Amy Bobrick

Vice President, Strategy Merkle RMG

ACQUIRING A NEW KIND OF DONOR FOR FUTURE-PROOF FUNDRAISING

Younger. Higher income. More diverse. Acquiring new donors who don’t look like our existing ones is the key to future-proof fundraising, but it’s also one of the hardest things to do effectively.

Legacy prospecting tools built on prior transaction behavior largely ignore brand new donors with no prior giving history, so Wiland and two partner organizations took on the challenge of identifying and acquiring a new type of younger, higher earning, and more diverse donor.

Learn how this new group of prospects was identified and how they behave philanthropically. Then, see the result of testing by these organizations to attract a new multichannel prospect universe hiding in plain sight.

Bart Lillie

Director, Client Success Wiland

POWER-PACKED PANEL: DIGITAL & DATA LITERACY

The digital landscape is evolving by the second. Leveraging “Big Data:" it’s overwhelming, but no longer optional. So, what should you be doing NOW with the tools you already have at your fingertips to boost your current marketing & fundraising efforts while preparing for future success? This fast-paced panel wastes no time; diving directly into the actionable tips, tricks, and best practices you need to stay ahead of the curve. Attendees will learn:

• Up-to-date digital marketing channel trends (including emerging channels and platforms)
• Social Media: WHAT is going on with Facebook these days? And where to take the conversation next.
• What other digital advertising channels you should be on today and beyond.
• What is Data Governance, why you need it, and what digital data points you should be collecting.
• Why email still matters — and how better data integration increases its impact.

Joseph Churpek

VP of Analytics TrueSense Marketing

NONPROFIT EXECUTIVE ROUNDTABLE (Limited Capacity)

In this invitation only event, nonprofit fundraising leaders openly discuss the latest trends, explore issues, and share insights being realized from organizations across the nonprofit community. This exclusive, nonprofit-only, facilitated discussion will allow industry executives to connect with peers and knowledge-share ideas and learn from each other on an intimate level. Be prepared to interact with your peers to share your experiences and find meaningful solutions.

Facilitator: Steve Froehlich

Chief Revenue and Development Officer St. Jude Children's Research Hospital – ALSAC

FINDING STABILITY IN UNCERTAIN TIMES

In March 2020, the nonprofit community was preparing for uncertainty. The list of unknowns was long, from loss of fundraising channels to economic destabilization to a wide array of fundraising scenarios nonprofits had never faced before. A key theme emerged in 2020 that applies to our current economic climate: To withstand periods of uncertainty and strain, fundraising organizations must find stability by building a strong, wide base of supporters.

In this session, Paige Grainger, Consultant and Team lead at Blackbaud, will share insights gleaned from past periods of economic insecurity to help nonprofits navigate potential choppy financial waters ahead. She will focus on how fundraising organizations can become more highly adaptive to gains, losses, and changes by leveraging economic and donor data from the following:

•            Research

•            Analytics

•            Benchmarking

In addition to preparing for the unknown economic challenges of tomorrow, Grainger will share thoughts on how the nonprofit community can grow from trying times, including sustaining and growing donor rolls when recession looms. Her focus on stability will guide nonprofits to best position themselves to meet the challenges of the future head-on.

Paige Grainger

Principal Consultant Blackbaud

YOU HAVE ARRIVED AT YOUR DESTINATION | FROM MULTI TO OMNI

The past two years have been a remarkable time for our industry in many ways, most celebration-worthy is the level of generosity from donors and an overwhelming desire for connection. Unable to gather for in-person mass market events or major donor cultivation, many organizations had to fast-track digital initiatives - taking to online platforms. As individuals begin convening again, people will toggle between digital, print, phone, and in-person engagements, making siloed and linear donor journeys a thing of the past.

Creating a meaningful, and tailored, experience for your constituents goes beyond communicating a consistent message through different channels; it should extend engagement through an omnichannel experience aligned to your audience. While some may be well on their journey, the speed at which digital, social, phone, and even the role of mail, evolved in recent years may have resulted in a less-than-ideal omnichannel experience for constituents and donors. Are your loyal supporters still experiencing meaningful interactions with your organization? Do they still feel connected to the organization and to each other? What does the donor experience look like in an omnichannel environment?

In this session, Kacey Crawford, VP of Digital Strategy at Pursuant will moderate a discussion with Dana Heiser from Washington National Cathedral and Justin Henry from Synergy sharing what the transition from multichannel to omnichannel looks like, better practices, and real-world examples of how to advance a more holistic approach to omnichannel program development.

Kacey Crawford

VP, Digital Solutions Pursuant

INTERVIEW WITH A VAMPIRE - WHAT KEEPS YOU UP AT NIGHT?

This industry has been on a roller coaster of ups and downs, through emergencies and messaging fatigue, major stalls to processing gifts and rising costs to raise a dollar. The questions and worries that keep you up at night are also keeping your colleagues up at night. Let’s come together and face them head on.

Luke Franklin

Vice President, Membership ASPCA

Amy Bobrick

Vice President, Strategy Merkle RMG

Kick off your evening activities with a celebration for bringing our industry together again in-person! Mingle with old and new friends, colleagues, and peers. Grab refreshing drinks and appetizers. Enjoy this great opportunity to socialize and relax with your fellow attendees.

Everyone is welcome to join us for some early morning exercise before the conference gets underway. We will lead you through a local 5K route with options to either run or walk.

Don’t worry about being able to keep up as we will go at a comfortable, conversational pace and split up into groups to include all abilities.

Free Arjuna Swag for the first 50 people who join us!

Karen Barr

Managing Director, Supporter Experience Save the Children

KEYNOTE INTRO

Maureen McNally

Chief Growth Officer MissionWired

Elizabeth Nielsen

SVP, Digital & Direct Marketing Feeding America

WHAT CAN NONPROFITS LEARN FROM COMMERCIAL BRANDS

Join us to engage a panel of marketing experts who will share their extensive knowledge and experience from both the for-profit and nonprofit world. These marketing leaders from YMCA of USA, the USO, and Omaze will discuss successful strategies to advance your organization’s mission. Whether your organization is large or small, hear some actional tips that will help you reach your audience and elevate your brands.

Nic Marlin

Vice President of Performance Marketing Omaze

BREAKOUT SESSION 1A: LATHER, RINSE, REPEAT: OPTIMIZING SECOND GIFT CONVERSION

Your incredible donor acquisition strategy has converted a prospect – congratulations! But…now what? The best donor is one that gives again. And again, and again. How do you repeat the positive experience a new donor had so they will continue to support your mission?

Hear from Assembly and International Medical Corps about how we increased donors giving a second gift within 30 days of their first by 34% year over year. From messaging strategies to automated emails, we will cover tactics across direct mail and digital that kept our donors coming back for more.

Jessica Smit

Manager, Direct Marketing International Medical Corps

BREAKOUT SESSION 1B: STOP FIGHTING FOR DOLLARS AND START GROWING YOUR DONORS: MIDLEVEL DONE RIGHT

You share a common goal – raise more money for your nonprofit. But are you spending more timing fighting over attribution and donor ownership? Reset your thinking with this panel of team members who work TOGETHER to strategically track donors, maximize opportunities, and grow Amnesty's program to historic levels.

• Learn from our panel’s experience breaking down silos to collectively pool donors and analytics to mine the file for strategic growth.
• Know what metrics you should be tracking to identify areas of risk and opportunity.
• How to set up a multi-channel communications stream that balances stewardship, retention and upgrading objectives.

Beth Wrubleski

Director, Direct Response Amnesty International

EVOLVING TRENDS IN ACQUISITION: CASE STUDIES IN LIST GROWTH

The most successful nonprofit fundraisers are achieving growth by staying on the cutting edge: They are consistently inviting new supporters to join their mission, and they are dedicated to pushing the envelope to uncover the next big thing and realize every possible gain.

For an organization preparing for the end-of-year fundraising season, what can be done today to achieve this kind of sustainable, large-scale growth by Dec. 31? In this session, Trista Murphy, VP of Integrated Fundraising  at Make-A-Wish America, formerly of Americares and longtime industry expert, will join MissionWired to talk about the trends she’s seen in nonprofit fundraising over the past few years. Together, they will take a close look at the organizations who are achieving growth by diversifying acquisition avenues while also protecting their budgets from the whims of social media platforms. As organizations are seeing a softening in results during a difficult time while competing with the news cycle in inboxes, this discussion will pinpoint transformational approaches to growth to ensure that even with the world’s attention divided among many crises, you can locate the best new prospects at the lowest cost to drive higher-than-ever ROI at year end.

Learning Outcomes:

•            Understand the strategies employed by the nonprofit fundraisers who are seeing the most success with sustainable, large-scale list growth

•            Identify the transformative approaches to nonprofit fundraising that can be put into action immediately to see the best results possible at year end

•            See results organizations have achieved through joining The Digital Co-Op and reimagining their approach to list growth, reactivating lapsed supporters, upgrading sustainers, and more

•            Look at these growth tactics in the context of today’s challenges to ensure that even in the most difficult times for nonprofit fundraising, you’re still acquiring the best prospects to drive the highest ROI

Trista Murphy

VP of Integrated Fundraising Make-A-Wish America

NONPROFIT ORGANIZATION OF THE YEAR AWARD CELEBRATION

The Nonprofit Organization of the Year Award, presented annually at our summer conference in Chicago, Ill., recognizes outstanding accomplishments by a nonprofit organization using data-driven marketing to advance its mission. The recipient is determined based on the following criteria:

• Sustained achievement in fundraising through data-driven marketing and consistently successful financial performance
• Recognized leadership with a reputation for excellence within the nonprofit and data-driven marketing communities, as well as with the public at large
• High ethical standards and compliance with generally accepted standards for management and public disclosure.

Congratulations to our 2022 recipient, Save the Children: https://www.savethechildren.org/

Learn more about the ANA Nonprofit Awards program: https://www.ana.net/content/show/id/nonprofit-awards

Anna Averling

Director, Relationship Marketing American Bible Society

CTV RUNS ON TARGETING : THE DATA-DRIVEN STRATEGIES YOU NEED TO KNOW

Netflix is getting into the CTV advertising space – and changing the game. Nonprofits need to meet their potential donors where they are – watching CTV. Our experts guide you through the sophisticated targeting that makes this channel truly unique and how you can build out high-converting audiences through effective modeling and segmentation techniques. Attendees of this session will learn: 

•             Trends in consumer behavior that necessitates a shift to CTV

•             Why and how to choose the correct audience segments 

•             Cloud-based modeling techniques to help you identify and reach your best audience

•             Data as the bedrock of your CTV strategy

Richard Geiger

Senior Vice President, Nonprofit Solutions Data Axle

MULTICULTURAL MARKETING: UNLEASHING YOUR ORGANIZATION’S PURPOSE THROUGH A MORE DIVERSE, EQUITABLE APPROACH

Easterseals is leading the way to full equity, inclusion, and access for the one in four Americans living with disabilities today, their families, and communities. For more than 100 years, Easterseals has collaborated with national and community partners to enhance quality of life and expand access to health care, education, and employment opportunities — and won't rest until every one of us is valued, respected, and accepted. Through its national network of Affiliates, Easterseals delivers life-changing services that impact the lives of more than 1.5 million individuals and families each year. Its public education, policy, and advocacy initiatives positively shape perceptions and address the urgent and evolving needs of people with disabilities, breaking down barriers and empowering children and adults with disabilities throughout the lifespan to be full and equal participants in society.
In this session, moderated by DeSean Brown of One & All, we'll share strategies and tactics to help your organization build a multicultural marketing framework that authentically represents your purpose, shares your DEI&A vision, and resonates with your target audiences, whether donors, funders, volunteers, advocates, legislators, media, or others.

DeSean Brown

Vice President, Client Service One & All

BREAKOUT SESSION 2A: FUTURE OF OMNICHANNEL MARKETING IN A PRIVACY-CENTRIC WORLD

The world of consumer privacy is evolving – and with that brings huge changes to the marketing and advertising ecosphere. Google’s decision to sunset third-party cookies has pushed the digital advertising industry into uncharted territory, leaving nonprofits searching for effective alternatives to identify and reach their target audiences online. Meta also recently shocked marketers when it announced it would be removing options to target audiences based on political beliefs, social issues, causes, organizations, and more. But what do these changes really mean and how can nonprofits prepare for them? Our experts share insights into what nonprofits can expect, how they should plan for the cookie-less future and what tools they need to succeed in this brave new world.

Deborah Barge

Chief Development Officer Big Brothers Big Sisters of America

BREAKOUT SESSION 2B: RECURRING GIVING ALL THE WAY! STRATEGIES FOR GROWTH

Everyone wants a strong recurring giving program but how do you get to a program focused completely on recurring giving? In this session, we’ll examine the steps the National Audubon Society has taken to make their digital program recurring focused with annual and monthly recurring offers. We’ll discuss the short and long term budget implications, the ecosystem to acquire and retain these donors, and what’s needed for the continued growth of the program.

Steve Abrahamson

Vice President, Direct Response National Audubon Society

BREAKOUT SESSION 3A: TELEVISION ISN’T AS EXPENSIVE AS YOU THINK - TEST CTV

Once upon a time, TV advertising was beyond most nonprofit budgets. Now, great causes of all sizes can use Connected TV (CTV) and targeted digital advertising to reach new, lapsed, and upgradable donors alongside existing mail and email campaigns. Join Nicole Clemente from Save the Children and Connected TV expert Janet Tonner of Moore as they explain how CTV works, how you can get started and some real world examples.

Nicole Clemente

Senior Director, Acquisition Save the Children

BREAKOUT SESSION 3B: PLEASE RENEW MY SUBSCRIPTION TO IMPACT | A PANEL DISCUSSION ON STAND OUT SUSTAINER PROGRAMS

Monthly giving, sponsorship programs, and sustainer campaigns are not new to our industry, but the disruption that came with 2020 certainly caused us to think about them in new ways. As more individuals become increasingly comfortable with subscriptions in their day-to-day lives and are also seeking ways to make an impact with the causes they care about during a time of great uncertainty – the option to give monthly is more attractive than ever. While sustainer programs offer numerous benefits to both the donor and the organization, this popular giving vehicle has many organizations seeking new ways to stand out.

In this session, Pursuant’s Jennifer Bielat will lead a panel discussion with leaders from diverse organizations including Feeding America, Moody Bible Institute, and PAN Foundation focused on the opportunities and challenges ahead for monthly giving programs. These organizations represent various stages of sustainer program development – from the early stages of launching a new program through the growth and evolution of a mature multifaceted sustainer program. Together, we’ll explore what’s working, what’s not, and why. This session will facilitate group discussion and Q&A to provide attendees an opportunity to explore their own sustainer program potential and better equip them to navigate the increasingly competitive landscape with a program that will stand out in a unique and compelling way.

Sophie Reeds

Managing Director, Digital Marketing Feeding America

BREAKOUT SESSION 4A: FORCED INNOVATION: STORIES FROM THE FRONT LINE

Supply chain, production delays, strike in Finland, the list of challenges that are impacting nonprofits abilities to source product, maintain costs and keep direct mail programs viable is long!  Many organizations have been forced to make changes on the fly, while others opted to pivot without testing.  Our expert panelists will share their stories and outcomes. 

Britt Vatne

President, Account Management Adstra

BREAKOUT SESSION 4B: WHAT DONORS WANT: A GUIDE TO RELATIONSHIPS, AS TOLD BY DONORS

You’ve gotten a gift from a new donor—great! Now, the challenge is building a deeper relationship with them in the months and years to come. Before you begin, do you know what donors want and expect from your organization?

RKD Group has commissioned a one-of-a-kind market research study to better understand the thoughts and beliefs of donors. The study offers a glimpse at how donors define their relationships with nonprofits—versus the traditional, one-sided view of nonprofits and agency partners.

In this conference session, we will discuss insights from the research like:

• What behavioral characteristics exemplify the strongest donor-to-nonprofit relationships?
• How do donors feel when giving to the nonprofits they feel most connected to?
• How often does a donor receive communication from and engage with the nonprofits they feel most connected to?
• Do donors think of themselves as donors, supporters, activists, ambassadors, patrons or other similar labels? 

Justin McCord

SVP, Sales & Marketing RKD Group

WE CAN’T WAIT: HOW AN APP CAN BUILD A MOVEMENT

There aren’t enough public restrooms in the U.S. for people with certain medical conditions, like inflammatory bowel disease (IBD), finding a restroom quickly is a matter of medical necessity. People with IBD or incontinence issues can experience unexpected and urgent bowel movements. Recognizing an opportunity to meet their patients’ needs and engage a broader audience to tackle the issue of restroom access, the Crohn’s & Colitis Foundation created the “We Can’t Wait” restroom app.

The app is the leading initiative of the Foundation’s broader Open Restrooms Movement, which calls on businesses and municipalities to expand restroom access for those with urgent bathroom needs. Using the restroom app as a case study, the session will focus on the Foundation’s takeaways from building an integrated marketing campaign, “We Can’t Wait.” Senior leaders from the Foundation will share why they decided to develop an app, how they cultivated corporate relationships, and how they used innovative tactics to reach the general public. In addition, the founding sponsor of the We Can't Wait app, Eli Lilly, will describe how this app aligns with Lilly's strategic objectives in the GI space and why they felt this was a valuable sponsorship opportunity for Lilly.

Judy Hoffstein

Chief Marketing & Communications Officer Crohn’s & Colitis Foundation

Karen Barr

Managing Director, Supporter Experience Save the Children

POWER NETWORKING RECEPTION Sponsored by One & All

Take advantage of being there in-person! Because it’s not just what you know; it’s who you know. In addition to a strong education content that provides the knowledge you need to advance you and your organization to the next level; meet the people who can help you get there. Expand your professional network by joining us for drinks and appetizers with prominent industry leaders and peers and continue your discussions started in the session rooms. What a great way to finish the day!

Amy Bobrick

Vice President, Strategy Merkle RMG

ANA WASHINGTON OFFICE NONPROFIT LEGISLATIVE OUTLOOK—TAX EXEMPT BUT NOT PRIVACY EXEMPT!

As the nonprofit community begins to pull ahead of challenges presented by the pandemic, federal and state policy issues are key to understanding what the future may hold for nonprofit marketing and fundraising. Many states have passed privacy laws while many more have drafts waiting in the wings, and not all laws exempt nonprofit organizations from the new data restrictions that will hinder your ability to reach your target audience through smart data practices. Come to this fast-paced session to get an overview of which laws you need to be aware of and what is looming ahead, including United States Postal Service issues and other key nonprofit issues.

Chris Oswald

EVP, Government Affairs ANA

EVOLVING LANGUAGE GUIDES: INCREASING INCLUSIVITY IN DIGITAL

We all work daily on missions that hinge on hope and drive positive change in the world – but in that ongoing effort, how conscious are we of our own growth, and the continuous learning experience of building toward equality and justice in the way we approach our messaging?

In this session, Save the Children will share how their proactive effort to be evermore inclusive begins with language. Together with MissionWired, they will talk about what it looks like to implement a social justice language guide across an entire digital program. The ongoing commitment to defining, identifying, and dismantling potentially discriminatory language is a critical project of self-interrogation: a reminder that DEI isn’t optional. Organizations striving for the same commitment to continuous learning and improving around inclusive messaging can learn in this session how this manifests in digital messaging – and the impact it can have on fundraising and community-building.

Karen Barr

Managing Director, Supporter Experience Save the Children

5 WAYS TO BEAT THE EFFECTS OF INFLATION AND RECESSIONARY GIVING PATTERNS

The demand for nonprofit services continues to increase steadily, exposing the ever-widening gap between societal needs and the resources available from governments and businesses to address them. This increase in demand exists against the backdrop of spiraling inflation, a looming recession, and their negative effect on both giving levels and donor participation rates.

Meanwhile, even though fundraisers understand the value of a well-balanced omnichannel approach to fundraising, their core direct mail channel is being subjected to both labor and materials cost increases of 15%-20% this year.

During this session, we will discuss the methods that leading nonprofit organizations are employing to mitigate the effect of inflation and the recession, including tools such as Behavioral Economics Modeling and advanced Artificial Intelligence Services to improve giving levels, sustain participation rates, and lower the cost per dollar raised.

Learning outcomes or takeaways
1. Understanding today’s giving environment.
2. Identifying which donors to solicit and when.
3. Determining how much to ask of each donor.
4. Calculating how much to invest in sustaining each donor relationship.
5. Measuring shifts in overall fundraising projections.

Michael Gorriarán (@ArjunaSolutions)

President Arjuna Solutions

BREAKOUT SESSION 5A: LET'S TALK TIKTOK

In the U.S. alone, there are 50 million daily active users on TikTok. With increasing popularity of this social media platform, you may be wondering how your brand can build a TikTok presence—somewhere between the 75 year old dancing grandpas, surly dogs, and countless memes.

George Stallings and Jessica Buckholtz share how the American Red Cross’ in-house communications team amassed more than 750,000 followers on the social media platform while staying true to the brand’s mission. Moderated by One & All's Capin Alexander.

George Stallings

Senior Social Media Analyst American Red Cross

BREAKOUT SESSION 5B: STOP AND TALK TO ME: HOW FACE-TO-FACE IMPACTS YOUR BRAND

My charity is not very well known; does it make sense to start a face to face program?

My charity is very well known; will canvassing negatively impact my brand?

These are two big questions nonprofits ask themselves when making decisions around whether to start or expand their canvassing program. Face-to-face is not a relic from a past life where we still talked to each other in person; it is a channel that evolved to meet the challenges of our current world and remains an invaluable asset for both diversifying your income and donor profiles as well as organically expanding your charity’s brand in a fun, positive way. In this session, One Sixty Fundraising and Children International will share their experiences building brand awareness on the street and explore how their face-to-face partnership accomplished reaching sustainable donors other channels may have missed.

Charlie Lewis

Client Services Director One Sixty Fundraising

BREAKOUT SESSION 6A:WHAT IS CRYPTO PHILANTHROPY AND WHY DO WE NEED IT NOW?

In this session, Pat Duffy of The Giving Block and Ettore Rossetti of Save the Children will break down the basics of crypto philanthropy and how this growing industry directly impacts nonprofits, increasing fundraising by as much as 82 times. The Giving Block educates nonprofits on the ins-and-outs of crypto and crypto philanthropy, and then properly integrates the best possible solutions based on the organization’s unique needs. Learn how a more than 100-year-old organization became the world’s first INGO to accept a bitcoin donation and subsequently became one of The Giving Block’s first clients. Learn the tips, tricks, insights, and lessons learned over more than a decade of accepting crypto. Join us for an open discussion on how you can partake in the future of giving.

Pat Duffy (@thisisPatDuffy)

Co-Founder The Giving Block

BREAKOUT SESSION 6B: DATA-DRIVEN AUDIENCE INSIGHTS: GETTING 'EM. USING 'EM!

You probably know what a “typical” donor on your file looks like, and you may have even built out some personas and journeys for them. But that’s only the beginning! Organizations have the power to deliver a truly smart and responsive fundraising program that relies on the combination of behavioral data, enhanced demographics, and message testing rather than gut instinct, staff opinion, and stereotypes. This session will demonstrate how to use dynamic digital tools to not only better reach your known audiences but find the hidden markets that may hold the key to your future fundraising success.

Gwen McGarry (@gwenmcgarry)

Senior Creative Director M+R

This fast-paced “wrap-up” session will cover the key moments of this year’s Summer Conference! The conference chairs will highlight takeaways from the multitude of sessions as well as notable discussions that arose over the conference. Pulling the very best from across the presentations! It will be a fun way to celebrate and will arm you with the new strategies, ideas and approaches you need to elevate your organizations fundraising and marketing campaigns!

Karen Barr

Managing Director, Supporter Experience Save the Children