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AFP MA Conference 2014
1. Association of Fundraising Professionals • Massachusetts Chapter
GENEROSITY
AND THE
PHILANTHROPIC
SPIRIT
Keynote Speaker
KENNETH R. FEINBERG
AFPCONFERENCEM A S S A C H U S E T T S C H A P T E R
2014
WESTIN BOSTON WATERFRONT HOTEL • OCTOBER 9, 2014
2. Letter from the Conference Chairs
Dear Friends and Colleagues,
Welcome to the 2014 AFP MA Conference on
Philanthropy. This year represents the 31st annual
conference organized by the Massachusetts Chapter.
We have strategically balanced a broad array of top-
ics across sectors and audience levels, and recruited
distinguished professionals in the field who can pres-
ent best practices on these topics. We hope you have
found a group of sessions in this program that meets
your unique needs and career.
AFP MA Chapter is proud to present Kenneth R.
Feinberg as the keynote speaker and looks forward
to hearing Mr. Feinberg’s reflections on his role as
Administrator of the One Fund Boston. Mr. Feinberg is
a Massachusetts native and also serves as Chairman of
the Board of the John F. Kennedy Library Foundation.
We urge you to visit the Library this year if you have a
chance, as well as join us in welcoming Mr. Feinberg
in the Grand Ballroom today at 12:30 pm.
We’re so glad you are here!
Sara Andrews
Chief Development Officer
Partners HealthCare System
Tomasz Kierul, CFRE
Senior Development Officer
Archdiocese of Boston
3. Table of Contents
2 General Information and Hotel Floor Plan
4 About our Keynote Speaker, Kenneth R. Feinberg
5 Session Descriptions organized by time
13 CFRE Tracking Sheet
14 Exhibitor & Sponsor Directory
15 Sponsors
16 2014 AFP MA Board of Directors
17 2014 AFP MA Conference Committee
Conference at a Glance
8:00 – 9:00 Registration, Networking & Breakfast
Concourse Level
9:00 – 10:15 First Session (75 Minutes)
Concourse & Mezzanine Levels
10:15 –10:30 Morning Break
Exhibitor Hall
10:30 – 11:45 Second Session (75 Minutes)
Concourse & Mezzanine Levels
11:45 –12:30 Luncheon & Annual Meeting
Grand Ballroom
12:30 – 1:30 Keynote Speaker (Book signing at 1:30-1:45 pm)
Grand Ballroom
1:45 – 3:00 Third Session (75 Minutes)
Concourse Mezzanine Levels
3:00 – 3:15 Afternoon Break
Exhibitor Hall
3:15 – 4:30 Fourth Session (75 Minutes)
Concourse Mezzanine Levels
4:30 – 6:00 President’s Reception
Sauciety Restaurant
4. 2
General Information
REGISTRATION: CONCOURSE LEVEL
The Registration Desk will be available beginning
at 8:00 am until 4:30 pm. Here you will find your
name badge, printed program and other handouts.
For your convenience, on the back of your name
badge you will find your session choices.
INFORMATION BOOTH:
Have a question or need directions? Visit the
Information Booth located in the Grand Ballroom
Foyer on the Concourse Level.
MOBILE APP:
Download our interactive
mobile app! You can take
notes, view presentations
and more, directly on your
smartphone or tablet.
PARKING VALIDATION:
If you parked in the Westin garage, validation tick-
ets are available at a discounted rate of $23. Please
find an AFP validation card in your registration
packet or at the information desk and submit it to
the pay station in the lobby, located near the hotel
front doors. The hotel will honor the card only at
the pay station.
Validation will not be available if you exit the hotel
without pre-paying at the pay station with your AFP
validation card at the pay station.
EXHIBITOR HALL BOOK STORE:
The Exhibitor Hall is located on the Concourse
Level Grand Ballroom Foyer and is open from 8:00
am until 3:30 pm. Take this opportunity to meet
with suppliers, consulting opportunities and other
organizations. To find information about certain
exhibitors and locate them within the Exhibitor
Hall, look to page 14 for the Exhibitor Directory.
The bookstore, also located in the Grand
Ballroom Foyer is a great resource to find the latest
publications on philanthropy. Cash or check only,
unfortunately we are unable to accept credit cards.
CAREER TABLE:
Looking for a job? Come visit the AFP MA Career
Table located in the Grand Ballroom Foyer. There
you will find local job opportunities to assist you in
your search.
AFP INTERNATIONAL MEMBERSHIP BOOTH:
Located on the Concourse Level in the Grand
Ballroom Foyer, stop by and speak with an AFP
International representative. Find out the benefits
of membership that extend beyond discounted
programs and receive a coupon worth a discount
on an annual membership.
FINDING YOUR WAY AROUND:
All conference activities take place on the Concourse
and Mezzanine Levels. The Mezzanine Level is two
floors up from the Concourse Level. To get there, take
the escalator to the Lobby Level and walk straight
ahead to the next escalator, the Lobby escalator,
which you will take to the Mezzanine Level. Alterna-
tively, there is an elevator located on the Concourse
Level to the left of the Concourse escalator.
ARE YOU A CFRE?:
Full participation in the 2014 AFP MA Conference
on Philanthropy is applicable for 6 points in Category
1.B - Education of the CFRE International application
for initial certification and/or re-certification. For your
convenience a tracking sheet is included in this
program on page 13.
ATM:
There are 2 ATMs located in the lobby of the hotel.
One is located beside the Starbucks and the second is
on the opposite side of the lobby.
WIFI:
WiFi access is available in the lobby of the hotel. To
access WiFi in other areas such as the Concourse
and Mezzanine Levels, the price is $50 per person.
If you would like to purchase access please visit the
Information Desk.
6. 4
KENNETH R. FEINBERG
The keynote speaker will present during the plenary
luncheon in the Grand Ballroom. Harvard Book Store
will be onsite in the Grand Ballroom Foyer from 11:45
am – 1:45 pm if you wish to purchase Mr. Feinberg’s
book. Don’t miss the book signing at 1:30 – 1:45 pm in
the back of the Grand Ballroom, immediately following
the keynote address.
Managing Partner, Feinberg Rozen, LLP; Chairman,
John F. Kennedy Library Foundation; and Administrator
of The One Fund Boston
“Generosity and the Philanthropic Spirit:
Reflections from the Administrator of
The One Fund Boston”
Kenneth R. Feinberg is an attorney who specializes in
mediation and alternative dispute resolution. Founder
of the law firm Feinberg Rozen, Mr. Feinberg graduated
from the University of Massachusetts/Amherst cum laude
and received a law degree with honors from New York
University School of Law. He was appointed Special
Master of the Federal September 11thVictim Compensation
Fund by Attorney General John Ashcroft and worked in that
capacity pro bono for 33 months. Mr. Feinberg recently
served as the government-appointed administrator of the
BP Deepwater Horizon Disaster Victim Compensation
Fund. Most recently, the Governor of Massachusetts and
the Mayor of Boston appointed Mr. Feinberg Administrator
of the One Fund Boston to compensate the victims of
the Boston Marathon bombings. Mr. Feinberg has been
appointed Adjunct Professor of Law at some of the nation’s
leading law schools including Harvard, Columbia, New
York University, and the University of Pennsylvania. He
is currently Chairman of the Board of Directors of the
President John F. Kennedy Library Foundation in Boston.
K E Y N O T E S P E A K E R
12:30 –1:30pm
7. 5
9:00 –10:15am
Board Appeal: Engaging Your Greatest Asset
Josh Kraft, Nicholas President and CEO,
Boys Girls Clubs of Boston
Alexandra Fuchs, Executive Vice President,
Development, Boys Girls Clubs of Boston
Dana Smith, Board Chair, Boys Girls Clubs of Boston
Topic: Major Gifts
Audience Level: Mid-Level to Advanced
Commonwealth C
You can work at a well-run non-profit with an outstanding
mission, excellent reputation and strong legacy. But
building a committed, engaged Board is critical to
sustaining each organization and investing in its future.
Come hear from a CEO and Board Chair, who each have
more than 20 years of service to Boys Girls Clubs of
Boston, about how they approach Board engagement on
multiple levels. From Board, event and ad hoc committees
to volunteer opportunities, the senior Board and staff
leadership work hand-in-hand with the Development team
and staff across the agency to engage all stakeholders in
the mission. The end result is not only a deeper philan-
thropic commitment, but also a sense of ownership that
empowers your Board to be true champions for your
organization. Session sponsored by Partners HealthCare
System.
The New Job Security:
The 5 Best Strategies for Taking Control
of Your Career
Pam Lassiter, President, Lassiter Consulting
Joan Hadly, Senior Vice President, Advancement,
Museum of Science, Boston
Topic: Management
Audience Level: Mid-Level to Advanced
Commonwealth B
Your job security, either in your current job or in the one
you’re planning, is about to take a leap forward. Pam
Lassiter, President of the global career management firm,
Lassiter Consulting, along with Joan Hadly, Senior Vice
President of Advancement at the Museum of Science,
will bring you creative, fresh practices and approaches
for thriving in your philanthropy career. Pam will
overview the 5 best strategies for taking control of your
career as described in her book, The New Job Security,
recipient of the Editor’s Choice award from the Wall
Street Journal’s career website. She and Joan will then
go into “deep dives” with you on creating work that you
love and building networks that keep giving. Interactive
discussions will help you build your own career road
map. Come hear about building your own job security
and leave with new ideas that will help you be successful
today and tomorrow.
Community-based Capital Campaigns:
A Non-Traditional Approach
Arlene Fortunato, Chief Development Officer, The Kraft
Center for Community Health
Suzanne Kenney, Executive Director, Project Place
Topic: Capital Campaigns
Audience Level: Beginner
Adams
Throughout the region and across the nation, nonprofit
institutions are announcing surpassed campaign goals in
the billions of dollars. With built-in, renewable constituencies
of grateful patients and alumni, there is no end to the
opportunity to secure huge gifts and reward donors with
meaningful recognition that carries social, professional
and personal prestige. But how do you create, mount and
succeed at a capital campaign for an organization with
no natural constituency? Organizations serving the poor,
disenfranchised, homeless and other wise vulnerable
populations face seemingly insurmountable challenges
and many succeed at meeting campaign goals. This
session will focus on the differences between traditional,
institutional campaigns and the creative and entrepreneurial
approaches that must be employed to identify, develop
and leverage new constituencies while maintaining
fidelity to the mission and the effectiveness of existing
leadership. Organizational readiness, brand awareness
and market positioning as well as building a case and
establishing a unique value proposition will be explored.
10 Easy Steps to Rocking Your
Online Communications
Ann-Marie Harrington, President and Founder,
Embolden
Karen Santilli, Chief Marketing Strategy Officer,
Crossroads
Topic: Communications
Audience Level: All
Faneuil
Does your staff agree on your nonprofit’s online commu-
nication goals? Are the goals measurable and trackable?
Do you know whose attention you need to grab? Which
messages should shine and how do you craft content
that’s engaging and actionable? If your organization isn’t
able to agree on the answers to questions like these, you
may need an Online Communications Strategy (OCS).
An OCS provides a foundation for determining your
measurable goals, which key audiences you need to
reach, and identifying what you want them to think, feel
and do – depending on your goals – and establishing
measures of success.
E A R LY M O R N I N G S E S S I O N S
8. 6
This session will get at the core of a successful OCS
that can guide everything from targeted websites and
e-newsletters to Facebook posts and tweets. We’ll outline
10 steps for creating an OCS that can improve all of your
digital communications. We’ll use Crossroads Rhode
Island’s successful website and communications as an
example, and Karen Santilli, Crossroads’ Chief Market-
ing Strategy Officer will speak to how developing a
communications strategy helped align their overarching
organizational goals with their online communications
through design, usability, storytelling and content man-
agement.
You will leave the session with a solid understanding of
what an OCS is and what it should include and hands-on
suggestions for creating an OCS back at your office.
Leadership Annual Fund: Step it Up!
Motivating Donors to Reach Higher
Hilary Marshall, Senior Director, Leadership Gifts,
Boston Children’s Hospital Trust
Kelley Stewart, Vice President, Client Solutions,
Pursuant-Ketchum
Topic: Annual Giving
Audience Level: Mid-Level
Grand Ballroom CD
Gone are the days of annual funds being reserved for
direct mail and telemarketing. In today’s fundraising
environment, strategic and well-run mid-level donor
programs incorporate the entire spectrum of fundraising
success – from cultivation, to solicitation, to steward-
ship. Come hear the top 5 things you need to know to
increase revenue from “the middle of the pack” while
identifying and pipelining prospects for increased giving.
No matter the size of your shop, you will learn tricks and
tactics that anyone can put in place to take your fund-
raising to the next level.
Weaving Ethics Into Your
Fundraising Program
Catherine Squires, CFRE, Vice President,
Tufts Medical Center Trust
Topic: Ethics
Audience Level: All
Bulfinch
Too often we view ethics in ways that trap us in a mode
of antiquated thinking. We know our code is there,
but we use it episodically – when problems arise. This
session will not only reinforce the importance of ethical
fundraising to practitioners, it will focus on integration
of ethical practice into our fundraising programs, and –
importantly – into our organization’s culture. Participants
will review case studies based on real life examples, and
come away with a toolkit to assist in furthering the ethics
conversation within their organizations.
Trending Topics #SpecialEvents
Liz Page, Principal, Liz Page Associates (Moderator)
Terry Mulryan-Toomey, President Founder,
Future Affairs Productions
Emma Roberts, Owner, Capers Catering
Mark DaPonte, Co-Owner Creative Director,
Mirage Design
David Scofield, Technical Coordinator, Shoreline AV
Topic: Special Events
Audience Level: Beginner
Commonwealth A
Join us to learn about the latest trends in producing exciting
nonprofit special events. What’s new and different in
décor, food and beverage presentation, graphic design
and audiovisual services? What approaches are capturing
the imaginations of donors, alumni and community leaders?
Learn cost-saving tips and exciting new trends that will
add a signature spark to your next fundraising gala or
donor cultivation event.
Developing and Deepening Partnerships
between Nonprofits and Institutional Funders
Danielle Klainberg, Principal, DEK Associates
Josie Greene, Director, Josephine and
Louise Crane Foundation
Noreen McMahon, Senior Director of Programs,
The Highland Street Foundation
Carolyn Shaughnessy, Senior Manager,
Social Impact Investment Community
Topic: Corporate and Foundation Relations
Audience Level: Beginner
Alcott
Over the last 10+ years, philanthropy has experienced a
number of important transformations including changes
in the relationships between institutional funders and
grant seekers. While many grant makers have long
recognized the need to help nonprofits build their capacity,
support has traditionally been transactional in the form
of programmatic and sometimes general operating
support grants or even loans. Increasingly, foundations
are providing non-financial support to nonprofits in
the form of consultants, targeted technical assistance,
training session, and some are rolling up their sleeves to
play a direct role and lending skilled experts or workers
to provide pro bono hours to assist with core business
needs such as marketing, evaluating impact, technology,
human resources, and/or finance and accounting. For
some funders, the impetus for greater partnership is to
“leverage their investments (grant money)” and for most
the goal is to ensure grantees can move toward long-
term sustainability. For nonprofits, the opportunity to
collaborate closely with a funder may also increase their
ability to leverage existing relationships into new sources
of revenue.
9. 7
Please come ready to participate in a lively discussion
with funders as they share their views and experience
working with grantees on capacity building and to
provide support, services and the technical assistance
in addition to grant money. Panelists will also discuss
how funding and partnership decisions are made at their
institution and with their colleagues in the field. And,
they will share the expectations that come along with
capacity building support, as well as how impact is
defined and measured. In addition to questions and ideas,
we would love to hear from nonprofits in the audience
about their experiences (good and bad) working on capac-
ity building with funders.
10:30 –11:45AM
Women Philanthropists:
Impact on Giving and Leadership
Alicia Canady Adamson, Senior Director,
Affinity Programs Events, United Way of MA Bay
Lyndia Downie, President and Executive Director,
Pine Street Inn
Kate Guedj, Vice President for Development and
Donor Services,The Boston Foundation (Moderator)
Grace K. Fey, CFA, President, Grace Fey Advisors, LLC
Topic: Major Gifts
Audience Level: Mid-Level to Advanced
Faneuil
Women are increasingly visible as board leaders and
leading donors in non-profit organizations across Boston.
What are the pathways to leadership? What is the value
proposition for nonprofits to focus on women’s philan-
thropy? What is the value to the donors to be involved
in affiliation groups aimed at women as donors? What,
if anything, is the unique contribution of women board
chairs? What is the experience of women philanthropists
and leaders?
This panel will feature leading figures from the non-profit
community to speak to these questions. Our experienced
and knowledgeable group includes Alicia Canady Adamson,
Senior Director, Affinity Programs Events at United
Way of Massachusetts Bay and Merrimack Valley, where
she oversees efforts to engage Women and Real Estate
Professionals; Grace Fey, president of Grace Fey Advisors,
LLC, who has an extensive background in corporate
and non-profit board service and is Chair-Elect of the
Board at The Museum of Fine Arts; and Lyndia Downie,
President and Executive Director of Pine Street Inn,
who partnered with three women board chairs during a
period that included a major strategic initiative, a merger,
and completion of a $20 million capital campaign. The
session will be moderated by Kate Guedj, Vice President
for Development and Donor Services at The Boston
Foundation.
Leadership Level Annual Giving
Stephen M. Rodriguez, Director,
Annual Leadership Giving, MIT Annual Fund
Topic: Annual Giving
Audience Level: Mid-Level to Advanced
Bulfinch
Attract and engage more leadership-level donors to your
annual fund program through stewardship, visits, events,
and more.
Creating a Blueprint for
Philanthropic Success
Susan S. Paresky, Senior Vice President for Development,
Dana-Farber Cancer Institute
Kristine C. Laping, Senior Vice President, Beth Israel
Deaconess Medical Center
Susan E. Rapple, Dean for Resource Development,
Harvard Medical School
Topic: Management
Audience Level: Advanced
Commonwealth B
The good news? Philanthropy is recognized as a critical asset
to most non-profit organizations by their executive teams.
The challenge? Philanthropy must realistically forecast
revenue for 2-4 years; needs to make the case for hiring
the right resources and needs to provide career growth
opportunities to retain talented staff. How do we meet
this challenge?
This session will be all about creating a blueprint for
success by building business/operating plans for your or-
ganization. Presented by three experienced professionals
with proven track records, this is a must attend session
for fundraising leaders.
Top Trends and their Implications for
Fundraising: Positioning for
Maximum Success
Lynn Susman, President and Chief Development Officer,
Boston Children’s Hospital Trust
Ilisa Hurowitz, Principal, West Cambridge Consulting
Topic: Major Gifts
Audience Level: Mid-Level to Advanced
Hale
All organizations strive for a combination of best practices
and new approaches. Is there anything really new about
how to build and sustain strong fundraising programs?
What is the proper balance between tried and true
L AT E M O R N I N G S E S S I O N S
10. 8
fundamentals and innovative approaches? What new
trends are worth paying attention to? How do you
navigate board and volunteer expectations? What is
the impact of constrained institutional resources and
competition in the non-profit sector – both to attract
major philanthropy and to recruit and retain experienced
development professionals?
This session will identify key trends and explore their
implications for fundraising success. Specific examples will
highlight the opportunities and challenges in new trends
accompanied by recommendations as to how initiatives
can maximize near and longer term achievement.
Stewarding Your Major Gifts Donors:
Art or Science?
Maureen Donnelly, Senior Director of Development,
Donor Relations, Massachusetts General Hospital
Nathalie Highland, Deputy Director of Development,
Union of Concerned Scientists
Jennifer McGrath, Director, Stewardship and Donor
Relations, Boston University
Lucinda Zuniga, Director of Stewardship and Events,
Museum of Fine Arts, Boston
Topic: Major Gifts
Audience Level: Advanced
Commonwealth C
The role of Stewardship and Donor Relations is gaining
visibility and prominence in many Development/
Advancement offices. The functions associated with
such work – gift agreements, impact communications,
recognition events, highly individualized approaches
and deliverables – are becoming recognized as
important components for long-term donor retention
and, in some cases, are being formally integrated into
donor/prospect cultivation strategies. The panelists will
address how they approach stewardship for top level
donors at each of their institutions, with some examples.
Even more importantly, they will leave ample time for
interactive discussion, questions, and to be resources for
you and your challenging situations.
Behind the Curtain:
A Closer Look at Corporate Philanthropy
Briana Curran, VP Chariable Giving, Corporate Affairs,
Bank of NY Mellon
Anne Bowie, Public Service Manager,
Wilmer Cutler Pickering Hale and Dorr
Topic: Corporate and Foundation Relations
Audience Level: Mid-Level to Advanced
Commonwealth A
Hear from two corporate philanthropy professionals
about their organization’s charitable giving programs,
examples of their strongest partnerships and the best
ideas for attracting corporate support. The session will
address what corporations look for when selecting
charitable partners, how and why partners get selected
and how companies measure impact and ROI. The
discussion will highlight the do’s and don’ts of working
with corporations and include a group exercise where
audience members will be asked to share their experiences,
both successful and otherwise, for obtaining support from
a corporation. This will be an interactive session that
includes a lot of practical ideas for how to best approach
corporations and develop integrated, successful partnerships.
Engaging with Donors through
Social Media and Online Advertising
Michele Gagne, Senior Director of Development,
Information Management,
Massachusetts General Hospital
Noam Reuveni, Associate Director of Development,
Interactive Solutions, Massachusetts General Hospital
Topic: Communications
Audience Level: All
Alcott
Mass General uses social media and online advertising
to connect with donors and generate new leads. Hear
how they developed a new platform for marketing
philanthropy leveraging free, open-source technology to
re-imagine how they communicated with donors on the
web, through online advertising, email and social media.
An overview of the technology and tactics Mass General
used to grow its online audience by 50% in one year will
be provided, along with examples from Mass General’s
online advertising and social media campaigns.
Jumping on the Data Analytics Bandwagon:
What’s all the Hype About?
Brenda Speight Ricard, Ph.D., Associate Vice President,
Advancement Operations and Planning, Boston College
Linda McIntosh, Executive Director,
Advancement Information Systems and
Prospect Research, Boston College
Jasmina Smajlovic, Data Analyst,
Advancement Information Services, Boston College
Topic: Data/Advancement Services
Audience Level: All
Adams
Wikipedia says “Data analytics is a popular term used to
describe a process of inspecting, cleaning, transforming,
and modeling data to uncover useful information, suggest
conclusions, and support decision making.” What is the
value of using data analytics in fundraising? Come to this
session to get an overview of how to make data work for
you to maximize your fundraising effectiveness. The session
will look at what data can be useful to the question or
problem you are trying to solve; what budget and system
requirements are important; how and why to involve stake-
holders and what to do with the data once we have it.
11. 9
E A R LY A F T E R N O O N S E S S I O N S
12:30 –1:30PM
Kenneth R. Feinberg
Generosity and the Philanthropic Spirit:
Reflections from the Administrator of
The One Fund Boston (Grand ballroom)
1:45 –3:00PM
Getting in on the Ground Floor:
Engaging Young Donors in a Culture
of Giving
Jennifer TumSuden, Director of Annual Giving,
Walnut Hill School for the Arts
Amanda Grazioli, Director of Content Marketing,
Walnut Hill School for the Arts
Topic: Annual Giving
Audience Level: All
Faneuil
Is your donor base aging? Learn how to market your
Annual Fund to younger constituents and educate the
next generation of philanthropists. This session will focus
on student giving programs, integrating social media
throughout the appeal cycle, and utilizing in-house
resources to promote engagement and plant the seed for
solicitation.
Gift Planning Marketing:
Who, What, and When
Rebecca Scott, Senior Director of Development and
Alumni Relations, School of Medicine, Tufts University
Topic: Planned Giving
Audience Level: All
Adams
This presentation will look at the who, what, and when
of gift planning marketing. Who is your best audience for
marketing planned gifts? Data modeling, once the sole
domain of statisticians, has become mainstream and
creating a predictive data model can be an efficient way
to sort your database in order to quickly identify your
best planned giving prospects. We will look at both
simple and more complicated ways to create a predictive
data model for planned giving. In addition, we will
examine the relative merits of different types of marketing
materials (such as postcards, emails, videos, newsletters,
and social media) as ways to encourage people to establish
gift annuities, bequests, and other planned gifts. As two
examples, we will look at Tufts University’s Charles Tufts
Society video and Facebook page. We will also consider
when to market gift planning in order to create urgency
and keep your message at the top of your donors’ minds.
Session sponsored by Crescendo Interactive
Leveraging Your Strengths:
Successful Strategies for
Campaign Fundraising
Jim Thompson, Vice President of Development
Massachusetts General Hospital
Topic: Capital Campaigns
Audience Level: Advanced (Capital Campaigns-specific)
Commonwealth B
Are you preparing for a campaign or in the middle of one?
There are a number of factors that impact the success of
a campaign whether you are in pre-campaign planning,
the quiet phase, or the public phase of your campaign
and are applicable to your campaign whatever its size.
Join Jim Thompson, VP for Development at Massachusetts
General Hospital who will speak to important strategies
and lessons learned along the way that attributed to the
success of The Campaign for the Third Century of MGH
Medicine, a 5-year Campaign which exceeded its $1.5B
fundraising goal to raise $1.72B in the midst of the Great
Recession. This session will shine light on how to advance
a major campaign through leveraging the key role of
volunteers, mobilizing staff members, streamlining
processes, and partnering with Institutional Leadership.
These are the key elements for success regardless of the
size of your campaign. Who Should Attend:
This workshop will interest major gift officers, senior
leaders, and anyone who is planning for or in the midst
of a campaign.
Big Data, Massive Potential:
Fundraising in the Era of LinkedIn
and Facebook
Brent Grinna, Founder CEO, EverTrue
Topic: Data/Advancement Services
Audience Level: All
Commonwealth A
Over 60% of Major Donor prospects are on LinkedIn.
Over 70% of your donor base is on Facebook. Yet these
platforms continue to operate at the periphery of most
fundraising operations. This presentation will teach you
how to align social media efforts with existing fundraising
objectives. We will specifically focus on identifying
middle-of-the-pyramid donors through social insights.
We will focus heavily on quantifying the potential for
return-on-investment.
K E Y N O T E P R E S E N TAT I O N
12. 10
L AT E A F T E R N O O N S E S S I O N S
Getting the Best Out of Your Board
Kristina Lentz, Director of Leadership Giving,
Pine Street Inn
Cynthia Woolbright, President, The Woolbright Group
Topic: Major Gifts
Audience Level: Mid-Level to Advanced
Alcott
Your organization’s success requires the dynamic
engagement and full support of your Board and staff.
Is your Board a fundraising partner? Do they actively
engage in solicitations, the philanthropic process, and
strategic planning for the Development Office? More
importantly, do they understand the breadth and depth
of your work in these areas, so as to effectively under-
stand the nuances inherent in the field and not just the
bottom line? Presenters will discuss strategies for getting
the best out of your Board through effective governance
structures, the right organizational leadership and staff
performance measurements for your organization, and
approaches to Board training with regard to development
fundamentals.
Career Progression Management in
Successful Strategic
Talent Management Programs
Martha Hanlon, Director of Staff Development,
Partners HealthCare Development
Jim Montague, Executive Director,
Strategic Talent Management for Resource Development,
MIT
Amy Bronson, Director, Recruitment and Professional
Training, Boston University
Topic: Management
Audience Level: Mid-Level
Hale
Providing opportunities for Career Progression is pivotal
to successful Strategic Talent Management programs
today. Building program infrastructure can be challeng-
ing in our development organizations in an environment
of ever changing business needs. This session will review
best practices to grow your team with limited resources
and address challenges to retaining your organizations
top talent while building career initiatives to align the vi-
sion of your organization and your development strategy.
Intended Audience: Leaders, managers and individuals
vested in deepening their knowledge of career manage-
ment and growth tactics and strategies for career growth
and staff retention.
International Fundraising – Expanding Your
Development Program to Global Audiences
Bradford Wm. Voigt, CFRE, Director of Principal Gifts,
Harvard University (Moderator)
Scott Nichols, Senior Vice President for Development
and Alumni Relations, Boston University
Timothy Brown, Managing Director, Capital Giving (Asia
Pacific), Faculty of Arts Sciences, Harvard University
David A. Woodruff, Associate Vice President and COO
for Resource Development, MIT
Topic: Major Gifts
Audience Level: Mid-Level to Advanced
Bulfinch
Many institutions are expanding their development pro-
grams beyond traditional domestic constituencies here in
the United States to include international donors. Come
learn from three international fundraising experts from
some of our nation’s most esteemed institutions who
have had great success with international donors. They
will share their experience, knowledge, and wisdom
about the challenges and opportunities associated with
globalized philanthropy and how their institutions have
been successful in raising funds internationally.
Special Events:
Six Key Strategies for a Successful Event
Marc Davino, Senior Director of Development
Communications, Victory Programs
Tim Leahy, Vice President of Development and
Communications, Community Servings
Kathy Sheehan, Executive Director, Perkins Trust
Topic: Special Events
Audience Level: Mid-Level
Commonwealth C
Discover the 6 best practices to position your event for
success, maximize fundraising, and maintain longevity.
In this session, our panelists will share ways to: Engage
volunteers, committees and Boards; Recruit, cultivate
and recognize major sponsors; Utilize technology and
social media to increase fundraising; Maximize the
return on investment; Implement effective stewardship
strategies and post-event follow up; and Sustain growth
and maintain longevity. Session sponsored by BidPal
3:15– 4:30PM
Monthly Giving:
Starting and Growing Sustainable Funds for
Your Nonprofit with Tips and Case Studies
from Local Nonprofits
Erica Waasdorp, President, A Direct Solution
Melissa Cording, Manager of Individual Giving Stew-
ardship, Pine Street Inn
13. 11
Topic: Annual Giving
Audience Level: All
Commonwealth B
Monthly Giving is buzzing. If you’re considering starting
a program to retain your annual fund donors or grow an
already existing monthly giving session to the next level,
this session is for you! Melissa Cording of Pine Street
Inn and Erica Waasdorp of A Direct Solution and author
of Monthly Giving. The Sleeping Giant, will share how
much monthly giving programs can add to your bottom
line along with strategies and practical tips on how even
small to mid-size organizations can get started or grow
their programs. Session sponsored by Jet Mail
Current Trends in Corporate Engagement
David Giagrando, Director of Corporate Partnerships,
The Jimmy Fund, Dana-Farber Cancer Institute
Topic: Corporate and Foundation Relations
Audience Level: All
Grand Ballroom CD
This session will explore ways in which corporations can
engage with organizations and how those relationships
can grow and blossom into long-standing and even more
fruitful and impactful relationships over time. Different
types of organizations have different levels and channels
of entry for corporations to become involved. This session
will look at four distinctly different organizations from
the health care, social services, arts, and education fields
and how they have engaged with corporations with the
goal of ultimately yielding increased resources and revenues.
Ten Challenges for Nonprofit Leaders
Stacy Palmer, Editor, The Chronicle of Philanthropy
Topic: Major Gifts
Audience Level: Advanced
Commonwealth A
The Chronicle of Philanthropy is known as the industry
bible, helping fundraisers keep up with the swift currents
of change in society and philanthropy since 1988. The
Chronicle’s editor, Stacy Palmer, has been with the
newspaper since its inception, guiding it and its readers-
through significant social and technological upheaval.
After more than twenty years of careful observation of
the philanthropic scene, join Stacy as she discusses the
Ten Challenges for Nonprofit Leaders.
Finance for Philanthropy:
How to Calculate Your True Potential
Chuck Longfield, Chief Scientist, Blackbaud and
Founder, Target Software and Target Analysis Group
Topic: Data/Advancement Services
Audience Level: Mid-Level
Faneuil
You certainly know how well you are performing relative
to your budget, but do you know how well you’re
performing relative to your potential? Could you be
raising more money? Exactly what is your potential, and
how would you calculate it? You see your competitors
testing something new and wonder “would it work at my
organization and with my donors?” When you struggle to
achieve your goals, do you blame the economy, the stock
market, your marketing agency, or even your management
for failing to give you the necessary resources? But are
those the real reasons? Could it be that you have max’ed
out your potential in one area while not realizing your
potential in another? In this provocative session, Chuck
Longfield will explore the idea of fundraising potential
and provide insight into how you can find pockets of
opportunity within your program and re-deploy your
scarce resources to greater gain.
Creating a Campaign Brand with
Weber Shandwick
Rachel Walt, Group Manager, Weber Shandwick
Mike Nelson, Senior Digital Associate, Weber Shandwick
Topic: Communications
Audience Level: Mid-Level
Alcott
How is a campaign born, and how do you ensure it engages
the community and inspires them to take action? Focusing
on a 2013-2014 campaign from Big Brothers Big Sisters
of Massachusetts Bay, we’ll take you from creative
development and planning to execution and results.
We’ll walk through a 360-degree campaign, showing
how it caught people’s attention year-round through
media placements, video, social activations and community
partnerships. You’ll leave with a better understanding
of how to activate your target audience in-person and
online, as well as some tangible tips for developing your
organization’s next campaign.
Diversity Inclusion:
It Takes a Village
Aligning Values and Actions for Success
Lois Lindauer, Founder and CEO,
Lois L. Lindauer Searches (LLLS) (Moderator)
Patricia Keenan, Senior Philanthropic Advisor,
Facing History and Ourselves
Clare Gunther, Development Director,
YWCA of Greater Lawrence
Sylvia Ferrell-Jones, President and CEO
YWCA Boston
Topic: Management
Audience Level: All
Bulfinch
14. 12
An exploration of how to create a diverse – range of
differences that includes race, class, gender, religious
and sexual orientation and physical ability of a population
– and inclusive environment (the action of embracing
diversity). Representatives from all levels of an organization
(the villages) – a board member, leadership and a staffer
– will share their perspectives on the challenges specific
to each of their roles as they relate to the organization
and provide examples of what has worked and what
hasn’t as they move to implement the goal of creating
a diverse and inclusive environment.
The Next Gen Philanthropist:
The Who, The What, and The How
Robin Cohen, Assistant Director of Annual Giving, Boys
Girls Clubs of Boston
Meggan Levene, Founder and CEO, GVNGTogether, Inc.
Topic: Major Gifts
Audience Level: All
Commonwealth C
You’ve probably heard about the elusive “millennial”
or “next-gen” philanthropist but wonder, “who are
they, where are they, and how do I engage them?” Hear
directly from a next-gen leader involved with a varietyof
local organizations, a development professional who
works directly with next generation of donors at a Boston
nonprofit, and a next-gen leader who believes every
young professional can be a philanthropist with the right
education and through collective giving. Learn about
who this elusive group is, what organizations are doing
to engage with and develop lasting donor relationships,
and how you can use this information to start to or better
engage with this important constituency.
Building the Base of Support for
Small Shops
Tanya Holton, Senior Director of Development
The Schwartz Center for Compassionate Healthcare
(Moderator)
Jane Carroll, Vice President of Development,
Mount Auburn Cemetery
Suzanne Tompkins, Vice President of Development,
Zoo New England
Topic: Multiple Topics
Audience Level: All
Adams
How do smaller shops with limited resources build the
base of support? How do they successfully identify and
engage new donors through events, membership, annual
giving campaigns, advisory groups, and other vehicles?
Jane Carroll, Vice President of Development, Mount
Auburn Cemetery, and Suzanne Tompkins, Vice President
of Development, Zoo New England will share their
experiences with how their small shops are successfully
identifying and engaging new donors and building their
base of support.
Learning Objectives: Building the base of support for
annual giving. Strategies for successfully working with
limited staffing and financial resources and no built-in
constituency. Techniques for identification, engagement,
solicitation and stewardship.
4:30 – 6:00PM
President’s Reception, Sauciety Restaurant (Lobby Level)
P R E S I D E N T ’ S R E C E P T I O N
15. 13
Continuing Education
P O I N T S T R A C K E R
CFRE International has developed this form as a way for you to quickly track (and keep in your files!) the con-
tinuing education sessions you have attended. Simply check the boxes next to the sessions you attended. At the
end of the conference, add up the total number of hours. Keep this sheet and you will be ready to complete
your application form. All of the session slots listed are eligible for continuing education points on your CFRE
application for initial certification and/or recertification. Sessions not listed here are not eligible for points.
Complete participation in this activity qualifies for 6 CFRE Continuing Education Points. (Complete par-
ticipation is defined as an individual attending an educational session during each time slot in which such a
session is offered.) Partial participation in this activity qualifies for 1 CFRE Continuing Educational Point per
educational session contact hour; partial hours may be counted in increments of .25 points per 15 minutes.
Activity Organizer: - Association of Fundraising Professionals, MA Chapter
Title of Activity: - 2014 Conference on Philanthropy
Names of Presenter(s): - Various
Dates and Location: - 9 October, 2014 Westin Boston Waterfront
CFRE International
Certifying Fundraising
Executives
Setting Standards
in Philanthropy
SESSION 1:
9:00 am – 10:15 am (1.0 pts)
Board Appeal
The New Job Security
Community-based Capital Campaigns
10 Easy Steps
Leadership Annual Fund: Step it Up!
Weaving Ethics Into Your Fundraising
Trending Topics #SpecialEvents
Developing and Deepening Partnerships
SESSION 2:
10:30 am – 11:45 am (1.0 pts)
Women Philanthropists
Leadership Level Annual Giving
Creating a Blueprint
Top Trends and Their Implications
Stewarding Your Major Gift Donors
Behind the Curtain
Engaging with Donors through Social Media
Jumping on the Data Analytics Bandwagon
KEYNOTE:
12:30 pm – 1:30 pm (1.0 pts)
Generosity and the
Philanthropic Spirit
SESSION 3:
1:45 pm – 3:00 pm (1.0 pts)
Getting in on the Ground Floor
Gift Planning Marketing
Leveraging Your Strengths
Big Data, Massive Potential
Getting the Best Out of Your Board
Career Progression Management
International Fundraising
Special Events: Six Key Strategies
SESSION 4:
3:15 pm – 4:30 pm (1.0 pts)
Monthly Giving
Current Trends in Corporate Engagement
Ten Challenges for Nonprofit Leaders
Finance for Philanthropy
Creating a Campaign Brand
Diversity Inclusion
The Next Gen Philanthropist
Support for Small Shops
Total number of points attained: _____
16. SINGLE EVENT
SPONSOR
Development Guild/DDl
617-277-2112
www.developmentguild.com
Table A1
PATRONS
CCS Fundraising
800-223-6733
www.ccsfundraising.com
Table L1
The Chronicle
of Philanthropy
202-466-1200
www.philanthropy.com
Not exhibiting
Copley Raff Inc.
Rising Tide Direct LLC
617-454-1110
www.copleyraff.com
617-454-1090
www.risingtidedirect.com
Table A2
BENEFACTORS
Amergent
800-370-7500
www.amergent.com
Not exhibiting
Boston Medical Center
617-638-6717
www.bmc.org
Not exhibiting
Boston University Center
for Professional Education
617-358-2928
www.bu.edu/professional
Table B1
Graham-Pelton
Consulting, Inc.
800-608-7955
www.grahampelton.com
Table B2
FRIENDS
Bay Path College,
The Graduate School at
Bay Path College
413-565-1332
www.baypath.edu
Table F8
BCG Connect,
Direct Marketing
800-767-0067
www.bcgconnect.com
Table F11
Changing Our World, Inc.
646-264-2658
www.changingourworld.com
Table F10
DonorPerfect
Fundraising Software
800-220-8111
www.donorperfect.com
Table F5
Embolden
401-723-7720 x103
www.embolden.com
Table F9
Greater Giving
503-597-0344
www.greatergiving.com
Table F3
Grossman Marketing Group
617-623-8000
www.grossmanmarketing.com
Table L2
Lois L. Lindauer Searches
617-262-1102
www.lllsearches.com
Table F7
MajorDonors.com
617-596-6086
888-820-0620
www.majordonors.com
Not exhibiting
MSP Digital Marketing
203-594-7439
www.mspdigital.com
Table F6
Pentera, Inc.
317-875-0910, x300
www.pentera.com
Table F2
Ruotolo Associates Inc.
201-568-3898
www.ruotoloassociates.com
Table F4
Telosa Software
650-853-1100 x100
www.telosa.com
Table F1
CONFERENCE
SESSION SPONSORS
BidPaI, Inc.
888-729-0399
www.bidpal.com
Table S3
Crescendo Interactive, Inc.
800-858-9154
www.crescendointeractive
.com
Table S1
Jet Mail Services, Inc.
978-567-6724
www.jet-mail.com
Table S2
Partners HealthCare System
617-724-9624
www.partners.org
Not exhibiting
14
Exhibitor Sponsor Directory
AFP MAChapter greatly appreciates the
following sponsors whose support underwrites this conference
and an array of educational and professional development
opportunities throughout the year.
F3 B1F1F5 A1
Grand Ballroom Foyer Exhibitor Hall
Grand Ballroom
F4
S1
F6
S2
B2
F9
F7
S3
F2
F10
A2 REGISTRATION
F8
CommonFoyer
L1L2
F11
17. DEVELOPMENT GUILD/DDI
rising tide direct
15
Sponsors
SINGLE EVENT SPONSOR
PATRON SPONSORPATRON SPONSOR
PATRON SPONSOR
Development Guild/DDI is a management consulting firm that partners with leading nonprofits to deliver the strategy,
talent, and philanthropic resources that impact organizations and mission delivery. We collaborate with boards and
executive leaders across the nonprofit sector, particularly in the fields of education, health science, the arts, and
social justice. Founded in 1978, Development Guild/DDI has a staff of over 30 and maintains offices in Boston and
New York. Visit us at www.developmentguild.com.
Copley Raff Inc. is one of the nation’s most respected
nonprofit management and philanthropy consulting, im-
plementation, training and executive search firms. Rising
Tide Direct LLC is a full service multi-channel agency
that crafts direct response fundraising campaigns using
uncommon wisdom to get unparalleled results. Together,
CRI and RTD provide comprehensive integrated services
from planning to direct marketing to major campaigns...
creating synergy between all aspects of your philanthro-
py enterprise, and ensuring your major donor pipeline is
full and maximized.
Visit: copleyraff.com and risingtidedirect.com
The Chronicle of Philanthropy is the leading source for
trends in fundraising, giving, and nonprofit management,
plus exclusive data and surveys, webinars, and Philan-
thropy Careers.
CCS, a leading global fundraising consulting and manage-
ment firm, provides fundraising, development services
and strategic consulting to organizations across every
non-profit sector. For more, visit www.ccsfundraising.com
BENEFACTOR SPONSORS
- Amergent
- Boston Medical Center
- Boston University Metropolitan College -
Center for Professional Education
- Graham - Pelton Consulting
FRIEND SPONSORS
- Bay Path College
- BCG Connect,
Direct Marketing
- Brigham Women’s
Development Office
- Changing Our World
- DonorPerfect
- Embolden
- Greater Giving
- Grossman
Marketing Group
- Lois L. Lindauer Searches
- MajorDonors.com
- MSP Digital Marketing
- Pentera, Inc.
- Ruotolo Associates, Inc.
- Telosa
18. 16
2014 AFP MA Board of Directors
President
Gregg A. Chambers
Assistant Head of
School for Mission
Advancement
Fontbonne Academy
President Elect
Paul Swindlehurst
Chief Advancement
Officer
Community
Resources for Justice
Past President
Catherine Squires,
CFRE
Vice President
for Development
Tufts Medical Center
Treasurer
Hugo De La Rosa
Associate Director,
Special Events
Secretary
Margot A. Biggin
Executive Director
of University
Advancement
Tufts University
VP, Administration
Sara J. Andrews
Chief Development
Officer
Partners Healthcare
System
VP, Conference
Tomasz Kierul, CFRE
Senior Development
Officer
Archdiocese of Boston
VP, Education
Shelley Brown
Vice President
of Operations
Boston Children’s
Hospital Trust
VP, Membership
Tanya Holton
Senior Director
of Development
The Kenneth B.
Schwartz Center
VP, Diversity
Yumi Yasutake
Leadership Giving
Officer
MIT
VP, Communications
Alicia Ianiere
VP, Capital
Leadership Giving
Pine Street Inn
Directors at Large
Meghan Canal
Special Events
Manager
Partners HealthCare
System
Kate R. Guedj
VP for Development
and Donor Services
Boston Foundation, Inc.
Kristina Lentz
Director of
Leadership Giving
Pine Street Inn
Douglas MacPherson
Vice President
of Development
Public Relations
Horace Mann
Education Association
Cristine More, CFRE
Senior Consultant
CC Consulting
Company
Christopher S.
Mosher, J.D.
Consultant
Registry of College
and University
Presidents
Valerie Navy Daniels
Chief Development
Officer
American Red Cross of
Eastern Massachusetts
Scott Nichols
VP of Development
Alumni Relations
Boston University
Usha Pasi
Chief Development
Officer
Facing History
and Ourselves
Kathy Sheehan
Executive Director of
the Perkins Trust
Perkins School for
the Blind
Yong Hee Silver
Senior Major Gifts
Officer
Boston Symphony
Orchestra
Beth Tishler
Consultant to the
Nonprofit Community
Suzanne Tompkins
Vice President
of Development
Zoo New England
Stephanie L. Truesdell
Director of
Development
Milton Academy
Bradford Wm. Voigt
Director of Principal
Gifts for the Arts
Harvard University
19. 17
2014 AFP MA Conference Committee
A Special Thank You to Our Scholarship Donors
Conference Co-Chair
Sara Andrews
Chief Development
Officer
Partners Healthcare
System
Conference Co-Chair
Tomasz Kierul, CFRE
Senior Development
Officer
Archdiocese of Boston
Programming Chair
Cristine More, CFRE
Senior Consultant
CC Consulting
Company
Engagement
Communications Chair
Robbie Samuels
Senior Manager
of Events and
Donor Engagement
GLAD
Sponsorship Chair
Christopher
Mosher, J.D.
Consultant
Registry of College and
University Presidents
Scholarship Co-Chair
Beth Tishler
Consultant to the
NonProfit Community
Scholarship Co-Chair
Margaret McNamara
Director of Corporate
and Foundation
Relations
Appalachian
Mountain Club
Programming
Committee
Rob Ayles
Associate Director
of Development
Tufts University
Dennis Boyer
Meghan Canal
Associate Director
Special Events
Partners HealthCare
Robin Cohen
Assistant Director of
Annual Giving
Boys Girls Clubs
of Boston
Elsa Gomes Bondlow
Director
of Development
Mira Coalition
Leah Hoover
Consultant
Fundraising Partnerships
Kate Mason
Director of Professional
Development
Partners HealthCare
Vanessa Medeiros
Division Executive
Director
March of Dimes
Joanna Rothman
Director
of Development
Gateways: Access to
Jewish Education
Jennifer Weinstock
Senior Development
Officer
Gann Academy
AFP MA Chapter
Office
Carrie Winchman
Chapter Manager
Ashley Skerry
Chapter Administrator
Sara Andrews
Meghan Canal
Gregg Chambers
Sue DeMarco
Elizabeth Drew Scholl
Alicia Ianiere
Tomasz Kierul
Kathleen Kilgore
Margaret McNamara
Cristine More
Partners HealthCare
System
Steve Pekock
Christopher Thomas
Beth Tishler
Stephanie Truesdell
Bradford Voigt
Yumi Yasutake
Proceeds from the
AFP MA Development
Guild/DDI hosted Key
Decision Makers Forum
20. Association of Fundraising Professionals • Massachusetts Chapter
SINGLE EVENT SPONSOR
PATRON PATRON
PATRON
DEVELOPMENT GUILD/DDI
