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Monday, March 4 – High Dollar Comprehensive Fundraising Training Steven P.J. Wood Building, Arlington, VA March 4 - 7, 2013 TIME TRAINING LECTURE KEY LECTURE POINTS FACULTY / SPEAKER Monday, March 4 – High Dollar 9:00-9:30am Registration and Breakfast Carol Wehe 9:30-9:45am Welcome and Opening Remarks Leadership Institute 101 Fundraising Training Coordinator Binder materials Leadership Institute Who gives? Carsten Walter 9:45-10:45am Why People Give you Money The keys to donor communication Development Director THANK YOU The Heritage Foundation 10:45-11:00am Break Why have a high- dollar direct mail program John Davis 11:00-12:15pm High-Dollar Direct Mail Acquiring lists Director of Donor Communications The letter Leadership Institute 12:15-12:45pm Lunch What is personal solicitation? Nancy Bocskor The Art of the Ask: One-on-One 12:45-2:00 pm Knowing when to ask Founder Fundraising Tips and things to avoid Nancy Bocskor Company 2:00-2:15pm Break Karla Bruno What is your case for giving? Director of Foundation & Corporate 2:15-3:30pm Creating a Case for Giving How to develop the theme Relations How to integrate your case Leadership Institute 3:30-3:45pm Break Comprehensive Fundraising Training Steven P.J. Wood Building, Arlington, VA March 4 - 7, 2013 How Capital Campaigns Can The benefits of capital campaigns David Kirby 3:45-5:00pm Super-Charge Your Fundraising The pieces of the puzzle Vice President of Development Program Putting it all together – video FreedomWorks Carter DeWitt What does it take? 5:00-6:00pm Tips on How to Upgrade Your Donors Vice President of Development Communication needed to upgrade a donor Tax Foundation 6:00-6:25pm Dinner Carol Wehe Online Fundraising Workshop: Leadership Institute 101 6:25-6:35pm Fundraising Training Coordinator Welcome and Opening Remarks Binder materials Leadership Institute Strategy for online advertising to raise funds An Online Advertising Crash Course Formats, terminology and platforms for managing 6:35-7:35pm Patrick Ruffini for Fundraisers campaigns Targeting and measuring success 7:35-7:45pm Break Trends for high tech fundraising Money Bombs, Email & Mobile: Digital 7:45-8:40pm Using tried and true email tactics for raising money Patrick Ruffini Fundraising Trends and Best Practices Leveraging mobile technology for fundraising Getting your message across online Nathaniel Yellis 8:40-9:15pm Online Fundraising Messaging Talk with, not at: asking for & responding to feedback Deputy Political Director Examples of past messages: what worked & didn’t Heritage Action for America Comprehensive Fundraising Training Steven P.J. Wood Building, Arlington, VA March 4 - 7, 2013 TIME TRAINING LECTURE KEY LECTURE POINTS FACULTY / SPEAKER Tuesday, March 5 – High Dollar 9:00-9:30am Registration and Breakfast Karla Bruno Why organize regardless of size Organizing Your Development Director of Foundation & Corporate 9:30-10:30am Getting your board and staff engaged Department Relations Developing your message Leadership Institute Building and Sustaining Traditions Todd Meredith Keys to Conducting Effective Scalable Events/High Net Worth 10:30-11:30am Co-owner Fundraising Events Event Planning with VIP’s Morgan, Meredith & Associates Return on Investment 11:30-12:00pm Lunch Developing an Effective Planned What is planned giving? Michael Barvick 12:00-1:00pm Giving Program: What It Is and How How to beat the IRS Director, Major Gift Planning You Can Be Successful Bequests and other things The Heritage Foundation Chaz Cirame What does it take? 1:00-2:00pm Corporate Fundraising Principal Effective corporate fundraising strategies Cc:External Affairs 2:00-2:15pm Break Karla Bruno Nuts & bolts of private grant proposals Director of Foundation & Corporate 2:15-4:15pm Grant Writing Workshop Finding the funding Relations Creating the budget for your grant proposals Leadership Institute 4:15-4:30pm Break Morton Blackwell 4:30-6:30pm Care and Feeding of Donors Putting it all together President Leadership Institute 6:30-7:00pm Dinner and Adjournment Comprehensive Fundraising Training Steven P.J. Wood Building, Arlington, VA March 4 - 7, 2013 TIME TRAINING LECTURE KEY LECTURE POINTS FACULTY / SPEAKER Wednesday, March 6 – Direct Mail Wednesday Wakeup Club Breakfast 7:30-9:00am Dr. George Nash, Senior Fellow of Russell Kirk Center for Cultural Renewal 9:00-9:30am Registration for Direct Mail School Carol Wehe Leadership Institute 101 9:30-9:45am Welcome and Opening Remarks Fundraising Training Coordinator Binder materials Leadership Institute Emmy Lewis Nuts and bolts overview of Direct Mail President 9:45-11:45am How Direct Mail Fundraising Works Why Direct Mail Works Lewis & Company Marketing Communications, Inc. 11:45-12:15am Lunch Kevin Allen Defining your mission 12:15-1:30pm Prospecting to Build Your Donor File Chief Operating Officer How to prospect Richard Norman Company Know your goals for each of your mailings Tom Colwell Acquiring, Borrowing, and Trading 1:30-2:30pm List exchanges Co-President Donor Lists Do’s and Don’ts Conrad Direct 2:30-2:45pm Break Jacqueline Monaghan Building Relationships with Donors: Know how to know your donors 2:45-3:15pm Development Assistant, Major Gifts Thank You Letters and More Thank you times 7 The Heritage Foundation Christie Fogarty Who do you target? 3:15-4:15 pm Using Your House File to Raise Money Associate Dir. of Membership Programs Knowing which vehicles to use with your house file The Heritage Foundation Comprehensive Fundraising Training Steven P.J. Wood Building, Arlington, VA March 4 - 7, 2013 Rick Hendrix How to Design House File & Prospect The art of a Direct Mail schedule 4:15-5:30pm Founding Partner Mailing Schedules Scheduling for house files and prospects ClearWord Communications Group 5:30-6:00pm Dinner TIME TRAINING LECTURE KEY LECTURE POINTS FACULTY / SPEAKER Thursday, March 7 – Direct Mail 9:00-9:30am Registration and Breakfast Organizing your data Rick Hendrix What Does It Mean? Analyzing Your 9:30-11:00am Analyzing your data Founding Partner Direct Mail Results Fine-tuning your mailings ClearWord Communications Group 11:00-11:15am Break Copy Basics Rick Hendrix Using Words Wisely: Writing 11:15-12:00am Learn to write fast, but edit slowly Founding Partner Successful Letters and Reply Forms Class exercise ClearWord Communications Group Checklist for editing Rick Hendrix Turning a Good Letter Into a Great Tips for copywriting 12:00-12:45pm Founding Partner Letter: Techniques Every Copyeditor Basic components of a great letter ClearWord Communications Group Should Know The science of the first line and the P.S. 12:45-1:15pm Lunch Point of sale Robert Stuber An Offer They Can’t Refuse: 1:15-2:15pm Key components of fundraising appeal Director of Development Making a More Powerful Offer How and why an offer works Americans for Prosperity Comprehensive Fundraising Training Steven P.J. Wood Building, Arlington, VA March 4 - 7, 2013 Get your package opened Matt Waters Fundamentals of Package Design and Personalization of the piece 2:15-3:30pm Director of Non-Profit Fundraising Production Timelines, limitations, and designs – Response America avoiding common mistakes 3:30-3:45pm Break Choosing a Direct mail firm and vendors Robert Stuber 3:45-4:30pm Seeking Outside Help For Your Direct Negotiating the contract Director of Development Mail Program Performing and monitoring Americans for Prosperity Importance of being online Angela Struebing 4:30-5:45pm New Media: Integrating New Creating an effective online environment Vice President, Client Services Technology with Traditional Mail Techniques to appeal and market new media with The Lukens Company traditional mail 5:45-6:15pm Dinner Tammy Cali Lessons From the Front Lines: Expert 6:15-7:00pm Useful advice and tips from direct mail experts President and COO Direct Mail Advice Eberle Associates Name Italicized: Invited, but unconfirmed, faculty. .
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