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E D U C AT I O N A L S E S S I O N S Why Bill Gates Is Most Likely Not a Prospect for Your Campaign Every year, development directors of nonprofits wait with bated breath for the arrival of the Forbes 400 List of the Richest People in America, the fundraiser’s guide to the big money. You have a great project. Bill Gates gives away a lot of money. You should have Bill at the top of your prospect list. He would be a great prospect, right? Wrong! Not recognizing the difference between legitimate prospects and dream suspects is one of the most common mistakes that fundraising professionals, volunteers and board members can make. With development staff stretched so thin, it is essential that organizations concentrate their resources and efforts on the prospects with the greatest potential return. This session will present the methodology and process necessary to fully implement an effective system for identifying, cultivating and soliciting major gift prospects. It will provide a number of new ideas for donor stewardship and engagement and review several case studies of the design and mechanics of successful major gift programs. Robert A. Hoak, Jr., Orbis International, New York, N.Y. Thomas Young, Gustavus Adolphus College, St. Peter, Minn. Entry level 0-2 years, Mid-level 3-6 years, Senior level 7-9 years tional conversation about race and social justice. We will relate values in personal and professional life with the use of money to bring change toward justice. Catherine D. Onyemelukwe, CFRE, Bridgeport Child Advocacy Coalition, Bridgeport, Conn. Coleen P. Porcher, Twenty-First Century Foundation, New York, N.Y. General Interest Motivating Major Donors in Times of Prosperity and Crisis Individual motivations for charitable giving are complex. By understanding factors involved in motivating diverse groups of potential donors, including region of the country and income levels, fundraisers can more effectively tailor their messaging for specific target groups. In this session, CCS Managing Director Bo Rice and the Center on Philanthropy’s Interim Director of Research Dr. Una Osili, present results from the study “Understanding Donor Motives,” conducted by the 2009 CCS William B. Hanrahan Fellow at the Center on Philanthropy at Indiana University and discuss strategies for implementing these results as part of a fundraising effort. Discussion will focus on best practices for framing fundraising asks and presenters will offer case studies to illustrate successful messaging. The presentation will also address the economy and how it relates to donor cultivation and solicitation. Dr. Una Osili, Center on Philanthropy at Indiana University, Indianapolis, Ind. Robert Rice, CCS, Capital Area / Baltimore, Md. Mid-level 3-6 years Bring Your Donors Closer in a Cross-Cultural Context This session will demonstrate the similarities and differences between mainstream major donor fundraising and cross-cultural fundraising based on justice. To create a cross-cultural context for philanthropy, fundraisers must hold honest and deep conversations about race with donors. Fundraisers must become explicit about how the mission of the organization relates to social and racial justice. This means holding tough conversations about our own and our donors’ feelings and values. Participants will learn how to show donors not to be afraid of the tough conversations. The workshop will show participants how to build an agenda for racial and social justice as part of the conversation with donors and how to cultivate donors across this dialogue. It will help fundraisers understand how to encourage donors to become advocates for the cause of racial justice. We will explain how to work holistically with the donor, bringing in values, appealing to the heart and the head, with deliberate and inten- G E T T H E L A T E S T I N F O R M A T I O N A N D R E G I S T E R O N L I N E A T H T T P : / / C O N F E R E N C E . A F P N E T. O R G

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