MEASURING AND EVALUATING DEVELOPMENT OFFICER PERFORMANCE July 22-23, 2013 Los Angeles, CA
OVERVIEW Accurately measuring development officer job performance is one of the most difficult tasks any advancement shop faces. How do you know who is meeting their full potential? Are the measures you use taking into consideration all the aspects of each development officer s job? Few advancement shops have effective systems in place to measure their development officers performance with respect to long-term relationship building and annual fundraising goals. Focusing staff metrics too heavily on long-term relationship building may hinder annual fundraising goals from being met. In turn, if too much focus is placed on immediate fundraising, long-term success is jeopardized. Join us in Los Angeles, CA to learn how to maximize your fundraisers results by measuring and incentivizing their performance beyond dollars raised. Through a combination of lecture, group activities, and one-on-one consultation with our expert instructors, you will leave this event with a working plan to implement enhanced development officer metrics for your fundraising team. LEARNING OUTCOME After participating in this conference, you will be equipped with a plan to better measure the performance of your development officers. Develop performance metrics that go beyond dollars raised and guide your team in achieving shortand long-term fundraising goals. WHO SHOULD ATTEND Vice presidents for advancement, assistant and associate vice presidents for advancement, directors and other managers of development officers are all encouraged to attend this event. Advancement executives and managers will leave the conference with an action plan designed to measure the performance of their development officers in a more holistic way. Shops with no metrics in place as well as those with existing performance metrics in place will benefit from the content of this event. Attend as a Team and Save! We know that critical issues and challenges require the input and support of many campus stakeholders. To help make it possible for your team to attend, every fourth conference and/ or workshop registrant can participate FREE of charge! 2
AGENDA MONDAY, JULY 22, 2013 Day 1: Determining Success Starting with a pre-conference workshop focused on training and preventing deficiencies within your shop, Day 1 of this program will focus on best practices associated with establishing a successful team. OPTIONAL PRE-CONFERENCE WORKSHOP: TRAINING DEVELOPMENT OFFICERS AND PREVENTING DEFICIENCIES 8:00-9:00 a.m. Pre-conference workshop registration and continental breakfast (breakfast included in workshop registration fee) 9:00 a.m. - 12:00 p.m. Optional pre-conference workshop: Training Development Officers and Preventing Deficiencies With more advancement shops turning back to hiring, the talent pool for qualified development officer candidates is again shrinking. While a strong evaluation solution will help you get the most from your existing talent, training your own DOs in-house can help you further sustain your pool and maintain your most valued donor relationships. This workshop will help you lay the groundwork for the application of an appropriate evaluation solution through a discussion of: Developing an intentional on-boarding process Structuring training modules and timelines Setting clear expectations Anticipating and preventing performance gaps You will leave this session with a comprehensive on-boarding and training plan for your shop. 12:00-1:00 p.m. Lunch for pre-conference workshop participants (lunch included in workshop registration) 12:00-1:00 p.m. Conference registration 1:00-1:15 p.m. Opening comments and introductions 1:15-2:30 p.m. Metrics Assessment and Best Practices Overview This introductory session will explore many of the pressing issues and challenges in quantifying major gift officer performance, suggest why it is fundamentally insufficient to measure results based solely on dollars raised, and offer an overview of best practices for modern measurement options. You will also have an opportunity to assess your shop s existing metrics and identify areas for improvement. 3
AGENDA MONDAY, JULY 22, 2013 (CONTINUED) 2:30-2:45 p.m. Afternoon break 2:45-4:15 p.m. Breakout Case Studies: Centralized, Decentralized, Small Shop Models During the afternoon case study examples, you will have the opportunity to select which models you would like to learn more about. Presenting case studies from various institutions, you will have the opportunity to participate in two breakout sessions to better understand both the intricacies of one shop s metrics model and the results they have seen since employing it. 4:15-5:15 p.m. Working session: Starting to Build Your Own Development Officer Metrics Solution Concluding the introductory content of the afternoon, the first working session of the conference will provide you time to start to build evaluative metrics appropriate for the respective institutions. Faculty review will be available for those attendees who already have some metrics in place. 5:15-6:15 p.m. Networking reception (included in registration fee) TUESDAY, JULY 23, 2013 Day 2: Creating Support Systems and Buy-In Building on the content of Day 1, Day 2 will dig into the logistical support needed for enhanced evaluation metrics. From improved communication, budgeting and reporting to enhanced technology systems for tracking performance, attendees will leave the conference prepared to solicit the buy-in needed to implement a new evaluation model. 8:00-8:30 a.m. Continental breakfast (included in registration fee) 8:30-9:30 a.m. Tactical Support, Part 1: Budgeting, Reporting and Logistics A well-run advancement operation and finely-tuned evaluation solution will place an emphasis on development officers getting out of the office and visiting with prospects more frequently. That higher level of activity necessitates better shop support and communication. This session will explore the logistical pieces that need to be in place in order to ensure smooth travel and successful visits. 4
AGENDA TUESDAY, JULY 23, 2013 (CONTINUED) 9:30-10:30 a.m. Tactical Support, Part 2: Technology and Tracking Considerations A variety of tracking possibilities are available for managing your officers activities, accomplishments, and opportunities for growth. After considering the options and cautions you should keep in mind when deciding how to track your solution, you will review one current system that uses technology to streamline metrics management. Features to be reviewed include: Calculations of the cost of dollars raised for each officer Report grading and tracking Displays that provide officers with their current performance statistics 10:30-11:00 a.m. Morning break and hotel check-out 11:00 a.m. - 12:00 p.m. Working Session: Tactical Support Concluding the morning lecture sessions, this working session will allow you to map out the tactical support that is needed in your office. Working through both logistical and technology considerations, you will leave this working session with a support plan for your new development officer metrics. 12:00-1:00 p.m. Lunch (included in registration fee) 1:00-2:30 p.m. Building Buy-In and Implementing Your Solution Well-defined, thoughtful development officer metrics are worthless unless you have the buy-in and a strategy necessary to implement them. In this session, you will learn how to quantify your metrics plan to upper-level management in a way that convinces them to allocate the necessary startup and ongoing resources. 2:30-2:45 p.m. Afternoon break 2:45-4:00 p.m. Action Planning: Building Buy-in and Implementing Your Solution During this working time, you will have an opportunity to put the finishing touches on your new evaluations metrics system, review your anticipated logistical and support needs, and develop a 30-, 60-, 90-day working plan to implement upon your return to campus. The working session will conclude with a peer review. 4:00-5:00 p.m. Closing Panel Discussion: Troubleshooting Difficult Situations Implementing new evaluation metrics can be a seismic shift for any organization. In this concluding panel discussion, the faculty will be available to answer questions and discuss how they have handled resistant, underperforming or exceptional development officers and coached their teams successfully through these transitions. 5
INSTRUCTORS MERRITT CROWLEY / Executive Director, Rhode Island College Foundation Rhode Island College A past director of Brown s parent leadership program, Merritt has spent 22 years in the nonprofit fundraising world 21 of them in higher education. She has more than 10 years of staff-management experience in comprehensive campaigns, ranging from $35 million to more than $1.5 billion. Merritt s experience has given her a comprehensive understanding of campaign fundraising, philanthropy, board development, prospect management, and volunteer management. Until recently, she served as the director of campaign volunteer management, and she continues to serve as a consultant to area nonprofit organizations and startups. Merritt joined the Rhode Island College Foundation in May of 2013 and currently serves as their executive director. RICHARD K. DUPREE / Assistant Dean, Development and Alumni Relations, Kelley School of Business Indiana University A fundraising executive and consultant, Rick comes to the topic of evaluating alumni relations professionals with a broad background in advancement. Serving as a senior development professional for over 20 years, his expertise in designing metrics to evaluate advancement staff has led him to advise on the subject both domestically and abroad. Prior to his current role, Rick served on the development staff at the University of Evansville and as director of major gifts as well as managing director of capital campaigns for Michigan s Interlochen Center for the Arts. KATHY DRUCQUER DUFF / Associate Vice Chancellor, University Development University of California, San Diego Kathy Drucquer Duff is an advancement professional with more than 18 years of wide-ranging development experience. She currently serves as associate vice chancellor, university development at the University of California, San Diego. In this role, she leads a team of general campus and marine sciences development officers, serves as a core member of the External and Business Affairs leadership team, and develops strategies for ongoing fundraising initiatives for the university including specialized and campus-wide capital campaigns. Prior to this role, she worked at Sharp HealthCare Foundation as vice president, philanthropy and chief development officer, Coronado Hospital Foundation. Prior to her role at Sharp HealthCare, 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, Kathy is also an active volunteer and advocate for Girl Scouts San Diego s Imperial Chapter. 6
INSTRUCTORS JASON D. MCNEAL / Consultant Gonser Gerber, LLP With more than a decade of institutional advancement and higher education administrative leadership, Jason joined GGTS in 2008. He provides counsel in the areas of major gifts, campaigning, planned giving, annual fund, board development, strategic planning, and integrated marketing. Prior to joining the firm, Jason served as vice president for advancement and community relations at Maryville College, where he led a highly successful advancement program, directed the institution s $83 million Our Window of Opportunity campaign, and implemented its first development officer evaluation solution. Before arriving at Maryville, Jason served as director for advancement at East Georgia College, a two-year University System of Georgia institution. TESTIMONIALS Smart people. Brilliant topic. - Shara Freeman, Director, Development, Fordham University Law School This was an intimate conference, allowing meaningful interaction with all three quality instructors. They each seemed to care about attendees getting the most out of the experience. The on-site AI coordinator also kept events on track. - Teresa Newmarch, ED of Development, Kalamazoo College Great conference with detailed and concrete information that I can take back, customize for our culture and business practices and put into production. I highly recommend this for both fundraising managers and operations/prospect managers. - Andrea Mulrine, Director, Development Operations and Analytics, University of Scranton CFRE Continuing Education Credits This event has been approved for continuing education credits toward the CFRE International application for initial certification and/or recertification. 7
HOTEL RESERVATIONS The conference will be held at: Hyatt Regency Century Plaza 2025 Avenue of the Stars Los Angeles, CA 90067 To reserve your room, call (310) 228-1234. Please indicate that you are with the group to receive the room rate of $189 for single or double occupancy, plus applicable tax. A room block has been reserved for the nights of July 21-23, 2013. Reservations must be made by July 1, 2013. There are a limited number of rooms available at the conference rate. Please make your reservations early. Glamour isn t confined to Hollywood. Discover why Hyatt Regency Century Plaza has been the luxury hotel of choice for luminaries and dignitaries worldwide for over 45 years. Perfectly situated on the fashionable West Side of Los Angeles, California, adjacent to Beverly Hills, our elegant, iconic hotel offers easy access to all the sights of this vibrant city. Set on seven lush acres, with 726 spacious and recently-renovated guestrooms, the world-class Equinox spa and fitness center, and state-of-the-art meeting and event facilities, Hyatt Regency Century Plaza is a welcome retreat in the midst of the city. Travel to nearby Hollywood for a movie premiere, shop on Rodeo Drive or conduct a productive conference at the hotel in one of our beautifully renovated meeting spaces. Treat yourself to the level of service you deserve at Hyatt Regency Century Plaza, one of the most impressive hotels in Los Angeles. 8
PLEASE FAX ALL REGISTRATION PAGES TO: 303.221.2259 Questions about the event? Call us at 720.488.6800 to help determine if this event is right for you. Register online at REGISTRATION FEES 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 Values Conference Workshop Conference + pre-conference workshop - $1295 USD # of attendees Conference only - $995 USD # of attendees Pre-conference workshop only - $395 USD # of attendees Total Total Total ATTEND AS A TEAM remember, if you register as a group, every fourth registrant is free. EARLY BIRD PRICING Postmarked on or before July 12, 2013. For registrations postmarked after July 12, 2013, an additional $100 fee per registrant applies. REFUND/CANCELLATION POLICY Refunds will be issued only if cancellations are received in writing by April 26, 2013. A $100 processing fee will be assessed. After April 26, 2013 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. By submitting this registration form, you agree to the terms and conditions of the above cancellation policy. Visit our website to register online: https:///conference/measuring-and-evaluating-development-officer-performancejuly-2013 9
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 $100.00 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
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