FUNDR AISING ESSENTIALS INSTITUTE

CONFERENCE FUNDR AISING ESSENTIALS INSTITUTE July 20-21, 2015 Orange County, CA

No matter where you are in your career, chances are you could stand to improve your solicitation skills. OVERVIEW Join us in Orange County to master the skills required for successful frontline fundraisers. This conference moves beyond theories to focus on the role playing and practicing. During the event you will gain the skills and knowledge to: Approach your portfolio with a fresh perspective Better secure initial appointments with prospects Make donors jump into action with compelling asks Move prospects through the donor cycle This event culminates in a capstone session where you will work through a donor case study using the skills developed throughout the conference. This final session will allow you to demonstrate your mastery by creating a cultivation and solicitation plan for your donor and roleplaying the ask. WHO SHOULD ATTEND New and experienced frontline fundraisers, academic leaders, and fundraising volunteers who want to improve their solicitation skills will leave with increased confidence to more effectively manage their portfolio. POST-CONFERENCE WORKSHOP Join us for this post-conference training to develop an intentional approach to salon events. Our expert instructor will detail the strategies needed throughout the planning process to ensure a successful event LEARNING OUTCOME After participating in this conference, you will be able to confidently solicit prospects and donors. CLICK HERE TO REGISTER https:///conference/fundraising-essentials-institute 2

CONTACT US FOR MORE INFORMATION Contact Meghan D. Saenz, Assistant Conference Director at meg@academicimpressions.com or 720-988-1251 if you d like additional information about the program. SAVE $100 ON THIS EVENT WITH AI PRO! Available with: AI Advancement Pro AI Pro offers your institution access to over 200 hours of training opportunities on topics that will help you and your team achieve institutional goals and more. Click here or contact Bridget@academicimpressions.com for more information about AI Pro. 3

AGENDA MONDAY, JULY 20, 2015 8:30-9:00 a.m. Conference Registration and Continental Breakfast (included in registration fee) 9:00-9:15 a.m. Opening Comments and Introductions 9:15-10:15 a.m. Preparing for Fundraising Success In this opening session, our expert facilitator will detail how to best plan your calls and visits through the following tactics: Matching a prospect s interests to your institution Engaging and involving the prospect Determining the proper ask amount, project type, and interest area Preparing for the ask with the five Ws 10:15 a.m. - 12:00 p.m. Making the Cold Call You will leave this session prepared to approach your portfolio with a fresh perspective. The initial outreach establishes the tone for your ongoing interactions with the prospect, which also makes it one of the most crucial points in the philanthropic process. Through a combination of lecture and practice, this session will cover: What information you need to make a successful call Tips for securing an initial appointment, including moving through assistants Phone call scripting 12:00-1:00 p.m. Lunch (included in registration fee) 1:00-2:00 p.m. Effective Prospecting 2:00-2:15 p.m. Afternoon break 2:15-4:45 p.m. Making the Ask 4:45-5:00 p.m. Day One Q&A In this interactive session, you will identify top prospects from a sample portfolio using our expert facilitator s techniques. Just as critical as uncovering your top prospects, you will also work to remove inactive leads from the portfolio to better focus your fundraising time and effort. Making a compelling ask and closing a solicitation are often some of the most stressful moments in the career of a fundraiser. The ask must be framed in a way that compels your donor to jump into action and support your institution. In this interactive session, you will practice the intricacies of making the ask. You will learn how to: Use the cultivation process to naturally build to the ask Create a conducive environment for a successful ask Script and role-play to move the process forward 5:00-6:00 p.m. Networking Reception (included in registration fee) 4

AGENDA TUESDAY, JULY 21, 2015 8:30-9:00 a.m. Continental Breakfast (included in registration fee) 9:00-10:15 a.m. Moves Management Too often, development officers get stuck in the transitional pieces of the donor cycle unable to smoothly move prospects through the cultivation, solicitation, and stewardship pieces, and subsequently upgrade them to the next giving level. You will actively assess and develop strategies for a portfolio of donors by focusing on: The right questions to ask and when to ask them Identifying prospects who need to be upgraded or downgraded Tactics for moving donors through each stage of the solicitation cycle Considerations for using data to guide strategy 10:15-10:30 a.m. Morning Break and Hotel Checkout 10:30-11:30 a.m. Mastery Capstone Event In this concluding session, you will work through a final donor case study. Using the skills developed in the previous sessions, you will demonstrate your fundraising mastery by creating a cultivation and solicitation plan for your donor and ultimately roleplaying the ask. 11:30 a.m. - 12:00 p.m. Closing Comments and Final Q&A POST-CONFERENCE WORKSHOP: SUCCESSFUL SALON EVENTS 12:00-1:00 p.m. Lunch for Post-Conference Attendees (included in workshop registration fee) 1:00-4:00 p.m. Post-Conference Workshop: Successful Salon Events Salon events are more than just an intimate party for prospects and donors; they are part of a strategic cultivation, solicitation, and stewardship plan that engages an institution s top supporters. This postconference workshop will guide you through an intentional approach to salon events. Our expert instructor will detail the strategies needed throughout the planning process to ensure a successful event. They will also provide substantial resources to execute the following: Setting event goals Maximizing the event planning cycle Executing the event Developing effective event follow-up for attendees and non-attendees Getting started with your own salon events 4:00-4:30 p.m. Final Q&A and Post-Conference Wrap-up 5

INSTRUCTOR KATHY DRUCQUER DUFF / Associate Vice Chancellor, University Development University of California, San Diego Kathy Drucquer Duff, CFRE, has more than twenty-five years of wide-ranging advancement and special events experience. In her current role, Kathy leads the general campus team and serves on the external affairs management team. In this role, she oversees a fundraising team of fifty-five professionals, and leads strategy for all campus academic units, including Scripps Institution of Oceanography. Previously, Kathy worked both at Sharp HealthCare Foundation as vice president of philanthropy, and as the associate vice president for San Diego State University. There, she oversaw the institution s annual, major gift, research, data and gift planning efforts, as well as assisted in developing the institution s strategy for its first comprehensive campaign. Kathy also spent seven years in destination management. 6

HOTEL RESERVATIONS The conference will be held at: Hyatt Regency Orange County 11999 Harbor Blvd. Garden Grove, CA 92840 To reserve your room, call 714-750-1234. Please indicate that you are with the group to receive the room rate of $169 for single or double occupancy, plus applicable tax. A room block has been reserved for the nights of July 19 and 20, 2015. Reservations must be made by June 29, 2015. There are a limited number of rooms available at the conference rate. Please make your reservations early. Hotel description: Conveniently located in Anaheim, this hotel is a spectacular resort destination for families, business travelers, and vacationers alike. Kick back and relax in spacious rooms and suites featuring flat-screen TVs and modern decor. Savor Italian cuisine at TusCA restaurant, or enjoy a local microbrew at OC Brewhouse. Guests enjoy perks like the Disneyland Resort shuttle service, and easy access to the Anaheim Convention Center, Honda Center and Angel Stadium. Just a short drive away, Orange County beaches, shopping outlets and attractions offer endless fun. Unwind after a long day with two outdoor heated pools or rejuvenate in the whirlpool. Pick up a basketball game on the sports court or get reenergized in the 24-hour StayFit Gym. John Wayne/Orange County Airport (SNA) Distance: 13 miles Super Shuttle: $11 per person/one way Disneyland Resort Express Bus: $20 per person/from hotel to airport only Los Angeles International Airport (LAX) Distance: 35 miles Super Shuttle: $17 per person/one way 7

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 Your registration fee includes: Full access to all conference sessions and materials, breakfast, lunch, and access to the networking reception on Monday, breakfast on Tuesday, as well as refreshments and snacks throughout the conference. Best Values Conference Workshop Conference + Post-Conference Workshop - $1395 USD # of attendees Conference only - $1095 USD # of attendees Pre-Conference workshop only - $395 USD # of attendees Total Total Total ATTEND AS A TEAM For every two registrants, the third is half off! EARLY BIRD PRICING Postmarked on or before July 10, 2015. For registrations postmarked after July 10, 2015, an additional $100 fee per registrant applies. Visit our website to register online: https:///conference/fundraising-essentials-institute 8

PLEASE FAX ALL REGISTRATION PAGES TO: 303.221.2259 CONFERENCE REGISTRATION INFORMATION Print Name Job Title Institution/Organization What name do you prefer on your name badge? Address City State/Province Zip/Postal Code Country Telephone Email IF THIS CONFERENCE PARTICIPANT HAS ANY DIETARY OR ACCESSIBILITY NEEDS, PLEASE LIST THEM IN THE SPACE BELOW. WE WILL DO OUR BEST TO ACCOMMODATE THESE NEEDS. How did you hear about this event? (email from AI, ACPA, colleague forwarded email, The Chronicle, etc.) If you would like us to send a copy of your registration confirmation or receipt to someone else, please complete this section ADDITIONAL CONTACT INFORMATION Additional Contact Name Contact Phone Additional Contact Email Additional Contact Title EMERGENCY CONTACT INFORMATION Emergency Contact Name Emergency Contact Phone 9

PLEASE FAX ALL REGISTRATION PAGES TO: 303.221.2259 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 303.221.2259 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 email. 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. 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 $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. ONLINE TRAININGS CONSISTING OF AT LEAST ONE LIVE TRAINING DATE You will receive a full refund (less a $75 service charge) if you cancel 8 weeks or more prior to the first live training date. If you cancel within 8 weeks of the first live training date, you are not entitled to a refund. But as a courtesy, we will apply your payment (less a $75 service charge) towards a future purchase within one year from the date you cancel. Your payment is transferable to another person from your institution if you wish. You may name a substitute primary participant free of charge at any time prior to the first live training date. If available, you may switch the live training format to a self-paced format (such as a CD-ROM Recording or On-Demand Download) free of charge. (Shipping charges will apply to CD-ROM Recording orders outside the U.S. or Canada.) ONLINE TRAININGS WHICH ARE PURELY SELF-PACED All sales are final. No cancellations or refunds are provided. RECORDINGS, ON-DEMAND DOWNLOADS, MONOGRAPHS AND OTHER PUBLICATIONS All sales are final. No cancellations or refunds provided. 11