Concurrent Session 2 | October 5 | 2:00 PM – 3:00 PM

Cheryl McCloskey

In a time when financial and human resources are low but the need for stewardship communications is high, learn how to use the software that's already within your reach to increase your impact reporting and improve your stewardship through written communications. Learn how to put mail merge, vlookups, and even ChatGPT to work to take the mud out of mundane tasks and clear the way for donor relations teams to focus on other efforts.

You will learn

• Mail merge tips and tricks for collecting, managing, and reporting student survey responses.
• The art of vlookups in Excel to improve donor communications
• How to leverage open AI sources like Chat GPT to enhance written communications

Cheryl McCloskey, Director of Stewardship, Seton Hall University

Cheryl McCloskey oversees awarding and reporting of donor-funded scholarships, and the acknowledgment and receipting process for the main campus, seminary, athletics, and law. With an extensive background in higher education, she is new to advancement, having joined advancement services in 2019 after a long career in housing and residence life. Her love for technology allows her to work passionately to find solutions for putting tools at hand to work to make processes more efficient. Cheryl graduated from Seton Hall University and Sacred Heart University. An avid fan of college basketball and Peloton bike rides, she lives in New Jersey with her husband Ryan, daughter Skyler, and dog Lucky McLovin'.

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Session 2B: Activating Active Stewardship

Gracie Herbert

Are you interested in starting an individualized stewardship program and wondering where to begin? In 2022, seeking ways to strengthen the major gift pipeline, Miami University activated active stewardship, an individualized stewardship priority segment for unmanaged donors with outstanding pledges. Active stewardship supports relationship-building between development officers and donors through individualized stewardship strategies. The process began with a mountain of data and is now a priority segment with over 100 households and growing. This session will share ways to examine data to build an individualized stewardship pool, tips on how to scale it for your institution, and concrete examples of individualized stewardship strategies.

You will gain

• An understanding of priority segments, specifically active stewardship
• Practical and scalable ideas to implement individualized stewardship in your own shop
• Examples of individualized stewardship strategies and tracking documents

Gracie Herbert, Assistant Director of Donor Engagement, Miami University

Gracie Herbert (she/her) is an innovative and strategic donor relations professional with a passion for storytelling and building meaningful relationships. As a former RedHawk, she is happy to be able to execute unique individualized stewardship opportunities for donors at Miami University. Gracie has been in donor relations for over one year and brings with her knowledge of customer service, mission building, and more from experiences in smaller nonprofit organizations.

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Session 2C: Make it Happen: Scaling Your Stewardship Program and Creating a Major Donor Experience for Every Donor

Annaliese Johns, Melanie Uchimura, and Kim Hall

Just five years ago, with only two staff focused almost exclusively on a dozen annual events, the Cleveland Museum of Art’s stewardship and donor relations team was formed. After early successes with engagement opportunities, the department’s size and responsibilities grew to encompass full strategic leadership of the museum’s acknowledgement, recognition, and engagement practices; a domestic and international donor travel program; the museum’s members magazine; the museum’s collection-based interest groups with thousands of members; and 100+ donor and member events each year. Learn how our team motto became “make it happen” as we quickly scaled to meet the needs of the museum and its donors.

You will

• Take away at least one new idea to try at your organization.
• Get an answer to a question, help solve a current challenge, or receive affirmation you are on the right track
• Leave feeling empowered to make a change and have tools to manage up or right-size a practice or situation
• Feel confident to part with a strategy that isn't bringing results

Annaliese Johns, Director of Stewardship and Donor Relations, The Cleveland Museum of Art

Prior to serving at the Cleveland Museum of Art, Annaliese Johns was associate vice president of operation at Christie’s in New York City—a world-leading art business and auction house. Annaliese holds a master’s degree in the history of art, design, and architecture from Pratt Institute. In 2018, she was named 40 Under 40 by Crain’s Cleveland Business for her work ensuring the CMA’s tens of thousands of donors and members feel connected and engaged through recognition programs, openings, educational offerings, trips, and more.

Melanie Uchimura, Stewardship Manager, The Cleveland Museum of Art

 Melanie Uchimura is the Stewardship Manager at the Cleveland Museum of Art (CMA). In her role, she is charged with enriching the experience supporters have with the museum and connecting donors to the museum proactively and intentionally with the goal of securing ongoing support and lifelong engagement. She holds a B.M. in Piano Performance from the Baldwin Wallace University Conservatory of Music, as well as a M.A. in Arts Administration and M.B.A. from the University of Cincinnati. Prior to The Cleveland Museum of Art Melanie worked for Kent State University’s College of the Arts; the Music Academy of the West and the Aspen Music Festival and School; and has also worked with the Cincinnati Opera and the Cincinnati Symphony Orchestra in the marketing, development, and education departments!

Kim Hall, Philanthropy Engagement and Special Events Manager, The Cleveland Museum of Art

Kim Hall has been with the museum for 13 years. She is responsible for overseeing 100+ donor and member events each year, ranging from intimate talks and behind-the-scenes tours to 2,000+ attendee member events and black-tie dinners. Kim also manages the CMA’s team, overseeing activities for the Women’s Council of the CMA—the largest of its kind in the country, with 600 active volunteers and donors—and the 104-year-old Print Club of Cleveland, whose purpose is to purchase and gift works of art to the museum. Kim holds a degree in hospitality management and began her career in hotel, restaurant, and catering establishments.

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Session 2D: Cookies and Project Management: There's No Better Match

Nicole Rodriguez

Planning a project and stuck in a rut? Don’t know where to begin? This session is for you! We’ll review instructions to set up your project for success, just like baking your favorite cookies: from mapping it out (gathering ingredients) to executing on details (measuring the right amounts) to monitoring progress (don't overbake!). Much of our work involves gathering consensus among partners and ensuring things move forward. To make a project successful, you and your partners need to agree on what you are doing (baking), determine scope (ingredients), and when it needs to be delivered (enjoyed). This session will present tools to do just that.

You will learn how to

• Start planning a project
• Execute a project plan
• Keep the project from stalling

Nicole Rodriguez, MBA, Director, Benefactor Relations and Events, University of Colorado Anschutz Medical Campus

At the University of Colorado Anschutz Medical Campus, one of four CU campuses and the largest academic health center in the Rocky Mountain region, Nicole Rodriguez works closely with development officers, faculty partners, university staff, benefactor relations, and communications colleagues to oversee and coordinate events, stewardship efforts, impact reporting, fund management, acknowledgements, and benefactor recognition. She enjoys capturing and telling stories of benefactor generosity and celebrating the impact of private philanthropy for people and programs at CU. Nicole holds bachelor’s degrees in marketing and Spanish for the professions from CU Boulder as well as a master’s in business administration from CU Denver.

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Session 2E: The ABCs of Gift Acceptance Policy -- Anonymity, Benefits, Cryptocurrency, and more!

Mary Weingartner

Gift acceptance policies help guide how donors engage with an organization and how organizations manage donor support. Today's policies need to be crafted considering topics like cryptocurrency, anonymity, source of funds, third-party fundraising, and reputational risk. This session will follow UNICEF USA's journey to create gift acceptance policies and standard operating procedures. It will explore how to create gift acceptance policies and keep them current, how to develop complementary standard operating procedures, and how investing time in both can simplify life. Expect to be entertained with real-life scenarios while building knowledge of this foundational topic. We will share a curated set of samples and examples.

You will gain

• An understanding of key components of gift acceptance policies, knowledge that can get donor relations professionals a seat at table for discussions about naming levels, donor intent, and more
• Exploration of hot topics like cryptocurrency and reputational risk
• Access to a curated set of samples

Mary Weingartner, Managing Director of Stewardship, UNICEF USA

Mary Weingartner has worked in stewardship and donor relations for over 16 years, beginning at the University of Illinois Foundation in 2006. Her love of donor relations has taken her to Loyola University Chicago, YMCA of the USA, and the University of Chicago, where she served as director of donor relations from 2017 to 2022. Mary joined UNICEF USA as managing director of stewardship in 2022. In this role, she is building a best-in-class stewardship program that advances UNICEF's relentless pursuit of a more equitable world for every child.  Mary chairs ADRP’s education committee and serves as an ex officio member of the board of directors.

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Session 2F: Building Relationships by Listening Well: Donor Insight Panels

Mark Rovner, Laura Lane, and Steve Abrahamson

Relationship building is a growing challenge, especially with mid-level donors ($1000+) or those at the lower end of the major giving range. Join presenters from Planned Parenthood Federation of America and National Audubon Society to hear how they have taken listening to a new level by launching donor insight panels to help donors feel seen, heard, and understood. Insight panels create a sense of community and belonging, a key to long-term donor loyalty. During this session, you will learn how to launch your own insight panel, tailored to your organization’s needs and budget.

Learning Objectives

• A DIY guide to create your own insight panel tailored to your organization’s needs and budget
• Tangible ideas for building listening more deeply into their stewardship strategy
• Case studies showcasing how insight panels have built stronger donor ties

Mark Rovner, Founding Principal, Sea Change Strategies

A frequent writer, speaker, and blogger, Mark Rovner is a fundraiser who cares more about donors and fundraisers than money. He has written extensively on creating a culture of philanthropy and creating organizational conditions where fundraisers can thrive. Mark has a reputation for warmth and wit and has a knack for making boring things sound interesting. In 2017 Mark created an online community for mid-level fundraisers. Today that community has 670 participants and is going strong. Mark is a certified coach and holds a law degree from Georgetown University.

Laura Lane, MPA, MPP, Director of Strategic Operations, President's Circle, Planned Parenthood Federation of America

Laura Lane brings more than 15 years of experience in development, including direct marketing, peer-to-peer, and corporate engagement. At Planned Parenthood, she manages multi-channel direct response efforts for donors of $1K to $25K annually. Previously, Laura worked for several New York City-based healthcare, arts, and human services non-profits. She managed recruitment and retention for Team In Training New York City, the largest peer-to-peer fundraising program for the Leukemia & Lymphoma Society. She also served as fundraising advisor for Team TLC NYC, a volunteer-based organization helping those seeking asylum in the US. Laura holds a master's degree in public policy and public administration from American University.

Steve Abrahamson, Vice President, Direct Response, National Audubon Society

Steve Abrahamson has 17 years of experience at a leader in direct response membership fundraising. He is currently Vice President, Direct Response at the National Audubon Society where he oversees low and mid-level fundraising across all channels. Prior to Audubon, from 2010-2016, Steve led the direct response fundraising program including all mid-level giving at Planned Parenthood Federation and the Planned Parenthood Action Fund. At the ACLU, from 2006 to 2010, Steve led the membership program and launched the face-to-face fundraising program for acquisition. Before working in the nonprofit sector, Steve was a marketing executive with leading consumer financial service firms. He holds a BA in Political Science from Columbia University.

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Session 2G: Mission: Possible - Revealing the Secrets of Aligning Missions and Teams with Heart

Vanessa Barrera, Will Leon, and Caitlin Deegan

How can you lead with care? Are vision statements worth your attention?

Your mission – should you choose to accept it – is to demonstrate leadership with care to donors and colleagues in service of the vision and mission of your organization.

During this session, three agents affiliated with Arizona State University will unveil need-to-know intel on special ops to manage interpersonal relationships between fellow agents and assets (also known as donors):

• Understand the significance of guiding principles - internalize your organization’s mission and vision to unlock your potential.
• Acquire the specialized skills to demonstrate precision care with colleagues and donors.
• Receive a strategic dossier called “The Roadmap” to produce mission-critical outcomes.

The methods revealed are adaptable for agents in donor relations shops of any size.

This is your chance to gain insights that will help you demonstrate compassion and achieve alignment within your organization. Your mission awaits.

Will Leon, Director, Donor Digital Engagement Services, ASU Foundation

At the Arizona State University Foundation for a New American University in Tempe, Arizona, Will Leon provides functional leadership for ASU Link, a new donor and constituent portal that will revolutionize the way donors and supporters engage with ASU. Previously, Will served for five years on the foundation’s donor relations team. With over a decade of experience in higher education development, 25 years in universities, and a lifelong passion for new technology, Will is a strong advocate for positive donor experiences and the transformational potential of education to change lives. Will earned a bachelor’s degree in liberal arts from the University of Texas at Austin and an M.B.A. from Concordia University Texas.

Vanessa Barrera, Executive Director of Donor Relations and Donor Engagement, Arizona State University Foundation

Since July 2012, Vanessa Barrera has built a comprehensive donor relations program, overseeing the strategy, implementation, and practice. Previously, she served as associate director of strategic content, where she was responsible for strategy and implementation of key messaging, programming, and outreach for engagement programs, presidential trips, and ASU Foundation initiatives. Vanessa brings decades of donor experience not only from ASU Foundation but also from work in politics and trade associations. From Toledo, she is an avid runner, hiker, and traveler, as well as a volunteer for Achilles Greater Phoenix. She holds a bachelor’s degree in criminal justice from the University of Toledo.

Caitlin Deegan, Associate Director of Donor Engagement, Thunderbird School of Global Management

Caitlin Deegan has specialized in donor relations for nearly a decade. Having begun her career in the arts, creativity has been a unifying thread throughout her career, as she stewarded donors from opera companies and law schools, art museums and business schools. In her current role, she works with donors in more than 40 countries across the globe.

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