So you have to raise money because you have not staff to raise the money and you have no staff because there isn't enough money. It is actually possible to break out of this cycle! In this session, designed for small shops, you will learn how to decide which of the many fundraising activities will work for your organization, get examples of activities that don't usually work in small shops and why, and strategies for how to get volunteers involved in fundraising even when they think they don't like fundraising.

We will touch on:
The role of technology and what it can and can't do
Mobilizing volunteers even if they think they don't want to fundraise
Online giving and other social platforms - are they the magic bullet?
Planned giving for normal people
Why you should run screaming from events

Learning Objectives:
At the conclusion of this session, participants will:
Understand how to evaluate proposed development strategies for efficiency and effectiveness based on their available human and capital resources.
Identify opportunities to automate fundraising activities, either fully or partially, to better invest available time in high touch activities.
Understand how to develop consistent processes so that volunteers and other people can support fundraising activities with little effort.

About the Presenters: Alice Ferris, ACFRE and James Anderson, CFRE

Alice L. Ferris, MBA, CFRE, ACFRE and James Anderson, CFRE are partners in GoalBusters, which specializes in outsourced development for small nonprofits; integrated fundraising, 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, andNative American causes.

Jim Anderson has more than 25 years of sales and sales training experience and migrated into the nonprofit arena in 2005. Jim specializes in corporate sponsorships, donor motivations and the psychology of giving, marketing and social media campaigns, communications, media production and event hosting. In 2010, Jim was selected as the Association of Fundraising Professionals Northern Arizona Fundraising Professional of the Year and he is the 2013-2014 President of the AFP Northern Arizona chapter. He received his Certified Fundraising Executive (CFRE) credential in 2013.

Alice Ferris has over twenty years of professional fundraising experience, and specializes in strategic and development planning, board development, annual giving, nonprofit operations and public broadcasting hosting. Alice has served on a multitude of nonprofit boards over the last 15 years, including 8 years on the AFP International Board. In addition, she is one of 102 in the world to earn the Advanced Certified Fundraising Executive (ACFRE) credential and currently chairs the ACFRE Credentialing Board. She also maintains her CFRE credential, which she received in 1999. She is a two-time honoree as AFP-Northern Arizona Fundraising Professional of the Year. Alice and Jim are both AFP Master Teachers and have presented throughout North America.

This session explores the Fundraising Effectiveness Project report commissioned by AFP and the Urban Institute. We will focus on what can be done about retaining donors based on the principles of Dr. Adrian Sargeant, the world renowned authority on building donor retention and donor loyalty. Dr. Sargeant's principles are based upon years of research conducted in the sector and can be used by any organization whether you are a one person shop or a large department. We will show examples of his principles in action via various technology tools. The results can be astounding when put into daily use. As Adrian states "even a small change in retention of 10% can double the lifetime value of your current donors!"

Learning Objectives
Participants will:
Be familiar with donor retention tools and donor loyalty techniques
Be familiar with current research on these tools and techniques in the nonprofit sector
Learn how exciting and fruitful the use of these principals, based on the extensive research of Dr. Adrian Sargeant can be to fundraising results.

About the Presenter: Jay Love
Jay B. Love currently serves as the CEO and Co-Founder of Bloomerang. Bloomerang serves the non-profit sector only with cutting edge technology tools for fundraising and communications. Prior to Bloomerang, he was the CEO and Co-Founder of eTapestry for 10 years. eTapestry was the leading SaaS technology company serving the charity sector. Jay orchestrated the sale of eTapestry to Blackbaud in 2007 after growing the company to more than 10,000 non-profit clients and charting seven years of record growth. Before starting eTapestry, Jay served 14 years as President and CEO of Master Software Corporation. MSC provided a widely used family of database products for the non-profit sector called Fund-Master. Jay has also been a business consultant for numerous high tech firms throughout the U.S. He is a graduate of Butler University with a B.S. in Business Administration. He currently serves on the boards of numerous non-profits and one private tech company. He and his wife Christie served as Co-Chairs for the Indianapolis YMCA 2011 Capital Campaign and are the proud parents of three children as well as five grandchildren. He was a founding Chairman of NPower Indiana, Founding Member of TechPoint Foundation and Founding Member of the AFP Business Member Council. He is a past member of the AFP Business Member Council. He is a past member of the AFP National Board, but currently serves as Chairman of the AFP Ethics Committee. He is a current Board Member for The Lilly School of Philanthropy at IU, Gleaners Food Bank, and TechPoint Foundation for Youth. Over the years he has given more than 2,000 speeches around the world for the charity sector and is often the voice of new technology for fundraisers.

In an increasingly competitive fundraising world, how do you find, cultivate and grow donors to advance your mission? In this session we will define and delineate the best way to construct each rung so that you may build a successful and holistic fund development program - one that moves the needle for your institution and your donors; producing ultimate gifts and increasing life-time value. This session is set at the beginner/intermediate experience level and is aimed at small to medium-sized shops.

Learning Objectives 

At the conclusion of this session, participants will:

• Understand the components of a well-run major gift and annual fund shop.
• Understand how these components work together to maximize each other.
• Learn key tactics and strategies of donor cultivation and solicitation.
• Understand that the better we lay down the science of philanthropy the more free we are to practice the art of it.

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Fundraising can be overwhelming and sometimes daunting for the first-timer. Fundraising: The Nuts and Bolts, is designed to provide you with the framework for fundraising, along with the tools you need to be successful. Brian Bonde, ACFRE, will share best practices of fundraising basics and answer fundamental questions you have about where to begin on a successful career. This seminar is designed specifically for individuals who are new to the fundraising profession.

Learning Objectives: 

At the conclusion of this session, participants will:

• Understand the basic ethical principles that define professional fundraising.
• Begin to explore the nature of wealth and why people want to give 
• Be introduced to the various gift types and the fundamental natural of raising money
• Look at the development office structure and how it should be organized

Target Audience: 

This seminar is designed specifically for individuals who are new to the fundraising profession.

Nothing connects us to one another like stories. We teach our children through story. We entertain each other with stories. And yes, we raise a lot of money by being great storytellers. Great fundraisers know the power of great narrative. In this session, Leah will talk about the psychology around giving, and will provide real life examples of great stories in action.

At the conclusion of this session, participants will:

• Have a better understanding of how donors make giving decisions
• Know the components of a great story
• Have great examples of storytelling in action

Target Audience: 

Intermediate-level fundraisers

About the Presenter: 

Leah Eustace, CFRE is the Chief Idea Goddess at Good Works; a boutique consulting firm in Ottawa, Canada. With over 20 years of fundraising experience, her expertise lies in helping charities develop meaningful relationships with their donors through storytelling.

We may be great at cultivating relationships with our donors but are we equally as great at building and nurturing a philanthropic culture top to bottom in our organizations? And if we are not focusing on this then why are we not? If organizational culture reflects the way an organization operates, and if the unique nature of non-profit organizations is a reliance on philanthropy to fulfill their mission, and if fund development is the engine that drives philanthropy – then why do so many organizations fail to understand the value of understanding how a 'philanthropic' (not fundraising!) culture is crucial to have woven throughout the organization? Why are we relegating ourselves into that dreadful 'silo' and not taking every possible step to increase philanthropic investment in our organization?

Learning Objectives

At the conclusion of this session, participants will:

• Understand both the differences and the synergies between fundraising and philanthropy.

• Have a new perspective on the relationship between fundraising and philanthropy that will change the way you engage others in your work.

• Be able to assess your own organization's culture and identify areas for improvement and practical tips and techniques to help you change it.

Target Audience:

All fundraisers who want to get themselves out of the silo, increase revenues and engage their entire organization. Executive Directors and Board Members will also benefit from this session.

About the Presenter:

Andrea McManus is President of The Development Group, a Canadian-based philanthropic consulting firm. She was the first Canadian to serve as Chair of the International Board of the AFP (2011-12) and is a passionate believer in, writer and speaker on the role fundraising plays in growing philanthropy worldwide.

While there are many great resources on the solicitation or "ask," the knowledge base of the "discovery" call --- the very beginnings of the major gift relationship – are quite limited. John Greenhoe, author of the best-selling book "Opening the Door to Major Gifts" (Charity Channel Press, 2013), will delve into this all important topic in this AFP webinar. Using John's proven methods, participants will learn basic but effective methods for qualifying prospects for the purpose of major gift cultivation, solicitation and stewardship.

At the conclusion of this session, participants will:

• Understand effective methods for researching their major gift prospects – so that the first call isn't "cold"
• Know how various contact means (email, phone, postal mail) can be used strategically to set up the first meeting
• Understand models for scripting the initial visit, or knowing what to say during a casual but purposeful meeting, and
• Understand ways to continue to conversation beyond the first call, and rising trends that will affect discovery calls in the near future

Target Audience 

I believe that all experience levels will benefit from the presentation, but it is most ideally suited toward entry and mid-level fundraising professionals (3-6 years) who are likely getting serious about pursuing major gifts for their organizations for the first time. I also believe that senior level (7-9 years) and advanced level (10+ years) fundraisers will also benefit quite a bit because they will pick up tidbits that will be useful in training staff members in major gifts work.

About the Presenter

John Greenhoe, CFRE, is an internationally recognized speaker who is noted for providing intriguing and stimulating presentations centering on the topic of philanthropy. The author of the Amazon.com best selling book "Opening the Door to Major Gifts" (Charity Channel Press), Greenhoe has more than 25 years of experience in non-profit leadership roles and has successfully trained thousands in the art of the qualification or "discovery" call.

Whether you have no staff or a 10-person development team, an effective major gift program can bring in more revenue than any other fundraising strategy. A healthy major gift program can bring in 80% of an organization's revenue. The key to success lies in donor retention. Retaining donors is where fundraising profit is made, however, organizations lose two out of three donors after the first gift. In a recent study, 69% of nonprofits said they do not or don’t know if they have a strategy for maintaining donor loyalty and a whopping 29% admitted they do nothing when a donor lapses. This is costing hundreds of thousands to millions of dollars in value. Why are we losing so many donors? What can we do to prevent it? Come learn the number one reason why donors stop giving, how investing in major gifts pays off, and how to create a donor loyalty strategy now to deepen their your donor's engagement and increase their giving.

Learning Objectives

At the conclusion of this session, participants will:

• Understand the economic potential of a loyal donor base 
• Understand what you need to know about your donors to build their loyalty 
• Master efficient and impactful ways to make every donor feel appreciated, regardless of the gift or channel, with platform agnostic stewardship tools 
• Learn how to build a donor loyalty strategy to increase revenue and make it more predictable

Target Audience:

The target audience for this webinar is intermediate to advanced, medium to large-sized non-profit organizations who have a major gift fundraising program and at least one full-time major gift officer, however, all levels can benefit from this webinar.

Speakers: Rachel Muir, CFRE

Rachel Muir, CFRE is Vice President of Training at Pursuant where she transforming nonprofit professionals and organizations into successful, confident fundraisers. When she was just 26 years old, Rachel Muir launched Girlstart, a non-profit organization to empower girls in math, science, engineering and technology in the living room of her apartment with $500 and a credit card. Several years later she had raised over 10 million dollars and was featured on Oprah, CNN, and the Today show. Her career spans running successful nonprofit organizations, leading an online fundraising consulting practice, and managing major gift portfolios for some of the country’s largest and most successful nonprofit brands.