Washington Nonprofit Conference

2008 Washington Nonprofit Conference

Repeat After Me� I Will Give Again � Cementing Relationships that Garner a Second Gift

Friday, January 25 - 11:15 a.m. to 12:15 p.m.

With the unfortunate reality that attrition is always at work eroding your base of multi-year donors/members, acquisition is a must just to sustain your existing support base. On top of that, making your acquisition dollars pay off is getting more and more challenging as acquisition costs continue to rise and first-year retention rates continue to fall.

One strong predictor of long-term value is the speed at which you can get that second gift. Therefore, the pace at which you cement relationships with these first time donors is critical for your success. Join us as our panelists talk about the fundamentals, and some of the innovations, of getting the second gift.

Intended Audience:

Development Directors
Directors of Annual Giving
Membership Marketing Managers/Directors
Direct Mail Managers
Online Fundraising Directors

Learning Outcomes � By the conclusion of this session, participants will:

#1: Understand the basics all organizations should use to guide their second gift program

#2: Learn how organizations are taking an integrated approach to quickly cementing relationships with new donors

#3: Understand some of the innovative approaches being considered today

Speaker(s):
Margaret Carter, Manager of Direct Response Fundraising, American Red Cross

Margaret, who was recently named by Target Marketing Magazine as �Direct Marketer of the Year� for 2006, has been with the American Red Cross, for seven years. At the American Red Cross, she manages the nationwide direct marketing programs for chapters with a dedicated focus on fundraising through the mail and the toll free financial number 1-800 HELP NOW.

Prior to the American Red Cross, she spent 12 years in fundraising on both the nonprofit and agency side. Her experience includes working for a political think tank and one of the largest national nonprofit membership associations, where in addition to their direct mail campaigns, she worked on multi tiered, mid level and lifetime donor clubs, with individual and corporate major donors, and on special events. At the direct marketing agency, she created and supported comprehensive membership/development programs for over 20 non profit organizations ranging from local to national in scope.

In addition to her work experience, Margaret volunteers for her alumna association and several local charities.

Steve Froehlich, Senior Director of Direct Response, American Society for the Prevention of Cruelty to Animals

Steve Froehlich has been with the American Society for the Prevention of Cruelty to Animals (ASPCA) since October 2005. Steve worked at Greenpeace from 2000-2003 as the manager of the monthly giving program. He has also worked for Sanctuary for Families, a domestic violence shelter, and the Brooklyn Historical Society. Steve�s fundraising career began in 1996 as a door-to-door canvasser and he believes this is the most important job any career fundraiser can hold. He currently serves on the Board of Directors for the Direct Marketing Fundraisers Association. Steve holds a BA in Women and Gender Studies from American University and a MPA in nonprofit financial management from New York University.

Brian Hauf, Vice President of Client Success Services, Convio

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