Development
The Development track brings you the latest in fundraising news from across Canada. Discover better and more effective ways to encourage philanthropy and help support your institution.
Session descriptions and speaker biographies are all listed below. Read what's in store, then scroll down to the bottom of the page and sign up for the sessions that interest you most.
Session One: Sunday, June 4, 10:30 a.m. - 12:00 p.m.
Making the Case for Unrestricted Giving/Les dons sans
restriction: Retour vers le futur
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There is ample evidence that baby boomers wish to be partners in philanthropy by directing their gifts to a specific purpose. Vehicles such as designated trust funds or private family foundations are tailor-made to provide the recognition and close association with giving that these donors seek. However, at the same time, universities in North-America and Europe are experiencing a growing need for private funding to face unprecedented challenges: they must provide greatly value added training in high quality environments to enable their graduates to compete with seemingly inexhaustible supplies of qualifed candidates from emerging economies, notably India and China. In this climate, how can we persuade alumni, foundations and the private sector to invest in areas where universities are experiencing the greatest needs, while still taking into account the growing desire of donors to direct their gifts? Can we make the case for a return to unrestricted giving? What types of solicitation are best suited to unrestricted gifts? Mass-mailing? Phonathons? Personal visits? What is the situation with respect to planned giving?
Guy Berthiaume
Vice-recteur - Développement
et relations avec les diplômés
Université de Montréal
As Vice-Rector – Development and Alumni Relations, Dr. Berthiaume is responsible for the University’s fundraising, its relations with the alumni, as well as communications.
Dr. Berthiaume brings 29 years of experience in the university community to his position. He began his career in the Université de Montréal Research Department in 1976, then moved to the Fonds FCAR, where he was Director of Scholarships (1981-1982), and later Director of Research Support Services. In 1983 he continued his career at Université du Québec at Montréal, where he worked for more than 16 years as Assistant Director of the Research Service, Assistant to the Vice-Rector Academic, Vice-President and Executive Director of the university’s Foundation, Professor of Ancient History, and Director of the Technology Transfer Office. In December 1999, he became Director of the Canadian Student’s House in Paris, a position he held until his return to Université de Montréal in 2002. He holds a doctoral degree in History from University of Paris VIII and is the author of numerous publications on social and religious history of Ancient Greece.
Gil Desautels
Senior Vice President/Vice-président
principal
KCI Ketchum Canada Inc.
Sometimes it's not enough to just achieve one's goals, it's about pushing yourself to do more and surpassing your goals. This attitude is what has made Mr. Desautels one of KCI and Canada's most capable and respected development professionals. In addition to his leadership at KCI, this expert reputation was well earned when Mr. Desautels served as Executive Director for the Fond de développement de l'Université de Montréal's $218 million campaign which exceeded its campaign goal by over $93 million. Mr. Desautels was also Vice-President and Executive Director of La Fondation de l'Université du Québec à Montréal and first Director of their Alumni Office. He is on the Board of Directors of organizations such as the Festival de théâtre des Amériques, the National Theatre School, Concordia University Alumni Association and the International Conference of Montreal (CORIM). With this type of preparation, guidance and the right team, organizations will be well equipped to reach the height of their potential.
Session Two: Sunday, June 4, 1:30 p.m. - 3:00 p.m.
The Do's and Don'ts of Talking to Foundations
Private foundations in Canada are not transparent to most grantseekers.
Lack of information is a challenge for those who wonder whether there
might be a good fit between their vision and that of a foundation. In
this session, you will get an overview of the private foundation sector
and of key trends affecting its development, as well as some practical
guidelines to assess whether a funding partnership between you and any
private foundation is worth pursuing.
Hilary Pearson
President
Philanthropic Foundations of Canada
Hilary Pearson's career has spanned all three sectors, public, private
and not-for-profit. She began her career with the Canadian federal
government where she spent over 12 years as a policy analyst and senior
manager. Moving to Montreal in 1993, Ms Pearson became Vice-President,
Strategic Development, at Royal Bank of Canada. In 1996, she became a
management consultant and began to work in the non-profit sector, with a
wide range of clients, from national membership organizations and
operating charities to local organizations in the health, cultural and
social services field. In November 2001, she was named President of
Philanthropic Foundations Canada, a national member association for
Canada's independent and family foundations. PFC is based in Montreal.
Ms. Pearson is a member of the Charities Advisory Committee, an advisory
committee to the Minister of National Revenue. She also serves on four
nonprofit Boards, including the Stratford Festival of Canada, and
Centraide of Montreal.
Session Three: Monday, June 5, 8:30 a.m. - 10:00 a.m.
10 Things I Hate About Development
"What?!" you may ponder, "only 10?" Or perhaps you're thinking,
"this must be a presentation from an Alumni or PR point of view!" Well, after almost two decades working in Development, it's not surprising that I might have a gripe or two...or ten. And as you might expect, this top 10 are undoubtedly not unique to a person or to an institution. But optimism prevails and this session is really all about how we turn issues into opportunities and the negative into something positive. End result: there is love in the room (and for the job - as trying as it may sometimes be!).
Lorna Somers
Vice-President, McMaster University Foundation
& Director of Development
McMaster University
Working in University Advancement at McMaster University since 1988, Somers has been involved in every fund-raising program spanning the Annual Fund to establishing the first Office of Gift Planning and the Major and Principal Giving programs. Serving as Campaign Director for the University’s $100 million “Changing Tomorrow Today” campaign, Somers and her team exceeded their goal by 30% at the campaign’s close. A series of targeted campaigns followed, with the most notable achievement being the securing of the largest cash gift in Canadian history in 2003.
A frequent speaker internationally within the charitable sector, Somers is a regular faculty member for Washington D.C.-based CASE (Council for the Advancement and Support of Education). In 2002, she was awarded the prestigious CASE Steuben Crystal Apple for excellence in teaching - only the second Canadian to receive this honour. Somers is currently a Trustee on the CASE Board and has fulfilled an earlier appointment on the Commission on Philanthropy.
Somers served on the Board of the CAGP, (Canadian Association of Gift Planners), including a year as national Chair, and received their highest award, the “Friend of CAGP”, for leadership and service. Somers also served on the Banff Centre for Management faculty for eight years with Dr. Frank Minton, her co-author on the definitive text “Planned Giving for Canadians.”
Somers continues to be active as an advocate on behalf of the charitable sector with both federal and provincial governments. She has made numerous presentations to the Ministry of Finance regarding charitable giving.
Somers received degrees from McMaster University in English and in Art History and spent six years in the curatorial department of the Art Gallery of Hamilton, in addition to teaching Art History through McMaster Department of Continuing Education.
Session Four: Monday, June 5, 10:30 a.m. - 12:00 p.m.
Ying, Yang, Yong:
Building Advancement Success from the Inside Out
Convergence and inter-connectedness of the advancement portfolio at Queen's University is represented by a "ying, yang, yong" philosophy of organizational management. In this session, Vice-Principal (Advancement) George Hood will relate how the Queen's Office of Advancement has dealt with challenges, and built upon successes, "from the inside out". Key topics will include embarking upon an advancement career, recruiting, hiring and developing staff to help get "the right people on the bus", dealing with sensitive donor and alumni issues, and utilizing change management and organizational development strategies as a means of building an integrated Advancement shop.
George Hood
Vice-Principal, Advancement
Queen's University
George Hood assumed the role of Vice-Principal (Advancement) at Queen’s University in October 1998.Upon his appointment, hecompletedthe university's most recentcapitalcampaign in May 2003.
The Campaign for Queen’s was themost successful fundraising campaign in Queen's history, achieving increases in all areas of philanthropic giving by raising $262 million dollars on an initial goal of $150 million.
Through his leadership in organizational restructuring and capacity-building initiatives, George Hood has reconfigured advancement operations at Queen’s through staffing and programmatic realignment to meet the needs of the university in an era of diminished government funding. Such initiatives have included embedding advancement functions within the faculties, development and implementation of integrated marketing strategies, re-launch of the Alumni Review magazine, and implementation of an advancement-specific human resource strategy, among others. In 2004, George Hood initiated an operational review of alumni engagement that led to organization of the Principal’s Task Force on Alumni Relations at Queen’s University. Results included the development of a 3-5 year action plan for alumni relations with priorities on participation rates for annual giving, revitalization of the Alumni Association, and expansion of the University’s national and international alumni branch network. The action plan is currently in year one of implementation.
Mr. Hood’s extra-Advancement duties at Queen’s have included responsibility for the development of the Pathfinder Tuition Deregulation Proposal (largely accepted by the Rae Commission on Postsecondary Education) and the feasibility analysis for the $200 million student union/athletic complex (the Queen’s Centre) on behalf of the University.
Session Five: Monday, June 5, 1:30 p.m. - 3:00 p.m.
Trends in Philanthropy 2006
Join Ketchum Canada President and CEO Marnie Spears as she shares her insights on trends to watch in philanthropy and advancement in Canada today. Based on her experience leading the nation’s largest and most successful fundraising consultancy, Marnie uses anecdotal examples and qualitative research to provide advancement professionals with an accurate picture of the current philanthropic landscape and the trends that they should be factoring into their fundraising strategies.
Marnie Spears
President & CEO,
KCI Ketchum Canada Inc.
Since joining KCI in 1995, Marnie and her team of consultants, research professionals and management have provided custom solutions for extraordinary organizations across the country.
Her insightful relationship management, organizational health, and campaign strategies have helped pave the road to success for non-profits of all sizes. In addition, under her guidance, KCI’s focus on coaching, mentoring and skills development continues to allow for the transfer of knowledge and expertise to clients in all areas of advancement, helping to build a stronger, more viable philanthropic landscape.
To be a successful leader in this industry, you must truly believe in what you do. Marnie Spears' genuine interest and commitment to the organizations she has worked with has been the catalyst for her successful career in both the corporate and charitable sectors.
Session Six: Monday, June 5, 3:15 p.m. - 4:30 p.m.
Round Table Discussions:
Building Relationships with Academics
Are you trying to get your academic leaders fired up about advancement? Is it challenging to involve your senior administrators, deans, directors and faculty in raising private donations for your school? Do you have lofty fundraising goals and limited human resources? Join us as we discuss how advancement professionals can build stronger relationships with more donors (and ultimately raise more money) by effectively involving our academic leaders in advancement.
Andrea Morris
Senior Advancement Officer, Office of the Provost
University of Alberta
Andrea Morris is Senior Advancement Officer with the University of Alberta. As a member of the Central External Relations team, Andrea focuses on major gifts and plays a key role in the U of A’s ambitious $310M Campaign 2008: Celebrate Once Century – Build the Next. As Advisor to the Office of the Provost and Vice-President (Academic), Andrea works to integrate the Academic and Advancement portfolios while working directly with major donors to support the academic goals of the University.
Prior to joining the U of A team in 2000, Andrea worked as a Development Officer and as a Prospect Research Officer with Canada World Youth and the University of Ottawa.
The Discovery Visit -
Making an Inspiring First Impression
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Whether your institution is in campaign or not…whether you are a fundraiser or not…you will enjoy this session!
Over the past decade the role of a development officer has transformed from that of a behind-the-scenes fundraiser to being on the frontline, actively cultivating and soliciting gifts. The degree to which we are successful in this role depends on two fundamental skills: our ability to schedule visits; and our ability to have a meaningful first contact with a potential donor - the discovery visit.
In this session, John Wood will present helpful pointers that he has learned and put into practice on making meaningful discovery visits. Come prepared as a participant to share what works well for you, as well as the pitfalls you have learned to avoid.
John Wood
Principal Giving Officer
McMaster University
After seven years in fundraising with the United Way, John joined the Development Office of McMaster University in 1996. During his time at McMaster, John has been responsible for a variety of portfolios and played an active role in the successful completion of the University's "Changing Tomorrow Today" campaign that ran from 1996 - 2001. Following the success of the campaign, John's fundraising efforts have focused on priority fundraising initiatives that included student awards and two new capital projects. For the past two years, John has led a team that consistently surpassed its visit targets resulting in financial goals being met.
Using his strong knowledge of the donor cycle, John has secured a significant number of principal/major gifts from corporations, foundations, alumni and friends. A McMaster graduate, John is passionate about his alma mater. He attributes his success in development to an emphasis on relationship building and the implementation of best practices he has learned from colleagues over the years.
Fundraising in a Multicultural Environment
Canada’s cultural landscape is shifting dramatically. In just one generation, members of numerous cultural minorities have become major players in Canadian business, government and community affairs. These new roles are accompanied by wealth and clout and an increasing willingness to use them for community purposes. So why are so few organizations engaging minority cultural communities effectively in advancement activities? Join Ross as he leads the discussion on the role of culture and identity in development based on the results of a multi-year research project on the subject and his 16 years of advancement experience. Find out how you can engage donors from various cultural communities in your development program.
Ross Marsh
Ross W. Marsh & Associates Inc.
Ross has a diverse fundraising background with a solid track record of success in many types of development projects. From 1990 to 2004, Ross was with DVA Navion, a major international fundraising consulting firm. Starting as a consultant, Ross progressed all the way through DVA Navion’s ranks to become President of the Canadian division, overseeing all aspects of client services and management of the business. Ross left that firm to establish Ross W. Marsh & Associates to provide senior-level hands-on service to Alberta organizations. Ross’s broad experience has resulted in extremely creative and successful programs. Ross has managed and supervised campaigns with goals ranging from $500,000 to $200 million. Based in Calgary for the last eight years, Ross has worked hands-on with clients in Western Canada, as well as with major national accounts, to help them achieve their funding goals.
Building an Effective and Interactive
Internet Strategy
Cultivate Alumni Donors Today to Protect Your School’s Tomorrow
As students graduate and scatter across the country or plan to attend graduate school, it’s becoming increasingly important to
encourage alumni to stay involved. In this session, you’ll learn how
to build an effective Internet strategy for your Higher Ed Institution.
We’ll brainstorm goals to consider in your Internet strategy – all the
things your Web site and use of the Internet should help your
organization accomplish. We’ll also take a look at some case studies
to see how other Higher Ed Institution’s are already utilizing these
best practices.
Learning Objectives:
1- Keep your Web site fresh and up-to-date
2- Establish and grow alumni relationships through personalization
3- Create excitement for your annual campaign and events
4- Increase efficiency with alumni and donor self-service
Steven R. MacLaughlin
Practice Manager, Internet Services
Blackbaud Inc.
Steve MacLaughlin, an engagement
manager in Blackbaud’s Consulting
Services division, is responsible for
leading Blackbaud’s Internet services
practice. Before joining Blackbaud,
Mr. MacLaughlin spent more than
eight years in the technology services
sector, managing award-winning
online projects with clients such as
the American College of Sports
Medicine, BMW of North America, Butler University, Dow Chemical,
Eli Lilly, Finish Line, Indiana University School of Medicine, NCAA,
and Thomson. Mr. MacLaughlin earned both his undergraduate
degree and a master of science degree in interactive media from Indiana University.
Session Seven: Tuesday, June 6, 9:00 am - 10:30 am
Power Narratives: Engaging Hearts & Minds
Creating a compelling, consistent, clear and heartfelt message is central to building public trust and engaging the hearts and minds of key publics. Clarity, integrity, and relevance are what today’s bombarded audiences look for. Power stories build communities of passionate missionaries and committed donors – people who understand and champion your mission and will assist your organization in times of need.
Kate Eccles
Associate Vice-President & Senior Consultant
KCI Ketchum Canada Inc.
Kate Eccles is widely regarded as one of Canada’s leading experts in branding and communications for the not-for-profit sector, having garnered more than 26 national awards for strategy, creativity, and impact.
As Vice President, Advancement, and a Chief Creative Director for the Royal Conservatory of Music, Ms. Eccles created the branding and positioning for the launch of the most extensive campaign in Conservatory history, receiving unprecedented media coverage, generating interest from a new generation of donors, and exceeding a $60 million goal within 20 months.
As Assistant Dean and Chief Marketing Officer at the Rotman School of Management, Ms. Eccles led the creation of the Rotman brand, positioning, and communications strategy. She also headed the school’s Advancement department, launching a $100-million campaign and building the school’s first-ever integrated advancement, communications, and special events team, receiving a number of accolades for her work.
Prior to joining Rotman, Ms. Eccles launched the University of Toronto’s first-ever integrated brand identity package -- “Great Minds for a Great Future” as Manager of Campaign Communications. She also built the University’s first full-service Advancement communications team and launched a full suite of campaign communications including publications, donor recognition and stewardship, employee communications, and media and issues management. The Campaign is the largest in Canadian University history.
She is an active volunteer with the Mentorship Program at the Rotman School of Management, The Learning Through the Arts Advisory Board at the Royal Conservatory of Music, and the Toronto Arts Council.
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