2013 Conference Sessions and Descriptions
Keynote - Driving Performance Through Creativity, Innovation and Execution
Elizabeth Crabtree, Assistant Vice President for Strategy and Resource Development, Brown University
Elizabeth Crabtree is the Assistant Vice President for Strategy and Resource Development at Brown University where she serves as a member of the Advancement Division’s senior leadership team and an advisor to the Sr. Vice President for University Advancement. Elizabeth is responsible for strategic planning, fiscal, administrative, resource development and operations management at Brown and has particular expertise in campaign planning and management, analysis and reporting, communications and all aspects of prospect development. Previously, Elizabeth held senior development and nonprofit management positions with Northern Illinois University, Benedictine University, College of DuPage and the Digital Schoolhouse Foundation at Platinum Technologies/Computer Associates. She is a former president of APRA and a member AFP, CASE, and NEDRA. In 2012, Elizabeth was the recipient of APRA’s prestigious Visionary Award and received NEDRA’s Ann Castle Award in 2007 in recognition of her outstanding achievements and contributions to the fundraising research profession. Under Elizabeth’s leadership, the Prospect Development team at Brown was honored to be named a 2010 CASE Circle of Excellence award winner. Prior to her work in the nonprofit sector, Elizabeth spent eight years working as a marketing director and senior analyst in the consumer products and manufacturing industries and six years in arts management as a talent/music agent. Elizabeth is a graduate of Berklee College of Music and is an alumna of the Philanthropic Studies program at Indiana University.
A1 - The Art of Storytelling: How to Turn a Prospect Into a Person
Matthew Lacroix, Development Research Officer, Boys & Girls Clubs of Boston
Prospect research is a field devoted to providing hard numbers and maximizing philanthropic “asks.” However, in focusing on the “hard numbers,” we risk losing the information that can provide a greater understanding of (as well as a bolstered relationship with) individual prospects. This session will detail the importance of storytelling in research, with specific focus on the tools and techniques necessary to provide fully textured profiles for front line fundraisers. The session will also touch upon providing information to different audiences, as well as tailoring information to meet specific needs.
Matthew Lacroix is a development research officer for the Boys and Girls Clubs of Boston, a position he has held since July 2012. Prior to this, Matthew held research positions with the Peabody Essex Museum in Salem, MA, and Beth Israel Deaconess Medical Center, where he began his research career. Currently in his sixth year in the field, Matthew is also completing thesis work for his graduate degree in English Literature at Harvard Extension School.
A2 - The Research Role in Prospect Management
Melissa Bank Stepno, Senior Consultant, Target Analytics, A Blackbaud Company
The role of Research in the Development Cycle has come a long way in recent years. No longer are Researchers limited to proactively identifying new prospects and ‘helping’ gift officers with reactive requests. In many organizations, Research is fully integrated into Development’s operations and plays a crucial role in the entire major giving process. In this session, we will discuss how the Development Cycle has shifted to become more data driven and discuss how the goals of a good Prospect Management system align well with Research. We will also review common principles related to Prospect Management such as benchmarks and metrics for a strong major giving program, keeping optimal gift officer portfolios, and the ways in which Researchers can truly partner with their organization’s Gift Officers to become an integrated team.
Melissa Bank Stepno is a senior consultant with Target Analytics, a division of Blackbaud Inc. Serving as a consultant for 8 years, she works with non-profit organizations on planning, implementation, and strategy of prospect modeling, wealth screenings, research and prospect tracking. Previously, Melissa was a senior development researcher at Boston University and assistant registrar for Boston Ballet. Melissa received her B.A. from Brandeis University and completed her graduate studies at Boston University. She sits on the boards of NEDRA and Brandeis University’s Alumni Association.
A3 – Best Practice Panel: Campaign Planning
Moderator:
Joe Donnelly, Vice President and Campaign Director for Advancement, Northeastern University
Panelists:
Elizabeth P. Roberts, Vice President of Campaign and Major Gifts, Children’s Hospital
George E. Triantaris, Vice President of Development, American College of Greece
Beth Kramer, Associate Dean for Development and Alumni Relations, Harvard Graduate School of Design
Ian Wells, Director of Prospect Development, Boston College
What institution isn’t preparing for a campaign, in a campaign, or just out of one? Join us as we address what goes into the strategic planning of a campaign: How do leaders of institutions decide when to launch? Who are the players? How are priorities chosen? What is a campaign pyramid? Why should researchers care? Bring your own queries to this panel with more than 100 years of development experience between them!
Joe Donnelly currently serves as Vice President for Advancement & Campaign Director in the Office of University Advancement at Northeastern University. In that role, he oversees leadership relations, development information services, donor relations, events, communications, and research, while also helping to formulate and execute the strategic direction of the advancement division in its campaign. Since beginning his development career in research at Brandeis, Donnelly has held positions in donor relations at Harvard, Brandeis, and Northeastern universities, and was director of advancement services at Phillips Academy, Andover. He has also done front-line fundraising in health care and education. Donnelly was the founding president of both the New England Development Research Association (NEDRA) and the Association of Donor Relations Professionals (ADRP) and has done many presentations at NEDRA, APRA, ADRP, CASE, and AFP conferences. In 2009, he was presented the Founders Award from ADRP for “significant contributions to the profession” and in 2012, the Anne Castle Award from NEDRA. Joe holds a B.A. in art history from Bates College.
Libby Roberts has spent the last three decades raising money and working closely with volunteer boards and leadership of some of Boston's premier institutions. She currently serves as Vice President, Campaign and Major Gifts at Boston Children’s Hospital Trust. Most recently she was at the Boston Symphony Orchestra where she was directing their comprehensive campaign – and of course listening to some great music! In addition to working at her alma mater Dartmouth College, she has served in key roles at Dana-Farber Cancer Institute, Northeastern University, Harvard Law School, and both Andover and Milton Academies. She is completing her term this spring as President of the Boston Ronald McDonald House where she has served on the board for 15+ years. For well over 20 years she has and currently serves in leadership roles at Dartmouth and Trinity Church Boston. Most important to her, she has just given her 200th platelets donation at Dana-Farber.
Since January 2011, George Triantaris has served as Vice President of Development of The American College of Greece, which serves 4,000 students. ACG was established in 1875, has 35,000 alumni and is comprised of a secondary school, undergraduate college and graduate business school. George graduated from Wesleyan University (CT) with a BA degree in biology. He received a JD from New York University School of Law. From 1990 to 1994 he worked as a lawyer at the Boston law firm of Ropes and Gray specializing in estate and gift tax planning. In 1995 George entered the development field as Associate Director of Gift Planning and Donor Relations at Bentley University. Between 1998 and 2006, George held a number of key positions in the Northeastern University development organization, including Director of Planned Giving & Associate Director of Development, Director of Principal Gifts & International Development and Interim Senior Vice President of Institutional Advancement, overseeing a development staff of 120. In 2007 George joined Boston University as Director of Planned Giving. From 2008 to 2011 he served as the Director of Principal and Planned Giving for the Boston Symphony Orchestra.
Beth Kramer has served in the development profession for nearly 30 years. Over this period, she has worked primarily in small and medium size shops and joined organizations during periods of campaign assessment and planning. Beth’s fund raising career started in 1983 when she joined the American Diabetes Association (ADA) as a field representative for their Ohio Affiliate. She moved to Boston in 1986, and since then has worked predominantly in higher education, with two stints in social services: Work INC., a major vocational rehabilitation program based in North Quincy and Horizons for Homeless Children, an innovative social service agency that provides high quality child care and advocacy services for homeless families. Her experiences in higher education include: New England Conservatory, Hebrew College, Brandeis University, and Northeastern University. She crossed the river to Cambridge and Harvard in 2006 to join the Harvard Kennedy School as director of development. Beth left HKS in January 2011 and crossed Harvard Yard to help build the Harvard Graduate School of Design’s campaign. In September 2012, she was appointed associate dean for Development and Alumni Relations.
Ian T. Wells serves as director of Prospect Development at Boston College. He also sits on NEDRA’s board of directors, where he is the chairman of its Membership Committee and co-chairman of its Marketing Committee. Prior to joining Boston College last year, Ian was the associate director of Development, Prospect Research at MGH and senior prospect researcher at the Children’s Hospital Trust, the fundraising arm of Children’s Hospital Boston. He previously worked in a number of positions at the Trust, where he first entered the industry as a development associate of Prospect Research in 2001. Mr. Wells is an alumnus of Boston College.
B1 - The World is Getting Smaller: The Importance of International Prospect Research
Tina Tong, Senior Prospect Research and Identification Analyst, Tufts University
You may find yourself conducting more international research. Why is international prospect research important? How is world wealth distributed? What are the trends in world philanthropy? Explore the limitations and assumptions in international prospect research. Learn some resources to tackle the mystery of this increasingly important facet of our work.
Tina Tong is a senior prospect research and identification analyst at Tufts University. Previously, she was prospect manager at Concord Academy (CA) in Concord, MA. She started her prospect research career at CA six years ago. While at CA, she was also in charge of prospect management and gift planning calculations and agreements. About two and a half years ago, she moved to Tufts University. Now, she primarily supports the director of Asia Relations and Development and the Fletcher School of Law and Diplomacy. She conducts international prospect research daily and finds it fun and challenging. She has given presentations internally within the Advancement Division of Tufts University and at the APRA-Canada Conference.
B2 - Is It a Bird? A Plane? No, It’s a Prospect Information Manager: Portfolio Analysis and a New Way to Think About Prospect Pipelines
Dan Lowman, Senior Vice President of Analytics, Grenzebach Glier and Associates
What do you get when you combine a prospect researcher with a prospect manager and a business analyst, then throw in a little analytics? A Prospect Information Manager combines functions from many of these roles into a hybrid position responsible for everything your organization knows about your prospects. This session will review the concept of portfolio analysis - the evaluation and ongoing management of gift officer prospect pools and activity, and present the concept of a “PIM,” a critical job that ensures everyone knows what they need to know and does the right thing at the right time. Drawing from case studies, and almost assured to launch a lively debate about a potential future for research, attendees will learn tactics for building strong portfolios, integrating their research with other data, and becoming the “know-it-all” they seek to be (well, at least when it comes to key prospect information).
Dan Lowman is the senior vice president for Analytics at Grenzebach Glier and Associates (GG+A). In a career that spans more than a decade, Dan’s pioneering work with prospect analysis has been used at thousands of organizations around the world, including the United States, Canada, the United Kingdom, Ireland, Lebanon, Israel, Australia and New Zealand. Dan has worked with hundreds of educational and cultural organizations, as well as many national service and advocacy groups.
B3- Effective Donor Engagement and Solicitation: Raising Principal Gifts
Amanda Clark MacMullan, Managing Partner, New Profit Inc.
Andrea Martinez Frey, Investor Relations Manager, New Profit Inc.
Panelists:
Ted Matwijec, Research Coordinator, New Profit Inc.
Cornell Stinson, Partner, New Profit Inc.
How can all advancement staff contribute to a successful Principal Gift solicitation? This session will discuss the process that leads to a transformational solicitation. We will talk about prospect identification, strategy, solicitation and stewardship that are all a integral part of true donor engagement. There will also be a focus on the metrics behind effective fundraising, including how to track donor engagement and measure the impact of prospect outreach.
Amanda Clark MacMullan is a managing partner and chief development officer at venture philanthropy fund New Profit Inc., where she focuses on discovering and developing philanthropic partnerships for New Profit. She began her development career at The Fessenden School, as director of External Affairs and director of Development. She later worked at MIT in Resource Development and MIT’s Office of Philanthropic Partnerships. Most recently, Amanda was assistant vice president and member of the global leadership team at Boston University. In this capacity, she worked closely with the team and university president to connect alumni and family foundations to the university for the purpose of resource development. She has also served as a public school history teacher. Amanda is a graduate of Bowdoin College and has a master’s degree from Columbia University in East Asian Languages and Cultures.
Andrea Martinez Frey is investor relations manager at New Profit Inc. where she leads and supports strategic investor relations initiatives, designed to create an engaged, informed, and connected investor community. Andrea joined New Profit in 2011 after working for four years at The Boston Foundation in a number of roles, but most recently as program officer with a focus on community affairs and capacity building. Andrea was the content expert for the Foundation on capacity building and technical assistance options for nonprofits in the Greater Boston area, as well as the liaison between the nonprofit community and the Foundation pertaining to all aspects of grantmaking. Prior to The Boston Foundation, Andrea worked at Massachusetts General Hospital as a systems analyst and Children's Hospital Boston as a project coordinator for a research project focused on piloting electronic medical records at local universities. Andrea received her B.A. in Political Science at the University of Connecticut, an M.P.H. from Florida State University, and a certificate in Nonprofit Management and Leadership from Boston University.
C1 - Basic Training for Development Officer/Researcher Relationships
Amber Countis, Director of Prospect Research, Norwich University
The critical work of prospect research enhances the efforts and successes of frontline fundraisers, but the day-to-day working relationships between researchers and development officers can run the gamut from radio silence to Medal of Honor recipients. The solution may seem simple but there is often no shortage of landmines and sneak attacks that can derail or prevent the cultivation of long-term, strategic partnerships that benefit both parties equally. Have you wondered how (or tried) to become a good soldier and come up short? Have you attempted communicating proactively and felt like the other must only be fluent in Morse code? Come hear tips, best practices, and what not to do from those in the trenches. We’ll delve into some tactical maneuvering techniques that will help you and your organization win the war while giving you simple ways to attempt a not-so-hostile takeover of your colleagues!
Amber Countis is director of Prospect Research at Norwich University in Vermont, the oldest private military college in the US. She was previously Director of Prospect Development and Research at Tufts University. Amber has been a Development Research Consultant for The National World War II Museum, and earlier in her career worked in research at Loyola University and Ochsner Clinic Foundation in New Orleans, Louisiana. She is a graduate of Tulane University and earned a Master of Public Policy from Tufts. She serves as president of the NEDRA board of directors.
C2 - Big Data & You
David M. Lawson, Co-Founder, WorkingPhilanthropy.com
There is no shortage of hype about Big Data, but there is a dearth of knowledge about why it should matter to fundraisers. This session will focus on the core concepts, techniques, implications, and practical applications of Big Data. You will discover this new phenomenon is more familiar than you might think.
David Lawson brings more than 25 years of experience as an entrepreneur and social investor focused on philanthropy. In 1997 he founded Prospect Information Network (P!N) which became the largest wealth screening company before being purchased by Kintera in 2004. David served as a Senior Vice President of Kintera until 2008. He has written numerous articles for publications such as The Chronicle of Philanthropy, The Nonprofit Times, CASE Currents and APRA's Connections. David is a member of APRA, AASP, and a recipient of the CASE Steuben Apple and APRA Distinguished Service Awards. David is also the Co-Founder of The New Science of Philanthropy, a Strategic Partner with TrueGivers, and a Board Member of Call2Action. You can contact him at dlawson@WorkingPhilanthropy.com.
C3 - The Role of Research in Organizational Change
Emily L. O’Brien, Assistant Director of Prospect Research, Massachusetts General Hospital
Organizations change. Whether you work at a small non-profit, an independent school, or even a mega-institution, it is inevitable that you will witness organizational change. Amidst changes in leadership, staffing, priorities, or organizational structure, prospect research is uniquely positioned to provide continuity of information and the hard evidence that supports positive change. This session will explore the way one Prospect Research group identified a pivotal moment for their organization, and by adopting the strategy outlined in the book "Switch: How to Change Things When Change is Hard" by Chip and Dan Heath, played a critical role in the continued development of a successful international fundraising program. (No prior knowledge of the book necessary).
Emily L. O’Brien is an assistant director of Prospect Research in the Development Office of Massachusetts General Hospital. She graduated with a B.A. from Wellesley College in Medieval/Renaissance Studies and earned a D.Phil. (PhD) from the University of Oxford. Emily serves as a trustee at the Salem Academy Charter School and the Waring School.
D1 - Investment Advisers: Where to Find Financial Information & How to Make Sense of It
Roslyn Clarke, Senior Research Analyst, Harvard University
When researching hedge funds or private equity firms, do you know where to find reliable information on the size, structure and ownership of their funds? Do you know the difference between assets under management (AUM) and regulatory assets under management (RAUM)? Do you know how these figures relate to an individual prospect’s compensation? This session will answer these questions and more through a guided tour of the SEC’s Form ADV – the registration and disclosure document these firms file each year. We’ll cover the terminology, the numbers, what changed in 2012 and the best practices for estimating an investment adviser’s compensation. (Designed as an Intermediate session, but Beginner and Advanced researchers are welcome.)
Roslyn Clarke is a senior research analyst at Harvard University’s Office of Alumni Affairs and Development. She specializes in the financial industry while supporting the principal gifts team and New York City fundraising region. Including service at Brown University and Hebrew SeniorLife, Roslyn has nine years of experience in prospect research. In the fall of 2012, Roslyn co-presented two sessions of NEDRA’s Research Basics Boot Camp.
D2 - Empowering Development at Yale with Predictive Modeling
Richard Horne, Assistant Director of Research, Yale University Office of Development
Kate Nimety, Business Process Analyst, Yale Information Technology Services
Michael F. Laracy, President and CEO, Rapid Insight Inc.
Follow along with the Yale Office of Development and Rapid Insight Inc. as we explore the process of growing in-house analytical capability to build, troubleshoot, refine, and implement a predictive model from concept to strategic goal within the framework of Planned Giving. Looking at our data in new, meaningful ways, we’ll describe general and specific difficulties and successes experienced during model development. We will include comments on areas to watch when enabling one or more of your staff to bring predictive modeling within the scope of your organization’s internal capabilities. Attendees with an interest in predictive modeling applied to any area of non-profit advancement can expect to leave the session with an improved, example-based understanding of how and why Yale Development is undertaking its current initiative to incorporate statistical analysis and predictive modeling into its strategic fundraising goals.
Rich Horne is an assistant director of Research at the Yale University Office of Development. He has been working in university development since he returned to his studies at Yale in September 2004. He frequently gives presentations at Yale on topics such as alternative investment management, securities analysis, non-stock assets and wealth indicators. Rich previously worked for the International Monetary Fund via a Washington, DC law firm, and he served in the U.S. Marine Corps. He is a co-founder of the Yale Economic Review and has an abiding interest in statistics, finance and economics.
Kate Nimety is a Business Process Analyst for Yale Information Technology Services. In her current role with Yale ITS, she works closely with the Office of Development and the Association of Yale Alumni to maximize efficiency and effectiveness of current technological processes, identify future needs, and propose and implement solutions to those needs, including rolling-out predictive modeling across the different units at Yale. In her previous role within Yale’s Office of Development, she became an expert in the donor/alumni data and database applications. She worked closely with Yale Development’s Research Department to identify data mining opportunities and refine use of the data in modeling and reporting. Aside from this work, Kate developed custom reporting and analysis for the Yale Alumni Fund, and managed the print buying and production logistics for all mass-communications from the Office of Development. Prior to Yale, Kate worked in the direct mail industry, as the operations manager and print buyer for a national direct marketing clientele. Kate received her bachelor’s degree from the University of Michigan, and her master’s degree from SUNY New Paltz, both in Fine Art.
Mike Laracy received his bachelor’s degree in Economics and Finance from Catholic University and his master’s in Economics from Rutgers University. He began his career as an econometric analyst with the Federal Reserve Bank of Philadelphia under the director of Economic Research providing statistical research and preparing economic forecasts. Working for MCI in their database intelligence group he began to use the experience that he gained at the Federal Reserve to apply statistical techniques to predict customer and prospect behavior. As a senior consultant at NCR/Teradata he worked in their data warehousing group where he headed analytic projects for customers in multiple countries. As an independent consultant Mike worked with clients across the United States, South America and Europe to make full use of their data for analytic decision making. In April of 2002, Mike founded Rapid Insight Inc.
D3 - Prospect Research: The Early Days
John Reed, Senior Prospect Research Associate, Tufts University
Charlie Carr, Senior Principal Gifts Researcher, MIT
This session is a co-presentation by John Reed of Tufts University and Charlie Carr of MIT and is a trip down memory lane from two veteran researchers, giving a view of how far we've come in the research profession, with some thoughts on where we're going next.
John F. Reed has been working in Prospect Research at Tufts since 1996. He is also a published author of the full length books, "Another Lousy Day in Paradise" (Trestle Press 2011) and "A Memory That Never Forgets" (Trestle Press 2012). He also co-authored the short story, “Winter Hill Exhumed” (Trestle Press 2011). John has also been a music journalist and his CD/concert reviews have appeared in many publications including The Boston Globe, where he was a Music Correspondent for many years. In addition, he is a Nightclub DJ in the Boston area and has performed at nightclubs on Lansdowne Street, the Financial District, Faneuil Hall, and Commonwealth Avenue.
Charlie Carr is senior principal gifts researcher of Development Research & Systems at MIT. Charlie has more than 20 years' experience in advancement research, including two major capital campaigns at MIT. His responsibilities include preparing research on very- high-net-worth individuals for calls by the senior officers and top volunteers of the Institute. Before entering the advancement field, he worked in the private banking industry. He has been a presenter or panelist at conferences for the New England Development Research Association (NEDRA), the Massachusetts chapter of the Association of Fundraising Professionals (AFP), the Council for Advancement and Support of Education (CASE), and the Association of Professional Researchers for Advancement (APRA).
E1 - Panel: No Alumni? No Patients? No Problem! Best Practices in Research at Cultural, Service, and Other Organizations
Moderator:
Tara D. McMullen, Director of Development Research, Combined Jewish Philanthropies (CJP)
Panelists:
Charity Tubalado, Director of Prospect Research, City Year Inc.
Martin Fogarty, Prospect Research Manager for Major Gifts, WGBH
Nikki Grimes, Research Specialist, Student Conservation Association
This session will involve a panel discussion about prospect research best practices at organizations with no built-in constituency of patients or traditional alumni. The discussion will include topics such as proactive prospecting, profiles, resources, screenings, prospect management, and more. Questions will also come from attendees.
Tara McMullen serves as director of Development Research at Combined Jewish Philanthropies (CJP) in Boston, where she leads a team of research and data professionals responsible for supporting CJP's major, principal, and planned gift programs, as well as the organization's $45+ million annual campaign. Prior to joining CJP, Tara previously served as Associate Director of Research and Prospect Management at the Harvard Graduate School of Education. She previously held senior positions in development research at both MIT and Simmons College, and as a research associate and ShareTraining coordinator for the Helen Brown Group. Tara is currently vice president of NEDRA, and serves as chair of the Website and Technology Committee and as co-chair of NEDRA News. She earned a degree in fine arts and education from Smith College.
Charity Tubalado is the director of Prospect Research for City Year Headquarters. A native Floridian, Charity graduated valedictorian at the University of Florida with a BA in French and Political Science. She received her MPA from Cornell University with a specialization in International Security. While at Cornell, she worked as an open-intelligence researcher for the Department of History and the Global Terrorism Database. She also served as Deputy Director of Finance for Senator Kerry’s ’08 Campaign. Before coming to City Year, Charity worked in Development at the Alzheimer’s Association of Massachusetts and Combined Jewish Philanthropies.
Martin Fogarty is the prospect research manager for the Major Gifts Department at the WGBH Educational Foundation. He is responsible for developing and managing a comprehensive donor and prospect research program to help support WGBH’s award winning programming such as Masterpiece, NOVA, Frontline, American Experience, Antiques Roadshow, Arthur and Curious George. WGBH is a digital multimedia organization that creates innovative educational, cultural, and public affairs content for audiences throughout New England and across the nation, and makes its content available on television, radio, online, mobile and hand-held devices. It is the single largest producer of PBS primetime and online programming. Prior to WGBH, Martin managed the prospect research program for Children’s National (Washington, D.C.) successful $500 million capital campaign. In the private sector, Martin has worked as a Senior Researcher for an international infrastructure consultancy firm with clients including the World Bank, the Asian Development Bank, and U.S. Government agencies such as USAID and USTDA. He received his bachelor's degree from Trinity College Dublin and his master's from George Mason University.
Nikki Grimes joined the Advancement team at the Student Conservation Association (SCA) in 2012 after spending more than a decade in research and prospect management at Dartmouth College. SCA is a national nonprofit dedicated to building the next generation of conservation leaders by connecting students with conservation service across the U.S. As SCA’s first-ever researcher, Nikki is developing a sustainable prospect research program to fit SCA’s unique culture and long-term aspirations.
E2 - Overcoming Wealth Screening Paralysis
Rachel Schaefer, Director of Research, Bentz Whaley Flessner
Alex Oftelie, Director of Philanthropic Advancement, Hazelden
Wealth screenings are an integral part of today’s prospect development strategies, but can be paralyzing for many shops. Learn not only how to validate and implement your results, but also how to take it to the next level with prospect management and analytics.
Rachel A. Schaefer is the director of Research at Bentz Whaley Flessner. She oversees firm research and supports client engagements through feasibility study interviews, analysis of philanthropic and economic trends, peer comparisons and benchmarking, survey development and administration, and prospect research. Rachel’s background includes more than a decade of progressive experience in prospect research and development, both in higher education and in healthcare. Rachel obtained her bachelor’s degree in Communication Studies from Northwestern University. She is active with the NU Club of the Twin Cities, where she served as president for eight years. Rachel is also a member of the Northwestern Alumni Association’s Leadership and Education Development Committee, and sits on the APRA Minnesota programming committee.
Alexander W. Oftelie is Director of Philanthropic Advancement at Hazelden. Alex specializes in predictive modeling, analytics training, campaign forecasting, prospect management strategy, and analytics implementation. Prior to joining Hazelden, Alex worked as an analytics consultant at Bentz Whaley Flessner, and as an economist for the State of Minnesota. He holds a Bachelor of Arts from St. Olaf College and a Masters of Public Affairs from the University of Minnesota.
E3 - Questions of Utility: A Conversation About Re-Imagining Research
John Urschel, Director of Leadership Gifts, Mount Holyoke College
Advancement research is dynamic and critically important in major gift fundraising, but has been underutilized by some major gift programs. Historically, Research teams were often relegated to the back office and asked only to push out two-dimensional donor profiles and an endless stream of spreadsheets. This doesn’t have to be the case. Join John Urschel in a conversation about re-imagining the scope of Research to allow more robust reporting and multi-dimensional donor segmentation, leading to more effective fundraising.
John Urschel is the director of Leadership Gifts at Mount Holyoke College and a professor at Bay Path College’s Graduate School of Nonprofit Management and Philanthropy. John has 19 years of fundraising experience and has worked in human services, the arts, health care, and higher education. John’s personal mission is to build meaningful philanthropic relationships between donors and nonprofit organizations – and to make friends with Researchers.
F1 - Eureka! Techniques for Discovering New Prospects
Ian T. Wells, Director of Prospect Development, Boston College
Identifying new prospects is essential for your organization’s continued success. Although the importance of finding new prospects may be self-evident, the best ways to find them may seem elusive and daunting. This session will provide strategies for overcoming the administrative and logistical challenges in discovering prospects and will empower researchers to add more prospective donors to their gift officers’ portfolios. By using the best techniques, researchers can be confident that they will find the best prospects.
Ian T. Wells serves as director of Prospect Development at Boston College. He also sits on NEDRA’s board of directors, where he is the chairman of its Membership Committee and co-chairman of its Marketing Committee. Prior to joining Boston College last year, Ian was the associate director of Development, Prospect Research at MGH and senior prospect researcher at the Children’s Hospital Trust, the fundraising arm of Children’s Hospital Boston. He previously worked in a number of positions at the Trust, where he first entered the industry as a development associate of Prospect Research in 2001. Mr. Wells is an alumnus of Boston College.
F2 - Simple, Yet Distinctive, Descriptive Analytics
Brian Zive, Campaign Analyst, MIT
The inquisitive mind distinguishes facts from assumption, and knowing what data to investigate better prepares your organization to set and meet its fundraising objectives. What are some of the simple descriptive analyses you can do to help paint a picture of your organization? This session will present ideas for exploring and visualizing your gift and constituent data. Join the discussion by sending your ideas or questions ahead of time to bzive@mit.edu, or just come to observe and learn interesting ways to explore your data.
Brian Zive is an accomplished data analyst and report developer, and has a passion for putting meaningful analysis in the hands of decision makers. He is adept at helping organizations leverage their prospect management systems to drive business decisions and improve the end-user experience. Brian has worked in development since 1999 in both higher education and health care. His last name rhymes with the word "give", which is appropriate since he works in fundraising.
F3 - The Racy Side of Research: A Common Sense Approach to Sensitive Information
Brooke Burke, Research Analyst, Northeastern University
Sarah Cook, Senior Research Analyst, Northeastern University
Researchers often unearth sensitive, possibly salacious information while looking at prospects. From disease to divorce and criminal misbehavior to business malfeasance, this presentation will discuss how and whether to share these types of information. We will also explain how to develop your research shop’s policy regarding the dissemination of sensitive information. This talk is not meant to be a discussion of legal and ethical policies, but rather to address the gray areas that arise in day-to-day research. Peppered with real-world examples from numerous research professionals in various types of institutions, “The Racy Side of Research” will get you excited for your next dubious research prospect!
Brooke Wiley Burke has been a research analyst at Northeastern University since 2011. Her areas of research include the College of Science, College of Art, Media & Design, Interdisciplinary Science Initiatives, and Parent's Program.
Sarah Cook is a senior research analyst at Northeastern University, supporting its eight-member Corporate and Foundation Advancement team. She has also worked in development at Boston College and University of California, Berkeley, and spearheaded a public relations campaign for a community foundation in central California.
