2015 Conference Agenda & Speakers

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Tentative Schedule

Networking Breakfast & Registration
APRA DC President Welcome
Anne Dean | Director, Research & Relationship Management | George Washington University
LaKiesha Gayden | Assistant Director, Research & Relationship Management  |  George Washington University
Panel Discussion: Big shop vs. Small shop – the challenges, advantages, and how to succeed in both
Andrea Balzano | Senior Development Research Analyst | World Wildlife Fund
Leigh Ann Cardenas | Director, Prospect Development | National Park Foundation
Beth Ann Kyle | Director of Prospect Strategy | The Pew Charitable Trusts
Presentation of MARC Scholarship Award
12:00 -12:45
Mark Bechhofer | Senior Account Executive | Relationship Science - Platinum Sponsor
David Robertson | Director of Operations Research | Syracuse University
Karen Greene |  Senior Consultant and Director, Client Relations | Marts & Lundy
Wrap up & feedback forms
Networking happy hour at Acacia Bistro (optional)
Cash bar and complimentary light appetizers

Presentation Summaries

Building Consensus in Relationship Management
Anne Dean|Director, Research & Relationship Management|George Washington University

LaKiesha Gayden|Assistant Director, Research & Relationship Management|George Washington University

Hear from two battlefield tested relationship management warriors about GW’s client and leadership staffed Relationship Management Working Group. Within considerable relationship management efforts undertaken, building consensus is critical to an operation’s success when implementing change – but can prove difficult with different players, personalities, and backgrounds. This session will cover the group’s history and makeup, focuses, challenges, and takeaways while engaging the audience in their methods of building or maintaining client buy-in with relationship management.

How to Bridge the Resource Gap to Bring Big data to Your Nonprofit

Mark Bechhofer|Senior Account Executive|Relationship Science - Platinum Sponsor

Hiding behind the battle cry of big data is a big, dark secret: Most organizations do not have the expertise or infrastructure to effectively employ it. But, this is changing quickly. New tools from big players like Salesforce, boutique firms like Social Solutions and open source platforms like Fluxx make it easier and cheaper to run data-driven organizations. In this new presentation from Relationship Science, find out how innovative nonprofits like the Robert Wood Johnson Foundation and Memorial Sloan Kettering are bridging the big data gap through smarter databases, optimized touch points and cross-sector partners.

The HeART of Data Mining/Predictive Modeling

David Robertson|Director of Operations Research|Syracuse University

The world is not perfect and neither is the data contained in our data warehouses. As data miners it is critical that we knowledge “error” and discover the tools that highlight those levels of correlations interacting among the data variables. This is the first step in Data Mining and Predictive Modeling; we acknowledge error and then we do everything we can to create models that minimize error and promote highly correlated variables for prospect mining and profiling. This session will use Microsoft Excel as our analytical engine, a power tool available to all. Attendees will walk away with a proven method of creating their own data mining models on Monday morning with software already sitting on their desktops, a basic understand of data mining model construction and its creative possibilities, and a ground work of basic correlation theory and methodology. They will come to understand that data mining and predictive modeling is NOT rocket science. 

Prospect Research: Today and Tomorrow
Karen Greene | Senior Consultant & Director, Client Services | Marts & Lundy
Indelibly marked by the economic downturn and its recovery; all aspects of fundraising are functioning in new ways. Working with non-profits across the country, Karen will share her perspective on how she has seen it impact prospect research. Plus share her thoughts on where these revolutions are moving the field. Come along for an interesting and provocative ride!

Speaker Bios

Andrea Balzano has been a prospect development professional for over twenty years at organizations both small and large, including Pomona College, Rensselaer Polytechnic Institute, Bennington College, Cornell University, Enterprise Community Partners, the Joint Center for Political and Economic Studies and, currently, the World Wildlife Fund. She has also volunteered as a grant writer and prospect development consultant, helping small nonprofits to develop the prospect research skills and prospect management systems needed to build and sustain major giving programs. She has written articles for APRA Connections and the upstate New York and DC APRA chapter newsletters.

Mark Bechhofer is a Senior Account Executive with Relationship Science (RelSci).

Mark joined RelSci pre-launch and has worked to drive platform enhancement and client development for the not for profit industry.  Prior to RelSci, Mark worked for Capital IQ, another company founded by Neal Goldman (founder of RelSci).  At Capital IQ, he spent 3 years in their New York office and 2 years in their Chicago office, working in various capacities including Private Equity Research and Client Development.  Mark’s passions lie with a number of social causes and arts based organizations and he loves being able to introduce nonprofits to cutting edge technology, which can help them raise money and further the cause.

He attended the Hartt School, at the University of Hartford and has a BA in Performing Arts Management. 

Leigh Ann Cardenas is the Director, Prospect Development, at the National Park Foundation, where she is part of a growing team charged with revitalizing the major gifts program with a renewed focus on leadership giving. As such, she draws on over 15 years of working with a wide variety of nonprofits, including The ALS Association, Occidental College, and The RAND Corporation. Leigh Ann integrates traditional prospect research and prospect management skills with her development operations and management experience to provide support for her major gift donor team and fundraising colleagues. Leigh Ann, a native of Southern California, earned her BA from Whittier College, and recently completed the APRA/Rice University Development Operations certificate program. In her spare time, Leigh Ann explores national parks—which is now, wonderfully, both a recreational and professional activity.

Anne Dean, Director, Prospect Research & Management, has been in her current position at GW since January 2013, overseeing the team that provides the research (proactive prospecting and reactive requests) and prospect management services for Development & Alumni Relations and select university leadership. Prior to becoming director, Anne was a senior analyst in GW’s Prospect Research & Management office for nearly a year. Before coming to GW, Anne was a research analyst with UC San Diego, initially starting in the university’s External Affairs unit in 2004. She has also worked in other areas of development and alumni relations at Hood College and Vanderbilt University. Anne has given presentations focused on strategic planning for prospect research shops for APRA, APRA DC, and CARA conferences and seminar days.

LaKiesha Gayden is Assistant Director, Research and Relationship Management at GW, where she has served since March 2012.  LaKiesha joined GW’s Division of Development and Alumni Relations in June 1999.  As a Prospect Research professional at GW, she has served as interim associate director of Prospect Research & Management, liaison to the President’s Office, and designated trainer for work students and research staff.  At GW, LaKiesha has served as a member of the SunGard Advance Implementation Workgroup for Biographical Records and the Advance conversion testing team.  She is a member of APRA and active supporter of chapter events sponsored by APRA DC and APRA MD.  LaKiesha earned her BS from Trinity Washington University.

Karen Greene joined Marts & Lundy as a full-time Senior Consultant on January 1, 2014. Over the past 23 years, Karen has been a trusted advisor, thought leader and pioneer in the field of advancement operations. She possesses a broad spectrum of expertise including prospect research and management, stewardship, events, finance and budget, campaign management and strategic digital engagement strategies.

Most recently Karen served as Associate Vice President, Development and Alumni Relations at the George Washington University, where she led preparations for the university’s first ever $1 billion fundraising campaign. She has chaired the APRA Foundation, served on the board of APRA, been a judge for the Council for Advancement and Support of Education (CASE) Excellence Awards and has been a frequent presenter for CASE, the Association of Fundraising Professionals (AFP), the Association of Professional Researchers for Advancement (APRA) and the Association of Lutheran Development Executives (ALDE).

A pioneer in the field of Internet-based prospect research, she co-authored a prize winning paper on the topic in 1993. While at ASU, her research team won the CASE Circle of Excellence – Gold Award in 2009 for their prospect management program. Her commitment, dedication and service to the field of prospect research were recognized in 2010 when she received the APRA Service Award, its highest distinction.

Prior to her work at George Washington University, Karen was Vice President of Operations and Special Projects at Arizona State University Foundation. She has held leadership positions at Creighton University, the University of Minnesota Foundation and at a national consulting firm.

Beth Ann Kyle, Director of Prospect Strategy, joined The Pew Charitable Trusts (Pew) in 2012. She leads the prospect research team, focused on identifying potential philanthropic partners for Pew and managing the prospect development process. Ms. Kyle most recently served as assistant director of development at the National Building Museum where she managed operations and research for the development department. Before joining the Museum, she was the prospect and database manager at the Smithsonian Institutions’ Freer and Sackler Galleries. Previously she held administrative, development, marketing, and information consulting positions at the Pyramid Atlantic Arts Center, Rock Creek Creative, and several government consulting firms. She has a bachelor’s degree in geography and political science from the University of Delaware and a Masters in Library and Information Services from the University of Maryland.

David Robertson is Director of Operations Research at Syracuse University. His area of expertise is in data mining with a strong interest in forecasting and predictive modeling. He continues to present statistical methods and modeling at APRA and CASE conferences throughout the US and Canada. David has a BS and MBA from Le Moyne College in Syracuse, NY where he teaches business and social science statistics, as well as business management strategy as an adjunct professor in the Business and Math Departments. He is currently a doctoral student in the Social Science Ph.D. Program within the Maxwell School at Syracuse University. His research examines the unrecognized and informal charitable contributions of the underrepresented; focusing on the philanthropic activities of disenfranchised or marginalized members of society. Currently his doctoral research investigates New York State Mexican migrant farmworkers and their charitable contributions within the diaspora as well as their charitable contributions offered to their ancestral homeland through remittances. He utilizes both qualitative and quantitative methodology as well as visual ethnography.


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