2018 Annual Conference Program

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Program

8:00-8:30
Networking Breakfast & Registration

8:30-9:15

Keynote Address: Stand Out!

Jay Frost | Senior Partner | Jerold Panas, Linzy & Partners

9:15-9:30
President's Welcome

9:30-11:00
Planning, Balance, and Movement: Developing a Strategic Approach to Prospect Research
Sarah Cadbury | Director of Prospect Research | Philadelphia Museum of Art

11:00 -11:15
Break


11:15-12:30

Penguins and Polar Bears: Implementing Analytics in Polar Opposite Programs
Mark Egge | Senior Manager of Prospect Development | Greater Twin Cities United Way

12:30-1:15
Lunch


1:15-1:30
Chapter Announcements

1:30-2:45
Building a Prospect Management Program: PRIMED for Success!
Pamela Lewis | Director of Research and Prospect Management | George Mason University


2:45-3:00

3:00-4:15


4:15-4:30

4:45-7:00

Break

Getting Ready to Get Ready!
F. Nicholas Sollog III | Founder and CEO | The Sollog Group

Wrap Up


Networking Happy Hour
Woodward Table
1426 H Street NW
Washington DC 20005

Presentation Summaries

Keynote Address: Stand Out!
Jay Frost | Senior Partner | Jerold Panas, Linzy & Partners
Is your daily work bringing you closer to your big hairy audacious goal? Do you need a big dream reboot? In the battle for our most precious resource and nonrenewable resource — time — knowing what we want may be our most important consideration. Jay Frost leads an exploration to rediscover our biggest dreams, confront our darkest fears, and push beyond the daily obstacles and temporary economic setbacks to shine at the office and beyond!


Planning, Balance, and Movement: Developing a Strategic Approach to Prospect Research
Sarah Cadbury | Director of Prospect Research | Philadelphia Museum of Art
Researchers often see the challenges at their organizations but feel helpless to affect change. For example, what if you realize your colleagues need to improve their strategic approach to fundraising? We will discuss how changes to contact reports, research deliverables, documented strategies, and gift officer metrics helped fundraisers (including research) at the Philadelphia Museum of Art to be more strategic in their cultivation and ultimately solicitation of prospects.
  
Penguins and Polar Bears: Implementing Analytics in Polar Opposite Programs
Mark Egge | Senior Manager of Prospect Development | Greater Twin Cities United Way

No matter how big or small an organization is, nor how sophisticated (or unsophisticated!) it is, there are always opportunities to implement and improve on analytics capabilities. This presentation will cover two vastly different case studies in fundraising analytics, one at a small, well-established prospect development shop, the other at a much larger organization with a more nascent prospect development program. In addition to these case studies, the presentation will provide a number of recommendations for making your analytics-improvement-and-growth-journey just a little bit easier.

Building a Prospect Management Program: PRIMED for Success!
Pamela Lewis | Director of Research and Prospect Management | George Mason University
Aware, Well-Informed, Clued-Up and With It! — All are synonyms for PRIMED (Prospects - Researched, Identified, and Managed for Engaged Development). Developed by the presenter, PRIMED is a systematic research and prospect management plan that is not only easy to implement, but also delivers maximum impact, measured in increased fundraiser performance and prospect engagement. In this session attendees will learn how to leverage knowledge, data and action to maximize the return on investments of time, effort, and resources. 

Getting Ready to Get Ready!
F. Nicholas Sollog III | Founder and CEO | The Sollog Group
Is your organization ready for a capital campaign? In this session we’ll dive deep into how to evaluate your organization’s campaign readiness. We will do this by looking at a broad institutional perspective, staffing, and all the way down to your technology. Attendees will leave this session with a better understanding of how capital campaigns work as well as some tools and questions to help set your organization up for success.
This accomplished group of leaders will discuss the current challenges and opportunities faced by professionals in prospect research and development, as well as offer their insight as to where our field is headed in the future.


Speaker Bios

Jay Frost

Over the last three decades, Jay Frost has worked to identify and pursue billions in fundraising opportunities for thousands of charitable organizations around the world. 

Jay has been recognized as one of America's Top 10 Fundraising Experts by Philanthropy Media, one of the Top Experts in Fundraising by Klout, one of the Top Eight Fundraising Influencers by Elevation Media, and one of the Top Thirteen Excellent Fundraising Consultants by Double the Donation.

Jay serves as an Advisor to DonorSearch, which sponsored his participation in the conference today. He is also a Senior Partner with Jerold Panas, Linzy & Partners and a Senior Partner with Brian Lacy & Associates. He advises organizations at all stages of their efforts, from startup through capital campaigns.

Sarah Parnum Cadbury
Sarah Parnum Cadbury is the Director of Prospect Research at the Philadelphia Museum of Art. She served in the same role at La Salle University for eight years. Prior to returning to her hometown of Philadelphia in 2006, she worked in Research at DC organizations World Wildlife Fund, National Parks Conservation Association, and Sidwell Friends School and was President of APRA - Metro DC. Sarah has a degree in Sociology/Anthropology from Earlham College.





Mark Egge
Mark Egge is a seasoned fundraising professional with expertise in the areas of prospect research, fundraising analytics, prospect management systems, and management of prospect research programs. He has presented at the state, regional, and national levels on a range of prospect development topics. His presentation style has been described as "engaging as all get-out." (He is known for having turned a 3-hour presentation on SEC filings into a delightful experience.)


Currently, Mark is the Senior Manager of Prospect Development at the Greater Twin Cities United Way, where he oversees all of the organization's prospect development work. Prior to this Mark was Director of Prospect Research at Carleton College in Northfield, MN, where he ran a small, sophisticated prospect research program and led the College's prospecting, analytics, and prospect management efforts. He is a longtime volunteer, formerly serving as President of the Minnesota Chapter of Apra and sitting on various Apra committees and task forces. In 2015 he joined the Board of Directors of APRA International and in 2017 he was elected as President of Apra commencing in 2018.

Pamela Lewis
Pam leads a comprehensive program of research and prospect management including the identification and qualification of prospects sufficient to support George Mason University’s $500 million "Faster Farther" Campaign. Making data-driven recommendations to increase overall portfolio capacity and assist gift officers in the management of major gift prospects, she provides strategic support in effectively moving top prospects and donors through the fundraising cycle.  During her tenure at Mason, Pam has held increasingly responsible positions in the Advancement organization, where she started as a Prospect Research Analyst, responsible for developing high-quality prospect profiles, data analysis and supporting fundraisers in strategy development.  She has led the development and implementation of awarding winning strategies, including “PRIMED (Prospects-Researched, Identified and Managed for Engaged Development) for Success!”, a holistic and comprehensive approach of training, research, data analysis, and best practices to identify, interpret, analyze and manage prospect information and movement through the development engagement process.  Pam was the recipient of the 2015 Platinum Grand Award and the 2018 Platinum Award for Excellence, both for Best Practices in Advancement Services from CASE District III. She holds a BA degree in Journalism from New Mexico State University and a Master of Public Administration degree from the Schar School of Policy and Government at George Mason University.

F. Nicholas Sollog III
Nick Sollog is Founder and CEO of The Sollog Group, which he founded in 2009 to help charitable organizations meet their annual giving and prospect research needs. In addition to work with his own firm, Nick is a Capital Campaign consultant with the Episcopal Church Foundation. Since joining ECF in 2012 he has guided Episcopal organizations through more than $9 million in capital projects. Prior to consulting, Nick worked in the development offices at the University of Richmond and Lynchburg College. Nick is involved in the local community both personally and professionally. He sits on the foundation board of the World U.P. Foundation and is a member of Massey Cancer Center’s Massey Alliance. Professionally, he is a member of APRA Int’l, APRA-VA and VAFRE and sits on the boards of APRA-VA and VAFRE. He is a graduate of Lynchburg College and has received certificates from the University of Richmond’s Institute of Philanthropy in Grant Writing & Management, Fundraising & Development, and Nonprofit Marketing.

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