MARC 2014 Session Descriptions

Breakout Sessions | Vendor Seminar Sessions

Advanced Research

Wednesday, May 28 | 2:15pm – 3:45pm
Leading Frontline Fundraisers into Research

Thomas Turner, Strategic Partnerships Research Manager, International Justice Mission

Have you ever struggled with how to translate your research into tangible and meaningful information for the frontline fundraisers on your team? This presentation will cover how to successfully disseminate actionable and easy-to-understand information to your fundraising team by leading with influence. By using techniques such as narrative profiles, illustrating data points, and establishing constant streams of communication with different team members who have equity stakes in research, the prospect researcher can be an influential leader on any fundraising team.

Wednesday, May 28 | 4:00pm – 5:30pm
One Size Does Not Fit All:
Approaching Research from a Consultative Perspective
Illana Lester Moreno, Environmental Defense Fund | Marc DiFillipis, The Nature Conservancy

Standard forms and formats are important tools in any research shop, but they should enhance, not replace, our interaction with our clients. We’ll use requests we’ve received in our own shops as examples to illustrate how improved formats and direct consultation have helped us to better understand and address our clients’ real needs. In addition to sharing some of our standard formats, we’ll share some “outside the box” examples of formats we’re using to help gift officers fundraise more strategically.

Thursday, May 29 | 8:30am – 9:45am
Asian American Philanthropy: Grasping Diaspora
Linlin Chen, New York University | Estee Pierce, New York University

Asians represent the nation's fastest-growing ethnic group in the United States, having increased by a staggering 46 percent over the past ten years according to recent census figures. With the growth of the population has come new affluence and influence across all corridors of industry, from finance to fashion. Asian American's emerging leadership in philanthropy will shape the future of the American nonprofit landscape. In this session, we will provide a brief overview of the history of Asian American philanthropy; discuss giving trends across diverse groups that make up this community; and look at opportunities and challenges in fundraising for and by this population.

Thursday, May 29 | 10:00am – 11:15am
Strategic Services for Campaign Support
Jon Thorsen, George Washington University

Campaigns provide increased expectations for fundraising performance as well as for the services that support that performance. Understanding the contributions that research and related services can provide at various stages of a campaign allows us to plan for the effective delivery of those services, hone our analytical skills and raise the profile of the work we do.

Friday, May 30 | 9:00am – 10:15am
The Impact of Engaged Donors and Staff on Research

David M. Lawson, NewSci, LLC

From social media to crowdfunding, donors are becoming actively engaged in the organizations and missions they support. At the same time, staffs are going mobile, enabling them to interact with colleagues, donors, and organizational data. For research professionals, this exponentially increases the amount of information available on donors and the pressure to provide real-time analysis to field staff. Learn the implications of working with engaged donors and staff, and how you can provide engaged research.

Friday, May 30 | 10:30am – 11:45am
Research in a Campaign: Filling the Gaps in Your Campaign Pyramid
Chris Connors, Villanova University

We are all familiar with that bedrock of capital campaigns, the Campaign Pyramid. But how does that pyramid look when you add unqualified prospects to the mix? In this session, we will look at the pyramid from different angles in an effort to fill gaps and strengthen a structure that remains vital to a successful campaign. The session will also include some best practices for quickly assessing the wealth of potential prospects.


Research Fundamentals

Thursday, May 29 | 2:00pm – 3:15pm
 Putting it All Together
Anne Brownlee, Yeshiva University | Michael Quevli, Target Analytics, A Blackbaud Company | Liz Mchugh, Phoeniz Childern's Hopsital Foundation

You've gathered the information, so now what? In this session, we will look at ways to present research, looking at ways Research can share information with fundraisers, writing for different audiences, and understanding and leading change in sharing data.

Thursday, May 29 | 3:30pm – 4:45pm
  Parent Research and Fundraising
Tom Hampsey, Lafayette College | Rebecca Heslin, Lafayette College

This presentation will focus on methods of parent identification, research and fundraising at higher education institutions. The intention is to provide an overview of how the researcher can successfully direct and shepherd the process from start to finish. Topic areas include interfacing with the Admissions and Financial Aid offices at your institution, segmenting and screening the database, providing tips on obtaining and conducting the visit, considering the unique characteristics of parents as a fundraising constituency, suggesting potential solicitation amounts and suggesting how to approach parents after freshman year. This session will encourage audience discussion and idea-sharing on experiences, successes and challenges with programs at their own institutions.


Data Analytics/Prospect ID

Thursday, May 29 | 2:00pm – 3:15pm
Exploring UHNW Philanthropists' Social Graphs

Brian Gonzales, Wealth-X

After a broad overview of the American UHNW population, we will evaluate profiles of male and female UHNW philanthropists and provide examples of significant donors and the main causes they donate to. The presentation will focus on explaining social graphs as a new tool in evaluations of philanthropic behavior. We will show that UHNW philanthropists have large social graphs, connecting them to people that have similar philanthropic ideals and goals. Case studies will show why non-profit organizations need to approach their potential donor base as groups rather than simply individuals, and why patterns in UHNW philanthropy exist.

Thursday, May 29 | 3:30pm – 4:45pm
Distinguishing Between Reality and Coincidence
Patrick Lienhard, Virtua Foundation | Emily Kahn, AOPA Foundation 

Aimed at those who don't know a t-test from a T-bone, this session will cover basic statistical analysis techniques useful in the prospect research field. Emphasis will be given to hypothesis testing: knowing when to use it, performing it in MS Excel, and most of all - understanding the results. You will return to your desk empowered to gain a deeper understanding of your prospect pool and able to answer questions like: do your events affect giving? Are your stewardship efforts effective? Is Strategy A more effective than Strategy B?

Friday, May 30 | 9:00am – 10:15am
Searching for Transitional Giving Prospects

Lawrence Henze, Target Analytics | Melissa Bank Stepno, Target Analytics

Data mining and analysis suggest that many organizations need assistance identifying transitional giving prospects: individuals emerging from the annual fund process who demonstrate potential to become mid-to-high level donor prospects in the years to come. Fortunately, active measures exist to jumpstart your transitional gift prospect identification efforts.

Friday, May 30 | 10:30am – 11:45am
Designing Better Data

Christopher Haight, Cornell University

This presentation will detail how Cornell is designing a new alumni career coding system to replace the longstanding Standard Industry and Occupation codes. The new system will provide more actionable intelligence to inform prospecting and engagement strategies. In addition to reviewing the creative design process and implementation planning, the session will explore how prospect researchers can collaborate meaningfully with colleagues in areas such as database management, marketing, volunteer programs, and alumni affairs.


Relationship Management

Wednesday, May 28 | 2:15pm – 3:45pm
Prospect Tracking Hacks – Using Excel for Your Reporting Needs

Sarah Cadbury, La Salle University

Do you wish you had enterprise reporting software so you could create beautiful and informative dashboard reports? You can actually create visually pleasing reports in Excel using charts. With pivot tables, gathering the data is easier than you think. Learn some tricks of Excel to develop reports to suit your needs. This session will benefit practiced and casual users alike.

Wednesday, May 28 | 4:00pm – 5:30pm
Why don't we Consider Prospect Researchers Fundraisers?
Armando Zumaya, BRIDGE Housing

Do you consider yourself a fundraiser? Do you proudly announce when asked what you do for a living that your a fundraiser? A prospect researcher? A discussion of the standing and current place of Prospect Research and Management in the sphere of Development and Non Profits. An empowering talk about how to advance the cause of Prospect Research for the improvement of our institutions, the profession and our careers.

Thursday, May 29 | 8:30am – 9:45am
Introvert/Extrovert: The Hidden Power in Personality

Claudia Brookman, Randolph-Macon College

This session will explore the unique strengths that introverts (most often researchers) bring to overall development efforts and how introverts and extroverts (most often development officers) can better understand each other and work toward the same goal. Using Susan Cain’s best-seller Quiet as a guide, coupled with discussion about Myers-Briggs and other personality assessments, this session will consider how introverts are viewed by extroverts in the development field and vice versa. We’ll define terms, discuss how we manifest our energy and offer techniques to bridge the communication gap that can exist.

Thursday, May 29 | 10:00am – 11:15am
The Metrics System: Measuring what Matters
Susan Hayes-McQueen, University of Washington

The process of establishing metrics and measuring performance of fundraisers can help both fundraisers and management ensure efficient use of time and resources. Come hear about typical metrics for non-profit organizations; establishing a culture of metrics within your organization; and how quantitative measures can be used to change and focus behaviors.

Friday, May 30 | 9:00am – 10:15am
Beyond What They Ate For Lunch: Making the Most of Contact Reports

Daniel Lowman, Grenzebach Glier & Associates, Inc.

Let's face it, most contact reports are never read, and for good reason: The lunch menu and the pet's name don't help us to raise more money. This session will address how to work with gift officers to improve contact reports, and cover how to use that information to improve capacity ratings, develop prospect strategies, and determine interest areas. There is no better way to qualify a prospect than to meet with them, so don't let this valuable data source go to waste!

Friday, May 30 | 10:30am – 11:45am

Transforming a Team: Reactive Profile Generation to Strategic Partnership
Jenn Shimp-Bowerman, Wake Forest University

Do you feel caught on the treadmill of reactive research?  Do you catch yourself in the “us versus them” dilemma?  Do you want to revolutionize the way your team works?  Jenn Shimp-Bowerman will present some research and lessons learned from the process of making a radical transformation at Wake Forest University from a reactive, profile driven prospect research and management office to a team that partners with fundraisers and is focused on fueling the development engine.



NEW! Developing Professional Relationships

Thursday, May 29 | 8:30am – 9:45am
Making the Most of Your Mentor/Mentee Relationship
Shelby Radcliffe, Occidental College | Jenn Shimp-Bowerman, Wake Forest University

How do you cultivate a mentor relationship? What can you expect from a mentor and how do you ask someone to serve as one? Do mentors learn as much as mentees in the process of giving sage advice? Can these mentorships become peer relationships? How do you offer advice to someone who hasn't asked for it but has great potential to grow and learn? And how do you tell someone you don't want their advice any more? Jenn Shimp-Bowerman and Shelby Radliffe will present some research on the Mentor-Mentee relationship and discuss lessons learned from their own, which has lasted for almost a decade.

Thursday, May 29 | 10:00am – 11:15am
Strategies to Navigate Workplace Politics
Chandra Montgomery, Virginia Commonwealth University

Office politics – it’s often one of the most negative forces in the workplace, yet it’s also the proverbial pink elephant in the room: “Colleges don’t teach it. Companies rarely acknowledge its existence. Employees usually whisper about it,” (Lamar Morgan, Small Business Examiner). Workplace politics can be a burdensome source of frustration and stress. Learning how to practice workplace diplomacy and navigate the political landmines within an organization can be invaluable. This session will present practical solutions to stay above the fray, achieve success, and most importantly – maintain sanity in a politically charged environment.

Thursday, May 29 | 2:00pm – 3:15pm
Prospect Research: A VP's Perspective
David Shanton, Baruch College | Chris DelGiorno, Marist College | Sam Lundquistn, Wharton | Brian Agnew, Robert Wood Johnson Foundation | Rose McManus Coleman, Virtua Health 

This session will offer unique perspectives from a panel of Development Vice Presidents from a variety of organizations, including higher education, healthcare and a foundation. Panelists will talk about the relationship and collaboration between research/prospect management and the VP office, with each VP giving their perspective and experience. Discussion will also include their experience with prospect research from a historical, current and future perspective.


Thursday, May 29 | 3:30pm – 4:45pm
Say What? Communicating For Results
Krista M. Gallagher Colt, Luther Seminary | Katherine Steffen, Luther Seminary

Anecdotally, we know that front-line fundraisers and researchers communicate differently. Although we all have the same end goal, sometimes it seems like we are speaking two different languages. Learn from the successes and failures of one researcher and one development officer and your peers about what has worked for them, what hasn't, and what tips they've picked up along the way.



Vendor Seminar Sessions
Thursday, May 29th | 11:25am – 11:55am

Approaching the Right People
S&P Capital IQ  

A Crash Course on Social Donor Management: Big Data, Big Gifts

Streamling the Analytics Investment Process
Target, A Blackbaud Company 

WealthEngine 2014: Going Beyond Wealth