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Major & Principal Gifts

Monday, July 24, 2017 

Breakout Session #1 
10:00 a.m. - 11:00 a.m.   
Mastering the Soft Skills: What they Don't Teach You in Fundraising 101
Gail Perry, MBA, CFRE

Major gift fundraising really CAN be fun and interesting. You really CAN listen your way to the gift. What are the unwritten rules of fundraising? Join Gail Perry, MBA, CFRE, for a “not politically correct,” frank discussion about subtle issues we don’t usually talk about. How do you deal with the wealthy? How do you overcome the intimidation factor? How to build trust? How important are good manners?

Learn Gail Perry's "soft sell" approach to fundraising that lets the donor lead the way. Learn how to create a relationship with a prospect that's organic, natural and fun.  We’ll discuss how listening skills, small talk and social skills can take your relationship with your donor from transactional to actually transformational.

You'll learn exactly HOW to make a call on a major donor prospect: what to do, what to say, how to be.

  • Why social skills matter so much
  • The kiss of death for a fundraiser 
  • What's the most important quality you need to get ahead in your career
  • The 5 interpersonal qualities that will advance your relationships with wealthy donors
  • The correct way to use "small talk" with donors
  • How to build a donor's trust in you and your cause 
  • The little things that matter most to donors 
  • How to survive politics 

B reakout Session #2 
11:15 a.m. - 12:15 p.m.   
The Art of Perception In Depth 
Amy E. Herman, JD, MA

The Art of Perception breakout session will provide an in depth exploration on how analyzing works of art can enhance donor development. This session will focus on challenging assumptions, fostering creative problem solving, both individually and collectively, and encouraging better decision making by incorporating multiple perspectives. In addition to using art as data to address the role of non-verbal communication and how it relates to work with donors and colleagues, the workshop will use images of paintings, sculptures, and photography as tools to help participants reconsider bias and related ethical issues in the field of donor relations. With a mandate that inspires innovation, this highly involved workshop will not only emphasize better stewardship, but also encourage attendees to learn from others. Attendees will also learn how to maximize opportunities to incorporate diverse perspectives into their everyday decision-making with donors, colleagues, and institutions.
Breakout Session #4      
3:30 p.m. - 4:30 p.m. 

Why Do I Give? – A Panel of WVU Donors Provide Feedback to the Fundraisers
Moderator by: B.J. Davisson, Senior Vice President of Development and Chief Development Officer, WVU Foundation

As development officers, we work hard to prepare the perfect proposal, prep the dean just right, and have the donor heavily engaged in the project we want them to support. But what really makes them say yes?  A panel of WVU donors will share its reasons for giving and pull back the shroud on what gets them excited about supporting the institution.  This moderated panel will allow plenty of time for you to ask the donors questions, and get to the heart of what makes them say yes to the gift.

Tuesday, July 25, 2017 

Breakout Session #5 
9:45 a.m. - 10:45 a.m. 
The Metrics that Matter 
Tim Bolling, Associate Vice President, Central Development, WVU Foundation 

As our development systems have become more and more complex, and able to analyze a myriad of topics and processes, it has become more and more important to identify, focus on, and coach to success in the few key major gift indicators that will most quickly point out success and identify potential problems.  Participants will discuss ways to identify and create dashboards that allow them to quickly note successes and vulnerabilities, and adjust for both.  Managers will hopefully gain new ways to critically analyze and evaluate staff successes and challenges.  Development officers charged with soliciting and closing major gifts will hear ways to organize and prioritize their work to support their assignments and expectations.

Breakout Session #6
11:00 a.m. - 12:00 p.m.  

All Gifts Count, but Some Count More Than Others   
Moderator by: B.J. Davisson, Senior Vice President of Development and Chief Development Officer, WVU Foundation
Kirk Jewell, President, Oklahoma State Foundation  
Byron Kennedy, Associate Vice Chancellor for Institutional Advancement at the Texas Tech University
Greg Willems, President and CEO, KSU Foundation 

This session will focus on the idea that BIG philanthropy comes from BIG ideas and BIG ideas require work.  What is development’s role in driving BIG ideas?  How should we help our institution focus on key initiatives that are motivating to transformational philanthropists?  How do you leverage key leadership across the institution to create clarity around the BIG ideas?