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CONFERENCE

FRONT-LINE FUNDRAISING: DONOR-DRIVEN STRATEGIES FOR SUCCESSJanuary 18 - 20, 2017New Orleans, LA

CONFERENCE

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VISIT EVENT PAGE

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More effectively identify, cultivate, solicit, and steward donors with an innovative relationship-based strategy.

OVERVIEW

Learn how to use engagement-focused strategies to lead your institution to a more secure fundraising future. Using current research into donor decision-making, philanthropy expert Jim Langley will walk you through a more productive and easily measured approach to the fundraising process, including:

� Moving past capacity to the indicators of a true propensity to give

� Using interviews for both research and cultivation purposes

� Developing projects that engage prospects and steer solicitation timelines

� Knowing when and in what settings to deploy faculty and volunteers

Past attendees of Jim Langley conferences have enjoyed his personalized and innovative approach to fundraising training. Don’t miss this opportunity to learn from Jim in this intimate conference setting.

PRE-CONFERENCE WORKSHOP: DEVELOPING AN OBJECTIVE BASELINE TO MEASURE ADVANCEMENT PROGRESS

This workshop will show you how to evaluate your advancement operation with objective criteria to establish baseline measures that can help you manage up, across, and down. With these baselines in place, clearer goals can be set and evaluative metrics can be applied in a more fair and rational manner.

WHO SHOULD ATTEND

Frontline fundraisers, professionals managing a portfolio, or advancement leadership managing the fundraising staff will all benefit from this conference. If you are looking for new donor strategies, if you are new to the field and looking to get up to speed, or if you need to understand the advancement field in greater depth, this conference is for you.

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LEARNING OUTCOME

After participating in this conference, you will be able to more effectively identify, cultivate, solicit, and steward donors with an innovative relationship-based strategy.

CONTACT US FOR MORE INFORMATION

Contact David Boggs, Associate Program Manager [email protected] or 720-988-1215 if you’d like additional information about the program.

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AGENDA

WEDNESDAY, JANUARY 18, 2017

Pre-Conference Workshop: Developing An Objective Baseline to Measure Advancement Progress

8:30 - 9:00 a.m.Registration for workshop attendees and breakfast (included in workshop registration fee)

9:00 a.m. - 12:00 p.m.Pre-Conference Workshop: Developing An Objective Baseline to Measure Advancement ProgressMany advancement leaders find themselves responding to subjective and varied judgments about the state of advancement from their presidents, board members, academic officers, CFOs and others. Advancement is a field that everyone thinks they know, but a practice that few truly understand. This workshop will show you how to evaluate your advancement operation with objective criteria to establish baseline measures that can help you manage up, across, and down. With these baselines in place, clearer goals can be set and evaluative metrics can be applied in a more fair and rational manner.

12:00 p.m. - 1:00 p.m.Lunch for workshop attendees (included in registration fee)

MAIN CONFERENCE

12:30 - 1:00 p.m.Registration for main conference attendees

1:00 - 1:15 p.m.Opening Comments and Introductions

1:15 - 2:45 p.m.Setting the Scene: The Culture of PhilanthropyThis opening session and activity will outline the building blocks of a culture of philanthropy through the prism of appreciation, affiliation, and agency. With the building blocks of philanthropy in mind, you will conduct an audit to identify where your institution falls within the framing of these three building blocks. Your audit will help to guide your conference experience.

2:45 - 3:00 p.m.Break

3:00 - 4:30 p.m.Understanding Donor Perceptions and TrendsResearch reveals endless clues about why donors give, and the trends are changing. Individuals with large net worth demonstrate philanthropic behaviors that vary from overall patterns, and the rise of entrepreneurial wealth is creating a new era and a new kind of philanthropy. This session will explore current perceptions and trends to help you pinpoint the most promising opportunities and pursue them with the greatest probability of success.

4:30 - 4:45 p.m.Day 1 closing thoughts and Q&A

4:45 - 5:45 p.m.Networking reception (included in registration fee)

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AGENDA

THURSDAY, JANUARY 19, 2017

8:30 - 9:00 a.m.Continental breakfast (included in registration fee)

9:00 - 10:00 a.m.Defining the Process: The Phase-and-Flow ModelThe classic identification-to-cultivation-to-solicitation model fails to effectively develop and deliver compelling cases for support. The innovative phase-and-flow model solves that problem. During this session, you will learn how the model functions along with how it makes major gift work more efficient, better measured, and more productive.

10:00 - 10:15 a.m.Morning break

10:15 - 11:30 a.m.Identification and ProspectingA shift of focus from capacity to propensity can dramatically increase the success of your development operation. This session will explore practical examples to show how a rigorous analysis of these variables will lead to more successful solicitations.

11:30 a.m. – 12:00 p.m.Case Study: Identification and Prospecting AnalysisWith the rubric provided along with insights from the presentation, analyze the case studies in pairs then share your group's thoughts and findings with everyone at the table. Following the analysis will be an open Q&A.

12:00 p.m. - 1:00 p.m.Lunch (included in registration fee)

1:00 - 2:00 p.m.Discovery and Creative EngagementThe discovery and creative engagement phases of the model deal explicitly with the art and science of the major gift process. Highly innovative—yet proven—approaches will be shared, including:

� Strategies to reveal donors’ giving interests

� Using students or volunteers as interviewers

� Designing creative programs that engage prospects in the life of your institution

2:00 - 3:15 p.m.Building a Better Development InterviewFrom speaking to prospects about their animating passions or faculty about their groundbreaking research, key interviewing skills are essential for good advancement work. This session will help you hone your interview strategies, including preparing the right questions, identifying important responses, and utilizing post-interview best practices. Using scripted prompts, there will be opportunity at the end to practice interviewing skills and discussing various ways to approach these conversations.

3:15 - 3:30 p.m.Afternoon break

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AGENDA

THURSDAY, JANUARY 19, 2017 (CONTINUED)

3:30 - 5:00 p.m.Project assignment and day 2 closing thoughts and Q&AThe assignment of prospects to projects is the heart of the phase-and-flow model of securing major gifts. American philanthropy is project-oriented, yet many institutions define only broad goals that have limited donor appeal. This session will provide specific examples of how your institution can translate its goals into compelling projects that will induce higher levels of philanthropic support.

Evening | Project WorkPrior to the conference, you will be asked to identify a challenging fundraising initiative at your institution. In the evening following the conference’s second day, you will be charged with incorporating new considerations to develop your initiative into a more compelling, project-style case for donors, including:

� Project scope, scale, distinctions, and beneficiaries

� Success plans and accountability measures

� Matching content to gift size

FRIDAY, JANUARY 20, 2017

8:30 - 9:00 a.m.Continental breakfast (included in registration fee)

9:00 - 9:30 a.m.Project FeedbackYou will begin day 3 by sharing the compelling case you developed overnight. Jim and your fellow participants will offer feedback and additional ideas for developing your case further.

9:30 - 10:15 a.m.Solicitation and StewardshipThe strategic use of solicitations, not only to secure commitments, but also to plant seeds and further engage the donor, is a key component of the phase-and-flow model. This session will challenge, if not debunk, many long-held assumptions about soliciting gifts, and address many important questions, including:

� Do we rush to solicitation and thereby fail to optimize the potential of most donors?

� Are too many solicitations a form of ambush?

� Should we press for an answer at the solicitation or make sure we avoid a “no”?

10:15 - 10:30 a.m.Morning Break

10:30 - 11:45 a.m.Action PlanningIn this concluding working session, you will engage in a group exercise to identify your anticipated challenges as you prepare to return to campus and move your shop towards an engagement-focused fundraising strategy. Jim Langley will suggest solutions to your challenges and help you craft a plan for gaining buy-in across campus.

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AGENDA

FRIDAY, JANUARY 20, 2017 (CONTINUED)

11:45 a.m. - 12:30 p.m.Effective Use of Academic Leaders and VolunteersThis session will explore the role academic leaders and volunteers can play in securing major gifts, a perennially challenging issue. In an interactive session that encourages conversation among you and your peers, these and similar questions will be explored:

� Are most volunteers more trouble than they are worth?

� Do we ask too much of our presidents?

� How do we make effective use of our deans and other academic leaders?

� How do you break in a new or socially awkward academic dean?

� How do you decide who should be in on a solicitation?

� You are encouraged to submit your own questions and challenges.

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INSTRUCTOR

James M. Langley, Founder and President, Langley InnovationsBefore forming his own comprehensive advancement consulting firm, Jim served as vice president for advancement at Georgetown University. At Georgetown, he led the institution’s offices of alumni affairs, strategic communications and marketing, development, medical center development, and advancement services. During his tenure, he produced record numbers in new commitments and dollars, despite a difficult economy. He also launched a number of innovative programs, including the acclaimed Student Discovery Initiative.

Jim arrived at Georgetown after spending eight years as the vice president for advancement at the University of California, San Diego. At UCSD, he led the planning and execution of the institution’s seven-year $1 billion campaign, then raised almost half the target amount in three years, despite a weak economy. Jim also previously served as vice president for external affairs at Georgia Institute of Technology, increasing annual gift income from $26 million to $76 million and more than tripling the institution’s endowment to well over $500 million. Operations under his management have won awards in virtually every area of university advancement.

TESTIMONIALS

“Jim knows his stuff!”-Kim Greenhall; Director, Chapman Fund; Chapman University

"Best conference I've attended in 11 years of Higher Education. Jim really kept the program broad enough that a small university/shop like mine benefited greatly."-Christopher Hendry, Vice President of Institutional Advancement, Fitchburg State University

"AI set the table for an excellent presentation that was practical, well formulated, and extremely useful for advancement work. Jim's ability to challenge assumptions provided thoughtful discussion."-Eric Hamsho, Regional Director of Development, Wheaton College

"This was among the most beneficial professional meetings I've ever attended. The opportunity to interact with colleagues was a bonus, but Jim Langley was just terrific! I feel much more prepared for my new role in Alumni Engagement."-Michael Johnson, Director of Alumni and Church Engagement, Trevecca Nazarene University

"Jim reinforced practices and theories I have learned over the years. After two decades in advancement, it is reinvigorating to listen to someone who views our work through a noble lens rather than through a transactional one."-Coco Minardi, Associate Vice President of Annual Giving, Dickinson College

"Jim provided the opportunity to reflect on the bigger picture of philanthropy, enabling attendees to shift gears and recharge, rethink and reshape agendas."-Karen Campbell, Associate Director of Development, Illinois Wesleyan University

"Great job to Academic Impressions and Jim Langley for creating a well-designed, engagement-focused fundraising conference. Sessions were independent, but built progressively to create a whole system approach."-Isaac W. R. Thweatt, Director of Alumni Outreach, American University

"This conference has provided me with a toolkit I am excited to take back to work and share with my colleagues. It has completely changed the way I view the day-to-day work we do as fundraisers."-Carolyn Teter, Assocate Director of Development Fisher College of Business, Ohio State University

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OTHERSACADEMIC

IMPRESSIONS

T H E C O N F E R E N C E E X P E R I E N C E

VS

Intimate, workshop-style event with personalized attention

Typically large annual event

One focused learning trackMany concurrent sessions; forcing choice

Needs-driven and meticulously planned with practical outcomes• Action plans and next steps to

use upon returning to campus• Carefully-vetted expert

instructors that are also practitioners in the field

Uneven sessions and less outcome-focused, driven by

an open call for proposals

Small-scale opportunity to truly connect with colleagues in the same position at other institutions

Large networking events with vendors

Learner-centric and designed for interaction and collaboration

Lecture-based

200+ page workbooks with references, worksheets, articles, templates, exercises, and planning documents

Some slide presentations posted online after the event

AI Conference Experiences

Academic Impressions provides valuable exploration of timely and pragmatic challenges to higher education institutions. The combination of impassioned subject matter experts as presenters and means of engaging conference attendees was potent.

- C. Tennent, Associate VP of Facilities Management, University of Saskatchewan

This conference was the complete package: relevant topics, philosophical and practical applications, fantastic speakers, fantastic location. One of the BEST conferences I’ve ever attended. It is what a conference should be! Full of collaboration, networking and solutions.

- M. Lowe , Associate Professor and General Reference Librarian University of Louisiana at Monroe

96%of past attendees would recomend an AI conference to a colleague

250+and growing of AI member institutions (AI Pro)

15,000+higher ed professionals served

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LOCATION

January 18 - 20, 2017 :: New Orleans, LA

HOTEL:

Sheraton New Orleans500 Canal StreetNew Orleans, LA 70130

To reserve your room, please call 504.595.6209. Please indicate that you are with the Academic Impressions group to receive the group rate.

ROOM RATE:

The rate is $179 for single or double occupancy, plus applicable tax.

ROOM BLOCK DATES:

A room block has been reserved for the nights of January 17, 18 and 19, 2017.

RATE AVAILABLE UNTIL:

Make your reservations prior to December 30, 2016. There are a limited number of rooms available at the conference rate. Please make your reservations early. Rooms are subject to hotel availability.

ADDITIONAL INFORMATION:

From the French Quarter and Bourbon Street to the Riverwalk and Warehouse District, you’ll be fewer than two blocks from everything you want to see.

Reboot and recharge in modern rooms and suites appointed with Sheraton Signature beds. Start your day with a beignet breakfast at Roux Bistro before exploring the shops of Royal Street. Wind down with specialty cocktails and light fare in the wrought iron elegance of the Pelican Bar.

TRANSPORTATION FROM LOUIS ARMSTRONG NEW ORLEANS INTERNATIONAL

AIRPORT (MSY):

MyAirportTrip.com is a new airport transportation booking site designed to take the hassle out of getting to and from the airport. It is an easy way to book your airport transportation online from any device. Get the lowest possible rates on taxi, sedan, shuttle, luxury SUV and limousine service. When you land at your destination, your driver will be waiting for you in the transportation center and will greet you by name.

STREETCAR TRANSPORTATION:

The New Orleans hotel is also located right on the Streetcar line which provides easy transit along Canal Street, St. Charles Avenue, and the Riverfront. One-way cost: $1.25. One, three, and five-day unlimited ride passes are also available for $5, $12 and $20 respectively.


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CONFERENCE FRONT-LINE FUNDRAISING: DONOR-DRIVEN STRATEGIES FOR SUCCESS


EARLY BIRD PRICING

Postmarked on or before January 2, 2017. For registrations postmarked after January 2, 2017, an additional $100 fee per

registrant applies.

BEST VALUE WORKSHOPWITH AI PROMEMBERSHIP

CONFERENCE

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$1,795 $395 $100 OFF$1,495

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REGISTER ONLINE or on the next page.

PRICING (CIRCLE ONE)

Your registration fee includes: Full access to all conference sessions and materials, access to the networking reception

on Wednesday, breakfast and lunch on Thursday, and breakfast on Friday, as well as refreshments and snacks throughout

the conference.

PLEASE FAX ALL REGISTRATION PAGES TO: 303.221.2259

Attend as a team and save!Register three people from your institution and receive a fourth registration for free!

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CONFERENCE REGISTRATION INFORMATION

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ADDITIONAL CONTAC T INFORMATIONIf you would like us to send a copy of your registration confirmation or receipt to someone else, please complete this section

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EMERGENCY CONTAC T INFORMATION

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IF THIS CONFERENCE PARTICIPANT HAS ANY DIETARY OR ACCESSIBILITY NEEDS, PLEASE LIST THEM IN THE

SPACE BELOW. WE WILL DO OUR BEST TO ACCOMMODATE THESE NEEDS.

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PAYMENT METHODWe accept Visa, MasterCard, and American Express credit cards. To pay by check, include the check with this form or select the “invoice me” option. Fax

form to 303.221.2259 or mail form along with payment to: Academic Impressions, 4601 DTC Blvd., Ste. 800, Denver, CO 80237

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HIGHER ED IMPACTDelivered free to your inbox, Higher Ed Impact provides you with a full tool kit to help you monitor and assess the trends and strategic challenges likely to have an impact on your institution’s health and competitiveness. (Check the boxes for the editions you would like to sign up

for)

DAILYPULSE - Scan current events, timely research, and notable practices at other institutions.

WEEKLYSCAN - Review the week’s most significant events and the most timely research in higher education, with key takeaways suggested by higher education’s leading experts.

DIAGNOSTIC - Get an enterprise-wide and in-depth look at a current, strategic challenge; identify steps to take and critical questions to address.

List the names of the registrants you’d like to sign up:

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*Note if you do not provide any names in the above space, all attendees will be signed up for the options selected.


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CANCELLATION AND REFUND POLICIES

CONFERENCES

For in-person conferences, substitute registrants are welcome and may be named free of charge at any time. If you

cancel 8 weeks or more prior to the first date of the conference, you will receive a full refund, less a $100.00 service

charge per attendee.

If you cancel within 8 weeks of the first date of the conference, you are not entitled to a refund. However, as a courtesy,

we will allow you to apply your payment, less the service charge, toward a future purchase within one year from the

date you cancel. Your payment is transferable to another person from your institution if you wish.

Please note that if you do not attend and you do not contact us in advance to cancel as described above, you are

responsible for the entire payment. In case this event is cancelled, Academic Impressions’ liability is limited to a refund

of the registration fee only.

ONLINE TRAININGS CONSISTING OF AT LEAST ONE LIVE TRAINING DATE

You will receive a full refund (less a $75 service charge) if you cancel 8 weeks or more prior to the first live training date.

If you cancel within 8 weeks of the first live training date, you are not entitled to a refund. But as a courtesy, we will

apply your payment (less a $75 service charge) towards a future purchase within one year from the date you cancel.

Your payment is transferable to another person from your institution if you wish. You may name a substitute primary

participant free of charge at any time prior to the first live training date. If available, you may switch the live training

format to a self-paced format (such as a CD-ROM Recording or On-Demand Download) free of charge. (Shipping

charges will apply to CD-ROM Recording orders outside the U.S. or Canada.)

ONLINE TRAININGS WHICH ARE PURELY SELF-PACED

All sales are final. No cancellations or refunds are provided.

RECORDINGS, ON-DEMAND DOWNLOADS, MONOGRAPHS AND OTHER PUBLICATIONS

All sales are final. No cancellations or refunds provided.

100% SATISFACTION

PROMISE

SATISFACTION PROMISE

We want you to be satisfied with your Academic Impressions learning experience. If

the program you purchased fails to meet your expectations, please contact us within

30 days and let us know. We’ll credit the full amount you paid toward another AI

program that may better fit your needs.

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