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How Can We Energize Our Donors to Give Again?

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About Our Speaker

James M. Greenfield, ACFRE, FAHP has served since 1962 as a fundraising executive to three Universities and five hospitals on the East and West Coasts and in between. He retired from Hoag Memorial Presbyterian Hospital in February 2001 after 14 years as Senior Vice President, Resource Development and Executive Director, Hoag Hospital Foundation where more than $120 million was raised during his tenure. The author and editor of 10 books on fundraising management topics, he is among the first to explore the complex issues of fundraising cost-benefit analysis and public accountability of fundraising results. Now in semi-retirement, Jim continues to serve nonprofits and the fundraising profession with speaking, teaching, volunteering, and fundraising consulting services.

September 27, 2011

Morning Session

Working with Older Donors: Opportunities and Obstacles

Many of our best and most loyal major donors are senior adults.  They may be cognitively aware and independent one day - and confused and vulnerable the next.  Health circumstances may change suddenly without our knowledge.  Successful development officers have the insights, skills and abilities to assess donor circumstances and to determine whether a gift is in the best interest of the donor.  This session will explore the practical, moral, and ethical issues in working with older adult donors, their advisors, and family members.

Luncheon Session

Changing the World: Social Impact Begins With Us

Most of the major social movements and important international changes over the past century have had a philanthropic motivation. Charities and fundraising have been drivers of these changes throughout the modern era and will continue to be so as our governments are overwhelmed by the scope of problems - locally, regionally and around the world - and fraught with political infighting. The pressure will grow on the charitable community to deliver what governments can't or won't do.

In today's philanthropic environment, fundraisers hold the key to ensuring continued impact in causes dear to us all. AFP plays a pivotal role in uniting practitioners from the broad spectrum of the fundraising community and helping them understand the challenges charities face. Andrea McManus, CFRE, AFP's chair, and Andrew Watt, FInstF, AFP’s new president and CEO, will discuss the immediate future of fundraising and philanthropy and how AFP helps practitioners address the pressing issues that are affecting the profession, as well as inspire members about the transformational change they can bring about every day.


Andrew Watt
President & CEO
Association of Fundraising Professionals

Andrew Watt, FlnstF, is president and CEO of the Association of Fundraising Professionals, having been appointed to that position in March, 2011.

Andrew joined AFP as vice president for international development in 2006 and was promoted to chief programs officer in 2008, where he led the Membership and Professional Advancement Divisions of AFP.  From 1993-2005, Andrew was employed by the Institute of Fundraising in the United Kingdom.  In 2006,  he was made an Honorary Fellow of the Institute of Fundraising in recognition of his extraordinary service to the profession.

Andrew has been a strong proponent of the value of the nonprofit community and fundraising throughout his career.  Viewing nonprofits as a critical interface between the public and government, he has long emphasized the importance of forging strong consensus-based coalitions both within the philanthropic community and between the public and private sectors that demonstrate the value and impact of charities and their work. Andrew is a graduate of the University of Edinburgh and is married with two children.

Andrea McManus
Chair of the Board
Association of Fundraising Professionals

Andrea McManus, CFRE, is the first fundraiser outside of the United States to lead the Association of Fundraising Professionals as chair.  She is a former president of the Calgary Chapter, a founding chair of the AFP Foundation for Philanthropy-Canada, chair of the AFP Canadian Presidents’ Council and has served on numerous association committees.  She has also served as vice chair of external relations and vice chair of professional advancement for AFP.

Andrea is president of The Development Group, a full-service, strategic philanthropic consulting firm based in Calgary, Alberta.  She has over 26 years of experience in fundraising, marketing, and communications.  Her firm has helped build the fundraising capacity of many clients throughout Canada and the Bahamas.  She was one of the first fundraising professionals in Calgary to receive the CFRE accreditation and has recertified four times.

Andrea is an AFP Master Teacher and speaks frequently as conferences and workshops throughout Canada and the United States.

Roberta (Robbe) A. Healey
Immediate Past Board Chair
Association of Fundraising Professionals

Robbe Healey, MBA, NHA, ACFRE, has more than thirty years in non-profit organization management and development.  She is an accom plished fund raising generalist with a successful track record of establishing new development offices, and board and volunteer training.  She is Vice President for Philanthropy of Simpson Senior Services as well as the Founding Member of Aurora Philanthropic Consulting LLC.

Robbe chaired the Board of Directors of AFP in 2009-10, and currently serves as Immediate Past Chair.  She served as a founding member of the AAHSA (American Association of Homes and Services for the Aging) Philanthropy Network.

In 2001 the Greater Philadelphia Chapter/AFP named her Fundraising Executive of the Year.  An AFP Master Teacher, Robbe earned the designation in 2000, the first year it was awarded and has been designated a Faculty Star by the Council for the Advancement and Support of Education (CASE).


July 26, 2011

How Fund Raisers Can Tell a Nonprofit's Financial Story
Karla V. Salazar
Director, Nonprofit Finance Fund

Every organization has financial needs that must be incorporated into fundraising goals. Having a deep understanding of your nonprofit's financials, and telling that story effectively, is a key component of successful fundraising. Join us for a presentation by Karla V. Salazar, Director, Nonprofit Finance Fund (NFF) about how to present your financial story in a clear and transparent manner, address any red flags, and make a strong case for various types of funding, including core support.

About the Speaker: Karla V. Salazar

Ms. Salazar's responsibilities include overseeing the expansion of NFF in the Los Angeles and Southern California region, managing NFF's advisory and new business development. Karla brings with her tremendous financial, operations management and consulting experience in the public and private sector. She was most recently the Assistant Manager for the Los Angeles Branch of the Federal Reserve Bank of San Francisco. She has a Masters in Public Policy from Claremont Graduate University and a Bachelor of Arts in Political Science from University of California, Los Angeles (UCLA). In 2008, Ms. Salazar also completed the Executive Program in General Management at the John E. Anderson School of Management in UCLA.

Fundraising Fundamentals - 10:30 a.m. - 11:30 a.m.

Show Me Your Moves!
Increasing Major Gifts Through Effective Moves Management
Shannon D. Barnes
Senior Advisor, The EDGE Group

You've heard it before. Maybe you've even said it before. "I wish we had someone like (add name) as a donor." But in a fundraising environment as challenging, crowded and competitive as this one, how are you going get (add name) to know about your organization and its programs, let alone give substantially to your cause? With a system called Moves Management. Come learn the ideas behind this effective system as well as tips and ideas for putting it to work in your organization. You'll be showing your moves in no time!

About the Speaker: Shannon D. Barnes

Whether working as an executive in a multi-national manufacturer, and manager for a start-up financial services company or a pastoral leader in two growing churches, Shannon has consistently demonstrated the ability to organize complex relationships and work environments into highly productive boards and teams. Shannon is now a Senior Advisor with The EDGE Group, a firm that helps charities, churches and private schools increase the depth and scope of their mission impact - strengthening leaders and boards, developing innovative strategies, and raising the funds needed to act. Since 2004, EDGE has coached hundreds of organizations and raised over $250 million to fuel mission-driven efforts.

May 24, 2011

Luncheon Presentation - Noon

Does Your Thinking Limit Your Success?Lindon A. Crow and Sarah Agee

The goal of this interactive session is to have people see the correlation between their "thoughts" and the limited results they see in their life. This presentation focuses on the premise that you can either have the things you want in life or have your reasons/excuses for why you don't have them.  To be able to make better choices, we have to start with better premises or paradigms. In this presentation, we use experiential exercises that demonstrate how people's perspectives are limited and in some cases pre-programmed. Breaking out of these limitations is a key to improving both the results they are able to achieve as well as the quality of their lives.

Presented by:Lindon A. CrowSpeaker and Program Counselor Productive Learning & Leisure, LLC

Sarah Agee, Sterling Search, will join Lindon in this presentation to provide additional insight regarding the fund development job market via her experiences as a premiere placement executive.  


Fundraising Fundamentals - 10:30 a.m. - 11:30 a.m.

10 Tips to Bullet Proof Your ResumeSarah Agee

Employers and recruiters make snap judgments when glancing at your resume. If they see unrelated job titles or skills, lack of relevant accomplishments, the likelihood is very high that they will make an immediate assumption that you are not qualified for the job you want.

Presented by:Sarah Agee, Sterling SearchSarah has been a professional in the executive search/staffing industry for nearly 20 years.  At Sterling Search, which she founded in 2002, Sarah has conducted various national and local searches for Executive Directors, CEO/Presidents, and Vice Presidents, Directors and Managers of Fundraising/ Annual Fund/ Capital Campaign/ Planned Giving/ Major Gifts/Finance/ Programs as well as many other roles within nonprofit, higher education and healthcare foundations.



April 26, 2011

Luncheon Presentation - Noon

The More Things Change, the More They Stay the SameKris Elftmann

New Media or Old Media. All or None. Good Versus Bad. You make the call.

But whatever you decide, remember that there are a few basics, which haven't changed much through the years, when we roll up our sleeves to raise money for the organizations we respect and love. Remember too that the effort invariably starts with a story - and almost always thrives or dives based on the donor experience.

Join us for a discussion of some simple, long-standing and irrefutable principles that are as important today as they have ever been.

About the Speaker:

Kris Elftmann is president of Noelle Marketing Group, a creative resources firm that produces sales and marketing materials for corporate and nonprofit clients throughout the United States. Since 1980, Noelle has specialized in developing and manufacturing printed collateral materials and branded specialty products. Through the years Noelle Marketing Group has received numerous awards for its community involvement and philanthropy, including: Outstanding Corporation by the Orange County Chapter of the Association of Fundraising Professionals and four Distinguished Achievement Awards from the Orange County Business Committee for the Arts. Kris and his wife Linda have also been honored as Art Patrons of the Year by Arts Orange County.

Kris serves on boards of many non-profit organizations including: The Center for the National Interest, a non-partisan public policy think tank in Washington DC, MIND Research Institute and Cystinosis Research Foundation. He also serves on the campaign cabinet for the Dodge College of Film and Media Arts at Chapman University and Discovery Science Center. He retired last year as chair of the Board of Directors of the Richard Nixon Library Foundation and as a trustee of the University of California, Irvine Foundation, where he served as a member of the Executive Committee and chaired the Foundation’s Stewardship Committee.


Fundraising Fundamentals - 10:30 a.m. - 11:30 a.m.

Telling Your Story Through Social MediaKelly Dylla - Pacific Symphony

How do you tell your organization's story through social media? In this workshop, we will explore two key social media tools - Facebook and Twitter - and what functions they can serve to deepen organizations' relationships to selected audiences. Workshop participants will share their own success stories and uncover best practices for developing a strong social media strategy.


March 22, 2011

Luncheon Presentation - Noon

Reframing The Work Of The Board For High Level PerformanceDaniel J. McQuaid, CEO & President, OneOC

The role of Boards of Directors in non-profit organizational leadership is a vital one.  As professional leadership, what tools and best practices can we employ as we work with our institutional Boards to continuously increase their capacity and success to ensure mission achievement?

Questions to be addressed:

How can boards use board assessment tools to build capacity and mission impact?

How can boards energize themselves through planned revitalization?

How can boards institutionalize a culture of inquiry that leads to sound and shared decision making?

We invite non-profit Chief Executive Officers and Executive Directors to attend the presentation.

About the Speaker:

Dan McQuaid was named OneOC's President/CEO in November 2005. Through his tenure, OneOC has grown in total revenue from three to over $12 million, expanding its capacity to help build stronger nonprofits and stronger communities in Orange County.  Dan has more than 25 years of leadership experience as a chief executive officer, community leader, board chairperson, organization consultant and trainer.  Since 2000, Mr. McQuaid has been retained as a consultant to more than 125 Southern California nonprofits, providing growth planning, evaluation and training services. In addition to his work in the nonprofit sector, Daniel is an inactive licensed child, adult, and family psychotherapist.  He holds a B.A. in Psychology and Sociology from the University of California, Riverside and a M.S. in Social Work with distinction from Columbia University.


Fundraising Fundamentals - 10:30 a.m. - 11:30 a.m.

Increase Your Organization's Fundraising ResultsThrough Board Engagement

Engaging your board members in fundraising can dramatically expand your organization’s fund development team.  Two seasoned professionals, Viki Barie, CFRE, St. Joseph Hospital Foundation, and Heather McKenzie-Densmore, CFRE, Habitat For Humanity, will share their experiences and effective techniques for engaging board members and volunteers in fundraising.  This session will also include a group discussion to facilitate sharing experiences and hard won positive results.


February 22, 2011

Luncheon Presentation - Noon

Our February luncheon speaker will be Eron Jacobson, AFP's new Vice President for Strategic Partnerships. Eron joined the AFP management team in December, after serving as the Director of Strategic Partnerships at UCLA where developed the universities first cross campus corporate partners program outside the realm of  Athletics.   Prior to UCLA, he served at the Sponsorship Director for the Los Angeles Times where he oversaw the papers portfolio of sponsors for consumer and B2B events.

At AFP, Eron is responsible for the new Strategic Partners Program.  His goal is to step outside of the traditional sponsorship model previously found at the AFP International Conference on Fundraising by incorporating previously untapped AFP benefits into a far more holistic program that provides new opportunities and levels of visibility  for AFP's partners on a year round basis.

Eron will talk with us about increasing sponsorship opportunities for organizations large and small, how he is approaching his new responsibilities at AFP and provide examples of successful programs he has developed over the past 10 years.  He will also share insights about professional development opportunities for members interested in expanding their own sponsorship programs and how to take those to market.


Fundraising Fundamentals - 10:30 a.m. - 11:30 a.m.

Lessons Learned the Hard Way

A panel of veteran grant writers share their experiences and the lessons they have learned in soliciting funding from foundations and corporations.

Moderator: Carol Geisbauer

Panel Members: Kay Vickery, Joan Hansen, Theresa Lu and Marc Eilenberg.


January 25, 2011

Luncheon Presentation - Noon

The Nonprofit Leader of the New DecadeJeffrey R. Wilcox, CFRE

Join us as Jeffrey R. Wilcox, CFRE, challenges non-profit leaders and fundraisers to rethink the future with an overview of his new book, "The Nonprofit Leader of the New Decade." Jeff will share his thoughts on the necessary leadership qualities to forge community-based organizations towards 2020. Are current nonprofit business practices and models antiquated? How do they impact succession planning? Do we need to rethink our assumptions about organized community service as Generations X and Y prepare to take on non-profit leadership roles over the next ten years?

Attendees will have the opportunity to purchase "The Nonprofit Leader of the New Decade" and Jeff has graciously agreed to be available to sign books following the luncheon.

Fundraising Fundamentals - 10:30 a.m. - 11:30 a.m.

Bridging The Generations:Leading Communities and Developing Resources Jeffrey R. Wilcox, CFRE

Jeff will lead a discussion around the generational differences between Baby Boomers, Gen X and Gen Y and the philanthropic behaviors that are emerging. The session will also explore bridging the generations in our nonprofit organizations from leadership development and fundraising points-of-view.

About the Speaker:

Jeffrey R. Wilcox, CFRE, is the President and Chief Executive Officer of The Third Sector Company, Inc, which provides a wide spectrum of philanthropic consulting services to organizations in the United States and Canada. A former president of AFP OC, Jeff has served in a leadership role with nonprofit organizations for over 25 years. He is a frequent conference speaker and authors a column on the nonprofit sector for the Long Beach Business Journal.

 December 7, 2010Luncheon PresentationA Diverse Approach to Diversity in Non-Profits Sahar Andrade leads a discussion of increasing the diversity of your Board of Directors - and how it can help your organization better accomplish its mission.

Fundamentals - 10:30StewardshipIt is perhaps the important component of your organization's future fundraising success.  How are you doing it?  Learn how Goodwill of Orange County utilizes best practices in its stewardship process.


October 26, 2010

Luncheon PresentationCollaboration in the Non-Profit SectorHow can your organization work best with others to accomplish your mission and meet the desires of your donors?  Learn how some of the most successful are doing and join the discussion of our All-Star panel.

Fundamentals - 10:30CFRE – What’s the Big Deal? Should you or shouldn't you?  Come and learn the great benefits of becoming a Certified Fundraising Executive.

September 28, 2010Luncheon PresentationAdvancement Committees – Create or Abolish?Should you have one?  If so, how best to use your volunteer advancement or fund development committee?  We'll be led in the discussion by CFRE William Heaton from the Southern College College of Optometry.“Fundamentals” – 10:30 a.m.



August 24, 2010

Luncheon PresentationUsing Incentives to Motivate Donors

Come and learn how some of the most successful non-profits are using incentives in their overall giving program to motivate donors to give at higher levels.  Our speaker is Michelle Cohen of Mitch Stuart, Inc., a leading motivational company.

“Fundamentals” – 10:30 a.m.“Getting the Most from your AFP Membership”

You and your agency invest a lot in your membership.  Learn about all the benefits you can glean from the organization and how to maximize your organization’s investment of time and money into it.  Gary Good, Pacific Symphony

June 22, 2010

Luncheon PresentationAFP-OC Fundraiser of the Year Awards

Come and be inspired by the achievements of your fellow AFP members.  Eight very successful fundraisers have been nominated.  Who will win?

“Fundamentals” – 10:30 a.m.“Secrets of the Stars”

Learn from the best in our business.  We’ll have a panel comprised of the nominees for “2010 Fundraiser of the Year” and learn how they have accomplished their great feats.  The panel will be led by Claudia Looney, VP of Development for Childrens Hospital Los Angeles and a former AFP-OC Fundraiser of the Year.

May 25, 2010

Luncheon PresentationAn Optomist’s ViewOf Life After the Great Recession

Our speaker is Shannon Barnes from The Edge Group.  You’ll hear a  presentation with encouraging stories and be inspired to lead  and confront your organization’s challenges.

“Fundamentals” – 10:30 a.m.“Fundraising Ethics, Donor’s Rights, and Institutional Policies”.

Come learn from the best of the best.  Your conversation leaders will be Frank Hall and Jim Greenfield.

April 27, 2010

Luncheon PresentationThe Great AFPOC Film FestivalSee the best in video from Orange County non-profits and learn how you can stimulate your donors through film.

“Fundamentals” – 10:30 a.m.Tip from the Video ProsVideo Pros Bill Ennis and John Brown will teach you how to incorporate video into your fundraising efforts.


March 23, 2010

Luncheon PresentationThe New Normalfrom the vantage point of WeingartOur speaker is Fred Ali, President of the Weingart Foundation.Come and hear his views about the state of our industry and how various forces will be changing it in the future.  One of the clearest thinkers in our industry, Mr. Ali’s comments will be helpful in steering your organization’s next steps.

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