The following sessions have been confirmed for the Advancement Services track. Once the program has been finalized, a comprehensive schedule will be posted.
Fixing the Leaky Bucket – Addressing Issues of Donor Attrition
Your donor file has a life of its own and can be compared to a big, leaky bucket. New donors enter your bucket with a first-time gift (like filling your bucket with a hose) and, hopefully, continue to give on a recurring basis. Unfortunately, donors often lapse in their giving (leak out the bottom of the bucket). Lapsed donors can be reacquired (like holding a ladle under the bucket and pouring them back in) but is it worth it to do this? Most of us understand the importance of keeping track of these donors but few of us know how to measure these statistics and what to do about it once they are known. In 2017, Jon began studying a representative sample of universities to identify industry benchmarks for donor attrition. In this session, you will learn the results of this study and how to measure donor attrition performance statistics on your own so you can see how you measure up to the industry norms. In addition, he will give you practical and proven solutions for dealing with “at risk” segments in case you have your own problem areas.
Jonathan Van Oss, Director of Analytics, Pledgemine
Jena McKinzie, Director of Development, Centenary College of Louisiana
Gift Acceptance Policies: Lessons Learned
You answer the phone to discover a prominent donor wants to donate a cherished heirloom that your University has no use for. A well-written gift acceptance policy can help both you and the donor end the phone conversation with a smile. This session will cover the basics of gift acceptance policies and how they can provide discipline and education for your organization as well as preserve donor relationships.
Brenda Morris, Director of Advancement Services, Texas A&M University – Commerce
“That Good Old Baylor (Pipe)Line:” Engagement Insights Fueling Prospect Discovery, Donor Acquisition
Baylor University is tapping into new social sources of engagement and adding those insights to its in-house scoring models. Hear how the team uses data to discover new prospects, connecting the interests of constituents to fundraising priorities even before the first meeting, and equipping gift officers to build portfolio and engage more potential donors. We’ll walk through proven strategies to build a groundswell of digital engagement, showcase how the Baylor team taps into these insights to surface highly engaged prospects with capacity, and how they’re moving toward closing gifts faster than ever. Through the lens of benchmarking data from Baylor and other institutions, attendees will learn the value of digital engagement, best practices for increasing social interactions from alumni audiences, tracking those insights, and how to leverage that information into discovering new prospects and connecting with donors on a personal level.
Aaron Borsellino, Director of Prospect Development, Baylor University
Zone Coverage! In basketball, zone coverage is a type of defense which is the alternative to man-to-man; instead of each player guarding a corresponding player on the other team, each player is given an area (a zone) to cover. For many small Advancement shops, zone coverage and “We are One” is the daily mantra! Don’t have the luxury of college embedded development officers? Don’t have campus marketing under your umbrella? IT office on the other side of campus? No single office in charge of campus events? Learn from two small advancement shops on how they manage everything from Foundation Board relations, to alumni associations, to donor events, to major and planned gifts, to data base management, to research services, to gift processing, to community relations and athletic fundraising. This interactive session will be lively, and participants will leave the session with a camaraderie and network of fellow advancement professional who know how to play zone coverage.
Brad Walker, Vice President of Institutional Advancement & External Relations and CEO of Texas A&M-Kingsville Foundation, Texas A&M-Kingsville
Kevin Ludlum, Vice President of Institutional Advancement, Wayland Baptist University
Legal, Regulatory, and Compliance Issues in Fundraising
Learn the essentials of financial, governance, and audit compliance for fundraising non-profits. Topics covered will include governing documents, financial best practices, and ways to steer clear of compliance problems.
Theresa Law, Vice President of Advancement, New Mexico Highlands University