2016 Annual Conference Program

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Program


8:30-9:15
Networking Breakfast & Registration

9:15-9:20
APRA DC President Welcome

9:20-9:30
WWF Welcome

9:30-10:40
Please Can I Help You Raise More Money? Making the Case for Analytics
Joshua Birkholz | Principal | Bentz Whaley Flessner
Chapter Sponsor

10:40-10:50
Break

10:50-12:00
Impact Giving: Where the Return is Good
David Lawson | Co-Founder and CEO | NewSci, LLC
Lori Hood Lawson | Co-Founder and CEO | WorkingPhilanthropy.com

12:00 -12:05
The Daniel H. Greeley Memorial Scholarship Award
Generously sponsored by Bentz Whaley Flessner


12:05-12:10

12:10-1:05
DC Chapter Announcements

Lunch with Roundtable Thought Starters
Generously sponsored by iWave

1:05-1:35
Leveraging Real Time Alerts in a Brave New World
Deborah Miller | Principal | Philanthropy Inc.
Gold Sponsor

1:35-1:45
Break

1:45-2:55
Expanding Research's Scope: Loyalty, Value and Planned Giving
Chris Pipkins | Associate Vice President, Advancement Information Services | James Madison University

2:55-3:05
Break

3:05-4:15
Never Lose Sight of a Prospect Again: Integrating Prospect Identification with Prospect Management
Steve Knight | Director of Prospect Development | World Wildlife Fund
Jake Sokol | Senior Development Officer | World Wildlife Fund
Agie Yatsko | Manager of Relationship Management | World Wildlife Fund

4:15-4:20
Wrap Up

4:30-6:00
Networking happy hour (optional)
Cash bar and complimentary light appetizers

Presentation Summaries
Please can I help you raise more money? Making the case for analytics
Joshua Birkholz | Principal | Bentz Whaley Flessner

Fundraising executives have pressures from all sides—production targets, budget management, staffing issues, and pesky prospect development professionals with the answers to all of life’s problems. As one of these pesky professionals and a consultant to boot, you can be sure Josh thinks he has all of the answers. Well, maybe not. But, he has had some experience advancing data driven cultures amid these pressures and lived to tell the tale.  Join Josh as he provides ways you can convince others to invest in analytics.
 
Impact Giving: Where the Return is Good
David Lawson|Co-Founder and CEO | NewSci, LLC
Lori Hood Lawson | Co-Founder and CEO | WorkingPhilanthropy.com

Today's philanthropist is looking for more than just a good feeling and a tax deduction. They want impact for their money. This has led to new giving, and investment, vehicles which are creating new places for researchers to discover the passions and interests of their prospects. Come join us as we look at how philanthropy is being reimagined for the 21st century.

Expanding Research's Scope: Loyalty, Value and Planned Giving
Chris Pipkins | Associate Vice President, Advancement Information Services | James Madison University

Frequently treated as a marketing or mail appeal approach, Planned Giving’s efforts to increase an institution’s expectancy pool can benefit from some of the innovations spearheaded by the Research department. This session will provide an overview of a simple analytics method that even small shops can use in-house to provide targeted prospects for this important but often underserved area of an Advancement Office. We will discuss the role of planning giving in a campaign, review CASE counting standards and provide a case study for expanding researcher’s efforts into Planned Giving.

Never Lose Sight of a Prospect Again: Integrating Prospect Identification with Prospect Management
Steve Knight | Director of Prospect Development | World Wildlife Fund
Jake Sokol | Senior Development Officer | World Wildlife Fund
Agie Yatsko | Manager of Relationship Management | World Wildlife Fund

This session will explore how WWF has integrated Prospect Identification activities with their Prospect Management process.  In doing this, WWF has eliminated past problems of prospects being lost to due to staff turnover, one-time disqualifications, etc.  Learn how this process allows for tracking one or more newly identified prospect accounts through the complete donor relations cycle.  Benefits include ability to better evaluate and illustrate performance of prospect qualification efforts including rate of qualification/disqualification, average time in stage, and average time to first major gift.  This process also allows for continuous re-evaluation of previously identified prospects for new opportunities.

Speaker Bios
Joshua M. Birkholz is a principal at the international fundraising consulting firm, Bentz Whaley Flessner, where he consults leading nonprofits in higher education, healthcare, and human services in comprehensive campaigning, organizational structure, data-driven strategies, and productive business processes. Josh also oversees a team of consultants with specialties in the data sciences and prospect development. He is widely regarded as a leading innovator in 21st-century development strategies.

His contributions to the fundraising industry include founding the BWF analytics division, DonorCast, guiding several institutions through billion dollar campaigns, advocating for the integration of data science, and establishing more than 50 in-house analytics programs throughout North America, Europe, and the Pacific Rim. In addition to his numerous articles and videos, Josh is the author of the sought-after book, Fundraising Analytics: Using Data to Guide Strategy and contributor to the books A Kaleidoscope of Prospect Development and Return on Character

Josh is the Chair of the Advisory Council on Methodology for Giving USA. He is an instructor at the Rice University Center for Philanthropy and Nonprofit Leadership. And he is the recipient of the prestigious APRA Visionary award for his contributions to prospect development.


Lori Hood Lawson is a frequent speaker at both APRA International and APRA chapter events.  She further supports prospect development initiatives through serving on the APRA Ethics Committee, APRA Online Curriculum Committee, and APRA Body of Knowledge Committee.  Lori also serves on the AASP Best Practices for Prospect Development Committee.  You can find her on Twitter @WorkingLori and connect with her on LinkedIn.

David Lawson brings more than 25 years of experience as an entrepreneur focused on providing data and technology to the fundraising community.  In 1997 he founded Prospect Information Network (P!N), which became the largest fundraising intelligence company.  P!N was sold to Kintera in 2004.  David was an SVP at Kintera which pioneered peer-to-peer fundraising, and social CRM.  In 2013 he co-founded NewSci, LLC. to bring Big Data and cognitive computing to higher education, healthcare, and nonprofits.  David is a member of APRA, AASP, and a recipient of the CASE Crystal Apple and APRA Distinguished Service Awards.

Chris Pipkins has been the associate vice president for advancement information services since 2008. From 2000 to 2008, he served as JMU's director of prospect research. He began his career in advancement information services in 1997, when he started as a research analyst at Case Western Reserve University.

A frequent presenter at conferences for APRA, CASE, and MARC, Chris has spoken on such topics as prospect management, gift pyramids, prospect research strategies, campaign planning, and reporting and received the CASE Crystal Apple for Distinguished Teaching in 2015.  Active in professional organizations, Chris currently serves as vice chair for Ellucian’s Advance Web User Group Executive Committee, as a member of the CASE Commission on Philanthropy, and as a member of the iModules Strategic Advisory Board.  He chaired the 2015 CASE Annual Conference for Development Researchers.  His service to our professional organizations started at APRA Virginia where he served as marketing chair and president between 2000-2006.   His current professional interests are advancement services, information systems and CRMs for advancement, and strategic information management.


Stephen Knight is Director of Prospect Development at WWF where he leads the prospect research and prospect development team. Previously, he was senior client services consultant at WealthEngine, a development research and analytics services company. He advised clients on the strategic use of development research and prospect management for major, annual and planned gift fundraising. His clients ranged from higher education, healthcare, arts and culture, and cause-related nonprofits located throughout the United States. Before WealthEngine, Steve was assistant director of research, strategic initiatives, at the University of Florida Foundation, where he led proactive research and prospect identification efforts and other special projects as part of UF’s Florida Tomorrow $1.5 billion capital campaign. Earlier in his career, he was in development research roles at the University of South Florida Foundation and the American Cancer Society, Florida Division. Steve received a B.A. from the University of Florida and an M.B.A. from the University of Tampa.

Jake Sokol is a Senior Development Officer for WWF, where he has managed a major gift portfolio for the past two years. Before joining WWF, Jake worked for The Washington Center for Internships & Academic Seminars as well as the American Association for the Study of Liver Diseases.  He has a B.A. in Psychology from the University of Maryland.  His career includes a mix of out-the-door development and sales experience.  On a personal note, Jake loves grilling and making cocktails with his wife and dog in DC.

Agie Yatsko is WWF’s manager of relationship management. She joined WWF’s prospect development team as senior prospect management specialist in 2012. She is responsible for implementing our prospect management system for major donors. Agie has 15 years of business operations experience specializing in defining and implementing policies and procedures to increase transparency and efficiency. She was most recently senior manager of fundraising systems at National Audubon Society, where she developed and launched a framework for prospect management, budget tracking, and revenue projection. The prospect management system allowed a team of 100 development officers in 26 state offices and the national headquarters to more effectively track donor interactions and measure results. Earlier, she worked on corporate social responsibility (CSR) initiatives for the Distilled Spirits Council of the United States. There, she revamped the CSR reporting process and had the unique experience of making whiskey on the grounds of historic Mount Vernon. She received a B.S. in business management from National Louis University.

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