Program

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Preconference

Wednesday, February 22nd

Day 1

Thursday, February 23rd

Day 2

Friday, February 24th

Schedule

at a Glance

Preconference
Wednesday, February 22nd
Day 1
Thursday, February 23rd
Day 2
Friday, February 24th
Schedule at a Glance

Preconference

Wednesday, February 22nd
Location: Mount Vernon Square A

8:00AM-9:00AM |
Continental Breakfast
9:15AM-4:30PM |
Pre-Conference Workshop

Direct Marketing: Tips and Techniques from the Experts

 
Not only does this program provide some basic knowledge, but it then goes beyond the basics and principals of the “whats” and the “ifs”, to explore the details and metrics of ongoing successful direct marketing programs. Utilizing plans, programs, data, and results gathered from actual client programs, you will learn the answers to questions and issues such as:

  • Testing strategy: How to test, what to look for, and when to re-test. How to ensure statistically significant tests and calculate confidence.
  • Creating a list strategy for acquisition, renewals and appeals, including detailed segmentation strategies by program.
  • Understanding the reports and information provided throughout the data hygiene and data processing process, and how that will assist future marketing efforts. Learn about list optimization and modeling opportunities, as well as best practices for efficient and effective ongoing data processing.
  • What performance metrics should you be analyzing, how to benchmark your campaigns’ performance, and how to apply your analysis to ongoing programs.
  • The checklist of building a database for current and future needs of your organization, and how to use the data to better connect with your donors.
  • What really is multi-channel marketing, and how to integrate strategy across channels with success.
  • How to create the strongest multi-channel messaging that includes a strong case for support.

 
Taught by industry leaders, this full day seminar will provide immediate educational benefits to the attendees, and provide actionable information which can be incorporated into current and future marketing efforts.

Whether you have been in the industry 5 years or 25 years, this seminar is for you!

Allison Porter
President, Avalon Consulting Group
Jeanette Cassano
Vice President, Belardi/Ostroy
Marvin Dawson
Vice President of Operations, MMI Direct
Julie Wilson
Director, Strategic Planning, Integral
Jason Robbins
VP Sales and Marketing, ROI Solutions
Barb Perell
Vice President of Online Marketing, Avalon Consulting
Mark Mitchell
Vice President of Business Development, SD&A Teleservices
12:00PM-1:00PM |
Lunch

Preconference

Wednesday, February 22nd

Day 1

Thursday, February 23rd

Day 2

Friday, February 24th

Schedule

at a Glance

Preconference
Wednesday, February 22nd
Day 1
Thursday, February 23rd
Day 2
Friday, February 24th
Schedule at a Glance

Tracks

BUILD

Sponsored by:
Ps Digital 175x115-01

RETAIN

Sponsored by:
adestra-nynp-01-1

DISCOVER

Sponsored by:
cdr fundraising group 220x150-01

TRANSFORM

Sponsored by:
DCNP_LMNC

Day 1

Thursday, February 23rd

6:30AM-7:15AM |
Boot Camp
Location: Meeting Room 16
 

  • Who: Anyone looking to get in a tough, but fun, workout before taking on a day of sessions, meetings,
    and over indulgence (you know who you are). All levels welcome.
  • What: This indoor fitness camp will help your speed, power, flexibility, muscular endurance,
    cardiovascular endurance, balance, and mental strength. Yeah, all that in 1 hour!
  • Headed up by: T. Hill, RobbinsKersten Direct
  • Bring: Running shoes, workout clothes and a good attitude.

 

8:00AM – 9:00AM | Continental Breakfast

Sponsored By:
merkle response management group logo-01
Location: Grand Ballroom

8:15AM – 8:45AM | First Time Attendee Welcoming Session

Location: Congressional Hall A

9:00AM – 10:00AM | Keynote Kick Off

Keynote Speaker

Mara Liasson

mara-liasson-wwsg-high-res

Correspondent, National Politics, Washington Desk

Mara Liasson is the national political correspondent for NPR. Her reports can be heard regularly on NPR’s award-winning newsmagazines All Things Considered and Morning Edition. Liasson provides extensive coverage of politics and policy from Washington, DC — focusing on the White House and Congress — and also reports on political trends beyond the Beltway.

Location: Grand Ballroom

Keynote Sponsored By: Infogroup 300x150-01

Learn More

10:15AM – 11:15AM | Concurrent Sessions

Disrupting your Acquisition Program — 12 ideas in 60 minutes that will disrupt your thinking and are nearly guaranteed to improve your Acquisition results

Track: Building

Location: Congressional Hall A
 
This session features a panel of experienced marketers who will provide 12 disruptive ideas in 60 minutes to help improve your acquisition results. Focusing on offer, creative, audience, production, marketing channel and data — each panelist will provide ideas to “disrupt” conventional thinking that your organization must consider!!
 

Roger Hiyama
Vice President, Client Services, Wiland
Martina White
Director, Member Acquisition, The Nature Conservancy
Barbara Sims
President, Carol Enters List Co.
Angela Struebing
President, CDR Fundraising Group

Dial-Moving Multichannel Membership Renewal Strategies

Track: Retain

Location: Congressional Hall C
 
Membership renewals. They’re the “A student” of our direct response fundraising programs, dutifully delivering significant portions of our revenue budgets. And yet we often take them for granted, neglecting to invest in their potential for even higher achievement and intervening only when they fail to make the grade. In this information-rich session, we’ll explore multichannel case studies and strategies for turning good direct mail and email renewal series into GREAT ones – raising more money and building deeper connections with your most dedicated supporters. We’ll also cover “reboot” strategies for waning renewal series, testing insights, targeting and upgrading techniques, ways to cut budgets – and when to deepen your investments.
 

Moira Kavanagh Crosby
President, MKDM
Valerie Vierengel
Director of Donor Stewardship, ASPCA

Models, models, and more models! I’m going crazy keeping track of all these models… do I have too many???

Track: Discover

Location: Congressional Hall B
 
The age of big data has given rise to an exponential number of modeling choices—it seems you can model just about anything these days. It’s tempting to want to try them all in an effort to improve your program results, but at what point does the time required to manage multiple models outweigh the potential gains? When do I know if I have too many? In this session, you’ll learn strategies on how to best evaluate your mix of current models and test methodologies on where and when to bring in new ones. You’ll also learn how some models can be consolidated into a more efficient and easier to manage solution.
 

Megan Gibeau
VP – Client Services, NNE Marketing
John Ernst
VP – Solutions & Insights, Wiland
Karen Gleason
Senior Director, American Diabetes Association

Build A Better Brainstorm

Track: Transform

Location: Mount Vernon Square A/B
 
You can’t keep running the same old campaigns and hope for better results. Breaking new ground (and attracting new donors) requires constant innovation – and that means making the most of the smart minds in your org. We’ll show you how to develop exciting, disciplined, engaging (and fun!) brainstorms that actually generate usable, successful tactics and strategies you can put to use to elevate your program. In this session you’ll learn how to:

  • Break out of the daily grind and enter the Creative Zone™*
  • Ask the right questions to get the best answers
  • Surprise yourselves with fresh new thinking
  • Go from wacky-but-not-doable concepts to real-life execution of bold new ideas to raise money, mobilize supporters, reach new audiences, and, you know, change the world for the better forever. Easy!

 
* Don’t worry, we won’t actually use hackneyed phrases like The Creative Zone. No disruptive synergy, either. Only Real Talk and frequent weather-related puns!
 

Madeline Stanionis
Principal, M+R
Ken Malette
Director, Direct Marketing, Oxfam America
11:30AM – 12:30PM | Concurrent Sessions

Ads are Wild!

Track: Build

Location: Congressional Hall A
 
Ready to get serious about digital advertising? This session takes ads from experiments to explosion. Wildlife Conservation Society is using digital advertising for just about every aspect of its program – from education to activism to fundraising to membership. It’s wild how well it’s working. This session will cover: -How we developed a 5 year plan to grow our email list to 5 million! -What you should look at short & long term to measure potential return on investment -How to use ads to reactivate lapsed members and find new members! -Leveraging discounts and other special offers to improve ad performance; -And more!
 

Debbie Schneiderman
Executive Director, Marketing & Digital Programs, Wildlife Conservation Society
Michael Ward
Principal, M+R
Matt Derby
Senior Digital Advertising Strategist, M+R

The Great Donorcentricity Debate

Track: Retain

Location: Congressional Hall C
 
Some say that more communications inevitably lead to more revenue. Others think this economic engine is broken as donors as for fewer communications and more control over what they get. Donorcentricity is debated across the industry in meetings, hallways and on conference calls. It’s hard to find a nonprofit executive who will say the donor experience doesn’t matter but we often look at net revenue over experience. Industry experts will debate the topic, then discuss how to change your economic engine and base it on why your donors give.
 

Roger Craver
Editor, The Agitator
Nick Ellinger
VP of Marketing Stratgy, DonorVoice
Emily Anderson
Director of Annual Giving, Catholic Relief Services
Christine Palmer
Director, TEAM USA Fund, United States Olympic Committee
Kevin Schulman
Founder and Managing Partner, DonorVoice

The Web as a Living Laboratory: What We Learned About What Works (and What Doesn’t) From Over 600 Online Experiments

Track: Discover

Location: Congressional Hall B
 
By testing using a rigorous scientific methodology employed by Fortune 100 companies, we’ve debunked traditional best practices and uncovered breakthrough principles that produce transformational results. In this rapid-fire session, we will look at dozens of real-world online experiments and share secrets to growing your email file, improving your donation response rates, and how you can apply these principles today to your own online fundraising campaigns.
 

Tim Kachuriak
Chief Innovation and Optimization Officer, NextAfter
Nat Ward
Associate Director for Online Membership Programs, The Heritage Foundation

Baby Boomer Breakthrough: The Next-Gen Fundraising Model

Track: Transform

Location: Mount Vernon Square A/B
 
The Baby Boomer era of fundraising is here. They’re our biggest stars, likely to become the greatest giving generation ever. Boomers control most of our nation’s wealth and disposable income, and are stepping up to give more time, talent, and treasure than any other generation. To ignore their economic clout is suicide. But how do we activate a generation that has consistently done things differently than their direct-mail-loving parents? In a fast-moving workshop format, the presenters will dissect the characteristics that are unique to Boomers and present a new strategic fundraising approach that will create faster, better, and more sustainable revenue for nonprofit organizations.
 

Kn Moy
SVP of Strategic and Applied Foresight, Masterworks
Mike Browne
Founder and CEO, Browne Innovation Group (BIG)
Robert Coronado
Creative Director, World Vision
12:45PM – 1:45PM | 2017 Max Hart Nonprofit Achievement Award Luncheon And Presentation

Sponsored By:
Infogroup 300x150-01
Location: Grand Ballroom

2:00PM – 3:00PM | Concurrent Sessions

Say Goodbye to the Status Quo: Getting More out of the Coops

Track: Build

Location: Congressional Hall A
 
Fast paced Q & A session that dives right into what the coops can do for your organizations:

  • How can you get your organizations mail piece to stand out in the mail box
  • How can the coops help you attract younger donors, sustainers and high value donors
  • How you can leverage coop data to maximize return on the house file
  • How can the coops help your organization utilize direct marketing principals online

And whatever else you want to learn as the will be open forum for attendees to ask questions of the panel members, nothing is off limits!
 

Britt Vatne
President, ALC
Joe Bank
GM, I-Behavior Merchant Services
Tom Murray
EVP, Client Services, Wiland
Liz Buderus
VP, Product Management, Epsilon
Richard Becker
President, Target Analytics
Sherene Kelly
SVP, Sales & Marketing, Donorbase
Keith Pietsch
VP, Analytics, Infogroup

Stuck in the Middle with You – Elevating Your Mid-Level Donor Program

Track: Retain

Location: Congressional Hall C
 
Are your mid-level donors stuck in a rut? Is your relationship with them on the road to nowhere? Then take action! Through real-life case studies, this session will show you how to put the “zing” back in your lackluster romance with your mid-level donors in a way that will engage, inspire, and ultimately upgrade their giving.
 

Jessica Hutchins
Director, Donor Advancement, THD
Briana Crane
Director of Development, Feeding America
Ryan Carpenter
Manager, Donor Advancement, THD
Betsy Harman
Director, Donor Cultivation, Feeding America

DMANF Presents: “Legal Jeopardy!”

Track: Discover

Location: Congressional Hall B
 
Is your organization in ethical compliance…or in legal jeopardy? Join the DMA Nonprofit Federation in a fast-paced demonstration that will test your knowledge and understanding of today’s legal, postal, and ethical guidelines in fundraising. Will your organization be in the hot seat? Come play America’s favorite quiz show and find out!
 

Senny Boone
General Counsel, DMA & Executive Director, DMANF
Lane Brooks
Chief Operating Officer, Food & Water Watch
Robert S. Tigner
Regulatory Counsel, DMANF
Dale Kennedy
Manager, Industry Engagement Strategy, USPS

Is It Time To Tip The “Sacred Cows” In Your Program?

Track: Transform

Location: Mount Vernon Square A/B
 
How many “Sacred Cows” do you have in your fundraising program? Those campaigns and activities repeated year after year without clear performance measurement that everyone is terrified to change? Even terrified to propose a change? You are not alone! We are always talking about testing new approaches and techniques, but now we are talking about making true, substantial changes without abandoning what works. Hear how other organizations have turned their plan around 180 degrees in direct marketing, special events, and even their actual mission and message while increasing net income and, most importantly, increasing their impact on their cause.
 

Suzanne Cole Nowers
CEO, Nexus Direct
Alan Thornton
CEO, Rescue Mission Alliance of Syracuse

3:00PM – 3:30PM | Power Energy Break

Sponsored by:
KBMG_logo_2174C_424C
Location: Grand/Congressional Foyers

3:30PM – 4:45PM | Concurrent Sessions

The Giving Movement – Why It’s Not Just About Tuesday

Track: Build

Location: Congressional Hall A
 
Since 2012, Giving Tuesday has changed the way we look at end of year fundraising in terms of channels to use, cadence to follow and calls to action. In this session with the American Heart Association, we’ll share a three year study of how an evolving approach to Giving Tuesday culminated in a new approach to not only the beginning of the month, but all the way through 12/31.

Alright. By now, most of us know the #GivingTuesday hype is real. In many ways, it’s changed the way we look at end-of-year fundraising all together. With organizations both big and small jumping on the #GivingTuesday bandwagon, now is the time to step up your game with an out-of-the-box strategy, not only for Giving Tuesday but for other giving days throughout the year. In this session, we’ll look at the evolving approach to Giving Tuesday taken by two organizations, and how they’ve culminated in new opportunities and strategies to make an impact beyond end-of-year.
 

Jessie Salpeter
Senior Digital Account Executive, CCAH
Emily Sandler
Director of Digital Philanthropy, City of Hope
Allison Weston
Digital Account Executive, CCAH
Andrew Magnuson
National Director of Digital Fundraising, American Heart Association
Bethany Maki
Vice President of Nonprofit Digital Strategy, PMX Agency

Are We Doing it Right? A Deep Dive into Membership Renewal

Track: Retain

Location: Congressional Hall C
 
You have a fabulous membership program with a strong renewal series. But, you’re always asking, “could it be better”? In this session you’ll hear from non-profit organizations with renewal series that are producing benchmark-besting retention. We’ll also explore one of the oldest questions of membership renewal: is renewal based on expire date or calendar year right for your organization? Our nonprofit panelists will share their answers to that key question – and invite the audience to participate in this ongoing conversation.
 

Tiffany Neill
Partner, Lautman Maska Neill & Company
Paul Vogel
Director, Direct Response Fundraising, Planned Parenthood Federation of America
Steve Abrahamson
Director, Direct Response Marketing, National Audubon Society
Tricia Hart
National Director, Direct Response, Amnesty International, USA

Big Questions for Big Growth

Track: Discover

Location: Congressional Hall B
 
Every organization is hyper focused on meeting the current year’s budget, but real growth takes a longer term view. Hear examples of comprehensive analytics, internal communication methods, and strategies that are driving growth.

This session is about how to focus your team on the big questions:

  • How can we increase our revenue by x% in 5 years?
  • What is the value of our digital presence?
  • Are our integrated activities generating more money or are we moving money around?
  • Where are you sourcing your most valuable supporters?
  • Would we be better off if we …stopped premiums, increased the offer, added a channel, etc.

 

Jim Emlet
Co-Founder & Principal, Integral
Susan Paine
Director of Analytics & Strategy, Human Rights Campaign
Chris Pangretic
VP, Integral

Behavioral Science: Turning Insight into Action

Track: Transform

Location: Mount Vernon Square A/B
 
All humans are irrational and they are irrational in predictable ways. Did you know that you can improve your average gift with simple social proof statements or your event revenue by framing it as an exceptional expense? See these and many more ways to improve your direct marketing program from the academic literature with recommendations with how you can put these theories into practice.
 

Jann Schultz
Senior Director, Individual Giving and Communications, Project HOPE
Dr. Kiki Koutmeridou, Ph. D.
Behavioral Science Strategist, DonorVoice

5:00PM – 6:00PM | Wine & Cheese with DMA Government Affairs (Ticketed Event)

Sponsored by:
pmg-new 300x150-01
Location: Ballroom North

6:15PM – 8:00PM | Power Networking Reception (Ticketed Event)

Location: OFFSITE: Clyde’s of Gallery Place

Venue Sponsored By:
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Hors d’oeuvres Sponsored By:

Nova 175x115-01
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Cocktails Sponsored:
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Photo-Opportunities Sponsored:
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Preconference

Wednesday, February 22nd

Day 1

Thursday, February 23rd

Day 2

Friday, February 24th

Schedule

at a Glance

Preconference
Wednesday, February 22nd
Day 1
Thursday, February 23rd
Day 2
Friday, February 24th
Schedule at a Glance

Tracks

BUILD

Sponsored by:
Ps Digital 175x115-01

RETAIN

Sponsored by:
adestra-nynp-01-1

DISCOVER

Sponsored by:
cdr fundraising group 220x150-01

TRANSFORM

Sponsored by:
DCNP_LMNC

Day 2

Friday, February 24th

5:45AM – 6:30AM | Fun Run
Location: Hotel Lobby
Who: Anyone looking to run around town. All levels welcome.
What: An early morning run around the National Mall, the monuments are so beautiful at dawn!
Headed up by: Christy Radke, Epsilon
Bring: Running shoes, workout clothes and a good attitude.
This is a rain, snow or shine event. Dress for the weather. Have fun and get in a good run!
 
8:00AM – 8:45AM | Networking Continental Breakfast

Location: Congressional Registration

9:00AM – 10:00AM | Concurrent Sessions

Making mobile work for fundraising

Track: Build

Location: Congressional Hall A
 
Mobile giving has revolutionized donor recruitment in the UK , Spain, and other countries. While text giving generated $30 million for the American Red Cross around the Haiti earthquake, American fundraisers have not embraced this ubiquitous and frictionless method of giving. Now The Humane Society of the United States, the Bernie Sanders campaign, and a few others are starting to use mobile to acquire (and steward) new monthly donors.

PSMS donations billed to the mobile bill as well as two-stage recruitment – a value proposition offer followed by a conversion call –- are the easiest way for donors to make their first gifts as well as become regular sustainers.

SMS does not drive response. It facilitates response. That means it’s vital to identify a powerful, motivating proposition that creates an immediate emotional reaction – finding an organization’s itch and scratch.
 

Nick Allen
president, Open America
Joanne Wilson
Director, Acquisition Marketing, Humane Society of the United States
Paul de Gregorio
Director of Digital Engagement, Open

Give Monthly or Go Home! How to Transition to a “Monthly First” Program

Track: Retain

Location: Congressional Hall C
 
Most nonprofits know that building a sustainer giving program is important – it provides a predictable monthly revenue stream and improves the lifetime value of donors. But not many organizations have the guts to go all-in with focusing on a sustainer ask in ALL programs.

In this presentation, you will hear how the Human Rights Campaign has grown their sustainer program to 60,000+ donors using mail, phone, email, social, events and canvas. From investing in the right technology and data analytics, to taking risks and testing big, you’ll learn what it took to get HRC to a monthly-first ask.

Whether you work in a large or small organization, whether you’re a C3 or C4 – if you want to build a monthly donor program, raise more revenue, and go back to work with a big idea or two – this is the session for you!
 

Lesley Hostetter
Vice President, Lautman Maska Neill & Company
Lesley Frohling
Associate Director of Member Services and Canvass, Human Rights Campaign

Truth or Consequences

Track: Discover

Location: Congressional Hall B
 
With all the buzz about Snapchat and Instagram … Google+ … the mobile revolution … and even the recent transformation in web and email design — how do you learn the truth about what really works online — and avoid the consequences of squandering your precious development budget? In this lively session “Game Show” format your “Hosts” will provide ten proposed online fundraising ideas and ask you to cast your vote on which ones are worth testing in today’s fundraising environment. A nonprofit leader will guide you through her step-by-step real-life decision making process in each case, followed by brief agency case studies breaking down each new technology and technique into what’s really working and what’s not. This session is designed to be a fun and interactive way to gain practical suggestions for tapping the power of the newest and latest, to meet your annual giving goals.
 

Carla Perlowin Chadwick
Vice President, Digital Fundraising, Covenant House
Harry Lynch
CEO, Sanky Communications
Paul Habig
President, Sanky Communications

Disrupt your BAU fundraising controls with 10 radical ideas that work!

Track: Transform

Location: Mount Vernon Square A/B
 
In this highly visual and interactive session, we will present 10 examples of successful creative tests for direct mail and email fundraising campaigns that represented a major departure from the formulaic “business as usual”

(BAU) controls used previously by several leading non-profits—and that worked!

The session will feature case case-studies from three leading non-profits, Save the Children, Environmental Defense Fund, and National Audubon Society, for campaigns ranging from donor acquisition to membership retention to recovery of lapsed donors. We will show before and after slides of DM and EM controls that were replaced by fresh, out-of-the-box approaches which disrupt commonly-held assumptions about how fundraising creative should look.
 

Anne Kottler
President, Founding Partner, Sage Communications
Sarah Leggin
Associate Director of Director Response Fundraising, Save the Children
Sam Parry
Director of Membership, Environmental Defense Fund
Josef Kottler
Creative Director, Founding Partner, Sage Communications
10:15AM – 11:15AM | Concurrent Sessions

Finding the Sweet Spot

Track: Build

Location: Congressional Hall A
 
In 2015, Union of Concerned Scientists started a fundraising experiment: could they reduce their environmental impact and respect donor feedback while still raising the same amount of money? For the first time, learn about the net revenue results of the year-long test and how the results have impacted their contact calendar.
 

Teresa Weaver
VP Client Services, O’Brien | Garrett
Gretchen Soter-Moody
Director, Client Services, O’Brien | Garrett
John Mace
Membership Director, Union of Concerned Scientists

Are You Paying Enough Attention To Your Mid-Level Donors?

Track: Retain

Location: Congressional Hall C
 
Go the extra mile to cultivate your mid-level donors—and it will be well worth the effort! In this session, we’ll cover how to: identify those donors most likely to move up the giving ladder (did you know that 40-60 percent of $1,000+ donors made a first gift of less than $100?); build relationships to increase support at successively higher giving levels; brand this group with a unique name and personalized treatment; and how to design multi-channel cultivation and education strategies that will compel these donors to step up their giving. Plus, a higher-touch approach doesn’t have to cost a lot of money—so we’ll show you how to get more bang for your buck, while building a file of committed, higher-dollar donors and increasing your return on investment. Don’t miss it!
 

Kerri Kerr
Senior Vice President, The Avalon Consulting Group
Sarah Stallings
Director, Annual Giving, National Geographic Society
Myles King
Manager, Annual and Digital Fundraising, The John F. Kennedy Center for the Performing Arts

Digital Attribution: Short-Term and Long-Term Investment Modeling for the Future

Track: Discover

Location: Congressional Hall B
 
Gone are the days where last-click tracking is the most accurate measure of ROI. Omni-channel fundraisers are finding it increasingly difficult to measure the ROI related to each individual channel. It has never been more important to have accurate reporting as more and more Boards are looking to invest into Digital Marketing. The attribution model has become a necessary tool in every Direct Marketers tool box. This session will show how attribution modeling allows Direct Marketers to measure individual investments related to multi-touch digital fundraising. It will also show how an overwhelming amount of data can be turned into information that supports strategic and actionable decisions that will help their bottom line.
 

Lisa WIlson
President, Wilson & Associates, Inc.
Carla Perlowin Chadwick
Vice President, Digital Fundraising, Covenant House

Fishing For the Big Fish: Donor-Advised Funds

Track: Transform

Location: Mount Vernon Square A/B
 
Want big gifts? There’s no better place to look for them than where there’s big money. Come learn more about the donors who “grant” these significant contributions through donor-advised funds, what organizations are doing to inspire these donors and how your organization can reach out to them. Jack Doyle is a longtime fundraising consultant who works with nonprofit organizations to help them get the big gifts from their donors. He will speak about successful outcomes in 2016 and best practices that organizations have learned and utilized in this emerging area of fundraising. In this session, you will also learn how organizations have reached out to the donor-advised fund donors and how they’ve inspired these donors.
 

Jack Doyle
President, Amergent
Rachel Earl
Chief Development, St. Labre Indian School
Amy Pirozzolo
Vice President, Marketing, FIDELITY Charitable

11:30AM – 12:30PM | Rising Leader Awards Luncheon

Location: Grand Ballroom

12:45PM – 1:45PM | Concurrent Sessions

Face-2-Face-Off

Track: Build

Location: Congressional Hall A
 
Face-2-Face Fundraising (F2F or canvassing) has grown and become a very successful fundraising channel in the U.S. over the last decade – with significant increases in both nonprofit utilization and vendors in the marketplace over the last five years. In this session, three non-profits, all with F2F programs of varying tenure and different strategic approaches will ‘face-off’ on their different experiences with the channel. This session is for organizations who currently have a F2F program, those currently debating a test, and those who have always wondered if they could afford it and want to learn more for the future. Presenters will share case studies on F2F Acquisition, donor retention and communications, and how F2F-acquired donors fit into their organizations multi-channel strategy. In this session panelists will share F2F results are maximized through data, segmentation, donor communications as well as some favorite stories of both successes and failures.
 

Katie Valvo
Director of F2F, The Nature Conservancy
Jill Miller
Associate Director, Sustainer Giving, Canvassing, Save the Children
Sharon Dreyfuss
Manager – Direct Response and Acquisition, WWF

Moves Management a guide to identify and engage Mid-Level, Major, and Legacy Givers

Track: Retain

Location: Congressional Hall C
 
90% of your revenue is generated from 10% of donors. Building a strong major donor pipeline is more vital now than ever. Learn a proven 5-Step strategy to identify, target, and engage valuable donors at every level of the pyramid.
 

Caity Craver
CEO, DonorTrends
Kirk Schroeder
Annual Fund Director, Salvation Army Massachusetts
Bruce Leathwood
Membership Director, American Rivers
Bonnie Meyer
Principal and Executive Vice President, Meyer Partners

Turning Aircraft Carriers on a Dime and Other Investment Tips

Track: Discover

Location: Congressional Hall B
 
Organizations’ core investment programs are the backbone of new donor acquisition, often built up over many years or even decades. So when your core programs start to take on water, what should you do?

See how two national nonprofits tackled similar challenges recently within their direct mail programs, and how they responded.
This session is about:

  • How to respond when longstanding controls start to wane, or worse.
  • Challenging the status quo and identifying measures of success that fit your situation.
  • Seeing the forest through the trees of your investments.
  • Understanding the risk/reward of your investment decisions.

 

Andrew Giffen
Senior Vice President, Integral
Kim Perrow
Director of Donor Engagement, Heifer International
Letal Zidkony
Sr. Director, Donor Acquisition and conversion, ASPCA

Catching Fire : Crowdfunding, Peer-to-Peer Fundraising, and Beyond

Track: Transform

Location: Mount Vernon Square A/B
 
Every fundraiser has had that moment when a boss or board member challenges them to “make our campaign go viral!” After all, if potato salad can raise $55,000 on Kickstarter, why can’t you? Join us to talk about the changing and growing landscape of crowdfunding campaigns and peer-to-peer fundraising. You’ll learn how to determine whether these tools are right for you, hear case studies from nonprofits that have made it work, and learn how to execute smart campaigns that have a chance to catch fire.
 

Tevis Hannington
Strategist, Digital Media, CDR Fundraising Group
Tracey Burgoon
Director of Direct Marketing, Disabled American Veterans
Jonah Langenbeck
Associate Vice President of Marketing and Communications, The National WWII Museum

2:00PM – 3:00PM | Concurrent Sessions

Sustainers: So Hot Right Now

Track: Build

Location: Congressional Hall A
 
You know the feeling. You are looking at your stats. Spreadsheets are open and numbers are crunching. You are scrolling through numbers and get to the sustainer column — the anxiety! Why, why, why can’t we recruit more sustainers? We all want ’em, but just how do we get more sustainers? This session will cover tried-and-true and leading-edge multichannel sustainer recruitment tactics to help you grow your monthly giving program, so your organization, too, can be so hot right now.
 

Colleen Hutchings
Senior Digital Strategist
Meg Roy
Account Executive, Phone and Mobile Strategies, CCAH
Shana McMahon
Online Strategist, Greenpeace USA
Kelly Biggs
Membership Services and Planned Giving Manager, EMILY’s List

Indicators of the Planned Gift Donor

Track: Retain

Location: Congressional Hall C
 
Is the planned gift donor alluding your research efforts? Do you understand the identifiers of people who make planned gifts? In this session, the presenter will delve into the findings of several research projects that provide specific guidance on data-mining and qualification of planned gift prospects. Attendees will learn which demographic and socio-demographic factors were discovered and are prevalent in those that make planned gifts. The methodologies used in the research will also be examined. Both descriptive and predictive indicators will be revealed. The presenter will also discuss which of these indicators organizations can easily obtain and append from both internal and external sources.
 

John Wilburn
Senior Marketing Manager – Target Analytics, Blackbaud
Tyler Kalogeros-Treschuk
Deputy Director of Development, Food & Water Watch

Getting to Know You- A New View of Your Donors

Track: Discover

Location: Congressional Hall B
 
Our Donors are out there; waiting for us to win their hearts and minds. In order to create a successful relationship; we need to speak in a manner that resonates with every unique donor and their preferences. In this session, we will review the diverse donor behavior through a holistic lens; combining transactional, donor and demographic data into personas that are intuitive, predictive and easy to incorporate into a marketing strategy. Join us as we explore how to turn these insights into action.
 

David Strauss
Director, Global Leadership at The Nature Conservancy
Liz Buderus
VP Product Management, Epsilon
Matt Frattura
VP of Product Management, Apogee/Infogroup

Storytelling with Data

Track: Transform

Location: Mount Vernon Square A/B
 
Everyone knows a well told story can be an invaluable fundraising tool. But stories that incorporate data and analytics are more convincing than those based only on anecdotes or personal accounts. But too often, the way we use facts and figures is just plain boring. In this session, you’ll hear powerful data storytelling tips that go way beyond infographics and charts. We’ll cover how to find the right data, what’s too much data, how to use data to express your point of view and how to marry data with emotional storytelling. You’ll leave knowing how to craft communications pieces and fundraising appeals that speak to the head and the heart. Expert storyteller Kathy Swayze, CFRE, will lead this session with Jeff Kost of Capital Caring and Sara Rycroft of Greenpeace. The panel will share real life case studies of effective data storytelling. We promise you’ll never look at numbers the same way again.
 

Kathy Swayze
CFRE, President, Impact Communications
Jeff Kost
Vice President, Resource Development, Capital Caring
Sara Rycroft
Direct Marketing Manager, Greenpeace USA
3:15PM | Adjournment