BETTER TOGETHERTRI STATE YMCAS CONFERENCE AND ANNUAL CAMPAIGN KICK-OFF

9.27.16 MAHWAH, NEW JERSEY

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8:00 AM BREAKFAST BUFFET OPENS

9:00 – 9:10 WELCOME REMARKS

9:10 – 9:45OPENING PLENARYRebecca Bowen, Executive Vice President & Chief Development Officer, and Donna Bemenek, Vice President Marketing Communications at YMCA of the USA

10:00 –10:50 A1 Town Hall Meeting with Y CEOsRebecca Bowen, EVP & Chief Development Officer, and Donna Bemenek, VP, Marketing Communications, YMCA of the USA

A2 Donor Retention Isn’t Speed DatingLynne Wester,Founder and Principal,Donor Relations Guru®

A3 Connecting With Real Decision Makers – MomsJosh Milstein,Chief Executive Officer,Mommy Nearest

A4 Maximizing the ROI on Your Special EventsCraig H. Shelley,Vice President,Orr Associates, Inc.

11:00 – 11:50 B1 Further Advancing Board Results in Fundraising Amy Eisenstein, CFREAE Consulting

B2 Telling the Untold Story of Unrestricted Impact Lynne Wester,Founder and Principal,Donor Relations Guru®

B3 It’s All Going Mobile Josh Milstein,Chief Executive Officer,Mommy Nearest

B4 Endowment – Getting It Right Today For A Brighter TomorrowDanny Maier, Senior Consultant with Donor By Design™

12:00 – 1:30 PM LUNCHEON PLENARY: THE TRUST BAROMETERBrian Ellner, General Manager, Group Head, Corporate & Public Affairs, Edelman

Announcement of winning Real Time Y grant proposals

1:45 – 2:35 C1 Opportunities for Shared Services – Financial Development Carol Schmidt, CFRE, Sr. Financial Development Resource Specialist, &Donald E. McCarthy,Senior Specialist Director, YMCA of the YUSA

C2 The Fundraising Fitness TestMary Kay Polston, CFRE, Interim Director, Financial Development Resource Team, YMCA of the USA

C3 Real Time Grant Making - Live Winning Proposal Review Kathe Elwell Director, Grants & Stewardship,YMCA of the USA & Casey Collier Pryor, Director of Corporate & Foundation Relations, YMCA of Greater New York

C4 Feasibility Studies – What They Tell You & What They Don’tDanny Maier, Senior Consultant, with Donor By Design™

2:45 – 3:35 D1 Personalized & Comprehensive Gift Requests – Annual, Capital, Designated, and Endowment Gary Laermer, Chief Development Officer, YMCA of Greater New York

D2 Developing Your Ys Message MatrixKerry Golds, VP,Finsbury, & Ellen Murphy, VP, Communications, YMCA of Greater New York

D3 Strategies to Survive and Thrive Amy Eisenstein, CFRE,AE Consulting

D4 20 Things I Can Do Right Now to Impact Results in 2017Craig H. Shelley,Vice President,Orr Associates, Inc.

CONFERENCE SCHEDULE

TUESDAY, SEPTEMBER 27, 2016

SHERATON MAHWAH1 INTERNATIONAL BLVD.

MAHWAH, NJ 07495

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OPENING KEYNOTEREBECCA BOWENEXECUTIVE VICE PRESIDENT/CHIEF DEVELOPMENT OFFICERYMCA OF THE USA Rebecca Bowen is Executive Vice President/Chief Development Officer of YMCA of the USA. Her 22 years of fundraising experience include senior positions at the YMCA of Metropolitan Chicago.

Rebecca returned to the Y in January 2016 after 15 years in conservation fundraising with Panthera, The Nature Conservancy, and Lincoln Park Zoo, where she honed her campaign and leadership experience with emphasis on gifts of $5 million and more. She has deep expertise leading fundraising teams and forging collaboration among philanthropists, boards and executive leaders, and program content experts.

As Panthera’s first Chief Development Officer, Rebecca created the team and fundraising plan for a 9-year-old organization to realize financial sustainability, including closing $80 million from the four founding members of a donor collaborative, The Global Alliance for Wild Cats, to secure a 10-year baseline for organizational growth.

From 2005 to 2014, Rebecca worked for the Nature Conservancy in Boston and Arlington, Virginia, as Director of Philanthropy for Massachusetts and Director of Principal Gifts, and then as Principal Development Officer for the worldwide office. In Chicago, she was Director of Major Gifts and the Campaign for Lincoln Park Zoo from 2001 to 2004, and served as Director of Annual Giving, Director of Sustaining Programs, and Director of Financial Development for the YMCA of Metropolitan Chicago from 1996 to 2001.

DONNA BEMBENEKVICE PRESIDENT, MARKETING COMMUNICATIONSYMCA OF THE USA

As Vice President, Marketing Communications, Donna Bembenek provides leadership and strategic direction to a 30-person department that is responsible for protecting and promoting the Y brand. In addition, the Marketing Communications department of YMCA of the USA manages traditional and digital marketing, internal and external communication, public relations, graphic design and creative, and social media efforts.

Donna has over 25 years of experience leading teams and mar-com strategy in the nonprofit and for-profit sectors including the Y Movement for the past 10 years. She earned a bachelor’s degree from the University of Wisconsin-Whitewater and an MBA from Alverno College in Milwaukee.

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LUNCHEON KEYNOTEBRIAN ELLNERGENERAL MANAGER, GROUP HEADCORPORATE & PUBLIC AFFAIRS,EDELMAN

Brian is a leader and innovator in the interconnected worlds of politics, government, media, and communications.

Brian was the senior strategist for the Human Rights Campaign’s successful effort to win marriage equality in New York in 2011. In that role, he launched New Yorkers for Marriage Equality, a communications campaign featuring iconic New Yorkers − from Julianne Moore and Mayor Michael Bloomberg to Barbara Bush, Sean Avery, and Russell Simmons − expressing support for equal marriage rights. After the New York win, Brian created HRC’s Americans for Marriage Equality campaign and also provided strategic and communications counsel on the successful legislative and ballot marriage wins in Maryland, Minnesota, Maine, and Washington State. He also co-founded The Four 2012, a national social media effort to support the four 2012 marriage ballot measures.

Prior to joining HRC, Brian was a senior aide in the administration of Mayor Bloomberg, working with the New York City Department of Education to transform public education. He also worked on renewing mayoral accountability for the school system. Brian worked with then Schools Chancellor Joel I. Klein to build the Education Equality Project, a national non-profit effort focused on eliminating the racial and ethnic achievement gap. Brian also worked with former Senator Bob Kerrey at MacAndrews and Forbes, Ronald Perelman’s holding company. His focus was on growing the company’s education holdings, and he was a member of the MacAndrews and Forbes Technology Venture Group, evaluating tech start-ups with an eye to key synergies with the portfolio companies.

Brian is an attorney and practiced with Paul, Weiss, Rifkind, Wharton & Garrison and O’Melveny & Myers LLP. He focused on intellectual property and represented media and fashion clients including Calvin Klein, Ralph Lauren, Miramax, and Viacom. He has written about legal issues affecting advertising on the internet. Brian clerked for the New Jersey Supreme Court and worked on the landmark school financing case, Abbott v. Burke, and he also represented Freedom to Marry and the New York City LGBT Community Center.

Brian served as member of Community Board 5 in Manhattan and as President of a Manhattan School Board. In 2005, he ran for Manhattan Borough President. He served on the Board of Directors of the Hetrick-Martin Institute, which supports at-risk gay and lesbian youth, and currently serves on the Board of Athlete Ally, where he helped develop the global Principle 6 campaign in response to Russia’s anti-gay laws.

Brian is an advocate for those things he is passionate about, which include good government, education, civil rights, social media, art, film, emerging technologies, sports, politics, and changing the world (not always in that order) and enjoys connecting others with big ideas and similar interests.

A graduate of Dartmouth College and Harvard Law School, Brian is a native New Yorker who grew up in Stuyvesant Town and attended New York City’s public schools.

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WORKSHOPS: ATOWN HALL MEETING WITH Y CEOSREBECCA BOWEN, EVP & CHIEF DEVELOPMENT OFFICER DONNA BEMENEK, VP, MARKETING COMMUNICATIONS, YMCA OF THE USA

DONOR RETENTION ISN’T SPEED DATINGLYNNE WESTER, FOUNDER AND PRINCIPAL, DONOR RELATIONS GURU®

The concept behind speed dating is to meet as many people as possible as quickly as possible—and 99% of them you’ll never see again. Actually, that’s not too far off from the statistic that 80% of donors never make a second gift. So what can you do to develop a successful donor relations program, what works and what doesn’t, and how can you improve your retention rate? Learn how to form a lasting relationship with your donors.

CONNECTING WITH REAL DECISION MAKERS – MOMS JOSH MILSTEIN, CHIEF EXECUTIVE OFFICER, MOMMY NEAREST

They say that, on average, moms need six to seven impression points on a service or product before they take an action. Compared to the average consumer, who needs roughly three moments of engagement, this consumer base is easily distracted. Does your current messaging reflect this, and what changes might you need to implement to have your message resonate with moms?

MAXIMIZING THE ROI ON YOUR SPECIAL EVENTSCRAIG H. SHELLEY, VICE PRESIDENT, ORR ASSOCIATES, INC.

Your calendar of special events is formulated. Invitations are printed and mailed. Now how can you coordinate all efforts on maximizing its potential? How can events be a starting point to elevate a donor’s giving and produce increased results for all the time and energy your staff puts into it?

10:00 AM - 10:50 AM

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WORKSHOPS: BFURTHER ADVANCING BOARD RESULTS IN FUNDRAISING AMY EISENSTEIN, CFRE, AE CONSULTING

Do you wish your board members were more engaged with fundraising? In this session, we’ll discuss how to take board members from giving to getting. You will learn strategies and tactics to get your board members engaged in raising major gifts, as well as creating a true culture of philanthropy.

TELLING THE UNTOLD STORY OF UNRESTRICTED IMPACT LYNNE WESTER, FOUNDER AND PRINCIPAL, DONOR RELATIONS GURU®

So many of us do a great job telling the impact of scholarship funds on our organizations. We tell sweeping stories of the impact of a new building. But how do we tell the story of unrestricted or annual fund donors, those who we know are the most important but whose gifts we don’t steward well? Regardless of gift size, today’s annual fund donors expect more than a gift receipt acknowledging their contribution. Donors are looking to see the impact their philanthropy, and including the collective resources of the annual fund, are having on the institution. As we recognize that retaining donors is essential for long-term success, creating robust stewardship programs for your annual fund gifts across all levels is mission critical. In this session, we will explore the various messages and channels that have proven to be effective stewardship as we work to keep these donors engaged.

IT’S ALL GOING MOBILE JOSH MILSTEIN, CHIEF EXECUTIVE OFFICER, MOMMY NEAREST

Mobile devices are a walking treasure trove of data as it relates to your consumers. You know where they are, what they’re looking for, and how they connect with the digital world. In this seminar, we’ll discuss how to take full advantage of this growing trend.

ENDOWMENT – GETTING IT RIGHT TODAY FOR A BRIGHTER TOMORROWDANNY MAIER, SENIOR CONSULTANT, WITH DONOR BY DESIGN™

We all know endowment is critical, but why is it always on the back burner? In this workshop, learn the fundamentals of starting an endowment program: how to get started, organize your effort, sustain your effort, set goals, decide if you need an attorney (trick question), and the (ALL IMPORTANT) building your case for endowment support. In this workshop, participants will….1. Learn the fundamentals of starting an endowment program (this is not a campaign).2. Review the challenges and rewards of endowment building.3. Create a process for building an enduring endowment case.

11:00 AM - 11:50 AM

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WORKSHOPS: COPPORTUNITIES FOR SHARED SERVICES – FINANCIAL DEVELOPMENT CAROL SCHMIDT, CFRE, SR. FINANCIAL DEVELOPMENT RESOURCE SPECIALISTDONALD E. MCCARTHY, SENIOR SPECIALIST DIRECTOR, YMCA OF THE YUSA

Sharing Financial Development staff between two Ys − this innovative approach addressing the efficient use of resources. For some Ys this may provide a stronger fundraising strategy if the right elements are in place. Learn what is necessary and about the challenges that were overcome based on interviews with Y staff that are using a shared service model. Time will be provided for asking questions of Carol Schmidt, Financial Development Specialist who worked as CDO to two associations for 5 years and Don McCarthy, Field Service Specialist, who has helped Ys determine collaborative strategies which are best for their Y.

THE FUNDRAISING FITNESS TESTMARY KAY POLSTON, CFRE, INTERIM DIRECTOR, FINANCIAL DEVELOPMENT RESOURCE TEAM, YMCA OF THE USA

How fit is your fundraising program? Y-USA is pleased to share a new and much simpler process for submitting, analyzing, and tracking important fund development metrics through an automated system called the Fundraising Fitness Test. Developed for the Growth in Giving Initiative’s Fundraising Effectiveness Project (FEP), this tool uses gift data to measure and evaluate fundraising programs with a set of 150+ performance measurements derived from three data inputs: donor ID#, gift date, and gift amount. Learn about the system and process, and how your Y can use the Fitness Test to make informed, data-driven fund development decisions. We’ll also review results with any Ys participating in the conference that are able to complete the Fitness Test prior to September 1, 2016.

1:45 PM - 2:35 PM

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WORKSHOPS: CREAL TIME GRANT MAKING - LIVE WINNING PROPOSAL REVIEWKATHE ELWELL, DIRECTOR, GRANTS & STEWARDSHIP, YMCA OF THE USA CASEY COLLIER PRYOR, DIRECTOR OF CORPORATE & FOUNDATION RELATIONS, YMCA OF GREATER NEW YORK

Observe grant making in action! Presenters will share their proposal review process and share what made the selected YMCA proposals stand out from the crowd. It will be an open discussion and sharing of best practices among Ys to help all achieve greater success in corporate and foundation solicitations.

FEASIBILITY STUDIES – WHAT THEY TELL YOU & WHAT THEY DON’TDANNY MAIER, SENIOR CONSULTANT WITH DONOR BY DESIGN™

So you see a potential capital or endowment campaign on the horizon? What are the critical steps to take first before committing yourself to a dollar goal and case? Dan Maier presents the collective lessons discovered and uncovered through more than hundred plus feasibility studies conducted by the DBD Group. Find out the key questions to ask your leadership and consultants in order to build the best process for your YMCA. And learn how feasibility studies have changed significantly in the past 15 years - and for the better. Last, Dan presents hard lessons learned to help you avoid the pitfalls and problems that plague an poorly executed study.

1:45 PM - 2:35 PM

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WORKSHOPS: DPERSONALIZED & COMPREHENSIVE GIFT REQUESTS – ANNUAL, CAPITAL, DESIGNATED AND ENDOWMENTGARY LAERMER, CHIEF DEVELOPMENT OFFICER, YMCA OF GREATER NEW YORK

Today, just like consumers, donors are expecting a personalized and customized approach when asked to consider making a charitable gift. One size fits all case statements, brochures and campaign structures are frustrating donors who want to ensure their giving is making a lasting impact. We’ll review the trends in comprehensive and customized gift programs that can inspire your donors to enhanced giving.

DEVELOPING YOUR YS MESSAGE MATRIXKERRY GOLDS, VP, FINSBURY ELLEN MURPHY, VP, COMMUNICATIONS, YMCA OF GREATER NEW YORK

Communicating to key audiences the impact of your Y’s programs and focus areas requires consistent, tangible storytelling. Learn how building a message matrix can bring to life the meaning and mission of your Y.

STRATEGIES TO SURVIVE AND THRIVE AMY EISENSTEIN, CFRE, AE CONSULTING

Do you ever feel insecure about raising major gifts? Do you have trouble keeping in touch with donors, maintaining a reliable schedule of solicitations, or making the time for cultivation? Do you want to build your confidence and feel inspired? If so, you will not want to miss Amy Eisenstein, ACFRE, as she shares stories and insight on working with major gift donors, building relationships, and staying motivated as you work toward changing the world through philanthropy.

20 THINGS I CAN DO RIGHT NOW TO IMPACT RESULTS IN 2017CRAIG H. SHELLEY, VICE PRESIDENT, ORR ASSOCIATES, INC.

Development shops of all sizes and will get useful and practical information in this session about what you can do starting the day after the conference to advance results. You’ll leaving with helpful steps and knowing what to do when to achieve and surpass your 2017 campaign objectives.

2:45 PM - 3:35 PM

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