Overview:

A well-designed leadership giving program provides an institution both a predictable revenue stream and a bridge to connect annual donors to their major giving potential. Unfortunately, these benefits can be washed away if you fail to design your leadership levels thoughtfully or you do not place an emphasis on face-to-face annual solicitation techniques.

This on-demand webcast is designed to help you overcome these challenges by developing the broad leadership giving base that will both support your on-going budget and yield long-term major donors.

What You Will Learn

Annual and leadership giving managers should view both sessions to learn how to:

• Learn how to thoughtfully establish leadership giving levels
• Respond to objections when redefining their levels
• Identify prospects to fill each level of a program
• Learn how a frontline annual gift staff can bridge prospect pipeline gaps
• Make the case for a frontline staff
• Design frontline staff responsibilities
• Use a frontline program to build a shop's professional pipeline

Annual giving officers charged with frontline duties should view session two to learn how to:

• Identify prospects
• Cultivate relationships
• Effectively solicit and close their personal solicitations

Program Agenda:

Session 1: Scott VanDeusen, Executive Director, Advancement Programs, St. John's University

Scott began his career with personal visits and then moved into direct mail, the phone program, and ultimately online fundraising. After almost nine years with Allegheny College, he became the director of annual funds for Washington and Jefferson College. In a little more than a year at W&J, he increased dollars raised by more than 25% through the creation and introduction of a leadership society. Scott then spent four years at American University, where he increased the alumni participation rate by more than 50%. He has since formed a working laboratory with his program at St. John's, providing opportunities to test many different ideas and approaches in data mining. Scott also serves as senior vice president for donor dynamics at HEP Development Services.

Session 2: Brian Daugherty, Director, Development, University of San Diego School of Law

Brian recently joined USD Law with over thirteen years of advancement experience. Over the course of his career, he has worked for a variety of organizations in the non-profit arena including the Baltimore Symphony, the Baltimore Zoo, UC San Diego, and San Diego State. Brian previously served as the executive director of the SDSU Fund, where he managed a comprehensive annual giving campaign while also working on major gifts in support of the Center for Leadership. His experience includes work on telemarketing campaigns, direct mail, board management, volunteer solicitations, leadership giving, and campaigns ranging from $16 million to $1 billion.

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