistently recognized as a top revenue producer, Jim earned the Sales Executive of the Year, Negotiator of the Year, the New Business and Over Achiever awards among many other accolades. Jim presently serves as Interim Station Manager for KGHR Navajo Public Radio and Underwriting Manager for KAWC Colorado River Public Media. Jim earned a Bachelor of Arts degree, magna cum laude, in Broadcast Management with dual minors in Business Administration and Spanish Language from NAU. He is an Association of Fundraising Professionals (AFP) Faculty Training Academy graduate and serves as Vice President of External Relations for AFP Northern Arizona. In addition, Jim is President of Flagstaff Communicators. In 2010, Jim was honored as the AFP Northern Arizona Fundraising Professional of the Year. He speaks Spanish and is an avid photographer.

Penelope Burk Penelope Burk has over forty years of experience in not-for-profit management, fundraising, and research. Penelope and her company, Cygnus Applied Research, Inc., are known for their leading-edge research with donors and their skill in helping clients adapt their fundraising operations to reflect donors’ changing needs and preferences. Penelope’s innovative work, her advocacy for donors, and her passion for the philanthropic spirit led, in 2003, to the publication of her second book, “Donor-Centered Fundraising.” Recently, Penelope published “DonorCentered Leadership,” which focuses on making more money by building and sustaining a high performance staff/volunteer team in fundraising. Informed by five years of research with 12,000 professional fundraisers, CEOs, Board members and Donors, “Donor-Centered Leadership” tackles one of the most frustrating and costly problems in fundraising (and in business) today -- the high turnover rate of staff. Penelope Burk is a highly sought-after educator and public speaker whose training sessions and forums are widely acclaimed as unique, engaging and among the most effective in the third sector. She has written more than sixty seminars, training programs and dramatic plays, all written specifically for not-for-profit organizations.

Alice Ferris, MBA, CFRE, ACFRE Alice L. Ferris, MBA, CFRE, ACFRE is the founding partner of GoalBusters, providing philanthropic leadership services, specializing in outsourced development for small nonprofits; integrated fundraising, marketing and strategic planning; and customized education and training programs. Ms. Ferris has over twenty years of professional fundraising experience. As part of her services in outsourced development for small nonprofits, Alice is Director of Development for KAWC Colorado River Public Media in Yuma, Arizona, and interim Director of Development for KGHR Navajo Public Radio in Tuba City, Arizona. Prior to launching her consulting practice full time, Alice served as Director of Development for Lowell Observatory, Foundation Director for Flagstaff Medical Center, and Director of Development for KNAU Arizona Public Radio. During her tenure at Lowell Observatory, the membership program more than doubled, and during her time at KNAU, she led the station to its first, and to date only, $1 million fundraising year. Alice was the 90th professional to receive the Advanced Certified Fundraising Executive (ACFRE) credential, which has been conferred on less than 100 fundraisers worldwide, and is a two-time honoree as AFP-Northern Arizona Fundraising Professional of the Year. In addition, Alice served as 2009-2010 Vice Chair, Member Services for the Association of Fundraising Professionals (AFP) International and continues to be an active member of the Board.

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Robbe Healey Roberta (Robbe) A. Healey, MBA, NHA, ACFRE, has practiced philanthropic fundraising and non-profit organization management for more than thirty five years. She is an accomplished fund raising generalist with successful track record of establishing new development offices, board and volunteer training. She is Vice President for Philanthropy of Simpson Senior Services as well as Founding Member of Aurora Philanthropic Consulting. She Chaired the Board of Directors of the Association of Fundraising Professionals International (AFP) 2009-10 and completed twelve years of Board service in December 2012. She is a member of the AFP Ethics Committee. In 2001 the Greater Philadelphia Chapter/AFP named her Fundraising Executive of the Year. AFP International awarded her the 2013 Barbara Marion Award for Outstanding Leadership. She served as a founding member of the LeadingAge Philanthropy Network and is Co-chair of the LeadingAge Philanthropy Cabinet. She earned a BS in Education from Northeastern University, Boston, Massachusetts and an MBA from Villanova University, Villanova, Pennsylvania where she is a member of the adjunct graduate faculty. She was the 75th individual to achieve the ACFRE, Advanced Certified Fund Raising Executive credential and holds a Pennsylvania Nursing Home Administrators License (NHA).

Jay Love Jay B. Love is the CEO/Co-Founder of Bloomerang. He has served this sector for 32 years and is considered the most well known senior statesman whose advice is sought constantly. His teams have implemented more than 20,000 nonprofit CRM systems. He is a graduate of Butler University with a B.S. in Business Administration. Over the years he has given more than 2,500 speeches around the world for the charity sector. He is current Chairman of the AFP Ethics Committee and former member of the AFP International Board and IU School of Philanthropy. He is an active board member of Gleaners Food Bank, Conner Prairie Museum, Butler University Innovation Fund, TechPoint Foundation, and The Fundraising Effectiveness Project. He and his wife Christie are the parents of three children as well as five grandchildren.

Jill Pranger, ACFRE As Founder and President of Pranger Philanthropic, Jill A. Pranger, ACFRE, brings more than 30 years of professional fundraising and not-for-profit management experience to partner with organizations to enhance their fundraising programs and engage volunteers throughout the process. She is well-known for her creative problemsolving as a consultant and for her highly interactive and informationfilled presentations as a trainer. As a volunteer, Jill is immediate past-chair of the ACFRE Professional Certification Board and is a Board member for the AFP Foundation for Philanthropy. Prior to establishing Pranger Philanthropic in 2002, Jill worked as a fundraising professional with the William E. Simon Graduate School of Business Administration, Highland Hospital Foundation, Planned Parenthood of the Rochester/Syracuse Region, Seneca Park Zoo Society, and National Technical Institute for the Deaf, assisting these organizations in raising millions of dollars annually, through on-going giving programs, special activities, capital campaigns, and deferred/planned giving programs.

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Dr. Adrian Sargeant Professor Adrian Sargeant is the world’s foremost fundraising academic, holding a Chair in Fundraising at Plymouth University and directing the Centre for Sustainable Philanthropy. He was formerly the first Hartsook Chair in Fundraising at the Lilly Family School of Philanthropy at Indiana University. He also holds visiting appointments at Avila University and the Australian Centre for Philanthropy and Nonprofit Studies, Queensland University of Technology. He has received many awards for his services to the profession, notably being named to the prestigious Nonprofit Times Power and Influence List in the United States in 2010. In the UK he received a Civil Society Award for his Outstanding Contribution to Fundraising.

Professor Sargeant is one of the world’s leading authorities on how to achieve growth in philanthropy. He has published over ten books and around 150 peer reviewed academic publications in the domain of individual giving, fundraising, and nonprofit marketing. Most recently, he has designed new qualification frameworks for fundraising professional bodies across the world. In the UK, for example, he designed the new Certificate/Diploma in Fundraising courses that are now offered by the Institute of Fundraising. He is doing similar work in the United States working with the Association of Fundraising Professions and has recently been commissioned to design a new higher level qualification that will be shared internationally.

The new Advanced Diploma in Fundraising will launch in the Spring of 2016.

Andrew Watt Andrew is president and chief executive officer of the Association of Fundraising Professionals (AFP), representing individuals and organizations that raise more than $100 billion in charitable contributions every year around the world for countless causes. Named president in 2011, he has worked for the nonprofit community since the early 1990s. In his role, Andrew leads the association’s professional staff based in three offices (Arlington, Va.; Toronto, Ontario and Mexico City, D.F.) and serves on the board of directors for AFP, the AFP Foundation for Philanthropy and the AFP Foundation for Philanthropy–Canada. Andrew views nonprofits as a critical interface between the public and government and is an outspoken advocate and champion for philanthropy on Capitol Hill, in the Canadian Parliament and other legislatures around the world. He has been appointed to the IRS Advisory Committee on Tax Exempt Organisations (ACT) and has served on the Public Policy Committee of Independent Sector since 2012. From 1993–2005, Andrew was employed by the Institute of Fundraising in the United Kingdom, a professional membership organization for fundraising professionals, ultimately as deputy chief executive. In 2006, he was made an Honorary Fellow of the Institute of Fundraising in recognition of his extraordinary service to the profession. He joined AFP as vice president for international development in 2006 and was promoted to chief programs officer in 2008.

Andrew is a graduate of the University of Edinburgh and is married with two children.

Karla Williams Karla Williams, ACFRE, is an organizational consultant with more than 35 years of professional nonprofit leadership. Her firm, The Williams Group, has assisted over 300 nonprofits to develop strong donor focused cultures. Karla penned the first article on the importance of Creating a Philanthropic Culture, published in Contributions Magazine in 1995. She is the author of two highly-acclaimed books: “Donor Focused Strategies for Annual Giving” and “Leading the Fundraising Charge.”

As a teacher, Karla has helped shape the fundraising profession while inspiring colleagues to see fundraising as a calling. She is the Faculty Director and a Founder of the new Leadership Gift School, Institute Philanthropic Leadership in Charlotte NC. She also serves as adjunct faculty with three universities: The Fundraising School, Lilly Family Center of Philanthropy at IUPUI; the Masters Program in Philanthropy and Development at St. Mary’s University of MN; and the Fundraising Certificate Program at the University of St. Thomas Center of Business Excellence.

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MONDAY, MAY 9th 8:00 pm – 9:30 am Continental Breakfast—Blackstone Ballroom 9:30 am – 11:30 am Session 1 Penelope Burk – Donor Centered Fundraising—Ballroom A&B Donor-Centered Fundraising is the breakthrough strategy that enhances donor loyalty and inspires more generous gifts. Based on seven years of research and testing with hundreds of charities and donors, Donor-Centered Fundraising is the only statisticallysupported fundraising philosophy that brings donors and charities together to achieve measurable, long-term results. In this session, participants will learn how donor attrition impacts the cost of raising money how utilization of a Donor-Centered model helps organizations to fundraise more efficiently and effectively, and strategies for implementing a Donor-Centered model.

Jill Pranger – Board Development – I think I know what it is, but how do I do it?—Herndon A good Board can move an organization’s fundraising program forward by leaps and bounds; a bad Board can limit organizational progress…or even cause us to slip backwards. But how do we know whether we have a “good” Board or a “bad” Board? How do we start to explore this issue…and who must we engage in the conversation? Once we know, how do we change from bad to good? Or good to great? Moreover, how long will it take? And, how do we sustain our “goodness” over time? These and other issues will be explored in this highly interactive session. Starting with a brief overview of the role of the Board and the value they (should!) bring to the organization, participants will discuss the Board Development process (identification, recruitment, expectations, education, mentoring, goals, evaluation, consequences) and learn about how to encourage and enhance this process in within organizations. Ideas to encourage Board members to be the Best Board Possible will also be discussed.

12:00 pm – 1:30 pm Lunch Keynote: Penelope Burk Being Donor Centered in Changing Times—Blackstone Ballroom In a rapidly evolving world, fundraising cannot shield itself from change. But making the right choices when resources are so limited and competition is so fierce is the challenge that every Development Office faces. Luckily, today’s donors are much more specific about what it will take to win their support and inspire them to give more generously. The job of Development Professionals, then, is to recognize which things are worth investing in and what skills and resources are needed to increase fundraising profit.

In this keynote, Penelope Burk will discuss the findings of her new research conducted with thousands of American donors and will relate those findings to her breakthrough fundraising philosophy -- Donor-Centered Fundraising. Penelope will talk about what donors want from their philanthropic relationships in 2016, what that means for your bottom line, and how to apply a Donor-Centered Fundraising approach in an everevolving environment.

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2:00 pm – 4:00 pm Session 2 Alice Ferris and Jim Anderson – Fundraising Through a Different Lens: Navigating Diverse and Rural Communities—Ballroom C Over decades of professional fundraising, we, as a sector, have collected a huge body of knowledge about fundraising techniques. But do all of these techniques work in the multitude of rural or diverse communities that we serve now? How do cultural norms of a group affect what “works” in philanthropy? And how can you begin or deepen your relationships to inspire support for your cause? In this session, we’ll discuss why we should care about differences, fundamental assumptions of rural and diverse communities, and techniques to help you build relationships in cultures that are not your own.

Andrew Watt – The Clock is Ticking: How to Transform Engagement (and Giving) in the New Philanthropic Landscape—Ballroom A&B While philanthropic giving has increased steadily annually over the past 40 years, it has stubbornly remained at about two percent of the U.S.’s Gross Domestic Product. Despite huge increases in wealth and periods of significant economic growth, the philanthropic sector has yet to move the needle on the level of giving not just needed to ameliorate problems, but SOLVE them. Even as we celebrate record levels of giving, we see more giving from the top of our communities, while charities, unable to create strong loyalty, churn through donors quickly. The clock is ticking: what is to be done in this most critical time as philanthropy is buffeted by “philanthrocapitalism,” crowdfunding and donor-advised funds, to name just a few trends? This lively workshop – one part strategic, one part tactical – will explore what every philanthropic funder or fundraiser needs to know about the policies, resources, and partnerships required to transform not just their donor giving, but their donor ENGAGEMENT so they can fulfill their missions.

4:30 pm – 5:30 pm Afternoon Keynote: Andrew Watt The Future of Philanthropy and the Impact of AFP —Blackstone Ballroom While philanthropy is playing an increasingly greater role in society, it is also undergoing an immense transformation. Changes in technology, demographics and capacity, along with increasing scrutiny from government and shifts in funding approaches from for-profit partners, are creating new opportunities and challenges. At the center of this revolution is the fundraiser, who no longer simply raises funds but must mobilize resources, coordinate volunteers, develop a charitable brand, create a philanthropic experience, and ultimately deliver social value and impact. How do fundraisers harness this change so as to become a better professional and ensure their organizations exceed their goals? AFP President and CEO Andrew Watt, FInstF, will discuss the current philanthropic landscape, the challenges of the future, and how AFP is working to help members find success in these turbulent times.

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TUESDAY, MAY 10th 8:30 am – 10:00 am Breakfast Keynote: Dr. Adrian Sargeant What’s Next for Relationship Fundraising? Enhancing Satisfaction in Donor Relationships—Blackstone Ballroom It was as long ago as 1992 that Ken Burnett first coined the term “relationship fundraising”. But what does the term really mean, and what do nonprofits really understand about how to implement a relationship approach? In 2015 the Centre for Sustainable Philanthropy undertook a major review of current practice, but also what might be learned from the commercial world and the domain of relationship marketing in order to inform the approach.

It also undertook a review of the social psychology literature and what might be learned from how we, as individuals, form our closest relationships. This keynote session will draw upon that academic theory, but will use it to offer many very practical and concrete recommendations for change.

10:30 am – 12:30 pm Session 3 Alice Ferris and Jim Anderson – The Velvet Rope: Creating Effective Special Events—Ballroom C Are your donors and volunteers suffering from special event fatigue? What they may be looking for is an event that makes them feel special. Learn how to create the VIP experience for your donors, volunteers and sponsors, whether you are hosting a formal gala or a family picnic. This interactive session will cover how to align your special event with your mission; how to identify your target audience(s) and what motivates them to participate; how to implement creative ideas for making participants feel special; and how to objectively evaluate whether the event was a success.

Dr. Adrian Sargeant – What Does it Take to be Successful in Major Gift Fundraising?— Ballroom A&B In this session, participants will learn results of a major new study conducted by the Centre for Sustainable Philanthropy regarding what it takes to succeed in major gift fundraising. To inform the study, the Centre conducted interviews with some of the nation’s finest practitioners and used their input to design a large scale survey of professional practice. They were then able to isolate the distinctive characteristics of nonprofits that excel in the performance they achieve.

This session will look at how successful organizations plan for and approach their major gift fundraising and the role of organizational leadership, board support, and the development of a truly philanthropic culture. Session participants will leave with a set of concrete ideas they can take away and directly apply to improve their own success in the domain of major gifts.

12:30 pm – 1:30 pm Lunch and Networking—Blackstone Ballroom 2:00 pm – 4:00 pm Session 4 Karla Williams – The Giving Pyramid: Fact or Fiction?—Ballroom C Today’s donors continue to challenge our fundraising methods, including what we call the “annual fund.” Across all types of organizations, annual giving has changed. Fewer and fewer donors are giving annual unrestricted gifts. Instead they seem to come and go, in and out of our giving pyramid, preferring to give to something more specific. This session will explore those changes and reassess the validity of The Giving Pyramid. We will attempt to answer the question: Is annual giving alive or dead?

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Robbe Healey – Will We Define Our Philanthropic Culture or Let Our Philanthropic Culture Define Us?—Ballroom A&B Organizational culture and board culture generally follow parallel tracks. As boards work to achieve best practice governance, and development and other agency staff work to implement best practice philanthropy, they discover or confirm that a best practice governance board becomes a best practice philanthropy organization, and vice versa. In this session, participants will: 1.) Review and examine the characteristics and habits of best practice programs and leaders; 2.) Assess organizational characteristics to determine the present stages of fundraising and board culture; and 3.) Draft an outline action plan to achieve new levels of engagement and accomplishment.

5:30 pm – 7:30 pm Reception at the Joslyn Art Museum | 2200 Dodge St. Join AFP Nebraska for a evening of networking, cocktails, and hors d’oeuvres at the beautiful Joslyn Art Museum in Omaha!

Transportation will be available to and from the reception. Rides from the hotel to the museum will begin at 5:00 pm outside of the main hotel lobby.

WEDNESDAY, MAY 11TH 9:00 am – 10:00 am Morning Keynote: Robbe Healey Ethics: Road Blocks or Glide Path to Excellence?—Blackstone Ballroom Charity scandals make sensational global headlines. A misstep in your community – or across the continent – can cast a pall on the entire sector.

The cry goes out; someone should do something! The damaging impact can endure for decades. Are ethical principles road blocks or a glide path?

In this keynote address, Robbe Healey will challenge us to think critically about how we incorporate ethics, ethical practice, and ethical culture into our daily work…as a personal and organizational glide path to excellence.

10:15 am – 12:15 pm Session 5 Karla Williams – Leadership: The Elicitor of Major Gifts—Ballroom B The term “Major Gift” has long been used to describe a gift of a certain size. A new term, “Leadership Gift”, is more descriptive of our largest donors’ motivations, than the gift level. Today’s significant donors are motivated to give because they respect the organization’s leadership and want to be leaders in their own right. This session will explore the complex motivations of today’s newest donors, discuss what causes donor satisfaction, and unveil how each generation and gender requires a unique leadership approach.

Jay Love – Maximizing the Lifetime Value of Your Donors for Fundraising Success —Ballroom A Within your donor database lies untold lifetime value. Unfortunately, many nonprofits fail to properly nurture and steward their donors, and are content with high acquisition and high churn.

Why let this enormous asset go underutilized? This session will cover the tenets of effective database management, no matter what program or vendor you use, and draw upon examples of best practices in data management, communication segmenting, engagement tracking, and reporting in order to help organizations work smarter, not harder.

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