WORKSHOPS / PRESENTATIONS

We look forward to welcoming you on August 22nd! 
We encourage all attendees to arrive by 7:30 AM. We will begin promptly at 8:00 AM.
 

Opening Session Keynote

8:00 AM – 9:15 AM

Back to Zero: How to thrive as a leader when demands keep increasing

Presenter: Marc A. Pitman

Back to Zero: How to thrive as a leader when demands keep increasing
Whether we say it out loud or not, we all long to be confident leaders. But running and funding a nonprofit is one of the most challenging jobs in the world. So much of the time we feel like we're just making it up as we go. And with 10,000 Baby Boomers reaching retirement age every day, the nonprofit sector is about to experience a seismic shift in leadership. Marc shows you why the doubt you're feeling in your own leadership abilities may just be the key to unlocking your growth.

You'll leave knowing:
- the surprising the research findings about leaders and confidence
- what style of leadership actually creates a culture of philanthropy
- a frame work to help you own your leadership journey
- and tools you can put into practice immediately to grow into the confident leader you would love to be

The nonprofit sector needs tens of thousands of fundraising leaders. Here's how you can be the right person to meet that challenge!

 

Morning Session One

9:30 AM –10:30 AM

How to Drive Donor Engagement with Social Media
Presenter: Julia Campbell

Social media was once promised as the silver bullet for nonprofits. Start posting, start tweeting, start Instagramming - and like magic, the donations will just roll in! Then reality set in. In our current attention economy, organic (unpaid) reach is down, algorithms prioritize updates from friends and family over businesses and brands, and millions upon millions of pieces of content are uploaded every single day.

For nonprofits to effectively raise money and build community on social media requires thoughtful, strategic, and consistent effort and a boatload of creativity. In this workshop, social media and digital fundraising expert Julia Campbell will walk you through the secrets to successful donor relations with social media. Participants will also get digital access to her Social Media Checklist and Social Media Matrix.

Participants will learn:

  • How to navigate the latest changes and trends in the social media landscape - what fundraisers need to know;

  • How to use social media to build and deepen relationships with current donors and prospects;

  • How to manage social media work at a small nonprofit with limited capacity;

  • Free and low-cost tools you can use to enhance your digital fundraising on a shoestring budget; and  

  • Real-world examples from small and mid-size nonprofits.

Storytouring

Presenter: Tammy Zonker

 

Sharpen your storytelling skills and master the two most important stories you can tell: your personal story and  your consumer story. In about an hour, you will reconnect  with your passion for your cause. Next, you’ll receive tools and a template to create a compelling story featuring someone whose life was changed thanks to your generous donors. You’ll leave this session equipped and empowered to connect and inspire your many audiences.  

How to Create and Sustain the Best Major Gift Program Ever
Presenter: Jeff Schreifels

Too many non-profits either don't have a major gift program or they're struggling with the one they do have. Worse yet, many non-profits think their major gift program is doing great, but when you actually look at the data, they are losing 40-60% of their revenue due to donor value attrition every year... even though their bottom-line numbers say they are growing! 

Jeff Schreifels, Senior Partner of Veritus Group will give you exactly what you need to be successful. 

Veritus Group has been working with national non-profits both large and small for over 10 years. Creating a structure for the program, Veritus helps manage, coach, and train major gift officers to be successful.

Here are some questions you will have answered in this session:

1. Why is it important that you know what your major donor retention and value attrition rates are for donors that give $1,000 cume in any one of the last four years?

2. What is the single greatest contributor to failing at major gifts?

3. Does your major gift program have a structure to it? Structure? What do you mean structure?

4. What are the 7 things your major gift program MUST have to be successful?

5. Do you know what makes a great Major Gift Officer and why it's the toughest development job there is?

6. What is the number one reason major donors leave an organization and what can you do about it?

7. How do you grow a major gift caseload from a 3:1 ROI to a 10:1 ROI in five years?

8. What are the pitfalls and the vipers you have to watch out for so your major gift program doesn't blow up?

 

In this session Jeff will give you all the answers and even better entertain you with great stories that will touch your heart and convict your soul—that you have to get this Major Gift thing right. If you want to take your major gift program to a completely new level that puts your donors first, this is a MUST attend session for you.  

From this session you will take away how to:

1. Realize that major gifts is actually NOT about the money
2. Use data to drive your strategy
3. Build the proper structure for major gifts
4. Successfully manage your major gift team
5. Report on results
6. Grow your major gift program

Ask Without Fear!

Presenter: Marc A. Pitman


Asking for money is as scary for people as death and public speaking. But it doesn’t have to be! Learn a simple “R.E.A.L.” method that takes much of the fear out of the process. This session is perfect for nonprofit employees and volunteers and will give you proven techniques to improve your fundraising skills

 

You’ll learn:

  • a 4-part system to structure your solicitation

  • actual phrases to use during your solicitations

  • and a powerful way to overcome objections, even before they happen!

 
 
 
 
 

Morning Session Two

10:45 AM – 11:45 AM

The Art of Storytelling in a Digital Age

Presenters: Julia Campbell

The power of storytelling in undeniable, and has not changed since humans began to communicate. However, the landscape in which to tell and to share stories certainly has. Digital technologies have fundamentally changed the way people discover, engage, and share information about the causes they care about. Social media platforms and innovative digital tools like augmented and virtual reality are disrupting traditional fundraising, with the potential to bring donors more deeply inside the work of organizations.

In this session, author and global authority on nonprofit digital storytelling Julia Campbell will walk you through the modern day secrets to nonprofit storytelling in the digital age, based on her bestselling book for nonprofits.

Learning objectives: 

  • Why digital storytelling is the best way to build relationships with donors and supporters;

  • The 3 essential elements of nonprofit storytelling that persuades;

  • How to create a system to collect and share the best stories about your work that will energize and inspire your donors;  

  • How to collect, craft, and share stories for maximum impact;

  • Free and low-cost tools you can use to enhance your digital storytelling on a shoestring budget; and  

  • Real-world examples from small and mid-size nonprofits.

 

Participants will also get access to the Storytelling in the Digital Age Workbook, to begin collecting, crafting, and sharing stories for their organizations on digital channels.
 

The Intentional Fundraiser

Presenter: Tammy Zonker

We all know activity does not equal effectiveness. Yet the daily barrage of incoming email and unexpected requests can easily consume our time and derail us from accomplishing what’s most important to our success. Whether you’re a small shop or managing a large team, The Intentional Fundraiser is a system for establishing role clarity, priorities and performance metrics for busy fundraising pros. Participants will receive a link to download The Intentional Fundraiser Toolkit of high-performance templates.

Discerning Between Two Fundraising Cultures

Presenter: Jason Lewis

It is human nature for all of us to blame someone or something other than ourselves when something isn’t working as well as we’d like. When it comes to fundraising woes in the nonprofit sector, it’s especially easy to point fingers at donor attrition, professional turnover, a disengaged board, or a weak economy as the culprits. However, the most entrenched challenges cannot be effectively addressed by casting blame but instead require an understanding of the system that perpetuates our problems. The sector’s fundraising challenges are systemic and can only be remedied by restructuring the system.


The first of Jason Lewis’ Fundraising Frameworks is a systems archetype which mirrors similar behavioral patterns that are observable in many other aspects of our personal and professional lives. The Two Fundraising Cultures framework distinguishes between a fundraising culture that consistently shifts the burden for additional support to initial and often trivial gifts versus a culture that relies on meaningful relationships as the pathway to meaningful and significant levels of support. The fundamental solution in the bottom loop is never as immediately attractive as the symptomatic solution that we turn to in the top loop. In order for the fundamental solution to take hold, we often have to redefine the problem itself which often prevents us from assuming the symptomatic solution is the right path to follow. 

Major Gift Success Depends on Healthy Mid-Level Program

Presenter: Jeff Schreifels

Major gift programs are suffering because of the lack of qualified donors moving into major gift portfolios. Unfortunately, most non-profits haven’t been strategic about moving their donors from their direct response program and through the “major gift pipeline.”  

Jeff Schreifels, Senior Partner of Veritus Group will show you why a strong mid-level program can be one of THE answers to your major gift growth. Jeff will outline what a successful mid-level program contains, how to set it up, and how to manage it so that you get rid of any “clog” that is impeding your donors from moving through the major gift pipeline into major gift caseloads.

You will leave this session with the following:

  1. Understand the problem and opportunity in fundraising that a strong mid-level program can address.

  2. Learn the importance of keeping the flow of donors moving through your major gift pipeline.

  3. Know the right structure that needs to be in place for a successful mid-level program.

  4. Understand what many non-profits get wrong, so you can avoid these common pitfalls.

  5. Hear what Veritus has learned about mid-level fundraising with the clients they serve—both the mistakes and the triumphs.

 

Veritus Group has been a leader in the field of mid and major gifts for over 10 years. Jeff Schreifels has over 32 years of fundraising experience working with almost every type and size of non-profit organization in the country. Come learn how to grow your major gift program, by learning how to design and manage a successful mid-level program and help your donors change the world.

 
 
 
 
 

Luncheon & Keynote Presentation

12:00 PM – 1:30 PM

Fundraising's Messy Middle Lane

Presenter: Jason Lewis

Organizations of all shapes and sizes would like to have the advantages that come with consistent, unrestricted support from a dedicated group of donors. Unfortunately, most fundraising strategies lack the only thing that enables them to achieve this goal: a thriving middle lane. 
Jason Lewis wants every organization to have the advantages that accompany the middle lane. He has created frameworks that ensure nonprofits are able to understand, plan for, and evaluate their progress in creating one. Without a thriving middle lane, these organizations either become overly reliant on new donor acquisition or attempt major fundraising initiatives for which they and their donors are unprepared. 


Although it is messy, unpredictable and difficult to measure, the middle lane is where fundraising grows up. It’s where talent becomes critically important, where operational support becomes sustainable, and where meaningful relationships become the driving force behind successful fundraising. 

 
 
 

Afternoon Session One

1:45 PM – 2:45 PM

How to Drive Donor Engagement with Social Media
Presenters: Julia Campbell

Social media was once promised as the silver bullet for nonprofits. Start posting, start tweeting, start Instagramming - and like magic, the donations will just roll in! Then reality set in. In our current attention economy, organic (unpaid) reach is down, algorithms prioritize updates from friends and family over businesses and brands, and millions upon millions of pieces of content are uploaded every single day.

For nonprofits to effectively raise money and build community on social media requires thoughtful, strategic, and consistent effort and a boatload of creativity. In this workshop, social media and digital fundraising expert Julia Campbell will walk you through the secrets to successful donor relations with social media. Participants will also get digital access to her Social Media Checklist and Social Media Matrix.

Participants will learn:

  • How to navigate the latest changes and trends in the social media landscape - what fundraisers need to know;

  • How to use social media to build and deepen relationships with current donors and prospects;

  • How to manage social media work at a small nonprofit with limited capacity;

  • Free and low-cost tools you can use to enhance your digital fundraising on a shoestring budget; and  

  • Real-world examples from small and mid-size nonprofits.

Storytouring

Presenter: Tammy Zonker

Sharpen your storytelling skills and master the two most important stories you can tell: your personal story and your consumer story. In about an hour, you will reconnect with your passion for your cause. Next, you’ll receive tools and a template to create a compelling story featuring someone whose life was changed thanks to your generous donors. You’ll leave this session equipped and empowered to connect and inspire your many audiences. 

Ask Without Fear!

Presenter: Marc A. Pitman


Asking for money is as scary for people as death and public speaking. But it doesn’t have to be! Learn a simple “R.E.A.L.” method that takes much of the fear out of the process. This session is perfect for nonprofit employees and volunteers and will give you proven techniques to improve your fundraising skills

 

You’ll learn:

  • a 4-part system to structure your solicitation

  • actual phrases to use during your solicitations

  • and a powerful way to overcome objections, even before they happen!

How to Create and Sustain the Best Major Gift Program Ever

Presenter: Jeff Schreifels

Too many non-profits either don't have a major gift program or they're struggling with the one they do have. Worse yet, many non-profits think their major gift program is doing great, but when you actually look at the data, they are losing 40-60% of their revenue due to donor value attrition every year... even though their bottom-line numbers say they are growing! 

Jeff Schreifels, Senior Partner of Veritus Group will give you exactly what you need to be successful. 

Veritus Group has been working with national non-profits both large and small for over 10 years. Creating a structure for the program, Veritus helps manage, coach, and train major gift officers to be successful.

Here are some questions you will have answered in this session:

1. Why is it important that you know what your major donor retention and value attrition rates are for donors that give $1,000 cume in any one of the last four years?

2. What is the single greatest contributor to failing at major gifts?

3. Does your major gift program have a structure to it? Structure? What do you mean structure?

4. What are the 7 things your major gift program MUST have to be successful?

5. Do you know what makes a great Major Gift Officer and why it's the toughest development job there is?

6. What is the number one reason major donors leave an organization and what can you do about it?

7. How do you grow a major gift caseload from a 3:1 ROI to a 10:1 ROI in five years?

8. What are the pitfalls and the vipers you have to watch out for so your major gift program doesn't blow up?

 

In this session Jeff will give you all the answers and even better entertain you with great stories that will touch your heart and convict your soul—that you have to get this Major Gift thing right. If you want to take your major gift program to a completely new level that puts your donors first, this is a MUST attend session for you.  

From this session you will take away how to:

1. Realize that major gifts is actually NOT about the money
2. Use data to drive your strategy
3. Build the proper structure for major gifts
4. Successfully manage your major gift team
5. Report on results
6. Grow your major gift program

 
 
 
 

Afternoon Session Two

3:00 PM – 4:00 PM

The Art of Storytelling in a Digital Age

Presenters: Julia Campbell

The power of storytelling in undeniable, and has not changed since humans began to communicate. However, the landscape in which to tell and to share stories certainly has. Digital technologies have fundamentally changed the way people discover, engage, and share information about the causes they care about. Social media platforms and innovative digital tools like augmented and virtual reality are disrupting traditional fundraising, with the potential to bring donors more deeply inside the work of organizations.

In this session, author and global authority on nonprofit digital storytelling Julia Campbell will walk you through the modern day secrets to nonprofit storytelling in the digital age, based on her bestselling book for nonprofits.

Learning objectives: 

  • Why digital storytelling is the best way to build relationships with donors and supporters;

  • The 3 essential elements of nonprofit storytelling that persuades;

  • How to create a system to collect and share the best stories about your work that will energize and inspire your donors;  

  • How to collect, craft, and share stories for maximum impact;

  • Free and low-cost tools you can use to enhance your digital storytelling on a shoestring budget; and  

  • Real-world examples from small and mid-size nonprofits.

 

Participants will also get access to the Storytelling in the Digital Age Workbook, to begin collecting, crafting, and sharing stories for their organizations on digital channels.

The Intentional Fundraiser

Presenter: Tammy Zonker

We all know activity does not equal effectiveness. Yet the daily barrage of incoming email and unexpected requests can easily consume our time and derail us from accomplishing what’s most important to our success. Whether you’re a small shop or managing a large team, The Intentional Fundraiser is a system for establishing role clarity, priorities and performance metrics for busy fundraising pros. Participants will receive a link to download The Intentional Fundraiser Toolkit of high-performance templates.

Warding Off Fundraising’s Culture of Metrics

Presenter: Jason Lewis

Fundraisers often refer that the "Culture of Metrics" as the explanation for a toxic work environment that is undermining their opportunity to thrive. As much as they resent the laser-focus on the numbers, metrics are not the primary culprit. Fundraising needs better supervisors. Jason Lewis’ Key Performance Indicators, the final of his four frameworks, was designed for the boss who wants to become a better coach and use metrics to her advantage.


The KPI framework achieves three primary objectives - it focuses on variables within the fundraiser’s control rather than those that are not, encourages fundraisers to master their craft rather than making comparisons, and relies on the principles of deliberate practice to push fundraisers out of their comfort zones in order to achieve a higher level of performance. 

Major Gift Success Depends on Healthy Mid-Level Program

Presenter: Jeff Schreifels

Major gift programs are suffering because of the lack of qualified donors moving into major gift portfolios. Unfortunately, most non-profits haven’t been strategic about moving their donors from their direct response program and through the “major gift pipeline.”  

Jeff Schreifels, Senior Partner of Veritus Group will show you why a strong mid-level program can be one of THE answers to your major gift growth. Jeff will outline what a successful mid-level program contains, how to set it up, and how to manage it so that you get rid of any “clog” that is impeding your donors from moving through the major gift pipeline into major gift caseloads.

You will leave this session with the following:

  1. Understand the problem and opportunity in fundraising that a strong mid-level program can address.

  2. Learn the importance of keeping the flow of donors moving through your major gift pipeline.

  3. Know the right structure that needs to be in place for a successful mid-level program.

  4. Understand what many non-profits get wrong, so you can avoid these common pitfalls.

  5. Hear what Veritus has learned about mid-level fundraising with the clients they serve—both the mistakes and the triumphs.

 

Veritus Group has been a leader in the field of mid and major gifts for over 10 years. Jeff Schreifels has over 32 years of fundraising experience working with almost every type and size of non-profit organization in the country. Come learn how to grow your major gift program, by learning how to design and manage a successful mid-level program and help your donors change the world.
 

 
 
 
 
 

Social Hour

4:00 PM – 5:00 PM

Time for networking and visiting with fundraising colleagues!
Conference registration includes a beverage.

 

Fundraising Day WI is proudly brought to you by the AFP Greater Madison and AFP Southeastern WI Chapters

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