STAFF Conference 2010

July 18-20, 2010
Denison University

Sunday, July 18

10:00 am - 6:30 pm                 
STAFF Registration Center Hours of Operation

11 a.m.
Conference Steering Committee Meeting

Lunch for all attendees, includes an orientation session with members of the Steering Committee for first-time conference attendees and guest institutions

2 – 4 p.m.
Plenary Session I: Jon Bridge 
Paradigms for Philanthropy: Looking at the Annual Fund Through a New Lens
As colleges get more sophisticated in structuring comprehensive gifts from individuals, how do we make a case for the Annual Fund that demonstrates the prominent place the program holds in the life of our institution. We will explore how to value gifts to the Annual Fund vs. gifts to endowment.  We will also look at the history of how the Annual Fund has fit into campaigns over the past 50 years and suggest a new paradigm that might illustrate ways to maximize the financial impact of philanthropic support to your college through current use gifts.

5:30 p.m.                        
Welcome Reception (wear gear from your institution)

6:30 p.m.                                 
Dinner (introduce guest institutions, history of STAFF, conference overview)

8 p.m.                                      
Keynote address from President Dale T. Knobel, Denison University

9 p.m.                                      
Informal gathering and networking on campus to the tune of bluegrass music

Monday, July 19

7:30 a.m.                                 
Breakfast roundtable discussions
Senior Gift and Undergrad Giving - Sarah Gess & Katie Barthle, Washington &
Lee University
Volunteer Mgmt. - Kathleen Orosz, Rollins College
GOLD programs - Jennifer Tougas, Trinity College
Parents Fund - Kate Rindy, Mt. Holyoke College
Faculty/Staff Campaign - Stacy Paul, Dickinson College
Post-campaign strategies – Lisa Burton, Colby College

8:30 a.m.                                 
Plenary Session II: Penelope Burk
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 statistically-supported fundraising philosophy that brings donors and charities together to achieve measurable, long-term results. Expanded and informed by new national research completed in May 2010 on fundraising and donor preferences, Donor-Centered Fundraising is a pragmatic, interactive and forward-thinking seminar designed to help decision-making staff and volunteers capitalize on these new market trends. In a succinct and compelling manner it answers the age-old question, "What do donors want?", then articulates a practical strategy that satisfies donors' needs within the context of Higher Education Fundraising.

10:15 a.m.                               
Coffee Break

10:45 a.m.                               
Breakout Session I
More Donors or More Money? (Director’s Track)
Penelope Burk
Donors have increasingly greater expectations of charities and the competition among organizations for philanthropic dollars is fierce. At the same time, there is pressure on advancement officers and annual fund programs, in particular, to increase the number of donors, but will this really lead to improvements in net revenue?

Specifically geared for senior advancement staff from Higher Education, More Donors or More Money takes a hard look at traditional fundraising programs and whether they still meet donors’ needs in today's competitive marketplace. Through statistical examples and anecdotal information this session challenges some core fundraising beliefs, especially where they affect donor loyalty and profitability.                                           

Optimizing Your Reunion Giving Program (Assistant/Associate Track) 
Erika Klar, Director of Reunion Giving, Hamilton College
An interactive discussion about the key components of successful reunion giving programs, including recruiting the right volunteers, and effectively managing and supporting them; collaboration with major gift colleagues / program; multi-year campaigns for milestone reunions; communications; and creative strategies to capitalize on the celebratory nature of the reunion.  Come with ideas to share and questions for your counterparts! 

Identifying and Retaining Volunteers (Assistant/Associate Track)
Meagan Connolly, Assistant Director, St. Lawrence University 
Skylar Beaver, Associate Director, Hobart and William Smith Colleges
Volunteer management is time consuming and challenging, but effective one-on-one peer solicitation is a sure fire way to elevate your annual giving program to the next level.  Learn a few of the management techniques that have worked for St. Lawrence and plan to engage in a dynamic conversation around volunteer best practices.       

What I Wish I Had Known My First Year (Newcomer Track)
Gregory Gallagher, Claremont McKenna College – How to Make an Ask
Betsy Howard, Williams College – Volunteer Recruitment and Management
Lori Pongtana, Denison University– Phone Program
Patience Boudreaux, Pomona College – GOLD Fundraising, Launching New
Fundraising is a dive-in-head-first field, and the first year on the job can be a little intimidating.  Join four fundraisers at different points in their careers, each of whom will be leading a breakout discussion on the particular responsibilities of the young annual-giving officer.   Topics to be discussed include volunteer recruitment and management, phone programs, GOLD fundraising, and how to make the ask.

Working Lunch

Assistant/Associate/Managers – Optional continued discussion of volunteer engagement, retention and training in reunion and non-reunion years
Director’s Lunch Discussion

1:15 p.m.                                 
Breakout Session II

Understanding the Case and Making the Ask (Newcomer Track) 
Jon Bridge, Director of Advancement, University School
Top Ten Tips for Asking for a Gift in Person 
In this session you will learn about the many factors that go into a successful face to face visit.  We will cover how to set up your appointment to maximize your ability to ask for a gift, questions you should ask in your appointment, the role of listening, and – when the time comes – how to ask for the gift.

Time Management -- You Can Have Your Cake and Eat It, Too (Assistant/Associate Track)
Josh Walter, Associate Director, Annual Giving, Claremont-McKenna College
You have 12 phone calls to return, 56 emails needing reply, a crisis at the mail house, dinner in the oven and you child is waiting for you to pick him up from school…NOW!  Are you ready to take the next step and actually focus on time management?  Join the discussion as former Army Officer, current assistant football coach, Emergency Response Team responder, Activities Committee member, new dad, loving husband, and Annual Giving Associate Director, Josh Walter gives his time management tips and guidance about staying afloat in today’s world of nonstop work, life and play.

Challenging Your Donor Base to Excel (Assistant/Associate Track)
Maria Held, Associate Director, Smith College
Aislinn Hougham, Assistant Director of Annual Giving, Bates College
Conducting strategic matching gift challenge opportunities is a great way to increase donor support to your college's annual fund. In this session, you will learn how to secure and leverage leadership alumni support to increase your revenue and participation numbers. You will also hear about school-to-school challenge campaigns for young alumni groups. Sample materials and results of several types of successful challenge campaigns will be shared.

Holistic Planning for the Annual Fund (Director Track)
Craig Arteaga-Johnson, Director of Annual Giving, Pomona College
Come learn about a holistic planning framework that can be used to promote complete and effective planning throughout your annual giving program. I will share how this framework is being used at Pomona College and we will also have time for a group discussion about planning methods and resources.

2:30 p.m.                                 
Coffee Break

3 p.m.                                      
Breakout Session III

Integrating Social Media and Mobile Marketing Programs 
Paul Redfern, Director of Web Communications, Gettysburg College
Matt Fedde, Associate Director of Annual Giving, St. Olaf College
Hear how Gettysburg College and St. Olaf College are using Facebook, YouTube, Twitter, Flickr and LinkedIn to increase word-of-mouth marketing and to integrate these new tools into a traditional communications strategy. You have heard about these smart phones how do you also take advantage of the mobile revolution? But most importantly how do you measure the results?

Conquering the New Frontier: Maximizing the Parent Gifts (Assistant/Associate Track)
Nan Castino, Development Officer, Parents Council, Rollins College
Stefanie Morrison, Associate Director, Carleton College 
Parent giving is a core component of any comprehensive annual giving campaign, but how do you successfully ask parents to give more on top of the tuition many of them are already covering?  This session will talk about how to gather the right information, build a pyramid of parent volunteers and create key leadership partners through an engaged Parent Committee.

Expanding Undergraduate Philanthropy: Beyond Senior Gift 
Priscilla Weaver, Associate Director of Reunion and Class Giving, Vassar College
Over the past 30 years, institutions have worked to establish and codify the tradition of a senior class gift in hopes of solidifying future donors.  While the senior gift certainly helps to boost participation after students graduate, how much more effective could our undergraduate philanthropy programs be if we started earlier?  Could you have a philanthropy program at your New Student Orientation?  How about a Sophomore Class Gift?  Join Priscilla as she leads a discussion that goes well beyond the senior gift.

The Economy and the Annual Fund
Josh Grill, Director, Office of the Annual Fund, Bucknell University 
Have you ever wondered how the economy affects the Annual Fund?  The session will compare STAFF trends to key economic indicators like unemployment, consumer confidence, personal savings, GDP, and the Dow Jones Industrial Average and will examine if these economic benchmarks predict how annual funds at liberal arts colleges may perform in good and bad economies.

5 p.m.                                      
Columbus COSI (Center of Science and Industry)

10 p.m.                                                
Informal gathering on campus and/or trip to downtown Granville      

Tuesday, July 20

8 a.m.                                      
Breakfast roundtable discussions
Senior Gift or Undergrad Giving - Nicole Schroeder, St. Olaf College
GOLD programs - Mary Ann Owens, Barnard College
Volunteer management - Tracy Fossum, St. Olaf College
Athletics - Matt Weaver, Franklin & Marshall College
Faculty/Staff Campaign - Danielle Webb, Franklin & Marshall College
Parents Fund - Liz Hertneck, Lafayette College                                                          

9 a.m.                                      
Plenary Session III: Bob Burdenski
New Paradigms in Annual Giving: Twelve Outdated Slides From the First STAFF Conference
It’s not your father’s (or your vice president’s) annual fund anymore. Cell phones, YouTube, and your FaceBook wall are all annual giving tools that didn’t exist 25 years ago, and even the phrase “annual giving” is getting a little outdated. CASE author Bob Burdenski examines what’s changing fast in annual giving… and also what’s staying the same.

10:15 a.m.                               
Coffee Break

10:45 a.m.                               
Breakout Session IV

Fresh Ideas to “Raise the Bar” with your Phonathon this Year!" (Assistant/Associate Track)
Jennifer Abelson, Senior Associate Director, Colgate University 
Try something new to reach your Phonathon goals this year! You’ll leave this interactive session inspired to take risks. Topics will include creative and simple approaches to increasing pledge fulfillment and credit card rates, evaluating your callers and raising the profile of your Phonathon program within Institutional Advancement. Bring your ideas and an open mind!

Applying Business Models to Annual Fund Fundraising: The Sequel (Director Track)
Jim Trapp, Director, Annual Giving, Williams College
Jon Hysell, Director, Annual Giving, Hamilton College
A continuation of last year’s successful discussion on how selectively applying business practices can help provide new approaches to fundraising.  In the increasingly complex world of Annual Giving, we are being asked to do more with less, a concept that is not new in the commercial arena. Lessons drawn from the for-profit sector are transferable in whole or part to academic advancement.  This session will take a deep dive into topics ranging from the cost effective allocation of resources to the importance of building high performing teams. Other topics for discussion will include competitive collaboration, differentiating between what is highly valued vs. simply valuable, using data to drive action and the value of a "bottom line mentality."

Combat fatigue:  Staying on Message….Creatively
Sue Regier, Director of Annual Giving, Middlebury College
Finished a campaign, your donors are tired of hearing from you, and your staff is doing more with less – now what? Come and see how Middlebury and other schools have kept the momentum going.

Effectively Marketing and Soliciting Restricted Annual Fund Gifts
Donna Ancypa Holmes, Associate Director, The Oberlin Alumni Fund
Natalie Bombard Akin, Associate Director, Davidson College
Does your annual fund solicit current-use restricted gifts beyond the Area of Greatest Need for high-profile programs around campus?  Are you getting the balance between unrestricted and restricted current-use revenue right? Or are you wondering if providing those restricted current-use giving options will raise your participation by engaging donors who want to be more specific about where their money goes? Learn more with real-world examples from Davidson and Oberlin, and engage in a lively discussion about the pros and cons of restricted current-use giving, including effective approaches to marketing and soliciting that make these unique pieces part of the annual fund whole.

Farewell lunch (indoor and outdoor seating)

12:30 p.m.                               
Conference Steering Committee Meeting