2019 ANA DC Nonprofit Conference | Industry Conferences | Events & Webinars | ANA

2019 ANA DC Nonprofit Conference

This event is over.

Join hundreds of fundraising and marketing professionals at The ANA DC Nonprofit Conference, a three-day event where you can exchange innovative marketing and fundraising ideas that will generate insightful solutions and think creatively to help you make the relationship with your donors even stronger.

Marketing’s evolution is getting more accelerated and you need to keep up. At this conference, you’ll hear case studies from your colleagues that will offer you a more realistic view of the issues, challenges, and successes that you face every day.

Join the conversation at #DCNP2019.


Agenda

Conference Track Descriptions

  • Professional Development - Join us for a suite of sessions that focus on topics focused on YOU, the professional.
  • Mid-Level Giving - These sessions serve as a guide for organizations focused on identifying and building a framework for successful donor pipeline development.
  • Monthly Giving (Sponsored by CDR Fundraising Group) - Join us for discussions revolving around monthly giving topics such as attribution, channel, as well as a master class for those with advanced programs.
  • Emerging (Sponsored by Pursuant) - Our Emerging track goes beyond the reaches of Digital and Multi-Channel fundraising and delves into new trends, tools, and tactics.
  • Classic Direct Response (Sponsored by MDS) - Join us for sessions focused on: Direct Mail, Telemarketing, and Planned Giving; the mainstays of fundraising.
  • Digital - Digital & multi-channel fundraising is evolving at a faster and faster pace. Learn about email segmentation, online privacy, the balance of brand + fundraising, and more.
  • Storytelling - If you’re interested in capitalizing upon good storytelling and learning about new creative strategies, this track is for you.
TIME EVENT DETAILS LOCATION
Wednesday, February 13, 2019
1:00pm
- 5:00pm
REGISTRATION OPEN

Congressional Registration Desk
2:00pm
- 5:00pm
KICKOFF SESSIONS

Mount Vernon Square
2:00pm
- 3:00pm

MAKING THE MAGIC – GETTING THE MOST OUT OF A RELATIONSHIP

Track: Professional Development

Is working with your agency partners the best part of your day? Do you feel like you are getting the best thinking possible?  Do they feel you are in that “great client” category? And why should you care? If you believe there is more possible from these important partnerships, then this session is for you! Kimberley & Laurie have been on both sides of the agency and client partnership and will share the big lessons on how to transform your program by getting the best from it. Learn what the key ingredients are for both charities and agencies in order to make the magic – and how that can drive the best thinking and the most opportunities for you! Learn what you can do differently to manage your own relationships that will help you exceed objectives and create a competitive edge in your fundraising program!

Kimberley Blease (@KimberleyBlease)
EVP, Client Relationships Blakely
Laurie Buske (@LaurieBuske)
Director of Resource Development Cuso International
View Event Recap and Related Materials
Mount Vernon Square
3:00pm
- 4:00pm

CAREER CONFIDENTIAL: PROFESSIONAL PATHS WITHIN OUR INDUSTRY

Track: Professional Development

Your career in the sector is more than just the organization or agency where you currently work. As fundraising evolves, so do your options. In this panel discussion, hear from senior professionals about their career evolutions.  More than just "how I got my job," this discussion is about WHY they have chosen their paths, and what they learned along the way.

Alicia Meulensteen
Senior Director, DM U.S. International Rescue Committee
Rachel Herman (@PAWSny)
Founder & Executive Director PAWS NY
Sean O'Connor
CDO National Audubon Society
Karin Kirchoff (@kirchydc)
Founder and President K2D Strategies
Smita Vadakekalam (@TeamHeller)
COO & Senior Strategist Heller Consulting
Sara Nakano
Senior Account Director O’Brien Garrett
View Event Recap and Related Materials
Mount Vernon Square
4:00pm
- 5:00pm

YOUR PURPOSE + PROF. DEVELOPMENT = ORGANIZATIONAL SUCCESS

Track: Professional Development

Do you often feel out of balance with the tasks of your role always taking priority over your growth and development? Are you hopeful the next day will be different, and yet the same thing happens again where your advancement is sacrificed by the tyranny of the urgent? The good news is you are not alone, and the bad news is you are not alone!
In this session, you will find that balance is possible and necessary for your own well-being, the well-being of those you lead, and for the organizations and donors we all serve. Each day we can choose to make our relationships, careers, and communities just a little bit better. And yet, this choice is often something we put off to “tomorrow”, only to find that weeks, months, or even years have gone by and our personal development portfolio is stagnant. Famous investor Warren Buffett said it best: “the most important investment you can make is in yourself.”
The need for talent cultivation within the nonprofit sector is at a critical point, and growing the future leaders and drivers of our programs must be a daily practice. In this session, you will learn how to balance the polarity of your role responsibilities and your personal development and purpose. It can be done, and we will show you how, no matter where you are in your organization, or how long you have been in your role.

Ben Harris (@PS_PSDigital)
President Production Solutions
John Perell
Director of Strategy and Member Experience Smithsonian Institution
Jeff Kost
Vice President, Resource Development Capital Caring
Kerry Lenahan (@KerryinDC)
VP, Constituent Engagement, Development & Stewardship American Diabetes Association
View Event Recap and Related Materials
Mount Vernon Square
5:00pm DINNER ON YOUR OWN

.
Thursday, February 14, 2019
6:30am
- 7:30am
MORNING EXERCISE ACTIVITY | FUN RUN

Who: Anyone looking to run around town. All levels welcome.

Where: Meet in the hotel lobby.

Headed up by: Polly Papsadore, PMG Direct

Bring: Running shoes, workout clothes, and a good attitude.

**This is a rain or shine event. Dress for the weather. Have fun and get in a good run!

Meet in hotel lobby
7:30am
- 6:00pm
REGISTRATION OPEN

Congressional Registration Desk
7:45am
- 8:30am
BREAKFAST  

Kick off your day with a good breakfast! Join our breakfast sponsor, PMX Agency, to meet with your colleagues and get ready for two days of learning, networking, and fun.

First-time attendees are encouraged to meet up as there will be a discussion with tips to navigate the conference. Look for signs to direct you.

Grand Ballroom
8:30am
- 9:10am
OPENING REMARKS

Senny Boone
SVP, Nonprofit Federation, Email Experience Council & Accountability ANA
Bob Liodice
Chief Executive Officer ANA
Bill Tucker
Group EVP, Industry Initiatives & Business Marketing ANA
View Video and Presentation
Grand Ballroom
9:10am
- 10:10am

OPENING KEYNOTE: HUMANS NOT DONORS (Sponsored by One & All)

The most successful brands evoke emotions and connect us with humanity. There are few brands more steeped in human insight than nonprofits. Douglas Van Praet takes the most brilliant and revolutionary concepts from cognitive science and applies them to how we market, advertise, and raise funds in the modern digital age. Van Praet simplifies the most complex object in the known universe — the human brain  into seven codified actionable steps to behavior change. These steps are illustrated using real world examples from advertising, marketing, media, and business to consciously unravel what brilliant marketers and ad practitioners have long done intuitively, deconstructing the real story behind some of the greatest marketing and business successes in recent history.

Douglas Van Praet (@DouglasVanPraet)
Founder Unconscious Branding
View Presentation
Grand Ballroom
10:10am
- 10:30am
NETWORKING COFFEE BREAK

Grand Ballroom Foyer
10:30am
- 11:30am
BREAKOUTS I

Various Locations

FROM SATURATION TO SUCCESS: ACQUISITION BREAKTHROUGHS!

Track: Classic Direct Response

Are acquisition package and list fatigue bringing you down?  In this session you'll hear from non profits who opened up new markets and improved their prospecting with new acquisition creative. The professionals will take you step by step through the thinking and testing that got their organizations to these acquisition breakthroughs.

Margaret Romig
Account Manager Lautman Maska Neill & Company
Danielle Green (@chesapeakebay)
Associate Director of Membership Chesapeake Bay Foundation
Nicole Martin
Senior Director of Marketing Population Connection
View Presentation
Congressional Hall A

THE LONG GAME: GROWTH & IMPACT PLANNING - WHAT, WHY AND HOW

Track: Classic Direct Response

This session helps focus organizations on taking a long range view with an emphasis on smart growth and long-term vs. short-term metrics. The panel will walk through key elements of marketing and media planning, using "scenario builders" to get where you need to go in order to deliver true impact for your organization's business outcomes.

Kevin White
SVP, Media & Insights One & All
Colleen Kelly
Chief Executive Officer Concern Worldwide U.S.
Arlene Harris
Director of Donor Process Mercy Ships
Catherine Hallmark
Vice President, Account Management One & All
View Event Recap and Related Materials
Congressional Hall B

NO KIDS, NO DOGS: HOW TO CREATE EMOTIONAL FUNDRAISING

Track: Storytelling

Ok, so you're not a "sexy" nonprofit with moving images of children or animals, but your cause is amazing. How do you get the attention that you deserve and move hearts and minds?
Join this combo show-and-tell and ideation session to help you create compelling messaging and visuals to test in emails, ads and direct mail.
You'll be inspired by examples from health, environmental, cultural, and other "non-sexy" orgs that have tested and broken through with great creative in their emails and ads.
Bring your challenges and we'll crowdsource creative solutions to help you walk out with new, exciting messages to test with your audiences.
And get a free checklist: "14 Tips to Make Your Fundraising More Emotional and Persuasive."

Liz Murphy
Executive Vice President Beaconfire RED
Hilary Baar
VP, Annual Giving National Trust for Historic Preservation
Emmy Nicklin
Director, Digital Communications Chesapeake Bay Foundation
John Graves
Chief Executive Officer Eidolon Communications
View Presentation
Congressional Hall C

MID-LEVEL: MODELING, MESSAGING, & MAGIC - OH MY!

Track: Mid-Level Giving

A facilitated discussion across programs ranging in size - these experienced leaders of midlevel programs will share the critical success factors that built their programs as well what new innovations and tests they are embarking on now.  

Katherine Bowen
Director of Retention The Nature Conservancy
Fletcher Sams
Director of Mid Level Giving CARE
Tiffany Wollin
Manager - Partner Program Doctors Without Borders / Médecins Sans Frontières
Karen Gleason
Principal/Co-Founder Periscope Fundraising Strategies
View Presentation
Mount Vernon Square
11:45am
- 12:45pm
BREAKOUTS II

Various Locations

ONE SIZE RARELY FITS ALL: THINKING DIFFERENTLY TO FIND NEW DONORS HIDING IN PLAIN SIGHT

Track: Classic Direct Response

As acquisition budgets get tighter, rental name universes shrink and suppressions grow, how do you sustain the momentum of your program? This presentation will show how the a large health sector nonprofit has successfully found “hidden gems” – important donors and revenue – by mining their own file and leveraging collaboration across partners. By looking past traditional RFM segmentation, the American Cancer Society has developed an approach that generates a strong pool of donors from various internal sources such as lapsed donors, event participants and other sources. Through this approach, we will share how they generated double digit increases in both the percentage of donors giving and revenue generated from donors outside of their active direct marketing universe.

Kim Chelpaty
Senior Director, Direct Mail American Cancer Society
Olivia Smith (@OKSmith)
Vice President, Client Services Wiland
Christy McWilliams
Senior Director, Client Strategy Merkle
Richard Heimsoth
Senior Director, Client Strategy Merkle
Congressional Hall A

32 HOT CREATIVE IDEAS TO HEAT UP YOUR FUNDRAISING RESULTS

Track: Digital

Along with the cold temps outside, has your creative ingenuity been in hibernation lately? If so, we invite you to thaw it out by coming to this highly-visual session filled with best practices and immediate takeaways for dramatically impacting results to your next fundraising campaign. You’ll see 32 case-studies and slides of winning creative — from donor acquisition and appeals to retention and monthly giving — and across all channels. Unfreeze your imagination and see why creative really matters when you are looking to achieve break-through results for your organization.

Matt Reese
National Digital Campaigns Director Everytown for Gun Safety
Trista Murphy
Associate Director, Acquisition Marketing Save the Children
Anne Kottler (@SageWorksForYou)
President Sage Communications
Josef Kottler (@SageWorksForYou)
Founding Partner/Creative Director Sage Communications
View Event Recap and Related Materials
Congressional Hall B

KNOW ME! SEGMENTATION MADE TO TALK TO ME LIKE WE'RE BESTIES

Track: Storytelling

I love your organization. My Granny loves your organization. Granny gives $15 monthly whereas I give only during the holidays. We are both valuable donors but our meaning, monetary amounts and  motivation to give is as different as our social platforms. In this session, we will explore different donor behavior, demographics and lifestyle selects bundled into eleven donor personas that are excited to hear from you in a way that shows you know them and that you want to get to know them even better.

Heather Schichtel
Account Director Epsilon
Jacqueline Arismendi
Associate Director, Direct Response American Diabetes Association
Liz Buderus
SVP, Product Management Epsilon
View Presentation
Congressional Hall C

MAPPING THE DONOR JOURNEY

Track: Mid-Level

In an increasingly competitive philanthropic market, donors must be at the heart of all you do. The responsibility of donor management no longer resides solely with the philanthropy team. This touches all areas of the organization. Join Brian Crimmins, Global Managing Partner of ONE HUNDRED and Dave Strauss, Director of Global Membership of The Nature Conservancy to discuss how your organization can more effectively and more efficiently maximize the donor journey through the integration of branding, marketing and fundraising. From understanding your audience, to telling a powerful story, to creating experience that, ultimately, drives support to your mission.

David Strauss (@straussd)
Director of Global Membership The Nature Conservancy
Brian Crimmins (@briancrimmins9)
Global Managing Partner ONE HUNDRED Agency
View Presentation
Mount Vernon Square
12:45pm
- 2:00pm
2019 DMANF Awards Luncheon & Presentations  

Grand Ballroom
2:15pm
- 3:15pm
BREAKOUTS III

Various Locations

KISS MY ASK! TESTING UNCONVENTIONAL ASK METHODOLOGIES

Track: Classic Direct Response

Sometimes a little change can make a huge difference. As fundraisers, often we find ourselves tied to “tried and true” ask strategies that in reality, may not be either “tried” (AKA not tested enough) or “true” (AKA based on false assumptions of what will perform the best). Come to this session and leave with a new arsenal of ask strategies to test and to shake up your current fundraising programs. See how even the smallest adjustment to your current “control” campaign can significantly impact your bottom line, and walk away with creative ways to aggressively test, with minimal affect on the overall cost for your campaigns. Strategies will address campaigns across all channels, with an emphasis on direct mail.

Ashley Gundlach
Vice President of Client Services Nexus Direct
Angie Miller
Vice President of Development HumanKind
View Presentation
Congressional Hall A

TURNING AN ICONIC EVENT INTO A FUNDRAISING MACHINE

Track: Digital

Ronald McDonald House New York wanted to increase the impact of their Share-A-Night campaign, an annual event to raise funds and awareness around their mission of providing a "home away from home" for families who must travel to New York for their child's medical treatment. Could a traditional advertising campaign be re-engineered to include direct response strategies? Could this blended campaign produce directly attributed revenue and acquire new donors? Join TrueSense Marketing and Ronald McDonald House New York as they provide three key takeaways highlighting how an annual event was built into a multi-channel direct-response fundraising machine.

Jeff Nickel
Executive Vice President TrueSense Marketing
Jason Wood
Vice President, Digital Business Development TrueSense Marketing
Rick Martin
Director of Development Ronald McDonald House New York
View Event Recap and Related Materials
Congressional Hall B

FROM GIVING TO GIVEBACKS: KEEP DONORS COMING BACK FOR MORE

Track: Storytelling

When it comes to raising money, there’s one necessary element that stands above all others: attention. When your supporters are online, they’re inundated with articles and ads, images and IMs. Success in an environment this competitive places a premium on telling a story about your work that’s compulsive and inspiring. It needs to be one people don’t want to look away from. In this panel-style discussion, leaders from Anne Lewis Strategies and our partners at the Bill & Melinda Gates Foundation will unpack the whys and hows of developing and executing a digital strategy that keeps your supporters clicking, opening, liking, sharing and coming back for more. We’ll share best practices and innovations to help you decide which mediums to use – and where. Put another way: We’ll help you work through how you define your story and understand all the levers available to support the telling of it.

Anne Lewis
President Anne Lewis Strategies, an Infogroup Company
Bob Albrecht
Chief Creative Officer Anne Lewis Strategies, an Infogroup Company
Kenie Richards (@kenierichards)
Program Officer Bill & Melinda Gates Foundation
View Presentation
Congressional Hall C

THE ART AND SCIENCE OF HIGH-TOUCH, MID-LEVEL GIVING

Track: Mid-Level Giving

Every program has donors that give below their potential. The challenge is how to effectively identify, target, retain and upgrade these donors. Blending the use of direct marketing and strategic stewardship and engagement strategies, Planned Parenthood is working to create a mid-level fundraising program that raises more money while enhancing the donor experience and increasing loyalty.
Using the science of analytics and segmentation, you can identify and target the right audience. Combining this with the art of cultivation and stewardship, you can deliver donor-centric communications to this audience that will increase and retain donor revenue. Planned Parenthood will show you how they use industry resources such as database scores, donor attributes and segmentation to isolate patterns of giving that indicate donor loyalty and financial strength. This blended with the art of strategic cultivation techniques has created a successful case study on upgrading donor revenue within their pipeline program.

Sara Nakano
Senior Account Director O'Brien Garrett
Lori Hutson
Director, President's Circle Planned Parenthood Federation Of America
Laura Lane
Associate Director, Marketing and Analytics for the President's Circle Planned Parenthood Federation Of America
View Presentation
Mount Vernon Square
3:15pm
- 3:45pm
NETWORKING COFFEE BREAK

Grand Ballroom Foyer
3:45pm
- 4:45pm
BREAKOUTS IV

Various Locations

PSSSST…. DIRECT RESPONSE TEAMS: IT’S TIME YOU ADDED PLANNED GIVING LEAD GENERATOR TO YOUR RESUME

Track: Classic Direct Response

If you’re like us, you spend your days hyper-focused on acquisition, retention, integration and meeting your annual goals – no easy feat, right? But did you ever stop and consider the bigger picture – where’s this all going?
Sure, retention is important for overall cash flow but as our donor pool continues to shrink, it’s imperative that we take steps NOW to guide our supporters toward an eventual planned gift.
In this session, we’ll show you how to collaborate with your Planned Giving team to create a subtle and seamless path to a legacy gift and become the hero of your development department!

Valerie Vierengel
Director, Donor Retention ASPCA
Nosa Adetiba
Senior Manager, Donor Retention ASPCA
View Presentation and Video
Congressional Hall A

TRUTH ABOUT THE RELATIONSHIP BETWEEN BRANDING & FUNDRAISING

Track: Digital

When the news broke about the catastrophic hurricanes in Houston and Puerto Rico, people looked for ways to help, to donate, and to express their emotions. What organizations did they turn to? The big names that they’ve always looked for - or heretofore unknown organizations that suddenly were in the limelight?
The internet has indeed changed everything, including how donors and activists hear about and engage with organizations. M+R studied the relationship between brand awareness and fundraising for eight organizations, looking at paid and earned media budgets, impressions, and hits by channel, Neilsen and Google data, social listening data, and web traffic and fundraising results.
This session will reveal the results and present several case studies that illustrate how organizations are grappling with the importance of brand awareness in reaching their audience, acquiring new donors, and raising money.

Madeline Stanionis (@MRCampaigns)
Partner M+R
Sophie Reeds
Director, Digital Engagement Feeding America
View Event Recap and Related Materials
Congressional Hall B

TRENDING AND MESSAGING FOR ALL GENERATIONS

Track: Storytelling

"Age is something that doesn't matter, unless you are a cheese." Lois Bunel.
But age does matter and can determine how you engage and keep a donor. A 24 year old volunteer can help forge a new trail in the mountains but might not want to attend your gala. All donor engagement is valuable and engaging donors properly will create donors for life. Join Steve Kehrli from PETA and Disabled American Veterans as we explore trending among generations, what compels them to give, volunteer and advocate. And how to create campaigns surrounding these motivations.

Paige Kelbe
Account Director Epsilon
Steve Kehrli
Vice President of Development PETA
Liz Buderus
SVP, Product Management Epsilon
View Presentation
Congressional Hall C

CREATING EFFECTIVE CONVERSION AND STEWARDSHIP JOURNEYS

Track: Mid-Level Giving

Large, well-positioned advocacy organizations are using rapid response tactics to quickly engage new supporters, convert them to donors, and continue the conversation through stewardship. How can smaller organizations, and missions with less immediate urgency, blend these tactics with evergreen messages to create an responsive, replicable and supportable donor experience that drives not only engagement and interest, but dollars? Find out how to apply this approach to your mission!

Krista Sassaman
Fundraising and Marketing Consultant
Mary Getz (@maryegetz)
Integrated Marketing and Fundraising Consultant
Megan Den Herder
Director, Direct Response Marketing National Audubon Society
View Presentation
Mount Vernon Square
5:30pm
- 6:30pm
POWER NETWORKING RECEPTION  

Because it’s not just what you know. It's who you know. In addition to a strong education conference that provides the knowledge you need to advance you and your organization to the next step, this event is an opportunity to meet people who help you get there. Take advantage of the reception to expand your professional network by joining us for drinks and appetizers with prominent industry leaders and peers and continue your discussions started in the session rooms. What a great way to kick off your evening activities!

Grand Ballroom
6:30pm DINNER ON YOUR OWN

.
Friday, February 15, 2019
8:00am
- 2:30pm
REGISTRATION OPEN

Congressional Registration Desk
8:00am
- 8:50am
BREAKFAST

Grand Ballroom
9:00am
- 10:00am
BREAKOUTS V

Various Locations

60 IDEAS IN 60 MINUTES –DIRECT MAIL FUND RAISING AT ITS BEST

Track: Classic Direct Response

We all know that direct mail is still a critical element of our multi-channel fund raising programs. It’s certainly not dead! In this fast-paced session, three industry experts will showcase winning ideas tested across a variety of vertical markets – from small to large nonprofits.

Audience, messaging, copy, design, package and format – the panel will touch on all these elements in this engaging hour. They will also come to the table with examples from winning programs including Planned Giving, Mid-level and Major Donors, and monthly sustainers.

Tim Kersten
Chief Executive Officer RKD Group
Tiffany Neill
Partner Lautman Maska Neill & Company
Steve Maggio (@davincidirect)
President/Chief Creative Officer DaVinci Direct, Inc.
View Presentation
Congressional Hall A

ONLINE & OFFLINE CHANNELS UNITE: AN IN-DEPTH USO CASE STUDY

Track: Digital

As the world of giving shifts, how do you stay on the cutting edge of donor conversion to propel your program forward – and break through crowded mailboxes and inboxes alike? Join the Anne Lewis Strategies team for a deep-dive into a case study on how the USO has implemented a “surround-sound” approach to fundraising: the innovations and coordinations happening behind the scenes in sharing learnings across silos that optimize every channel – all while protecting net revenue. Together, we’ll explore how this large-scale organization first uses data to slice and dice direct mail donor files and identify those most likely to give online, and then develops a highly-tactical, data-informed ecosystem for donors, where the most successful messaging tactics are saturated in both the online and offline space. Organizations of any size will walk away from this session with a roadmap for a 360-degree approach to fundraising, where coordination from analytics to creative grows and informs every single channel.

Stephanie Ceruolo
Senior Vice President and General Manager Infogroup Nonprofit Solutions
Elizabeth Palmisano
Director, Integrated Fundraising USO
Maureen McNally
Accounts Director, Senior Vice President Anne Lewis Strategies, an Infogroup Company
Sara Guggisberg
Associate Vice President, Creative Director Anne Lewis Strategies, an Infogroup Company
View Presentation
Congressional Hall B

LAUNCH OR TUNE UP - TIPS TO OPTIMIZE YOUR SUSTAINER PROGRAM

Track: Monthly Giving

Launch or Tune-up: no matter the maturity of your monthly giving program, this informative session will provide you with the tips and tricks you need to maximize your sustainer program!  Learn the key metrics you will need to monitor program performance, how to leverage specific offers across channels, and how to effectively steward these valuable donors to retain, and deliberately grow the value of your monthly donors.

Erica O'Brien
Managing Partner MINDset direct
Tyler Hall
Director of Integrated Fundraising, Donor Engagement & Sustainer Giving International Fellowship of Christians and Jews
View Event Recap and Related Materials
Congressional Hall C

ENHANCE YOUR MARKETING EFFORTS WITH USPS’S INFORMED DELIVERY© SERVICE

Track: Emerging

This session will highlight how the USPS’s Informed Delivery© offers nonprofit mailers an opportunity to increase their campaign reach with a synchronized physical direct mail piece and digital touch point that generates additional consumer impressions, interactions and ultimately, donations. This session will share specifics around how nonprofit organizations are leveraging this free service to enhance their marketing efforts and attendees can expect to walk away understanding how their organization can easily begin to use this service.

Lori Held
Senior Director, Membership Support Trout Unlimited
Carolyn Angelini
Director of Resource & Supplier Relations Production Solutions
Alex Newell
Sourcing Manager Production Solutions
View Presentation
Mount Vernon Square
10:00am
- 10:20am
COFFEE BREAK

Grand Ballroom Foyer
10:30am
- 11:30am
BREAKOUTS VI

Various Locations

RETAINING YOUR F2F DONORS

Track: Classic Direct Response

Acquiring donors through canvassing is the easy part; retention is where the value of F2F is made or lost.  Traditional variables like age of donor, type of canvass, or your campaign copy won’t fix F2F retention.  The most important variables about quality: quality of the donor experience and quality of the donor herself.  Two organizations will show you how they are collecting this data and using it to manager their fundraisers, change the donor experience, and get massive improvement in retention.

Kevin Schulman
Founder DonorVoice
Diane Clifford
Director, Integrated Fundraising No Kid Hungry | Share Our Strength
View Presentation
Congressional Hall A

“IT’S BECAUSE YOU HAVE PUPPIES,” THEY SAY, & WHY THEY'RE WRONG

Track: Digital

It’s because you have puppies, says literally everyone. Four years ago the BC SPCA was making negligible revenue from Facebook. Now our Facebook income is well into the six figures with a great ROI. But, we’ve always had puppies and kittens. What changed?
We’ll share our proven strategies for getting to know your market, determining optimal content, delivery and format and targeting those who are most likely to convert. We’ll also share how we use metrics to determine when to shut down a spend, when to tweak, and when to invest more. With the right strategy Facebook can become a significant revenue stream, a strong source of new donors and a great lead generator.
While it can’t be denied that puppies and kittens help, we believe our success has more to do with applying the tactics business has spent millions developing, than the cuteness factor.

Shoni Field
Chief Development Officer BC SPCA
Charly Jarrett
Senior Officer, Digital and Direct Response BC SPCA
View Presentation
Congressional Hall B

SINGLE AND WANT A COMMITMENT? TRANSFORMING YOUR SINGLE GIFT OFFER TO MONTHLY

Track: Monthly Giving

Building the case and making the decision to develop your monthly offer and program is not easy. But we all know that establishing a commitment with donors is the best course of action for maximum long-term return on relationship and investment. We’ll talk through the specific components of strong monthly offers and what the journey might look like en route to your finished “product.” Hear how one organization whose program was built on a high price point single gift offer was able to successfully shift their focus toward a more balanced approach with a view toward the future. Time allowing, we’ll also invite audience participation into a design workshop where we’ll provide a fictional cause with an established single gift program and work toward developing a monthly offer and key messaging together.

 

Libby Czerlinsky (@LCzerlinsky)
Director, Donor Services Operation Smile
Todd Bemis
Vice President, Executive Creative Director/Digital One & All
View Event Recap and Related Materials
Congressional Hall C

ARE YOU THERE, ALEXA? IT'S ME... A PASSIONATE DONOR

Track: Emerging

As many as 51 percent of those 55 and older use voice-activated speakers such as Alexa; citing “it empowers me to instantly get answers and information.” These breakthrough technologies are not just for millennials and early adopters, they’re for the majority of your donor file. Just under 50 nonprofits are registered with Alexa, so far reporting varying degrees of success with the tool. But technology like this will hit a tipping point, and it will happen faster than we can predict. Will you be present to meet your donors where they are, in the moment they're ready to support you? Don't get left in the dust!

Natania LeClerc (@nkleclerc)
Sr. Digital Engagement Strategist ThinkShout
Carie Lewis Carlson (@cariegrls)
Freelance Digital Consultant
View Presentation
Mount Vernon Square
11:30am
- 12:50pm
NETWORKING LUNCHEON  

We often need answers to key questions or desire to capitalize upon new ideas more quickly than traditional sharing and reporting methods can provide. Collaboration and networking help us accelerate answers to burning industry questions and provide a forum for hearing about what’s trending. We created a lunch that focuses entirely on these topics and more. The resulting discussion will add color and context to performance trends for your organization. At each table, we will host topic-based discussions. At the end, a moderator will bring the discussion full-circle; sharing key insights across tables for the entire group to hear.

Grand Ballroom
1:00pm
- 2:00pm
BREAKOUTS VII

Various Locations

NEW PHONE, WHO DIS? HIGH-IMPACT TIPS TO UPDATE YOUR PHONE STRATEGY BEYOND TELEMARKETING

Track: Classic Direct Response

Let’s get real a second: you gotta evolve the way you’re using the phone to reach your supporters and donors.

The way people use their phones to communicate is changing. But at its core, it still fosters a two way, personal conversation. And great news: your donors and supporter are already there. (Legit, 90 percent of Americans keep their phone within reach 24 hours a day, 7 days a week.) That means phone engagements reap big rewards for organizing, advocacy, and, yes, even fundraising.

It can be overwhelming to know where to start or how to grow. Our panel of experts are here to share case studies, offer tips, and share lessons learned. And, of course, there will be time for lively discussion and questions and answers.

Chrissy Hyre
Vice President Fearless Mobile Strategies
Benjamin Dotson (@Ben_Dotson)
Vice President of Digital EMILY’s List
Mark Mitchell
Vice President of Business Development SD&A Teleservices, Inc.
Congressional Hall A

DIGITAL ADS FROM DESIGN TO DOLLARS

Track: Digital

What does it take to run an ads program? Nonprofits’ investment in digital ads is increasing rapidly, and advertising expertise is becoming a need more than a want. But the advertising industry is complex, jargon-filled, and can get really expensive, really quickly. M+R combines nonprofit and digital expertise to build advertising programs like USA for UNHCR’s. Together, we will walk through how we built a media plan (what you should spend at first and how much you can scale), the reporting basics (including attribution), reaching valuable audiences, and examples of ads design that worked for UNHCR and other organizations.

Matt Derby
Vice President, Digital Advertising M+R
Rami Azzam
Digital Marketing Director USA for UNHCR
View Presentation
Congressional Hall B

NET TO MISSION: USING SUSTAINER ATTRIBUTION TO DRIVE FUTURE GROWTH

We all know that monthly giving provides a steady, reliable income stream for many nonprofits, allowing them to take risks and find new donors, but how do you obtain those donors? And once you have them, how do you evaluate if they are any good? By examining donor acquisition channels in relation to investment decisions and retention strategies, you can transform your sustainer program into one that quickly produces more “net to mission.” In this session, we will explore specific examples of how WGBH and the ASPCA have leveraged key metrics to inform decisions on diversifying their acquisition channels, testing new approaches, and assessing the success of their sustainer investments. As a result, you will learn what factors to consider when determining the needs of your own monthly giving program.

Jennifer Minogue
Director, Monthly Donor Cultivation and Retention ASPCA
Michal Heiplik
Executive Director, CDP & Membership Marketing WGBH
View Event Recap and Related Materials
Congressional Hall C

QUALITY BEATS QUANTITY: INNOVATIVE AUDIENCE TESTING

Track: Emerging

When looking for a ways to reinvigorate their display performance, The National Park Foundation looked to shift strategy by focusing their digital program on the highest quality donors and most responsive prospects, not just serving the largest available audience.  In this session, representatives from the National Park Foundation and their marketing partners will illustrate how they set up campaign testing to achieve this and highlight how the resulting changes yielded increased new-to-file acquisition, reactivation of lapsed donors, and increased conversions of website visitors.

Aaron Smith (@WilandInc)
Director, Digital Sales Wiland
John Wilburn
Director of Direct Response National Park Foundation
Brenna Holmes
VP, Digital Services Chapman Cubine + Hussey
View Presentation
Mount Vernon Square
2:00pm
- 2:20pm
NETWORKING COFFEE BREAK

Grand Ballroom Foyer
2:30pm
- 3:30pm
BREAKOUTS VIII

Various Locations

CLOSE THAT LOOP! CONNECTING WEBSITE BEHAVIOR & MAIL STRATEGY

Track: Classic Direct Response

Traditional Direct Mail is still a critical revenue driver in our worlds. But knowing who we’re speaking to, and how to be relevant, both in context and timing, is also still a challenge. But what if you could close the loop between a potential donor’s online behavior, and how and when you mail to them?
Enter programmatic direct mail. Today, companies like 4Cite and PebblePost are enabling nonprofits to leverage site behavior to understand how donors or donor prospects are thinking – if they’re interested in donating, advocacy initiatives or aren’t yet sure – to mail quickly and more intelligently. We’re here to talk with the American Red Cross to see how they’ve adopted these solutions, from tagging and capturing on-site behavior, through the as little as 48-hour time window of sending prospects a relevant mail piece. And more than mailing, we’re digging into how the data gained through these solutions has allowed the organization to better identity and understand prospect behavior on-site as a whole, to drive more relevant and targeted messaging across channels.

Mark McLean
Director, Direct Mail Client Services PMX Agency
Justin Bronce
Senior Director, Account Management PMX Agency
Audrey Barlumi
Program Manager, Targeted Marketing, Biomedical Field Marketing & Comms. American Red Cross
View Presentation
Congressional Hall A

PRIVACY COLLIDES WITH DATA FOR GOOD: WHAT YOU SHOULD KNOW, WHAT YOU CAN DO!

Track: Digital

A new stringent privacy law is looming in California (effective 2020 with a look-back provision occurring in 2019) for those who support organizations with data. Agencies and nonprofit organizations need to know how it may impact their fundraising capabilities.  Legal and policy experts will share their insights and what you should consider doing now in preparation to be in compliance and to plan ahead.  Additionally, learn the trends that are driving legislative priorities for a national privacy standard at the federal level.  And, most importantly, what can we as the nonprofit community do now to help frame a more favorable federal legislative agenda for fundraising while protecting the privacy rights of donors moving forward.

Britt Vatne
President, Data Management ALC
Senny Boone
SVP, Nonprofit Federation, Email Experience Council & Accountability ANA
Chris Oswald
Senior Vice President, Government Relations ANA
ADSLA
Director of Direct Response United Farm Workers
Shira Mitchell
Vice President, Donor Development Special Olympics
View Presentation
Congressional Hall B

SUSTAINER CHANNEL PANEL: HOW TO LEVERAGE MULTIPLE CHANNELS TO ACHIEVE YOUR SUSTAINER GOALS

Track: Monthly Giving

“Grow your sustainer program!” Over the years many of us have heard and answered this call to action. Industry benchmarks tell us that a healthy sustainer program should make up approximately 10 percent of our active donor files. As monthly giving becomes more commonplace in the U.S., we look to our monthly donors to provide a steady, reliable stream of support in a fundraising environment facing near constant change (Trump Bump, anyone? Stock Market Volatility?). But HOW do we grow our sustainer files? Does every organization need to have a face-2-face program? Do people still answer the phones for telemarketing conversion? Is it actually possible to convert sustainers through direct mail? Join this session to hear a panel of industry sustainer experts discuss the role each channel (direct mail, digital, face-2-face, radio, and telemarketing) plays in their organization’s Sustainer program. Learn how different organizations are leveraging channels to meet the needs of sustainer acquisition, retention, engagement, and upgrading. Leave with ideas on how to best leverage channel to achieve your organizations own sustainer program goals.

Katie Valvo
Account Director Epsilon
Ellen Hartman
Program Manager WWF
Amber Hobson
Account Manager MDS Communications
Paul Vogel
Director, Direct Response Planned Parenthood Federation Of America
Orwin Evenson
Associate Director, Digital Marketing International Rescue Committee
Brandy Swimeley
Vice President, Integrated Marketing Defenders of Wildlife
View Event Recap and Related Materials
Congressional Hall C

DIGITAL MEDIA TRANSFORMATION: BEYOND FACEBOOK & PAID SEARCH

Track: Emerging

Nonprofits are allocating more and more dollars to digital media, but most are only leveraging Paid Search and Facebook.
This session uncovers the full funnel, revealing key components to a digital media program.
• Video: Telling (and Measuring) Your Story
• Display: Why Impressions Matter
• Native: How to Crown Your Content
• Facebook: Navigating Data, Audiences and Optimization
• Paid Search: Pull the Right Levers to Make Them Look For You
In this session, industry experts will answer questions like:
• Is paid media a better investment to acquire email addresses or new donors?
• How do you address attribution and properly measure return on investment?
• How do I balance CPM and CPA?
• Net positive donor acquisition isn’t a thing… is it?
In this digital session, we’ll share with you digital media secret tips and case studies that drive results. You’ll learn from two organizations how they overcame internal challenges and how to apply an investment mindset to strategic planning that results in effective targeting, placement, conversion, measurement and attribution.

Jarred Schremmer
VP, Digital & Media Strategy RKD Group
Chris Copley
Director of Marketing American Kidney Fund
Meliah Cranmer
Media Manager Children International
View Presentation
Mount Vernon Square
3:30pm Conference Concludes

.

Cancellation Policy and Notes

Individual conference registrations can be cancelled in writing only via email (registration@ana.net). Phone cancellations are not accepted. 

  • A full refund will be granted, if written request for cancellation is received by email 60 or more calendar days before the conference start date.
  • A 50 percent refund will be granted if written request for cancellation is received by email between 59-45 calendar days before the conference start date.
  • No refund will be granted if written request for cancellation is received by email 44 or less calendar days before the conference start date.
  • No refund will be granted for "no shows."
  • Corporate packages are not eligible for cancellation or refunds.
  • Unused registrations/applications have no monetary value and cannot be credited to future years or events.
  • ANA will not issue refunds or credits due to failure to redeem a discount promo code during the registration process.
  • A $125 processing fee will be assessed to change the name on a registration.
  • Hotel room cancellations and changes must be made directly with the hotel. 

Hotel Cancellation Policy: 
Reservations cancelled after January 21, 2019 and prior to 72 hours before arrival date will be subject to a $50 processing fee for each room cancelled charged by Orchid.Events. Deposit of one night’s room and tax will be forfeited entirely if cancellation occurs within 72 hours of arrival date.

Miscellaneous:
     1. The conference agenda is subject to change.
     2. A portion of your guest room rate will be used to offset conference costs.
     3. ANA accepts no responsibility for the loss of, or damage to, personal property.
     4. Registrations received after two weeks prior to the conference may not be included in the attendee list.

Code of Conduct: Nonprofit Federation Events

The Nonprofit Federation is dedicated to making our events a safe place for all. We do not tolerate harassment, intimidation or inappropriate behavior of any kind. All participants in Nonprofit Federation activities should adhere to a civil demeanor, a respectful and welcoming attitude toward colleagues and attendees at events.

You agree that your conduct reflects the Nonprofit Federation and its high standards of professionalism and respect toward others, including those with whom you may disagree. Discourse is highly encouraged but as professionals and leaders in the space that discourse should always be respectful. Anyone found in violation of this policy will be subject to removal from Nonprofit Federation event participation.

Anyone who believes they are being harassed, intimidated or targeted with inappropriate behavior should report it immediately to the SVP of the Federation Senny Boone, Esq., SBoone@ANA.net, 202.861.2498. Anyone found in violation of the Federation’s Code of Conduct may receive a warning, expulsion, or legal authorities shall be contacted if warranted by the circumstance. Anyone who feels unsafe or threatened onsite should immediately go to the hotel and alert the staff and police as may be necessary.