N e w N e w i d e a s a p p r o a c h e s N e w c o nn e c t i o n s 27th Annual International Conference July 30 – August 2, 2014 ⧫ The Cosmopolitan of Las Vegas Advance Program New Ideas, New Approaches, and New Connections at the APRA 27th Annual International Conference Prospect Development 2014 is the premier event for professionals in data analytics, fundraising research and relationship management. Karen Isble APRA President There are always new ideas and new approaches being introduced to help us perform our work, even though the fundamental goals and challenges we face remain the same. We need to stay informed of the technology and tools that can help us be successful in serving our organizations. Through APRA, we gain education that fosters professional growth and reinforces our essential role on the fundraising team. And at APRA’s 27th Annual International Conference, we also rekindle and make new connections with like-minded professionals. We discuss our achievements and innovations in order to become inspired to try something new and different at our own organizations. By sharing best practices and informational resources with peers and colleagues from around the world, we can help each other problem solve and succeed. Prospect Development 2014 provides education tailored to and the opportunity for collaboration between professionals in prospect research, relationship management, data analytics, advancement services and fundraising. We hope that you will join us in Las Vegas for what’s sure to be a great conference! Year-Round Platinum Strategic Partner Year-Round Gold Strategic Partner Annual Conference Partners Highlights of Prospect Development 2014, APRA’s 27th Annual International Conference include: ⧫⧫54 expert-led education sessions ⧫⧫12 Pre-Conference Workshops ⧫⧫Six tracks, including: »» »» »» »» »» »» Prospect Research Relationship Management Partners in Fundraising Management & Professional Development Campaigns Data Analytics or Prospect Identification ⧫⧫New Researchers and Data Analytics symposia ⧫⧫Top-rated keynote speaker, Una Osili, PhD, Indiana University Lilly Family School of Philanthropy ⧫⧫Roundtable discussion and networking event ⧫⧫Vendor seminars ⧫⧫Dedicated Exhibit Hall hours Additional information about Prospect Development 2014 is just a click away! Complete faculty details and session descriptions are online at www.APRAhome.org/2014Conference. Visit regularly to access new conference information as it becomes available – now through the event. Visit www.APRAhome.org/2014Conference for additional information. New ideas. New approaches. New connections. APRA, your Partner in Fundraising, is here to help you demonstrate and achieve greatness. Nurture your professional growth and gain new ideas by attending the premier networking and education event for fundraising research, data analytics and relationship management professionals. Discover best practices, trends and new resources that help you maximize the potential of you and your team while establishing new connections you can turn to throughout your career. With up to eight concurrent educational sessions spanning six tracks, you will have many opportunities to advance your skills and your career. Each session is tailored to prospect development professionals of specific skill levels, including: Basic — Provides an introduction into prospect development best practices and methodologies Advanced — Provides an opportunity for seasoned professionals to enhance management abilities, foster strategic partnerships, refine advanced problem-solving skills and maximize campaign productivity Visit www.APRAhome.org/2014Conference for complete session descriptions and faculty information. Your attendance at Prospect Development 2014 will allow you to advance your skills and drive growth at your organization and in your career! Earn certification points: Full participation in APRA’s 27th Annual International Conference is applicable for 12.75 points in Category 1.B – Education of the CFRE International application for initial certification and recertification. Maximize Your Time and Education Dollars No other conference offers you the unique blend of prospect development-focused topics and participants, pre-conference workshops and symposia, breakout sessions, networking opportunities and exposure to the latest products and services available at APRA’s 27th Annual International Conference. Hear new approaches to common challenges, test out new ideas and develop new connections at Prospect Development 2014! Complete description and faculty information is online at www.APRAhome.org/2014Conference. KEY: B = Basic • A = Advanced New Researchers Symposium Enrich your knowledge in each area of prospect research. Wednesday and Thursday, July 30-31 B Designed specifically for fundraising and research professionals with less than two years of experience, this program covers the entire spectrum of prospect research, including web research, relationship management, prospect identification and analytics, and corporate/foundation/individual research as well as an opportunity to network and discuss best practices related to institutional databases. New researchers will learn more about the integral role research plays in successful fundraising efforts and establish connections with others who are new to the field. Participants will leave with additional resources to locate valuable information on prospects, stay organized and increase their contributions to their organization. Visit www.APRAhome.org/ NewResearchersSymposium for additional details. Sponsored by WealthEngine Data Analytics Symposium Pre-Conference Workshops Go beyond prospect identification to drive strategy and results. Wednesday and Thursday, July 30-31 Hear new ideas and new approaches for tackling your challenges through expert-led half-day workshops. Wednesday, July 30 B&A Are you beginning an analytics program? Are you already deep into the day-to-day work and looking for new ways to manage your analytics program? No matter if you are in the start-up phase or the enterprise phase, you will discover new ideas for projects and new approaches to data analytics that will help inform management decision making and set you apart at your organization. Expert faculty will present case studies of projects beyond prospect identification and provide insight into future trends. The start-up track will help you understand the key managerial and technical elements for assembling an analytics program within an organization. The enterprise track will provide new management strategies, technologies, methodologies and other areas of inquiry to those in more mature analytics programs. Looking for an in-depth program to learn about the basics of data analytics? A dedicated symposium will be held this November for those who are new to data analytics. Tap into the expertise of presenters, engage with colleagues and gain in-depth knowledge tailored to your experience level and professional development needs with these pre-conference workshops. With 12 different half-day workshops, you can learn proven strategies from leading institutions and identify solutions to your most pressing challenges. Visit www.APRAhome.org/2014Conference for additional details and a complete list of sessions and faculty. Visit www.APRAhome.org/ DataAnalyticsSymposium for additional details. Sponsored by WealthEngine Pre-Conference Workshop Schedule Wednesday, July 30 Prospect Research 9:00am – 12:00pm Relationship Management Trends Campaigns 101 • A 102 • B A 103 • A 104 • B A 105 • B 106 • B A Untangling Securities, Mergers, Acquisitions and IPOs Rebekah O’Brien, Loyola University Chicago; Leigh Petersen Visaya, Loyola University Chicago; Alison Rane, Loyola University Chicago Managing Planned Giving Relationships Lawrence Henze, Target Analytics; Elisa Shoenberger, Loyola University Chicago; Camille Licklider, Northwestern University; Tina Pugh, Nature Conservancy Driving Moves Management Forward to Implementation and Beyond Kristen Heller, The College of William and Mary; Heather Vinge Hanson, University of Minnesota Foundation Building Your Personal Brand Bond Lammey, Bentz Whaley Flessner; Juli Geske-Peer, University of Minnesota Foundation Improve Your Profile Technique Jennifer Filla, Aspire Research Group, LLC; Deborah Whittemore, All Children’s Hospital Foundation Using Gift Tables and Assessing Campaign Outcomes Karen Greene, Marts & Lundy Prospect Research 1:30pm – 4:30pm Management and Professional Development Relationship Management Management and Professional Development Trends Campaigns 111 • B A 112 • B A 113 • A 114 • A 115 • A 116 • A HIPAA Privacy and Security: Using Expanded PHI in Profiles and Physician/Grateful Patient Identification Linda Hahn, Beaumont Foundation; Paul Dakin, Mount Sinai Health System, Brandi Baker Gross, Health East Bay, Sutter Health,Brain Ursrey, Children’s Healthcare of Atlanta Prospect Outliers: Rating and Valuing Business and Foundation Prospects Andillon Hackney, University of California, San Diego; Lee Thomsen, University of California, San Diego Advancing Relationship Management with Data Analytics Lisa Howley, Johns Hopkins Institutions What to Expect When Becoming a Director Jill Meister, University of New Hampshire Tangible Valuations for Alternative Assets Jeffrey Ouellette, Independent Consultant Campaign Reporting: From Planning to Launch and Beyond Karen Isble, University of Michigan Program Highlights New Conference Attendees Orientation Opening Keynote Presentation Wednesday, July 30 Thursday, July 31 Una Osili, PhD, Director of Research at the Indiana University Lilly Family School of Philanthropy Among the most valuable aspects of the APRA Annual International Conference are the opportunities to make new connections with your peers and expert practitioners to guide you in your career. Attend this special orientation to meet planners, ambassadors and other newcomers. You will also learn how to use networking time to the fullest and tailor your agenda to your professional development needs. Exhibit Hall Opening Reception Wednesday, July 30 Connect with prospect development professionals from institutions across North America and meet industry leading vendors during the Opening Reception. Share challenges and solutions with friends, colleagues and APRA’s valued exhibitors during the first night of the conference. Enjoy refreshments while you view product demonstrations or make new acquaintances. An internationally recognized expert on philanthropy, Dr. Osili frequently speaks across the country on issues related to national and international trends in philanthropy and has been quoted by national news media outlets such as The New York Times, the Chronicle of Philanthropy and National Public Radio. Dr. Osili leads the Indiana University Lilly Family School of Philanthropy’s extensive research program, leading its partnerships with Bank of America, United Way Worldwide, Global Impact, Coutts, National Collegiate Athletic Association and other institutions. Dr. Osili provides guidance for the research for Giving USA, which is published by Giving USA Foundation. She also directs the School’s signature research project, the Philanthropy Panel Study (PPS). PPS is the largest and most comprehensive study of the philanthropy of American families over time, and is conducted in partnership with the University of Michigan’s Panel Study of Income Dynamics (PSID). She has also led an inaugural report on global trends in Million Dollar Gifts in six countries. In addition to her appointment at the Indiana University Lilly Family School of Philanthropy, Dr. Osili is a Professor of Economics and Philanthropic Studies at Indiana University Purdue University, Indianapolis (IUPUI) and is a member of the graduate school faculty at Indiana University. Awards Presentation Thursday, July 31 Join APRA leadership to recognize the accomplishments of your colleagues. Recipients of the 2014 APRA Scholarship, Margaret Fuhry Grant, Professional of the Year Award and Distinguished Service Award will be announced during the awards presentation. Vendor Seminars Thursday, July 31 Have you been keeping up with current products and services in the marketplace? Want to learn what lies ahead? Take advantage of educational sessions, presented by the solution providers, to enrich your knowledge of current and future capabilities and how they can streamline your work. Participating vendors, include IBM and Target Analytics, a Blackbaud Company. APRA Talks 2014: The Leadership Edition Friday, August 1 What makes a strong leader? Is it a person’s title, their influence or something more? Building off the success of APRA Talks 2013, this targeted networking opportunity will focus on leadership and the many forms it takes. Following our spotlight speakers, join your industry peers for a targeted brainstorming discussion session. Participating in APRA Talks 2014: The Leadership Edition is the safest bet you’ll make all week! See Dr. Osili’s full biography at www.APRAhome.org/Keynote. Sponsored by Target Analytics, a Blackbaud Company APRA Exhibitors and Sponsors Visit with industry-leading vendors at the APRA Exhibit Hall to discover innovative new solutions and learn how to get more out of your current products and services. Connect with sponsors and exhibitors during these times: Wednesday, July 30 5:00pm – 7:00pm...............Opening Reception Thursday, July 31 8:00am – 9:00am....................... Breakfast 10:00am – 10:30am������������������������� Break 12:00pm – 1:00pm���������������������������Lunch 2:45pm – 3:15pm����������������������������� Break Friday, August 1 7:30am – 8:30am........................ Breakfast 10:00am – 10:30am ������������������������ Break 12:00pm – 1:00pm���������������������������Lunch 1:00pm – 1:15pm����������������������������� Break Conference Sessions KEY: B = Basic • A = Advanced THURSDAY, July 31 Prospect Research 10:15am – 11:45am 1:15pm – 2:45pm Relationship Management Partners in Fundraising Management and Professional Development Campaigns 201 • A 202 • A 203 • B 204 • A 205 • B A 206 • B 207 • B Investment Advisers: Where to Find Financial Info and How to Make Sense of it All Roslyn Clarke, Harvard University Venturing Into HighTech Research Christopher Haight, Cornell University Building a Prospect Management Program – Year One: Successes and Lessons Learned Pamela Lewis, George Mason University Qualifications: Operationalizing an Evolving Ecosystem Glenda Garcia, McGill University Movin’ On Up: Building Influence through Unexpected Partnerships Stephanie Balzer, University of Arizona Foundation; Emily Walsh, University of Arizona Foundation Building a Strategic Focus Troy Smith, New York University Ratchet Up & Rollout Ratings! Kimberly Ordunio, Loyola Marymount University 211 • B 212 • A 213 • B A 214 • B A 215 • B A 216 • B 217 • A Beyond the Basics – Researching Other Wealth Indicators Jim Baillie, Claremont McKenna College & Erin Osborn, Children’s Hospital Colorado Foundation Death and Divorce: Who Gets What? Jeffrey Ouellette, Independent Consultant Portfolio Management Bill Mitchell, University of Rochester; James Eichinger, University of Rochester Case Study: Designing Dynamic Dashboards Ian Conlon, Duke University; Jennifer Salamh, Duke University Restructuring an Athletics Program's Fundraising Operations using Data Ashutosh Nandeshwar, California Institute of Technology; Craig Leonard, University of Michigan; Kim McDade, University of Michigan The Prospect Development Shop as Agents of Change Lisa Howley, Johns Hopkins Institutions Interactive Campaign Pyramids in Excel Sergey Kucherenko, University of Chicago; Bond Lammey, Bentz Whaley Flessner; Kimberly Priebe, University of Chicago t FRIDAY, August 1 Data Analytics or Prospect Identification Prospect Research 10:15am – 11:45am 1:15pm – 2:45pm 3:00pm – 4:30pm Relationship Management Partners in Fundraising Management and Professional Development Campaigns 301 • B 302 • A 303 • A 304 • B A 305 • B 306 • B 307 • A 308 • B Best Research Tools for Small Operating Budgets Laurie Porter, Franciscan Renewal Center Innovate, Automate, Don't Hate: The New School of Prospect Research Chiayi Tsui, University of Chicago Corporate Performance and Individual Major Giving Bill Mitchell, University of Rochester Developing a Suite of Reports for Planned Giving Ivana Krizanic, MSKCC Strategies for Managing Prospect Data Chris Brakenbury, The Ohio State University Seven Habits of Highly Effective Development Researchers: Powerful Lessons in Building and Strengthening Relations with Major Gift Fundraisers Debbie Eyton Edmonds, Toronto General & Western Hospital Foundation; Amy McKinnon, Toronto General & Western Hospital Foundation Vision Driven Leadership: How to Engage Staff (& Yourself) and be a True Partner in Fundraising Alison Sommers-Sayre, Princeton University Making Volunteer Data Useful in a Health Care Campaign Linda Hahn, Beaumont Foundation; Henry Lau, Beaumont Foundation 311 • B 312 • B A 313 • A 314 • A 315 • B 316 • A 317 • B 318 • B A What Happens in Research Doesn’t Stay in Research: The Ethics in Shared Knowledge Lori Hood Lawson, WorkingPhilanthropy. com, LLC Quick Tricks for Cosmopolitan International Research Laura Johnson, University of Oregon; Michie Spradling, University of Oregon Points, Pivots and Pins: Utilizing Healthcare Clinic Lists Sharise Harrison, UK Healthcare Measure the Depth of Your Pool Tisha Martin, Boise State University Mandatory Moves Management: Process and Impact Megan Rock-Friedfeld, Juvenile Diabetes Research Foundation; Lisa Fay, Nelleck, JDRF Strategic Partnerships with Major Gift Officers: Relationship-building and Myth-busting Grant Gilbert, World Wildlife Fund; Bob Lyon, World Wildlife Fund How to Advance Your Career Through Professional Development Opportunities Lauren Dixson, Drake University; Amy Turbes, Creighton University, Janet Rapp, APRA Headquarters, Bond Lamey, Bentz Whaley Flessner and Dina Zelleke, Harvard University Extreme Makeover: Rejuvenating Prospect Development for a Campaign Kristin Richardson, University of South Carolina; Beth Trammell Inman, University of South Carolina 321 • B 322 • B A 323 • A 324 • A 325 • A 326 • A 327 • B A 328 • B News You Can Use: A Guide to Tracking Prospects with News Alerts Catherine Cefalu, University of Chicago Managing Principal Gift Programs, Services and Pipelines Josh Forsyth, University of Minnesota The (New) Role of Research and Analytics in Major Gift Fundraising Events Claire Botherston, Save the Children UK; Suzie Stephens, Save the Children UK Prospect Analytics: Separating Fact from Fiction Ashutosh Nandeshwar, California Institute of Technology A Path to Success: Establishing a System of Fundraiser Performance Metrics David Lively, Northwestern University; Brock Silvey, Northwestern University Finders Keepers: Increasing Donor Retention through Research Lori Hood Lawson, WorkingPhilanthropy. com, LLC; David Lawson, NewSci, LLC Building Effective Research Volume and Activity Reports Emma Hinke, Johns Hopkins Institutions; Laura Narango Delgado, Johns Hopkins University Using Social Media Effectively During a Campaign Douglas Allen, Allens Consulting SATURDAY, August 2 Data Analytics or Prospect Identification Prospect Research 8:30am – 10:00am 10:15am – 11:45am Relationship Management Partners in Fundraising Management and Professional Development Campaigns 401 • B 402 • A 403 404 • A 405 • A 406 • B A 407 • A 408 • B Residential Real Estate Review Melissa Stepno, Target Analytics Gold Digging: Building a Proactive Operation Gareth F. Griffin, University of California, Berkeley; Missy Garner, Clemson University Not Perfect Excellent: Putting the Brakes on the Briefing Factory Cristi Hendry, Harvey Mudd College Leveraging Geographic Data for Prospecting Carrick Davis, University of Wisconsin Foundation A Decade of Supporting Open Cultivation Jessica Balsam, University of Washington; Susan Hayes-McQueen, University of Washington Defenders of Your Universe: Our Role in Accepting (and Rejecting) High Risk Donations Suzie Stephens, Save the Children UK Learn to Train Your Researcher Katherine Linder, University of Michigan; Emily Shipman, University of Michigan Keeping Your Ship Afloat in a Campaign Amanda Smith, Christopher Newport University 411 • B 412 • B 413 • A 414 • A 415 • B A 416 • B 417 • B 418 • B The Art of Relationship Mapping Jennifer R. Shultz, Foundation for the Education of Young Women; Josh Mait, Relationship Science; Tina G. Donahoo, Marts & Lundy Leveraging Wealth Intelligence in the Annual Fund T. Clay Buck, WealthEngine Excel for Researchers Lee Thomsen, University of California, San Diego Building Layers of Data in Data-Poor Systems Vanessa Taylor, UnityPoint Health; Janet Weimar, UnityPoint Health National Survey Reveals the Metrics that Matter Tricia Ambler, WealthEngine; Sally Boucher, WealthEngine Strategic Partnerships with Gift Planning Jason Chestnutt, University of Virginia; Christopher Hubert, University of Virginia Building Skills for Strong, Strategic Partnerships Dale Blanchet, Loyola University Chicago; Leigh Petersen Visaya, Loyola University Chicago Don't Gamble with Your Time: Winning Strategies for Researching the Most Valuable Prospects Dana Kardoush, ACLU; Sonya Alvarez, ACLU; Joanna Jeros, ACLU Visit www.APRAhome.org/2014Conference for additional information. Visiting Las Vegas Hotel Transfer and Cancellation Policies The Cosmopolitan of Las Vegas If you have registered for the conference and are unable to attend, you may transfer your registration to another member of your choice by June 27. Otherwise, a letter must be presented on site. Transfers outside your organization require prior written approval by your immediate supervisor and APRA Headquarters, and may require an additional processing fee. 3708 Las Vegas Blvd. South Las Vegas, NV 89109 Reservations Visit www.aprahome.org/hotel to make your reservation online or call (855) 435-0005. APRA has negotiated a group rate of $159 per night, plus tax, for a single room. Mention you are with the APRA 2014 Annual Conference or group code SAPRA4 and reserve your room by 7/1/14 to receive the special discounted rate. Transportation The Cosmopolitan of Las Vegas is conveniently located in the heart of the Strip. Experience Las Vegas luxury with restaurants and lounges, shopping, pools and – of course – casino right outside your hotel room door. For transportation details to the hotel, visit www.APRAhome.org/2014Conference. Should you need to cancel your conference registration, a letter must be sent to the APRA Headquarters office requesting a refund. This letter must be received on or before June 27 to receive a refund, less a $100 administrative fee. No refunds will be issued after June 27. Unused funds can be applied to the next year’s conference. If APRA cannot hold the conference due to acts of God, war, government regulation, disaster, strikes, civil disorder, curtailment of transportation or other emergencies making it inadvisable, illegal or impossible to provide the facilities or to hold the meeting, each pre-paid registrant will receive a copy of conference handouts and any other materials that would have been distributed. Fixed conference expenses will be paid from the pre-registration funds. APRA is not responsible for any other costs incurred by pre-registrants in connection with the conference. General Information Attire Business casual attire is recommended. Because room temperatures can vary, please consider dressing in layers. Meals Workshop and symposia registration includes beverages and snacks during breaks. Lunch is not included in the workshop registration, or the first day of the Data Analytics or New Researchers Symposia. Full conference registration includes the Opening Reception on Wednesday evening; continental breakfast on Thursday, Friday and Saturday; lunch on Thursday and Friday and refreshment breaks on Wednesday, Thursday, Friday and Saturday. Special dietary requests must be submitted in writing to APRA headquarters at least two weeks before the conference. Special Needs If you have any special needs, as addressed by the Americans with Disabilities Act, notify APRA headquarters at least two weeks before the conference. APRA will endeavor to accommodate your requests. It is important to also notify the hotel of these needs when making your room reservation. Registration Registration forms will not be processed without payment. Full Conference registration includes admission to seven sessions. APRA requests that attendees pre-select sessions to reserve a seat in your chosen educational sessions. You may alter your selections at any time; however, requests for session changes are subject to session availability. Remember, your membership must be current to receive the discounted rate for the conference. Please allow approximately 10 days processing time if you are joining APRA before registering for the conference. New members may join online for quicker processing. Confirmation When you register online, you will receive an electronic confirmation within minutes. Thank You APRA Volunteers The following individuals have made significant contributions of time and effort to bring you this year’s comprehensive program: Conference Executive Committee Karen Isble, APRA President, University of Michigan Emily Walsh, Conference Chair, University of Arizona Foundation Jill Meister, Treasurer, University of New Hampshire Lauren Dixson, Drake University Alison Sommers-Sayre, Princeton University Curriculum Planning Committee Emily Walsh, Conference Chair, University of Arizona Foundation Lauren Dixson, Conference Board Liaison, Drake University Beth Bandy, Independent Research Consultant (MA) Juli Geske-Peer, University of Minnesota Foundation Andillon Hackney, University of California, San Diego Emma Hinke, Johns Hopkins Institutions Diane Korb, M.D. Anderson Cancer Center Craig Leonard, University of Michigan Amy McKinnon, Toronto General and Western Hospital Foundation Bill Mitchell, University of Rochester Caroline Oblack, Oregon Health & Science University Brock Silvey, Northwestern University Melody Song, Calgary Zoo Brian Ursrey, Children’s Healthcare of Atlanta Hospitality Co-Chairs Cristi Hendry, Harvey Mudd College Susan McQuilkin, University of Nevada, Las Vegas Volunteer Co-Chairs Amy Carrier, Georgetown University Devon Villa Gessert, American University Roundtable Co-Chairs Bond Lammey, Bentz Whaley Flessner Misa Lobato, University of Colorado PRESORTED FIRST-CLASS MAIL U.S. POSTAGE PAID PALATINE, IL P&DC Permit No. 2 330 N. Wabash Avenue Suite 2000 Chicago, IL 60611-7611 Phone: (312) 321-5196 Fax: (312) 673-6966 E-mail: info@APRAhome.org Visit www.APRAhome.org/2014Conference to sign up today. Register by April 25, 2014 for the greatest savings! Maximize your education dollars with training and networking in one location. Join hundreds of like-minded professionals at the premier event for prospect development professionals. Hear new ideas. Develop new approaches. Make new connections. ⧫⧫Specific content to meet your unique needs: Educational offerings categorized by experience level and curriculum focus ⧫⧫12 Pre-Conference Workshops: Leading industry experts and professional faculty present in-depth sessions, segmented by topic and experience level ⧫⧫New Researchers Symposium ⧫⧫Data Analytics Symposium ⧫⧫54 conference sessions ⧫⧫Unique platform for networking and industry discussions ⧫⧫Dedicated Exhibit Hall hours ⧫⧫Keynote speaker, Una Osili, PhD Who should attend? ⧫⧫Researchers, Data Analysts and Information Management Professionals ⧫⧫Relationship Management Professionals ⧫⧫Advancement Services and Development Operations Professionals ⧫⧫Front-Line Fundraising Professionals ⧫⧫Campaign Managers ⧫⧫Directors of Development ⧫⧫Executive Directors and Chief Development Officers ⧫⧫Fundraising Consultants