29th Annual Summer Symposium – August 28 & 29, 2017

Inverness Hotel & Conference Center

Phil Purcell, CFRE, MPA/JD

New this Year! Monday August 28th 9:00 a.m. to 3:30 p.m. (Optional Seminar – Additional Fee Required)
Understanding the Basics for Success in Planned Giving!
Phil Purcell, CFRE, MPA/JD, Consultant for Philanthropy, LLC Adjunct Faculty, Indiana University Maurer School of Law and Lilly School of Philanthropy

This highly interactive session will provide essential ideas for success in fundraising for planned gifts. The most important planned gift assets and vehicles will be explained, including advantages and planning pointers for each. Profiles to identify prospects for planned gifts will be shared. Basic administrative considerations for a planned giving program such as policies and procedures, goal-setting and more will be reviewed. The program will also highlight successful strategies for promoting and marketing planned gifts. This session will be helpful for persons new to planned giving as well as those wanting a refresher or new ideas.

 

29th Annual Summer Symposium

Lynne M Wester

OPENING PLENARY SESSION – Monday, August 28th 4:00 – 5:30 p.m.
Without Donors We Cease to Exist
Lynne M. Wester, Founder and Principal – Donor Relations Guru®

Put yourself in the donor’s shoes. They don’t want another lapel pin or bumper sticker. They want to know they make a difference to your institution and they are valued. Donor appreciation is not expensive, but neglecting it can be. Research shows that it is seven times more expensive to acquire a new donor that to keep the one you have. The solution is simple: put the donor first.

 

Lani Starkey, JD, LLM, CPA

KEYNOTE SESSION – Tuesday, August 28, 2017 8:15 – 10: 15 a.m.
The 8 Ways to Ask for Gifts: Expanding the Art and Science of the Solicitation
Lani Starkey, JD, LLM, CPA, Founder and Principal – Fifty Rock Consulting LLC.

In order to be a happy and successful fundraiser, hit your required metrics, and produce more results with less resources, many fundraisers could benefit from being more innovative and creative with their solicitation strategies. With this goal in mind, I have observed and developed eight proven and repeatable ways to ask for major, planned, and transformational gifts. Some of these you may already do now but just not be aware of it! Others you might never have even considered. These eight ways provide an arsenal of options to do your job better, faster, and with more measurable results. Accordingly, this presentation will describe the eight ways and numerous real-life case studies that illustrate each method. In addition, this session will share unique insights into relationship building and fundraiser profile types.

Learning objectives:
1. Identify the different ways to ask for gifts
2. Discover how each method can be matched to common donor situations
3. Learn what is the most overused word in fundraising and how to fix it
4. Identify why many solicitations are done at the wrong time in the relationship and how to fix it
5. Analyze yourself, your staff, your leadership, and your board using a simple solicitation diagram

And more….
Joseph O. Bull, JD, Carnegie Mellon University – Making Metrics Work for Gift Planners
Joe Chickey, Sharpe Group – Ethics in Fundraising
Claudine A. Donikian, JD, MBA, Pentera, Inc. – The 2016 Planned Giving Study: New Insights from Data on Planned Gifts
Johni Hays, JD, FCEP, Thompson & Associates – 7 Commandments of Charitable Gift Planning
Bill Knox, KASPICK & COMPANY, LLC – Gifts Involving S Corporations
Scott Lumpkin, Scott R. Lumpkin & Associates LLC – The Role of Taxes on Giving
Justin T. Miller, J.D., LL.M., TEP, CFP®, BNY Mellon – Philanthropic Planning Paralysis: Getting Your Donors to Act
Lani Starkey, JD, LLM, CPA, Fifty Rock Consulting LLC – Closing Charitable Lead Trusts – A Simple Marketing and Wealth Planning Approach that Engages Donors and Advisors
Craig C. Wruck, Humbolt State University – Charitable Gift Annuities…exotic ways to use them