Congress

Congress 2007 Brochure

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The Bachelor’s Track

Tuesday, November 13

10:30 a.m .– 12:30 p.m.

BT-01 Major Gifts: Finding the Perfect Donors Who Love Your Mission
and Stay With You for Life - Terry Axelrod, Founder & CEO, Benevon™

Stop suffering on the annual fundraising treadmill. In this session, you’ll learn a tested and proven system to rapidly identify and cultivate the perfect major donors who love your mission – donors who will give for operations, capital, and endowment. You’ll also learn how other organizations have grown their major gifts programs year after year. And, you’ll learn how to engage your board in the fundraising process without requiring that they ask for money

BT-02 Donor-Centric Communications - Tom Ahern, ABC, Writer, Ahern Communications, Ink.

Donor-centric communications are easy and help keep your donors generous and loyal. Yet truly donor-centric communications are rare. In this practical, popular, how-to session, you’ll learn to raise more money by switching to a “donor-centric” approach. You’ll also learn about donor expectations, a dozen emotional triggers, reading habits you can take advantage of, how to choose the right news for donors, what’s wrong with your graphic design… and more! Thickly illustrated with examples from nonprofits of all types and sizes.

BT-03 Having Trouble Sleeping at Night? Fundraising and Ethical Dilemmas Paul Marcus, LL.B., CFRE, President & CEO, York University Foundation

Ethical issues pose some of the toughest challenges for fundraisers. This session will review the case for ethics, the AFP Code of Ethical Principles and Standards of Professional Practice, and seven ethical dilemmas. Common concerns will be explored, including: tainted money, compensation, solicitation and stewardship of gifts, honesty and full disclosure, and conflicts of interest. Sample case studies will be used to enhance discussion.

2:00 p.m. – 3:30 p.m.

BT-04 Creating a Fund Development Plan That Produces Ownership and Results - Simone P. Joyaux, ACFRE, Founder & CEO, Joyaux Associates

How you create your fund development plan is as important as the resulting plan. An effective planning process builds ownership and accountability among staff and board. This workshop will help you rethink how you create your fund development plan, and what should be included in the plan.

BT-05 “Thank You for Your Generous Donation” - Pippa Carte, MA, Acting Director of Supporter Relationship Management, WWF-UK

With recruitment becoming more costly and traditional media in decline, this session will look at how WWF-UK and other major UK charities have focused their attention on existing supporters. We will examine how charities have planned journeys of communication to involve and engage, based on the premise that to retain support, we must recognize donors and invite them to feel involved, consulted, and instrumental in achieving the mission. Attendees will also go through the process of defining the journey so they can use this practical tool in their own organizations.

BT-06 Hunji 101: Embracing Cultural Diversity - Maureen Flanagan Pool, CFRE, Director, Development & New Initiatives, William Osler Health Centre Foundation & Jaskiran Kaur Lachhar, Manager, Development & New Initiatives, William Osler Health Centre Foundation

Using the case study of William Osler Health Centre Foundation’s “Better Health Campaign”, developed and delivered in partnership with Brampton’s South Asian Communities, this session will draw a road map beginning at a concept for donor diversity and leading to a $10 million campaign commitment. The session will feature volunteers from the South Asian community, and will demonstrate genuine commitment to welcoming and embracing cultural diversity. Participants will learn how to attract cultural groups to support a cause; develop a volunteer and staff structure to support activities; empower cultural groups to raise funds and awareness; and enhance and expand the relationships for continued growth.

4:00 p.m. – 5:30 p.m.

BT-07 Win-Win Deals: Raising Money Through Corporate Sponsorships,
Joint Marketing and Cause Related Marketing - Geoffrey W. Peters, President & CEO, CDR Fundraising Group

Learn how to put yourself in the shoes of the corporation and figure out what they are looking for from charities. Learn how to make the pitch, who might be your hidden allies, and how to measure outcomes so that you can get a second sponsorship from the same company. See examples of very successful sponsorship and cause marketing efforts done in North America by a team that has raised more than $60 million in the past four years. Learn about one of the fastest growing areas of fundraising today.

BT-08 Ten Things We Wish We’d Known When We Started in Fundraising - Bernard Ross, Director, The Management Centre & David Love, Executive Director, The Conservation Foundation of Greater Toronto

In this enjoyable session with a serious undertone, two seasoned global practitioners will share their insights from the harsh perspective of experience: explaining the key lessons they wished they had known before wasting time and energy on them in their fundraising careers! Come and see if you share their pain over missed opportunities, or if you can avoid the many mistakes they’ve made over the years.

BT-09 Transforming Donor Challenges to Critical Success Factors - Nowshad (Shad) Ali, CFRE, CPBA, President & CEO, On Purpose Leadership Inc.

Organizations often receive telephone, e-mail, and mail inquiries and complaints from donors and prospects. This session will be an open discussion on identifying what’s really at issue when donors contact you with complaints, and how to manage these into critical success factors for your organization. You are encouraged to bring some of your best donor inquiries and complaints. Try to stump Shad if you can… he’ll make it worth your while!

Wednesday, November 14

9:00 a.m. – 12:30 p.m.

BT-10 Personal Presence - Barbara Talisman, President, Management Center USA

Want to be seen AND heard? Do you want to build communication skills that will help you get your ideas and messages across? How about creating your own personal brand? If you are ready to do a little work for big payoff, then attend this workshop. But be prepared to participate… we will be practicing! You’ll leave this workshop with the communication skills and confidence to be heard and to help influence your career path.

BT-11 Direct Response for Dummies - Steve Thomas, CFRE, Chairman & Creative Director, Stephen Thomas Ltd.

Everything you need to know to raise multi-bucks! In this session, you’ll learn about direct mail, telemarketing, direct dialogue, the net, television, radio, and more. We’ll cover strategy, tactics, and creative. You’ll take away learnings you can put into practice the very next day at the office.

BT-12 Building Media Buzz - Susan Sommers, President, Susan Sommers + Associates

Why do some organizations get the best media attention, support, and coverage? It’s because they know the right approaches and have the right tools to build solid relationships with the media. Learn everything you need to know to get great publicity from Susan Sommers, one of Canada’s leading media relations experts. Susan will highlight the hot, new trends in media relations, including online media rooms, media previews, story ideas, media drops, and media toolkits. She’ll also review the do’s and don’ts of working with print, broadcast, and online media to create a positive buzz for your fundraising campaigns and special events.

2:00 p.m. – 3:30 p.m.

BT-13 Building a Brand in the Not-for-Profit World - Alison Gordon, Director of Marketing and Communications, Rethink Breast Cancer

Brand building is often passed over in the not-for-profit world, as organizations believe you need lots of money to have a strong brand. But in this day and age, it’s imperative that not-for-profits have a strong brand if they are to survive and thrive. Building a brand can be simple and inexpensive. In this session, Alison Gordon will focus on why and how to build a brand, and will offer practical ways to get creative and think outside the box. She’ll also share examples of her experience creating and building the Rethink Breast Cancer brand, and how it has contributed to the organization’s success.

BT-14 Face Time: Relationship Philanthropy (all afternoon session) - Rob Peacock, MA, CFRE, CEO, Peacock Philanthropic Counsel Inc.

This workshop will be of interest to the successful fundraiser who makes paramount the interests of his/her donors; wishes to spend more time communicating the unique case for support of the organization being served, believes in ethical promotion and the cause they serve, and manages the enterprise as if he or she means business. Topics covered will include: principles of major gifts; the major gift dynamic; the exchange relationship; moves management; determinants of success in asking for the gift; the success continuum; making the ask; how to prepare and respond; closing techniques; impediments; and active listening.

BT-15 The Ten Rules of ePhilanthropy Every Nonprofit Must Know - Ted Hart, ACFRE, ePMT, CEO, TEDHART.COM

Back by popular demand! If you’re like many charities, you may not have thought specifically about the ethical issues in your online fundraising. Ted Hart, a leading Master Trainer in ePhilanthropy, will teach you about website security and privacy issues (they are not just buzzwords!), and about the importance of the ePhilanthropy Code of Ethics. This session will prepare development officers and other key nonprofit administrators to make best use of the Internet to build community, communicate with supporters, and raise funds online.

4:00 p.m. – 5:30 p.m.

BT-14 Face Time: Relationship Philanthropy (continued) - Rob Peacock, MA, CFRE, CEO, Peacock Philanthropic Counsel Inc.

BT-16 Inspire Donors and Yourself - Alan Clayton, Managing Director, Cascaid Group Limited

If you’re not inspired, you won’t be able to inspire your donors to achieve greater things. Using techniques learned in the frontline of fundraising, Alan will present a barnstormer of a session, racing through a list of tips and techniques you can use to inspire all of your donors and yourself!

BT-17 The 12-Step Fundraising Plan - George Stanois, Managing Director, The Goldie Company

Join George Stanois as he presents a 12-step program that will provide you with the necessary information, skills, and tools to execute a clearly articulated, effective plan to achieve your fundraising goals. At the end of this session, you’ll understand the basic components of an integrated fundraising program; appreciate how communications and marketing work together to increase the understanding of and support for you organization; and be able to plan and implement a practical, easy-to-follow program to gain and increase support for your organization.

Thursday, November 15

9:00 a.m. – 11:45 a.m.

BT-18 Care and Feeding of the Senior Administrator - Laura Manning, CFRE, Director, Advancement, School of Pharmacy, University of Waterloo

The relationship between an organization’s senior administration and the development staff is key to successful fundraising. However, these two groups typically approach issues from very different vantage points: we use different language, have different expectations, and the interaction can become frustrating. This session will help development professionals understand their administrators, bridge the gap, and work effectively with their most important champions. At the end of this session, participants will have a greater understanding of what motivates their senior administrators; recognize the language and approaches that create distrust and anxiety; better understand expectations; and recognize the small changes that can profoundly improve this key working relationship.

BT-19 Five Steps to Extraordinary Events - Kate MacDonald, CEO, Ontario SPCA & Colette Thomson, Director, Community Giving, William Osler Health Centre Foundation

This interactive session will present a case study that challenges participants to maximize revenue from events. At the end of the session, participants will have gained hands-on experience analyzing the financial results of an event; an understanding of why and how to capture donor and volunteer feedback; an understanding of how to incorporate change into the key aspects of an event; and experience in debriefing results with key sponsors and senior volunteers. Supporting materials will include a template supporting each of the learning objectives, and samples of outcomes from the case study.

BT-20 Taking the Pain Out of Writing Policies and Procedures - Connie Taylor, CEO, Compelling Concepts

This workshop will outline the benefits and pay-offs of an effective policies and procedures system. The value of a functionally organized system will be highlighted and a generic system outlined. The session will demonstrate how to develop and differentiate policy from procedure; how to create user-friendly policies; offer tips on good writing; how to monitor and update your system; and who within the organization is responsible for policy creation and administration. Obtaining organizational buy-in and engaging staff in the policy process will be demonstrated through the key elements of an implementation strategy.

The Master’s Track

Tuesday, November 13

10:30 a.m. – 12:30 p.m.

MT-01 Web 2.0: What’s the Point? - Jason Potts, Director, THINK Consulting Solutions

There’s much talk about Web 2.0, but what’s the substance? In this session, you’ll learn what a Web 2.0 website actually looks like as opposed to “brochureware”, plus you’ll see how charities of all kinds are actually using social networking on websites such as MySpace and Facebook and how they are turning this into engagement and funds. You’ll also learn about the power of the widget, and explore why people are social networking and so how best to insert your cause into these new and heavily populated environments.

MT-02 Sticky Ideas - Bernard Ross, Director, The Management Centre

This session takes leading thinking from psychology to help you ensure that the ideas and information you want to get across is remembered, makes a big impact, and provokes action – in other words, becomes “sticky”. The techniques we’ll explore can be applied to create powerful case statements, communicate challenging messages to staff, or even sell “yourself” in an interview. In an intensive but fun two hours, we’ll cover key principles, case studies, and practical applications for making your ideas sticky.

MT-03 The Privileges and Obligations of Prospect Management - Paul Pribbenow, Ph.D., CFRE, President, Augsburg College

One of the critical aspects of effective fundraising management is how well we manage the cultivation of relationships with donors and prospective donors, from the moment when we first learn of their interest to the long-term stewardship of the relationship once a gift has been made. This session will present a “best practices” perspective on how to design a prospect management system that integrates all aspects of our efforts to build and sustain strong philanthropic partnerships. Templates and models for effective prospect management practices will be discussed, along with case studies of successful implementation.

MT-04 Getting the Most From Your Donor File: Advanced Topics in
Direct Response Fundraising - Geoffrey W. Peters, President & CEO, CDR Fundraising Group

In this session, you’ll learn about various opportunities to make more from your existing donor file and even from your acquisition efforts. Topics will include intelligent upgrading, recruiting monthly donors, and deferred giving for those without a deferred giving program – what donors to select, major donor prospecting within a direct response program, high dollar treatments, and ways to get smart with lists. You’ll see examples of these methods and you’ll have plenty of opportunities to ask questions and be rewarded for doing so!

MT-05 Legacies Are Amazing Things - Paul Farthing, F IDM, Legacy Fundraising and Corporate Partnerships Director, Cancer Research UK

In the UK, legacies (bequests) generate almost C$3 billion of annual income for charities. Cancer Research UK alone receives nearly C$300 million a year. Bequests are a great opportunity for Canadian charities to tap into the baby boomer generation and their parents. This session will draw on the best in sector from the UK and other countries to help you grow your income. Find out how you can improve your current legacy marketing, identify the key elements for success, learn about some of the latest research findings, and how you can turn your organization into one that’s ready to embrace legacies.

MT-06 Lunch Money Day: The Little Campaign That Could - Melanie Green, Lunch Money Day Manager, Second Harvest & Abby Robins, Communications Manager, Second Harvest

When Second Harvest ran its first Lunch Money Day campaign in 2000, it raised about $90,000. In 2007, we raised over $352,000. Each year, we’ve learned from our mistakes (and made new ones!), refined the campaign, and increased revenue. Join us as we share our best practices and offer concrete ways to raise the revenue of an annual campaign. In this session, you’ll learn how to build public awareness in unconventional ways; nurture champions throughout the campaign; keep expenses low; and keep volunteers happy and returning.

2:00 p.m. – 3:30 p.m.

MT-07 Philanthropic Trends© - Gillian Morrison, MPA President & CEO, KCI (Ketchum Canada Inc.)

Using anecdotal examples and qualitative research, this session will provide insights on trends to watch in philanthropy and fundraising in Canada today. It will provide development professionals with an accurate picture of the current philanthropic landscape, and the trends that they should be factoring into their fundraising strategies. At the end of this session, participants will have developed a detailed understanding of the key trends that impact decision makers in the not-for-profit sector; be updated on the most current statistics on Canadian philanthropy; and be encouraged to consider how they can apply their understanding of philanthropic trends to their professional work as fundraisers and leaders.

MT-08 Fab Case Statements - Tom Ahern, ABC, Writer, Ahern Communications, Ink.

You need a great case – whether you're hunting millions for a new emergency room, or just expanding your donor base. One of North America's busiest case statement writers shares his secrets to success. You'll learn about proper research, how to answer the three questions prospects care about most, how to deliver your message with white-hot intensity... and much more! Organizations of all types and sizes can benefit from the tips and techniques covered in this seminar.

MT-09 How a Good Stewardship Call Can Be the Perfect First Step to Your Next Major Gift Ask - Holly Benson, Vice President, Development, Toronto Symphony Orchestra

Surveys reveal that a majority of donors would increase their giving if charitable organizations improved communications with them about their gifts. With widespread concerns over donor retention, attrition, and donor fatigue, the charitable sector is paying serious attention to the importance of stewarding past and current donors to preserve the donor/charity relationship. Learn how the Toronto Symphony Orchestra embarked on its current Major Gift initiative by stewarding existing donors. This session will examine the fundamentals of theory and real life execution of this effective stewardship – to – major gifts program, using examples and sharing step by step operational and campaign successes.

MT-10 Strategies for Growth - Susan McIsaac, Vice President, Resource Development, United Way of Greater Toronto

This session will focus on enhancing the support of individual donors. The presentation will include strategies and approaches to segmentation, relationship management, prospecting, and outreach. Participants will be invited to contribute to a discussion of best practices and alternative approaches to reaching and engaging donors.

MT-11 Changing the Lives of Donors Through the Magic of Philanthropy - Peter Brimacombe, CFRE, Manager, Major Donor Relations and Planned Giving, Canadian Red Cross

This dynamic workshop will help fundraisers understand the potential for charitable giving to change the lives of donors (as well as recipients). Personal stories from donors and fundraisers, results of numerous studies, and quotes from world leaders will be shared to assist participants in attracting inspired gifts. Participants will learn what motivates donors to give; what inspires sacrificial giving; how donors themselves can benefit from selfless giving; how such gifts inspire others; and how we can attract and facilitate such acts of philanthropy in the most appropriate ways.

MT-12 Organizational Readiness for Major and Planned Gifts – Is It Time to Get Started? Robin Fowler, CFRE, Senior Associate, The Offord Group Inc.

For those organizations without a major/planned gift program, it can be daunting to figure out how to get started. This session will explore whether your organization is “ready” – mature enough to begin developing a major/planned gift program. Participants will learn the key elements required to get started in major/planned gifts; be able to assess whether their own organization is “ready” or not; and be able to begin developing a program plan, budget, structure, and materials.

4:00 p.m. – 5:30 p.m.

MT-13 Raise More Money Through the Power of Word-of-Mouth - Mal Warwick, Founder & Chairman, Mal Warwick Associates

You’ve never attended a workshop like this one before! In 120 mind-bending minutes, you’ll learn about the surprising insights to be gained from the cutting-edge field of network science – plus the secrets of those few pioneers who have applied their insiders’ knowledge of networking to the emerging practice of word-of-mouth marketing. If you attend this session, you’ll never look the same way at your fundraising, marketing, and communications programs again.

MT-14 Using Strategic Planning to Ensure Your Organization’s Relevance - Simone P. Joyaux, ACFRE, Founder & CEO, Joyaux Associates

How do you know if your organization is relevant? You don’t decide – the community decides. Good strategic planning tests your relevancy, stimulates change, and provides a roadmap to move into the future. This session will help you understand fundamental concepts – and will provide you with lots of resource materials and tips. (Note: This session focuses on institutional strategic planning, not fundraising planning. Simone talks about fundraising planning in session BT-04.)

MT-15 Integrating Major and Planned Giving - Sherri Freedman, Vice President, Development, Greg Lichti, CFRE, Director, Major Gifts & Jill Nelson, CFRE, Director, Planned Giving, The Princess Margaret Hospital Foundation

Through a dynamic mix of theory, case histories, and useful analogies, the presenters will share how they integrate the major and planned giving functions to maximize revenue at The Princess Margaret Hospital Foundation. In this session, participants will be inspired by the rewards of fully integrating the major and planned giving functions; understand the differences between major giving work and planned giving work, and how the two can compliment each other; be aware of various methods of integrating major and planned gifts; and have at least five solid strategies to integrate major and planned giving at their organization.

MT-16 Integrating Cutting-Edge New Media in Your Fundraising and Communications Mix - Daryl Upsall, Chief Executive, Daryl Upsall Consulting International

Are you really integrating new media into your fundraising mix? What’s the hype about Skype? Are you just plodding or iPodding? Have you logged on to blogging? Where’s the next thing in texting? What does Web 2.0 mean to you? The future is now, but are you part of it? This fast moving and highly visual session will give you a snapshot of some the ways in which non-profits from around the world are seizing the opportunities presented by new media, in all its forms, to reach new audiences to benefit their fundraising, advocacy, and communications campaigns.

MT-17 You’ve Built Your Website… Now Let’s Build a Relationship! - Jay B. Love, ePMT, Co-Founder & CEO, eTapestry

This session will explore the various aspects of website and e-mail relationship building as it is being used by charities today. We’ll focus on numerous live case studies from the online non-profit world. The promise of the Internet revolutionizing the development office and the art of fundraising is now upon us. Come listen to one of the pioneers of this enabling technology cut through the hype and explain what does and doesn’t work. You’ll be surprised at how simple it can be! Examples of breakthrough usage and results within this exciting new arena will be illustrated.

MT-18 Engaging Your Board in Creating Sustainable Funding - Terry Axelrod, Founder & CEO, Benevon™

What board member wouldn't want sustainable funding for an organization they are truly passionate about? Yet everyone asks where to begin, and how to get the full board to share that vision and make it a reality. This highly engaging session gives you a tested and proven formula for leaving a legacy of a steady stream of mission-focused major donors who will give for operations, capital, and endowment. You’ll learn how to reconnect your board members to their passion for the mission of your organization; three roles for engaging your board members in mission-based fundraising; and a proven formula for generating a steady stream of major donors.

Wednesday, November 14

9:00 a.m. – 12:30 p.m.

MT-19 Events With Purpose - Nowshad (Shad) Ali, CFRE, CPBA, President & CEO, On Purpose Leadership Inc. & Kim E. Ali, Vice President, On Purpose Leadership Inc.

This session will focus on four primary areas:

Ensuring events are guided by clear goals;
Identifying critical success factors;
Key aspects to measuring return on investment; and
Maintaining a unique advantage.

The session will illustrate the value of these four crucial elements to successfully executing events with purpose. It will be interactive and will feature lots of examples, but bring along some of your own event challenges and we’ll try to tackle at least a couple of them.

MT-20 Sustainable Funding Panel - Terry Axelrod, Founder & CEO, Benevon™

Special Guest Panelists:

· Gord Brown, District Manager, CBM

· Eric Plato, CMA, Director of Finance and Administration, Frontier College Foundation

· Hilary Webb, Executive Director, T.E.A.D. The Equestrian Association for the Disabled

Please join us for this special session and panel representing organizations that have successfully implemented the Benevon^™ (formerly Raising More Money) Model. After a brief overview of the model, panelists will discuss successes and challenges as they implement this mission-based system for sustainable funding. This lively, interactive session is an excellent opportunity to learn and ask questions about how your organization can transform its relationships with new and existing donors and grow a legacy of mission-centred individual giving.

MT-21A Corporate Giving: A Going Concern - Terrance S. Carter, LL.B., Managing Partner, Carters Professional Corporation & Theresa L. M. Man, LL.B., Partner, Carters Professional Corporation

Charitable giving by corporations has increased in recent years. This presentation will review ways that a corporation can support charitable causes and the impact on the corporation from a tax perspective, including the difference between making a donation as opposed to being a corporate “sponsor” to a charity, which has become more complicated with the new proposed split-receipt rules. Other issues include making different types of gifts to charities, sponsorships, and the use of parallel private foundations.

MT-21B The Evolution of Cause Marketing and Sponsorship: Why ROI and Karma Are Not Mutually Exclusive - Mark Harrison, President & CEO, TrojanOne

After 20 years of sponsorship experience, Mark Harrison of TrojanOne has witnessed an evolution in the way that sponsorship deals are conceived, planned, executed, and measured. There is now an intersection between brand and cause that has tangible business implications for all stakeholders. In this session, participants will learn how some of Canada’s biggest brands are maximizing their return on what was once a simple philanthropic donation, and how Canada’s most successful properties are building their partners’ business objectives into their service model.

MT-22 Brandraising: Securing Share of Mind, Heart and Spirit - Tony Elischer, FInstF(Cert), Managing Director, THINK Consulting Solutions

The ultimate short guide to branding! This fast moving session is packed with new material that will demystify branding and show you how to use key thinking to inspire supporters, connect them to your cause, drive loyalty, and make sure your organization stands out from the crowd. Tony will break down branding to look at creating a total brand experience for people; creating new emotional connection points; creating a reputation for quality, delight and delivery; and show how marketers must own and drive the brand of an organization.

MT-23 New Direct Fundraising Creative: A Feast to Wonder At… and Plagiarize! - Stephen Pidgeon, Founding Partner & Chairman, Target Direct

2007 has been a creative year for many charities as direct marketing media grow ever more challenging. In this picture-filled session covering a wide range of media, Stephen will review some of the best – and the worst – fundraising creative (most of it from this year). He’ll put it in the context of the creative process which all fundraisers must master, and will end this session with a creative quiz to challenge your understanding of what’s good and what’s not!

MT-24 The Value of a Lifetime - Alan Clayton, Managing Director, Cascaid Group Limited

The only important ratio in fundraising is “cost of recruitment : lifetime value”. Forget spreadsheets; this fast-paced session will be a practical, entertaining, and experienced-based series of case studies, analysis, strategy, and techniques to make sure you get the most out of every single donor. Blink and you’ll miss something very important!

2:00 p.m. – 3:30 p.m.

MT-25 Making the Case for Unrestricted Giving - Rosalie Courage, President, RBR Development Associates Ltd.

In recent years, many donors have become very project or program driven in their gifting which has created some significant difficulties for charities in certain sectors. Leading edge charitable organizations are now creating a strong justification for the mission and vision driven unrestricted case, while ensuring that they are responding to donor needs by demonstrating measurable outcomes and providing appropriate naming and recognition opportunities for unrestricted gifts. This session will assist you in creating the unrestricted case that has impact and will yield results.

MT-26 Inspiring Donors and Impactful Gifts - Susan Horvath, CFRE, President, Mount Sinai Hospital Foundation & Vanessa Abaya, Director, Major Gifts, Mount Sinai Hospital Foundation

We frequently read stories about remarkable gifts given to a charity. These extraordinary gifts transform the organizations that they benefit, and these donors inspire others in their philanthropy. In this session, participants will learn how to avoid pre-emptive gifts and “underasking”, as well as how to match the organization’s priorities to the donor’s interest; how to engage in the appropriate cultivation strategies, including best uses for volunteers, program, and fundraising staff; how meaningful stewardship plays a key role bringing these types of gifts to the organization; and how to engage the donor on their interest.

MT-27 Putting It All Together: Successfully Integrating Multiple Fundraising Channels - Geoffrey W. Peters, President & CEO, CDR Fundraising Group

In this session, you’ll learn how to integrate different fundraising programs and channels to maximize your return on investment and better cultivate donors. Topics will include integration of mail and internet, integration of mail and telephones, putting multiple channels together, difficulties in testing and measurement, managing an integrated database, challenges to integration, and more. You’ll have plenty of opportunities to see examples and ask questions and be rewarded for doing so!

MT-28 To Accept or Not to Accept: The Question of Corporate Gift Acceptance - Lesley Ring, Director, Corporate Development, National/Ontario, Canadian Cancer Society

As corporate fundraisers work in an increasingly competitive environment to meet their budgets, corporate gift acceptance is a pressing concern. How do corporate fundraisers balance charitable and commercial interests, and what is at risk when these interests collide? Mission drift, conflict of interest, and loss of public trust are juxtaposed against meeting the corporate budget to deliver the mission. Using recent experiences of the Canadian Cancer Society in developing a national corporate gift acceptance policy, Lesley Ring will explore the issues they addressed, demonstrate how they produced their policy, and what the challenges were in its implementation.

MT-29 Benchmarking in Fundraising – Why and How Non-Profits Should Use It - Daryl Upsall, Chief Executive, Daryl Upsall Consulting International

Who are the top fundraising performers in your sector? Benchmarking can be an effective “wake-up call” for change. It can promote an internal culture that is receptive to fresh approaches and ideas, and can lead to tangible improvement in performance. In this session for senior managers and researchers, participants will discover what is “benchmarking”, how to use it in your organization, and why. We’ll draw upon examples of national and international benchmarking studies for the non-profit sector.

MT-30 Strategic Donor Prospecting - Nowshad (Shad) Ali, CFRE, CPBA, President & CEO, On Purpose Leadership Inc.

This session will examine the value of Custom Donor modeling, including the various types of models, and their differences and similarities. It will also explore the applicability of these model types to solicitation strategies and development plans, with particular emphasis on how these models can affect your strategies for annual fund appeals, major gifts, and campaigns. Specific take-aways include how to use modeling to increase average gift, lower cost, increase response rates, and improve effectiveness of donor acquisition, plus how to better identify your major gift prospects with the highest propensity and the ideal amount to ask for.

4:00 p.m. – 5:30 p.m.

MT-31 LOL! Harnessing the Power of Humour in Donor/Client Relationships - Peter Brimacombe, CFRE, Manager, Major Donor Relations and Planned Giving,
Canadian Red Cross

Experience the power of humour first-hand while learning how (and how not) to use it in donor/client relationship building. Video clips, ventriloquism, and quotes from the famous (and infamous) are all part of this fun-filled session. Participants will learn about the benefits of humour in our relationships; gain an understanding of the types and uses of humour most appropriate for donor/client relationship-building; learn practical “how to tips” on injecting humour into meetings with donors/clients; and even how to recover if humour backfires.

MT-32 Is Your Organization Well Endowed? - Karen D. Willson, CFRE, Senior Vice President, KCI (Ketchum Canada Inc.)

Endowments have been around since the time of the Ancient Romans. We as fundraisers know the undeniable value they hold, so why is it so difficult to secure endowment funds? In addition to all of the challenges we face when fundraising, endowments bring a whole new level of complications… where is the sense of urgency? Where is the impact? Join us to look at the ‘new reality’ of endowment fundraising. By the end of this session, participants will understand what endowments are; the differences between annual, capital, and endowment fundraising; and have an understanding of the methods and techniques to overcome the challenges related to endowments.

MT-33 Using Data Analysis to Improve Fundraising Performance - Pippa Carte, MA, Acting Director of Supporter Relationship Management, WWF-UK

This session will look at how the application of analysis techniques can deliver real increase in funds. Find out how WWF-UK has used segmentation, product profitability, and lifetime value models to refine and improve long-term income performance. The session will also explore where the analysis function should sit in a fundraising department, and how the role can be given income objectives.

MT-34 Live Web Review: The Most Important 90 Minutes for Your Website
Ted Hart, ACFRE, ePMT, CEO, TEDHART.COM

The good, the bad, and the ugly… what’s working on your website? Join Ted for a live, interactive website review and analysis. Organizational websites volunteered by the audience will be examined for participants to observe a direct and candid live consultation on the do’s and don’ts for your website. Learn the ten online tips to know if you’re web ready, and participate in a facilitated discussion so that you can develop a website that will help make your organization a successful player in the online world.

MT-35 Making a Bequest Online - Paul Farthing, F IDM, Legacy Fundraising and Corporate Partnerships Director, Cancer Research UK

Traditional will-making involves a visit to a professional advisor. But increasingly, supporters – particularly those in their 50s – are making and updating their wills online. Many more are finding out about your charity and about leaving a gift through the web and by using e-mail. This session will draw upon best practice from the UK and Canada to give you an action plan to get your organization ready for an online legacy future. See how your can improve your online activity, and learn from one of the UK’s leading online charities about the best way to improve your online offer!

MT-36 Breaking Out of Your Creative Comfort Zone - Jon Duschinsky, Director, TBWA Group Ressources non profit

Fancy a challenge this Congress? Are you prepared to break your old fundraising habits to put some real creativity back into the mix? If you’re answer is YES!, then join Jon for a trip way out of your fundraising comfort zone. We’ll challenge your existing ways of thinking while giving you the tools to help you take real steps to be more creative and break down the barriers that are holding you and your organization back. It’s going to be tough, but incredibly rewarding. You’ll go home pumped up, energized, and ready for anything!

Thursday, November 15

9:00 a.m. – 11:45 a.m.

MT-37 Donor Intimacy - Tony Elischer, FInstF(Cert), Managing Director, THINK Consulting Solutions

If you want a donor to be loyal for life, you need to map out an appropriate journey for their life with your organization – opportunities, programs, communications, propositions, and the creation of a brand they are passionate about. Join Tony as he takes you through a strategic approach to donor communications cycles: how creative strategic thinking will ensure your strategy for individuals is driven from the outside in; tools to keep donors at the centre of your thinking; how to picture them, link their lifestyles and life stages; and how to ensure their loyalty and trust. Tony will show you inspiration, originality, and “surprise” in action!

MT-38 From Strength to Strength: The Donor and You – Partners for the Future - Eleanor McGrath, Investment Advisor, RBC Dominion Securities Inc.

Guest Panelists:

Nona Macdonald Heaslip, Philanthropist, Director of the Shakespeare Globe Centre of Canada and Vice President of Theatre Museum Corporation
Jennifer Botterill, Gold Medalist, 2002 & 2006 Olympic Winter Games and Silver Medalist, 1998 Olympic Winter Games (Women’s Ice Hockey)

Join Eleanor McGrath as she presents a motivational and transformational approach to moving donors up the giving scale! In this session, you’ll learn how to conduct list reviews and research to identify donors at the lower giving level who may be engaged to give more; how to begin the conversation with donors and the tools you need to engage them; how to engage donors through your passion and knowledge of an investment strategy which benefits both parts of the equation; and the best way to thank donors in partnering with them for the future.

MT-39 “The Holy Trinity” – How Direct Mail, Market Research and Legacy Marketing Form a Powerful Fundraising Synergy - Fraser Green, CFRE, Principal, The FLA Group Inc.

Recent research clearly shows that direct mail donors have tremendous potential to make legacy gifts. The question is, “will they leave it to you”? This session will clearly and practically show how to use tried and true market research tools to identify, cultivate, solicit, and steward legacy gifts from those ‘little donors’ at the very bottom of your fundraising pyramid. This innovative, imaginative – yet common sense – approach will send you home intent on changing the way you raise funds in the mail!

MT-40 Measuring and Evaluating Fundraising Performance - Ross W. Marsh, President, Ross W. Marsh & Associates Inc. & Stephen B. Becker, Senior Associate, Ross W. Marsh & Associates Inc.

Conflicts between board and staff members, or between chief executive officers and directors of development, are often due to unrealistic or vague expectations on the part of either or both. Effective development begins with UNDERSTANDING. Understanding begins with KNOWLEDGE. Knowledge begins with effective and transparent MEASUREMENT of performance in relation to goals. This highly interactive session will involve participants in selecting appropriate techniques and enable them to place their chosen measurement strategies “in play” beginning the day they return home.

MT-41 What’s New Media Ever Done for Us? - Jason Potts, Director, THINK Consulting Solutions

This interactive session will look at how charitable organizations around the world are using new media to recruit new supporters, save costs, deliver their mission, and communicate and engage with new audiences. With so much opportunity online, plus mobile and wireless channels, where should organizations of all sizes focus their efforts in this area for maximum impact at minimal cost? You’ll leave this session with your own organization’s new media strategic framework for the next three years.

MT-42 Hot Web Resources and Finding Big Gifts in Your Database and Online - Ted Hart, ACFRE, ePMT, CEO, TEDHART.COM

Prospect research has long been the cornerstone of major gift fundraising. “Smart searching” and data mining have now made research available and affordable to any nonprofit with Internet access. Drawing from his new book, Major Donors: Finding Big Gifts in Your Database and Online, this session will help nonprofit managers, staff, and volunteers develop Internet and database prospecting strategies as an integral part of their overall fundraising plans. Citing real-world successes and failures, Ted will guide you towards successful donor communication and major gift solicitation.

The Ph.D. Track

Tuesday, November 13

10:30 a.m. – 12:30 p.m.

PHD-01 Great Board Chairs, Mediocre Ones. Or How About a Rogue? - Simone P. Joyaux, ACFRE, Founder & CEO, Joyaux Associates

Every board has a chair. But what makes a great one? And how do you manage (or get rid of) the lousy chairs? Do staff and board even share a definition of chair roles and qualifications? Join this conversation (not a workshop!) with Simone. Let’s explore the issues and argue. This is the start of my book on boards and governance.

PHD-02 Recruiting and Retaining Excellent Fundraising Staff - Daryl Upsall, Chief Executive, Daryl Upsall Consulting International

One of the biggest challenges faced by non-profits today is finding, developing, and retaining excellent fundraising practitioners, especially at the senior level. As funds get ever tougher to raise, so does the competition to find those that can significantly raise income levels for your organization. Drawing upon his fundraising work in over 42 countries during the last 23 years, Daryl will share his successful tools for hiring and developing world-class fundraising and development teams. Daryl has completed hires for international NGOs in Geneva, Glasgow, Johannesburg, Madrid, Istanbul, Amsterdam, Atlanta, and Pretoria for many leading cultural, higher education, UN and non-profit organizations.

2:00 p.m. – 3:30 p.m.

PHD-03 Mastering the Communications Advantage (all afternoon session)
Roger H.B. Davies, CEO, McLuhan & Davies Communications, Inc.

What's your most effective communication style? What's the communication style of your audience? Do they match? Understanding your own communication style and of those around you provides the key to getting your message across effectively. Join Roger as he shares how you can master the ten secrets of fast, clear, and persuasive communications. This workshop will focus on applying your knowledge of the three communication styles to work situations, including e-mails, voice-mail messages, and all written communication. This knowledge will also help you manage, improve donor service, build teams, and interact successfully with your colleagues.

PHD-04 Paying Attention: Ethics, Philanthropy and Leadership - Dr. Paul Pribbenow, Ph.D., CFRE, President, Augsburg College

This session will introduce a framework for making ethical decisions in our work as philanthropic leaders. By focusing our attention on how to think more broadly about ethical issues – and applying our moral perspectives and experiences to concrete situations we all face – we will gain perspectives and skills that help us to become responsible leaders of our organizations. Participants are asked to come to this session with specific ethical situations in mind – especially situations that illustrate the range of issues raised by the intersections of our personal, professional, institutional, and public lives as philanthropic leaders.

4:00 p.m. – 5:30 p.m.

PHD-03 Mastering the Communications Advantage (continued) - Roger H.B. Davies, CEO, McLuhan & Davies Communications, Inc.

PHD-05 The Flat Philanthropic World - Jon Duschinsky, Director, TBWA Group non profit

In the last few years, the world has not just shrunk – it has positively pancaked. But are we really equipped to deal with this new global society? What does a flat world mean for us and, more importantly, for our donors? How can we deal with the communications overload when it is actively challenging our capacity to prioritize and process information, causing huge changes in the way we think, act, and donate? This open, honest, and challenging session will examine the forces at work in creating the global philanthropic world of tomorrow. Together we’ll try to answer some of these questions and understand what the flat philanthropic world means for you and your organization.

Wednesday, November 14

9:00 a.m. – 12:30 p.m.

PHD-06 The Leadership Edge (all day session) - Bernard Ross, Director, The Management Centre

This all-day, high level session tackles the role of leadership in fundraising, offering practical insights and frameworks for you to use in solving challenges. It will offer you a chance to explore what leadership means in a fundraising setting, and identify how you can improve your skills in this key area. Throughout the day, we’ll cover:

The importance of your vision and how to communicate it powerfully;

A 360-degree assessment of your leadership style, using Kouzes and Posner’s five leadership practices;
How to develop your leadership style;
Managing change processes as a leader; and
The importance of emotional intelligence in leadership.

PHD-07 Problem-Solving for Advanced Practitioners - Mal Warwick, Founder & Chairman, Mal Warwick Associates

In this provocative and totally interactive session, you’ll serve as a consultant to help three nonprofits respond to the fundraising challenges they face. Working with your peers in small-group sessions, you’ll share your knowledge and hone your problem-solving skills to contribute your expertise to three deserving organizations that need your help. You’ll feel stretched, well-used, and satisfied! At the end of this session, you’ll have a better grasp on your problem-solving style and those of your peers; you’ll appreciate more fully how different fundraising techniques must and can be blended together into an integrated whole in a real-world situation; and you’ll validate your own expertise by observing how well you can contribute to discussions with your peers.

2:00 p.m. – 3:30 p.m.

PHD-06 The Leadership Edge (continued) - Bernard Ross, Director, The Management Centre

PHD-08 Donor Rights and Remedies - M. Elena Hoffstein, LL.B., Partner, Fasken Martineau DuMoulin LLP & Terrance S. Carter, LL.B., Managing Partner, Carters Professional Corporation

How many fundraisers are equipped to answer the following questions:

· What information do they have the right to obtain from the organization or other sources?

· What if the charity takes advantage of a donor or a prospective donor?

· How will the organization deal with the information it obtains from donors and members?

· How will the organization ensure that a donation is used in accordance with the donor’s intentions?

This session will raise awareness of what rights and obligations organizations have towards their donors and members, and will provide a discussion of some of the complex issues involved in dealing with issues that arise.

4:00 p.m. – 5:30 p.m.

PHD-06 The Leadership Edge (continued) - Bernard Ross, Director, The Management Centre

PHD-09 Encouraging Innovation – Implementing Good Ideas in Great Ways -Barbara Talisman, President, Management Center USA

Are you looking for a systematic process that can help your organization be more creative and innovative? As a leader, your organization and staff look to you for ideas, strategy, and direction. This workshop will present you with techniques that will help you empower your staff to create new ideas and determine which ideas to implement. We will define the difference between creativity and innovation, and present techniques you can use with your staff and organization to create, determine, develop, and implement the high payoff ideas. Come prepared to learn, think, and do!

Thursday, November 15

9:00 a.m. – 11:45 a.m.

PHD-10 Learning From Commerce: A New View of the Supporter Relationship - Stephen Pidgeon, Founding Partner & Chairman, Target Direct

Obsessed with “the customer experience”, the commercial sector increasingly quantifies it, invests heavily in it, and lets it drive their marketing efforts. The charity sector is lagging well behind, and the reputation of many charities is struggling. There is much to learn from commerce. With a basket overflowing with examples, Stephen will look at simple techniques and practical learning to re-invigorate the way charities can deliver their supporter experience and raise a pile more money!

PHD-11 How to Create an Internal Culture of Philanthropy - Dianne Lister, LL.B., CFRE, Vice President, External Relations & Advancement, Trent University