Ohio Prospect Research Network
1987 - 2017 - Celebrating 30 Years
Apra Ohio Chapter

OPRN 2017 Annual Spring Conference

#oprn30:  Power of the Past, a Force for the Future

2017 Conference Sessions & Bios

Friday Keynote

Prospect Development and its Transformational Influence on Fundraising

Friday, April 28, 2017
1:30 - 3:30pm

Since our humble Midwest origins in the 1970s, prospect development has been a continuous force of change and progress for development programs around the world. From basement archival research to complex data science, our profession has pushed how we think, organize our time, and perform to the potential worthy of our donors. Join Josh Birkholz as he presents the past, present, and future of the greatest profession in the world; yours.

Joshua M. Birkholz, Principal, Bentz Whaley Flessner

Joshua M. Birkholz is a principal at Bentz Whaley Flessner, where he oversees consulting in development operations, information systems, prospect development, interactive communications, and analytics. His contributions to the fundraising industry include founding the BWF analytics division, guiding several institutions through billion dollar campaigns, advocating for the integration of data science, and establishing more than 50 in-house analytics programs throughout North America, Europe, and the Pacific Rim.

Josh has streamlined fundraising infrastructure, developed performance metrics strategies, and ushered organizational change for leading non-profits in higher education, healthcare, the arts, advocacy, and social service sectors. He is widely regarded as a leading innovator in 21st-century development strategies.  And, he is the author of the sought-after book, Fundraising Analytics: Using Data to Guide Strategy.

Thursday Workshops

WORKSHOP:  Relationship Management: Building the Car while Driving It

Thursday, April 27, 2017
1:00 - 4:00pm

As prospect development professionals, we are often tasked with developing and implementing complex systems and processes to make our fundraising programs operate efficiently. Unfortunately, the expectation is generally that we develop and implement these systems simultaneously. What does this mean for establishing a successful relationship management program? In this workshop, Bond will discuss:

  • The fundamental elements of a strong relationship management program
  • Tactical steps to enact solid processes based on the tools you have at your organization
  • Strategies to gain buy-in from senior leadership and development officers

The full session will be three hours, divided into two parts as outlined below.

Part One: What’s in Your Toolkit?

This session will walk through the key elements of a strong relationship management program, will offer some tips to implement any elements that are missing, and will discuss maintenance of a program over time to ensure it will benefit the organization long-term. Participants will be able to assess what relationship management elements they need to add or modify at their organization and will walk away with some resources to aid them in putting it all together.

Part Two: From the Toolkit to Construction

What processes do you have in place to manage portfolios at your organization? Do you actively manage them, reviewing portfolio counts and development officer activities regularly? Do you assess the capacity, inclination, and engagement of currently assigned prospects and look for opportunities to assign and remove prospects proactively? Do you assess the fit of prospects that are assigned by development officer? This session will discuss a variety of techniques and strategies involved in portfolio reviews, rebalances, and optimizations, with examples for shops of all sizes and levels of maturity within their relationship management program.

Bond Lammey, Managing Associate, Bentz Whaley Flessner

Bond T. Lammey is a managing associate at Bentz Whaley Flessner specializing in prospect development. Bond’s experience ranges from higher education to academic medicine, large and small social service agencies, and national and local member/cause organizations. Prior to joining BWF, Bond led prospect research efforts at the University of Chicago, where she oversaw the central prospect research team and developed integrated strategies with prospect management, analytics, corporate and foundation relations research, and non-central research teams at the medical center and Booth School of Business.

Bond received her BA in Sociology and her Master of Management in Nonprofit Administration, both from North Park University in Chicago, Illinois. She is on the board of Apra International and has presented in the United States, Canada, Australia, and Asia at CASE, ADRP, AASP, and Apra conferences.

WORKSHOP:  Trends and Innovations in the Ever Changing Field of Prospect Research

Thursday, April 27, 2017
1:00 - 4:00pm

In the ever changing field of Prospect Research, professionals, now more then ever, need to stay abreast of current trends and innovations. Knowing when to change up your processes and/or resources is key to staying relevant and will enable you to better serve your organization. The results of a recent survey of prospect development professionals will be shared. In addition, we will take a deep dive into some of the questions and, in doing so, allow for attendees to walk away with an action plan for keeping up with trends and innovations, as well as some new resources.

Nick Sollog, The Sollog Group

Nick Sollog has been in development since 2003. His previous experience includes roles in prospect research and annual giving. In July 2009, Nick formed The Sollog Group to help charitable organizations meet their annual giving and prospect research needs. Most recently, Nick was the Assistant Director of Annual Giving at the University of Richmond where he was in charge of the their phonathon efforts. Prior to that, he served the University of Richmond as a Prospect Research Assistant where he worked with the Law School, Annual Giving, and Major Gifts teams on their research needs. He was a Phonathon Caller for his alma mater Lynchburg College where he raised between $10,000 and $30,000 a semester for the Annual Fund.

Nick is involved in the local community both personally and professionally. He sits on foundation board of the MathScience Innovation Center, past-chair of the Stewardship Committee and is a member of the Vestry at Grace & Holy Trinity Episcopal Church, is a member of the President’s Cabinet Annual Fund Campaign at the Science Museum of Virginia, and a member of Massey Cancer Center’s Massey Alliance. Professionally, he is a member of APRA Int’l, APRA-VA and VAFRE and sits on the boards of APRA-VA and VAFRE.

Nick was born and raised in Richmond, VA. He went on to graduate from Lynchburg College in 2006 with a degree in International Relations. He has received certificates from the University of Richmond’s Institute of Philanthropy in Grant Writing & Management, Fundraising & Development, and Nonprofit Marketing.

Friday Sessions

Secrets of Data Driven Nonprofits

Friday, April 28, 2017
9:30 - 10:45am

Why is everyone talking about Big Data, but few nonprofits are leveraging it? How do nonprofits find the real hidden treasure in their data? What does a data driven nonprofit look like, act like, and create real results? Join Steve MacLaughlin, nonprofit industry expert and author of the bestselling book Data Driven Nonprofits, for this informative and actionable session. This session will also give you first-hand examples of nonprofit organizations that have become more data driven. What are the secrets of these data driven nonprofits and what can you learn from their success.

Steve MacLaughlin, Vice President of Data & Analytics, Blackbaud

Steve MacLaughlin is the Vice President of Data & Analytics at Blackbaud and best-selling author of Data Driven Nonprofits. MacLaughlin has been featured as a fundraising and nonprofit expert in The New York Times, The Washington Post, USA Today, The Chronicle of Philanthropy, and on National Public Radio. MacLaughlin serves on the board of the Nonprofit Technology Network (NTEN) and is a frequent speaker at conferences and events. Steve earned both his undergraduate degree and a Master of Science degree in Interactive Media from Indiana University.

“POPT” Year Zero- Launching a New Approach to Prospect Discovery & Qualification

Friday, April 28, 2017
9:30 - 10:45am

After a year-long planning effort, Ohio State is launching a new approach to prospect discovery and qualification: Portfolio Optimization (more affectionately known as "POPT"). This project includes the systematic implementation, and for the first time at Ohio State, integration of multiple components on an epic scale: wealth screening, predictive modeling, a brand new unit assignment score, portfolio consultations, and a new process for distributing prospects to development officers for qualification. Join us as we dive into an overview of the project, how it came about, how it will be implemented, anticipated outcomes, and more!

Chris Brakenbury, Director of Prospect Development, The Ohio State University
Sarah Luckey, Prospect Consultant, The Ohio State University
Stephanie Jewell Vaver, Fundraising Analyst, The Ohio State University

Working Through Difficult Conversations

Friday, April 28, 2017
11:00am - 12:15pm

Do you sometimes avoid difficult or challenging conversations?
Is it hard to decide where to start?
Do you have the same conversation more than once with the same person?

Working Through Difficult Conversations provides tools and practice to help you increase your skill and comfort in engaging in difficult conversations. Learn how to prepare in advance, start the conversation effectively, and maintain a productive environment. We will also cover how to handle conversations that become difficult in the moment and how to anticipate and respond to other’s reactions.

Ann Metzler, Training Manager, Advancement Human Resources, The Ohio State University
Stephanie Mizer, Recruitment Manager, Advancement Human Resources, The Ohio State University

As the recruitment manager for The Ohio State University’s Office of Advancement, Stephanie creates and delivers a comprehensive talent acquisition function for hiring managers who lead the university’s advancement activities. This includes development, alumni relations and marketing both centrally and in the colleges and units across campus as well as the Wexner Medical Center and James Cancer Hospital.

Prior to joining the world of higher education, Stephanie spent 17 years in the zoo industry. In her last “wild” position, she directed all human resources policies, strategies, legal compliance and programs for the $50M Columbus Zoo and Aquarium organization including a non-profit zoo, for-profit water park, 18-hole public golf course and conservation/science center.

Stephanie is a founding advisor of Ohio State’s Association of Fundraising Professionals (AFP) Collegiate Chapter and is currently serving on AFP’s board as chair of the Collegiate Chapter Committee. She received her BA in psychology from Otterbein University and possesses the Professional Human Resources Certification (PHR, SHRM-CP). Additionally, she volunteers as a member of Franklin University’s resume review team.

Trends in Corporate and Foundation Giving & Prospects

Friday, April 28, 2017
11:00am - 12:15pm

What trends are we seeing in Ohio and nationally related to corporate and foundation prospects? In this presentation, Matt Roberts discusses regional trends related to corporate and foundation funders and discusses tips for prospect researchers when working on these unique types of profiles.

Matt Roberts, Senior Director of Development, Organizational Giving, Ohio University Advancement

Matthew Roberts is the Senior Director of Development for Organizational Giving at Ohio University Advancement. His primary role is to administer giving relationships with both corporations and foundations on behalf of Ohio University, its regional campuses, and various external programs. Since taking the position in 2015, he has led a variety of projects related to corporate proposal development, organizational stewardship, and prospect development at the Ohio University Foundation. He is a current CASE faculty member specializing in persuasive development writing for corporations and foundations.

Prior to working for Ohio University, Matt spent time as a resource officer and senior staffer for community-based non-profits in central Ohio. From 2006 through 2014, he served as a Senior Project Manager and Development Director at the OhioHealth Foundation, which supported a 46 county health system in central and southeastern Ohio.

Matt holds a Master of Arts degree in Public Administration from Ohio University. He is also a 1998 Grantsmanship Center graduate and has served as a grant reviewer for both statewide and regional funding organizations.

He resides in Lancaster, Ohio with his wife, children and an elderly basset hound.

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