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.

Buffet Breakfast

Major Gifts, Relationships and Patience – A Workshop for Development Staff
Betsy Flanagan, Vice President for Development and University Relations, Virginia Tech

• The Cycle of Successful Development — practical suggestions to be an effective fundraiser
• How to establish long-term relationships with the right prospective donors
• How to make "artful" asks and how to show creatively gratitude after the gift is made

Capital Campaigns: Making the Case for the Academic Unit
Young Dawkins, President, University of New Hampshire Foundation

• What schools and academic units need to do to plan for a major campaign
• Working with the dean and the faculty
• Effectively staffing the advisory committee in a capital campaign

Conflict Resolution in Gift Reporting: Overcoming Tensions between Outright and Deferred Gifts
Betsy Flanagan, Vice President for Development and University Relations, Virginia Tech

• Balancing the need for current gifts with the long-term value of deferred gifts
• A close look at current gifts and deferred gifts — what makes each attractive to the institution and to the donor
• Creating solicitation strategies for each kind of gift

Establishing and Maintaining Key Institutional Relationships
Young Dawkins

• Effective relationships with the president, deans, faculty, advisory committees and students
• The special and unique role that each group plays in the development process
• How to effectively use these relationships to produce results.