Have you ever wondered why someone would violate ethical rules when he or she seemed to be a good person? Do you wonder why power tends to make leaders pursue unethical actions? In this course, you will learn how your brain automatically manipulates ethical dilemmas in ways that allow you to believe you are being ethical when, in reality, your actions and decisions are anything but ethical.

This session is worth 1.25 CFRE CE credits

Michael Hood
After serving for 25 years as a special agent in the FBI, Michael “Bret” Hood became the director of 21st Century Learning & Consulting, LLC, upon his retirement in 2016. Bret was an adjunct professor of leadership and ethics for the University of Virginia while also teaching leadership at the world-renowned FBI National Academy. He received two FBI Director's Awards for leadership development and leadership innovation for his work on the FBI’s executive leadership development program.

PRESENTER: Kay Sprinkel Grace

What We Will Cover

• Major gifts: what they are and why we don’t make them a priority
• Review of basic concepts that guide successful development and fund raising
• Prospects and planning: the foundation for major giving
• The full development process
• Involving volunteers
• Reviewing the elements of the solicitation

Volunteering in the U.S. is at a 12-year low, with less than one in four people regularly volunteering in their communities. This low number of volunteers is compounded by the unfortunate reality that one-third of all volunteers who volunteer in one year do not continue to volunteer in the following year. Far too many organizations focus on recruiting new volunteers to meet their needs when the solution could simply be in doing a better job of retaining existing volunteers.

During this webinar, participants will:

1. Identify the reasons why volunteers stop volunteering;
2. Examine the characteristics of the types of volunteers who are most likely to continue volunteering; and
3. Develop strategies for improving volunteer management and recruiting practices that result in increased volunteer retention

ABOUT THE PRESENTER: 
B.J. Bischoff has served as an independent consultant since 1990 and owns a boutique fund development firm in Sonoma, CA, focusing on grant writing, strategic planning, board and staff development, and project management. She is well-known to AFP audiences as the creator and facilitator of the Faculty Training Academy (FTA) that has prepared AFP's Master Trainers for over 15 years. She was a presenter at the 2015 AFP International Conference and has conducted four workshops at AFP's Leadership Academies. In the late 1990s, she trained the trainers for the Fund Raising School at Indiana University. She established the U.S. Central Intelligence Agency's Train-the-Trainer Program and was the first professional to introduce adult leaning techniques to the Government of Romania. B.J. also assists nonprofit organizations to achieve their fund development goals through strategic planning and grant proposal development, resulting in close to $200 million in funded projects. She earned her Doctorate in Higher Education Administration Indiana University-Bloomington. She is a featured columnist for The Sonoma Sun newspaper, writing a monthly column called Nonprofit Matters (nonprofitmatters.sonomaportal.com) and is a member of the AFP Wine County Chapter.

Reach any prospect. Billionaires, your top prospects that haven't been successfully engaged. Philanthropists who everyone calls. You can get those crucial first meetings that make or break major campaigns. This is very unique and hard to find training taught by a 30 year development veteran who still cold calls everyday. Learn to engage your HNW prospects that every other development officer wants to sit down with.

About the presenter:
Armando Zumaya has been in fundraising for 30 years in a variety of roles that have given him a unique perspective on development offices, prospecting and role of prospect research/management.

He has spent the bulk of his fundraising career as a Major Gift, Leadership Gifts and Annual Fund Officer on two $1+ billion dollar campaigns at Cornell University and the University of California, Berkeley. He began his career in 1985 as a canvasser for SANE/FREEZE in Los Angeles and Ithaca N.Y. where he led door to door canvassers in the field for 5 years. He has served in the Vice President of Development, Director of Major Gifts and Chief Development Officer roles. He is currently the Chief Development Officer, USS Hornet Sea , Air and Space Museum, Alameda, CA.

Most notably, he served as the Director of Development at the San Francisco Opera for over 2 years where he directed the refurbishment of their major and planned giving efforts. He proudly served as the Director of External Relations at the Springboard Schools. He lectures at AFP, AFP Hemispheric, APRA, APRA Chapters, CARA, MARC, Compass Point, Blackbaud, Forum on Fundraising, The Foundation Center and Academic Impressions.

The amount of data, surveys, research and reports about fundraising and the nonprofit sector is both vast and dizzying. Fundraisers barely have enough time to take a step back and see how their own fundraising is faring, much less scan the sector for key trends to get a sense of the big picture. This webinar, pulls together the data from AFP's annual State of the Sector report and puts it into a conversational framework, highlighting the key trends and ideas of 2016 and also forecasts what to be looking out for in 2017. 

At the end of this session participants will:

1. Be familiar with what the trends and highlights were for the industry in 2016

2. Based on this data have a sense of what will be trending in 2017.

About the presenters:

Jason R. Lee, J.D is interim president and chief executive officer of the Association of Fundraising Professionals (AFP), representing individuals and organizations that raise more than $100 billion in charitable contributions every year around the world for countless causes. In his role, Jason leads the association’s professional staff based in three offices (Arlington, Va.; Toronto, Ontario and Mexico City, D.F.) and serves on the board of directors for AFP, the AFP Foundation for Philanthropy and the AFP Foundation for Philanthropy–Canada. Jason previously served as general counsel for AFP. In that position, Jason strove to increase the public visibility and awareness of the association by developing political initiatives regarding fundraising and philanthropic issues. He represented the association in public policy and legislative matters before Congress, the Canadian Parliament, the U.S. and Canadian Administrations, state and provincial legislatures, and various regulatory and other pertinent agencies. Jason chairs the Charitable Giving Coalition, a Washington, DC-based consortium of nonprofit leaders dedicated to raising awareness about the value of the charitable deduction and its impact in supporting essential community services. He coordinated AFP’s successful effort to persuade the U.S. Congress to pass the Protecting Americans from Tax Hikes (PATH) Act of 2015, which made permanent several important tax incentives for American donors, including the IRA Rollover. In Canada, he helped the sector institute an annual Hill Day in Ottawa to increase AFP’s visibility and its position on issues among Canada’s federal and provincial elected representatives. Jason also strives to give chapters a voice on the local, state, and provincial levels of government.

Mark Hrywna has been with the Nonprofit Times since 2005, where he's become a sucker for stories about nonprofit governance, transparency and finances. His penchant for spreadsheets makes the annual NPT 100 report akin to Christmas morning, spread out over several months. Before joining NPT, Mark was in charge of about a dozen weekly newspapers in suburban New Jersey - where he's lived his entire life with the exception of a four-year sojourn in central New York to earn a bachelor's degree from the State University of New York-Oswego.

The 2016 U.S. Trust Study of High Net Worth Philanthropy examines giving patterns, priorities and attitudes of America's wealthiest households. Since 2006, this biennial study has been written and researched in partnership with the Indiana University Lilly Family School of Philanthropy. The largest, longest running series of its kind, the study is an important barometer for wealthy donors' charitable engagement and viewpoints, offering valuable insights that inform the strategies of their peers, nonprofit professionals, charitable advisors, and others.

At the end of this session participants will:

1. Hear the latest data on America's wealthiest donors

2. Be given strategies on how to apply that data to the fundraising needs of their respective nonprofit organizations.

About the presenter: 

Claire Costello is the National Philanthropic Practice Executive for Philanthropic Solutions at U.S. Trust, Bank of America Private Wealth Management. Ms. Costello is a recognized expert in philanthropy. Her reputation results from her involvement with a variety of non-profit ventures and her extensive work assisting high-net-worth individuals and families in identifying and fulfilling their philanthropic ambitions. She supports clients in making a broad range of philanthropic decisions concerning the implementation and execution of their giving strategies and is responsible for providing thought leadership and identifying best practices for both philanthropic families and nonprofit institutions. Previously, Ms. Costello founded and managed the Citigroup Private Bank global Philanthropic Advisory Service. She also practiced law as a litigator in both the public and private sectors, prior to which she clerked in the U.S. District Court.