planned giving days 2011 · prospects in 2011—and how you say it. you’ll learn the best...

P L A N N E DG I V I N GDAYS2 0 1 1Learning and networking for philanthropic planning professionals.

NatioNal capital gift plaNNiNg coUNcil | 19th aNNUal plaNNed giviNg days | May 12-13, 2011 | hiltoN, arliNgtoN, virgiNia

lead spoNsor

Ncgpc.org

Conference DetailsKEYNOTE:MargarET MaY DaMEN, CFP, CLU, ChFCEngaging the Other half: Women as Philanthropists in the 21st Century“Why can’t a woman be more like a man,” laments Professor henry higgins in the My Fair Lady musical. The answer is: quite ordinary, nothing magical, nothing absurd. It’s just a fact —gender matters! and closing the gender gap, even recognizing the signs of an existing gender gap in the design and execution of your gifting program can give you the competitive edge when it comes to attracting major-mega donors, foster multi-genera-tional legacy gifts, and identify volunteer board leadership.

research from Damen’s book, Women, Wealth & giving: The Virtuous Legacy of the Boom-generation validates that Modern Donor Divas prefer and practice “Self-Interest rightly Under-stood.” Development officers and fundraising professionals who are creative in their application of the r.E.a.L psychological benchmarks in working with women donors have the capacity to become trusted and valued advisors to the “greatest economy on earth —Women.”

This session will provide the tools and techniques and workshop opportunities to identify, analyze and create strategies which are the perfect elixir to capture women’s wealth, power, and influence, and engage the other half in purposeful giving.

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CONFERENCE SPONSORSBIPSTER LLCBNY Mellon Wealth ManagementBridgeland WealthCharles E. Taylor, P.C. Crescendo Interactive, Inc.Distinguished Service Award RecipientsEndowment Development ServicesFolger Nolan Fleming DouglasKaspick & Company M&T Investment GroupSM and M&T BankMitchell Silberberg & Knupp LLPNew York Life Insurance CompanyPentera, Inc.PG CalcPNC Bank N. A.Roland CrissRuffaloCODYThe Sharpe GroupSmartGiftmakerSmartGiving/The Planned Giving BloggerState Street Global Advisors, Charitable Asset ManagementThe Stelter CompanySunTrust Bank—Foundations & Endowments Specialty PracticeTarget Marketing GroupVirtualGiving.Com

Conference DetailshOTEL INFOrMaTIONThe hilton arlington is located at 950 North Stafford Street, arlington, Virginia, just steps away from the Ballston Metro station. Discounted parking is available at the hotel.

rEgISTraTIONregister online at www.ncgpc.orgForm also enclosed with this brochure.

CONTaCTNational Capital gift Planning Council1604 Spring hill road, Suite 432Vienna, Va 22182Phone: (866) 681-2797 Fax: (303) 755-7363 E-mail: [email protected]

SChOLarShIPSNational Capital gift Planning Council (NCgPC) is pleased to offer 5 scholarship opportunities to qualified individuals. The scholarship application is available on our web site: www.ncgpc.org. The application deadline is Monday, april 18. Scholarship awards will be announced Friday, april 29.

NCgPC, a member council of the Partnership for Philanthropic Planning, serves the profes-sionals in the Washington metropolitan gift planning community. For information about NCgPC members or events, call (866) 681-2797 or visit our web site at www.ncgpc.org.

rEFUND/CaNCELLaTION POLICYCancellations must be sent, in writing, to 1604 Spring hill road, Suite 43, Vienna, Va 22182, of by fax to (303) 755-7363, or E-mail: [email protected].

Phone cancellations are not accepted.• Cancellations received by May 1: • Full registration fee less $50.Cancellations received after May 1: • NO rEFUNDSYou may transfer your registration • to a colleague.

rOOM rESErVaTIONSContact the reservations Department at the hilton arlington at (703) 528-6000, ext. 5111 and mention the group code “NCP” to get the conference rate of $225 per night plus tax. reservations must be made by Tuesday, april 19, 2011 for the special rate.

rEgISTraTION FEE INCLUDESConference handbook• Conference CD with material from all • track sessionsConference tote bag• Continental breakfast on both days• Luncheon on Thursday• Ticket for one complimentary beverage • at the cash bar reception

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Introductory TrackTraCK DEaN: VIKKI ISMaEL, aSSOCIaTE DIrECTOr, gIFT PLaNNINg, ChILDrEN’S NaTIONaL MEDICaL CENTEr | [email protected]

gifts anyone Can affordEVaN J. KraME, ESq. | LaW OFFICES OF EVaN J. KraMEEvan will discuss wills/trusts, beneficiary designations, stock/appreciated assets, real estate, personal property. This session will focus on the easiest and simplest planned gifts that a new PgO should know about, how they work, how they are executed, cost, tax implications, benefits and more!

Back by Popular Demand: gifts, Money and Taxes 101SaLLY BaKEr, VICE PrESIDENT FOr DEVELOPMENT | ThE DETrOIT rIVErFrONT CONSErVaNCY an interactive session that will provide a basic knowledge of fundamental tax laws that inform charitable giving. For the fundraiser new to major and/or planned giving who seeks more information about the tax motivations and laws that donors consider, or should know more about, before making major and planned gifts. recent legislation, including estate taxes and the Ira Charitable rollover, will be covered. a brief pre-conference quiz may help attendees determine if they should participate in this session.

Donor Segmentation and analysis Using Microsoft Excel Pivot TablesPETEr hODES, CFP® SENIOr gIFT PLaNNINg OFFICEr | aMErICaN rED CrOSSDonor database segmentation and analysis exposes important trends and focuses attention on the best prospects. This session demonstrates how a powerful and underutilized feature of Microsoft Excel can perform simple do-it-yourself database segmentation that can transform up to one million rows of data into multiple summary charts and graphs in seconds! attendees will receive sample charts for their own use.

Once You’re in the Door: Tips for Conducting the Donor VisitBarBara DIEhL, ESq., SENIOr gIFT PLaNNINg OFFICEr | aMErICaN rED CrOSSThrough story telling of real-life experiences with donors, this session will give you the tools to talk with donors in different situations—responding to road blocks, listening for “buzz” words, handling inappropriate comments from the donor, retaining control of the conversation, reaching and meeting goals, and more!

SESSION 1 ThUrSDaY MaY 12, 20112:00 - 3:15PM


SESSION 3 FrIDaY MaY 13, 201110:15 - 11:30aM

SESSION 4 FrIDaY MaY 13, 201111:45aM - 1:00PM

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Intermediate TrackTraCK DEaN: aNNIE COPPOLa, DIrECTOr, PLaNNED gIVINg, WOLF TraP FOUNDaTION FOr ThE PErFOrMINg arTS | [email protected] Three Perspectives on an Entrepreneur’s Planned giftJONaThaN aCKErMaN, ESq. | LaW OFFICE OF JONaThaN aCKErMaN, LLCJoin Jonathan to explore three distinct viewpoints: advisor—learn how to spot gift planning opportunities for entrepreneurs and address hurdles in placing a planned gift with their varied assets. Donor/entrepreneur—examine three case studies for common business transactions in which the placement of a planned or outright gift can provide a variety of benefits for the donor. Charity—consider illiquid assets that entrepreneurs typically own and issues that a charitable recipient must face before accepting them. Time will be available to discuss actual situations in your shops.

Building relationships that Last: Nine Ideas for Creative Communications to Prospects and Donors that Lead to More giftsKarEN gaLLarDO, SENIOr DIrECTOr, gIFT PLaNNINg & MaJOr gIFTS | aarP/aarP FOUNDaTIONMany planned gifts come to fruition after years of a relationship with a donor. In fact donors may never reveal their commitment until their death. What can your organization do to stay in touch and stay close to their hearts? Join us for fresh ideas from your colleagues to update and integrate your gift planning communications.

gift Planning Trends and Their ImplicationsgarY M. PFOrzhEIMEr, PrESIDENT | Pg CaLCgift planning has retrenched in some ways since exploding in the 1980’s and 1990’s, but has continued to evolve rapidly in others in response to a changing landscape. Learn what current trends in gift planning suggest about its future and how you might prepare for it from industry leader gary Pforzheimer.

Mastering the high Wire act: Ten Tips for Staying on Track to achieve SuccessPhYLLIS FrEEDMaN, PrESIDENT | SMarTgIVINgYou’re balancing the competing demands of being in the office vs. out visiting donors. You need to hit this year’s budget num-ber but must also lay the foundation for the longer term. You need to identify new legacy giving prospects but already have a portfolio that’s too large for any one person to manage. Is it possible to do it all? Yes, it is! In this session you’ll learn how.

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advanced TrackTraCK DEaN: DICK WaLKEr, MaNagINg DIrECTOr, Orr aSSOCIaTES, INC | [email protected]

The art of the ask—an IntroductionJOhN BaUSEr, DEParTMENT hEaD STraTEgY aND DEVELOPMENT | Orr aSSOCIaTES, INC.John will provide a general overview of “The art of the ask” serving as a good introduction for the rest of the speakers in this series. This powerful presentation covers the asking process from prospect identification to donor stewardship.

The art of the ask from the CEO’s PerspectiveDr. ThOMaS POWELL, PrESIDENT | MOUNT ST. MarY’S UNIVErSITYTom Powell, a college President with lots of asking experience, will present his views on asking from the perspective of the CEO. This discussion is important to hear for both organization leaders and the development staff that help prepare them for calls.

Managing the UnexpectedBETh BrUMMEL, VICE PrESIDENT ExTErNaL aFFaIrS | WOLF TraP FOUNDaTIONWhat happens when things go wrong in a solicitation—not just getting a ‘no’ but the various nuances of responses and situations...and how to determine when to back off, when to press on i.e. staying in the moment and negotiating ‘on your feet,’ Beth will also will cover when things go “too right!”

Stump the PanelJOhN W. ThOMaS, MaNagINg DIrECTOr | Orr aSSOCIaTES, INC.BETh BrUMMEL, VICE PrESIDENT ExTErNaL aFFaIrS | WOLF TraP FOUNDaTIONVaLErIE BrOaDIE, DIrECTOr OF DEVELOPMENT | NaaCP LEgaL DEFENSE FUNDBring your burning questions and organizational issues around the topic of asking to this final session with three outstanding and experienced development professionals.

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Marketing TrackTraCK DEaN: aNN WrENShaLL WOrLEY.aSSISTaNT DIrECTOr OF PLaNNED gIVINg, aMErICaN INSTITUTE FOr CaNCEr rE-SEarCh | [email protected]

Planned gift Marketing Opportunities after the 2010 Tax Changes Part OneMarC CarMIChaEL, PrESIDENT | r&r NEWKIrK COMPaNYLast December’s “lame duck” session of Congress produced wide-ranging tax changes that should affect what you say to gift prospects in 2011—and how you say it. You’ll learn the best strategies for marketing gifts from wills, Iras and U.S. savings bonds, and why people who converted to Roth IRAs in 2010 might flock to a forgotten gift technique!

Planned gift Marketing Opportunities after the 2010 Tax Changes Part TwoMarC CarMIChaEL, PrESIDENT | r&r NEWKIrK COMPaNYLast December’s “lame duck” session of Congress produced wide-ranging tax changes that should affect what you say to gift prospects in 2011—and how you say it. You’ll learn the best strategies for marketing gifts from wills, Iras and U.S. savings bonds, and why people who converted to Roth IRAs in 2010 might flock to a forgotten gift technique!

Why Ethics is the Strongest arrow in Your Marketing quiverDOUg WhITE, aCaDEMIC DIrECTOr | NEW YOrK UNIVErSITY-hEYMaN CENTEr FOr PhILaNThrOPY & FUNDraISINgDoug will discuss the importance of mission being the driving force of your planned giving marketing efforts. he will discuss the role of ethics in mission based strategies. his presentation will inspire us to look at ethics and marketing through a new and exciting prism.

Take the Lead, Now! … CLTs, aFr, the New Tax Law… Catalysts for actionJEFF COMFOrT, ExECUTIVE DIrECTOr OF PLaNNED aND PrINCIPaL gIFTS | gEOrgETOWN UNIVErSITYThis presentation will offer a review of charitable lead trusts (typically seven figure or greater gifts), the new Tax law, and the tremendous opportunity for CLTs provided by the significantly increased gift tax “exemption,” followed by a step-by-step template program to market charitable lead trusts to your high net worth constituents. a complete package of sample marketing materials will be provided.

TraCK DEaN: aNN WrENShaLL WOrLEY, aSSISTaNT DIrECTOr OF PLaNNED gIVINg, aMErICaN INSTITUTE FOr CaNCEr rESEarCh | [email protected]

CO-TraCK DEaN: KaThY WarD, SENIOr VICE-PrESIDENT, aMErICaN INSTITUTE FOr CaNCEr rESEarCh | [email protected]

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Thursday, May 12

INTrODUCTOrY TraCKTraCK DEaN Vikki Ismaelassociate Director, gift Planning, Children’s National Medical Center

gifts anyone Can afford

Evan J. Krame, Esq. Law Offices of Evan J. Krame

Back by Popular Demand: gifts, Money and Taxes 101

Sally Baker Director of gift Planning, University of Michigan

INTErMEDIaTE TraCKTraCK DEaN annie CoppolaDirector, Planned giving,Wolf Trap Foundation for the Performing arts

Three Perspectives on an Entrepreneur’s Planned gift

Jonathan ackerman, Esq. Law Office of Jonathan ackerman, LLC

Building relationships that Last: Nine Ideas for Creative Communications to Prospects & Donors that Lead to More gifts

Karen gallardo, Senior Director, gift Planning & Major gifts, aarP/aarP Foundation

aDVaNCED TraCKTraCK DEaN Dick Walker Managing Director,Orr associates, Inc

The art of the ask —an Introduction

John BauserDepartment head Strategy and Development,Orr associates, Inc.

The art of the ask from the CEO’s Perspective

Dr. Thomas PowellPresident,Mount St. Mary’s University

MarKETINg TraCKTraCK DEaN Kathy Ward & ann Worleyamerican Institute for Cancer research

Planned gift Marketing Opportunities after the 2010 Tax Changes Part One

Marc Carmichael, President r&r Newkirk Company

Planned gift Marketing Opportunities after the 2010 Tax Changes Part Two

Marc Carmichael, President r&r Newkirk Company

SESSION ONE 2:00 - 3:15PM

7:30aM - 8:30aM

8:45aM - 11:45aM

12:15PM - 1:30PM

SESSION TWO3:30 - 4:45PM

4:45PM - 5:45PM

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registration & Continental Breakfast

KEYNOTE SPEaKEr: Margaret May Damen, CFP, CLU, ChFC | Engaging the Other half: Women as Philanthropists in the 21st Century

Lunch & Presentation of the Distinguished Service award

Cash Bar reception & Exhibitors’ hall

Friday, May 13INTrODUCTOrY TraCKTraCK DEaN Vikki Ismaelassociate Director, gift Planning, Children’s National Medical Center

Donor Segmentation and analysis Using Microsoft Excel Pivot Tables

Peter hodes, CFP®Senior Gift Planning Officer,american red Cross

Once You’re in the Door: Tips for Conducting the Donor Visit

Barbara Diehl, Esq.Senior Gift Planning Officer,american red Cross

INTErMEDIaTE TraCKTraCK DEaN annie CoppolaDirector, Planned giving,Wolf Trap Foundation for the Performing arts

gift Planning Trends and Their Implications

gary M. PforzheimerPresident,Pg Calc

Mastering the high Wire act: Ten Tips for Staying on Track to achieve Success

Phyllis FreedmanPresident, Smartgiving

aDVaNCED TraCKTraCK DEaN Dick Walker Managing Director,Orr associates, Inc

Managing the Unexpected

Beth BrummelVice President External affairs,Wolf Trap Foundation

Stump the Panel

John W. Thomas, Managing Director, Orr associates, Inc.Beth Brummel, Vice President External affairs, Wolf Trap FoundationValerie Broadie, Director of Development, NaaCP Legal Defense Fund

MarKETINg TraCKTraCK DEaN Kathy Ward & ann Worleyamerican Institute for Cancer research

Why Ethics is the Strongest arrow in Your Marketing quiver

Doug White, academic Director New York University-heyman Center for Philanthropy & Fundraising

Take the Lead, Now! … CLTs, aFr, the New Tax Law… Catalysts for action

Jeff Comfort, Executive Direc-tor of Planned & Principal gifts georgetown University

7:30aM - 8:30aM

8:45aM - 10:00aM

SESSION ThrEE 10:15 - 11:30aM

SESSION FOUr 11:45aM - 1:00PM

1:00PM

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registration & Continental Breakfast

rOUNDTaBLES

CONCLUSION OF CONFErENCE. ThaNK YOU FOr aTTENDINg. WE hOPE TO SEE YOU agaIN NExT YEar!

planned giving days 2011 · prospects in 2011—and how you say it. you’ll learn the best...

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