Breakout Sessions B

Day One | Wednesday, November 13, 2024

1B: Creating a Comprehensive Donor Engagement Program: A Vision Becomes a Reality

In 2023, the USO leadership recognized the need to create a donor engagement program with the goal of moving from a transactional-based fundraising organization to building an end-to-end donor engagement program to promote fundraising growth, enhance donor retention, increase donor value, and instill a donor-centric culture both internally, and externally at the USO. The USO contracted with GG+A to assess the current state of the donor experience through a review of the existing program, a donor survey, and a benchmarking study. The outcome of this review is the creation of a three-year roadmap, including a pilot phase, that includes staffing recommendations, stewardship and engagement strategies, and change management recognition. We will walk through our process and partnership and provide concrete examples of how to create a donor engagement program.

Mary Carole Starke  is a Consultant at Huron |GG+A Global Philanthropy where she consults with clients on technology, data, and operations-related projects including advancement technology; prospect management; gift and records processing; donor relations, organizational analytics; and more. She brings nearly 30 years of experience to the organization, with expertise in, data management, prospect development, reporting and analytics, systems and technology, and stewardship. Mary Carole holds a BA in sociology from Elmira College in Elmira, New York, and a MAs in sociology from the University of Maryland. In 2022, she completed a 10-month leadership program with Maximizing Organizational Resources (MOR). Throughout her career, she has been a member of several professional organizations, including the Association for Advancement Services Professionals (AASP), the Council for the Advancement and Support of Education (CASE), and the Association for Donor Relations Professionals (ADRP), including her current board seat at Navigators USA. She is also a past presenter at AASP conferences and the Northeast Regional Computing Program (NERCOMP).

Josem Diaz is the Vice President for Development Business Operations at the United Service Organizations (USO), where he is responsible for the leadership and strategic management of the operations, systems, and processes that support the USO’s global development efforts. In addition, Josem has been a member of the Upper Iowa University Board of Trustees since 2017 and currently serves as the board chair of academic and student affairs and a member of the development and governance committees. Prior to that, Josem was the Vice President for College Advancement and Chief Development Officer at Eureka College. He was responsible for advancing the Colleges’ financial, capital, and academic growth by strengthening and expanding the institutional constituency and encouraging increased involvement and support. Josem has 20 years of experience in development, higher education, operations, and campaign readiness. His experience includes strategic planning and campaign management, and he has a successful track record of leading teams to optimum performance and operational efficiency. Josem has also previously served as Assistant VP and Advancement Chief Operations Officer at Yeshiva University, New York, and provided leadership, direction, and oversight of all the organization's business operations and administrative areas in support of fundraising and strategic goals. Immediately before that role, Josem served as Assistant VP of Advancement Operations at American University, Washington D.C, where he onboarded a new President and led the campaign readiness assessment for AU's transformational campaign and the first CRM Advance implementation. Josem receives his B.S in Forensic Psychology from Nova Southeastern University and is currently seeking his Executive Master of Public Administration at American University. Josem is a Miami Beach, Florida native and currently lives in the Washington, D.C area.

2B: Forms and Automation: A Mini Workshop on Creating and Automating Forms Using Microsoft Forms, SharePoint, and Power Automate

Gone are the days of collecting information solely through paper RSVPs or Microsoft Word Templates. Digital forms are prevalent today but require careful crafting, organization, and processing. From external event registrations to internal task management, thoughtful forms and automation can save time and reduce operational strain. Bring your laptop and follow along or observe as we create forms in Microsoft Forms and SharePoint Lists and build Power Automate flows to add automation. Learn which forms are most appropriate in various instances and walk through simple automation capabilities, including triggering email notifications, approvals, and basic task management. Step-by-step instructions will be included to take home, though you will need an active Microsoft 365 license (business or personal) to create your own forms and automation during the mini workshop.

Jianell Present is a Senior Microsoft 365 and SharePoint Content Developer at The Nature Conservancy (TNC), where she works with staff worldwide to use technology for business process improvement. She started her TNC career in Development Operations before joining Advancement Services as a Fundraising Systems Specialist and later as a Revenue Compliance and Quality Assurance Specialist. Jianell is an inaugural recipient of both TNC’s Development Achievement Award and aasp’s Sapphire Aspire Award in the Technology & Innovation category for her work on a Submission and Review Framework. Built using the Microsoft Power Platform, SharePoint, and Office 365, this framework has been integral in reducing bottlenecks, increasing efficiency, ensuring data security, and improving transparency for revenue processing at TNC. Additionally, this framework allowed for the behind-the-scenes collection of previously unavailable data, providing the ability to report on and analyze the revenue process lifecycle.

3B: Achieving Excellence in Advancement: Key Takeaways from Operations Transformation

In this era, advancement organizations are tasked with crafting meaningful, efficient, timely, and engaging experiences with their communities both inside and outside the institution. How do advancement leaders reimagine operations to be more inclusive, effective, and modern to meet the needs of today's constituents? Join a panel discussion with the Wisconsin Foundation, the University of Alabama Birmingham, and the University of Southern Mississippi Foundation to learn more about their strategies, from planning through implementation, for transforming their advancement operations.

Jennifer Walker has supported higher education digital transformation for over 13 years, collaborating with numerous four-year, public, private, and community college institutions to achieve their goals. Before joining Huron, Jennifer served as a strategist and leader across higher education, product companies, and professional service organizations focused on education institutions. She grounds her collaborations in deep appreciation for education industry needs and an understanding of the potentially transformative impact of technology, with a particular focus on CRM, Advancement, university operations, and systems

Anida Ho is the Director of Advancement Business Solutions at the Wisconsin Foundation and Alumni Association. As a UW-Madison graduate, she is passionate about supporting her alma mater. Anida leads CRM strategy and training, overseeing a recent Salesforce implementation. With a diverse background spanning product development, marketing, sales operations, and CRM management, she excels in fundraising and engagement initiatives. Anida enjoys travel, reading, and chasing around her children and dogs in Madison, WI

Stace Mercier, the Executive Director of the University of Southern Mississippi Foundation, provides strategic leadership, talent management, and board engagement. She is a leader in developing advancement strategies and directing fundraising efforts to advance the University's mission and the priorities of its leadership. Under her leadership, the USM Foundation has achieved significant growth and the successful completion of a capital campaign in 2023, raising $156 million two years ahead of schedule. Through a donor-centered approach, her team creates meaningful philanthropic opportunities for the University's alumni and friends. As a two-time graduate of the University, she holds a BSBA in Accountancy and a Master of Professional Accountancy. Mercier is also credentialed as a Certified Public Accountant and a Certified Nonprofit Accounting Professional. She is an active member of the Council for the Advancement and Support of Education (CASE), serving on the College and University Foundations (CUF) National Committee for six years.

Marylyn West serves as the Assistant Vice President for Advancement Services at her alma mater, The University of Alabama at Birmingham (UAB), where Gift & Biographical Records, Prospect Research & Management, Advancement Information Services & Analytics, and Advancement Operations Support report directly to her. She has over twenty-five years of experience in technology including over a decade in Advancement Services. Previously, she worked at UAB as the Sr. Director of Advancement Information Services & Analytics. She strives to bring the same focus she had in growing the technology footprint in Advancement to her AVP role. She believes that the right tools, processes, and service excellence can create a culture of efficiency and partnership to provide the greatest benefit to UAB's donors, Advancement colleagues, and UAB partners. Marylyn has had the opportunity to present at AASP and Ellucian e-Live. She has also served on the AASP volunteer committee for the AASP Awards for the past three years. Marylyn has also had the pleasure to participate as a CASE judge for their technology awards. When not working, Marylyn enjoys reading and spending time traveling with her husband, Tony. She is also the proud mother of three, Cameron and Caroline, and bonus son, Ryan.

4B: Data Quality Myth Busters: Taking Control of Your Data Story

Drawing inspiration from the iconic show "Myth Busters," we will tackle pervasive beliefs such as "Data Quality is the responsibility of Advancement Services", "All data in the CRM is wrong", and "Decentralizing data entry will ruin our data". Through a blend of theoretical approaches and real-world experiences, we will shatter these myths and reveal the reality behind managing data quality in a modern technology ecosystem. Each myth will be dissected, exploring the rationale behind its existence, and showcasing practical strategies that have successfully overturned these misconceptions in practice. By the end of this presentation, attendees will gain valuable insights into establishing a regimented data quality practice in Advancement Services, fostering a culture of decentralized data stewardship, and instilling trust in the accuracy of CRM data. Join us as we embark on a myth-busting journey that will transform your approach to data quality management.

Christina DeVries is the AVP of Advancement Operations at Worcester Polytechnic Institute (WPI) in Worcester, MA. She holds a BS degree in Accounting from the University of Nevada, Reno. Tina’s early career consisted of a myriad of accounting roles including a teaching position in the Peace Corps. She was employed by WPI in 2005 as an Associate Director in Sponsored Programs. Her next role was in the Budget Office as the Associate Budget Director. She joined the Advancement team in 2018 bringing her extensive knowledge of WPI, systems, budget, and grants and contracts to the role of Executive Director of Advancement Services. Since moving to Advancement, she has assisted in implementing a gift management solution for Salesforce, managing the advancement services team, and now managing operations including IT within the division. She enjoys travel, outdoor activities, and baking.

Cheryl Ann Cerny is a Certified Salesforce Administrator with twenty-six years of experience in the fundraising industry, including over twenty years leading operations at higher education and healthcare organizations. She is well-versed in technology and data analytics projects that aim to strengthen fundraising operations. Prior to joining Zuri Group, Cheryl served as Associate Vice President of Advancement Operations at Worcester Polytechnic Institute (WPI) and as Campaign Director for their $350M philanthropic campaign. There, she led the advancement system's Salesforce CRM implementation and established a fundraising technology ecosystem with a technological bench strength equivalent to Fortune 500 enterprises. Cheryl has also held leadership positions at Massachusetts Institute of Technology (MIT), Boston Children’s Hospital Trust, and Bentley University. Cheryl graduated from the University of Richmond, and she is currently pursuing a Master of Business Association (MBA) focused on digital transformation and organizational leadership. In addition to her Salesforce certification, she is IT Infrastructure Library (ITIL) 4 Foundation certified. Cheryl lives in central Massachusetts with her family and two pups. In her personal time, she enjoys volunteering her technical and fundraising skills to small nonprofits, especially those needing a jumpstart on Salesforce.

5B: Strategic Measurement for Team Productivity and Impact: Prospect Research & Prospect Manager Scorecards

Unlock the power of Research & Prospect Manager Scorecards in measuring and optimizing team productivity. This presentation explores practical aspects of measuring impactful activities, emphasizing quality work production and its meaningful utilization. Learn to track productivity, promote accountability, and establish trust within your team. From prospect identification to gift, uncover how an internal scorecard measures the impact of referred prospects and tracks crucial activities. Gain strategic insights into leveraging metrics visualization for effective communication, change management, and progress reporting to leadership. By attending, you will acquire practical knowledge to optimize team performance, foster accountability, and strategically utilize measurement tools for success in prospect research and prospect management - Join us for an enlightening exploration into the transformative power of strategic measurement in shaping team dynamics!

Executive Director, Prospect Development - University of South Carolina Prisca Zaccaria is a dynamic and results-driven leader with an extensive background in higher education advancement and prospect development. As the Executive Director for Prospect Development at the University of South Carolina, she plays a pivotal role in shaping the institution's philanthropic strategy and ensuring its long-term sustainability. Prior to her current role at the University of South Carolina, Prisca held a senior position in prospect development at the University of Georgia where, for over 20 years, she honed her expertise in prospect research and relationship management. Her track record includes collaborating with cross-functional teams to secure major and principal gifts, enhance donor pipelines, and implement best practices in advancement. She has dedicated part of her career to identifying effective ways to measure the impact of prospect development teams. By adopting new tracking methodologies and leveraging data visualization tools in collaboration with data analytics and IT teams, she has developed dynamic approaches to analyze team performance and highlight the tangible impact of prospect development on fundraising success. Prisca is a recognized leader in prospect development and regularly presents at industry conferences and seminars, sharing her insights on the evolving landscape of higher education fundraising. Her commitment to advancing the profession is evident through her mentorship and dedication to nurturing emerging talent within her teams, all while navigating the complexities of fundraising in an ever-changing environment. 

In 2018, Derek Clark joined the University of South Carolina as Assistant Vice President of Advancement Services. His professional career experience includes 11 years at the University of Georgia in advancement services management and 11 years at General Motors Acceptance Corporation (GMAC) in the financial business redesign and optimization management roles. Prospect Research & Prospect Management, Information Technology, Revenue & Compliance, and Analytics & Client Solutions for the Division of Development are his responsibilities as AVP at the University of South Carolina. Derek's professional organizational position includes being a member of the Advancement Management Best Practices Committee of aasp and a past chair. He is also a past Blackbaud CRM Higher Education Product Advisory Group (PAG) chair. In his career, Derek has overseen two successful fundraising system conversions at UGA and the University of South Carolina on time and under budget. The latter of the two conversions occurred 100% remoted during March-August 2020 of the pandemic. He earned a bachelor's degree from the University of Georgia in Management Information Systems and a master's from Central Michigan University in Business Administration.

6B: From Overwhelmed to Empowered: Streamlining Advancement Operations

Do the everyday challenges you and your team face keep you up at night? Juggling data governance, reporting, and all the stops in between is a full-time job, leaving little time to drive real impact for your institution. These are common struggles, and that’s why it’s important to hear from your peers about the strategies and tactics that are working for them. Come learn from this panel of Advancement Services professionals who are focused on achieving operational efficiency and modernizing their systems, teams, and data with Kindsight's ascend product. Leave with an understanding of how you can leverage technology to innovate and optimize your fundraising efforts

Kushal Dasgupta, as the Vice President of Product and Partner Development, oversees the delivery of innovative solutions for higher education institutions and nonprofit organizations. With over 25 years of experience in nonprofit and higher education philanthropy, he has led and supported multiple teams and projects across various domains, including annual giving, development, external affairs, information services, and fundraising technology. He holds a Master's in Information Systems and Decision Sciences, bringing strong leadership, communication, and analytical skills to his work. His core competencies include strategic planning, project management, data analysis, and stakeholder engagement. Kushal is passionate about leveraging technology and data to enhance the impact and efficiency of fundraising and outreach efforts, while fostering collaboration, innovation, and diversity in his team and work.

Sean Shapell is the Asst. VP of Information Services for Development and Alumni Relations (DAR) at Lehigh University. Information Services is comprised of three teams managing information processing, information systems, and prospect research & management. Additionally, Sean ensures that DAR, and the university, are adhering to institutional, industry, and governmental policies, best practices, and regulations related to charitable giving and alumni relations. Sean has been at Lehigh since 2011, when he started as the Director of Reporting and Analytics. Prior to coming to Lehigh, Sean was a consultant in the higher education space for seven years. He focused on the implementation of university-wide information systems and related business intelligence initiatives. Sean holds a B.S. in computer science from Dickinson College.

Caroline Chang has a 30-year career in Advancement, with over 20 years specifically in Advancement Services. She served as faculty for the CASE Summer Institute for Advancement Services for seven years, including four years as chair. Caroline has also been a faculty member for several Gift Processing and Records conferences for CASE, and has presented at AASP, BBCon, and the precursor to Ellucian Live. With seven years of experience as an annual giving fundraiser, she transitioned to a brief role as a higher education consultant. For the past six years, Caroline has worked at UC Innovation, now Kindsight, where she operates at the intersection of sales, product development, and implementation, staying connected with users and their CRM needs.

Barb Fischer is a transformational leader with over 20 years of experience in driving operational excellence and spearheading strategic initiatives within the nonprofit and technology sectors. At the University of Toledo Foundation, she led the CRM conversion project, aligning it with organizational needs to enhance data availability. Additionally, she served as Chair of the foundation's inaugural Data Governance Committee.