2022 Planned Giving Days Education Sessions
Planned Giving Days COVID-19 Policy
We are excited to share our lineup of educational programming, most of it never before presented! Whether you are a seasoned professional or new to gift planning, you won’t want to miss this year’s offerings.
We will be adding additional concurrent sessions — watch for updates.
Opening Keynote
Tuesday, June 7, 2022 / 9:00-10:30 am
AI 2.0. How Today’s For-profit Technology Will Revolutionize the Impact of Tomorrow’s Fundraising
We’ll be discussing the rapidly changing technology landscape, how for-profit technology models are influencing the nonprofit sector and we’ll explore ways that technology will revolutionize fundraising in both short-term and longer-term settings.
Speakers: Adam Martel, CEO, Givzey
Concurrent Sessions
Concurrent Session One
Fundamentals Track: The Power of Love: Best Practices in Business & Psychology in Generating Legacy Gifts
Tuesday, June 7, 2022 / 1:00-2:00 pm
Strategically identity, cultivate, close gifts and steward donors to larger outright and planned gifts by implementing the “Platinum Rule” (treating donors how they would like to be treated). Leveraging best practices gleaned from business, psychology and academic research, topics include building High Quality Connections, Appreciative Inquiry, The 5 Love Languages®, and fundraising applications of Adam Grant’s Give and Take. Building meaningful relationships with donors will engage them more deeply with your nonprofit and create customized methods of responding to donors and prospects in meaningful patterns to build understanding, trust, and increased philanthropy in outright and planned gifts.
Speakers: Beth Delaney, Director of Gift Planning, University of Pennsylvania
Marketing Track: The Value of a Hand-Raiser
Tuesday, June 7, 2022 / 1:00 - 2:00 pm
What is a hand-raiser worth to your organization? Prospects who have indicated an interest in planned giving (whether by requesting a brochure, responding to a survey, or contacting a gift officer with a question) are some of the best leads that gift officers can be spending their time with. Identifying these hand-raisers is a critical part of any moves management strategy so that gift officers can focus on closing more gifts. But does someone signifying intent also have a quantifiable value to the organization before a gift is closed? Do they donate or volunteer more than a typical donor, and are there other ways that they are providing greater support to your organization’s mission?
In this presentation you will learn:
- The various ways that organizations value hand-raisers
- New ways to define success in annual reporting of these valuable supporters
- The role of list qualification, offer strategy and technology as we steward and build connections with donors going forward
Speakers: Nathan Stelter, President, The Stelter Company, and Brantley Boyett, President and Co-Founder, Giving Docs
Masters Track: Breaking the Ice: Collaborating to Navigate Obstacles and Discover Solutions
Tuesday, June 7, 2022 / 1:00 - 2:00 pm
The ultimate goal of every fundraiser is to maximize gifts and encourage gift opportunities. The key to success for the majority of us is to work collaboratively, enabling us to solicit the highest and best gifts from our donors. This session will be led by a major gift-planned gift duo who have collaborated on and closed a variety of gifts together. The presenters will share their experiences, identify obstacles to and benefits of collaborating, and discuss how they worked collaboratively on three gifts. We will invite participants to interact and identify common goals and obstacles to collaboration.
Speakers: Alexandra P. Brovey, JD, Senior Director, Gift Planning, Northwell Health Foundation for Cancer Development at Northwell Health; and Kate Kaming, Sr. Director for Cancer Development, Northwell Health
Concurrent Session Two
Fundamentals Track: Asking Personal Questions and Getting the Right Information
Tuesday, June 7, 2022 / 2:30-3:30 pm
How do you gather deeply personal information on taboo subjects from someone you just met? Why do some short donor conversations move the gift forward where other long acquaintances never result in a bigger gift? In this session, attendees will learn how to differentiate between important vs. irrelevant personal information, how to ask unfamiliar donors for information that might lead to a bigger gift, and how to change unproductive to productive gift conversations. The session will feature role playing and attendees are encouraged to bring real life case studies.
Speaker: John McKee the Associate Vice President for Philanthropy, Office of Philanthropy, University of Maryland
Marketing Track: Putting Data to Work: Improve Your Gift Planning Marketing Outreach
Tuesday, June 7, 2022 / 2:30-3:30 pm
Learn how to improve your gift planning marketing campaigns through data tools developed by Business Intelligence & Analytics. While the Gift Planning team has substantial knowledge of who their ideal donor candidates are, using sophisticated data techniques such as modeling and segmentation allows them to mine the creme de la crème or prime donors for targeted outreach. In this session, we’ll share our data driven targeting and segmentation strategies as well as provide tactics for organizations both big and small to best target donors using your existing data. We will talk about indicators of donor potential and relevant proxies that can be used in their absence. We will include examples of using data for multiple gift planning marketing programs and giving vehicles and will effectively show the benefit of these strategies for maximizing response.
Speakers: Akshata Tare, Business Intelligence Analyst and Developer, Associate Director, Gift Planning Marketing Strategy, The Nature Conservancy Worldwide; Alexis Sabloff, Associate Director Gift Planning Marketing Strategy, The Nature Conservancy; and Nicole Engdahl, Senior Vice President, Planned and Annual Giving, National Park Foundation
Masters Track: Masters Track: Advancing DEI in Planned Giving
Tuesday, June 7, 2022 / 2:30-3:30 pm
Non-profit development staff - including planned giving teams - are increasingly being tasked with promoting their organizations’ DEI work. However, the intersection between planned giving and DEI work is not always apparent or easy. The simplest, most obvious change that many planned giving departments have implemented is to update the images used in their marketing materials to represent a broader, more inclusive cross-section of people. While increasing representation in the photos used in marketing materials is essential, it is not enough.
The question we will examine in this presentation is: How can planned giving professionals move beyond simply diversifying the images used in planned giving marketing and develop a deeper understanding of ways to make planned giving more inclusive for diverse communities?
Speakers: Jade Bristol, Chief Development Officer, Giving Docs; and R. Sylvester Owens, Director of Estate Planning, Human Rights Campaign
Concurrent Session Three
Fundamentals Track: What I Wish I Knew When I Started in Planned Giving That I Know Now
Tuesday, June 7, 2022 / 4:00-5:00 pm
Most times when you start something new you get a little bit of guidance and go. It’s only when you’ve had some experience in what you are doing that you can look back and say to yourself: “I would’ve been more effective if I had only started with…“
This session was developed by collecting the wisdom of experts in the field with many years of experience. It’s been distilled down into a list to give you guidance as to what to do…and what to avoid.
Speaker: Steve Mohyla, CFP
Marketing Track: Bridging the Gap: Moving the Donor from Gift Intention to Action
Tuesday, June 7, 2022 / 4:00 – 5:00 pm
The donor journey from awareness, to interest, to commitment, to closure then finally, to stewardship/retention. But it’s after the interest or lead generation stage that our efforts can derail —and the donor doesn't complete the gift. This session focuses on the donor journey and converting more of these leads into gifts.
We will explore the broader themes reflected in behavioral research, encourage in-session brainstorming among session participants, and leave participants with ideas they can start to test and implement to better understand their own donor's behaviors and hang-ups.
Speakers: Tracy Malloy-Curtis, J.D., Legacy Director, Mal Warwick Donordigital; and Sabrina Naylor, Senior Account Executive, Mal Warwick Donordigital.
Masters Track: Relaunching a Legacy Giving Program in a Major Campaign: The Do’s, Don’ts and Definitely Do’s
Tuesday, June 7, 2022 / 4:00-5:00 pm
Here’s a fast-paced, highly interactive case study presented by the consultant-client team that successfully rebranded a 175-year-old institution’s legacy society and relaunched its gift planning program to raise awareness, increase interest, and secure a substantial portion of the organization’s campaign goal. Our focus: all aspects from initial considerations to the plans, timelines, message strategies, audience selection, materials, web interface, and follow-up. It’s the who-what-when-where-why-and-how of the initiative, its impact, and long-term outlook. We’ll give you a roadmap, a solid how-to primer. This is a do-able project for legacy societies no matter how new or old, whether big or small.
Speakers: Ted Sudol, Managing Director, Carter Global; and Tom Malstrom, Director of Major Gifts & Planning Giving, Calvert Hall College High School
Concurrent Session Four
Fundamentals Track: Gift Planning Metrics that Your Boss and Board Need to Know
Wednesday, June 8, 2022 / 10:00-11:00 am
In the process of creating the National Standards for Gift Planning Success, CGP volunteers discovered a variety of metrics that growing and sustainable gift planning programs had in common. These metrics cover both the overall program and the management of the human resources necessary to have a successful program. In this presentation, the Chair of CGP’s Metrics and Standards Task Force shares how the challenging process of measuring the performance of gift planners and planned giving programs can be accomplished. It is well known that many gift planners struggle to have a “seat at the table” in their organizations. Many gift planners also consider their current metrics to be counterproductive, incentivizing the wrong behavior and imposing a short-term view on a long-term process. This program will show a realistic way to generate information that helps managers understand the importance of gift planners’ work.
Speaker: Joe Bull, Vice President and Chief Advancement & Alumni Officer, Wilmington College, and Founder and Principal of Philanthropy Advisory Council, LLC
Marketing Track: Donor Surveys: An Integral Part of Your Marketing Plan
Wednesday, June 8, 2022 / 10:00-11:00 am
Donor surveys should be a part of your planned giving marketing plan. Even though the survey is really a discovery tool, (data collection, leads, intentions, etc.), it engages donors and gives them an opportunity to make their voices heard. Learn how surveys help build awareness, educate donors on the benefits of your program, and shows donors they are important to your organization. You will learn tips on question writing and strategic ideas on follow-up.
Speaker: Andrew Palmer, Director of Marketing Services, PG Calc
Masters Track: Case Study on Ethics: When Gifts Go Wrong
Wednesday, June 8, 2022 / 10:00-11:00 am
What are the ethical considerations when deciding to enter into a gift agreement with a donor? There have been numerous instances over the years where donors have become dissatisfied with how their gifts are being stewarded. As well, charities have at times found themselves in a bind over their association with some donors. In this presentation, Doug White will examine actual examples of gifts that have gone wrong and suggest steps charities can take to ensure that gifts are both established and stewarded properly.
Speaker: Doug White, author and former Director, Master of Science in Fundraising Management, Columbia University
Concurrent Sessions Five
Fundamentals Track: Donor Benefits of Planned Giving
Wednesday, June 8, 2022 / 11:30am-12:30pm
This presentation will look at impacts to the nonprofit-sector as a result of the Pandemic and the challenges that exist today as a result. The need to rebuild endowment requires charities not to shift focus away from planned giving. Using a broad conversation around the most common types of life-income gifts, the Donor Advised Fund and their benefits to the donor, the presentation will use client experiences and gift examples to facilitate a thoughtful revisit to the benefits of planned giving to help donors accomplish their goals. Level: Intermediate
Speaker: Chip Giese, Senior Relationship Manager, PNC Institutional Asset Management’s® Planned Giving Group
Marketing Track: Don’t Put the Billboard in the Basement
Wednesday, June 8, 2022 / 11:30am-12:30pm
In this panel discussion, you’ll gain wisdom from veteran planned giving professionals as they share successful tips for promoting your planned giving program to your target audience and how to best leverage your marketing efforts. You’ll also hear from a financial planner working with high-net-worth clients as they share what their clients are looking for when considering a planned gift.
Moderator: Jeff Wilklow, Principal, Wilklow Nonprofit Partners
Panelists: Missy Ham-Cross, Gift Planning Officer, American Red Cross
Stephen Mohyla, CFP
Masters Track: Understanding the Benefits of Life Income Gifts
Wednesday, June 8, 2022 / 11:30am-12:00pm
Understanding life income gifts is a fundamental component of effective planned giving work. In this session we will explain the most common types of life income gifts: charitable gift annuities, charitable remainder trusts and pooled income funds. We will review how each of them works, how these types of gifts benefit both the donor and charity, and how you can speak to your donors about them in laymen’s terms. We will also review some cues and clues to listen for in your donor meetings that may provide you an opportunity to introduce a life income gift discussion.
Speakers: Michael J. Degenhart, CAP, Assistant Vice President, The Pennsylvania State University; and Stephen Clarke, Director of Charitable Gifting Strategies, Eaton Vance Distributors, Inc.
Closing Plenary Session
What’s So Important About Giving By and For Women?
Wednesday, June 8, 2022 / 1:00-2:00 pm
The Women’s Philanthropy Institute has conducted dozens of studies examining how and why women and men give. Individually as well as in the aggregate, the research affirms that gender matters in philanthropy. Join Jeannie Sager and Val Cushman, as we seek to better understand where, how, and why women and men give differently – and how William & Mary utilized the research to enhance and inform generosity among their alumnae and for their students.
Speakers: Valerie Cushman, Senior Director of Alumni Engagement and Inclusion Initiatives, William & Mary, and Jeannie Infante Sager, Director, Women’s Philanthropy Institute at the Indiana University Lilly Family School of Philanthropy