CONFERENCE ESTABLISHING A STUDENT DISCOVERY PROGRAM

Transcription

1 ESTABLISHING A STUDENT DISCOVERY PROGRAM June 9-10, 2014 Scottsdale, AZ

2 Learn how to implement a student discovery initiative at your institution. OVERVIEW It is increasingly difficult to get in front of the right donors and prospects. Have your top donors and prospects engaged with your institution recently? Are your traditional methods of outreach not yielding gifts? Are you concerned about the future of your donor pipeline? A student discovery program can be a powerful way to connect alumni to current students and build institutional affinity. Join Jim Langley to learn a comprehensive approach for implementing a discovery initiative at your institution. From developing sound interview questions, to selecting and training the right institutional ambassadors, you will leave this program equipped with a plan to implement a discovery program at your institution. WHAT IS A DISCOVERY INITIATIVE? A discovery initiative is a powerful way to better engage alumni, parents, and friends. Employing current students as institutional ambassadors, the program re-engages lost alumni and prospects through intimate face-to-face interviews. While the interviews themselves do not include a solicitation, this approach has been proven to increase giving in the near and long term from those contacted. BRING YOUR TEAM AND SAVE! The discovery initiative is for your whole advancement operation. Cross-functional teams including executives and managers in major gifts, annual giving, alumni affairs, communications/marketing, and donor relations are encouraged to attend. We know that critical issues and challenges require the input and support of many campus stakeholders. To encourage team participation, when you register two people from your institution, a third registration is offered to you at half price. CLICK HERE TO REGISTER 2

3 PRE-CONFERENCE WORKSHOP In this pre-conference workshop, you will identify which segments your institution should prioritize for your discovery initiative and why. You will leave this workshop with a better understanding of the depth of your potential discovery base and an understanding of the potential scope of your program. LEARNING OUTCOME After attending this conference, you will be able to determine if a discovery initiative is the right fit for your institution and take steps towards implementing a discovery program. AGENDA MONDAY, JUNE 9, 2014 PRE-CONFERENCE WORKSHOP: DATA MINING FOR A DISCOVERY INITIATIVE 8:00-9:00 a.m. Continental breakfast (included in workshop registration fee) and registration for preconference attendees 9:00 a.m. - 12:00 p.m. Pre-Conference Workshop: Data Mining for a Discovery Initiative In this pre-conference workshop, you will identify which segments your institution should prioritize for your discovery initiative and why. Focusing on lapsed donors, occasionally engaged alumni with capacity, young alumni, and parents, this interactive workshop will guide you through reviewing your data and identifying trends. Prior to the workshop, you will be provided a worksheet, outlining which data to mine and bring with you to the workshop. You will leave this workshop with a better understanding of the depth of your potential discovery base and an understanding of the potential scope of your program. 12:00-1:00 p.m. Lunch (included in workshop registration fee) for pre-conference attendees 12:30-1:00 p.m. Registration for main conference attendees 1:00-1:15 p.m. Introductions and opening comments 1:15-2:00 p.m. Overview of Georgetown s Discovery Program and Successes In this opening lecture session, you will gain a detailed understanding of Georgetown s discovery initiative. From the conception to execution of Georgetown s program, our expert instructor will share insights on the impetus, development, and results of the program to help guide your thinking in the development of your program. 2:00-3:15 p.m. Understanding the Discovery Initiative Interview 3:15-3:30 p.m. Afternoon break The foundation of a successful discovery initiative is executing successful discovery interviews. The interview brings current students and recent graduates face-to-face with alumni or other prospects in an informal, friendly conversation. Each interview has a definite purpose: ascertaining the animating passion of an alum and determining his or her perceptions about the institution. During this session, you will learn why the discovery interview is successful, what is valuable about asking different questions, and how to formulate interview questions appropriate for your institution s culture and mission. 3

4 AGENDA MONDAY, JUNE 9, 2014 (CONTINUED) 3:30-4:30 p.m. Working Session: Drafting Your Own Interview Questions Following the opening lecture sessions, you will be provided working time to develop unique interview questions for your discovery initiative. Letting your target segments drive the interview questions, this session will conclude with a peer review activity to ensure your questions are sound and will deliver the information you need to improve your advancement efforts. 4:30-5:30 p.m. Networking reception (included in registration fee) TUESDAY, JUNE 10, :00-9:00 a.m. Continental breakfast (included in registration fee) 9:00-10:30 a.m. Selecting and Training the Right Ambassadors to Conduct Interviews Selecting the right ambassadors and adequately preparing them to conduct discovery interviews is crucial to the success of your program. During this session, you will learn how to identify and select the right ambassadors based on segment. You will also gain ideas for training them to ask questions and submit thoughtful contact reports. 10:30-11:00 a.m. Morning break and hotel check-out 11:00 a.m. - 12:00 p.m. Converting Interview Responses into Strategies Having executed and collected the results of a successful series of alumni interviews, your advancement shop will be inundated with data that can better inform your strategies moving forward. However, assessing and prioritizing the information you receive can be a daunting task. During this session, you will learn how to use this information to guide both short-term and long-term advancement strategies for your institution s annual fund, alumni relations, major gift, communications, donor relations, and market research efforts 12:00-1:00 p.m. Lunch (included in registration fee) 1:00-2:30 p.m. Starting the Discovery Initiative at Your Institution 2:30-2:45 p.m. Afternoon break From gaining upper-level buy-in to the implementing minor details, this session will outline the key considerations for launching a discovery initiative at any institution. Particular attention will be paid to timeline implementation, starting a program at smaller institutions, and how the discovery initiative model can also be used to target parents, friends, and non-aligned donors. You will leave this session equipped with a 30/60/90-day action plan, outlining your first steps towards launching or revamping your initiative upon returning to campus. 2:45-3:45 p.m. Case Study: Success Story, Sample Institution The concluding lecture session of this conference will focus on an institution that has recently implemented the discovery initiative and the successes and challenges they have seen with launching their program. 3:45-4:30 p.m Closing Discussion and Final Q&A 4

5 INSTRUCTOR JAMES M. LANGLEY / Founder and President Langley Innovations Before forming his own comprehensive advancement consulting firm, Jim served as vice president for advancement at Georgetown University. At Georgetown, he led the institution s offices of alumni affairs, strategic communications and marketing, development, medical center development, and advancement services. During his tenure, he produced record numbers in new commitments and dollars despite a difficult economy, and launched a number of innovative programs, including the Student Discovery Initiative, which uses current students to interview alumni who have been only occasionally engaged with the university. Jim arrived at Georgetown after spending eight years as the vice president for advancement at the University of California, San Diego. At UCSD, he led the planning and execution of the institution s seven-year $1 billion campaign, then raised almost half the target amount in three years, despite a weak economy. He also expanded and improved outreach to key constituencies, increased and strengthened volunteer participation, acted as university spokesperson, and implemented programs that improved community relations. During Jim s tenure, significant increases were posted in federal funding, national and international publicity, and alumni participation. Before arriving at UCSD, Jim served as vice president for external affairs at Georgia Institute of Technology. At Georgia Tech, he increased annual gift income from $26 million to $76 million and more than tripled the institution s endowment to well over $500 million. Jim began his career in higher education at Miami University and served at the University of Cincinnati as well as the University of Massachusetts. Operations under Jim s management have won awards in virtually every area of university advancement. 5

6 HOTEL RESERVATIONS The conference will be held at: Hotel Valley Ho 6850 East Main Street Scottsdale, AZ To reserve your room, call or Please indicate that you are with the group to receive the room rate of $ (rate does not include $5.00 round-trip bellman gratuity and $2.00 per night housekeeping gratuity) for single or double occupancy, plus applicable tax. A room block has been reserved for the nights of June 8 and 9, Reservations must be made by May 19, There are a limited number of rooms available at the conference rate. Please make your reservations early. Hotel Valley Ho is Downtown Scottsdale s urban resort and spa, just a short walk from hundreds of shops, restaurants, and art galleries. Built in 1956 and fully restored, this iconic hideaway honors its past with mid-century-modern style thoughtfully blended with new amenities. Phoenix Sky Harbor Airport is approximately a 15 minute drive, or 9 miles. Apache Taxi, AAA Yellow Cab, and Mayflower Cab are the companies contracted by the airport. Simply walk outside the terminal to catch one. The cost is approximately $25 per cab, plus gratuity (traffic-delay fee may apply). SuperShuttle is the most economical choice for a single passenger, at $17 per person (plus gratuity). It is a sevenpassenger van service that makes stops along the way for other passengers. It operates 24 hours a day, but from 9:00 a.m. to 11:00 p.m. you can simply walk outside the airport terminal and a dispatcher will put you on the next van. 6

7 PLEASE FAX ALL REGISTRATION PAGES TO: Questions about the event? Call us at to help determine if this event is right for you. Register online at REGISTRATION FEES Your registration fee includes: Full access to all conference sessions and materials, access to the networking reception on Monday, breakfast and lunch on Tuesday, as well as refreshments and snacks throughout the conference. Best Value Conference Workshop Conference + Pre-Conference Workshops - $1395 USD # of attendees Conference only - $1095 USD # of attendees Pre-Conference Workshop - $395 USD # of attendees Total Total Total ATTEND AS A TEAM remember, when 3 members of the same institution register, a 3rd registration is 1/2 off. EARLY BIRD PRICING Postmarked on or before May 30, For registrations postmarked after May 30, 2014, an additional $100 fee per registrant applies. REFUND/CANCELLATION POLICY Refunds will be issued only if cancellations are received in writing by March 14, A $100 processing fee will be assessed. After March 14, 2014 a credit (less $100 processing fee) will be issued. The credit will be valid for 12 months and can be used toward any future conferences, Web conferences, audio proceedings, or Web conference archives. In case this event is cancelled, liability is limited to a refund of this registration fee only. Purchasing questions, please contact us at By submitting this registration form, you agree to the terms and conditions of the above cancellation policy. Visit our website to register online: 7

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9 PLEASE FAX ALL REGISTRATION PAGES TO: PAYMENT METHOD We accept Visa, MasterCard, and American Express credit cards. To pay by check, include the check with this form or select the invoice me option. Fax form to or mail form along with payment to:, 4601 DTC Blvd., Ste. 800, CREDIT CARD Name on Card Account Number Billing Address Billing City Billing State Billing Zip Code/Postal Code Exp. Date Security Code (last 3 digits on the back of Visa and MC or 4 digits on front of AmEx) CHECK/INVOICE AMOUNT TO CHARGE: My check is included and covers registration(s) Check # Please invoice me, Purchase Order # (PO # not required to receive invoice) FREE HIGHER ED NEWS AND ANALYSIS Each conference registration includes a subscription to Higher Ed Impact, a free industry scan of news, trends, and research on higher education, delivered in an easy-to-scan . Higher Ed Impact (HEI) includes: (Check the boxes for the editions you would like to sign up for) HEI: Daily Pulse impactful news, trends, and practices, sent daily HEI: Weekly Scan the week s most critical news, with analysis of top stories and trends, sent on Fridays HEI: Monthly Diagnostic practical takeaways addressing a strategic challenge facing institutions of higher ed, sent 9-12 times/year List the names of the registrants you d like to sign up: Note if you do not provide any names in the above space, all attendees will be signed up for the options selected. 9

10 ACADEMIC IMPRESSIONS CANCELLATION AND REFUND POLICIES 100% SATISFACTION PROMISE SATISFACTION PROMISE We want you to be satisfied with your learning experience. If the program you purchased fails to meet your expectations, please contact us within 30 days and let us know. We ll credit the full amount you paid toward another AI program that may better fit your needs. CONFERENCES For in-person conferences, substitute registrants are welcome and may be named free of charge at any time. If you cancel 8 weeks or more prior to the first date of the conference, you will receive a full refund, less a $ service charge per attendee. If you cancel within 8 weeks of the first date of the conference, you are not entitled to a refund. However, as a courtesy, we will allow you to apply your payment, less the service charge, toward a future purchase within one year from the date you cancel. Your payment is transferable to another person from your institution if you wish. Please note that if you do not attend and you do not contact us in advance to cancel as described above, you are responsible for the entire payment. In case this event is cancelled, liability is limited to a refund of the registration fee only. WEBCASTS AND ONLINE COURSES For webcasts and online courses, substitute registrants are welcome and may be named free of charge at any time prior to the day of the webcast. When available, you may also switch your webcast or online course order from a live connection to an on-demand download or CD recording (and vice versa) at no additional cost (shipping charges will apply to CD Recording orders outside the U.S. or Canada). If you cancel 8 weeks or more prior to the webcast or online course date, you will receive a full refund, less a $75.00 service charge. If you cancel within 8 weeks of the webcast or online course date, you are not entitled to a refund. However, as a courtesy, we will allow you to apply your payment, less the service charge, toward a future purchase within one year from the date you cancel. Your payment is transferable to another person from your institution if you wish. Please note that if you do not login to view the webcast or online course and you do not contact us in advance to cancel as described above, you are responsible for the entire payment. In case this event is cancelled, Academic Impressions liability is limited to a refund of the registration fee only. RECORDINGS, ON-DEMAND DOWNLOADS, MONOGRAPHS AND OTHER PUBLICATIONS All sales are final. No cancellations or refunds provided. 10