“Your workshop today was excellent and gave me real insights into how and why my clients should structure and manage their research programs and set research priorities....and why prospect research is much more than Googling a name.”

Michael P. Miller
New York City


Fundraising Day in New York (FRDNY) Conference
Association of Fundraising Professionals (AFP)
Marriott Marquis Times Square
The Marriott Marquis, New York, NY
Friday, June 14, 2019
8:45am – 4:00pm

Track Chairs: George Hartman and Poonam Prasad

8:45am – 10am
Enthusiasts, Strategists, Closers, Oh My: The New Major Donor Archetypes – And Your Prospects

You know your donors have deeply personal reasons for giving. They also watch and learn from others. Drawing on verbatim statements from 150+ high-profile donors, we see five inspiring Major Donor Archetypes–five distinct approaches to making an impact—that are influencing all donors today.

You'll learn:

  • Surprising things ultra-high net worth individuals say about what moves them
  • Profiles of the five new Major Donor Archetypes–and their sweet spots and watch-outs
  • Steps you can take now to translate your understanding of your prospects into more compelling communications

Peter Barber,
Philanthropic Strategist, Lipman Hearne
Colleen O'Grady, Philanthropic Strategist, Lipman Hearne

10:45am – 12pm
Fact-finding in the Era of Social Media and Fake News

Social media has given lots of new tools to fundraisers, but also new problems. This fun, fast-paced session will show you how to do research using social media without getting lost. Get big-picture ideas and practical, hands-on tips on all the major networks including LinkedIn.

You'll learn:

  • What’s new in social media that you need to know
  • New ways to find prospects
  • Great ways to stay connected with existing and past donors

Sree Sreenivasan,
Co-Founder, Digimentors

2pm – 3:15pm
Big Data Fundraising Trends from NY Nonprofits

Join our renowned speakers as they perform a deep dive into giving data from thousands of nonprofits and millions of donors both nationwide and in the New York metro area.

You'll learn:

  • How the Tax Reform Act of 2017 affected giving at all levels
  • How #GivingTuesday influences donor behavior
  • How to compare your own fundraising activities to common benchmarks

Jon Biedermann,
Vice President, DonorPerfect
Nathan Dietz, Senior Research Associate, Do Good Institute, School of Public Policy, University of Maryland

3:45pm – 5pm
Persuading and Negotiating for Success: Portfolio Reviews

Prospect development has grown beyond the “nerdy folks in the back room” reputation, yet many of us struggle to build collaborative relationships with our frontline partners. We will provide communication techniques centered on adding names to portfolios, removing inactive prospects, and assessing prospects to queue up for strategy meetings.

You'll learn:

  • Best practices in conducting portfolio review conversations with fundraisers
  • New phrases and strategies you can use during face-to-face (or phone) conversations with fundraisers, including tips and tricks for keeping meetings focused and on track.
  • Collaboration, assertiveness, and effective communication techniques in role-playing sessions with other attendees.

Anne Dean,
Managing Director, George Washington University
Bond Lammey, Managing Associate, Bentz Whaley Flessner


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