9:30 AM - 10:45 AM:


Data Analytics & Prospect Management Track

Analyzing The Analysis: Practical Model Evaluation Techniques to Increase Buy-In and Demonstrate Impact

Andrew C. Schultz, Bentz Whaley Flessner

Presentation Summary: Evaluating our analytics work is critically important, and, if we are to truly consider ourselves data scientists, we must adhere to the central tenets of the scientific method. Among them, a healthy skepticism and criticism about what we observe. Becoming complacent with our analyses is a classic blunder that can lead to some nasty places – not least of which involves the erosion of our colleagues’ buy-in and confidence in our work. This session will demonstrate practical ways in which analysts can evaluate and quantify the fundraising impact of predictive models, and will show how to turn evaluation into insight that can be communicated clearly and succinctly to others within your organization. This session is not a deep dive into the technical or statistical components of predictive modeling (put those calculators away!); rather, we will identify examples of key metrics that can provide real-world fundraising context to predictive modeling and demonstrate the impact of this important work.

Speaker Bio: Andrew C. Schultz is the director of analytics in the BWF Insight practice of Bentz Whaley Flessner. Based in Washington, DC, his areas of specialty include predictive modeling, analytics implementation, metrics for nonprofit fundraising, and constituent relationship management. He has recently led training sessions and presented on topics ranging from predictive modeling and data visualization to international engagement and scoring at Apra International, the Data Analytics Symposium, the Mid-Atlantic Researcher’s Conference (MARC), and Apra-VA. Andy has served a variety of clients, including recently completed projects for CARE USA, Trust for Public Land, World Vision International, and Best Friends Animal Society. Prior to joining the firm, he was manager of development services at the Elizabeth Glaser Pediatric AIDS Foundation in Washington, DC, and business manager at WINGS for Kids, a nationally recognized after-school program in Charleston, SC. He holds a Bachelor of Arts in History from Hamilton College in Clinton, NY.


Prospect Research Track

Asia: A Continent in Perspective

Linlin Chen Reid, Weill Cornell Medicine

Presentation Summary: A rapid wealth increase in Asian countries has boosted Asia-Pacific's population of high net worth individuals in recent years. Aligned with the growth of wealth is the increasing impact of Asian philanthropy. According to the 2018 Global Trends in Giving Report sponsored by Public Interest Registry, 44 percent of Asian donors are most likely to give to organizations located outside of their countries of residence. Benefiting from the advancement of technology, 51 percent of Asian donors prefer to give online, and 41 percent are enrolled in a monthly giving program.

Meanwhile, U.S. institutions have continuously received gifts from Asia ranging from the annual fund level to multi-million-dollar gifts. It is critical for prospect researchers to be able to identify and evaluate Asian donors, and generate strategies on them. Yet other than published rich lists, an understanding of Asian wealth and how to qualify a major gift prospect remains obscure. In this session, the presenter will provide an overview of the wealth landscape in East and Southeast Asian countries; discuss how information is discovered, evaluated, and speculated upon; and provide insights on evaluating the gift capacity of Asian prospects.

Speaker Bio:

Linlin Chen Reid has been a prospect research manager at Weill Cornell Medicine since March 2018. Prior to joining Weill Cornell, she was a senior research analyst focusing on global prospect development at New York University. Linlin started her prospect research career at the University of Chicago in 2008 and has worked at several nonprofit organizations. She graduated from the School of the Art Institute of Chicago in 2008 with an MA in arts administration and policy. Her personal research interests lie in contemporary art and its markets. Since 2009, Linlin has contributed articles on the art market and art criticism for magazines in China and the United States. In 2015, she presented Deciphering Art Wealth at the APRA International Conference in New Orleans, LA.


Leadership & Relationship Building Track

I’m Not Throwing Away My Shot: Advocating for Prospect Development

Bond Lammey, Bentz Whaley Flessner

Anne Brownlee, New York University

Presentation Summary: Advocacy is a trending topic, but what does it really mean? In small organizations, when faced with multiple roles, you may have trouble communicating the value of your role to your colleagues and leadership team. In large organizations, you may want to make change happen but your organization isn’t nimble enough to adapt/respond to specific concerns or needs. Advocacy, whether for yourself or for our profession, is a tool that can help you in promoting your value and communicating your needs to others with whom you work. This session offers practical advice on how to demonstrate your value, gain influence and buy-in, and share the benefits of prospect development across your organization. In this session, Bond Lammey and Anne Brownlee will draw on resources such as Apra’s 2018 salary survey and the Body of Knowledge, AFP, and the Chronicle of Philanthropy to share strategies and tactics that are useful in negotiating additional resources, flexibility, and leverage within your organization.

Speaker Bios:

Bond Lammey is a Managing Associate at Bentz Whaley Flessner specializing in prospect development and donor relations. She has worked with higher education institutions, medical centers, and humanitarian and conservation organizations. Prior to joining BWF, Bond was the Director of Prospect Research at the University of Chicago. Bond received her BA in Sociology and her Masters of Management in Nonprofit Administration, both from North Park University in Chicago, Illinois. She is the President-Elect of the Apra International board and an instructor at the Rice University Center for Philanthropy and Nonprofit Leadership. Bond has presented in the United States, Canada, Australia, and Asia at CASE, ADRP, AASP, and Apra conferences.

Anne Brownlee is Director of Prospect Research at New York University, where she leads a team of seven researchers. Prior to her current role, Anne was Director of Research for Corporate and Foundation Relations at NYU. She previously worked at the University of Adelaide in Australia and Yeshiva University. She also spent seven years at Harvard University, working at the University's Office of Alumni Affairs and Development and Harvard Medical School. She began her career in prospect development at Brandeis University and also worked at Brown University. Anne has a B.A. from Wellesley College and an M.L.S. from Indiana University. She previously served on the boards of NEDRA and APRA GNY and has spoken at NEDRA, Apra, CASE, and AFP conferences.


11:00 AM - 12:15 PM:

Data Analytics & Prospect Management Track

The Zany Powers of Fundraising Data Science: How Automated Estimation, Predictive Modeling, and Unsupervised Learning are Integrated into the Prospect Development Process

James Cheng, Memorial Sloan Kettering Cancer Center

Presentation Summary: As information become more voluminous, velocious, veracious, varied, and valuable, the worlds of research and data science within fundraising have evolved as “wonder twins” to support the prospect development pipeline. While we as development professionals have come to rely on and collaborate with researchers, however, we have less of an understanding of the various forms data science have taken within fundraising. Thus, using Memorial Sloan Kettering Cancer Center’s Development Analytics group as a case study, this session will explore how data science is employed in the automated estimation of capacity for roughly 9 million constituents in the database for identification purposes.  The session will also go over the calculation of giving likelihood via predictive modeling to aid in prospect identification and verification by researchers. Finally, the concept of unsupervised learning for portfolio optimization will be introduced.

Speaker Bio: James currently holds the position of Development Data Analytics Specialist at Memorial Sloan Kettering Cancer Center (MSKCC). Previously, he served as Associate Director of Analytics within Development Research at Dana-Farber Cancer Institute (DFCI). Like many folks in the Third Sector, James' background was not directly related to philanthropy. Besides fundraising data science, he's made intellectual and professional forays into cell and development biology, secondary science education, as well as educational research, measurement, and evaluation. While finishing up a doctorate degree in applied statistics in education at Boston College, James' interest in development was piqued when he took on the role of Prospect Data Mining & Modeling Specialist at MIT from 2006 to 2008. After spending time in the corporate world as a healthcare market researcher, James returned to the Light, working at DFCI from 2011 to 2015 before join MSKCC Development Analytics and Process in September 2015. He currently basks in the glow of being a former NEDRA Board member as a “Force ghost.”


Prospect Research Track

Working Smarter and Harder: What Professional Research Can Offer That Algorithms Cannot

Timothy Olivieri, Cornell University

Presentation Summary: What kind of shop do you have? Maybe more importantly, what kind of shop do you want yours to become? By challenging assumptions about proactive and reactive research and exploring ways to create strategic alliances between prospect research and other stakeholders, we will identify some key ways of rebranding your shop. This presentation will focus primarily on prospect research but will also be relevant to portfolio managers and anyone who regularly works with a research team.

Speaker Bio: Tim Olivieri is the Assistant Director of Prospect Management at Cornell University’s Division of Alumni Affairs and Development. He joined Cornell’s Office of Prospect Development in 2014 and served as a Prospect Research Analyst and Principal Gifts Researcher before becoming Assistant Director in 2018. Prior to Cornell, Tim worked as a Risk Analyst for a major Toyota Subsidiary and previously worked as an insurance fraud investigator with a New York based private investigator.


Leadership & Relationship Building Track

Redefining Prospect Development and the Future of Philanthropy

Brian Gonzalez, WealthQuotient

Presentation Summary: Prospect identification is all too often tied to an “outward in” approach that is removed from the realities fundraisers face on a day in day out basis. Outward in prospecting leaves fundraisers with a massive question to answer: “How do I get in front of the prospect?” Figuring out the answer to this question is what makes growth in the ultra high new worth market inefficient for so many. If you’ve ever been frustrated when you’ve handed over a prospect to a fundraiser and no action has been taken, there is hope. This session will explore how an “inward out” prospect identification approach will lead to more efficient growth and greater cooperation with your fundraising team.

Speaker Bio: Brian Gonzales is the co-founder of WealthQuotient, a strategy and training platform focused on engaging the ultra-affluent market. Before launching WealthQuotient, Brian served as managing director and head of sales at Wealth-X and worked with the top global brands in luxury, financial services, nonprofit, and higher education. Prior to working with Wealth-X, he was co-founder and managing partner of Endurance Advisory Group, a full service wealth management firm that specialized in working with professional athletes as well as high and ultra-high net worth individuals. Before his work at Endurance, Brian spent 10 years in the nonprofit sector, giving leadership to an organization that provided mentoring and counseling to inner city kids in NYC, as well as consulting nonprofit and faith based organizations globally. He has a degree from Wheaton College, just outside Chicago, where he played football and ran track. He grew up in Orlando, Florida and is an avid traveler and a die-hard Miami Dolphins fan, and is actively involved in his church. 


2:15 PM - 3:00 PM:


Data Analytics & Prospect Management Track

Prospect Management and Strategy Workshop

Facilitator: Sandy Brill, New York University

Prospect management is often a moving target - monitoring pipeline movement, managing portfolios, developing strategy, and tracking pools of unassigned prospects can be challenging. This workshop will focus on best practices to help those who work on prospect management to be the lifeguards of prospect development. Join us for a discussion on how to keep your fundraisers playing nicely in the pool, and how to keep the good prospects from getting lost in the waters!


Prospect Research Track


How to Prospect the World: Ask the Globetrotters Anything!

Facilitators: Sarah Balogh, Glenn Gutierrez, and Meghan Leonard, New York University


Join a global fundraiser, a global prospect researcher, and a global prospect manager for the inside scoop on international research and fundraising! We will cover any and all international-related topics, so bring your questions!


Leadership & Relationship Building Track

Leadership and Advocacy Workshop

Facilitators: Anne Brownlee, New York University; Bond Lammey, Bentz Whaley Flessner


This workshop will continue the discussion from the morning session track,  but attending the morning session is not required to participate. Work through scenarios and gain hands-on experience in navigating leadership and advocacy situations.



3:05 PM - 3:50 PM:


Data Analytics & Prospect Management Track

Prospect Management and Strategy Workshop (part II)

Facilitator: Sandy Brill, New York University


Prospect Research Track

Ask a Fundraiser Anything!

Facilitators: Alison Hoffer, New York University; Stephanie Posen, Memorial Sloan Kettering Cancer Center

Have questions you've always wanted to ask a fundraiser? Ever wondered what it's like out on the front lines? This workshop will give you the chance to ask two seasoned fundraisers all your burning questions, and get their perspective on how prospect development and fundraising can partner to maximize results.


Leadership & Relationship Building Track

Leadership and Advocacy Workshop (part II)

Facilitators: Anne Brownlee, New York University; Bond Lammey, Bentz Whaley Flessner


    Contact Us:

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