FUNDRAISING ESSENTIALS: COLD CALLING, INTERVIEWING, ASKING Session 1: Making the Cold Call Monday, March 14, 2011 :: 1:00 2:45 p.m. EDT Session 2: The Art and Science of the Advancement Interview Tuesday, March 15, 2011 :: 1:00 2:30 p.m. EDT Session 3: Making the Ask Thursday, March 17, 2011 :: 1:00 2:45 p.m. EDT
OVERVIEW Securing the initial prospect appointment, conducting a first conversation, and closing a solicitation are often the most stressful moments in the life of a fundraiser. They are also the most crucial points in the philanthropic process especially in continuing turbulent economic times. Though some anxiety is natural, there are concepts and tactics you can call on to ease your nerves as you execute your most critical duties. Join us online to learn these tactics. With one session dedicated to cold calling, one to interviewing, and one to asking, this webcast series will cover: Planning calls based on prospect data, anchor appointments, and budget pressures Tips for securing an initial appointment, including moving through assistants Preparing the right interview questions Strong interview technique during and after the discussion How to use the cultivation process to naturally build to a best-practice ask The pros and cons of using a proposal or white paper during your solicitation process Scripting and role playing to move the process forward in both situations SESSION 1: MAKING THE COLD CALL MONDAY, MARCH 14, 2011 :: 1:00 2:45 P.M. EDT Increase your appointment success rate. Novice major gift and annual fund leadership giving officers will learn effective techniques for planning contacts, securing appointments, and obtaining prospect information for initial visits. Presented by Kathy Drucquer Duff Planning your calls o Building your confidence and knowing your style o Using prospecting findings o Answering the two key initial questions o Anchor and supporting appointment planning o Using electronic resources to ease travel and budget pressures What you need to make the call o Finding background prospect information o Creating a prospective written conversation outline o Demonstrating institutional knowledge and passion Moving through receptionists and assistants Outlining or scripting your meeting o Introducing yourself, moving the conversation, and inspiring the meeting o What to note during and after your call o Getting by common excuses and rejections Samples of written plans Role plays o The question about money o The stubborn assistant o The too-busy prospect Learn fundamental fundraising skills for setting an initial appointment, conducting a first conversation, and closing a solicitation. 2
SESSION 2: THE ART AND SCIENCE OF THE ADVANCEMENT INTERVIEW TUESDAY, MARCH 15, 2011 :: 1:00 2:30 P.M. EDT Conduct more effective interviews. Advancement professionals will learn effective interview techniques to call on as they conduct their faculty discussions and prospect conversations. Presented by Jim Langley Understanding an interview s underlying purposes o Reciprocity o Reach of effects o Rewards Preparing the right questions o What are you seeking? o Avoiding exploitation Strong interview technique o Setting realistic expectations o Deciding on a central question o What to listen for o Identifying important responses o When to move in and stay out Student vs. professional staff distinctions Post-interview best practice o Identifying subliminal themes o Translating results o Using results to develop strategy SESSION 3: MAKING THE ASK THURSDAY, MARCH 17, 2011 :: 1:00 2:45 P.M. EDT Increase your appointment success rate All stakeholders responsible for soliciting fundraising prospects including major gift officers, annual fund leadership giving officers, academic leaders, board members, and volunteers will learn effective techniques in using purposeful cultivation, relevant stakeholders, scripting, and closing options to streamline the art of the ask. Presented by Kathy Drucquer Duff The six-step model to a major gift Using the cultivation process to build to the ask o Matching a prospect s interests to your institution o Methods of engaging and involving the prospect o Keys to determining the proper amount/project/ interest area o Preparing for the ask with the five "W"s o Summary of a prospect meeting The ask itself o Setting up the meeting o Ensuring the right setting/environment o Overcoming objections Conducting the proper follow-up o Repositioning after feedback or rejection o Keeping up with and closing outstanding asks o Stewardship and gift agreement essentials Sample documents Role plays o The picky entrepreneur o The disliked dean o The silent donor 3
INSTRUCTORS Kathy Drucquer Duff, Vice President, Philanthropy, Sharp HealthCare Foundation An advancement professional with more than 15 years of experience, Kathy leads the Envision Sharp 2015 effort and coordinates all of the foundation s system-wide fundraising efforts. Prior to her current position, she served as associate vice president for San Diego State University, where she oversaw the institution s major gift fundraising, annual program, and gift planning efforts. In this role, she also assisted in developing the institution s strategy for its first comprehensive campaign and led its hospitality and tourism management program fundraising work. Before arriving at SDSU, Kathy spent seven years in destination management. A frequent speaker for the Annual Giving Professionals Network, Kathy also fundraises for the Del Mar Union School District. *AI PLATINUM PARTNER: James M. Langley, President and Founder, Langley Innovations Before forming his own comprehensive advancement consulting firm, Jim served as vice president for advancement at Georgetown University. There 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 cash 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 previously held vice president roles at the University of California, San Diego and the Georgia Institute of Technology. Operations under his management have won awards in virtually every area of university advancement. *This program is part of a professional development series presented by Platinum Partner Jim Langley. AI assigns Platinum Partner status to forward-thinking speakers who collaborate with us to create a series of programs that address strategic initiatives that impact one or more areas of an institution's operations. LOGGING IN TO THE WEBCAST After registration, each registrant will receive a confirmation of payment or an invoice, depending on method of payment. Each registrant will also receive an email with appropriate login information and more information regarding the event a few days prior to the start of the event. The day of the conference, you will receive another email with the same information. To participate, you will need a computer with a high-speed Internet connection. You will have the option to receive audio via your computer speakers or telephone. WHAT IS A SINGLE SITE CONNECTION? A site connection allows a single connection to the Web conferencing software and teleconference. We encourage you to set the event up in a conference room or classroom from a single computer in order to allow multiple stakeholders from your campus to participate. Remember, as long as only a single computer connects, you can bring as many people as you want to the event. Because there are no travel expenses and only a single registration fee is required, each additional participant lowers the cost per person significantly. Purchasing a site connection and inviting everyone involved in a particular topic is a great way to provide cost-effective professional development. Please note that you will have the option to receive audio via your computer speakers or telephone. If for any reason a relevant stakeholder cannot co-locate for the session, we encourage you to include that person by purchasing an additional connection at the reduced fee of $195 per session. This will ensure that every member of a team receives the same relevant, timely information in the most efficient way. If an interested party cannot participate at the designated time, or if someone would like to view the presentation again, an archived copy of the event will be available for 60 days. If you have any technical or purchasing questions, please contact us at 720.488.6800. CFRE Continuing Education Credits Full participation in Fundraising Essentials: Cold Calling, Interviewing, Asking is applicable for 5.0 points in Category 1.B Education of the CFRE International application for initial certification and/or recertification. 4
REGISTRATION FORM Make the most of the presentation: invite your whole team to participate from a single location at no additional cost. Questions about the event? Call us at 720.488.6800 to help determine if this event is right for you. Register online at www.academicimpressions.com REGISTRATION FEES Single Site Connection: Fundraising Essentials: Cold Calling, Interviewing, Asking Three Sessions (BEST VALUE) $900.00 USD Two Sessions Only Session One Session Two Session Three $650.00 USD One Session Only Session One Session Two Session Three $350.00 USD (After March 7, 2011, an additional $75.00 fee for the first connection and $50.00 fee for each additional connection applies) Additional Site Connections: Creating the Framework for Transfer Student Success $195.00 per session Session One, Quantity: Session Two, Quantity: Session Three, Quantity: Registrants receive a 50% discount on a CD-ROM recording of this session. Please send me the CD-ROM $450.00 USD Can t attend the live session? Please send me a CD-ROM recording of this webcast $900.00 USD (For CD-ROM orders outside the United States and Canada, a $35 international shipping fee will be added.) Total amount enclosed or to be charged $ How did you hear about this event? (email from AI, colleague forwarded email, The Chronicle, etc.): REGISTRATION INFORMATION (PLEASE PRINT CLEARLY) Name Institution/Organization Job Title Address City State/Province Zip/Postal Code Country Telephone Fax Email (Additional contact information for registration confirmations and pre-conference communication.) Additional Contact Name Additional Contact Title Additional Contact Email Additional Contact Phone FREE HIGHER ED NEWS AND ANALYSIS Academic Impressions is happy to offer Higher Ed Impact, a free industry scan of news, trends, and fresh research on higher education, delivered in an easy-to-scan email. Sign me up for HEI: Daily Pulse impactful news, trends, and practices, sent daily Sign me up for HEI: Weekly Scan the week s most critical news, with analysis of top stories and trends, sent on Fridays Sign me up for HEI: Monthly Diagnostic practical takeaways addressing a strategic challenge facing institutions of higher ed, sent 9-12 times/year PAYMENT METHOD We accept Visa, MC, and AmEx credit cards. To pay by check, include the check with this form or select the invoice me option. Fax form to 303.741.0849 or mail form along with payment to: Academic Impressions, 4643 S. Ulster St. Ste. 350, Denver, CO 80237. CREDIT CARD Please charge my credit card: (Visa, MC, AmEx) Name on Card Account Number Exp. Date Billing Zip Code/Postal Code Security Code (last 3 digits on the back of Visa and MC or 4 digits on front of AmEx) CHECK/INVOICE My check is included and covers Check # Please invoice me Purchase Order # (PO# not required to receive invoice) registration(s) REFUND/CANCELLATION POLICY Refunds will be issued only if cancellations are received in writing by January 7, 2011. A $75 processing fee will be assessed. After January 7, 2011 a credit (less $75 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, Academic Impressions' liability is limited to a refund of this registration fee only. Questions about the event? Call us at 720.488.6800 to help determine if this event is right for you. 5