2012 AFP State Conference August 1, 2 and 3, 2012 Hilton Sedona Resort & Spa Sedona, AZ
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Welcome! We're so glad you've joined us in beautiful Northern Arizona for the 2012 AFP Arizona State Conference. We're always proud to say our chapter is small but mighty – small in number (under 40 members), large on space (we cover 88,000 square miles), and huge in heart. Our goal for these three days has been to provide meaningful educational programs, great presenters, valuable networking, and a beautiful location. Throughout all of our planning we knew that the most important factor would be YOU. Your attendance and participation means that together we're creating a stronger, more ethical and respectable philanthropic world. Every day, people in the nonprofit industry like you achieve amazing things. That's what our conference committee had in mind when we selected the theme of our superhero fundraiser and 'Conquer Complacency'. Our economic world hasn't been easy over the past few years. You're out there helping, giving, having an effect on your world. Creativity has been an important skill in figuring out how to do more with less. My wish for you is to leave this conference with new skills and contacts to help take your fundraising efforts to the next level. My special thanks to Laura Norman, our conference chair. I didn't realize when I asked her to chair this event that this was her third time in that role. I'm extremely grateful she said yes again! Laura's commitment to AFP and her hard work always make her a joy to work with. Thank you to Alice Ferris, ACFRE for her hard work leading the programming effort for this conference. We're all very excited about the quality of speakers and sessions available to us this week. Thanks to all who contributed their time, energy, and sponsorship to making these three days possible. Finally thanks to YOU for your participation and support of AFP! - Chris Adams, President Northern Arizona Chapter of AFP
Schedule At A Glance: Wednesday, August 1, 2012 Registration Open:
10:00 am to Noon
Opening Lunch Session, Jeffrey Wilcox, CFRE:
Noon to 1:30 pm
Fundamentals of Fundraising: 2:00 to 5:00 pm OR Intermediate to Sr Level Master Class: 2:00 to 5:00 pm Opening Reception:
5:00 pm
Thursday, August 2, 2012 Registration, Continental Breakfast, Exhibitors: 7:30 to 8:30 am (*Remember, eat first at the continental breakfast. No meal served during speech)
Opening Plenary Session, Andrew Watt, FInstF: 8:30 to 9:30 am Visit Exhibitors—Silent Auction:
9:30 to 10:00 am
Breakout Session #1 Making the Ask OR Auditing Your Development Effort OR Nonprofit Brand
10:00 to 11:30 am
Lunch and “Ask the Experts” Roundtables 11:45– 1:00 pm Breakout Session #2 The Power of Renew OR Ethics Blind Spots OR Plug In
1:15 to 2:30 pm
Bonus Mini-Sessions Bo Peep Philanthropy OR Multi-Generational Philanthropy OR Social Media Extended Play
2:45 to 3:30 pm
Breakout Session #3 Strong Board/Volunteer Leadership OR You Are The Brand OR Corporate Partnerships
3:45 to 5:00 pm
Optional activities to explore Sedona with others or on your own.
Friday, August 3, 2012 Registration, Continental Breakfast, Exhibitors: 7:30 to 8:30 am (*Remember, eat first at the continental breakfast. No meal served during speech)
Plenary Session, Bill Bartolini, PhD, ACFRE:
8:30 to 9:30 am
Visit Exhibitors—Silent Auction:
9:30 to 10:00 am
Breakout Session #4 Grant Writing for Newbies OR Personal Best OR Tell Your Story Powerfully
10:00 to 11:30 am
Lunch Session, Rosetta Thurman
11:45– 1:00 pm
Announce auction winners, Adjourn
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WHAT ARE AUCTION BUCKS?
Table Of Contents: Page 5-6: .. ........ Presenters for Wednesday, Aug 1 Page 7-11 . ........ Presenters for Thursday, Aug 2
We hope you will enjoy an interactive feature we have added to this year’s AFP Conference. You won’t find an exhibitor passport, nor a card that all the exhibitors need to sign, in your conference bag. That is a proven tool to get everyone to stop by exhibits, plus you can win prizes. But we are adding a bit of a spin to that this year…. instead, you’ll be collecting “auction bucks” throughout the conference and bidding on prizes donated by exhibitors. Auction Frogs is a web based application that is an easy, fun, user-friendly ONLINE AUCTION platform to promote and execute an effective fundraising event that will draw more bidders, more auction items, more bidding time and more sponsors with less volunteer resources than a traditional “live” silent auction event. Auction Frogs provides all the knowledge, tools, and resources you need to create your own auction easily with a comprehensive approach coordinating and administering all phases of an auction event. Find Kristi with the Auction Frogs team… and let the games begin! (more on the Auction on page 13)
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Page 14-16 ......... Presenters for Friday, Aug 3 Page 16-18 ........ Sponsor/Exhibitor/Advertiser/Presenter Info Page 15 .... DineAround Details Page 19 .... Conference Committee Members
(Remember that prior to both Thursday and Friday morning Plenary Sessions, Continental Breakfast will be available. Please take advantage of this and arrive downstairs in time to eat. No breakfast will be served during the speeches. Thanks!)
Meet Your Presenter: Opening Luncheon Session, August 1st 12:00 Jeffrey R. Wilcox, CFRE President and CEO The Third Sector Company, Inc. – Seattle, WA CONQUERING COMPLACENCY … One Soldier’s Story From The Front Lines Of Battle Conquering complacency is as much a personal challenge as a professional one. The ability to conquer complacency requires taking a critical look at our attitudes and behaviors and understanding how each invites complacency in our colleagues, fellow employees, and board members. Conquering complacency takes courage because it requires the strength to change ourselves while the perseverance to change an entire organization’s culture once complacency sets in. As a kick-off to this year’s conference, Jeffrey R. Wilcox, CFRE, will share a personal story that spans over 20 years in professional fundraising with tales that shed light on understanding the warning signals of complacency, embracing a new perspective, and helping others to shed their own complacency to share in the joy of cultivating human generosity. With a mission of, “fostering a continuity of professional and community leadership for the nonprofit sectors in the United States and Canada,” Jeff and his team of at The Third Sector Company provide a unique suite of services all aimed at building and sustaining human capital for community-based organizations. He has a proven track record for leading nonprofit organizations as executive director and board chairman as well as pioneering new approaches to community problems, and training audiences about the fundamentals of effective nonprofit management, successful fundraising and remarkable community leadership. Last year, Jeff and his team at the Third Sector Company provided over 140 days of leadership training, supported 30 trained and vetted nonprofit executives as interim professionals in the United States and Canada, supported five cohort training collaborations, published 6 books and leadership manuals, and wrote and distributed the syndicated The Third Sector Report to educate readers about community leadership. Jeff has over 25 years of professional nonprofit experience having held executive staff and board positions in nonprofit organizations throughout the West including Seattle, Phoenix, Los Angeles and Orange County, California. His professional experiences include: Executive Director, Children’s Hospital Foundation of Orange County Senior Vice-President, United Way of Greater Los Angeles Senior Vice-President, Valley of the Sun United Way (Phoenix) Director of Communications, United Way of King County (Seattle) More on Wednesday’s Presenters, next page…..
Meet Your Presenters: Beginner Track, August 1st 2:00 to 5:00 pm Larry Hostetler, CFRE, AFP International Larry Hostetler has been the Chapter Services Director for the Association of Fundraising Professionals for well over a year. His territory includes the western U.S., Pennsylvania, and North and South Carolina, which means he provides services and visits 67 chapters in six time zones. Prior to joining AFP as a staff member, Larry’s career in fundraising had spanned over three decades and communities from coast to coast. He has served in both fundraising and executive director positions, most recently as the Director of Marketing and Fund Development for Sierra Vista Child & Family Services in Modesto, California. He is a Certified Fund Raising Executive. His service to AFP has also been varied. He has served on Chapter Boards in medium, large, and small chapters (in that order) and was Chapter President of the award-winning Yosemite Chapter in California from 2008-2010. He has also served on AFP International committees, most recently chairing the Chapter Support Subcommittee in the Membership Division. WITH... Alice L. Ferris, MBA, CFRE, ACFRE, Goalbusters Alice 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. GoalBusters has clients in many sectors,
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including public and community broadcasting, education, arts and culture, social service, healthcare, and Native American causes. Alice has more than twenty years of professional fundraising experience, not including her tenure as the “top cookie salesperson” in Girl Scouts. Alice started her fundraising career as a volunteer at Wisconsin Public Television in Madison, Wisconsin, blowing bubbles onto the set during pledge breaks for the Lawrence Welk Show, which launched a 25 year affiliation with public broadcasting. 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.
Meet Your Presenter: Intermediate To Senior Level Track, August 1st 2:00 to 5:00 pm Jeffrey R. Wilcox, CFRE The Third Sector Company, Inc Well, you learned much about Jeff on page 5 of this program. But did you know that…. he has a resume of leading people and organizations: • Co-Chair, National Executive Transition Management Affinity Group, The Alliance for Nonprofit Management • Former National Trustee and National Governance Chair, Camp Fire USA (Kansas City, MO) • Former Chairman, Conocimiento, Comprehensive Early Childhood Development – Southwest Human Development • National Fund Distribution Redesign Committee, United Way of America (Alexandria, VA) • Community Advisor, Junior Leagues of Orange County and Los Angeles
Reception time! 5:00 pm, Wed Aug 1 Join us for wine and nibbles. As you likely know, the Verde Valley is a growing center for grape growing and wine making. There are many vineyards available for tours and tastings. It’s the ‘Sonoma’ of Arizona! For more info, go to www.verdevalleywineconsortium.com
Andrew Watt, FlnstF President & CEO Association of Fundraising Professionals Andrew Watt, FInstF, is president and chief executive officer of the Association of Fundraising Professionals (AFP), the professional association of individuals responsible for generating philanthropic support for nonprofit organizations. AFP is the largest community of fundraising professionals in the world and has 30,000 members in more than 200 chapters. In his role, Andrew serves on the board of directors for AFP, the AFP Foundation for Philanthropy and the AFP Foundation for Philanthropy– Canada, and also leads the association’s professional staff in Arlington, Va.; Toronto, Ontario and Mexico City. Andrew joined AFP as vice president for international development in 2006 and was promoted to chief programs officer in 2008, where he led the Membership and Professional Advancement Divisions of AFP. He also served on the AFP Executive Team that is responsible for the day-to-day operational decisions of the association. From 1993–2005, Andrew was employed by the Institute of Fundraising in the United Kingdom, a professional membership organization for fundraising professionals. He served in several capacities there, ultimately as deputy chief executive. In 2006, Andrew was made an Honorary Fellow of the Institute of Fundraising in recognition of his extraordinary service to the profession. Andrew has been a strong proponent of the value of the nonprofit community and fundraising throughout his career. Viewing nonprofits as a critical interface between the public and government, he has long emphasized the importance of forging strong consensus-based coalitions both within the philanthropic community and between the public and private sectors that demonstrate the value and impact of charities and their work. Andrew has served as both a volunteer and board member of many nonprofit organizations. He is currently chairman of the American Friends of Winchester College and an adjunct faculty member of St. Mary’s University of Minnesota where he teaches on the globalization of philanthropy. Andrew is a graduate of the University of Edinburgh and is married with two children.
Meet Your Presenter: Plenary Session August 2 8:30 am (sponsored by The Phoenix Philanthropy Group)
This is our year for the turnaround. GivingUSA's 2012 report showed a slight recovery, with giving in 2011 reaching $298 billion. Cumulatively, from 2009 to 2011, individual giving increased 8.5%. While we cannot deny that charitable organizations throughout Arizona have had very difficult times in recent years, indications on a national level are that things are looking up. What the recession forced us to do is reengineer how we do things. We have learned who is truly loyal to our organizations. We have ended long-time events or modified fundraising campaigns. We, hopefully, have also revisited sacred cows in our organizations and evaluated whether they were actually sacred. Now, we must prepare for new generosity from the community. During this conference, I challenge you to ask these questions: • What does our organization mean to the people we serve and how can we communicate that most effectively? • How can we objectively evaluate our strategies to make sure we're doing what's best for the mission? • How have our donors changed over the past three years, and what do they actually want? • How I can best serve the cause that I am passionate about? (and maybe it's not what you're currently doing!) Yes, it's been tough. But we must be ready to ride the next wave of philanthropy. I hope that this conference will provide tools and perspective for you to make our communities better. Alice L. Ferris, CFRE, ACFRE AFP International Board Member Partner, GoalBusters LLC
This conference has been approved by CFRE for CEUs. See details below. CFRE Continuing Education Approved Session Credit Hours • • •
Wednesday, August 1, 2012 = 4.0 Thursday, August 2, 2012 = 7.0 Friday, August 3, 2012 = 4.0 7.
Meet Your Presenters: Breakout Session #1 Three Tracks, August 2nd, 10:00 am Diane Carlson “Making the “Ask”” Diane will cover the basics on how to solicit major donors by managing the “Ask”, while identifying prospects when planning solicitation: who should visit a donor, how long to stay, what materials are needed, how to recognize good and bad signals, how to handle pledges, follow ups and how to thank donors. About the presenter: Diane was honored by the AFP New Jersey Chapter (Outstanding Fundraiser of the Year) as well as the AFP Las Vegas Chapter (Lifetime Achievement Award). She began her fundraising career in higher education. She later moved into healthcare fundraising with a large New Jersey teaching hospital as its Vice President of Development. She joined William Freyd at IDC to manage consulting to hospital and medical center capital campaigns. Over a 25-year period, she later served as the company’s President and Chairman, growing it to one of the largest firms in the fundraising field. In 2007, Diane founded 1-2-1 Philanthropic Services which specializes in major gift initiatives, prospect research, grant writing and executive search for 501(c)3 nonprofits.
Robin Cabral, CFRE “Jumpstart Your Fundraising: Auditing Your Development Efforts” Robin will discuss the importance of a development audit and its planning process, how to use the development audit, assess it and create a full-scale development plan to help new and existing nonprofit organizations implement and manage a well-integrated development plan. About the presenter: Robin L. Cabral is a Certified Fund Raising Executive (CFRE) with close to 20 years of experience and millions of dollars raised assisting non-profit organizations as a development professional overseeing all aspects of fund development from annual funds, to capital campaigns and donor communications. Her career includes positions of Director of Development and Marketing throughout the Northeast including as a Regional Director of Development for the Sisters of Mercy Northeast Community. Educationally, Robin has obtained a Bachelor of Arts degree in Sociology from the University of Massachusetts Dartmouth, and is currently pursuing a Masters of Arts in Philanthropy and Fund Development from Saint Mary’s of Minnesota, as well as a Certificate of Non-Profit Management from Bryant University. Robin is an active member of the Association of Fundraising Professionals (AFP).
John Dawe, CFRE “Nonprofit Brand: A Promise Wrapped in an Experience” Participants will learn how to create a brand promise aligned with their organization’s mission and vision that promotes growth. About the presenter: John W. Dawe, CFRE has been a consultant to charitable organizations and nonprofit organizations since 2003. With extensive experience in technology integration and project management, the majority of his career has been in web-based development, brand management, fundraising, communications, marketing and strategic planning. From 2006 to 2009 John served as Senior Project Manager, Manager of Information Systems, and Manager of Marketing Operations at Solid Cactus – an e-commerce and online marketing company. John coordinated the company’s charitable giving and served as managing editor of the ecommerce trade magazine eBizInsider, eBizInsider.com website and the company blogs and web forums. John is a cum laude graduate of Mansfield University where he earned his degree in communications and information systems. He is a 2006 graduate of Leadership Wilkes-Barre and received his Certified Fund Raising Executive (CFRE) credential in 2009. He is senior technology consultant for cds creative, inc. and has contributed articles to Practical eCommerce Magazine.
Lunch AND “Ask the Experts” Roundtables August 2nd, 11:45 am to 1:00 pm This is a bit of twist on a lunch session… we will have 30 minutes for lunch, then attendees will rotate at the sound of the bell to different topical tables hosted on these topics. Listen, ask questions, pick their brains for your benefit on these issues: Colette Murray, JD, CFRE: Career Development John Dawe, CFRE: Diana Hoyt:
Technology Development Operations
Alice Ferris, CFRE, ACFRE: Peter Wallace: Marc Kellenberger: 8.
Certification
Donor Communication Fundraising Strategy
Meet Your Presenters: Breakout Session #2 Three Tracks, August 2nd, 1:15 pm Catherine M. Connolly, CFRE “The Power of Renew” Catherine will present tools for fundraisers to renew their organization’s annual support and build communication plans toward their goals while connecting with donors and increasing raised funds through increased marketing, engaging donors and improving established donor support. About the presenter: Catherine has been working in membership and direct marketing for almost 25 years. She has been on both sides of the consulting relationship, as both a client and a consultant. After working at a large, national consulting agency, she spent time at Sierra Club Legal Defense Fund (now known as EarthJustice). There she integrated the direct marketing program into the bigger scheme of the entire Development office, along with building the institutional readiness needed for a successful mail program. For more than 15 years, she has been consulting, working with clients both nationally and locally who are facing challenges with their direct marketing efforts. Catherine is a Certified Fund Raising Executive (CFRE), holds a Bachelor’s of Fine Arts in Graphic Design from the University of the Pacific, as well as a Master’s of Business Administration from Saint Mary’s College of California.
Barbara Levy, ACFRE “Ethics Blind Spots in Development, Administration and the Board Room” Barbara will discuss the importance of educating our organizations about Ethical Principals and Standards of Practice and demonstrate how to create awareness and understanding about the process and resources available through Ethics Committee and AFP. Participants will walk away with an understanding of the Code and AFP Process of Reporting Infractions About the presenter: Barbara is a seasoned professional with 36 years experience in development. She is one of fewer than 90 individuals in the country to qualify for and earn the Advanced Certified Fundraising Executive credential. Barbara is a nationally recognized consultant and speaker on board and organizational development and fundraising. In 1998, the Association of Fundraising Professionals (AFP) recognized Barbara at their International Conference as the Outstanding Fundraising Executive. Barbara has authored numerous articles and was co-author of Successful Special Events, Planning, Hosting, Evaluating,
Jones & Bartlett Publishers. She served as the editor the NSFRE Fund-Raising Dictionary, and has edited a more recent on-line edition of the AFP Fundraising Dictionary. Most recently Barbara was a contributing author to the latest Wiley/AFP publication Ethical Fundraising: A Guide to Nonprofit Boards and Fundraisers. Barbara is chair of the AFP International Ethics Committee.
James Anderson “Plug In: Effective Ways to Make Social Media Work” Jim is a Partner in GoalBusters and has more than 25 years of sales and sales training experience and migrated into the nonprofit arena in 2005. GoalBusters specializes in outsourced development for small nonprofits; integrated fund-
raising, marketing and strategic planning; and customized education and training programs with clients in many sectors, including public and community broadcasting, education, arts and culture, social service, healthcare, and Native American causes. Jim specializes in analyzing donor motivations, implementing marketing and social media campaigns, finding compelling stories for organizational case statements, improving nonprofit communications, and making any special event more effective and fun. In 2010, Jim was selected as the Association of Fundraising Professionals Northern Arizona Fundraising Professional of the Year and he is the 2012 President Elect for the AFP Northern Arizona chapter. Jim is an AFP Master Teacher and has presented throughout North America.
Let us help take your efforts to new heights!
Jennifer M. Tersigni, MA, CFRE
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Lana Baldwin, BA
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Raise the Bar Consulting is proud to sponsor this year’s AFP State Conference.
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Meet Your Presenters: BONUS—MINI SESSIONS Three Tracks, August 2nd, 2:45 pm Bo Peep Philanthropy, Larry Hostetler, CFRE Looking for lost sheep? This humorous discussion starts with Larry's perspectives from his essay in Advancing Philanthropy and who knows where it will go from there! Talkin' About My Generation, John Dawe, CFRE We have the widest span of generations participating in philanthropy today. What should we look out for in opportunities and challenges?
What Can AFP Provide To Help You Succeed? Inspiration for meeting the challenges of today. AFP’s Fundraising in a Difficult Economy and online Fundraising Survival Kit bring together the best advice from fundraisers around the world on how to connect with donors in the current environment. Specific and individualized knowledge to advance your fundraising department. AFP’s Fundraising Resource Center responds to your unique requests with articles, resources and samples that give you what you need as well as special AFP conferences and events focus on the increasingly important specializations within the field. The best training and education in the field. AFP offers a myriad of continuing educational opportunities for all fundraisers, regardless of experience level or specialty, and most can help you attain your certification to demonstrate your commitment to and expertise in the profession. An Investment in Your Future
Social Media Extended Play, Jim Anderson Here's where you can ask all those burning questions you've been accumulating about social media. There are no dumb questions!
•New ideas and latest trends in the profession. Between our
Ribbit! Are you collecting auction bucks and bidding??
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weekly eWire/eWire Skill Builder, the bi-monthly Advancing Philanthropy and our constantly updated website, AFP keeps you current on happenings and innovations that will affect you now and in the future. •Networking with colleagues and access to experts in the field. AFP Webconferences let you hear from the most experienced practitioners in fundraising, and online forums let you talk directly with fundraisers with a wealth of practical, how-to knowledge. Networking through your local chapter can bring new opportunities every day! •Benchmarks for success and future growth. AFP research data, such as the State of Fundraising Survey and Compensations and Benefits Analysis, show how you and your organization stack up in the profession and how to proceed to find even greater success. AFP also isn’t just an investment in you and your professional career. Your whole organization benefits from the programs available through AFP membership.
For more information on joining AFP, go to www.afpnet.org
Meet Your Presenters: Breakout Session #3 Three Tracks, August 2nd, 3:45 pm Anne C. White, Ph.D., CFRE “Developing and Implementing the Plan for Strong Board and Volunteer Leadership” Anne will help participants identify the right volunteers for opportunities in their organization and explain the role of the Board and fundraisers and how to evaluate their effectiveness through identifying, recruiting, training and monitoring volunteers while understanding why they volunteer and why they lost interest. About the presenter: A native of New York City, Anne is president of Anne C. White Associates, a consulting firm specializing in development and marketing for non-profit organizations Born in Brooklyn, Anne received her undergraduate and graduate degrees in Psychology. In New York she served as Vice President of Planned Parenthood Federation of American as a resource to the North Atlantic Region for 52 affiliates. Subsequent positions included Vice President of Development for Special Olympics, and Associate Executive Director of the YWCA of the USA working with 4,000 associations across the country. In 1994, the American Cancer Society moved her to Phoenix to help the Arizona Division become a three-state entity – southwest division. Prior to starting her firm in Phoenix, she served as Director of Development and Marketing for the Phoenix Boys Choir and Vice President of the Scottsdale Cultural Council where she oversaw the strategic planning and development functions of the Scottsdale Center for the Performing Arts, Scottsdale Museum of Contemporary Art, and the Public Art Program for Scottsdale. A member of AFP since 1977, Anne received her certification as a CFRE in 1987, and Master Trainer Designation in 2011. She currently serves as President Elect of the Board of AFP, has served as designer and mentor in the AFP Professional Development Program, Board member of Lead for Good, National Society of Arts and Letters, Arizona Pain Initiative and serves as co-chair of the Steering committee of the Arizona Cancer Coalition as well as the Quality of Life Committee.
style that is unique and distinctive through networking, business cards, references and resumes. About the presenter: Colette M. Murray is President & CEO of Paschal•Murray, a specialized executive search firm based in Indio, California with offices and clients throughout the U.S. Colette has more than 30 years experience in senior level advancement at major education and health institutions throughout the country. From 1995 to 1998 she was Chief Executive Officer of the Sharp HealthCare Foundation in San Diego and for five years prior to that she was Corporate Vice President for Philanthropy and Community Development at Henry Ford Health System in Detroit, MI. Colette is a native California and a graduate of the University of California Berkeley. She earned a law degree from the University of San Francisco and was in private practice in the San Francisco Bay area before being appointed the first legal counsel for UC Berkeley. Her career in institutional advancement began with appointment as Executive Director of the California Alumni Association and then at UC Santa Cruz where she was Assistant Chancellor for University Relations. In 1985 she accepted the position of Vice President for Development and Alumni Affairs at the University of Louisville, and in 1988 she was named Vice President for Development and University Relations for Texas Tech University. At both of those institutions, and at Henry Ford, she headed capital campaigns. She is a Past Chair of AFP International.
Lisa M. Lovallo “Corporate Partnerships And Then Some: What I Can Do For You, and What You Can Do For Me” Lisa grew up in Tucson and is a graduate of the University of Arizona. She earned a bachelor’s degree in English, was the Student Body Vice President and played on the Arizona’s Women’s basketball team. After graduation, Lisa worked for Procter & Gamble in the Los Angeles market. During her tenure at P&G, Lisa held several management positions in the Heath Care and Paper Products Divisions of the Company. In 1992, she left P&G to start her own business, North American Enterprises. Lisa spent 14 years building and growing a successful international import and export business, comprised of over 20 European manufacturers and eighty (80) food service and grocery distributors throughout the US market. In 2004, Lisa was instrumental in the sale of the Company’s key brands to an Italian manufacturer in Italy. After the sale of North American Enterprises, Lisa began teaching as an Adjunct Professor at the U of A’s Eller College of Management and worked as the Director of Student Advancement and Development in the UA’s Student Affairs Division. In 2008, Ms. Lovallo was named the Vice President and System Manager for Cox Communications, Southern Arizona. In addition to her responsibilities at COX, Ms. Lovallo serves on 10 community boards.
Colette Murray, JD, CFRE “You are the Brand: Sky Rocket your Career as a Fundraising Professional by Developing your own Brand” Colette will show participants how to put their brand visions into a marketing plan of their own by figuring out how others perceive that brand and how they can establish a
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(more info on the Auction, from page 4) Did you find Kristi and the Auction Frogs Team yet? All attendees will have opportunities to earn/collect Auction Bucks throughout our 3-day conference. The more money collected, the more you have for bidding. You can collect bucks by talking with Exhibitors. You can collect bucks by attending sessions. And there are more ways too! The prizes donated by our Exhibitors are listed with their contact information on page 17. You can bid with your Auction Bucks throughout the conference to try to be top bidder and go home with a prize. Use your Auction Bucks to “bid,” not your credit card… and have fun in Sedona while learning lots and Conquering Complacency!
HOW THE ONLINE AUCTION WORKS
Were you curious as to why the theme is “conquering complacency”? Well, I pulled out my notes from our initial chapter planning meeting for this conference, which was held in one of Prescott’s favorite food and beverage institutions, the Raven Café. While my notes were cryptic, included food spillage, and confirmed that we really are a clever group, I can recall that our general concept was to get people fired up—to get attendees excited about the important work they do in advancing the missions of their organizations. Complacency is not an option for a successful fundraiser, board or organization. Yet, the past few years have been challenging for many of our organizations in many ways. The remainder of 2012 can provide us with the opportunity to “finish strong,” and to set the stage for an outstanding 2013. —Laura Norman, Conference Chair
What's Your Goal? • Raise money more effectively • Plan for the long term • Communicate in ways that stick • Build better teams • Strengthen relationships with your donors We can help! Free initial evaluation www.goalbusters.net Twitter: @goalbusters facebook.com/goalbusters 888.883.2690
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Meet Your Presenter: Plenary Session, Aug 3 8:30 am William F. (Bill) Bartolini, Ph.D., ACFRE, is a well known mentor, coach, educator, and counselor to those who raise philanthropic support for nonprofit causes. Bill brings significant experience evaluating development programs, leading board and staff retreats, providing staff and volunteer training, and in ensuring systems are in place to support the growth of major gift programs. Bill holds the designation of Advanced Certified Fundraising Executive (ACFRE), the Association of Fundraising Professional’s certification for senior professionals that signifies an advanced level of leadership and management expertise in fundraising. He has served on the international board of the 30,000-member Association of Fundraising Professionals and, at the end of 2010, ended a 2-year term as Vice Chair of the Board for Professional Advancement. Bill has had wide experience in the fundraising profession. He is currently Associate Vice President of Development at George Washington University, where his portfolio includes all fundraising that occurs at the School or unit level. Previously he was Chief Development Officer at Recording for the Blind and Dyslexic (RFB&D). There, Bill created a national development operation with a single open database, established prospect assignment and management systems, refocused local staff in 20-some offices on face-to-face fundraising, and moved from raising money just for local book production to the larger issue of meeting the needs of students on a nationwide basis – all while raising over $42.5 million. Prior to RFB&D, Bill was Vice President at Northeastern University in Boston, where he rejuvenated and successfully completed a lagging $200 million campaign. He came to Northeastern from Kent State University, where he was executive director of development. There he helped build the fundraising success of the development officers assigned to the colleges and schools. He was part of the leadership team that completed Kent State’s first-ever $100 million comprehensive campaign – a campaign that raised $121.9 million. The campaign received the 2004 AFP/Campbell and Company Award for Fundraising Excellence in recognition of this achievement.
Meet Your Presenters: Breakout Session #4 Three Tracks, August 3rd, 10:00 am If you are a volunteer or staff person for a nonprofit organization, at some point, you’ll most likely need to deal with a grant. While grant proposals can seem intimidating, it’s really about developing a strong story for your program or project, following instructions, and never, ever, annoying your funder. In this session, we’ll discuss how to figure out what you’re asking for, how to communicate it, how to do basic research on grant opportunities, and what your funder’s pet peeves might be. About the presenter: While you learned much about Alice Ferris, MBA, CFRE, ACFRE on page 6, here is more… Prior to launching her Goalbusters 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. She also serves as immediate past president of the AFP Northern Arizona chapter. Alice is recognized for her on-air presence on many public television and radio pledge drives, and on national PBS fundraisers, among them Orangutan Diary (premiering in August 2012) and Timeless—A National Parks Odyssey.
Eric Walden “Achieving Balance in Life & Career” Eric will connect the dots of personal and professional development goals and will teach participants an approach to healthy personal and professional growth; they will leave with a game plan to integrate the important things in life. About the presenter: Eric Walden is Development Director for Second Chance Center for Animals, a professional figure skating coach, voice coach and personal coach. Drawing on 35 years of business experience and success in achieving personal goals, Eric will present concepts and practical tools for the development professional in today's changing world.
Andrea Beaulieu “Get Your Story Straight: Tell Your Story Powerfully on the Stage and on the Page!” Andrea will present powerful strategies to engage contributors to take action by coaching fundraising professionals on how to tell their organizations’ stories in a persuasive and confident manner. Participants will grasp the power of delivering an effective story through editing and techniques, which will enable them to create their organization’s story with an organized and refined message to contributors. Participants are asked to bring a relevant story for a hands-on approach during the session. About the presenter: Formerly director of public and community relations for an international hospitality corporation, Andrea founded Andrea Beaulieu Creates, LLC, in 1987 and has assisted dozens of clients in a variety of industries. A coach, speaker/trainer, author, and consultant, Andrea brings her experience in communication, leadership, performance and creativity to organizations. There, she assists people to tell powerful stories that inspire action. Andrea has served as a contracted nonprofit executive director for two organizations, and been a board member and volunteer for many others. She has a certificate in Transformational Life Coaching from the Southwest Institute of Healing Arts, Tempe, AZ; and a certificate in
Don’t miss next year’s AFP statewide conference! The Greater AZ Chapter is going to be hosting the event. We’ll hear more about it while their leadership is here in Sedona!
Facilitation Training from the Institute of Cultural Affairs. A performer for more than 30 years, Andrea has performed with the international educational organization, Up With People, as lead singer and dancer. Currently, she offers a one-woman show, “Love Is Loud!” as a gratitude event for nonprofit and for-profit organizations. www.AndreaBeaulieu.com. She is joined in presentation by…...
Barbara McNichol Barbara brings three decades of writing/ editing experience to helping professionals tell their stories on the page. Previously a corporate communications specialist, she founded Barbara McNichol Editorial in 1996. Her passion is to work with authors, speakers, and fundraisers to craft marketing materials and add power to their pens. As a book editor, she edits 25 to 30 nonfiction manuscripts annually. Barbara is adamant about improving our written language with her Add Power to Your Pen ezine and her Word Tripper of the Week ezine, based on her word choice reference book, Word Trippers.
Dinner Or A Jeep? Want to go to dinner with a group of conference colleagues Thursday night? Sign up at the registration table if you’d like to be part of a dinearound. A handful of local restaurants will be identified, and if a group forms with interest in eating there, you’ve got a yummy gathering going! Everyone would pay for their own, of course. But it may give you an opportunity to try a new restaurant and venture out into Sedona with some new faces. PS: Thanks to Jim Anderson, a 20% discount has been arranged with Pink Jeep Tours. If you want to take advantage of this, the rules are this: “Upon booking, the attendees of the conference will need to mention they are with the Assoc. of Fundraising Professionals, or AFP for short. Offer valid: July 3– Aug 6. To make a reservation, call 1-800-8733662 or reserve online at www.pinkjeep.com, and in the notes section please write “AFP” 20% discount. They offer a complimentary shuttle service that can be requested upon making a reservation. For those of you staying over after the conference, this may be just the ticket!
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Sponsors, Exhibitors, Advertisers & Presenters: Alliance of Arizona Nonprofits Patrick McWhorter www.arizonanonprofits.org patrickm@arizonanonprofits.org 602-279-2966 PO Box 16162 Phoenix, AZ 85011 Jim Anderson, Partner Goalbusters Consulting www.goalbusters.net Jim.anderson@goalbusters.net 928-890-8239 3923 E Summer Run Dr Flagstaff, AZ 86004 Aria Calls and Cards Peter Wallace, Vice President www.ariacallsandcards.com Peter.wallace@ariacallsandcards.com 608-423-1338 PO Box 425 Cambridge, WI 53523 Arizona Community Foundation Northern Regional Offices Flagstaff: flagstafffoundation.org 928-526-1956 Sedona: sedonafoundation.org 928-282-2042 AuctionFrog Krisit Saucerman Kristi@auctionfrogs.org www.auctionfrogs.org 208-407-2404 5890 Hidden Springs Drive Boise, Idaho 83714 Bill Bartolini, PhD, ACFRE Associate VP of Development George Washington University www.gwu.edu billbart@gwu.edu 202-994-3701 2100 M Street NW, Suite 310 Washington, DC 20052 Andrea Beaulieu, Owner Andrea Beaulieu Creates www.Andreabeaulieu.com andrea@andreabeaulieu.com 602-769-3674 6750 N 13th St. Phoenix, AZ 85014
Meet Your Presenter: Luncheon Session August 3 11:45 New Leadership for a New Nonprofit Sector “The significant problems we have cannot be solved at the same level of thinking with which we created them.” – Albert Einstein The challenging economic, political, and social backdrop of the current nonprofit landscape has brought forth a unique opportunity for a new brand of leadership to emerge – one that is focused on making organizations and communities stronger going into the future. Rosetta Thurman believes there are four kinds of nonprofit leaders we need now in order to effect social change: 1) true believers, 2) ruthless innovators, 3) ambassadors of diversity and 4) courageous advocates. Her personal story and professional commentary will inspire local nonprofit leaders to practice authentic leadership and become more effective in their work.. Rosetta Thurman grew up in the public housing projects of Cleveland, Ohio, and if it weren’t for the nonprofits in her com-
Blackbaud/Etapestry Susan Ingram www.blackbaud.com Susan.ingram@blackbaud.com 888-739-3827 6107 W Airport Blvd. Greenfield, IN 46140 Robin Cabral, CFRE Director of Development Sisters of Mercy Northeast Community www.mercyne.org rcabral@mercyne.org 401-333-6333 15 Highland View Rd Cumberland, RI 02864
munity who helped her family in times of need, she doesn’t know where she would be today. Fueled by a passion for social change, Rosetta worked in the nonprofit community for eight years before founding Thurman Consulting, an education company specializing in personal and professional development to help nonprofit leaders and passionate entrepreneurs change the world. Rosetta is the co-author of How to Become a Nonprofit Rockstar, 50 Ways to Accelerate Your Career, an accessible, do -it-yourself guide for how to build a successful career in the nonprofit sector. She holds a Master’s Degree in Organizational Management from Trinity Washington University and a Bachelor’s Degree in English from Virginia Commonwealth University. Rosetta has also taught leadership and nonprofit management courses as an Adjunct Professor in the School of Professional Studies at Trinity Washington University. In 2008, she was named a “New Leader in Philanthropy” by Greater DC Cares. Rosetta has been featured in numerous media outlets such as JET Magazine, The Washington Post, The Atlanta JournalConstitution, Forbes Woman, Fox 5 News and The Network Journal. She is proud to be a member of the Young Nonprofit Professionals Network and the Young Entrepreneurs Council. In her free time, Rosetta writes poetry and eats way too many desserts. She also tweets. A lot.
Diane Carlson, CEO and Dana Earhart Lift 1-2-1 Philanthropic Services www.121-service.com dcarlson@121-services.com 702-367-7724 2520 St. Rose Pkwy., #217 Henderson, NV 89074 Check in For Good Kathleen Dowse www.checkinforgood.com Kathleen@checkinforgood.com 919-649-2601 1900 Elm Dallas, TX 75201
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Sponsors, Exhibitors, Advertisers & Presenters, cont...
Catherine Connolly, CFRE CMConnolly www.cmconnolly.com information@CMConnolly.com 916-897-8095 9545 Coney Island Circle Elks Grove, CA Crescendo Interactive Jennifer Malm, Internet Mktg Specialist www.crescendointeractive.com Jennifer@cresmail.com 800-858-9154 110 Camino Ruiz Camarillo, CA 93012 John Dawe, CFRE Dawe Consulting www.daweconsulting.com john@daweconsulting.com 570-237-6048 67 Public Sq.#500 Wilkes-Barre, PA 18751 Donor Recognition Art Nina Borgia-Aberle, Owner www.donorrecognitionart.com info@donorrecognitionart.com 520-275-5035 2929 W. Via de Suenos Tucson, AZ 85713
Ecivis Jase Leonard www.ecivis.com Jleonard@ecivis.com 626-578-6217 418 N Fair Oaks Ave Pasadena, CA 91103
The Huddleston Group Ron Huddleston www.thehuddlestongroup.com ron@thehuddlestongroup.com 877-831-0472 10020 W Highland Ave, Ste 2243 Phoenix, AZ 85037
Alice Ferris, MBA, CFRE, ACFRE Partner, Goalbusters Consulting www.goalbusters.com Alice.ferris@goalbusters.com 928-606-1692 555 N Pinecliff Dr Flagstaff, AZ 86001
Barbara Levy, ACFRE, Principal Organization & Fundraising Counsel www.levyfundraising.com Barbara@levyfundraising.com 520-661-1623 5459 E Placita del Mesquite Tucson, AZ 85712
First Nonprofit Insurance Co. Jennifer Blair www.firstnonprofit.com jblair@firstnonprofit.com 602-396-4415 14301 N 87th St., Ste 311 Scottsdale, AZ 85260
Lisa Lovallo, Vice President/System Manager Cox Communication, Southern Arizona www.cox.com Lisa.lovallo@cox.com
Greater AZ Chapter of AfP Karolyn Kiburz www.afpgreateraz.afpnet.org Karolyn@mcsource.net 7375 E. 6th Ave., #9 Scottsdale, AZ 85251 480-947-3459 Larry Hostetler, CFRE Director, Chapter Services, Western US AFP International www.afpnet.org lhostetler@afpnet.org 916-544-2024 1060 Lake Front Dr, #818 Sacramento, CA 95831
Matchmaker FundRaising Software Diana Hoyt www.matchmakerfrs.com diana@matchmakerfrs.com 800-752-3100 PO Box 10779 Phoenix, AZ 85064 Barbara McNichol Principal, Barbara McNichol Editorial www.barbaramcnichol.com editor@barbaramcnichol.com 520-615-7910 5090 N Camino de la Cumbre Tucson, AZ 85750
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USING THE POWER OF THE HUMAN VOICE AND THE HUMAN HAND TO SUPPORT NONPROFITS IN ARIZONA AND NATIONWIDE.
Courteous telemarketing and truly handwritten mailings. Contact: Peter Wallace, Vice President, at peter.wallace@ariacallsandcards.com www.ariacallsandcards.com / 608-423-1338
Sponsors, Exhibitors, Advertisers & Presenters, cont... Colette Murray, JD, CFRE CEO, Paschal Murray Executive Search www.paschalmurray.com colette@paschalmurray.com 760-863-4512 8311 Brier Creek Pky, Ste 105502 Raleigh, NC 27617 Partners In Recognition Christina “Chris� Adams, and Tim Adams www.gopir.com chris.adams@customrecognition.com 928-541-1019 1560 Eagle Point Dr. Prescott, AZ 86301 Richard Tollefson and Marc Kellenberger Phoenix Philanthropy Group www.phoenixphilanthropy.com tollefson@phoenixphilanthropy.com 602-380-2478 3301 E Glenrosa Ave Phoenix, AZ 85018
Raise The Bar Jennifer Tersigni, MA, CFRE www.raisethebarllc.com Jennifer@raisethebarllc.com 520-982-5467 Tucson, AZ Rosetta Thurman www.Rosettathurman.com rosetta@rosettathurman.com 703-965-6631 7306 Bath St. Springfield, VA 22150 Southern AZ Chapter of AFP Ethan Cox www.afpsoaz.org justethan2004@yahoo.com 1635 E. Linden St. Tucson, AZ 85719 Eric Walden, Development Director Second Chance Center for Animals www.secondchancecenter.org ewalden@secondchancecenter.org 928-714-2204 11665 N US Hwy 89 Flagstaff, AZ 86004 Andrew Watt, FInstF, President & CEO AFP International www.afpnet.org awatt@afpnet.org 800-666-3863 4300 Wilson Blvd, Ste 300 Arlington, VA 22203
Anne White, CFRE President, Anne C. White Associates www.annecwhiteassociates.com annecwhite@cox.net 602-788-8310 14245 N 23rd St. Phoenix, AZ 85022 Jeffrey Wilcox, CFRE President & CEO The Third Sector Company www.thirdsectorcompany.com jwilcox@thirdsectorcompany.com 206-457-4993 PO Box 19796 Seattle, WA 98109
AFP Northern AZ 2012 State Conference Committee Chair: Laura Norman West Yavapai Guidance Clinic Chapter President: Chris Adams Partners in Recognition Chapter Treasurer: Vernon Kahe Hopi Education Endowment Fund Program Chair: Alice Ferris, ACFRE GoalBusters LLC Social Media Marketing/ Photography Jim Anderson GoalBusters LLC
Linda Clark Yavapai College Foundation Mary Chicoine Momentum Catalysts Stephen Whisenhunt Center Adult Care Services
Special thanks to the 2011 conference chairs from the Tucson chapter who were gracious in sharing information, suggestions and more! And, thanks to all who passed along promotional conference materials to their members.
Our Special Approach
Providing Exceptional Fundraising And Management Counsel
The Huddleston Group is a full-service fundraising, communication and management firm. We do not employ a rigid “one shoe fits all” approach to our management counsel. We understand that all organizations are different and sometimes you have to take different roads to get to your final destination. Our partners personify a unique interdisciplinary approach, thanks to decades in international marketing and a long track record of successful nonprofit management, including strategic planning, marketing/ feasibility studies, and comprehensive development initiatives such as capital campaigns, annual giving, marketing/branding endeavors, endowment programs, direct mail, development audits, and planned giving. The Huddleston Group’s proven counsel and fundraising management focus is on reaching your organization's fullest potential.
10020 W. Highland Avenue, Suite 2243 Phoenix, AZ 85037 Toll Free (877) 831-0472 ron@thehuddlestongroup.com
Our mission is to grow your philanthropy! The Huddleston Group
Counsel in the Art & Science of Philanthropy Since 1989
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