Past Speaking Engagements
AFP International Conference
March 30 – April 2, 2008, San Diego Convention Center, San Diego, CA
Speaker: Thomas W. Thomsen, Marts & Lundy
The Critical Link Between Strategic Planning and Successful Campaigns
700 institutions were invited to participate in a nation-wide study examining the effects of prior planning on the production of a successful campaign. The results were very revealing and proved to be applicable to both small institutions as well as large. This session provides information critical to VP of Development, CFO's, and Presidents.
The presentation contains informative quotes and ideas from all the administrative positions listed above.
Time: 3- 4:15 pm, April 1st
National Association of Independent Schools 2008 Annual Conference Team
February 28, 2008, Hilton Hotel, New York, N.Y.
Speakers: Daniel Boyer and Sandra Drew of Marts & Lundy
Schools of the Future: Embracing the Educational ReNAISsance
Workshop: Why Everyone is Talking About Endowment
The session addresses the growing emphasis put on endowment fundraising at day and boarding schools. It includes a review of a study conducted in 2006 and a discussion of why endowment will be increasingly critical to schools.
Ideas for making the case for endowment and for incorporating endowment into a school’s strategic plan are included.
Time: 8-9 a.m.
For more information, visit: www.nais.org/go/annualconference
National Association of Independent Schools 2008 Annual Conference Team
February 28, 2008, Hilton Hotel, New York, N.Y.
Speakers: Ronald Arena, Marts & Lundy and William Christ, Hathaway Brown School (OHIO)
Schools of the Future: Embracing the Educational ReNAISsance
Workshop: Beyond the Stuff: A New Mind (and Approach) for Strategic Communications
Is your school caught up in the dizzying pace of producing print, electronic and web-based communications that leave your head spinning and your budget reeling?
This workshop will move beyond a tactical approach to communications to examine messaging and branding, segmentation of audiences, and venues that will not just inform but engage people.
Time: 8-9 a.m.
For more information, visit: www.nais.org/go/annualconference
38th Annual CASE-NAIS Independent Schools Conference 2008
January 28, 2008, Renaissance Nashville Hotel, Nashville, TN
Speaker: Bruce R. McClintock, Chair, Marts & Lundy
Philanthropic Trends: Change is in the Air
Presentation Abstract Text: Historically, independent schools would often look to colleges and universities for emerging philanthropic trends that would subsequently impact independent schools. But, today colleges and universities are not necessarily the trend-setters. For example, if one looks at $ total gifts per student, boarding schools on average outperform both colleges and universities. If one looks at growth in philanthropic support over the past decade, day schools on average have outperformed every other educational sector. Throughout education, the philanthropic landscape is undergoing significant change. We need to look in every direction for bold, new ideas to incorporate into our advancement programs.
Time: 9:15 am - 10:30 am
CASE Districts VII and VIII International Joint Conference
December 4, 2007, The Mirage Hotel, Las Vegas, Nevada
Speaker: Martha Keates, Marts & Lundy
Co-speakers: Chris Ponce, Vice President for Institutional
Advancement, Pomona College and Phil Akers, Vice President, University Relations, Pacific University
Best Traits of Good Development Officers
How does an institutional vice president or major gifts director know what to look for when identifying and recruiting outstanding staff? What characteristics are absolutely neccessary and what can be acquired? When do you promote from within or hire from outside the industry? And how do you reward and keep the best performers? Three veteran managers will talk about the best traits of the most effective major gift officers and engage you in a question and answer period about your own staffing situations.
Time: 2 - 3 pm
Western Museum Association 2007 Annual Meeting
October 12, 2007, Oakland City Center, Oakland, CA
Speaker: Lynne LaMarca Heinrich, Senior Consultant and Leader Arts & Culture Practice Group, Marts & Lundy
Panel Discussion: Development Office as Incubator
This panel discussion will be moderated by James G. Leventhal. Featured panelists include: Lynne LaMarca Heinrich, Kathleen Iwersen, and Lori G. Fogarty.
Time: 9:00 a.m.
For more information, visit: www.westmuse.org/oakland_rfp.html
CASE Conference: Major Gift Solicitation: Making the Ask
October 8-10, 2007, Royal Sonesta Hotel, Boston MA
Speaker: Scott Lange, Senior Consultant, Marts & Lundy
Presentation: 1. Planning the Solicitation; 2. What are we selling; 3. Handling Objections and Closing the Gift
Women in Development of Greater Boston's 2007 Annual Meeting
October 4, 2007, The Charles Hotel, Cambridge, MA
Speaker: Ilisa Hurowitz
What's New - What's Next: Trends, Issues and Development Strategies for Success
We work in a rapidly changing sector: Philanthropy has become a household world. "New philanthropists," increasingly engaged with their giving, have new expectations of the organizations they support. Data and analysis add "science" to the traditional "art of philanthropy." WID's current President,Ilisa Hurowitz, will reflect upon key trends and share insights about how to maximize success.
Thursday, October 4, 2007
11:30 am - Networking and Registration
12:00 pm to 1:30 pm - Business Meeting and Keynote Presentation
AHP 41st Annual International Conference
October 4, 2007, Philadelphia Marriott Downtown, Philadelphia, PA
Speaker: Scott Lange, Senior Consultant, Marts & Lundy
Raising Money the Old-Fashioned Way, Ask for It!
This hands-on session will retrace the first memorandum on fundraising from 1891 and apply those lessons to present day scenarios. This workshop is for beginners and intermediate development professionals who are looking to improve their own solicitation techniques as well as learn how to train volunteers to overcome their fear of asking for money in person. Attendees will become engaged in case stating and story telling to provide an opportunity for donors to make a difference.
Time: 1:45 - 3:00 p.m.
For more information, visit: http://www.ahp.org/conferences-education/intl-conf/index.php
APRA 20th Annual International Conference
July 26, 2007, Sheraton Chicago Hotel & Towers, Chicago, IL
Speaker: John Cash PhD, Senior Consultant, Marts & Lundy
Forging New Partnerships in the Campaign: The Sometimes Uneasy Alliance between Research and Major Gifts
The growth of the modern prospect research office from the early 1980s onward parallels the enormous expansion of comprehensive campaigns. As prospect research has become every more professionalized and data-driven, the close relationship it one-time enjoyed with senior fundraisers has diminished. Researchers are not always embraced as part of the fundraising team and included in prospect strategy development. Fundraisers often abrogate their own responsibility to own the "collective wisdom" about a prospect and defer to research rather than exercising true prospect management. This session will analyze the gap that still separates research and major gifts on the fundraising team and will offer some suggestions for integrating research into the prospect strategy development process. Dr. John Cash, Senior Consultant, with Marts & Lundy began his career as a prospect researcher before becoming a major gift officer and later leader of the UC Berkeley New Century Campaign. He brings a unique perspective to the relationship between research and major gift work in the campaign environment.
Time: 2:30 p.m.-4:30 p.m.
For more information, visit: www.aprahome.org
CASE Summit for Advancement Leaders
July 9, 2007, Chicago Marriott Downtown, Chicago, Illinois
Speakers: Lawrence Bacow, President, Tufts University; Brian Lee, Vice President for Advancement, Tufts University; and Bruce R. McClintock, Chair, Marts & Lundy
Big Ideas, Bold Results
Donors give in response to vision and ideas-the bolder, the better. After concluding a successful campaign for $609 million in 2002, Tufts University immediately embarked on the quiet phase of a new comprehensive campaign. The university raised $615 million during a four-year quiet phase and announced a public goal of $1.2 billion in November 2006. With a new president, new volunteer leaders, and new advancement leadership, the focus has been on bold ideas and measurable educational outcomes for this largely endowment-building campaign. Discuss a case study on how to the move from traditional thinking (emphasis on campaign rhetoric) to more donor-centric thinking (emphasis on the ideas that define the university's educational agenda) and how this can be replicated at other institutions.
Time: 3:00 p.m.-4:15 p.m.
For more information, visit: www.case.org
CASE Major Gift Solicitation: Making the Ask
May 24, 2007, Salt Lake City Marriott Downtown, Salt Lake City, Utah
Speaker: Scott Lange, Senior Consultant, Marts & Lundy
Handling Objections and Closing the Major Gifts
In many instances, the prospect will voice one or more issues that stand in the way of making a commitment. What can you learn from these objections and how can you turn them into opportunities to get the gift? Having done that, how can you close the solicitation? Examine ways to handle these objections and get the gift.
Time: 10:45 a.m.- 12:15 p.m.
For more information, visit: http://www.case.org/conferences/mgasks/frames.cfm
Planning the Solicitation: Who, What, when, Where, Why, & How Much?
May 23, 2007, Salt Lake City Marriott Downtown, Salt Lake City, Utah
Speaker: Scott Lange, Senior Consultant, Marts & Lundy
Handling Objections and Closing the Major Gifts
What elements should you consider as you plan your solicitation strategy? How do you decide among several options? What factors should you consider as you choose among the many options? Outlining the solicitation plan, selecting the project, building the solicitation team, determining the right place for the meeting, and building the best case for the ask is covered in this session.
Time: 1:45 p.m.- 2:45 p.m.
For more information, visit: http://www.case.org/conferences/mgasks/frames.cfm
CASE Major Gift Solicitation: Making the Ask
May 23, 2007, Salt Lake City Marriott Downtown, Salt Lake City, Utah
Speaker: Scott Lange, Senior Consultant, Marts & Lundy
What are We Selling? Packaging Major Gift Opportunities
How can major gift officers best communicate the range of gift opportunities at their institutions? Assess internal and external resources avaliable to assist you in your efforts.
Time: 4:15 p.m.- 5:15 p.m.
For more information, visit: http://www.case.org/conferences/mgasks/frames.cfm
American Association of Museums Annual Meeting and MuseumExpo 2007
May 14, 2007, Lakeside Center, McCormick Place, Chicago, IL
Speaker: Lynne LaMarca Heinrich, Senior Consultant and Leader, Arts and Culture, Marts & Lundy
Focusing on the Middle: Establishing a Strong Major Gifts Program
In general, museums enjoy strong support from the bottom (membership) and the top (principal/ leadership gifts) of the pyramid but often neglect the middle of the pyramid, where effectively deployed staffing and allocation of resources can yield significant returns from effective major gift programs. This session will include six seasoned professionals who will present case studies of successful major gift programs and provide tools for designing programs, measuring effectiveness, asking for investment.
Time: 10:30 a.m.-11:45 a.m.
For more information, visit: http://www.aamweb.aam-us.org/am07/
CASE Online Speaking Engagement
May 10, 2007, Lakeside Center, McCormick Place, Chicago, IL
Speaker: Tracy Savage, Senior Consultant, Marts & Lundy
Online Seminar: Preparing for the Independent School Endowment Campaign
With increasing frequency, independent schools are turning to their endowments to provide revenue for operations, to fund new strategic initiatives, and to ensure financial security in changing economic and demographic times. Relying almost exclusively on fundraising to build these endowments, schools launch significant endowment campaigns, often without the quality and quantity of preparation needed for success. This seminar explores some of the critical differences between endowment and bricks & mortar campaigns, and outlines steps that are essential endowment fundraising.
Time: 2:00-3:30 EDT
Online link: http://www.case.org/onlinespeaker/default.cfm
44th AFP International Conference on Fundraising, Dallas Texas
March 27, 2007, Dallas Convention Center, Dallas, TX
Speakers: Penny Scarpucci, Senior Consultant & Director, Marts & Lundy and Scott Lange, Senior Consultant, Marts & Lundy
Best Practices in Major Gift Prospect Management
Time: 3:00 p.m.-4:15 p.m.
For more information, visit: http://www.conference.afpnet.org/getting_to_the_conference.cfm
CASE District I & II Conference-Key Decision Makers/Chief Advancement Officer Track
February 12, 2007, Marriott Marquis, New York, NY
Speakers: Tom Anderson, Senior Consultant, Marts & Lundy,Barbara G.Stowe, Vice President for Resource Development Emetita, Massachusetts Institute of Technology
Managing the Challenges of Partnerships with Governing Boards
Time: 9:15 a.m.
For more information, visit: http://www.casemeetingoftheminds.org/?CONTAINERID=93&CRUMB=3
2007 CASE/NAIS Independent Schools Conference
January 29, 2007, Philadelphia Marriott Downtown, Philadelphia, PA
Speakers: Sandy Drew, Senior Consultant and Co-Leader, Schools Practice Group, Marts & Lundy and Kate Doub, Senior Consultant, Marts & Lundy. The discussion will be moderated by Kinch Kato, Director of Development, The Benjamin School.
Volunteers-Love 'em or..
How do you recruit, manage, and retain exemplary volunteers? More importantly, how do you keep these key members of your team motivated and engaged, rewarded and recognized. In schools, volunteers help keep the cost of fund raising moderated by their active involvement in annual and capital campaigns; volunteers serve as role models for others in the school community. Join in this lively discussion of strategies for working with volunteer leaders from start to finish of your annual giving campaign and other programs.
Time: 11:30 a.m.-12:45 p.m.
For more information, visit: http://www.case.org/conferences/casenaisplash/default.cfm
AFP, Greater Cleveland Chapter
January 10, 2007, American Red Cross, Cleveland, OH
Speaker: Tom Anderson, Senior Consultant, Marts & Lundy
Ethics: The Heart of Philanthropy
Leo Tolstoy asked the profound question... How then shall we live? Professional life in the 21st century seems so complicated. We are good people and we want to do the right thing, but why does it have to be so hard? Ethics not only helps us to know what we can do, but also points us to what we should do. And, it gives us the mental tools to go beyond the moral temptations of right v. wrong to grapple with the even tougher questions of right v. right. This session may not provide all of the answers, but it will help each of us frame the right questions.
Time: 8:00 a.m.
For more information, visit: http://www.afpcleveland.org/
Institutional Advancement Section of American Association of Law Schools 2007 Annual Meeting
January 3, 2007, Marriott Wardman Park Hotel, Washington, DC
Speaker: Bruce McClintock, Chair, Marts & Lundy
Changing Expectations: Donors, Volunteers and Institutional Leaders
Over the past decade, the philanthropic landscape has undergone significant changes. Many donors have raised the bar in demanding greater institutional accountability, outcome metrics and ongoing stewardship in return for their support. Many volunteers are increasingly struggling with the scarcity of discretionary time to follow through on assignments they have the best intentions of fulfilling. And, many institutional leaders are looking to the development office for levels and types of gift support that are increasingly more difficult to achieve. Welcome to life in the fast-track.
Time: 12:00 Noon
For more information, visit: http://www.aals.org/am2007/
CASE District VII Conference
December 8, 2006, Biltmore Hotel, Los Angeles, CA
Speakers: Don Fellows, President, Marts & Lundy. Co-presenting: Christopher Ponce, Vice President for Advancement, Pomona College, Sarah Williams, Lead Analyst and Consultant, Marts & Lundy.
A New Model for Determining Campaign Capacity and Feasibility
Two seasoned consultants will explore a new and more valuable means of conducting campaign planning or feasibility studies. This new model takes the best of the old feasibility study elements and adds customized benchmarking, predictive modeling and advanced analytical forecasting tools to provide a more realistic sense of campaign capacity, staffing requirements and the potential to achieve a campaign's goals at various levels of giving.
For more information, visit: http://www.casevii.org/conference/index.html
Academic Impressions: Planning, Managing and Leading Effective Capital Campaigns
October 25-27, 2006, Walt Disney World Resort Hilton, Orlando, FL
Speaker: Myrna Hall, Senior Consultant, Marts & Lundy
Building and Strengthening Relationships in a Campaign Setting
Campaigns depend on major gift success, and major gift success depends on building strong relationships between the institution, the donor, and the development staff. This session will outline the basic roles and responsibilities of all of these various partnerships. We will discuss ideas for meaningful volunteer involvement that can transcend the campaign and continue to build a major gift culture for your institution.
Making the Major Gift Ask
Without a doubt, making the ask is the most stressful aspect of the overall fundraising process. This session will review the basic steps in the major gift cultivation and solicitation process and provide hands-on audience interaction and feedback on major gift techniques that provide real life ideas and answers for turning major gift prospects into major gift donors.
Stewardship: More Than a Simple "Thank You"
You have made the ask, you got the gift, and now you move to what is potentially the most neglected phase of your institution’s relationship with donors: stewardship. This session will review all of the traditional elements of a first-class donor stewardship program and discuss new aspects of accountability and transparency to support your major gifts program.
For more information, visit: http://www.academicimpressions.com/
2006 Independent Sector Annual Conference
October 23, 2006, Hyatt Regency Minneapolis, MN
Speaker: Lynne LaMarca Heinrich Senior Consultant and Leader, Arts & Cultural Practice Group, Marts & Lundy
Integrity and Intent: When organizations and Donors Diverge on Program and Strategy
This session is designed to help participants look at how other organizations have dealt with situations when a donor wishes to make a gift that would take the organization in directions it had not planned to forge or with other strings attached that could cause problems for the organization.
Featured panelists include: John Lippincott, President, CASE (the Council for the Advancement and Support of Education); Ronn Richards, President and CEO, The Cleveland; Chuck Gould, President and CEO, Volunteers of America and Lynne LaMarca Heinrich, Senior Consultant and Leader, Arts & Cultural Practice Group, Marts and Lundy.
Time: 12:00 Noon
For more information, visit: http://independentsector.org/AnnualConference/2006/index.html
APRA Annual Conference
August 9th, 2006, Hyatt Regency Grand Cyperess Resort, Orlando, FL
Speakers: Don Fellows, Senior Consultant and Managing Director, Marts & Lundy. Co Presenting: Sarah Williams, Tina Donahoo
Testing Campaign Feasibility--A New Model
Two seasoned consultants will explore a new and more valuable means of conducting campaign planning or feasibility studies. This new model takes the of the old feasibility study elements and adds customized benchmarking, predictive modeling and advanced analytical forecasting tools to provide a more realistic sense of campaign capacity, staffing requirements and the potential to achieve a campaign's goals at various levels of giving.
For more information, visit: http://www.aprahome.org/conferences/intconference.htm
2006 Summer Institute for Academic Library Leadership
July 12th, 2006, Vanderbilt University
Speaker: Burr Gibson, Executive Chairman, Marts & Lundy
Integrating Library Resources and Services into Campus Fundraising and Public Relations
For more information, visit: http://www.vanderbilt.edu/ppi/institutes.php?id=13
Donor2 Annual National User's Group Conference
July 17th, 2006, Hilton Charlotte, NC
Speaker: Scott Lange, Senior Consultant, Marts & Lundy
Campaign and Data Requirements
This presentation explores the phases of a campaign and the data elements required to drive the Nucleus, Quiet and Public Phases.
2006 Summer Institute for Academic Library Leadership
July 12th, 2006, Vanderbilt University
Speaker: Burr Gibson, Executive Chairman, Marts & Lundy
Integrating Library Resources and Services into Campus Fundraising and Public Relations
For more information, visit: http://www.vanderbilt.edu/ppi/institutes.php?id=13
American Association of Botanical Gardens and Arboreta (AABGA) Annual Conference
July 1, 2006, Hyatt Regency, San Francisco, CA
Speaker: Lynne Heinrich, Senior Consultant and Arts and Culture Practice Group Chair
Building a Sustainable Program in Philanthropy
It's a matter of sustenance! In this increasingly competitive philanthropic environment, how can you determine a realistic contributed income goal? Come learn about trends for philanthropic programs at botanical gardens. Panelists will discuss how colleagues handle questions of staffing, strategic investment, long–term support, and the key role volunteers can play.
Time: 10:30 a.m.-12 noon
For more information, visit: http://www.aabga.org/
Commerce Bank/Independent College Fund of New Jersey Partners in Progress Seminar
June 15, 2006, Rider University, Lawrenceville, NJ
Speaker: Dan Boyer, Senior Consultant, Marts & Lundy
Funding Strategies in Complex Times
The focus will be on growing your organization's philanthropic capabilitiews in preparation for a large scale philanthropic development program.
Time: 10:30 a.m.-12 noon
Jesuit Advancement Administrator's Conference
June 12, 2006, John Carroll University, University Heights, OH
Speaker: Tom Anderson, Senior Consultant, Marts & Lundy
Leadership in Today's World
What is your definition of leadership? What does it mean to be a charismatic leader, a transformational leader, a servant leader, or a quiet leader ... and does it matter? What about emotional intelligence as a prerequisite for leadership? Is ethics really at the heart of leadership? And, what does all of this have to do with advancement in the twenty-first century? Through presentation and case studies, this interactive session will explore the changing role of leadership in our institutions and in our world. And, by dedicating a third of the session time to "What's On Your Mind?" participants will have the chance to explore with the presenter and professional colleagues the issues that are most relevant in their world.
Time: 10:15-11:45 a.m.