The document provides information about the 2013 Board of Directors for the AFP MA Chapter, including the executive committee members and their roles. It also includes a schedule for the 2013 AFP MA Conference on Philanthropy, which is the 30th annual conference organized by the chapter. The schedule provides details on session topics, times, and locations for the day-long event on October 17, 2013. Session topics include annual funds, capital campaigns, communications and marketing, and more. A keynote address will be given by Adrian Sargeant on "Building Donor Loyalty: Can We Do Better?".

2. 2013 Board of Directors
AFP MA Chapter • 411 Waverley Oaks Road, Suite 331B • Waltham, MA 02452
781.894.3140 • info@afpmass.org
Executive Committee
AFP MA Chapter President
Gregg Chambers
Assistant Head of School for Mission
Advancement
Fontbonne Academy
Past President
Catherine Squires, CFRE
Vice President for Development
Tufts Medical Center
Treasurer
Hugo De La Rosa
AFP MA Treasurer
Secretary
Margot Biggin
Executive Director of University
Advancement
Tufts University
VP, Administration
Sara Andrews
Chief Development Officer
Partners HealthCare
VP, Conference
Tomasz Kierul
AFP MA Conference Chair
VP, Education
Shelley Brown
Vice President of Operations
Boston Children’s Hospital Trust
VP, Membership
Tanya Holton
Senior Director of Development
The Kenneth B. Schwartz Center
VP, Diversity
Yumi Yasutake
Leadership Giving Officer
MIT
VP, Communications
Alicia Ianiere
VP, Capital & Leadership Giving
Pine Street Inn
Directors at Large
Darrell Byers
Director of Development
WBUR
Meghan Canal
Special Events Manager
Partners HealthCare
Anne Cowie
Vice President, Institutional Advancement
& External Relations
School of the Museum of Fine Arts, Boston
Lori Etringer
Director of Development
McLean Hospital
Tobey Fossey
Associate Director of Development
Belmont Day School
David Giagrando
Director of Corporate Partnerships
Dana-Farber Cancer Institute/Jimmy Fund
Douglas MacPherson
Vice President of Development &
Public Relations
Horace Mann Educational Association
Hilary Smiley Marshall
Senior Director, Leadership Gifts
Boston Children’s Hospital Trust
Christopher S. Mosher, J.D.
AFP MA Board
Valerie Navy-Daniels
Chief Development Officer
American Red Cross of Eastern Massachusetts
Scott Nichols
Senior Vice President of Development &
Alumni Relations
Boston University
Usha Pasi
Chief Development Officer
Facing History and Ourselves
Allen Peckham
Senior Vice President
Development Guild/DDI
Former Chief Development Officer
Partners HealthCare
Lisa Rowan Gillis
Executive Director of Advancement
Marketing and Communications
Boston College
Kathy Sheehan
Executive Director of the Perkins Trust
Perkins School for the Blind
Yong-Hee Silver
Major Gift Officer
Boston Symphony Orchestra
Sunny Stich
Director of Development
Habitat for Humanity MetroWest/Greater
Worcester
Paul Swindlehurst
Chief Advancement Officer
Community Resources for Justice
Christopher Thomas
Senior Vice President of Leadership
Giving
American Cancer Society, NE Division
Beth Tishler
Principal
Consultant to the Nonprofit Community
Suzanne Tompkins
Vice President of Development
Zoo New England
Stephanie L. Truesdell
Director of Development
Milton Academy
Bradford W. Voigt
Director of Principal Gifts for the Arts
Harvard University
Karen Wood
Director of Development
Riverview School

3. Thursday, October 17, 2013 / AFPMA 2013 Conference on Philanthropy 1
dear fundraisers
Dear Fundraisers and Friends,
Welcome to the 2013 AFP MA Conference on Philanthropy. This year represents the 30th annual
conference organized by our chapter, a tremendous milestone of which we are very proud! Thank
you for joining us for a day full of thought leadership, idea sharing and networking that will benefit you
professionally while growing your organization’s fundraising efforts.
Our Conference Team has chosen “Funding the Future: Engage, Innovate, Transform!” as this year’s
Conference theme. This reflects a conviction that many AFP members shared with us during those
economically challenging times - as fundraisers we need to be proactive in our efforts to fund the future.
We need to find new ways to engage donors, develop innovative ways of fundraising and continue to
transform our society by becoming strong leaders.
Today we invite each of you to embrace engagement, innovation and transformation. Our sessions this
year have been designed to strengthen and advance your professional career, and equip you with either
new or refreshed knowledge to make your fundraising efforts even more productive.
Share ideas, issues, job opportunities, ask for support, and offer advice. Take back what you learn to your
boards. And stay in touch with the people you meet - it’s a lot easier now with social media!
This conference would not be possible without the generous support of our Chapter Sponsor,
Development Guild/DDI, and all of our sponsors and exhibitors. We greatly appreciate their commitment
to partnering with our chapter to advance education on best practices and thought leadership. Please
be sure to visit their booths to learn more about their amazing services, to ask questions and to build
partnerships.
Finally, your experience today is a direct result of the great committee that came together to shape and
deliver today’s event. We practiced what we preach regarding engagement – we involved more volunteers
in the process and introduced three new Vice-Chair roles on the conference team so that we could meet
the needs of our members and those whom we serve. To our conference committee, thank you for all
your good work!
Enjoy the day and please stay in touch!
Sincerely,
Tomasz Kierul, CFRE
2013 AFP MA Conference Chair
Rob Ayles
2013 AFP MA Conference Vice-Chair
Gregg Chambers
President, AFP Massachusetts Chapter
Contents
2....................Schedule-at-a-Glance
3....................Roundtable Discussions
4....................About our Keynote Speaker
Adrian Sargeant
5....................Session Descriptions
5........Early Morning: 8:30 am
6........Late Morning: 10:00 am
8........Early Afternoon: 1:45 pm
9....... Late Afternoon: 3:15 pm
11..................Conference Leadership
12..................Sponsors
14..................Map
14..................Sponsor Directory
Conference Welcome
Elsa Gomes Bondlow
2013 AFP MA Conference Vice-Chair – Management
Robbie Samuels
2013 AFP MA Conference Vice-Chair – Engagement

4. Schedule-at-a-Glance
AFPMA 2013 Conference on Philanthropy / Schedule-at-a-Glance4
(AF) Annual Fund
(CC) Capital Campaign
(CM) Communications and Marketing
(CF) Corporate and Foundation Relations
(MD) Major Gifts & Donor Relations
(MA) Management & Advancement
(PG) Planned Giving
(SE) Special Events
7:30am: Registration Opens
7:30am – 8:30am: Networking and Breakfast
8:30am – 9:45am: Early AM Sessions (75 minutes)
ALL: The Future of Donor Engagement and Retention - Commonwealth A
AF: Trends and Best Practices in Annual Giving - Commonwealth B
CC: We Made our Goal...Now What? Keeping up the Energy after a Campaign - Grand Ballroom E
CF: LIFTopolous: Bringing Funders to the Table as Thought Partners - Stone (Lobby Level)
CM: Writing to Raise More Money: How to Write Your Next, Best Appeal - Commonwealth C
MA: Inspiring a Culture of Philanthropy: A Public-Private Partnership that Produces Results - Webster (Lobby Level)
MG: You Can Do More That Matters - Otis (Lobby Level)
PG: How to Get Your Share of the $40 Trillion - Paine (Lobby Level)
SE: Art of the Schmooze - Grand Ballroom C
9:45am – 10:00am: Morning Break in Exhibitor Hall
10:00am – 11:15am: Late AM Sessions (75 minutes)
AF: 30 Ideas in 60 Minutes: Creative Tactics You Can Use! - Commonwealth A
CC: Capital Campaigns for Small Shops - Paine (Lobby Level)
CF: Tips and Tools for Managing Your Grant Portfolio - Webster (Lobby Level)
CM: Brandraise to Fundraise - Stone (Lobby Level)
MA: Making an Impression – Career Development Tips from a Recruiter’s Point of View - Commonwealth C
MG: International Fundraising in a Recessionary Environment - Grand Ballroom C
MG/CM: How to Grow Your Program from Direct Appeal to Major Gifts - Douglass (Mezzanine)
PG: Finding the Middle Class Millionaires - Commonwealth B
SE: The X Factor: Sustaining Annual Event Success - Otis (Lobby Level)
11:15am – 11:45am: Networking
11:45am – 12:30pm: Luncheon & Roundtables
12:30pm – 12:45pm: Annual Meeting
12:45pm – 1:30pm: Keynote Speaker: Adrian Sargeant “Building Donor Loyalty: Can We Do Better?”
1:30pm – 1:45pm: Water/Coffee Break in Exhibitor Hall
1:45pm – 3:00pm: Early Afternoon Sessions (75 minutes)
ALL: Rising to the Top: Becoming a Leader in Philanthropy - Commonwealth A
AF: Revitalizing your Leadership Annual Giving Program - Commonwealth B
CC: Everything You Always Wanted to Know About Capital Campaigns - Quincy (Lobby Level)
CF: Framing Your Proposal for Success - Stone (Lobby Level)
CM: Crowdsourcing: Tap the Power of Crowd-Contributing - Commonwealth C
MA/MG: Tackling Measurement in Stewardship and Donor Relations - Otis (Lobby Level)
2

5. 33Schedule-at-a-Glance / Roundtable Discussions / AFPMA 2013 Conference on Philanthropy
(AF) Annual Fund
(CC) Capital Campaign
(CM) Communications and Marketing
(CF) Corporate and Foundation Relations
(MD) Major Gifts & Donor Relations
(MA) Management & Advancement
(PG) Planned Giving
(SE) Special Events
Schedule-at-a-Glance / Roundtable Discussions
MG: Securing Principal Gifts to Further Your Organization’s Mission - Webester (Lobby Level)
MG: How Can I Love You If You Don’t Know My Name: Building Donor Relationships through Data Management Best Practices - Paine (Loby Level)
3:00pm – 3:15pm: Water/Coffee Break in Exhibitor Hall
3:15 pm – 4:15pm: Late Afternoon Sessions (60 minutes)
AF: Engaging the Rising Stars at Your Organization - Commonwealth A
CC: The Capital Campaign of the Future - Otis (Lobby Level)
CM: Telling Stories with Impact: Using Storytelling to Make a Difference - Commonwealth B
MA: Turning Difficult Conversations into Productive Ones - Quincy (Lobby Level)
MG: The Rules of Engagement - Commonwealth C
MG: Metrics That Motivate - Stone (Lobby Level)
MG: Creating a Culture of Fundraising: Inspiring Donors, Fundraisers and Others to Change the World One Ask at a Time
4:30pm – 6:00pm: President’s Reception: 30th Anniversary Celebration - Sauciety Restaurant
Annual Fund
Jennifer Berzinis Tufts University
Leah Hoover Workmens Circle Boston
Pauline Neves HopeHealth
Boards
Barrie Atkin Atkin Associates LLC
Catherine Squires Tufts Medical Center
Capital Campaign
Gavan Mooney Changing Our World
Tobey Fossey Belmont Day School
Communications & Marketing
Lisa Rowan-Gillis Boston College
Stacie Madden HopeHealth
Tracey Palmer Palmer Communications
and Maura Scully MKS Communications
Cultivation & Stewardship
Julia Emlen Julia S. Emlen Associates
Alicia Ianiere Pine Street Inn
Stephanie Truesdell Milton Academy
Karen Wood Riverview School
Data Management
Shelley Brown Children’s Hospital Trust
Major Gifts
Rob Ayles Tufts University
Bill Bennett Wellesley College
Darrell Byers WBUR
Nevart Hamamjian Joslin
Chris Thomas American Cancer Society
Beth Tishler Consultant
Suzanne Tompkins Zoo New England
Staffing & Recruiting
Martha Hanlon Partners HealthCare
Small Shop Strategies
Kathryn Benjamin Somerville Homeless Coalition
Tanya Holton The Schwartz Center for
Compassionate Care
Special Events
Meghan Canal Partners HealthCare
Cindy Rowe Rowe Resources
Liz Page Liz Page Associates
Credentialing
Melissa Dick St. Vincent’s Home
Diversity Fellowship Program
Elsa Gomes Mira Coalition
RoundtableDiscussions
It has been a tradition at the AFP Conference to offer “Ask the Experts” topics during lunch so that professionals may come
together to discuss an issue relevant to them. These popular roundtables are each facilitated by a volunteer. We’d like to
offer our gratitude to the following people who facilitated a roundtable this year:

6. Keynote Speaker
AFPMA 2013 Conference on Philanthropy / Keynote Speaker444
Adrian Sargeant, Professor of Fundraising at Indiana University
Building Donor Loyalty: Can We Do Better?
Grand Ballroom / 12:45pm
Adrian Sargeant is the Robert F. Hartsook Professor of
Fundraising at Indiana University. He is also a Professor
of Nonprofit Marketing and Fundraising at Bristol
Business School (UK) and an Adjunct Professor of
Fundraising at the Australian Centre for Philanthropy
and Nonprofit Studies, Queensland University of
Technology, Brisbane, Australia. He himself gained an
MBA from Heriot-Watt University in 1993 and a PhD
from the University of Exeter in 1996. He is one of the
world’s foremost authorities in the domains of nonprofit
marketing and fundraising. He was the founding
Managing Editor of the International Journal of Nonprofit
and Voluntary Sector Marketing and is the author of
numerous books including Fundraising Principles and
Practice and Marketing Management for Nonprofit
Organizations published by Jossey Bass and the Oxford
University Press, respectively.
He is probably best known for his work on donor
retention and loyalty, although he has also studied
nonprofit branding, e-fundraising and bequests. The
Economics and Social Research Council, the Aspen
Foundation, Indiana University, the Association of
Fundraising Professionals and the Institute of Fundraising
have all funded his work. A plethora of different
nonprofits in the United Kingdom and the United States
including organizations as diverse as the American
Cancer Society, Habitat for Humanity, the Royal
Society for the Prevention of Cruelty to Animals, the Royal National Lifeboat Institution, Concern
Worldwide and Sightsavers have also provided funding in the past. He has also acted as a
consultant to numerous government bodies including the U.K’s Giving Campaign latterly authoring
their ‘Future of Giving’ report, a blueprint for doubling giving by 2015. In 2004 Professor Sargeant
pioneered the public information website www.charityfacts.org and in 2010 the student site www.
studyfundraising.info.
Most recently Professor Sargeant developed the UK’s new National Occupational Standard for
Fundraising, specifying the skills and knowledge required of fundraisers working in a variety of
different roles within the profession. He has also recently completed the design of a new suite of
fundraising qualifications for the Institute of Fundraising in London. In 2010 he was named on the
Nonprofit Times’ Top 50 Power and Influence list, identifying him as one of the leading proponents
of fundraising in the United States. In the same year he was received the Civil Society Award for
an Outstanding Contribution to Fundraising, the only academic ever to receive the honor.

7. Schedule-at-a-Glance / AFPMA 2011 Conference on Philanthropy 4
Session Descriptions
Session Descriptions / AFPMA 2013 Conference on Philanthropy 5
Salon F & G, 4th floor, 12:30 pm - 1:45 pm
Pre-registration Required
Early Morning Sessions 8:30 AM - 9:45 AM:
Special Session
The Future of Donor Engagement and Retention
Adrian Sargeant, the Robert F. Hartsook Professor of
Fundraising at Indiana University
Jay Love, Founder and CEO, Bloomerang
This session will further explore the key research findings and
fundraising processes from Dr. Adrian Sargeant to improve donor
engagement and donor retention. Each of these findings have
now been implemented into database technology solutions.
Come see exactly how that’s being done, and why, from two
industry experts!
Learning objectives: Learn a more in-depth understanding of
donor engagement and donor retention best-practices; an il-
lustration of how those practices can be implemented within a
database/CRM solution; the positive effect these principles will
have on the lifetime value of your donor database.
(AF) Annual Fund
Trends and Best Practices in Annual Giving
Dan Allenby, AVP for Annual Giving, Boston University
Learn the “secrets of success” from Dan Allenby, who will review
the findings from a recent research study and share trends and
best practices for annual giving in 2013. Dan will review two
years of data collected from annual giving directors about their
programs – what channels are strongest, what percentage of
revenue comes in through direct mail, and more. Using this data,
Dan will provide a snapshot of annual giving as an industry right
now, including numbers and trends, and will delve into best
practices in all channels to build an effective and comprehensive
marketing strategy for your annual giving program. You’re sure to
gain some valuable insights that you can put to work immediately
to drive success in your annual fund.
(CC) Capital Campaigns
We Made Our Goal… Now What? Keeping Up the
Energy after a Campaign
Lucy Miller, Senior Managing Director - Development
Campaigns, Massachusetts General Hospital
Maria Muller, Deputy Director at Museum of Fine Arts, Boston
Joe Ziska, Director of Donor Relations, The New England
Center for Children
Keeping volunteers, staff, and donors energized in the aftermath
of a campaign can become a major issue in moving a develop-
ment program forward. Join our best practices conversation to
find out how your organization can do it.
Learning objectives: Key considerations and options in the
post campaign period. Learn how to develop a post campaign
strategy, maintain Board energy, and understand post campaign
period opportunities.
(CF) Corporate & Foundation Relations
LIFTopolous: Bringing Funders to the Table
as Thought Partners
Allen Peckham, Senior Vice President, Development Guild/DDI
and former Chief Development Officer at Partners Healthcare
Maicharia Weir-Lytle, Executive Director, LIFT
Katie Pakenham, Director of Network Management, New Profit
Melinda Marble, formerly of The Barr Foundation
LIFTopolous brings together policymakers, philanthropists, social
services professionals, and technology experts who are each
given a profile that outlines the circumstances, budget, and goals
of a real LIFT client. Assuming the identity of that person, par-
ticipants navigate a room of service providers and try to achieve
their objectives (e.g. housing for the family, stable income,
nutritional assistance for their children, etc.) The panel will answer
these questions: How does it work? What happens in the lead-up
to the event and at the event itself? What are some of the key
messages LIFT tries to get across to their funder community and
how do they measure the impact their message has on them?
What have been the takeaways? Why is it vital for LIFT to have
funders at the table as thought partners? Why is it awesome?
(CM) Communications & Marketing
Writing to Raise More Money: How to Write Your
Next, Best Appeal
Tracey Palmer, Founder, Palmer Communications
Maura King Scully, Founder, MKS Communications
Whether it’s an appeal, a thank you, an email or a magazine
article, a well-crafted piece of communication can add to your
bottom line. The problem is most development writing is dull and
uninspired. Why is that? We’ll tell you in this hands-on session
and give you tips and tools you can take back to your desk and
put to work immediately to raise more money.
Learning objectives: Breathe new life into your organization’s
appeals; Learn to write more persuasively; Workshop format,
creative writing exercises on the spot; Writing tips and techniques
you can take back to your desk and use immediately.
(MA) Management & Advancement
Inspiring a Culture of Philanthropy: A Public-
Private Partnership that Produces Results
Steven Filosa, Executive Director, Pingree School
Kim Moore, Director of Institutional Advancement, Pingree School
Judy Klein, Director of Communications, Pingree School
Dr. Tim Johnson, Head of School, Pingree School
Kirk C. Bishop, Chairman, Board of Trustees, Pingree School
Did you ever think that a public-private partnership at your insti-
tution would benefit your philanthropic community? Did you ever
wonder if there are income sources outside of your traditional
constituencies that might want to invest in your school? Did you
ever ask how you could enlist the support of more faculty and
staff? Come meet with Pingree School to learn about the public-
private partnership that has transformed the school’s culture
while raising millions of dollars in support of financial aid and
other access-related school initiatives. This workshop is intended
to be a dialogue among all who attend.
Learning objectives: Learn to build a culture of philanthropy with
a public-private partnership; Annual fund reflections and strategies;
Campaign reflections and strategies; Managing the intersection of
governance, administration, faculty, staff, current parents and alumni.

8. Session Descriptions
AFPMA 2011 Conference on Philanthropy / Schedule-at-a-Glance4 AFPMA 2013 Conference on Philanthropy / Session Descriptions6
(MG) Major Gifts
You Can Do More That Matters
Greg Hammond, CFP, CPA, President, Planned Giving Strategies
Ron Ware, JD, AB, President and CEO/Personal
Legacy Advisor, Wealth Impact Partners
We challenge nonprofit organizations to take the lead in showing
their donors how to sustain, preserve, protect and pass on their
values, purpose, and impact. Your organization can be a change
agent that empowers and inspires people to give. Learn how your
organization can prosper by giving “The Ask” an overhaul. Walk
away with resources, fresh ideas and tools to engage donors and
create a cultural foundation for fundraising success.
Learning objectives: Learn how to take the lead in showing your
donors how to sustain, preserve, protect and pass on your values,
purpose, and impact; Learn how your organization can prosper
by giving “The Ask” an overhaul; Walk away with resources, fresh
ideas and tools to engage donors and create a cultural foundation
for fundraising success.
(PG) Planned Giving
How to Get Your Share of the $40 Trillion
Judi Taylor Cantor, CFRE, President, jtcantor.com
C.C. Cave, Director of Development, Boston Baroque
What is the value of planned giving in small shops? How do I get
started? How is it maintained and grown with only 2 people in my
organization actually talking with donors?
Learning objectives: Understand how Gift Planning was started
in the US; Gain an understanding of how to start and feed your
gift planning program; Learn how to get your Board involved in
planned giving; Find out the difference between a “will” and a
“bequest;” learn what the acronyms of CGA, DGA, CRUT, CRAT,
CLT and RLE can mean for your organization; See how a suc-
cessful program is marketed once you have it in place.
(SE) Special Events
Art of the Schmooze
Robbie Samuels, Senior Manager of Events and Donor
Engagement, Gay & Lesbian Advocates & Defenders (GLAD)
Do you feel awkward at networking events and uncomfortable
making new connections? Do you miss opportunities to cultivate
new donors because you don’t know the best way to approach
them at an event? Forming and cultivating relationships is at the
heart of any successful fundraising campaign, volunteer drive,
committee effort or community building activity. We’ll cover the
basics of how to work a room and advanced techniques to en-
gage prospective donors.
Late Morning Sessions 10:00 AM - 11:15 AM:
(AF) Annual Fund
30 Ideas in 60 Minutes: Creative Tactics You Can Use!
Steve Maggio, President & Chief Creative Officer, DaVinci Direct
Will Swan, Director of Fundraising, LW Robbins
Today, more than ever, you need to make every dollar count in
your fundraising program. In this fast-paced session, you’ll learn
what creative strategies and techniques are working for non-prof-
its like yours. Learn about the best practices and proven tactics
that are helping others raise big. Pick up tested, successful ideas
for new offers, copy, design and format -- big ideas you can bring
back to the office and use in your own program. This is a must-
attend session!
Learning objectives: Learn what creative approaches can have a
positive impact on your direct mail fundraising program right now;
Explore new ways to improve donor retention with lapsed recap-
ture and pre-lapsing strategies and packages; Review a suc-
cessful donor society aimed at cultivating and upgrading direct
mail donors, while providing a feeder pool for planned giving and
major giving; Learn about effective offers, formats, copy & design.
(CC) Capital Campaigns
Capital Campaigns for Small Shops
Moderator: Beth Tishler, Principal, Consultant to the Non
Profit Community
Laura Van Zandt, Executive Director, REACH Beyond
Domestic Violence
Jane Carroll, Vice President of Development, Mount
Auburn Cemetery
How do smaller shops with limited resources run successful
capital campaigns? Are the obstacles they face different from
those of other organizations? Are their solutions transferable to
other groups? Consultant Beth Tishler, Principal, Consultant to
the Nonprofit Community, Laura Van Zandt, Executive Director
of REACH Beyond Domestic Violence, and Jane Carroll, Vice
President of Development, Mount Auburn Cemetery will share
their successful experiences with the challenges and rewards of
small shop campaigns.
Learning objectives: Campaign roles and responsibilities of the
Executive Director, Director of Development, Campaign Chair,
Board of Trustees and staff; How small shops with limited re-
sources run successful campaigns; The impact of campaigns on
annual fundraising and daily operations; The key components and
phases of a campaign from planning to completion; Strategies for
working with limited staffing and financial resources; The chal-
lenges and rewards of a campaign (beyond the money).
(CF) Corporate & Foundation Relations
Tips and Tools for Managing Your Grant Portfolio
Maura Harrington, Senior Grants Officer, Foundation Relations &
Government Grants, Department of Development, Boston
Medical Center
Larisa Pazmino, Director of Corporate, Foundation & Grant
Development for the Spaulding Rehabilitation Network and
Partners HealthCare at Home
This is an interactive teaching session for those trying to find
ways to juggle a grant portfolio with outside demands and differ-
ent interests.
Learning Objectives: Gain experience in multi-tasking in a high-
pressure team setting; Skills to organize and map a grant portfolio
with competing deadlines; Be introduced to optimizing one’s
usage of The Raiser’s Edge and other organizational software
tools; Knowledge of how to create a “Plan B” (contingency plan)
when unexpected challenges arise; Increase your organizational

9. Session Descriptions
Session Descriptions / AFPMA 2013 Conference on Philanthropy 7
skills as a grant professional; Learn tips and techniques for
organization and deadline management; Practice organization and
multi-tasking skills to improve flexibility and quality of work.
Benefits to grant professionals: The benefit of this session will
be the opportunity to discuss and explore different models for
planning and organizing the multi-faceted grant writer’s workload,
including the usage of various software tools. The combination of
presentation and interactive group work will engage participants
and generate new ideas so they can develop their own “Best
Practices” to improve their professionalism in the workplace. This
session will benefit both new and experienced grant writers and is
open to everyone.
(CM) Communications & Marketing
Brandraise to Fundraise
Sarah Durham, Principal, Big Duck
Can branding help your fundraising? This session will show how
effective brand raising will help you spend less time reinventing
and more time reinforcing the right messages so your prospects
are more likely to understand what you do and why you do it.
You’ll learn how an effective brand can make it easier to create
compelling fundraising campaigns that do more with less.
Learning Objectives: Learn how building a solid communications
foundation will benefit your organization’s future fundraising
campaigns; How to use positioning and personality to help
keep all your work on track; Learn how to speak with a unified
organizational voice across all channels, in all tools.
(MA) Management & Advancement
Making an Impression – Career Development Tips
from a Recruiter’s Point of View
Moderator: Martha Hanlon, Staff Development Director,
Partners Healthcare
Mary King, President, Mary E. King Executive Search
Jill Lasman, SVP, Lois L. Lindauer Searches
Being successful in your philanthropy career requires thoughtful
growth of your skills, knowledge and experiences. It also requires
awareness of the impressions you make through your writing,
your conversations and your online presence. Do you want to
advance in your career? Come to this panel of recruiters to hear
what impressions they have from cover letters, resumes, inter-
views, and follow-up with client interviews. You might gain a dif-
ferent perspective from their insights and their recommendations
for a successful career journey.
(MG) Major Gifts - International
International Fundraising in a Recessionary
Environment
Scott Nichols, SVP, Development & Alumni Relations
Boston University
The fact is that international economies have been booming during
the past five years and philanthropy is not an exclusive American
phenomenon anymore. In international fundraising, the only losing
move is not to play. In this workshop, you’ll learn about courting
international philanthropists to support American institutions. We’ll
discuss the facts, the basics, the process, and the results.
(MG/CM) Major Gifts/Communications & Marketing
How to Grow Your Program from Direct Appeal
to Major Gifts
Karen Santilli, Vice President of Marketing & Development,
Crossroads Rhode Island
Benjamin Borne, Senior Vice President, Newport Creative
Communications
See how Crossroads Rhode Island integrated its communications
strategy into a multi-channel marketing and fundraising program
to increase the donor base and revenue, and identify major-gift
prospects through analysis of results. Learn how the organization
works in close relationship with Newport Creative to test, learn and
implement key initiatives that have fueled growth in the number of
donors and total giving. Learn how, in just five years, Crossroads
Rhode Island has nearly doubled the number of donors while cre-
ating a pool of major-gift prospects to jump start a planned-giving
Legacy Society. Regardless of your organizations’ size or budget,
this session will give you practical ideas and insights you can use
to grow your donor base and increase your major-gift prospects.
(PG) Planned Giving
Finding the Middle Class Millionaires
Harold Pinkham, Non-Profit Development Professional, Wealth
Impact Partners
Ron Ware, JD, AB, President and CEO/Personal Legacy
Advisor, Wealth Impact Partners
Patricia S. Vieira, APR, PV Writes, LLC
Every nonprofit has Middle Class Millionaires actively involved
in and supporting the organization. Do you know who they are?
Do you understand their philanthropic goals? Can you persuade
them to make a major gift? (Hint: you might be surprised at their
characteristics and what they look like!) Learn how to effectively
connect with your B and C-level donors (who may be unrecog-
nized millionaires) and upgrade them to major gift status. Dis-
cover how to leverage your volunteers who work in the financial
services industry (CPA’s Lawyers, Financial Planners etc.) to help
you find these “under the radar” prospects.
(SE) Special Events
The X Factor: Sustaining Annual Event Success
Moderator: Liz Page, Founder, Liz Page Associates
David Hirschberg, Vice President of Development, Bay Cove
Human Services, Inc
Miguel A. Rodriguez, Executive Director, Boston Baroque
Phil Finch, Vice President of Communications, Fenway Health
How do you build an annual event that attracts major donors,
enhances annual giving, draws in new supporters and feels fresh
and special each year? What are successful organizations doing
to prevent donors and guests from suffering “event-fatigue?”
How do non-profit organizations set themselves apart in a
crowded marketplace? Liz Page, Principal of Liz Page Associ-
ates, and a panel of experts will discuss these topics and more in
this high-energy session.

10. Session Descriptions
AFPMA 2011 Conference on Philanthropy / Schedule-at-a-Glance4 AFPMA 2013 Conference on Philanthropy / Session Descriptions8
Early Afternoon Sessions 1:45 PM - 3:00 PM:
Special Session
Rising to the Top: Becoming a Leader in Philanthropy
Moderator: Bradford Wm. Voigt, CFRE, Director of Principal Gifts,
Harvard University
Patricia B. Jacoby, former Deputy Director, Museum of Fine
Arts-Boston
Anne-Marie Soulliere, President, The Fidelity Foundation
Kathy Taylor, Director, Office of Workforce Coordination,
Department of Education, Commonwealth of Massachusetts
Few, if any, individuals say that when they grow up they want to
become philanthropy professionals. Advancing to the top of the
profession often entails a strange mix of personal skills and at-
tributes, serendipity, opportunity, knowing the right person, and
being in the right place at the right time. This panel discussion
features a panel of executive-level development and philanthropy
professionals who will discuss their trajectory to the top. How did
they get where they are? What benefits and trade-offs come with
leadership? What skills have been most useful in their careers?
How have others helped them advance to the top? What tips can
they offer those interested in advancing their careers? Come learn
from some of the most respected and accomplished executives
about how to rise to the top.
(AF) Annual Fund
Revitalizing Your Leadership Annual Giving Pro-
gram
Rachel Laquidara, Senior Associate Director, Tufts Fund,
Tufts University
Julia Motl Lowe, Director, Annual Giving Strategy, Tufts University
Learn how to evaluate your current structure, recognition opportu-
nities, solicitation and stewardship plan so that you can revitalize
or kick off your leadership annual giving program. Hear direct case
studies from Tufts University on how it runs their program and sets
the stage for success.
Learning objectives: Evaluate, assess and analyze current AF
leadership giving society and determine what is needed to launch
or re-launch a leadership giving program; Provide guidance/
suggestions on how to market AF leadership giving society and
formulate focused AF leadership asks for your constituency;
Targeted stewardship for leadership donors.
(CC) Capital Campaigns
Everything You Always Wanted to Know About
Capital Campaigns
Moderator: Larry Raff, President and Principal, Copley Raff, Inc.
Simon Welsby, Executive Director of Development, New England
Conservatory of Music
Nancy Sullivan Skinner, Chief Advancement Officer,
Winsor School
Develop your capital campaign skills. Bring your questions to this
entirely Q&A presentation. Just as in a campaign, the success of
this session is up to you. Our panel includes experienced capital
campaign fundraisers.
(CF) Corporate & Foundation Relations
Framing Your Proposal for Success
John Hicks, CFRE, Chief Executive Officer, J.C. Geever, Inc.
How do you make your grant proposal stand out from the
dozens or even hundreds of other submissions? How do you
make your reader understand and embrace your needs, op-
portunities and ideas? With tools, cases and examples, noted
grants consultant John Hicks will teach you how to strategically
use information, words and images to engage a grant maker to
excite him or her about your solutions and work.
Learning objectives: Learn how to frame – or reframe – key
parts of the grant proposal to create a competitive message
about your organization or project; Learn the importance of
framing as a reference for the reader and for a decision making
body; Resources to help you present important information in
your proposal to make it stand out from the crowd.
(CM) Communications & Marketing
Crowdsourcing: Tap the Power of Crowd-
Contributing
John Clese, Director of Product Marketing-Not-For-Profits,
Avectra
Thanks to the rapid adoption of social media sites and the grow-
ing influence of peer persuasion in everything we do, fundrais-
ing habits are rapidly changing, especially with prospects and
donors under age 35. The fastest-growing fundraising space
is around events that leverage peer networks. While the dizzy-
ing rise of social media may occasionally seem daunting, these
communication channels offer exciting, new opportunities for
nonprofit organizations to improve and expand their acquisi-
tion efforts, engage Millennials and gather information on donor
interests. Join us for this informative and engaging webinar on
the rise of social giving, examples of Peer-to-Peer fundraising,
an overview of Crowd-Contributing, and more.
Learning Objectives: Learn why leveraging your supporter’s
peer networks is becoming so important for acquisition and
will alter your thinking for Annual and Capital Campaigns; How
to engage and attract the Millennial generation to your cause;
How Micro–Projects and new technology will help organizations
achieve objectives and increase fundraising success; Best
practices on how to run a successful Crowd-contributing
campaign; Results of NTEN / Charity Dynamics Donor
Engagement study identifying donor interest and preferences for
peer to peer fundraising and social media channels.
(MA/MG) Management & Advancement/Major Gifts
Tackling Measurement in Stewardship and Donor
Relations
Julia Emlen, Director of Development, Community MusicWorks
Douglas MacPherson, Vice President of Development and Public
Relations, HMEA
Over the past decade, stewardship and donor relations have
grown as critical concerns in non profit organizations, with many
establishing or expanding dedicated stewardship departments.
Despite the emphasis, however, little effort has been expended
to determine if what we do in stewardship and donor

11. Session Descriptions
Session Descriptions / AFPMA 2013 Conference on Philanthropy 9
relations makes a difference in the philanthropy of our donors.
Are stewardship and donor relations a waste of time and money?
Can we get from anecdotes to empirical evidence that steward-
ship moves philanthropy? Does it matter? In this workshop, we’ll
focus on identifying methods for measuring the impact of stew-
ardship and donor relations activities and enlisting the support
managers and executive officers in initiating them.
(MG) Major Gifts
Securing Principal Gifts to Further Your
Organization’s Mission
Melissa Bank Stepno, Senior Consultant, Target Analytics,
a division of Blackbaud
Amy Begg, Deputy Director of Research, Harvard University
Nonprofit organizations are increasingly looking to secure princi-
pal gifts to sustain their missions. This type of philanthropy is a
critical component to overall development efforts yet, in recent
years, two external forces have begun to affect our principal giv-
ing programs: a struggling economy and changing motivations
among our top donors. Donors capable of making large transfor-
mational gifts are increasingly indicating that their giving is less
about the money itself and more about their relationship with a
specific non-profit. Understanding these donor motivations more
fully is critically important to successful principal gift fundrais-
ing efforts. Join this session to discuss recent trends in high-net
worth philanthropy and how these trends can help your organiza-
tion develop effective strategies for the top of your pyramid.
Learning objectives: To better understand the philanthropic
motivations of high net worth philanthropists; To review best
practices in identifying strong major giving prospects for your
organization.
(MG) Major Gifts
How Can I Love You If You Don’t Know My Name:
Building Donor Relationships through Data Man-
agement Best Practices
Steven Birnbaum, Vice President, SofTrek Corporation
Lynn Blackwell, Director of Information Technology, Hadassah
Constituents want to love you. But what if you send letters with
misspelled names? Telephone but they prefer email? Send ap-
peals to deceased spouses? Constituents who feel your non-
profit doesn’t know them are infinitely less likely to respond with
support. Using the one-hundred-year-old national volunteer
organization Hadassah as a case study, this session will focus on
two objectives: first, to show best practices of data management;
second, how organizations can use them to grow donor support.
We will use the Hadassah database to demonstrate how to use
technology to integrate data from online and offline fundraising
efforts; how to provide staff with data and business intelligence
to identify patterns based on disparate information on donors and
compare the effectiveness of fundraising methods; and much more.
Be sure to bring your questions and examples for discussion.
Learning objectives: Recognize the ramifications of best-
practice data management; Understand how real organizations
can put best practices into use.
Late Afternoon Sessions 3:15 PM - 4:15 PM:
(AF) Annual Fund
Engaging the Rising Stars at Your Organization
Darcie Bernier, Donor Relations Officer, St. Francis House
Julie Crites, Development Officer, Museum Council from Museum
of Fine Arts
Melissa deFriesse, Annual Giving Coordinator, The Trustees
of Reservations
One of the biggest challenges facing non-profits today is at-
tracting the next generation of donors for your organization
and engaging them on a leadership level. You may find yourself
wondering “How do I find these people?”, “What do they want
out of their relationship with my organization?”, and “How can
I transition them from grassroots donors to high-level givers?”
In this session we will discuss these issues, and examine the
approaches of three successful young donor programs that are
working to cultivate their young constituent base into life-long
leaders for their organizations.
Learning objectives: Review best practices for creating
meaningful engagement and long-lasting relationships with young
donors; Examine and discuss how to find the “right” kind of
young donors that will generate the greatest return on investment
for your organization.
(CC) Capital Campaigns
The Capital Campaign of the Future
Brian Nevins, Principal & Managing Director, Community
Counseling Service (CCS)
Brad Voigt, CFRE, Director of Principal Gifts for the Arts,
Harvard University
Demographics, the global economy, analytics and modeling,
taxation, and other factors may significantly alter capital cam-
paigns over the coming decades. Brian Nevins, Principal & Man-
aging Director of Community Counseling Service and Brad Voigt,
Director of Principal Gifts for the Arts, Harvard University will look
into a crystal ball and discuss the challenges and opportunities
the future may have in store for us.
Learning objectives: An overview of the philanthropic landscape;
The latest trends in international giving and the impact on major
gifts (here in the U.S.); Follow a case study on how to determine
if you’re the right candidate for a major international gift and
develop the appropriate strategy for harnessing the power of
international philanthropy.
(CM) Communications & Marketing
Telling Stories with Impact: Using Storytelling to
Make a Difference
Laura Packer, Storyteller, Thinkstory
In today’s economic climate, nonprofit organizations must work
even harder to be noticed by funders, stakeholders and even
potential clients. A well-crafted and authentic story will help you
persuade granting organizations and philanthropists that you are
the right nonprofit in your field for them to fund. This participatory
workshop will help you identify your organization’s key story
elements, craft them into narratives appropriate for different
audiences and conquer the challenges of telling your story.

12. Session Descriptions
AFPMA 2013 Conference on Philanthropy / Session Descriptions10
(MA) Management & Advancement
Turning Difficult Conversations into
Productive Ones
Cathryn Mattson, President, Mattson Coaching, LLC
Do you feel uncomfortable or anxious when you are about to
have an important conversation at work—or do you simply
avoid these conversations altogether? If you want to have a
satisfying and productive career, learning how to have effective
conversations when the stakes are high is a critical skill. In
this workshop, geared for managers, Cathryn Mattson, an
experienced executive and business coach, will provide a
step-by-step process for constructing powerful conversations.
Though Cathryn will touch on different kinds of organization
conversations—delegation, problem solving, feedback and
coaching—most of the time will be spent on preparing for the
most difficult conversation—the confrontational conversation.
These may be conversations with staff, senior executives or
board members. Note: some time will be reserved to practice
real-life conversations in small groups, using the framework
provided.
Learning objectives: Introduction to a simple framework that
will guide you in constructing the challenging conversations you
might be avoiding; Learn how to have conversations that will be
direct, honest and effective while still nurturing the relationship;
Structure a real life conversation you’d like to have and practice in
a safe and confidential environment.
Session Descriptions
AFPMA 2013 Conference on Philanthropy / Session Descriptions10
brands that stand for something has extended into the work of
the B.Good Family Foundation which made its first grant in May
2013. With most in the private sector taking a serious look at how
their brand takes on social responsibility, this panel will be an in-
depth look at a local business creating a venture to do good in
their community while pushing their bottom line. Jon Olinto and
B.Good Family Foundation Community Director Alison Kroner will
speak on what they’ve learned, where they’ve succeeded and
what they’re trying to accomplish in a conversation facilitated by
Sunny Stitch.
(CM) Communications & Marketing
Telling Stories with Impact: Using Storytelling to Make
a Difference
Laura Packer, Storyteller, Thinkstory
In today’s economic climate, nonprofit organizations must work
even harder to be noticed by funders, stakeholders and even
potential clients. A well-crafted and authentic story will help you
persuade granting organizations and philanthropists that you are
the right nonprofit in your field for them to fund. This participatory
workshop will help you identify your organization’s key story
elements, craft them into narratives appropriate for different
audiences and conquer the challenges of telling your story.
(MA) Management & Advancement
Turning Difficult Conversations into Productive Ones
Cathryn Mattson, President, Mattson Coaching, LLC
Do you feel uncomfortable or anxious when you are about to
have an important conversation at work—or do you simply
avoid these conversations altogether? If you want to have a
satisfying and productive career, learning how to have effective
conversations when the stakes are high is a critical skill. In
this workshop, geared for managers, Cathryn Mattson, an
experienced executive and business coach, will provide a step-
by-step process for constructing powerful conversations.
Though Cathryn will touch on different kinds of organization
conversations—delegation, problem solving, feedback and
coaching—most of the time will be spent on preparing for the
most difficult conversation—the confrontational conversation.
These may be conversations with staff, senior executives or
board members. Note: some time will be reserved to practice
real-life conversations in small groups, using the framework
provided.
Learning objectives: Introduction to a simple framework that
will guide you in constructing the challenging conversations you
might be avoiding; Learn how to have conversations that will be
direct, honest and effective while still nurturing the relationship;
Structure a real life conversation you’d like to have and practice in
a safe and confidential environment.
(MG) Major Gifts
The Rules of Engagement
Allison Picott, J.D., Co-Founder and Principal, Advancement
Advisers
Jennifer Rice, Co-Founder & Principal, Advancement Advisers
Has your institution’s relationship with a particular donor hit
a road block? Are you challenged to find meaningful ways
to engage him or her as a volunteer or to raise his or her
philanthropic sites? If so, this presentation is for you. This
presentation will highlight examples of successful engagement
strategies employed by various organizations and will also
offer advice on how your development office may adapt these
strategies for use in cultivating your institution’s donors. We will
also invite participants to share examples of their own successful
engagement strategies.
(MG) Major Gifts
Metrics That Motivate
Anne Melvin, Deputy Director of Gift Planning, Harvard University
We all want to use metrics to evaluate fundraisers, but after you
get past ‘visits made’ and ‘dollars raised’, many managers are
stumped. What else should you measure? Meaningful metrics
are possible, but they’re rarely used. Learn how your office can
measure fundraisers by a yardstick that matters, that motivates
officers to do their best work, and that leads them down the
path of success. It’s not a ‘one-size-fits-all’ paradigm; learn the
various ways metrics can operate and design a plan that fits your
office like a bespoke suit. You’ll create a more satisfied office,
and raise more gifts to boot!
(MG) Major Gifts for Small Shops:
Creating a Culture of Fundraising: Inspiring Donors,
Fundraisers and Others to Change the World One Ask
at a Time
Sarah Deluca, Director of Major Gifts, Corporate Accountability
International
Patricia Barber, Major Gifts Organizer, Corporate Accountability
International
For 35 years, the organization has challenged corporate abuse,
saving thousands of lives and safeguarding the planet. With no
corporate funding, it has relied almost exclusively on inspiring
donors through bold fundraising by highly committed staff. This
presentation shares the effective organization-wide tactics that
have created a strong and sustainable culture of fundraising that
forges life-long relationships with donors and staff committed to
changing the world.
Join us for the
evening reception
at 4:30 - 6:00 PM
Session Descriptions
AFPMA 2013 Conference on Philanthropy / Session Descriptions10
their brand takes on social responsibility, this panel will be an
indepth look at a local business creating a venture to do good in
their community while pushing their bottom line. Jon Olinto and
B.Good Family Foundation Community Director Alison Kroner will
speak on what they’ve learned, where they’ve succeeded and
what they’re trying to accomplish in a conversation facilitated by
Sunny Stitch.
(CM) Communications & Marketing
Telling Stories with Impact: Using Storytelling to
Make a Difference
Laura Packer, Storyteller, Thinkstory
In today’s economic climate, nonprofit organizations must work
even harder to be noticed by funders, stakeholders and even
potential clients. A well-crafted and authentic story will help you
persuade granting organizations and philanthropists that you are
the right nonprofit in your field for them to fund. This participatory
workshop will help you identify your organization’s key story
elements, craft them into narratives appropriate for different
audiences and conquer the challenges of telling your story.
(MA) Management & Advancement
Turning Difficult Conversations into
Productive Ones
Cathryn Mattson, President, Mattson Coaching, LLC
Do you feel uncomfortable or anxious when you are about to
have an important conversation at work—or do you simply
avoid these conversations altogether? If you want to have a
satisfying and productive career, learning how to have effective
conversations when the stakes are high is a critical skill. In
this workshop, geared for managers, Cathryn Mattson, an
experienced executive and business coach, will provide a
step-by-step process for constructing powerful conversations.
Though Cathryn will touch on different kinds of organization
conversations—delegation, problem solving, feedback and
coaching—most of the time will be spent on preparing for the
most difficult conversation—the confrontational conversation.
These may be conversations with staff, senior executives or
board members. Note: some time will be reserved to practice
real-life conversations in small groups, using the framework
provided.
Learning objectives: Introduction to a simple framework that
will guide you in constructing the challenging conversations you
might be avoiding; Learn how to have conversations that will be
direct, honest and effective while still nurturing the relationship;
Structure a real life conversation you’d like to have and practice
in a safe and confidential environment.
(MG) Major Gifts
The Rules of Engagement
Allison Picott, J.D., Co-Founder and Principal, Advancement
Advisers
Jennifer Rice, Co-Founder & Principal, Advancement Advisers
Has your institution’s relationship with a particular donor hit
a road block? Are you challenged to find meaningful ways
to engage him or her as a volunteer or to raise his or her
philanthropic sites? If so, this presentation is for you. This
presentation will highlight examples of successful engagement
strategies employed by various organizations and will also
offer advice on how your development office may adapt these
strategies for use in cultivating your institution’s donors. We will
also invite participants to share examples of their own successful
engagement strategies.
(MG) Major Gifts
Metrics That Motivate
Anne Melvin, Deputy Director of Gift Planning, Harvard University
We all want to use metrics to evaluate fundraisers, but after you
get past ‘visits made’ and ‘dollars raised’, many managers are
stumped. What else should you measure? Meaningful metrics
are possible, but they’re rarely used. Learn how your office can
measure fundraisers by a yardstick that matters, that motivates
officers to do their best work, and that leads them down the
path of success. It’s not a ‘one-size-fits-all’ paradigm; learn the
various ways metrics can operate and design a plan that fits your
office like a bespoke suit. You’ll create a more satisfied office,
and raise more gifts to boot!
(MG) Major Gifts for Small Shops:
Creating a Culture of Fundraising: Inspiring Do-
nors, Fundraisers and Others to Change the World
One Ask at a Time
Sarah Deluca, Director of Major Gifts, Corporate Accountability
International
Patricia Barber, Major Gifts Organizer, Corporate Accountability
International
For 35 years, the organization has challenged corporate abuse,
saving thousands of lives and safeguarding the planet. With no
corporate funding, it has relied almost exclusively on inspiring
donors through bold fundraising by highly committed staff. This
presentation shares the effective organization-wide tactics that
have created a strong and sustainable culture of fundraising that
forges life-long relationships with donors and staff committed to
changing the world.
at Sauciety
(MG) Major Gifts
The Rules of Engagement
Allison Picott, J.D., Co-Founder & Principal, Advancement
Advisers
Jennifer Rice, Co-Founder & Principal, Advancement Advisers
Has your institution’s relationship with a particular donor hit
a road block? Are you challenged to find meaningful ways
to engage him or her as a volunteer or to raise his or her
philanthropic sites? If so, this presentation is for you. This
presentation will highlight examples of successful engagement
strategies employed by various organizations and will also
offer advice on how your development office may adapt these
strategies for use in cultivating your institution’s donors. We will
also invite participants to share examples of their own successful
engagement strategies.
(MG) Major Gifts
Metrics That Motivate
Anne Melvin, Deputy Director of Gift Planning, Harvard University
We all want to use metrics to evaluate fundraisers, but after you
get past ‘visits made’ and ‘dollars raised’, many managers are
stumped. What else should you measure? Meaningful metrics
are possible, but they’re rarely used. Learn how your office can
measure fundraisers by a yardstick that matters, that motivates
officers to do their best work, and that leads them down the
path of success. It’s not a ‘one-size-fits-all’ paradigm; learn the
various ways metrics can operate and design a plan that fits your
office like a bespoke suit. You’ll create a more satisfied office,
and raise more gifts to boot!
(MG) Major Gifts for Small Shops:
Creating a Culture of Fundraising: Inspiring Do-
nors, Fundraisers and Others to Change the World
One Ask at a Time
Sarah Deluca, Director of Major Gifts, Corporate Accountability
International
Patricia Barber, Major Gifts Organizer, Corporate Accountability
International
For 35 years, the organization has challenged corporate abuse,
saving thousands of lives and safeguarding the planet. With no
corporate funding, it has relied almost exclusively on inspiring
donors through bold fundraising by highly committed staff. This
presentation shares the effective organization-wide tactics that
have created a strong and sustainable culture of fundraising that
forges life-long relationships with donors and staff committed to
changing the world.

13. Conference Leadership / Committees / AFPMA 2013 Conference on Philanthropy 11
Conference Leadership/Committees
Conference Chair
Tomasz Kierul
Vice President, Conference
Independent Consultant
Immediate Past Chair
Tobey Fossey
Associate Director of Development & Capital
Campaign Director
Belmont Day School
Vice Chairperson, Programming
Robert Ayles
Associate Director of Development
Tufts University
Vice Chairperson, Management & Logistics
Elsa Gomes
Director of Development
Mira Coalition
Vice Chairperson, Engagement
& Communications
Robbie Samuels
Senior Manager of Events and Donor
Engagement
Gay & Lesbian Advocates & Defenders
Roundtables Chairperson
Stacie Madden
Sr. Director of Marketing
HopeHealth
Exhibitor Engagement Chairperson
David Giagrando
Director of Corporate Partnership
Dana-Farber Cancer Institute
Scholarship Co-Chairpersons
Beth Tishler
Consultant to the NonProfit Community
Margaret McNamara
Director of Corporate and Foundation
Relations
Appalachian Mountain Club
AFP MA Chapter Office
Carrie Winchman
Chapter Manager
2013 AFP MA Conference Track Chairs
The AFP MA 2013 Conference Track Chair
team carries out the important work of
fulfilling conference sessions for their
assigned track using best-practice
standards of association management.
To learn more about getting involved
as a track chair, please contact
info@afpmass.org.
Annual Fund
Jennifer Berzinis
Assistant Director
Tufts University
Jennifer Hagen
Director of Individual Giving
The Trustees of Reservations
Polly Papsadore
Director of Marketing
LW Robbins
Capital Campaigns
Dennis Boyer
Independent
Katie Broach
Vice Chair - Board of Directors
Performing Arts Center of Metrowest
Communications & Marketing
Rebecca Schultzberg
Director of Annual Giving and Development
Volunteers
Hebrew Senior Life
Corporate & Foundation Relations
Kelsey Warner
Executive Director
SmallCanBeBig
Major Gifts & Donor Relations
Julia Emlen
Principal
Julia S. Emlen Associates
Management & Advancement
Kate Mason
Director of Professional Development
Partners HealthCare
Planned Giving
Maureen George
George Consulting Group
Leah Hoover
Campaign Director
Boston Workmen’s Circle
Special Events
Robbie Samuels
Senior Manager of Events and Donor
Engagement
Gay & Lesbian Advocates & Defenders
Senior Leaders Track
Craig Venezia
Director of Marketing and Business
Development
Development Guild/DDI
Gregg Chambers
Assistant Head of School for Mission
Advancement
Fontbonne Academy

14. AFPMA 2011 Conference on Philanthropy / Schedule-at-a-Glance12
Sponsors
AFPMA 2011 Conference on Philanthropy / Schedule-at-a-Glance4 AFPMA 2013 Conference on Philanthropy / Sponsors12
CHAPTER SPONSOR
PATRON SPONSORS
Development Guild/DDI is a management consulting
firm that partners with leading nonprofits to deliver the
strategy, talent, and philanthropic resources that impact
organizations and mission delivery. We collaborate with
boards and executive leaders across the nonprofit sector,
particularly in the fields of education, health & science, the
arts, and social justice. Founded in 1978, Development
Guild/DDI has a staff of over 30 and maintains offices in
Boston and New York.
Visit us at www.developmentguild.com
Lahey Health is what’s next in healthcare providing a full continuum of integrated health services
close to where you live or work. It is comprised of nationally-recognized, award-winning hospitals
– including an academic hospital and medical center, and community hospitals -- primary care
providers, specialist physicians, behavioral health services, post-acute programs, skilled nursing and
rehabilitation facilities, and senior care resources located throughout northeastern Massachusetts and
southern New Hampshire.

15. Schedule-at-a-Glance / AFPMA 2011 Conference on Philanthropy
Sponsors
Schedule-at-a-Glance / AFPMA 2011 Conference on Philanthropy 4Sponsors / AFPMA 2013 Conference on Philanthropy 13
BENEFACTOR SPONSORS
FRIEND SPONSORS Meet Our Scholarship Fund Donors!
PATRON SPONSORS
Bay Path College
BidPal, Inc.
Brigham and Women’s Hospital
CCS
Eglomise Designs
Embolden
Grossman Marketing Group
Lois L. Lindauer Searches
MajorDonors.com
Partners HealthCare
Ruotolo Associates, Inc.
Telosa
Gregg Chambers
Anne Cowie
Hugo De La Rosa
Sue DeMarco
Development Guild/
DDI
Chuck Longfield
Margaret McNamara
Mass Chapter of AFP
Jo Frances Meyer
Steven Pekock
Yong Hee Silver
Beth Tishler
Stephanie Truesdell
Brad Voigt
Karen Wood
Since 1811, Massachusetts General Hospital has been committed to
delivering standard – setting medical care. The third oldest general
hospital in the United States, Mass General continues its tradition of
excellence today and was recently named America’s best hospital by
U.S. News & World Report. Throughout our two hundred year history,
Mass General has remained committed to upholding our mission:
“Guided by the needs of our patients and their families, we aim to deliver
the very best health care in a safe, compassionate environment; to
advance that care through innovative research and education; and to
improve the health and well-being of the diverse communities we serve.”

16. AFP MA Chapter greatly
appreciates the following
sponsors whose support
underwrites this conference
and an array of educational
and professional develop-
ment opportunities
throughout the year.
SponsorDirectory Chapter Sponsor
Development Guild/DDI
617-277-2112
www.developmentguild.com
Table A1
Patron Level Sponsors
Massachusetts General Hospital
877-644-7733
www.thirdcenturyofmedicine.org/
Lahey Health
781-744-5299
www.laheyhealth.org
Table A2
Benefactor Level Sponsors
Changing Our World, Inc
617-897-8206
www.changingourworld.com
Table A3
The Chronicle of Philanthropy
202-466-1200
www.philanthropy.com
CCS Fundraising
617-292-2666
www.ccsfundraising.com
Table A4
Friend Level Sponsors
Bay Path College
413-565-1332
www.baypath.edu
Table B5
BidPal, inc
617-515-2994
www.bidpalnetwork.com
Table B7
Brigham and Women’s
Development Office
617-424-4365
www.bwhgiving.org
Eglomise Designs
800-443-8987
www.eglomisedesigns.com
Table B1
Embolden
401.723.0055
www.embolden.com
Table B9
Grossman Marketing Group
617-799-3425
www.grossmanmarketing.com
Table B8
Thank You to our Patron Sponsors
Registration
AFP
Member
Zone
Networking
Pre-Registration
CoffeeCoffee
Commonwealth A
Commonwealth B
Commonwealth C
Grand E
Grand DGrand
Ballroom B
Grand
Ballroom A
Grand C
Networking
Station
A2
A1
A4
A3
B2
B1
B4
B3
B6B7
B5
Lois L. Lindauer Searches
617-262-1102
www.lllsearches.com
Table B3
MajorDonors.com
617-596-6086
www.majordonors.com
Table B2
Partners HealthCare
617-724-9624
www.partners.org
Ruotolo Associates Inc.
800-RUOTOLO
www.ruotoloassociates.com
Table B4
Telosa
650-853-1100 x113
www.telosa.com
Table B6
B8B9