Please join us
On Friday, April 12, at Marquette University, two seasoned veterans will walk us through tools and practices to enhance major and principal gift productivity.
David Lively will talk about performance metrics and portfolio optimization systems that provide fundraising managers with the data they need to drive stronger results. Ben Porter will share his “Principal Gifts Checklist,” a road map to prepare gift officers for principal gift success.
In the afternoon, you will hear from several prospect development professionals on various topics and challenges they’ve tackled, and you’ll be able to ask them your burning questions.
Please see all the details on the registration flier.
Beyond our core Apra Wisconsin audience, this promises to be an excellent opportunity for colleagues who manage gift officers and gift officers themselves. Please share this information with them.
Email your completed registration form to Jenny Ziegler, our Events Coordinator, at firstname.lastname@example.org. The registration deadline is Wednesday, April 3.
Cash or checks will be accepted at the door. If you’d like to mail a check in advance, send it to our Treasurer, Alex Mendez, at the Wisconsin Foundation and Alumni Association, 1848 University Ave., Madison, WI, 53726.
Location & Parking
We’ll meet in Room 216 of The Commons at Marquette University, located at 721 N. 17th St., Milwaukee. Parking is available on the MU campus for $10 (pay your own way), at the 16th St. Structure: 749 N. 16th St.
Thank you, Julie Nurse, Jenna Goeb, and Marquette University for hosting!
Thursday Evening Social & Dinner
To enjoy more time with your Apra friends, plan to gather for a 4:30 p.m. Pabst Brewery tour ($10 per person — includes 2 drinks and lasts about an hour), followed by dinner at Jackson’s Blue Ribbon Pub at 6:30 p.m.
Please indicate your interest in joining us for either or both of these on the registration form. Our Thursday evening events are pay-on-your-own.
Julie and Jenna have tapped their MU connections and reserved a block of rooms at The Ambassador Hotel, 2308 W. Wisconsin Ave., Milwaukee, for Thursday evening. The rate starts at $109 per night for a single queen room. Call 414-345-5000 or 888-322-3326, and ask to reserve a room in the “MU – Apra Conference” group block. The cutoff date for the block is March 12, 2019. The group rate pricing is available two days prior to and two days after the event dates, subject to availability.
A big thank-you to iWave, our Gold-Level Sponsor for this conference.
We look forward to seeing you in April at Marquette!
The Fall Conference was memorable indeed. Special thanks to our amazing presenters, David Lawson and Lori Hood Lawson; our wonderful host organization, St. Norbert College; and our many engaged and inspiring chapter members and friends.
(left to right)
Andy Caldie, David Lawson, Lori Hood Lawson, and John Marquez
Apra Wisconsin will be holding a fantastic and very affordable (it's free!) summer networking opportunity, hosted by Greater Milwaukee Foundation. It will include a presentation from Marquette University and roundtable discussions on prospect research basics, professional development, and advocacy. We'll have a great time discussing questions like:
- How do you prioritize your research to-do list?
- How do you define capacity? Do you use a capacity rating calculator?
- What does professional development look like at your organization?
- How does your organization innovate? What affects your ability to introduce new ideas or innovations?
You don’t need to register or sign-up; simply show up ready to engage with your peers in some robust, thoughtful and fun discussions!
The upcoming Apra-Wisconsin conference, on May 4th, will feature two fantastic speakers, Preeti Gill and Martha Taylor, who will be speaking about gender issues in prospect development and each stage of the development cycle. You will gain knowledge and skills that speak to many of the competencies in Apra’s Body of Knowledge, primarily in the Prospect Research and Relationship Management domains.
Gender issues in prospect development, including identification and prospect outreach strategies
Gender issues at each stage of the development cycle, especially cultivation through stewardship
The future of women’s philanthropy – a discussion with Martha and Preeti – bring your questions!
Round Table Discussion
Come prepared with ideas, samples, and questions for discussions about prospecting challenges and wins. Please let Sarah Bernstein know at if you have burning questions or topics you would like to discuss.
Nancy Nicholas Hall Tour
Martha is Vice President of Development, Wisconsin Foundation and Alumni Association, and internationally recognized pioneer in the field of women’s philanthropy. At the UW Foundation since 1975, she was the first woman development vice president in the Big Ten. Martha co-founded the UW Foundation’s Women’s Philanthropy Council in 1988 as the first women’s major gift program; co-founded the Women’s Philanthropy Institute in 1991, now at the Lily School of Philanthropy, Indiana University; and co-authored the first two award winning seminal books that established the field of women’s philanthropy.
Preeti is the Founder of Sole Searcher Strategies, a one-woman consultancy focused on helping the social services sector build its prospect development capacity. A prospect researcher for more than 15 years, Preeti has diverse experiences in higher education, the community foundation movement and healthcare. In addition to consulting, she seeks to narrow the gender data gap in philanthropy by providing research resources and inspiring stories at A Few Great Women - http://diversitydrivendata.blog
Senior Research Analyst
University of Chicago
Amelia specializes in prospect development for international regions and arts and humanities, as well as industrial intelligence and internal communications. You can follow her nonprofit adventures on Twitter at @ameliaaldred or through her blog.
International Prospect Research: Mindset and Methods
International fundraising is a growing trend in U.S. nonprofits—but how do you research donors and orgs outside the U.S.? Amelia will cover best practices, tools, and current topics to help you craft your own approach to global research.
ROUND TABLE DISCUSSION
Think Local/Prospect Local
Come prepared with ideas, samples, and questions for region-based discussions about prospecting challenges and wins.
If you have burning questions or topics you would like to discuss during this time, please find Sarah Bernstein here and let her know.
Join MPM’s President and CEO, Dennis Kois, for a private tour of the reimagined Streets of Old Milwaukee and Crossroads of Civilization, MPM's beautiful and most recent permanent exhibit.
Mark Egge is the Senior Manager of Prospect Development at the Greater Twin Cities United Way, where he oversees the organization's prospect research shop and is building out a robust prospect management program. Prior to this Mark was Director of Prospect Research at Carleton College in Northfield, MN, where he ran a small, sophisticated prospect research program and led the College's prospecting, analytics, and prospect management efforts. He is a longtime volunteer, formerly serving as President of Apra-MN and sitting on various Apra-International committees and task forces. In 2015 he joined the Board of Directors of Apra International. Mark also enjoys periodically writing about prospect research and related topics on his blog, Managing Prospect Research.
Power, Influence, and Critical Relationships
Whether you want to advance within your organization or simply get others to support and buy in to your work, power and influence are indispensable. This two-session presentation will first explore some of the key factors and characteristics of power and influence and the critical role that relationships play in helping you cultivate your own assets in that realm. The second portion of the presentation will involve more guided "hands-on" work thinking through your current internal networks and drafting out a roadmap for where you should be investing your time and energy to build your most strategically important relationships. This presentation is designed to help grow your conceptual understanding and appreciation of power and influence, in addition to setting you up with concrete actions to take to begin strengthening your key relationships, as soon as you get back to the office. Also you might laugh a little during the presentation. Maybe.
ARC will provide an annual educational event in various regions of North America. ARC will move around the country to balance geographically with the APRA International Conference and will provide a focus on issues specific to each region, offering specialized programming to highlight the local flavor and flair. ARC will be purposely kept as a smaller, more intimate event.
The next APRA-WI conference is fast approaching and we couldn't be more excited! Our featured presenter, Bond Lammey, is a renowned expert and dynamic speaker. You won't want to miss this opportunity!
Risa Mish, Faculty, Management and Leadership of Organizations, Cornell University's S.C. Johnson Graduate School of Management
Art of the Sale: Persuasion and Influence Tips for Development Professionals (and Everyone Else!)
Her keynote address, Art of the Sale, is designed to help participants become more persuasive and influential in their professional and personal lives. Nearly all significant individual, team, and organizational development goals are achieved because of an ability to influence the beliefs, attitudes, and behaviors of key stakeholders, including prospective donors. That ability, in turn, hinges upon the degree to which the persuader/influencer is: (a) Perceived as credible; (b) Able to make a logically sound argument in support of the proposal; and (c) Able to create and maintain a genuine and positive emotional connection with the persons whom he/she is trying to influence and persuade. Art of the Sale will focus on these core components to aid in the development of attendee's persuasive powers.
"Last fall, APRA investigated the idea of expanding MARC nationwide to offer more face-to-face educational opportunities in various regions in the United States, and possibly North America. Upon further conversations with key stakeholders, including APRA chapter leaders, the decision was made to expand the regional conference model nationwide and change MARC to the APRA Regional Conference (ARC).
ARC will provide an annual educational event in various regions of North America. ARC will move around the country to balance geographically with the APRA International Conference and will provide a focus on issues specific to each region, offering specialized programming to highlight the local flavor and flair. ARC will be purposely kept as a smaller, more intimate event. Be on the lookout for further details about this exciting event!"
See the APRA website for more information!
Patrick O'Toole, Director of Prospect Research and Management U.S. Air Force Academy Endowment
Wealth Screenings: Getting What You Paid for and More
In prospect research, we often utilize wealth screenings to identify new prospects and confirm suspicions regarding existing prospects. But are your wealth screenings as effective as they could be? In this presentation, we will discuss: how you can better prepare for a wealth screening; keeping the relationship with your data vendor on target, on budget, and on schedule; ways you can maximize the accuracy of your screenings; and processes by which you can more effectively employ your screening’s results. I also will share helpful tips and tricks learned from conducting dozens of wealth screenings with several major vendors. This presentation will provide you with tools to make your wealth screenings more productive.
Gift Capacity Estimation: From Asset Totals to Modest Models
Research math, or gift capacity estimation, is an essential part of prospect research. But how comfortable are you with this process? Gift capacity estimation rarely strays from the tried-andtrue formula of using a fixed percentage of known assets; however, by doing this we often miss opportunities. Easy-to-master models can provide indications of greater wealth than might be thought. In this presentation, we will discuss: basic formulae used in gift capacity estimation (i.e., fixed percentages of known assets); total wealth estimations based on known assets (i.e., modest modeling); adjustments for age, gender, and past giving behavior. In this presentation, I will also discuss the importance of capturing your work in your database of record. Your estimation work becomes an invaluable tool that will make you more efficient and your research office more effective.
Jessica Balsam, Associate Director, Relationship Management University of Washington. Jessica oversees prospect management at the University of Washington as the Associate Director of Relationship Management, managing prospect data and portfolios for the 150+ major gift officers at the university.
Donor-Centered Prospect Management
What happens when we re-focus our prospect management policies on the donor, rather than the fundraisers themselves? We will talk about how organizations large and small can make prospect management a more meaningful part of the major gift process.
Jenny Ziegler, Associate Director, Annual Giving, Lawrence University. Jenny is an annual giving fundraiser who has worked professionally since 2005 when she joined the team at Lawrence University. She earned a bachelor’s degree from the University of Wisconsin - River Falls and her CFRE this past June. Jenny’s specialties include student phonathons, email marketing, online, and social media fundraising.
Online Giving Day
Looking for innovative ways to raise more annual fund dollars? Want to engage more donors and volunteers? Jenny Ziegler, CFRE of Lawrence University will share how they raised $1 million and more than 1,800 gifts for the college's annual fund with a single-day online giving event that brought together the entire community.
Lawrence Henze, J.D., Principal Consultant, Target Analytics
Exploring the Top of the Gift Pyramid: Principal Giving Prospect Attributes
We know that top-of-the-pyramid prospects have access to assets and/or disposable income, but they also share other interesting characteristics. Furthermore, principal giving prospects for higher education are not completely similar to potential top-of the-pyramid donors to other types of nonprofit organizations. Finally, do not ignore planned giving prospects as principal gift donors - their characteristics are different, but their potential giving impact is significant.
Using Data Analytics to Revitalize Your Annual Fund
Over the past 20 years, data mining, analytics and predictive modeling have been used to improve response rate, refine prospect/acquisition pools, and target appropriate donors for upgrades. In the process, traditional direct marketing strategies have been called into question, as data-driven strategies have succeeded beyond more traditional mass marketing approaches.
Carrick Davis, Prospect Development Analyst, Wisconsin Foundation and Alumni Association
Thinking About Place: How Geographic Information Can Help Prospect Researchers
As more development shops bring analytics and data mining capabilities in house, a prime dilemma that analysts face is the problem of collecting wealth indicators on their entire database. Regular wealth screenings may be out of financial reach of some organizations, or an organization may only be able to screen a fraction of the entire database. Because of these challenges, using readily available validated wealth information provided in a geographic dimension is a simple solution to allow organizations to prospect and screen more efficiently. One data point recorded for almost every prospect is a home address. With nearly complete coverage in a database, leveraging spatial data can incorporate external wealth data into a database or guide segmentation for third-party wealth screenings. Analysts can use publicly available resources to introduce additional information and prospect in a new way.
Liz Rejman, CFRE, has spent her entire career in the not-for-profit sector bringing her dynamic expertise to health care, education and the arts. Professionally her focus has been on database management and prospect research. She has a particular interest in social media as a research tool and the effect of personalization of the internet on balanced research. Liz currently sits on the APRA International Board of Directors and is Co-Chair of the 2014 APRA Canada conference.
Bursting the Internet Filter Bubble
The World Wide Web was meant to be an open and objective window to the information available on the Internet. Over time, Google has become the ultimate and preferred search engine of choice for everyone, including prospect researchers. However, since 2009, Google filters information in an effort to “personalize” the search experience. In effect, Google is now “filtering results,” the outcome of which is an incomplete or skewed picture of potential information. Learn the extent that this personalization affects search results for prospect researchers and provide prospect researchers with alternative, viable search engine options to Google.
Believe You Can Fly: A Tweetorial for Prospect Researchers
There is more to Twitter than inane announcements on coffee consumption and location arrivals. Twitter is evolving into a space to share new ideas, insights and examine timely issues. Its value to prospect researchers lies in the sharing of ideas, conversing with other researchers and the dissemination of timely information. It’s a great place to listen to your prospects, to engage with other researchers from around the world, and to learn the latest news before it even hits the front page. Learn how we use Twitter, how you should use Twitter, and the ways in which it can move you and your organization forward. This session is geared to those who are not on Twitter or who have signed up but aren’t quite sure where to begin.
Using Digital Insight to Its Fullest
How do you keep track of what is happening with your current and potential donors? How do you monitor what is being said about your organization and your cause? How do you ensure that information is coming to you, rather than you chasing the information? The internet, particularly social media sites, provide an overwhelming amount of information on a consistent, unrelenting basis – keeping abreast of information about your donors and key stakeholders in the online world can be overwhelming without some technological assistance. In this session, learn how to take advantage of free online resources available to proactively monitor social media sites, websites and the latest news stories on your donors and key stakeholders.
Mark Egge is the Director of Prospect Research at Carleton College in Northfield, MN, a position he has held since 2008, and in his spare time, he enjoys helping other nonprofits with various prospecting and fundraising analytics needs. He has presented on such topics as wealth & capacity ratings, predictive modeling & analytics, and social media in prospect research.
Making the Most of SEC Filings
Edward Fallone is an Associate Professor of Law at Marquette University Law School. His areas of expertise include constitutional law, corporate law, securities regulation, white collar crime, as well as immigration law. Fallone is a graduate of Boston University, where he earned his B.A. in Spanish Language & Literature, and a J.D.
Private Company Legal Classifications
Sara Root is the Assistant Director of Development Research at Grinnell College, in Grinnell, Iowa. She plays a vital role in managing information for the college's donors, works to identify new major gift potential, and provides guidance in prospect and management procedures.
A farmer as a prospect? This session will look at tools you can use to evaluate farmland. What's the difference between a farmer who rents and a farmer who owns his ground? Questions to ask and questions to stay away from. The session will include factors that impact value including commodity prices, CSR score, weather and more. Sara will also provide information about where researchers can find information to help them value farmland.
Sonia Gilmore, Program Manager, Office of Health Policy, MD Anderson Cancer Center, Houston, Texas.
Leads Management by the Numbers
Budget constraints have required development operations and advancement services staff to work with fewer capital and human resources. Yet the amount of money they are required to raise by their organizations continues to increase. For prospect researchers and prospect managers, the challenge remains to identify new leads while managing moving current prospects through each phase of the donor development continuum.
This workshop will focus on how The University of Texas MD Anderson Cancer Center has made significant progress undertaking the initiative to integrate analytics into the prospect research competency for improving development operations. We will discuss learning how to communicate effectively with numbers to reset working beliefs. We will also explore ways to understand the donor opportunity pool and enhance the prospect pipeline through the use of analytics and present an overview of the development of MD Anderson’s new engagement scoring model.
Michael Quevli, President of APRA International
Lifecycle of Your Database Screening
We have all either gone through some form of prospect screening or it is being planned in the not so distant future. This interactive session will cover all stages of going through a screening. Be prepared to ask questions and to participate in this session. We will build out the presentation based on interactive dialogue with the group. The final PowerPoint presentation will be distributed to the attendees following the conference.
Patrick O'Toole, Research Analyst, UW-Madison
What Can an RFM Score Do for You?
You have a list of several thousand prospects, and you have been asked to rate them. How on earth can you do this? An RFM calculation can quickly help you focus on prospects that have greater potential. If you have an intermediate level of skill with Microsoft Excel, you can prepare all the necessary calculations to determine an RFM score. In this presentation we explain how to: gather the necessary data; apply a variety of formulas to determine an RFM score; and explain what an RFM score can do for your prospecting efforts.
Attendees will be provided with a variety of handouts providing step-by-step instructions and explanations for creating an RFM score with their own data.
Marianne Pelletier, CFRE, Director of Advancement Research and Data Support for Cornell University
Big Picture, Small Picture: Where Do I Start?
Today, research teams are charged with data mining, donor modeling, and other complex prospecting techniques. The first thing to do when building or rebuilding a prospecting program, however, is not to add complex systems, but instead to do some hands-on reporting and analysis to show trends, as well as donors who are raising their hands as good prospects. In this discussion, we reviewed different ways to see prospecting and how different techniques fit in from both angles--looking for that one incredible donor to understanding the patterns among all constituents. Techniques for simple analyses were demonstrated.
Lawrence Henze, managing director of Target Analytics®, has extensive experience in fundraising, market research and the application of predictive modeling services to the nonprofit marketplace. Mr. Henze has 15 years of experience in development, raising more than $125 million, primarily for higher education institutions.
The Search for Transitional Giving Prospects
Data analysis suggests that many organizations have difficulty in identifying transitional giving prospects: individuals emerging from the annual fund process who demonstrate potential to become mid-to-high level donor pyramid prospects in the years to come. History further suggests that we are often content to allow these prospects to self-identify through their first transitional gift, rather than using research to seek emerging prospects so that targeted development strategies – donor relations, personal cultivation, and cultivation events – can be implemented to encourage more prospects to reach this goal more quickly.
How to Identify Planned Giving Prospects
Prospect researchers have been equipping major giving officers with information on prospects for decades, but planned giving officers have often worked only with age information to identify their prospect pool. But what about helping your planned giving operation mine your data to identify whom to target? Did you know that people who make planned gifts don't profile the same way as major donors? Did you know that prospects that profile a certain way are more likely to respond to a specific cultivation technique? Learn how to identify planned giving prospects so your organization can approach them, from the start, with the offering most likely to get the best return.