Association of Fundraising Professionals • Massachusetts Chapter

GENEROSITYAND THE

PHILANTHROPICSPIRIT

Keynote SpeakerKENNETH R. FEINBERG

AFP CONFERENCEM A S S A C H U S E T T S C H A P T E R

2014WESTIN BOSTON WATERFRONT HOTEL • OCTOBER 9, 2014

Letter from the Conference Chairs

Dear Friends and Colleagues,

Welcome to the 2014 AFP MA Conference on Philanthropy. This year represents the 31st annual conference organized by the Massachusetts Chapter. We have strategically balanced a broad array of top-ics across sectors and audience levels, and recruited distinguished professionals in the field who can pres-ent best practices on these topics. We hope you have found a group of sessions in this program that meets your unique needs and career.

AFP MA Chapter is proud to present Kenneth R. Feinberg as the keynote speaker and looks forward to hearing Mr. Feinberg’s reflections on his role as Administrator of the One Fund Boston. Mr. Feinberg is a Massachusetts native and also serves as Chairman of the Board of the John F. Kennedy Library Foundation. We urge you to visit the Library this year if you have a chance, as well as join us in welcoming Mr. Feinberg in the Grand Ballroom today at 12:30 pm.

We’re so glad you are here!

Sara AndrewsChief Development Officer Partners HealthCare System

Tomasz Kierul, CFRESenior Development Officer Archdiocese of Boston

Table of Contents

2 General Information and Hotel Floor Plan

4 About our Keynote Speaker, Kenneth R. Feinberg

5 Session Descriptions organized by time

13 CFRE Tracking Sheet

14 Exhibitor & Sponsor Directory

15 Sponsors

16 2014 AFP MA Board of Directors

17 2014 AFP MA Conference Committee

Conference at a Glance

8:00 – 9:00 Registration, Networking & Breakfast Concourse Level

9:00 – 10:15 First Session (75 Minutes) Concourse & Mezzanine Levels

10:15 – 10:30 Morning Break Exhibitor Hall

10:30 – 11:45 Second Session (75 Minutes) Concourse & Mezzanine Levels

11:45 – 12:30 Luncheon & Annual Meeting Grand Ballroom

12:30 – 1:30 Keynote Speaker (Book signing at 1:30-1:45 pm) Grand Ballroom

1:45 – 3:00 Third Session (75 Minutes) Concourse & Mezzanine Levels

3:00 – 3:15 Afternoon Break Exhibitor Hall

3:15 – 4:30 Fourth Session (75 Minutes) Concourse & Mezzanine Levels

4:30 – 6:00 President’s Reception Sauciety Restaurant

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General Information

REGISTRATION: CONCOURSE LEVELThe Registration Desk will be available beginning at 8:00 am until 4:30 pm. Here you will find your name badge, printed program and other handouts. For your convenience, on the back of your name badge you will find your session choices.

INFORMATION BOOTH:Have a question or need directions? Visit the Information Booth located in the Grand Ballroom Foyer on the Concourse Level.

MOBILE APP:

Download our interactive mobile app! You can take notes, view presentations and more, directly on your smartphone or tablet.

PARKING VALIDATION:If you parked in the Westin garage, validation tick-ets are available at a discounted rate of $23. Please find an AFP validation card in your registration packet or at the information desk and submit it to the pay station in the lobby, located near the hotel front doors. The hotel will honor the card only at the pay station.

Validation will not be available if you exit the hotel without pre-paying at the pay station with your AFP validation card at the pay station.

EXHIBITOR HALL & BOOK STORE:The Exhibitor Hall is located on the Concourse Level Grand Ballroom Foyer and is open from 8:00 am until 3:30 pm. Take this opportunity to meet with suppliers, consulting opportunities and other organizations. To find information about certain exhibitors and locate them within the Exhibitor Hall, look to page 14 for the Exhibitor Directory.

The bookstore, also located in the Grand Ballroom Foyer is a great resource to find the latestpublications on philanthropy. Cash or check only, unfortunately we are unable to accept credit cards.

CAREER TABLE:Looking for a job? Come visit the AFP MA Career Table located in the Grand Ballroom Foyer. There you will find local job opportunities to assist you in your search.

AFP INTERNATIONAL MEMBERSHIP BOOTH:Located on the Concourse Level in the Grand Ballroom Foyer, stop by and speak with an AFPInternational representative. Find out the benefits of membership that extend beyond discounted programs and receive a coupon worth a discount on an annual membership.

FINDING YOUR WAY AROUND:All conference activities take place on the Concourse and Mezzanine Levels. The Mezzanine Level is two floors up from the Concourse Level. To get there, take the escalator to the Lobby Level and walk straight ahead to the next escalator, the Lobby escalator, which you will take to the Mezzanine Level. Alterna-tively, there is an elevator located on the Concourse Level to the left of the Concourse escalator.

ARE YOU A CFRE?:Full participation in the 2014 AFP MA Conference on Philanthropy is applicable for 6 points in Category 1.B - Education of the CFRE International application for initial certification and/or re-certification. For your convenience a tracking sheet is included in this program on page 13.

ATM:There are 2 ATMs located in the lobby of the hotel. One is located beside the Starbucks and the second is on the opposite side of the lobby.

WIFI:WiFi access is available in the lobby of the hotel. To access WiFi in other areas such as the Concourse and Mezzanine Levels, the price is $50 per person. If you would like to purchase access please visit the Information Desk.

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CONCOURSE LEVEL: Registration & coat check, Exhibitor Hall Commonwealth Ballrooms A – C Grand Ballroom

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KENNETH R. FEINBERG

The keynote speaker will present during the plenary

luncheon in the Grand Ballroom. Harvard Book Store

will be onsite in the Grand Ballroom Foyer from 11:45

am – 1:45 pm if you wish to purchase Mr. Feinberg’s

book. Don’t miss the book signing at 1:30 – 1:45 pm in

the back of the Grand Ballroom, immediately following

the keynote address.

Managing Partner, Feinberg Rozen, LLP; Chairman,

John F. Kennedy Library Foundation; and Administrator

of The One Fund Boston

“Generosity and the PhilanthroPic sPirit:

reflections from the administrator of

the one fund Boston”

Kenneth R. Feinberg is an attorney who specializes in

mediation and alternative dispute resolution. Founder

of the law firm Feinberg Rozen, Mr. Feinberg graduated

from the University of Massachusetts/Amherst cum laude

and received a law degree with honors from New York

University School of Law. He was appointed Special

Master of the Federal September 11th Victim Compensation

Fund by Attorney General John Ashcroft and worked in that

capacity pro bono for 33 months. Mr. Feinberg recently

served as the government-appointed administrator of the

BP Deepwater Horizon Disaster Victim Compensation

Fund. Most recently, the Governor of Massachusetts and

the Mayor of Boston appointed Mr. Feinberg Administrator

of the One Fund Boston to compensate the victims of

the Boston Marathon bombings. Mr. Feinberg has been

appointed Adjunct Professor of Law at some of the nation’s

leading law schools including Harvard, Columbia, New

York University, and the University of Pennsylvania. He

is currently Chairman of the Board of Directors of the

President John F. Kennedy Library Foundation in Boston.

K E Y N O T E S P E A K E R

12:30 – 1:30 pm

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9:00 – 10:15 am

Board aPPeal: enGaGinG your Greatest assetJosh Kraft, Nicholas President and CEO, Boys & Girls Clubs of BostonAlexandra Fuchs, Executive Vice President, Development, Boys & Girls Clubs of BostonDana Smith, Board Chair, Boys & Girls Clubs of Boston

Topic: Major GiftsAudience Level: Mid-Level to AdvancedCommonwealth C

You can work at a well-run non-profit with an outstanding mission, excellent reputation and strong legacy. But building a committed, engaged Board is critical to sustaining each organization and investing in its future. Come hear from a CEO and Board Chair, who each have more than 20 years of service to Boys & Girls Clubs of Boston, about how they approach Board engagement on multiple levels. From Board, event and ad hoc committees to volunteer opportunities, the senior Board and staff leadership work hand-in-hand with the Development team and staff across the agency to engage all stakeholders in the mission. The end result is not only a deeper philan-thropic commitment, but also a sense of ownership that empowers your Board to be true champions for your organization. Session sponsored by Partners HealthCare System.

the new JoB security: the 5 Best strateGies for takinG control of your careerPam Lassiter, President, Lassiter ConsultingJoan Hadly, Senior Vice President, Advancement, Museum of Science, Boston Topic: ManagementAudience Level: Mid-Level to AdvancedCommonwealth B Your job security, either in your current job or in the one you’re planning, is about to take a leap forward. Pam Lassiter, President of the global career management firm, Lassiter Consulting, along with Joan Hadly, Senior Vice President of Advancement at the Museum of Science, will bring you creative, fresh practices and approaches for thriving in your philanthropy career. Pam will overview the 5 best strategies for taking control of your career as described in her book, The New Job Security, recipient of the Editor’s Choice award from the Wall Street Journal’s career website. She and Joan will then go into “deep dives” with you on creating work that you love and building networks that keep giving. Interactive discussions will help you build your own career road

map. Come hear about building your own job security and leave with new ideas that will help you be successful today and tomorrow.

community-Based caPital camPaiGns: a non-traditional aPProachArlene Fortunato, Chief Development Officer, The Kraft Center for Community HealthSuzanne Kenney, Executive Director, Project Place

Topic: Capital CampaignsAudience Level: BeginnerAdams Throughout the region and across the nation, nonprofit institutions are announcing surpassed campaign goals in the billions of dollars. With built-in, renewable constituencies of grateful patients and alumni, there is no end to the opportunity to secure huge gifts and reward donors with meaningful recognition that carries social, professional and personal prestige. But how do you create, mount and succeed at a capital campaign for an organization with no natural constituency? Organizations serving the poor, disenfranchised, homeless and other wise vulnerable populations face seemingly insurmountable challenges and many succeed at meeting campaign goals. This session will focus on the differences between traditional, institutional campaigns and the creative and entrepreneurial approaches that must be employed to identify, develop and leverage new constituencies while maintaining fidelity to the mission and the effectiveness of existing leadership. Organizational readiness, brand awareness and market positioning as well as building a case and establishing a unique value proposition will be explored.

10 easy stePs to rockinG your online communicationsAnn-Marie Harrington, President and Founder, EmboldenKaren Santilli, Chief Marketing & Strategy Officer, Crossroads Topic: CommunicationsAudience Level: AllFaneuil Does your staff agree on your nonprofit’s online commu-nication goals? Are the goals measurable and trackable? Do you know whose attention you need to grab? Which messages should shine and how do you craft content that’s engaging and actionable? If your organization isn’t able to agree on the answers to questions like these, you may need an Online Communications Strategy (OCS). An OCS provides a foundation for determining your measurable goals, which key audiences you need to reach, and identifying what you want them to think, feel and do – depending on your goals – and establishing measures of success.

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This session will get at the core of a successful OCS that can guide everything from targeted websites and e-newsletters to Facebook posts and tweets. We’ll outline 10 steps for creating an OCS that can improve all of your digital communications. We’ll use Crossroads Rhode Island’s successful website and communications as an example, and Karen Santilli, Crossroads’ Chief Market-ing & Strategy Officer will speak to how developing a communications strategy helped align their overarching organizational goals with their online communications through design, usability, storytelling and content man-agement.

You will leave the session with a solid understanding of what an OCS is and what it should include and hands-on suggestions for creating an OCS back at your office.

leadershiP annual fund: steP it uP! motivatinG donors to reach hiGherHilary Marshall, Senior Director, Leadership Gifts, Boston Children’s Hospital TrustKelley Stewart, Vice President, Client Solutions, Pursuant-Ketchum Topic: Annual GivingAudience Level: Mid-LevelGrand Ballroom CD Gone are the days of annual funds being reserved for direct mail and telemarketing. In today’s fundraising environment, strategic and well-run mid-level donor programs incorporate the entire spectrum of fundraising success – from cultivation, to solicitation, to steward-ship. Come hear the top 5 things you need to know to increase revenue from “the middle of the pack” while identifying and pipelining prospects for increased giving. No matter the size of your shop, you will learn tricks and tactics that anyone can put in place to take your fund-raising to the next level.

weavinG ethics into your fundraisinG ProGramCatherine Squires, CFRE, Vice President, Tufts Medical Center Trust Topic: EthicsAudience Level: AllBulfinch

Too often we view ethics in ways that trap us in a mode of antiquated thinking. We know our code is there, but we use it episodically – when problems arise. This session will not only reinforce the importance of ethical fundraising to practitioners, it will focus on integration of ethical practice into our fundraising programs, and – importantly – into our organization’s culture. Participants will review case studies based on real life examples, and come away with a toolkit to assist in furthering the ethics conversation within their organizations.

trendinG toPics #sPecialeventsLiz Page, Principal, Liz Page Associates (Moderator)Terry Mulryan-Toomey, President & Founder, Future Affairs ProductionsEmma Roberts, Owner, Capers CateringMark DaPonte, Co-Owner & Creative Director, Mirage DesignDavid Scofield, Technical Coordinator, Shoreline AV Topic: Special EventsAudience Level: BeginnerCommonwealth A Join us to learn about the latest trends in producing exciting nonprofit special events. What’s new and different in décor, food and beverage presentation, graphic design and audiovisual services? What approaches are capturing the imaginations of donors, alumni and community leaders? Learn cost-saving tips and exciting new trends that will add a signature spark to your next fundraising gala or donor cultivation event.

develoPinG and deePeninG PartnershiPs Between nonProfits and institutional fundersDanielle Klainberg, Principal, DEK AssociatesJosie Greene, Director, Josephine and Louise Crane FoundationNoreen McMahon, Senior Director of Programs, The Highland Street FoundationCarolyn Shaughnessy, Senior Manager, Social Impact Investment Community Topic: Corporate and Foundation RelationsAudience Level: BeginnerAlcott Over the last 10+ years, philanthropy has experienced a number of important transformations including changes in the relationships between institutional funders and grant seekers. While many grant makers have long recognized the need to help nonprofits build their capacity, support has traditionally been transactional in the form of programmatic and sometimes general operating support grants or even loans. Increasingly, foundations are providing non-financial support to nonprofits in the form of consultants, targeted technical assistance, training session, and some are rolling up their sleeves to play a direct role and lending skilled experts or workers to provide pro bono hours to assist with core business needs such as marketing, evaluating impact, technology, human resources, and/or finance and accounting. For some funders, the impetus for greater partnership is to “leverage their investments (grant money)” and for most the goal is to ensure grantees can move toward long-term sustainability. For nonprofits, the opportunity to collaborate closely with a funder may also increase their ability to leverage existing relationships into new sources of revenue.

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Please come ready to participate in a lively discussion with funders as they share their views and experience working with grantees on capacity building and to provide support, services and the technical assistance in addition to grant money. Panelists will also discuss how funding and partnership decisions are made at their institution and with their colleagues in the field. And, they will share the expectations that come along with capacity building support, as well as how impact is defined and measured. In addition to questions and ideas, we would love to hear from nonprofits in the audience about their experiences (good and bad) working on capac-ity building with funders.

10:30 – 11:45 AM

women PhilanthroPists: imPact on GivinG and leadershiPAlicia Canady Adamson, Senior Director, Affinity Programs & Events, United Way of MA BayLyndia Downie, President and Executive Director, Pine Street InnKate Guedj, Vice President for Development and Donor Services,The Boston Foundation (Moderator) Grace K. Fey, CFA, President, Grace Fey Advisors, LLC Topic: Major GiftsAudience Level: Mid-Level to AdvancedFaneuil Women are increasingly visible as board leaders and leading donors in non-profit organizations across Boston. What are the pathways to leadership? What is the value proposition for nonprofits to focus on women’s philan-thropy? What is the value to the donors to be involved in affiliation groups aimed at women as donors? What, if anything, is the unique contribution of women board chairs? What is the experience of women philanthropists and leaders?

This panel will feature leading figures from the non-profit community to speak to these questions. Our experienced and knowledgeable group includes Alicia Canady Adamson, Senior Director, Affinity Programs & Events at United Way of Massachusetts Bay and Merrimack Valley, where she oversees efforts to engage Women and Real Estate Professionals; Grace Fey, president of Grace Fey Advisors, LLC, who has an extensive background in corporate and non-profit board service and is Chair-Elect of the Board at The Museum of Fine Arts; and Lyndia Downie, President and Executive Director of Pine Street Inn, who partnered with three women board chairs during a period that included a major strategic initiative, a merger, and completion of a $20 million capital campaign. The

session will be moderated by Kate Guedj, Vice President for Development and Donor Services at The Boston Foundation.

leadershiP level annual GivinGStephen M. Rodriguez, Director, Annual Leadership Giving, MIT Annual Fund Topic: Annual GivingAudience Level: Mid-Level to AdvancedBulfinch Attract and engage more leadership-level donors to your annual fund program through stewardship, visits, events, and more.

creatinG a BluePrint for PhilanthroPic successSusan S. Paresky, Senior Vice President for Development, Dana-Farber Cancer InstituteKristine C. Laping, Senior Vice President, Beth Israel Deaconess Medical CenterSusan E. Rapple, Dean for Resource Development, Harvard Medical School Topic: ManagementAudience Level: AdvancedCommonwealth B The good news? Philanthropy is recognized as a critical asset to most non-profit organizations by their executive teams.

The challenge? Philanthropy must realistically forecast revenue for 2-4 years; needs to make the case for hiring the right resources and needs to provide career growth opportunities to retain talented staff. How do we meet this challenge?

This session will be all about creating a blueprint for success by building business/operating plans for your or-ganization. Presented by three experienced professionals with proven track records, this is a must attend session for fundraising leaders.

toP trends and their imPlications for fundraisinG: PositioninG for maximum successLynn Susman, President and Chief Development Officer, Boston Children’s Hospital TrustIlisa Hurowitz, Principal, West Cambridge Consulting Topic: Major GiftsAudience Level: Mid-Level to AdvancedHale

All organizations strive for a combination of best practices and new approaches. Is there anything really new about how to build and sustain strong fundraising programs? What is the proper balance between tried and true

L A T E M O R N I N G S E S S I O N S

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fundamentals and innovative approaches? What new trends are worth paying attention to? How do younavigate board and volunteer expectations? What is the impact of constrained institutional resources and competition in the non-profit sector – both to attract major philanthropy and to recruit and retain experienced development professionals?

This session will identify key trends and explore their implications for fundraising success. Specific examples will highlight the opportunities and challenges in new trends accompanied by recommendations as to how initiatives can maximize near and longer term achievement. stewardinG your maJor Gifts donors: art or science?Maureen Donnelly, Senior Director of Development, Donor Relations, Massachusetts General HospitalNathalie Highland, Deputy Director of Development, Union of Concerned ScientistsJennifer McGrath, Director, Stewardship and Donor Relations, Boston UniversityLucinda Zuniga, Director of Stewardship and Events, Museum of Fine Arts, Boston Topic: Major GiftsAudience Level: AdvancedCommonwealth C

The role of Stewardship and Donor Relations is gaining visibility and prominence in many Development/ Advancement offices. The functions associated with such work – gift agreements, impact communications, recognition events, highly individualized approaches and deliverables – are becoming recognized as important components for long-term donor retention and, in some cases, are being formally integrated into donor/prospect cultivation strategies. The panelists will address how they approach stewardship for top level donors at each of their institutions, with some examples. Even more importantly, they will leave ample time for interactive discussion, questions, and to be resources for you and your challenging situations.

Behind the curtain: a closer look at corPorate PhilanthroPyBriana Curran, VP Chariable Giving, Corporate Affairs, Bank of NY MellonAnne Bowie, Public Service Manager, Wilmer Cutler Pickering Hale and Dorr Topic: Corporate and Foundation RelationsAudience Level: Mid-Level to AdvancedCommonwealth A Hear from two corporate philanthropy professionals about their organization’s charitable giving programs, examples of their strongest partnerships and the best ideas for attracting corporate support. The session will

address what corporations look for when selecting charitable partners, how and why partners get selected and how companies measure impact and ROI. The discussion will highlight the do’s and don’ts of working with corporations and include a group exercise where audience members will be asked to share their experiences, both successful and otherwise, for obtaining support from a corporation. This will be an interactive session that includes a lot of practical ideas for how to best approach corporations and develop integrated, successful partnerships.

enGaGinG with donors throuGh social media and online advertisinGMichele Gagne, Senior Director of Development, Information Management, Massachusetts General HospitalNoam Reuveni, Associate Director of Development, Interactive Solutions, Massachusetts General Hospital Topic: CommunicationsAudience Level: AllAlcott Mass General uses social media and online advertising to connect with donors and generate new leads. Hear how they developed a new platform for marketing philanthropy leveraging free, open-source technology to re-imagine how they communicated with donors on the web, through online advertising, email and social media. An overview of the technology and tactics Mass General used to grow its online audience by 50% in one year will be provided, along with examples from Mass General’s online advertising and social media campaigns.

JumPinG on the data analytics BandwaGon: what’s all the hyPe aBout?Brenda Speight Ricard, Ph.D., Associate Vice President, Advancement Operations and Planning, Boston CollegeLinda McIntosh, Executive Director, Advancement Information Systems and Prospect Research, Boston CollegeJasmina Smajlovic, Data Analyst, Advancement Information Services, Boston College Topic: Data/Advancement ServicesAudience Level: AllAdams

Wikipedia says “Data analytics is a popular term used to describe a process of inspecting, cleaning, transforming, and modeling data to uncover useful information, suggest conclusions, and support decision making.” What is the value of using data analytics in fundraising? Come to this session to get an overview of how to make data work for you to maximize your fundraising effectiveness. The session will look at what data can be useful to the question or problem you are trying to solve; what budget and system requirements are important; how and why to involve stake-holders and what to do with the data once we have it.

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E A R L Y A F T E R N O O N S E S S I O N S

12:30 – 1:30 PM

kenneth r. feinBerGGenerosity and the PhilanthroPic sPirit: reflections from the administrator of the one fund Boston (Grand Ballroom)

1:45 – 3:00 PM

GettinG in on the Ground floor: enGaGinG younG donors in a culture of GivinGJennifer TumSuden, Director of Annual Giving, Walnut Hill School for the ArtsAmanda Grazioli, Director of Content Marketing, Walnut Hill School for the Arts

Topic: Annual GivingAudience Level: AllFaneuil

Is your donor base aging? Learn how to market your Annual Fund to younger constituents and educate the next generation of philanthropists. This session will focus on student giving programs, integrating social media throughout the appeal cycle, and utilizing in-house resources to promote engagement and plant the seed for solicitation.

Gift PlanninG marketinG: who, what, and whenRebecca Scott, Senior Director of Development and Alumni Relations, School of Medicine, Tufts University Topic: Planned GivingAudience Level: AllAdams This presentation will look at the who, what, and when of gift planning marketing. Who is your best audience for marketing planned gifts? Data modeling, once the sole domain of statisticians, has become mainstream and creating a predictive data model can be an efficient way to sort your database in order to quickly identify your best planned giving prospects. We will look at both simple and more complicated ways to create a predictive data model for planned giving. In addition, we will examine the relative merits of different types of marketing materials (such as postcards, emails, videos, newsletters, and social media) as ways to encourage people to establish

gift annuities, bequests, and other planned gifts. As two examples, we will look at Tufts University’s Charles Tufts Society video and Facebook page. We will also consider when to market gift planning in order to create urgency and keep your message at the top of your donors’ minds.Session sponsored by Crescendo Interactive

leveraGinG your strenGths: successful strateGies for camPaiGn fundraisinGJim Thompson, Vice President of Development Massachusetts General Hospital

Topic: Capital CampaignsAudience Level: Advanced (Capital Campaigns-specific)Commonwealth B Are you preparing for a campaign or in the middle of one? There are a number of factors that impact the success of a campaign whether you are in pre-campaign planning, the quiet phase, or the public phase of your campaign and are applicable to your campaign whatever its size. Join Jim Thompson, VP for Development at Massachusetts General Hospital who will speak to important strategies and lessons learned along the way that attributed to the success of The Campaign for the Third Century of MGH Medicine, a 5-year Campaign which exceeded its $1.5B fundraising goal to raise $1.72B in the midst of the Great Recession. This session will shine light on how to advance a major campaign through leveraging the key role of volunteers, mobilizing staff members, streamlining processes, and partnering with Institutional Leadership. These are the key elements for success regardless of the size of your campaign. Who Should Attend: This workshop will interest major gift officers, senior leaders, and anyone who is planning for or in the midst of a campaign.

BiG data, massive Potential: fundraisinG in the era of linkedin and faceBookBrent Grinna, Founder & CEO, EverTrue Topic: Data/Advancement ServicesAudience Level: AllCommonwealth A Over 60% of Major Donor prospects are on LinkedIn. Over 70% of your donor base is on Facebook. Yet these platforms continue to operate at the periphery of most fundraising operations. This presentation will teach you how to align social media efforts with existing fundraising objectives. We will specifically focus on identifying middle-of-the-pyramid donors through social insights. We will focus heavily on quantifying the potential for return-on-investment.

K E Y N O T E P R E S E N T A T I O N

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L A T E A F T E R N O O N S E S S I O N S

GettinG the Best out of your BoardKristina Lentz, Director of Leadership Giving, Pine Street InnCynthia Woolbright, President, The Woolbright Group Topic: Major GiftsAudience Level: Mid-Level to Advanced Alcott

Your organization’s success requires the dynamic engagement and full support of your Board and staff. Is your Board a fundraising partner? Do they activelyengage in solicitations, the philanthropic process, and strategic planning for the Development Office? More importantly, do they understand the breadth and depth of your work in these areas, so as to effectively under-stand the nuances inherent in the field and not just the bottom line? Presenters will discuss strategies for getting the best out of your Board through effective governance structures, the right organizational leadership and staff performance measurements for your organization, and approaches to Board training with regard to development fundamentals.

career ProGression & manaGement in successful strateGic talent manaGement ProGramsMartha Hanlon, Director of Staff Development, Partners HealthCare DevelopmentJim Montague, Executive Director, Strategic Talent Management for Resource Development, MITAmy Bronson, Director, Recruitment and Professional Training, Boston University Topic: ManagementAudience Level: Mid-LevelHale Providing opportunities for Career Progression is pivotal to successful Strategic Talent Management programs today. Building program infrastructure can be challeng-ing in our development organizations in an environment of ever changing business needs. This session will review best practices to grow your team with limited resources and address challenges to retaining your organizations top talent while building career initiatives to align the vi-sion of your organization and your development strategy. Intended Audience: Leaders, managers and individuals vested in deepening their knowledge of career manage-ment and growth tactics and strategies for career growth and staff retention.

InternatIonal FundraIsIng – expandIng Your development program to global audIencesBradford Wm. Voigt, CFRE, Director of Principal Gifts, Harvard University (Moderator)Scott Nichols, Senior Vice President for Development and Alumni Relations, Boston University

Timothy Brown, Managing Director, Capital Giving (Asia Pacific), Faculty of Arts & Sciences, Harvard UniversityDavid A. Woodruff, Associate Vice President and COO for Resource Development, MIT Topic: Major GiftsAudience Level: Mid-Level to AdvancedBulfinch Many institutions are expanding their development pro-grams beyond traditional domestic constituencies here in the United States to include international donors. Come learn from three international fundraising experts from some of our nation’s most esteemed institutions who have had great success with international donors. They will share their experience, knowledge, and wisdom about the challenges and opportunities associated with globalized philanthropy and how their institutions have been successful in raising funds internationally.

sPecial events: six key strateGies for a successful eventMarc Davino, Senior Director of Development & Communications, Victory ProgramsTim Leahy, Vice President of Development and Communications, Community ServingsKathy Sheehan, Executive Director, Perkins Trust Topic: Special EventsAudience Level: Mid-Level Commonwealth C Discover the 6 best practices to position your event for success, maximize fundraising, and maintain longevity. In this session, our panelists will share ways to: Engage volunteers, committees and Boards; Recruit, cultivate and recognize major sponsors; Utilize technology and social media to increase fundraising; Maximize the return on investment; Implement effective stewardship strategies and post-event follow up; and Sustain growth and maintain longevity. Session sponsored by BidPal

3:15 – 4:30 PM

monthly GivinG: startinG and GrowinG sustainaBle funds for your nonProfit with tiPs and case studies from local nonProfitsErica Waasdorp, President, A Direct SolutionMelissa Cording, Manager of Individual Giving & Stew-ardship, Pine Street Inn

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Topic: Annual GivingAudience Level: AllCommonwealth B

Monthly Giving is buzzing. If you’re considering starting a program to retain your annual fund donors or grow an already existing monthly giving session to the next level, this session is for you! Melissa Cording of Pine Street Inn and Erica Waasdorp of A Direct Solution and author of Monthly Giving. The Sleeping Giant, will share how much monthly giving programs can add to your bottom line along with strategies and practical tips on how even small to mid-size organizations can get started or grow their programs. Session sponsored by Jet Mail

current trends in corPorate enGaGementDavid Giagrando, Director of Corporate Partnerships, The Jimmy Fund, Dana-Farber Cancer Institute Topic: Corporate and Foundation RelationsAudience Level: AllGrand Ballroom CD This session will explore ways in which corporations can engage with organizations and how those relationships can grow and blossom into long-standing and even more fruitful and impactful relationships over time. Different types of organizations have different levels and channels of entry for corporations to become involved. This session will look at four distinctly different organizations from the health care, social services, arts, and education fields and how they have engaged with corporations with the goal of ultimately yielding increased resources and revenues.

ten challenGes for nonProfit leadersStacy Palmer, Editor, The Chronicle of Philanthropy

Topic: Major GiftsAudience Level: AdvancedCommonwealth A

The Chronicle of Philanthropy is known as the industry bible, helping fundraisers keep up with the swift currents of change in society and philanthropy since 1988. The Chronicle’s editor, Stacy Palmer, has been with the newspaper since its inception, guiding it and its readers-through significant social and technological upheaval. After more than twenty years of careful observation of the philanthropic scene, join Stacy as she discusses the Ten Challenges for Nonprofit Leaders.

finance for PhilanthroPy: how to calculate your true PotentialChuck Longfield, Chief Scientist, Blackbaud and Founder, Target Software and Target Analysis Group Topic: Data/Advancement ServicesAudience Level: Mid-LevelFaneuil

You certainly know how well you are performing relative to your budget, but do you know how well you’re performing relative to your potential? Could you be raising more money? Exactly what is your potential, and how would you calculate it? You see your competitors testing something new and wonder “would it work at my organization and with my donors?” When you struggle to achieve your goals, do you blame the economy, the stock market, your marketing agency, or even your management for failing to give you the necessary resources? But are those the real reasons? Could it be that you have max’ed out your potential in one area while not realizing your potential in another? In this provocative session, Chuck Longfield will explore the idea of fundraising potential and provide insight into how you can find pockets of opportunity within your program and re-deploy your scarce resources to greater gain.

creatinG a camPaiGn Brand with weBer shandwickRachel Walt, Group Manager, Weber ShandwickMike Nelson, Senior Digital Associate, Weber Shandwick

Topic: CommunicationsAudience Level: Mid-LevelAlcott

How is a campaign born, and how do you ensure it engages the community and inspires them to take action? Focusing on a 2013-2014 campaign from Big Brothers Big Sisters of Massachusetts Bay, we’ll take you from creative development and planning to execution and results. We’ll walk through a 360-degree campaign, showing how it caught people’s attention year-round through media placements, video, social activations and community partnerships. You’ll leave with a better understanding of how to activate your target audience in-person and online, as well as some tangible tips for developing your organization’s next campaign.

diversity & inclusion: it takes a villaGe aliGninG values and actions for successLois Lindauer, Founder and CEO, Lois L. Lindauer Searches (LLLS) (Moderator)Patricia Keenan, Senior Philanthropic Advisor,Facing History and OurselvesClare Gunther, Development Director,YWCA of Greater LawrenceSylvia Ferrell-Jones, President and CEOYWCA Boston Topic: ManagementAudience Level: AllBulfinch

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An exploration of how to create a diverse – range of differences that includes race, class, gender, religious and sexual orientation and physical ability of a population – and inclusive environment (the action of embracing diversity). Representatives from all levels of an organization (the villages) – a board member, leadership and a staffer – will share their perspectives on the challenges specific to each of their roles as they relate to the organization and provide examples of what has worked and what hasn’t as they move to implement the goal of creating a diverse and inclusive environment.

the next Gen PhilanthroPist: the who, the what, and the howRobin Cohen, Assistant Director of Annual Giving, Boys & Girls Clubs of BostonMeggan Levene, Founder and CEO, GVNGTogether, Inc. Topic: Major GiftsAudience Level: AllCommonwealth C You’ve probably heard about the elusive “millennial” or “next-gen” philanthropist but wonder, “who are they, where are they, and how do I engage them?” Hear directly from a next-gen leader involved with a varietyof local organizations, a development professional who works directly with next generation of donors at a Boston nonprofit, and a next-gen leader who believes every young professional can be a philanthropist with the right education and through collective giving. Learn about who this elusive group is, what organizations are doing to engage with and develop lasting donor relationships, and how you can use this information to start to or better engage with this important constituency.

BuildinG the Base of suPPort for small shoPsTanya Holton, Senior Director of DevelopmentThe Schwartz Center for Compassionate Healthcare (Moderator)Jane Carroll, Vice President of Development, Mount Auburn CemeterySuzanne Tompkins, Vice President of Development, Zoo New England

Topic: Multiple TopicsAudience Level: AllAdams How do smaller shops with limited resources build the base of support? How do they successfully identify and engage new donors through events, membership, annual giving campaigns, advisory groups, and other vehicles? Jane Carroll, Vice President of Development, Mount Auburn Cemetery, and Suzanne Tompkins, Vice President of Development, Zoo New England will share their experiences with how their small shops are successfully identifying and engaging new donors and building their

base of support.

Learning Objectives: Building the base of support for annual giving. Strategies for successfully working with limited staffing and financial resources and no built-in constituency. Techniques for identification, engagement, solicitation and stewardship.

4:30 – 6:00 PMPresident’s Reception, Sauciety Restaurant (Lobby Level)

P R E S I D E N T ’ S R E C E P T I O N

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Continuing EducationP O I N T S T R A C K E R

CFRE International has developed this form as a way for you to quickly track (and keep in your files!) the con-tinuing education sessions you have attended. Simply check the boxes next to the sessions you attended. At the end of the conference, add up the total number of hours. Keep this sheet and you will be ready to complete your application form. All of the session slots listed are eligible for continuing education points on your CFRE application for initial certification and/or recertification. Sessions not listed here are not eligible for points. Complete participation in this activity qualifies for 6 CFRE Continuing Education Points. (Complete par-ticipation is defined as an individual attending an educational session during each time slot in which such a session is offered.) Partial participation in this activity qualifies for 1 CFRE Continuing Educational Point per educational session contact hour; partial hours may be counted in increments of .25 points per 15 minutes.

Activity Organizer: - Association of Fundraising Professionals, MA ChapterTitle of Activity: - 2014 Conference on PhilanthropyNames of Presenter(s): - VariousDates and Location: - 9 October, 2014 Westin Boston Waterfront

CFRE InternationalCertifying Fundraising ExecutivesSetting Standards in Philanthropy

SESSION 1:9:00 am – 10:15 am (1.0 pts)

Board Appeal The New Job Security Community-based Capital Campaigns 10 Easy Steps Leadership Annual Fund: Step it Up! Weaving Ethics Into Your Fundraising Trending Topics #SpecialEvents Developing and Deepening Partnerships

SESSION 2:10:30 am – 11:45 am (1.0 pts)

Women Philanthropists Leadership Level Annual Giving Creating a Blueprint Top Trends and Their Implications Stewarding Your Major Gift Donors Behind the Curtain Engaging with Donors through Social Media Jumping on the Data Analytics Bandwagon

KEYNOTE:12:30 pm – 1:30 pm (1.0 pts)

Generosity and the Philanthropic Spirit

SESSION 3:1:45 pm – 3:00 pm (1.0 pts)

Getting in on the Ground Floor Gift Planning Marketing Leveraging Your Strengths Big Data, Massive Potential Getting the Best Out of Your Board Career Progression & Management International Fundraising Special Events: Six Key Strategies

SESSION 4:3:15 pm – 4:30 pm (1.0 pts)

Monthly Giving Current Trends in Corporate Engagement Ten Challenges for Nonprofit Leaders Finance for Philanthropy Creating a Campaign Brand Diversity & Inclusion The Next Gen Philanthropist Support for Small Shops

Total number of points attained: _____

SINGLE EVENT SPONSOR

Development Guild/DDl617-277-2112www.developmentguild.com Table A1

PATRONS

CCS Fundraising800-223-6733www.ccsfundraising.com Table L1

The Chronicleof Philanthropy202-466-1200www.philanthropy.com Not exhibiting

Copley Raff Inc. & Rising Tide Direct LLC617-454-1110www.copleyraff.com 617-454-1090www.risingtidedirect.com Table A2

BENEFACTORS

Amergent800-370-7500www.amergent.comNot exhibiting

Boston Medical Center617-638-6717www.bmc.org Not exhibiting

Boston University Center for Professional Education617-358-2928www.bu.edu/professional Table B1

Graham-Pelton Consulting, Inc.800-608-7955www.grahampelton.com Table B2

FRIENDS

Bay Path College, The Graduate School at Bay Path College413-565-1332www.baypath.eduTable F8

BCG Connect, Direct Marketing800-767-0067www.bcgconnect.comTable F11

Changing Our World, Inc.646-264-2658www.changingourworld.com Table F10

DonorPerfect Fundraising Software800-220-8111www.donorperfect.com Table F5

Embolden401-723-7720 x103www.embolden.com Table F9

Greater Giving503-597-0344www.greatergiving.com Table F3

Grossman Marketing Group617-623-8000www.grossmanmarketing.com Table L2

Lois L. Lindauer Searches617-262-1102www.lllsearches.com Table F7

MajorDonors.com617-596-6086888-820-0620www.majordonors.com Not exhibiting

MSP Digital Marketing203-594-7439www.mspdigital.comTable F6

Pentera, Inc.317-875-0910, x300 www.pentera.comTable F2

Ruotolo Associates Inc.201-568-3898www.ruotoloassociates.com Table F4

Telosa Software650-853-1100 x100www.telosa.comTable F1

CONFERENCE SESSION SPONSORS

BidPaI, Inc.888-729-0399www.bidpal.comTable S3

Crescendo Interactive, Inc.800-858-9154www.crescendointeractive .comTable S1

Jet Mail Services, Inc.978-567-6724www.jet-mail.comTable S2

Partners HealthCare System617-724-9624www.partners.orgNot exhibiting

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Exhibitor & Sponsor Directory

AFP MA Chapter greatly appreciates the following sponsors whose support underwrites this conference and an array of educational and professional development opportunities throughout the year.

F3 B1F1F5 A1

Grand Ballroom Foyer Exhibitor Hall

Grand Ballroom

F4

S1

F6

S2

B2

F9

F7

S3

F2

F10

A2 REGISTRATION

F8

Com

mon

Foy

er

L1L2

F11

DEVELOPMENT GUILD/DDI

rising tide direct

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Sponsors

SINGLE EVENT SPONSOR

PATRON SPONSORPATRON SPONSOR

PATRON SPONSOR

Development Guild/DDI is a management consulting firm that partners with leading nonprofits to deliver the strategy, talent, and philanthropic resources that impact organizations and mission delivery. We collaborate with boards and executive leaders across the nonprofit sector, particularly in the fields of education, health & science, the arts, and social justice. Founded in 1978, Development Guild/DDI has a staff of over 30 and maintains offices in Boston and New York. Visit us at www.developmentguild.com.

Copley Raff Inc. is one of the nation’s most respected nonprofit management and philanthropy consulting, im-plementation, training and executive search firms. Rising Tide Direct LLC is a full service multi-channel agency that crafts direct response fundraising campaigns using uncommon wisdom to get unparalleled results. Together, CRI and RTD provide comprehensive integrated services from planning to direct marketing to major campaigns... creating synergy between all aspects of your philanthro-py enterprise, and ensuring your major donor pipeline is full and maximized. Visit: copleyraff.com and risingtidedirect.com

The Chronicle of Philanthropy is the leading source for trends in fundraising, giving, and nonprofit management, plus exclusive data and surveys, webinars, and Philan-thropy Careers.

CCS, a leading global fundraising consulting and manage-ment firm, provides fundraising, development services and strategic consulting to organizations across every non-profit sector. For more, visit www.ccsfundraising.com

BENEFACTOR SPONSORS

- Amergent- Boston Medical Center- Boston University Metropolitan College - Center for Professional Education- Graham - Pelton Consulting

FRIEND SPONSORS

- Bay Path College- BCG Connect, Direct Marketing- Brigham & Women’s Development Office- Changing Our World- DonorPerfect- Embolden- Greater Giving

- Grossman Marketing Group

- Lois L. Lindauer Searches- MajorDonors.com- MSP Digital Marketing- Pentera, Inc.- Ruotolo Associates, Inc.- Telosa

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2014 AFP MA Board of Directors

President Gregg A. Chambers Assistant Head of School for Mission Advancement Fontbonne Academy

President Elect Paul Swindlehurst Chief Advancement Officer Community Resources for Justice

Past President Catherine Squires, CFRE Vice President for Development Tufts Medical Center

Treasurer Hugo De La Rosa Associate Director, Special Events

Secretary Margot A. Biggin Executive Director of University Advancement Tufts University

VP, Administration Sara J. Andrews Chief Development Officer Partners Healthcare System

VP, Conference Tomasz Kierul, CFRE Senior Development Officer Archdiocese of Boston

VP, Education Shelley Brown Vice President of Operations Boston Children’s Hospital Trust

VP, Membership Tanya Holton Senior Director of Development

The Kenneth B. Schwartz Center

VP, Diversity Yumi Yasutake Leadership Giving Officer MIT

VP, Communications Alicia Ianiere VP, Capital & Leadership Giving Pine Street Inn

Directors at Large Meghan Canal Special Events Manager Partners HealthCare System

Kate R. Guedj VP for Development and Donor Services Boston Foundation, Inc.

Kristina Lentz Director of Leadership Giving Pine Street Inn

Douglas MacPherson Vice President of Development & Public Relations Horace Mann Education Association

Cristine More, CFRE Senior Consultant C&C Consulting Company

Christopher S. Mosher, J.D. Consultant Registry of College and University Presidents

Valerie Navy Daniels Chief Development Officer American Red Cross of Eastern Massachusetts

Scott Nichols VP of Development & Alumni Relations Boston University

Usha Pasi Chief Development Officer Facing History and Ourselves

Kathy Sheehan Executive Director of the Perkins Trust Perkins School for the Blind

Yong Hee Silver Senior Major Gifts Officer Boston Symphony Orchestra

Beth Tishler Consultant to the Nonprofit Community

Suzanne Tompkins Vice President of Development Zoo New England

Stephanie L. Truesdell Director of Development Milton Academy

Bradford Wm. Voigt Director of Principal Gifts for the Arts Harvard University

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2014 AFP MA Conference Committee

A Special Thank You to Our Scholarship Donors

Conference Co-Chair Sara Andrews Chief Development Officer Partners Healthcare System

Conference Co-Chair Tomasz Kierul, CFRE Senior Development Officer Archdiocese of Boston

Programming Chair Cristine More, CFRE Senior Consultant C&C Consulting Company

Engagement & Communications Chair Robbie Samuels Senior Manager of Events and Donor Engagement GLAD

Sponsorship Chair Christopher Mosher, J.D. Consultant Registry of College and University Presidents

Scholarship Co-Chair Beth Tishler Consultant to the NonProfit Community

Scholarship Co-Chair Margaret McNamara Director of Corporate and Foundation Relations Appalachian Mountain Club

Programming Committee Rob Ayles Associate Director of Development Tufts University

Dennis Boyer

Meghan Canal Associate Director Special Events Partners HealthCare

Robin Cohen Assistant Director of Annual Giving Boys & Girls Clubs of Boston

Elsa Gomes Bondlow Director of Development Mira Coalition

Leah Hoover Consultant Fundraising Partnerships

Kate Mason Director of Professional Development Partners HealthCare

Vanessa Medeiros Division Executive Director March of Dimes

Joanna Rothman Director of Development Gateways: Access to Jewish Education

Jennifer Weinstock Senior Development Officer Gann Academy

AFP MA Chapter Office Carrie Winchman Chapter Manager

Ashley Skerry Chapter Administrator

Sara Andrews

Meghan Canal

Gregg Chambers

Sue DeMarco

Elizabeth Drew Scholl

Alicia Ianiere

Tomasz Kierul

Kathleen Kilgore

Margaret McNamara

Cristine More

Partners HealthCare System

Steve Pekock

Christopher Thomas

Beth Tishler

Stephanie Truesdell

Bradford Voigt

Yumi Yasutake

Proceeds from the AFP MA & Development Guild/DDI hosted Key Decision Makers Forum

Association of Fundraising Professionals • Massachusetts Chapter

SINGLE EVENT SPONSOR

PATRON PATRON

PATRON

DEVELOPMENT GUILD/DDI