CARA CONFERENCE 2007 PROGRAM
Keynote Speaker
Jennifer Warwick, MA is a career strategist, writer and award-winning
speaker based near Austin, Texas. She has mentored, managed and taught
hundreds to explore, identify and reach for their goals. Her articles on
management and leadership have appeared in numerous professional and trade
publications, and she has been quoted in magazines ranging from Entrepreneur
and Processor to Sirens and body+soul.
Jennifer’s keynote will be The Money Mystery: What You Can Do to Earn
More.
A recent CASE salary survey indicated that, while advancement services is
now tied for the second highest paid discipline in advancement, prospect
researchers are still some of the lowest paid professionals in the industry
- despite their significant impact on the bottom line. In this empowering
and motivating session, you will learn:
* How to position yourself as a strategic partner with development - and
your VP
* The best way to build your case for additional compensation
* A proven five-step outline for asking for a raise
(top)
101 – Gifts, Grants or Whatever… Playing by the Rules
Presenter:
LYNN RAHN, Interim Assistant Vice Chancellor, Resource
Planning & Admin., UC Irvine
The IRS sets the rules as to what is or is not a tax-deductible gift. Every
fundraiser should know these fundamental rules Learn the basics about: 1)
what a charitable gift is or is not, 2) what the IRS rules are regarding
gifts, and 3) what are the charity’s responsibilities upon receiving the
gift?
104 – The Ins and Outs of a Foundation’s IRS 990
Presenter: LYNN RAHN, Interim Assistant Vice Chancellor, Resource Planning &
Admin., UC Irvine
A basic understanding of foundation IRS tax filings is essential. In this
session you will learn: 1) what are the differences in foundations and their
filings, 2) what is contained in the IRS 990, when are they filed and where
you can find them, and 3) why this information is important to fundraisers.
107 – Learning to Speak SEC
Presenter: BARBARA FULLERTON, Manager of Librarian Relations, 10-K Wizard
If 10K, 10-Q, Def-14A, and S-1 sound like a foreign language to you then
this session can help. Understanding SEC filings does not have to be hard.
Learn: 1) what are the basic SEC filings, when and why are they filed, 2)
where do you find SEC filings, and 3) what does this information tell me
about my prospect?
201 – The Absolutely Must Have Resources
Presenter: OFELIA ALAYETO PhD, Manager of Development Research, UCSF
Learn from a leader in our field: 1) what are the basic resources every
researcher should know about? 2) what paid resources are essential 3) what
free resources are essential, and 4) hidden gems.
204 – Beyond Google - Using Deductive Reasoning
Presenter: SUE BREWSAUGH, Manager, Library & Learning Centers, The Boeing
Company
What do you do when you can’t find the information in Google? This session,
by a seasoned librarian, will help you to identify clues on how to decipher
this puzzle. Learn how to 1) use deductive reasoning to follow leads to find
your information, 2) identify new leads when you’re at a dead end, and 3)
think outside the box when faced with a research challenge.
207 – Qualifying Prospects: When You Don’t Have All The Pieces, How
Do You Solve The Puzzle?
Presenter: JEFF WATSON, Director Prospect Research & Management, Pomona
College
Introductory session on how-to estimate gift capacity for your prospects. 1)
learn how to estimate giving capacity based on identified assets 2) learn
the basic formulas for estimating net worth capacity, and 3) learn where
these formulas come from and how other industries use this information.
(top)
102 – Mom Was Right: The Power of a Simple “Thank You”
Presenter: JENNIFER WARWICK, Author, Career Strategist, Coach
With thousands of other charities ready to step in and show their
appreciation to your donors, how are you measuring up? In this fast paced
session, you will: 1) discuss the role of stewardship and donor satisfaction
in a successful development program, 2) explore the policies and procedures
that provide a solid framework for increased fund raising, and 3) learn how
to involve busy CEOs, deans, and volunteers in ways that ensure excellence
in donor relations.
108 – Campaign Ahead
Presenter: JOE BOEKE, Director of Development Operations, Cal Tech
A campaign is ahead of you! What should you do BEFORE the campaign. In
this session you will learn 1) how to be proactive with a campaign in mind,
2) setting up your prospect management system to support a campaign, and 3)
staffing issues.
202 – Business 2.0 - Advanced Private Co. Research
Presenter: DAVID LAWSON, Vice President, Kintera/P!N
Two- Part Session: Once you understand the basics of private company
research, what more can do you? This workshop will explore the next level of
private company research with a focus on determining where in the business
life cycle a company is. You will learn about the stages a business goes
through, how to extrapolate from each stage the value of the business, what
the business is likely to be doing, and most importantly how likely the
founder(s) and/or executives are to be in a financial position to support
your organization.
205 – Business 2.0 - Advanced Private Co. Research
Presenter: DAVID LAWSON, Vice President, Kintera/P!N
Second of two parts; see description for Session 202.
208 – Prospecting Outside the Box: Identifying Who’s Loyal – A Planned Giving Strategy
Presenter: JAMIE NELSON, Director of Gift Planning, Scripps Health Foundation
Every organization has a unique group of individuals who are loyal and
demonstrate this loyalty by consistent giving. Learn: 1) how to identify
your “loyal” donors, 2) why “loyals” are significant to your program, and 3)
how to develop a planned gift strategy for these often overlooked treasures.
(top)
103 – What are Mom & Pop Really Worth?
Presenter: JERRY HENBERGER, Certified Business Transfer Specialist and
Financial Recasting Consultant
Determining what small family businesses are really worth is challenging.
Learn from an expert in the field of business comps, what you can and can’t
do to find the answer. In this session you will learn 1) basics of
determining business value, 2) what information you won’t be able to find,
and 3) what resources are available.
105 – (Vendor Seminar) Stop Wasting Money: You Don’t Have to Spend a Fortune to Get More From Your Prospect Research
Presenter: CLAIRE LOGUE, WealthEngine, Sr.
Account Representative, Western Region
Find out how WealthEngine.com’s donor and asset rankings can save money and help get better results by identifying your top prospects.
With three tiers of screenings (Basic, Insight and Beyond), we give more detail on your most promising prospects – those that
you are more likely to target – so you don’t have to break the bank paying for data you will never use. In this session, you will: 1)
preview the FindWealth screening service, 2) demo the FindWealth online web research tool, 3) examine WealthEngine’s 25% data
sources (we give you access to these sources for every record screened) 4) learn how WealthEngine screens all records BEFORE modeling
and ranking, and then gives you all of the information, and 5) hear more about our client services and seasoned research professionals
who help you integrate your screening results.
106 – If I Only Knew Then What I Know Now!
MODERATOR: MICHAEL QUEVLI, Kintera; PANEL: AMY WALLING, San Diego
Foundation; PETER WASEMILLER, Fresno Pacific University; SUZANNE SZALAY,
Children’s Hospital of Los Angeles
Panel of Senior Researchers and past CARA Service Award Recipients share
what they’ve learned along the way. A lively question and answer discussion
designed to allow you to learn from the pros what they wish they knew way
back when.
109 – Fund Raising Post-HIPAA
Presenter: NANCY GREGOVICH BOWERS, Consultant, Delauro & Associates
The HIPAA Privacy Rules have not changed since they became enforceable
April 14, 2003. After more than four years, many development offices remain
confused about what is and is not permitted. This session will focus on
understanding what HIPAA actually says about fund raising, versus those gray
areas that require interpretation, extrapolation and policy development
based on compliance risk tolerance. As health care consumers and
professional fund raisers, there is benefit in understanding the nation’s
first Federal privacy regulations.
203 – From Newbie to Pro in 6 Weeks
Presenter: ANASTASIA DARWISH – Research Specialist, Orange County United
Way
Good training is a foundation of good prospect research. Learn how to
train employees new to the field and take them from newbie to pro in six
weeks. Discover the key elements of a successful research training
methodology based on a comprehensive written curriculum and practical
assignments. Discuss the best practices for training new researchers and
take away helpful approaches and techniques that can be applied to the
specifics of your institution. Sample research training curriculums will be
made available.
206 – Data Mining: Platinum vs Coal - 7 Essential Lessons from the
Field
Presenter: TBD
This session is packed with essentials on data mining. We’ll discuss
techniques and tools used in the for-profit world to discover who their best
customers are and how to find more like them. Attendees will learn: 1) the
value of appending data to internal databases; 2) Modeling 101 – what are
response models, clustering models, lifetime value models and how can they
help you prioritize your prospects; 3) the difference between compiled
mailing lists and specialty lists and More!
209 – Best Business Practices for Independent Researchers &
Consultants
Panel: AIMEE FITZGERALD, Fitzgerald Information Services;
PATRICE CURTIS, Curtis Research Group;
AMELIA KASSEL, MarketingBase; CYNTHIA SHAMEL, Shamel Information Services
Experienced professionals share practical advice on how to run a
successful business as an Independent Researcher or Consultant. You’ll
learn: 1) how to market yourself, 2) how to charge for services, 3) avoiding
the pitfalls, and 4) billing, taxes, and other unexpected events.
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