2019 Nonprofit Fundraising Conference

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2019 NP Fundraising Conference

Breakout Sessions

Round 1 Workshops: 7:45 - 8:45 a.m.

A Developmental Approach to Assessing Grant Readiness and Competencies 
Learning Areas: Career Planning/Personal Leadership and Grantseeking/Grantwriting
Whether you’re a seasoned grant professional fundraising for an established organization or an accidental grantwriter seeking funding for a new project, there is always room to grow. Join this session for hands-on evaluation of both your individual grantwriting skills and organizational grant readiness. Using a developmental approach offers a broad spectrum of insight, ideas for growth, and understanding of the field. Through this session you will identify opportunities for growth within your own professional development and organizational grant readiness; deepen your understanding of continued learning opportunities; and get inspired to generate ideas for continued growth.
Kari Aanestad, director of advancement, Minnesota Council of Nonprofits and Jo Miller, senior communications and development advisor, National Center for Healthy Housing and SmartEGrants 

Designing for Donations: How Can Your Website Improve?
Learning Areas: Marketing/Communications and Donor Relations
You work hard for every donation you earn. Is your website working as hard as it can to support you? Chances are there are low or no-cost opportunities to improve it. Using design best practices and research, we will conduct a live dissection of three nonprofit websites on what they're doing right, and what they could do better. Email cary@gocopilot.org ahead of the conference if you would like to volunteer your website as one of the test cases.
Cary Walski, owner & nerd-in-chief, Copilot: Web, Social & Storytelling for Nonprofits

Getting Started with Major Gifts 
Learning Areas: Donor Relations and Major Gifts/Planned Giving
Major gifts have the power to transform an organization, but many nonprofits don’t know how to get started. If your fundraising is focused on events and grassroots giving, you may be leaving money on the table, or worse, setting your organization up for an unsustainable future. Leaders, board members, and development staff can and should carve out the time to focus on leadership level giving. This workshop will help you get started.
Laura Tufano, principal, Tufano Consulting 

Stop Putting Out the Flame of Effectiveness 
Learning Areas: Career Planning/Personal Leadership and Organizational Leadership
Where did the day go? Do you feel like you are an effective leader, boss, mentor, or colleague? Everyday, is there something you are forgetting or not getting done? Does your internal management of a team detract from your ability to focus both on donors and growth of your employees? Learn how to understand differences with employees, best time management practices, and how you can spend more time on the things that you feel matter. Stop doing your employees, colleagues, donors, and self a disservice and learn how to be a more effective leader.
Frank Mumford, major gifts officer, Greater Twin Cities United Way

Replace Lost Fundraising Revenue by Leveraging Your Nonprofit’s Assets
Learning Areas: Organizational Leadership and Fundraising Trends
Does your nonprofit have real estate (or even a roof top), intellectual property, people, or other assets? Could it leverage those assets in some way to bring in income? In this session, we’ll explore strategies to access new funding sources and otherwise unavailable capabilities, capital, and resources, by partnering with other nonprofits, for-profit entities, and individuals through partnerships, co-investment vehicles, joint ventures, and other structures. We’ll encourage nonprofits to rethink their underutilized resources and forge new relationships, especially in the areas of tax credits and opportunity zones.
Emily Chad, tax attorney, and Jessica Manivasager, shareholder, Fredrikson & Byron, P.A.

We Just Can’t Do Another Fundraiser. Can We? 
Learning Areas: Annual Giving and Fundraising Trends
Operational expenses for organizations are rising. And so are development goals. Is launching a new or additional fundraising event part of your organization’s development plan this year? How do you decide if launching a new fundraising event will be worth the time and effort for your organization? If you decide to launch a fundraiser, how can you ensure you make the most of the resources required to put the event on? During this session you will evaluate the feasibility of launching a new fundraising event for your organization, consider the secondary objectives that a new event could help your organization accomplish, and discuss the most efficient fundraising “mechanisms” for your organization’s event. Participants will strategize with colleagues around the feasibility and efficiencies for fundraising events within their own organizations. The presenter will also share learnings (the good and the bad) from a small nonprofit launch of an additional fundraising event in 2018.
Andrei Sivanich, director of community relations, Laura Baker Services Association

Round 2 Workshops: 10:45 a.m. - 12 p.m.

But How Do I Get that Next Gift? 
Learning Areas: Donor Relations and Fundraising Trends
Too often we focus on how to get that next gift in the door from the new donor, looking outside for those new opportunities. The reality is that those who have previously given to your organization are the most likely to give again. This beginner level presentation will focus on the basics of donor-centered philanthropy and explore the cycle of philanthropy. Participants will have the opportunity to reflect on their own personal experiences having been solicited for funds and delve into the anatomy of a bad fundraiser interaction. We’ll then highlight the importance of relationships, identify key elements of a discovery visit with a donor, and we’ll explore the idea that stewardship is your most effective fundraising tool. We'll also discuss easy-to-implement stewardship and recognition tactics that will help you retain your donors, reclaim those that have lapsed, and grow those committed partners.
Aileen Kasper, director of development and communications, Genesys Works Twin Cities

Co-Creating New Approaches for the Board/Development Director Relationship
Learning Areas: Organizational Leadership and Fundraising Trends
During this peer-to-peer strategy design session, the whole room will work together to challenge, envision, and inspire one another through the sharing and exploration of strategies that strengthen the collaboration between the development director and the board of directors. Using a World Cafe format, we will explore three questions: (1) How can we effectively integrate the knowledge of professional fundraising staff with the experience and strengths of board member volunteers? (2) What strategies can we use to bring greater transparency and clarity to our differences in power and responsibility? (3) What capabilities do we need to develop to create a positive and generative culture for philanthropy throughout our organizations? Together we will discuss what it means to redefine the relationship between the board and the development director. While identifying specific tactics and actions we can take, we will also guide discussion toward an examination of the systemic challenges that need to be addressed.
Carlo Cuesta, founder and managing partner, Dana Gillespie, founder and director, Raise Together, and Anne Jin Soo Preston, director of research, Creation In Common

Feeling and Fundraising: The Power of Being Relational 
Learning Areas: Donor Relations and Career Planning/Personal Leadership
Strong donor engagement depends on a combination of enthusiasm, information, and preparation. Central to donor relationships is an ongoing exploration of why donors give, how it makes them feel, and how fundraisers can best help them align that "why" and "how" organically. But fundraisers are working against themselves if they are not able to recognize and express their own emotions in a way that helps them relate to donors. Self-awareness, emotional intelligence, and authenticity are more than buzzwords. Understanding one’s feelings and expressing them accurately are central to building trust and demonstrating integrity. In this session, participants will collaborate to define core emotions and discuss potential pitfalls of a failure to relate to donors genuinely. The presenter will outline and participants will practice a “talking boundary” conversation format that is based on modern mental health treatment and incorporates active listening, emotional expression, and relational language to foster rapport with donors.
Drew Coursin, major gifts officer, Greater Twin Cities United Way

Fundraising for Organizations with Big Ideas and Small Budgets
Learning Areas: Organizational Leadership and Fundraising Trends
You are a board member, a volunteer, or the only staff for an organization with a budget well under $1,000,000. You read as much as you can online from the wide variety of blogs, e-newsletters, and articles that are available and you see many ideas that you do not have time or front money to implement. What should your development strategy look like? How can the same number of people, working the same amount of time, raise more money? Fundraising is hard work but it is do-able and in this workshop you will learn what small organizations need to do in order to grow and thrive.  
Kim Klein, speaker and author, Klein & Roth Consulting

Maximize Campaign Success: Challenges and Opportunities of the Public Phase 
Learning Areas: Donor Relations and Fundraising Trends
While much focus, attention, and energy is given to the launch of a campaign and its beginning leadership phase, many organizations struggle in executing the remaining portion of the campaign in the public phase. Whether your organization is potentially planning for a smaller 6-figure or a mega-size 10-figure campaign, you will greatly benefit from learning the challenges and also the fantastic opportunities which characterize the public phase. Attention to activity focused on long-range capacity building is important throughout the campaign, but even more so in the public phase. Conference attendees will be armed with innovative strategies in how events, direct response, publicity, major gifts, and volunteers are all utilized in various and important ways throughout the public phase. Not only will attendees learn how to cross the campaign finish line strong, they will understand how critical the strategies chosen will strengthen long-range capacity building for their organization.
Kate Loe, senior director of resource development, Twin Cities Habitat for Humanity and Lani McCollar, associate, Bentz Whaley Flessner 

Welcome 2 the Jungle: Leadership Training 
Learning Areas: Career Planning/Personal Leadership
There are 4 animals that run any workplace: a lion, a flamingo, a chameleon, and a turtle! And each of them does things differently! What if you knew how each one operates, communicates, and works? This assessment allows you to take some time to think through both the general strengths and weaknesses of your team. Is your team missing a vital personality type or do they just need help understanding each other? No matter what the scenario, the 4 animals training can provide decision makers and team leaders with tools to create the best teams and supercharge their performance. This interactive exploration is a perfect way to end the day and leave with tangible ideas for building a better team.
Jesse Ross, director of special projects, The Minneapolis Foundation

Round 3 Workshops: 1:45 - 3 p.m

Advocating from Our Positions to Make Small but Important Changes 
Learning Areas: Career Planning/Personal Leadership and Fundraising Trends
Join this conversation with a small group of “mid-management” folks on both the grantmaking and grantseeking side. We'll engage in a chewy discussion while addressing questions such as: What is “success” in our roles/work and who defines it? To what (or whom) are we accountable? What are the opportunities and challenges in that system? What implicit patterns of bias are showing up in our work? How do we get information from our communities about what is and isn’t working? How can we lead from the middle to make small changes that matter (i.e. change the online form!). 
Kari Aanestad, director of advancement, Minnesota Council of Nonprofits; EG Nelson, senior community funding coordinator, Center for Prevention, Blue Cross and Blue Shield of Minnesota; and Andrea Sanow, development coordinator, Minnesota Council of Nonprofits

Optimizing Strong Communications between the Development Director and Finance Director 
Learning Areas: Career Planning/Personal Leadership and Fundraising Trends
In most nonprofits – small to large – the tasks of seeking money are separated from the tasks of managing those funds. These two key positions often deal with different parts of the same equation – and need to find middle ground on budgeting, reporting, revenue projections, cost allocations, and so much more. Our presenters will share examples of how they work together and engage with participants about challenges they face.
Mary Jones, chief philanthropy officer and Jeff Uecker, chief financial officer, Goodwill-EasterSeals Minnesota

Overhead Conversations Made Easy 
Learning Areas: Sector Leadership and Donor Relations
At Charities Review Council (and probably at your organization too!), donors too often ask, “How much of the money goes towards programming versus administrative costs?” But as we know, this measure alone doesn’t tell the whole story. In fact, Use of Funds is just one of Charities Review Council’s 25 Accountability Standards®. So, how can you answer donor questions, but not perpetuate the overhead myth? Join this conversation as two sector leaders cover common conversations with donors that get at more than just overhead expenses.
Kris Kewitsch, executive director, Charities Review Council and Joanne Kosciolek, vice president of development & eternal affairs, Project for Pride in Living

Sustainable Sustainers: Build and Grow Recurring Gift Programs 
Learning Areas: Annual Giving and Major Gifts/Planned Giving
Sustaining donors are more reliable and contribute more than periodic ones. Whether you’re just starting to create a base of sustainers or want to build on your base, you’ll learn industry-best tactics and traps. From practical issues for fundraisers, finance, and marketing teams to building sustainer journeys and integrating them with major and planned giving, you will take away things to start today. Plus, you’ll learn ways to avoid trouble later on, based in actual examples that have worked here in Minnesota.
Bob Breck, principal, Lanark Consulting LLC and Mike Linnemann, development and membership director, Friends of the Boundary Waters Wilderness

Take the Fear Out of Real Estate Gifts!
Learning Areas: Major Gifts/Planned Giving
Real estate makes up about 30% of America's wealth, yet very few charities are prepared to accept it as a gift and miss out on billions each year. Are you prepared to receive gifts of real estate from donors? Does the thought of a gift of real estate strike fear into your heart? Well, it doesn't have to. This session will help you take the first step towards tapping into this immense opportunity. You'll walk away knowing: top reasons donors give real estate; top ways donors give real estate; how to mitigate risks; and best practices for acceptance. You will take away actionable items you can use right away to accept valuable gifts of real estate in the best possible ways. These actionable items can add millions to your fundraising results!
Dana Holt, CEO & philanthropic strategist, HOLT Consulting

What Donors Want: Myth vs. Research 
Learning Areas: Donor Relations and Fundraising Trends
What do your donors want, anyway? Does everyone in your org have an opinion about how to best engage your donors – but you’re not sure how to evaluate all of the ideas and find the most effective way? In this fun and interactive session, you’ll examine some of the persistent myths around what communications methods most engage donors in your work. You’ll take a look at some of the latest research around what donors want, and learn some of the best channels to reach your donors (and why that might not look the same for everyone!). You’ll learn about new and innovative ways nonprofits are engaging and educating donors about their work online and offline. We’ll also examine some traditional donor communications methods, like direct mail, newsletters, and other printed materials, to give you new tools to evaluate and enhance your existing donor outreach.
Jules Wilkins, director of external relations, COMPAS and principal, JulesWrites.com

Round 4 Workshops: 3:20 - 4:20 p.m.

Building a Realistic Development Plan for Your Organization 
Learning Areas: Organizational Leadership and Donor Relations
Do you have a development plan? Is it realistic? Given what staff is asked to do, how do you find the time to put the plan in action? In this session we will provide a customizable plan that distinguishes what is relevant and a true priority. You will feel energized to approach your workload in a new way. Learn the five indispensable components of a development plan, identify your priorities and gaps, and lastly, track your progress and return on investment 28 days later. Leave with tools that will increase your success in fundraising and simultaneously decrease your stress.
Rebecca Haddad, senior gift officer of mission advancement and Jennifer Scholl, mission advancement and legacy giving manager, Science Museum of Minnesota; and Sara Spiess, director of grants and foundation relations, YMCA of the Greater Twin Cities 

Discovery Visits: Ready, Set, Go! 
Learning Areas: Major Gifts/Planned Giving and Marketing/Communications
Discovery Visits - From the initial phone call to getting the visit and finally qualifying your major gift prospect, this multi-step presentation will outline what you need to do to make effective use of your time reaching out to potential prospects, conducting effective discovery call visits, and engaging with potential donors. Learn proven strategies, guiding principles, and tips to help you help your organization. These strategies and tips come from real life experiences as well as feedback from other professionals. This session will give you the process and the confidence to make discovery calls a rewarding part of your work.
Deanna Kramer, major gifts manager, Animal Humane Society and Jennifer Svihus, senior associate, Bentz Whaley Flessner

Grantseeker’s Guide to the Galaxy: The Latest Tips, Tricks, and Trends 
Learning Areas: Grantseeking/Grantwriting 
Whether you are an accidental grantwriter or a seasoned professional looking for the next great idea, this session is for you. Join two self-professed “grant girls” and dozens of your colleagues to learn and share about the latest and greatest tools, techniques, resources, and information for grantseeking. Through this session you will identify crucial information sources for the latest news on grantmaking foundations; practice cutting-edge prospecting strategies such as cohort analysis and 990 discoveries; and learn about technology and hacks to improve your grantseeking process.
Andrea Sanow, development coordinator, Minnesota Council of Nonprofits and Tammy Tilzey, director, Foundant for Grantseekers

Raising Money, Raising Kids: Perspectives on Parenting While Fundraising 

Learning Areas: Career Planning/Personal Leadership and Sector Leadership
Parenting doesn’t come with a guidebook, and being in the fundraising profession while also raising young children can offer unique challenges. In this candid and entertaining session you’ll hear from a diverse panel of fundraisers who will share some of their experiences of parenting while fundraising. We’ll talk about the “F” word (flexibility), plus cover key questions to ask about workplace culture when evaluating a new role. We’ll address common pitfalls faced by parents coming back to work after welcoming a child, and talk about what to do when things feel overwhelming. You’ll also have the chance to connect and learn from other parents, ask questions, and share your experiences and insight. You will leave this session with increased confidence in your ability to meet your goals at home and at work, and gain new perspective and tools that will help you better manage the responsibility of parenting while fundraising.
Georgina Chinchilla Gonzalez, grants and institutional support manager, Saint Paul Chamber Orchestra; Jon Delwiche, director of development, Breakthrough Twin Cities; Brie Geurink, vice president of advancement, Opportunity Partners; Aileen Kasper, director of development and communications, Genesys Works Twin Cities; Frank Mumford, major gifts officer, Greater Twin Cities United Way; and Jules Wilkins, principal, JulesWrites.com and director of external relations, COMPAS 

Talking Taxes: Supporting the Sector and Your Mission 
Learning Areas: Sector Leadership and Fundraising Trends
In this fast-paced workshop, you will learn how your communities’ tax structure is a mirror of community values, why nonprofits have a stake in creating fair and just tax policy, and that anyone can understand the basics of tax policy. You will engage in conversation about what taxes should pay for and what private sources should pay for. By working cross-sector instead of issue by issue, we can exercise our aggregate clout with lawmakers and at the ballot box to create communities which reflect the values of the common good. As a fundraising conference workshop - this session helps to identify leverage points to advocate for more funding for the causes you and your nonprofit care about. You will be amazed at how effective you and your nonprofit can be without adding significantly to your workload.
Kim Klein, speaker and author, Klein & Roth Consulting

Sponsored by:

Fredrickson Byron

Hosted by:

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