What is Development? Who Does It and Who Gives?
Don Gray, Vice President, University of Wisconsin Foundation

• Why development is far more than the raising of funds
• The proper vocabulary of good development
• Ways that donors make different levels of gifts
• The reasons people give major gifts and the time commitment normally required for receiving these gifts
• The Cycle of Successful Development — a model for fundraising success

Putting it All Together: The Team in Development
Sheldon Caplis, Vice President for Institutional Advancement, University of Maryland, Baltimore County

• The members of the development team — who comprises this team and what their roles are
• The special relationship between the dean and the development officer
• The role of the president and provost in good development

Major Gifts, Relationships, and Patience — A Workshop for Academic Leadership
Don Gray, Vice President, University of Wisconsin Foundation

• Specific phases of “The Cycle of Successful Development — practical suggestions for each step in the process
• Effective ways of establishing long-term relationships with the right prospective donors
• How to make "artful" asks and how to show gratitude creatively after the gift is made

Creating a Vision for Development
Andy Policano, Immediate Past Dean, University of Wisconsin School of Business

• The dean’s perspective on development as a way of realizing the university’s and dean’s vision for the school
• Ways in which the dean, the development officer, other staff, faculty and volunteers play an integral role in the process
• A dean’s experience in building a successful development program — what worked and what didn’t and why

Characteristics of a Successful Development Team
Don Gray, Vice President, University of Wisconsin Foundation
Andy Policano, Immediate Past Dean, University of Wisconsin School of Business

• The team concept of development: why and how it works
• The interpersonal chemistry that makes a successful team
• Why synergy between the traits of a dean and the traits of a development officer can make the combination far more effective than working alone

The Dean and the Director of Development (DoD) – Expectations and Accountability
Gary Cardaronella, Cardaronella Stirling Associates

• The development officer’s perspective on the dean/development staff relationship
• Setting realistic expectations and determining accountability measures
• How fundraising in academic units support university-wide objectives

Advisory Boards and the Effective Use of Volunteers
Sheldon Caplis, Vice President for Institutional Advancement, University of Maryland, Baltimore County

• How and why advisory boards and other external/volunteer committees can be effective tools for development
• Types of boards that work and those that don’t
• Practical tips for forming boards, recruiting volunteers and conducting effective meetings

Communities of Practice Discussion
CSU facilitators with the assistance of CASE faculty

In this session, academic and development leaders break into 12 groups identified by their particular school or community of practice. CSU and CASE facilitators will lead an interactive discussion of issues and challenges unique to each area with a focus on specific strategies that work.