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E D U C AT I O N A L S E S S I O N S CEO: Cultivation, Engagement and Obligation to Raise Money Trust in the leader of an organization is often cited by donors as the essential motivator to give. Frustration with leaders who delegate fundraising without any personal involvment is a frequent complaint from fundraising staff members. Many CEOs were promoted from the ranks of program staff without substantial experience in community engagement and fundraising. Boards should consider fundraising as a requisite skill when evaluating the effectiveness of the leadership. CEOs, development officers and board members will learn to support, encourage and require the CEO to become directly involved in the identification of prospects and the cultivation and solicitation of donors on a regular basis. Many leadership development programs focus on the characteristics of leaders and financial management. In this environment of economic turmoil, the leaders who are not actively engaged in the development process risk placing their organizations in financial peril. Development officers and board members must learn to provide the opportunities and winning situations that will entice the CEO to expand their comfort with donors and the general public. Participants will learn to partner with the CEO to enrich his or her fundraising experience by employing subtle tactics and bold opportunities. Jatrice Martel Gaiter, Volunteers of America, Alexandria, Va. J. Patrick Ryan, Skyston Ryan Inc., Cinncinati, Ohio General Interest Fire in Your Belly Infects the Donor’s Mind: Act Your Way to Fundraising Success! In everyday life, we use communication skills to leap over hurdles and get exactly what we want. How can we transfer what we do subconsciously and naturally into a conscious choice and deliberate action to garner donor dollars? In this interactive session, learn how to access and use acting skills you never knew you had to achieve your fundraising objectives and overcome donor obstacles. Learn how to access internal passion for your organization, bring that passion forth into written and oral communication, and use that passion to secure new gifts, increase repeat gifts and counter donor objections. Learn to act your way to “Yes!” Participants should be prepared to get out of their seat, up on their feet and onto the stage! B. Michael McFarland, Trinity School, Menlo Park, Calif. Mid-level 3-6 years, Senior level 7-9 years, Advanced level 10+ years The Golden Era of Online Fundraising— The Next 50 Years With the past 50 years of fundraising behind us, what’s next? With the current economic conditions and increased competition for donor dollars, cost-effective methods for sourcing new prospects, converting them to donors, and maximizing their lifetime value is more important than ever. This session will discuss the strategic changes and investments required for nonprofits to succeed online, best practices for adapting to a world where the power has shifted to donors, and real-world examples of successful multi-channel marketing strategies. Vinay Bhagat, Convio, Inc., Austin, Texas General Interest Strategically Negotiating Your Next Job Offer Without Appearing Greedy! Do you know how to negotiate for your “dream job”? You are the person looking out for your career! It’s all negotiable—to some degree. Learn how to counteroffer for salary, other monetary compensation, benefits, vacation, flex time, budget, staffing, relocation, etc. Stick to your guns without appearing greedy! Diane M. Carlson, 1-2-1 Philanthropic Services, Henderson, Nev. Mid-level 3-6 years, Senior level 7-9 years, Advanced level 10+ years Planned Giving Will Your Will Be Known? Bequests are the most popular planned gifts. Is your organization motivating your donor friends to support your mission through their wills and bequests? Learn how to launch an effective will and bequest marketing campaign, make greater impact with your website, e-newsletters, ads and brochures and explore how electronic and print media can boost your planned giving results with bequests. Sandra Henningsen, CGPA, Crescendo Interactive Inc., Camarillo, Calif. Entry level 0-2 years 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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