2019 Philanthropy Forum October 9 at The Woodlands Inn October 10 at Wilkes University
Presented by AFP NEPA Chapter, The Luzerne Foundation, and Wilkes University Sponsored by Bloomerang, GoalBusters, Dawe Consulting, Apogee Consulting, Independent Graphics, FundraiseUp, and Edwards+Strunk
PROMOTING ETHICAL AND EFFECTIVE FUNDRAISING
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SCHEDULE AT A GLANCE Wednesday 11:30 a.m. to 1:30 p.m.
1:30 p.m.
3:00 p.m.
At The Woodlands Inn Lunch & Networking Presentation: Storytelling: Communicating your Mission with Infectious Passion Jim Anderson (Presidential Room) Open Work Space Grant Professionals Forum Grassroots Organization Institute (Board Room) Jo Miller Stephanie Cory Senior Development Sponsored by Sponsored by The Luzerne Foundation Roundtable Sponsored by AFP NEPA
The Luzerne Foundation
and Apogee Development Consulting
(Parlor C)
(Marco Polo Room)
(Empire Room)
4:30 p.m.-6:00 p.m.
Networking & Happy Hour
Thursday
At Wilkes University
7:30 – 8:30 a.m. 8:30 – 9:30 a.m.
Registration and Continental Breakfast with the Exhibitors Welcome & Opening General Session Steven Shattuck: Robots Make Bad Fundraisers: How nonprofits can maintain the heart in the digital age First Floor Lounge Miller Room Ballroom Savitz Lounge Steps to Becoming a Board of Directors: Planned Giving 10 Secrets to Grant-ready Fundraisers & Marketing 101 Optimizing Your Organization Friendraisers (Viken Mikaelian) Online Donation (Jo Miller) (Stephanie Cory) Process
ROOM 9:30 – 10:30 a.m.
10:30-11:30 a.m.
11:30 a.m.– 12:15 p.m.
12:15 – 1:15 p.m. 1:15-2:00 p.m. 2:00-3:00 p.m.
How to Get Donor Visits and Knock Them Out of the Park (Chad Barger, CFRE)
(Steven Shattuck) Bloomerang Diamonds in the Rough – Finding The Hidden Gems In Your Donor Database (Steven Shattuck)
The Velvet Rope: Creating Effective Special Events (Jim Anderson)
Networking & Visit the Exhibitors Lunch General Session (Ballroom) James Anderson, CFRE – GoalBusters Consulting: “Fiercely Authentic: Staying True to Your Personal Brand” Networking Groups & Visit the Exhibitors Exhibits Close at 2 p.m. Becoming a Grant Major Gifts Using Social Media The Board Means Professional Workshop for Good Well (even when (Jo Miller) (Michelle (Jim Anderson) they’re wrong!)
Gollapalli)
3:00-4:00 p.m.
Quick Wins for Increasing Web Traffic/Online Giving (Sal Salpietro) Fundraise Up
(Sal Salpietro) Closing General Session (Ballroom) “Your Biggest Donor did/said …. WHAaATTT?”
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WELCOME Welcome to the 2019 Philanthropy Forum! As we approach the “season of giving” just a few weeks, this year’s conference gives us the opportunity to reflect on the year to date, and prepare for the busiest season of the year for many. This year’s Philanthropy Forum includes workshops and classes to ensure you have the latest and best tools to succeed. It’s also a good time to take inventory of your 2019 goals and recharge your professional batteries to achieve them. This year’s forum welcomes an impressive faculty of nonprofit industry experts ready to inspire you and give you the boost (kick?) you need to push for excellence. We’re also excited to include in this year’s forum a group of vendors and sponsors whose commitment to philanthropy is proven over and over again by their support of AFP, charitable organizations here and around the world, and engagement in the form of contributions, expertise, and volunteerism. We hope you’ll take away a long list of new (and refreshed) ideas, build relationships with your nonprofit colleagues, and open your mind to new ideas and approaches. Finally, we hope you will join us for Philanthropy Day at The Radisson Lackawanna Station Hotel on Friday, November 22nd as we celebrate our region’s great love of humankind. More information can be found at http://afpnepa.org. Warmest regards,
Patrice Persico, Chapter President
John Dawe, CNP, CFRE Chair, Professional Advancement / Forum
Presenter/Faculty Biographies, Session Handouts, and Additional Resources can be found at
http://conference.afpnepa.org
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WEDNESDAY SCHEDULE
Wednesday Schedule All Wednesday Events are held at The Woodlands Inn, Wilkes-Barre 11:30 a.m.
Registration & Networking
12:00 a.m. Lunch & Opening General Session Presidential Room Storytelling: Communicating Your Mission with Infectious Passion (Jim Anderson, CFRE) No one ever gave to an organization because of a Power Point presentation. So why do people contribute to a cause? Because their passion for making a difference has been ignited! You can help ignite a donor's passion for your cause through the fundamentals of storytelling. Whether you're telling the story through a grant proposal, a video message, a radio announcement, or one-on-one, you can use storytelling structure to help your donor see their role in making your mission a success. 1:30 p.m. Pre-Conference Workshops Empire Room Grant Professionals Workshop (Jo Miller, GPC, President, Grant Professionals Assoc., Facilitator) Whether you’re a seasoned grant professional fundraising for an established organization or an accidental grantwriter seeking funding for a new project, there is always room to grow. Join this session for hands-on evaluation of both your individual grantwriting skills and organizational grant readiness. Using a developmental approach offers a broad spectrum of insight, ideas for growth, and understanding of the field. Through this session you will identify opportunities for growth within your own professional development and organizational grant readiness; deepen your understanding of continued learning opportunities; and get inspired to generate ideas for continued growth. This workshop also will allow experienced grant professionals to bring their expertise and challenges to the table for an afternoon of networking, best practices discussion, tips, tricks, and tactics. Grassroots Organization Workshop (Stephanie Cory, CFRE, Facilitator) Marco Polo Room Is your organization struggling to find the necessary time and resources to raise funds to support your mission? Whether you aren’t even sure where to start or you want to grow your program, this session is designed for grassroots nonprofit organizations seeking to formalize their fundraising efforts and raise more money. Learn how to develop the infrastructure necessary for successful, efficient fundraising. Learn the importance of a development plan as well as how to create one and what policies and procedures you should have in place to ensure ethical fundraising and compliance with applicable laws. Learn about the various methods of fundraising and assess which are most practical for your organization. Gain clarity on what roles your board, volunteers, and staff should play in fundraising. Determine what technology can support your fundraising efforts. 3:00 p.m. Senior Development Roundtable Parlor C This session is for senior/seasoned development professionals, serving in a leadership/executive role. 4:30 p.m.
Networking Happy Hour (Woodlands Lounge & Deck (weather permitting))
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THURSDAY SCHEDULE
Thursday Schedule All Thursday Events are held at the Frank & Dorothea Henry Student Center, Wilkes University Campus 7:30 a.m.
Registration & Networking
8:30 a.m. Welcome & Opening General Session Ballroom K1. Robots Make Bad Fundraisers: How Nonprofits Can Maintain the Heart in the Digital Age (Steven Shattuck) In some ways, we’re in a golden age of fundraising. There have never been more ways to capture attention, rally supporters, generate revenue, and measure fundraising performance than there are today. The accessibility of this technology has also never been greater, even to the smallest charities. But with all the software, tools, apps and intelligence available to us, why has fundraising performance stagnated? Has technology actually gotten in the way of building a personal connection with our supporters? In this keynote session, we’ll explore ways to apply time-tested principles of philanthropy to the modern technology available to fundraisers — with the goal of keeping the donors we already have, inspiring new donors to give, and maintaining the sanity of our team members. 9:30 a.m. Breakout Sessions – A A1. Becoming a Grant-Ready Organization (Jo Miller) First Floor Lounge Whether you’re a seasoned grant professional fundraising for an established organization or an accidental grantwriter seeking funding for a new project, there is always room to grow. Join this session for hands-on evaluation of both your individual grantwriting skills and organizational grant readiness. Using a developmental approach offers a broad spectrum of insight, ideas for growth, and understanding of the field. Through this session you will identify opportunities for growth within your own professional development and organizational grant readiness; deepen your understanding of continued learning opportunities; and get inspired to generate ideas for continued growth. (Content Note: This information will be part of the Grant Professionals Pre-Conference. Pre-Conference attendees are advised to choose a different session.) A2. Board of Directors as Fundraisers & Friendraisers (Stephanie Cory) Ballroom One of the key responsibilities of a nonprofit board of directors is ensuring necessary resources—translation: fundraising. Do your board members avert eye contact when their participation in fundraising comes up in a meeting? Take the fear out of fundraising and friendraising for your board. Learn painless ways board members can participate in all stages of fundraising—identification, cultivation, solicitation, and stewardship—even if they’re terrified to make an ask. Your most introverted board member with few social connections can become an active participant in your organization’s fundraising efforts when equipped with the right tools. Leave this session with practical real-world strategies for effectively engaging your board in raising funds and friends for your organization. A3. Planned Giving Marketing 101 (Viken Mikaelian) Savitz Lounge Your prospects should not have to learn another language to “get” planned giving. In a world where your average prospect is inundated with over 3,500 marketing messages a day, the secret to getting your message heard is to make it simple. Don’t just simplify. Oversimplify. In this session, you’ll how to talk with your prospects about planned gifts in simple, everyday language. He’ll showcase real-world examples and give punchy phrases and elevator pitches you can start using right away. He’ll tell you which simple gifts to pursue first and how to start talking with donors.
THURSDAY SCHEDULE
9:30 a.m. Breakout Sessions – A [Continued] A4. 10 Steps to Optimizing Online Giving (Steven Shattuck) Miller Room Donations made online is one of the fastest-growing gift channels. While it’s not yet a juggernaut, it is significant enough to pay attention to. And if your online gift processes aren’t operating according to best practices for user-experience and donor stewardship, you may be leaving a lot of money on the table. In this session, we will examine 10 simple, research-backed fixes that any fundraiser can make to their online donation process. You’ll leave with the confidence that your donation pages and forms can convert any visitor into a donor – and retain that donor for years to come. 10:30 a.m. Breakout Sessions – B B1. Diamonds in the Rough: Finding the Hidden Gems in Your Donor Database (Steven Shattuck) Miller Rm Let’s face it: prospect research is difficult. Those who have mastered it are truly artists, but not every nonprofit has access to a dedicated professional. For those wearing multiple hats, wealth screening tools, social media, and good-old-fashioned Google searches can only get you so far. Even if you do find a rich stranger in your area, there’s no guarantee that they’ll drop a million bucks in your lap. In this session, we’ll explore prospect research strategies that build deeper, more meaningful relationships with donors. Participants will learn engagement strategies that enhance existing relationships, as well as uncover those with a propensity to give to your organization for the first time. B2. The Velvet Rope: Creating Effective Special Events (Jim Anderson, CFRE) Ballroom 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. B3. How to Get Donor Visits and Knock Them Out of the Park (Chad Barger, CFRE) First Floor Lounge Join fundraising master trainer, Chad Barger, CFRE, for a session focused on figuring out who you should talk to, getting the meeting, figuring out what questions to ask and following up afterward. Chad will walk you step by step through the process he has successfully used for years as he works to raise support for a charity. B4. Quick Wins for Increasing Web Traffic and Online Giving (Salvatore Salpietro) Savitz Lounge Increasing web traffic is a major goal for any nonprofit. And it doesn’t have to be expensive or time-consuming. I’ll share three simple ways to increase your web traffic and as a result, your online giving numbers. These three things will cover Social Sharing, Online Giving Experience and SEO quick-wins. 11:30 a.m.
Visit the Exhibits (Main Concourse)
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THURSDAY SCHEDULE
12:15 p.m. Lunch & General Session K2. Fiercely Authentic: Staying True to Your Personal Brand (Jim Anderson, CFRE) Ballroom In today's 24/7 culture, you have unprecedented access to leaders through social media, text and in person interactions. This also means that you are being highly scrutinized on a regular basis. Now, more than ever, each one of us has a personal brand, online and offline, and how we use the tools available can shape how we're perceived. In this talk, we'll explore the elements of your personal brand, how social media, traditional channels and personal presence all impact your brand, and the power of being fiercely authentic. 1:15 p.m.
Networking Groups & Visit The Exhibitors Exhibits Close at 2 p.m.
2:00 p.m. Breakout Sessions – C C1. Becoming a Grant Professional (Jo Miller) Miller Room Do you work on grant applications, grant program design, and or grants management? Do you possess the skills, competencies, and behaviors of a grant professional? If so, you are a grant professional! You may be the Executive Director of a small nonprofit or a Program Manager of a government program, and you are a grant professional. Whether you’ve decided to make grants your career or are an “accidental” grant writer, this workshop will outline the Grant Professionals Association’s career pathways program, including professional development, mentoring, etc. C2. Major Gifts (Michelle Gollapalli) 1st Floor Lounge Raise more money by receiving more major gifts. Consistent donors can become major donors when you effectively implement the Eight-Step Major Gifts Management Cycle. Identify and utilize your own communication strengths when meeting with donors to develop major gifts and increase your fundraising success. C3. The board means well (even when they’re wrong) (Salvatore Salpiertro) Savitz Lounge Many grassroots organizations have to run everything by the board. Often they have opinions that may be value, but sometimes they may be disconnected or misinformed. We’ll review a few tips to getting them onside. These include: Using data to help get decisions through, find ways where your desired outcome could also raise their profile, and keeping them posted on results. C4. Using Social Media for Good (Jim Anderson) Ballroom Facebook, Twitter, Snapchat, Instagram, and many others grab our attention every day. So how do you harness these networks to help your charitable cause? We will help you understand your audience to pick the right platform to use; examine the social media communities available, and how to best cultivate your network; discuss the ethical considerations of using social media in fundraising; show practical tools on how to manage social media without it taking over your life; and demonstrate innovative ways to tell stories through social media that deepen your relationships with your donors. 3:00 p.m. Closing General Session Ballroom During our closing general sessions, our faculty will join together on-stage for a fun Q&A. We’ll also give away several prizes including a free AFP year long membership – must be present to win.
4:00 p.m.
Safe Travels! Please complete the conference evaluation! ☺
BREAKOUT SESSIONS (1:15 PM) • • • •
Capital Campaigns (1st Floor Lounge) Small/Grassroots Organizations (1st Floor Restaurant Area) Annual Fund/Alumni Relations (2nd Floor Savitz Lounge) Online/Digital Managers (2nd Floor Lobby) THANK YOU The Luzerne Foundation Presenting Sponsor luzfdn.org
Wilkes University Venue Sponsor wilkes.edu
Dawe Consulting, LLC Management Sponsor daweconsulting.com
Fundraise Up Marketplace Sponsor fundraiseup.com
Bloomerang Marketplace Sponsor bloomerang.co
Edwards + Strunk Lunch Sponsor edwardsstrunk.com
Dawesome Destinations Travel Sponsor
Apogee Consulting Grassroots Sponsor apogeedevco.com
Goalbusters Hospitality Sponsor goalbusters.net
Dawesomedestinations.com
The Café: An American Bistro & Amberdonia Hospitality Sponsor
AFP NEPA Chapter Leadership Sponsor afpnepa.org
AFP MEMBERSHIP INFORMATION Starting with your 2020 Membership Renewal, All AFP NEPA Chapter Members will receive a $30 voucher to attend an AFP Professional Advancement Program. Contact AFP Membership Chair Joell Yarmel for more information at joell@kirbycenter.org
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AFP Chapter Board of Directors President: Patrice Persico, AVP for Institutional Advancement, King's College PatricePersico@kings.edu
Chair, Membership: Joell Yarmel Director of Development, F.M. Kirby Center joell@kibycenter.org
President Elect: Sandy Snyder Grant Writer Diocese of Scranton Sandra-Snyder@dioceseofscranton.org
Chair, Philanthropy Day: Mary Dolon Grant Writer mpdolon1@yahoo.com
Immediate Past President: Lauren Pluskey McLain, MBA AVP for Institutional Advancement, King’s College LaurenPluskey@kings.edu Treasurer: Carol Maculloch, MBA, CFRE Director of Planned Giving The University of Scranton Carol.Maculloch@Scranton.edu Secretary: Alison Woody Director of Competitive Grants, Geisinger awoody@geisinger.edu Chair, Professional Advancement/Programs: John Dawe, MNA, CNP, CFRE President Dawe Consulting, LLC Associate, GoalBusters Consulting John.Dawe@goalbusters.net
Estella Parker-Killian ejpkillian@gmail.com Amber Loomis Chief Development Officer, Family Service Association of NEPA ALoomis@fsanepa.org Jo Ann Verduce Director of Development, St. Joseph’s Center JAVerduce@stjosephscenter.org Mariellen Walsh Director of Leadership Giving, Lackawanna College walshm@Lackawanna.edu
Contact: AFP Chapter Administrator administrator@afpnepa.org www.afpnepa.org | facebook.com/afpnepa
Luncheon at The Radisson Lackawanna Station Hotel Friday, November 22, 2019 Register @ http://afpnepa.eventbrite.com Recognizing… Berkshire Asset Management - Outstanding Corporation Marise Garofalo - Outstanding Fundraising Professional AllOne Foundation & Charities - Outstanding Foundation Andrew Kettel - Outstanding Volunteer Fundraiser Mark DeStefano - Outstanding Philanthropist Frank Bevevino - Lifetime Achievement Award
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HERE. WE. GO. The world’s largest conference for fundraising professionals returns to the east coast in 2020.
Baltimore, Maryland—Charm City—awaits with more than 100 sector-shifting sessions covering the most important topics in fundraising and countless ways to grow your network. Don’t miss out, register today and join the 3,500 strong at AFP ICON.
Let the AFP Northeastern PA Chapter Know If You’ll Attend! Limited chapter support may be available!
AFPFC.com