Development Day - June 6, 2018

Registration Deadline Extended to May 31st!


VisTaTech Center - Schoolcraft College
18600 Haggerty Road, Livonia, MI 48152

Conference Agenda

Opening Plenary: 8:00 am - 9:30am

  • Lani Starkey, JD, LLM, CPA, Founder, Fifty Rock Consulting

    To be a happy and successful fundraiser, hit your required metrics, and produce more results with less resources, many fundraisers could benefit from being more innovative and creative with their solicitation strategies. With this goal in mind, I have observed and developed eight proven and repeatable ways to ask for major, planned, and transformational gifts. Some of these you may already do now but just not be aware of it. Others you might never have even considered. These eight ways provide an arsenal of options to do your job better, faster, and with more measurable results. Accordingly, this presentation will describe the eight ways and real-life case studies that illustrate each method. This session will share unique insights into relationship building, performance management, and fundraiser profile types.

Breakout Track 1: 9:45 am - 10:45 am

  • Brittany Kienker, Ph.D. Kienker Consulting

    Whether you’re a newly-hired development staff member, a board member, or an experienced professional in the nonprofit sector, fundraising and planned giving may include many concepts that you have never previously encountered. This session explores the basics of fundraising and planned giving, while showing how these concepts fit within the overall plan of an organization.

  • Carlos S. Byrne, CAP, BNY Mellon Wealth Management
    David K. Hohler, CFA, BNY Mellon Planned Giving

    Charitable donors are increasingly interested in how their gifts are invested – but too often their perception of what constitutes an appropriate investment strategy may be more a dream than a reality. When a donor’s ideas about investing turn out to be incorrect, it can lead them to feel confused, disappointed or even angry. To avoid this, it’s important for everyone with an interest in the management of a trust – the donor, the investment manager and the charitable organization – to understand the root of these misconceptions so they can be better prepared to face the realities before them. Seven misconceptions about investing are addressed in order to help trust and planned giving professionals gain the understanding they need to interact with their donors.

  • Klementina X. Sula, Chief Development Officer, Henry Ford West Bloomfield Hospital

    Major donors look for organizations that will give them an opportunity to change the world and make an impact. To engage donors successfully, gift officers must not only understand their donors’ interests and passions, they must understand the donors themselves—donor background, personality, history and motivations. The most successful gift officers make authentic connections and put their own personal touches in building genuine relationships. This session will empower gift officers to go beyond the traditional impact report and inspire them to think creatively about how they engage donors.

Breakout Track 2: 11:00 am - 12:00 pm

  • Russell N. James, III, JD, PhD, CFP, Director of Graduate Studies in Charitable Planning, Texas Tech University, Lubbock, TX

    A number of organizations have experienced remarkable success using the donor survey. In this session, Dr. James reviews the scientific research, academic theory, and real-world practical applications of how to use donor surveys to identify prospects, increase interest in planned giving, and even measure the success of your overall marketing efforts.

  • L. Paul Hood, Jr., JD, LL.M., CFRE, Recovering Tax Attorney, Paul Hood Services

    History can teach valuable lessons if it is studied. The presenter will conduct an “autopsy” of a reported court decision in Martin v. The Ohio State University Foundation, et al. and review lessons that can be gleaned from a NIMCRUT gone bad. He will lay out a three part tool of analysis, or hermeneutic, of how to analyze the potential design of an estate or charitable planning tools or techniques.

  • Mary Barden, JD, Wayne State University
    Paula Brown, CFRE, Desktop Consulting Services

    A board's fundraising role is often up to interpretation, with board members viewing it one way and staff another, setting the stage for frustration and disappointment. This session will offer steps to determining your board's strengths, building on them, and creating greater alignment between board and staff for fundraising success and satisfaction.

Luncheon Plenary: 12:20 pm - 1:20 pm

  • Claudia B. Sangster, Senior Vice President, Director-Family Education & Governance, Northern Trust, Los Angeles, CA

    When it comes to philanthropy planning for families, the phrase, “One size fits all” is not applicable. Families of wealth may have one thing in common—wealth—but that may be the only commonality because families are comprised of individuals who have differing goals, objectives, personalities, backgrounds, passions and types of assets that comprise the wealth. Philanthropic Advisors have an array of vehicles to present to such families so which ones should be featured to such donors? This interactive session will look at the most common vehicles found in the philanthropic portfolios of families based on the level of wealth and what factors moved these donors/clients to choose the vehicles they selected.

    Additionally, this session will provide some “clues” on finding donors and featuring the benefits of planned giving. Get your “hunting gear” out—it is time to hunt for donors who are in need of the solutions you have to meet their objectives and your organization’s fundraising needs.

Breakout Track 3: 1:30 pm - 2:30 pm

Bronze Sponsors

  • Christopher L. Kelly, Planned Parenthood of Michigan

    While gift planning and planned giving infrastructures evolve to meet the growing expectations of the American Donor, the planning tools themselves can sometimes seem to fail in meeting the overall objectives. One vehicle that always seems to suffer a questionable destiny is the charitable gift annuity. Yet, is the vehicle at fault, or could there be other issues that plague this philanthropic planning tool? In this session, we will discuss if a CGA program is necessary, how to determine if a program is truly in jeopardy and potential solutions for an inactive program.

  • Lani Starkey, JD, LLM, CPA, Founder, Fifty Rock Consulting

    The planned giving and professional advisor community has not had as much success establishing charitable lead trusts (CLT) as it would like. The reason for this is not due to the lack of available information. To the contrary, there is in my opinion too much information and some of it is counterproductive or confusing. This CLT scarcity can end now if we are armed with the “right” tax, philanthropic, and marketing knowledge and use it more effectively to communicate with donors, families, and advisors. When properly designed, CLTs are not just for the top 1% but very viable options for the other 99%. After this eye-opening session, any gift planner or advisor – new or veteran – can start (or restart) marketing and closing CLTs immediately.

  • Beth Martz, Director-Philanthropy Operations, The Children’s Center
    Marletta M. Boyd, II, Director-Individual Giving & Fdn Philanthropy, The Children’s Center
    Kapria Jenkins, Director-Corporate Philanthropy, The Children’s Center

    In this session we will explore the tools and systems necessary to build a strong philanthropic foundation to make donors love you and keep coming back for more. From organizational structure and its effect on fundraising − to year-round donor engagement and stewardship − this session focuses on the three areas necessary to move the needle and create meaningful impact within your organization. Participants will walk away with tangible tools they can immediately incorporate within their organization.

Afternoon Plenary: 2:45 pm - 4:15 pm

  • Russell N. James, III, JD, PhD, CFP, Director of Graduate Studies in Charitable Planning, Texas Tech University, Lubbock, TX

    Charitable giving is not a modern invention of the industrialized world. It is a natural behavior as old as humankind. In this presentation, Professor James reviews scientific research from a range of disciplines to uncover the natural origins of philanthropy and translates these scientific concepts into effective fundraising strategies. Be prepared to see how theory and science can produce powerful, practical, real-world fundraising success.

2018 Conference Sponsors & Exhibitors

Gold Sponsor

Bronze Sponsors


In-Kind Sponsors