Research Track Chair
Association of Fundraising Professionals (AFP) Fund Raising Day in New York
The Marriott Marquis, New York, NY
Friday, June 10, 2011, 8:30am – 5:00pm
Co-Chair Julie Levine
8:45 – 10:00am
Samantha Cohen, Associate Director of Principal Giving, American Civil Liberties Union
Katherine Swank, J.D., Consultant, Target Analytics, a Blackbaud Company
Session Title: What Women Want: Understanding the Needs and Objectives of Women's Philanthropic Giving
Session Description: Women are increasingly impacting fundraising efforts, both charitable and political, and their objectives differ significantly from men's. They tend to seek new solutions and make different decisions in their financial planning. This session is appropriate for anyone that wants to understand how to engage women donors by changing the way you speak with them and by listening for their direction.
Identify the unique objectives of women's charitable and political philanthropy.
Gather and use appropriate research tools that relate to your female prospect pool.
Use prospect research to develop targeted cultivation and solicitation strategies for women donors for both current and planned gifts.
10:45 – 12noon
Marc Keller, Associate Director of Prospect Research, University of Pennsylvania
Kathleen Sanford, Prospect Researcher, University of Pennsylvania
John Zakrzewski, Prospect Research Assistant, University of Pennsylvania
Session Title: International Prospect Research: Tools and Techniques
Session Description: The prospect pools of non-profit organizations, especially universities, have gone global, presenting a new challenge for researchers, since international and domestic prospect research have distinct differences. This advanced-skills presentation will discuss research strategies and resources for international prospects, focusing on the “Big Three”: UK, China, and India, but also discussing other countries, as well as ideas for proactive international research.
Identify the major challenges of international prospect research
Use free and paid resources to uncover information on international prospects
Build a plan for proactive international prospect research
2:00 – 3:15pm
Richard Naum, Vice President for Development, Memorial Sloan-Kettering Cancer Center
Kate Chamberlin, Campaign Strategic Research Director, Memorial Sloan-Kettering Cancer Center
Session Title: Applying Science to the Art: Analytics and Fundraising at Memorial Sloan-Kettering Cancer Center
Session Description: Memorial Sloan-Kettering Cancer Center's development operation applies statistical models and analytical methods to strategic planning and prospect identification. The Center's Vice President for Development and their Director of Analytics will describe projects undertaken at all levels of the effort, with the goal of integrated, donor-centered management decision-making. This enables Sloan-Kettering to raise money more effectively, and more efficiently, even in difficult economic times
Applies predictive modeling results to identify major donors
Implements controlled experiments and lifetime value calculations to evaluate donor pools
Develops giving forecasts and monthly targets based on historical data