OPRN

Ohio Prospect Research Network
#OPRNStrength
Apra Ohio Chapter

OPRN 2018 Annual Spring Conference

Prospect Development:  Strength In Numbers

2018 Conference Sessions & Bios

Friday Keynote

The Frontier of Fundraising Analytics: Hype or Hope

Friday, May 4, 2018
9:45 - 11:30am

This session will cover emerging trends in fundraising analytics and offer reviews and best practices for application. Topics will include machine learning, dynamic modeling, advanced moves management metrics, and campaign performance forecasting. At the end of the session attendees should have a clear understanding of what the different approaches can offer, and if they are a relevant fit to their organizations goals.

Presenter:

Alexander W. Oftelie, Bentz Whaley Flessner

Alexander is a managing associate at (Bentz Whaley Flessner ) BWF Insight, where he oversees all analytics engagements, workshops and trainings, and product implementation. His specific areas of expertise include predictive modeling, business impact analysis, survey design and sampling methodology, analytics training, and analytics implementation. Prior to working as a managing associate at BWF, Alex worked as a non-profit subject matter expert for IBM, and as an advanced analytics consultant for Gallup. At IBM, Alex specialized in helping clients understand and demonstrate the impact of business analytics on fundraising and engagement efforts of non-profits throughout North America.

He is a recognized leader, speaker, and trainer for CASE, AHP, and Apra and holds a Bachelor of Arts from St. Olaf College and a Masters of Public Affairs from the University of Minnesota.

Thursday Workshops

WORKSHOP:  Leading with your Strengths: Using StrengthsFinder to Build Successful Relationships

Thursday, May 3, 2018
1:00 – 2:30pm

Do you have the opportunity to do what you do best every day? Are you looking for a new innovative way to develop relationships and effectively build partnerships in your position? Come join us as we talk about StrengthsFinder- a popular assessment that helps people uncover and develop their natural talents. This session will provide insight into the 34 different strengths, four leadership domains, and allow participants to not only understand themselves better but also how to successfully work with others. There is no need to take the assessment prior to this session, come ready to learn about how StrengthsFinder can strengthen your work relationships and expand your leadership abilities.

Presenter:
Stephanie Brouwer, United Way of Central Indiana 

Stephanie Brouwer is currently serving as the Fundraising Research Manager at United Way of Central Indiana, where she is responsible for research and analytical projects that support the fundraising team. Stephanie also has 8 years of experience the higher education industry serving in various positions such as director of housing and residence life at Saint Joseph's College, research analyst in the Advancement office of Valparaiso University, and most recently served as a librarian at Harrison College. Stephanie is a certified Strengths Educator and has led professional development trainings for organizations including the Indiana Association of United Ways, Earlham College, Lawrence Chamber of Commerce, and Butler University. Stephanie is currently the vice president of Apra Indiana and a member of Apra International’s Curriculum Planning Committee.

PANEL:  Prospect Development Career Pathways

Thursday, May 3, 2018
2:45 – 4:00pm

Join this lively panel discussion exploring the myriad opportunities that a career in prospect management can offer, both personal and professional.

Moderator: 

Beth Havens, Senior Prospect Researcher, Cincinnati Children’s Hospital Medical Center

Beth has been a Senior Prospect Researcher at Cincinnati Children’s Hospital Medical Center since 2016. She primarily supports the prospect development needs of the Foundations and Corporate/Events teams. Previously, she was with the University of Cincinnati Foundation for fifteen years as a Research Analyst on the Prospect Research team and as the Telefund Manager on the Annual Fund team. Earlier in her career, she managed subscription and fundraising telemarketing campaigns for non-profit arts organizations. Beth graduated from The Ohio State University with a degree in Political Science. She joined the OPRN board in January 2018 and is a member of AFP.

Panelists:

Michael V. Griffin: Senior Major Gifts Officer, Cincinnati Children’s Hospital Medical Center

Mike Griffin has 10 years of experience in the development field beginning his career as a prospect research analyst at Otterbein University working with university leadership, development officers, and key volunteers on all things related to prospect research and management. After transitioning into a fundraising role at Otterbein, he later became a Director of Major Gifts at Wright State University’s Boonshoft School of Medicine. Currently, he is a Senior Major Gifts Officer at Cincinnati Children’s Hospital Medical Center where he collaborates with several medical divisions on developing meaningful relationships with donors interested in making an impact at the hospital.

Becky Fullmer, Executive Director of Prospect Management and Research, University of Cincinnati Foundation

Becky Fullmer is Executive Director of Prospect Management and Research at the University of Cincinnati Foundation. She has more than 15 years of experience in nonprofit management, fundraising, and communications, and has worked on fundraising campaigns ranging in size from $2.5 million to $2.5 billion.

Becky earned a BA in English and an MA in Public Affairs from The Ohio State University. A common thread throughout her career has been designing and implementing data-driven management and growth strategies. She is passionate about philanthropy, big ideas, lifelong learning, and the Oxford comma. TED Talks and PRSPCT-L are two of her favorite things.

Becky serves on Apra’s Editorial Advisory Committee, and has been a long-time volunteer with the student and alumni chapters of the Mortar Board National College Senior Honor Society at Ohio State.


Regina Alhassan, Founder of ResearchPRO, LLC & Development Data and Research Specialist at Franklin Park Conservatory and Botanical Gardens

Founder of ResearchPRO, LLC, Regina blends the art, science and business of philanthropy. She has nearly 20 years of non-profit administration and relationship management with more than a decade involved in major gift prospect research, wealth identification and data analysis for multi-billion dollar campaigns. 

Regina is a Board Member for AFP Central Ohio where she chairs the chapter’s Diversity & Inclusion Committee. She is also Immediate Past President of Ohio Prospect Research Network and a member of Apra International’s Chapters Committee.   

Not just a data geek, Regina is also a mixed media artist who exhibits paintings, textiles and jewelry in local galleries. Regina seamlessly blends creativity and fundraising intelligence to help non profits reach goal.

Megan E. Tope, Manager of Prospect Research and Portfolio Development at the Cleveland Museum of Natural History

Megan Tope is the manager of prospect research and portfolio development at the Cleveland Museum of Natural History. Previously, she spent two years as a prospect researcher at the Cleveland Clinic. Megan began her career in prospect research at Kent State University in 2012, following an internship at the National Baseball Hall of Fame and Museum’s library. She was elected to the Ohio Prospect Research Network’s board of directors in 2017, and is an active volunteer with VeloSano, the Cleveland Clinic’s annual cycling event to raise money for cancer research. Megan received a Master of Library and Information Science degree from Kent State University in 2011 and a Bachelor of Arts degree in political theory from the College of Wooster in 2010.

Friday Sessions

Portfolio Hygiene, Data Analytics, and Prospect Research through the Lens of a Front Line Fundraiser

Friday, May 4, 2018
1:15 – 2:30pm

Leveraging data analytics within fundraising should not be just the focus of advancement service professionals or researchers. Front line fundraisers have a responsibility to manage their prospects efficiently and effectively while understanding that they evolve on a daily basis. Utilizing data analytics provides fundraisers the ability to better evaluate their portfolio and update on a consistent basis. Limited staff resources remains a big obstacle within our field and programs that have adopted an all-in approach to data analytics and prospect research gain a valuable edge when it comes to increasing dollars raised. During this session, we will be discussing overall organizational assessment/evaluation, individual portfolio analysis, portfolio hygiene, and working together/collaborating with advancement services as a development officer.

Presenters:

Scott Schuster, Director of Development, University of Cincinnati Foundation and the Carl H. Lindner College of Business

Scott Schuster is the Director of Development for the University of Cincinnati Foundation and the Carl H. Lindner College of Business. His advancement career spans over 8 years where he has had direct responsibility for front-line major gift fundraising, annual giving, planned giving, program management, donor analytics and research. Scott is an experienced higher-education fundraising leader with extensive expertise in campaign planning, program management, and strategy development. Prior to rejoining the University of Cincinnati Foundation, Scott served as the head of development and alumni engagement at Archbishop Moeller High School in Cincinnati, OH.

Currently, Scott is a member of a three person major gifts team at the Lindner College of Business that has secured $51M+ since July 2013. Scott serves as the chief development staff liaison to six academic departments, five research centers, and three undergraduate honors programs. Scott has strong passions for blending front line fundraising with prospect research and data analytics.

Scott holds a Master of Science in Marketing, a Bachelor of Business Administration in Marketing, and two graduate certificates in corporate marketing and organizational leadership and management from the University of Cincinnati’s Carl H. Lindner College of Business. Scott holds memberships from the Association of Fundraising Professionals (AFP) and the Council for Advancement and Support of Education (CASE).

Becky Fullmer, Executive Director of Prospect Management and Research, University of Cincinnati Foundation

Becky Fullmer is Executive Director of Prospect Management and Research at the University of Cincinnati Foundation. She has more than 15 years of experience in nonprofit management, fundraising, and communications, and has worked on fundraising campaigns ranging in size from $2.5 million to $2.5 billion.

Becky earned a BA in English and an MA in Public Affairs from The Ohio State University. A common thread throughout her career has been designing and implementing data-driven management and growth strategies. She is passionate about philanthropy, big ideas, lifelong learning, and the Oxford comma. TED Talks and PRSPCT-L are two of her favorite things.

Becky serves on Apra’s Editorial Advisory Committee, and has been a long-time volunteer with the student and alumni chapters of the Mortar Board National College Senior Honor Society at Ohio State.



Small Shop to Large Shop: "Adapting Large Shop Practices to Small Shops"

Friday, May 4 2018
1:15 – 2:30pm

Are you a small shop or do you have limited resources? Wondering what prospecting resources other shops are using, both fee and free for use? Or what products and services other shops are using to distribute insights to their external constituents, including development officers? Do you struggle finding the time and bandwidth to get innovative? Or wonder what other shops are doing and how you might scale ideas up or down based on your shop? We empathize and want to connect with you! After working in a small shop ourselves and now working in a crazy big shop, we will share about our own journey and insights gained, and how you might scale some “big shop practices” to your own shop! Candace and and Jennifer both started out in a small shop (2 or less people) and now work for The Ohio State University.

Presenters:

Jennifer Nettles, The Ohio State University

Jennifer Nettles, MBA is a Research Consultant at The Ohio State University. In this role, she supports the prospect research functions for The James Comprehensive Cancer Hospital and the Wexner Medical Center. She has worked in the advancement field since 2010, including roles at both Franklin University and Otterbein University. Jen holds a BS in Business/Human Resources and a Master’s in Business, both from Franklin University. She resides in Dublin, Ohio with her husband and two kids.


Candace Olley, The Ohio State University

Candace Olley, LSW is a Research Consultant at The Ohio State University. In this role, she provides key insights regarding prospects and donors and assists in identification efforts for the Athletics, Scholarship and Student Support, Wexner Center for the Arts, Office of Diversity and Inclusion, and Regionally based development teams.

Prior to her role at Ohio State, Candace worked in a variety of capacities at Cedarville University in Southwest Ohio including Alumni Events Coordinator and the Annual Fund Office Coordinator. She finally found her people in Prospect Development and served as Cedarville’s Prospect Research Analyst, helping to lay the foundation for the prospect research program. Her passion continues to grow for data and donor stories in addition to her love of music and diverse food. Don’t hesitate to connect with Candace if you have any questions or ideas regarding prospect research… or music and food.


Determining the Right Ask Amount: Perspectives from Development Officers & Prospect Development Professionals

Friday, May 4, 2018
2:45 - 4:00pm

A Case Study and Survey of Development Officers and Prospect Development Professionals was conducted to help determine the different methods and approaches that Development Officers and Research Professionals use to determine the right ask amount when soliciting a donor for major gift. Does the type of organization or number of years in the field or other factors affect differently viewed giving indicators and the end ask amount?

Presenters:

Jane Owsley, Assistant Director of Prospect Development, University of Cincinnati Foundation

Jane Owsley is the Assistant Director of Prospect Research at the University of Cincinnati Foundation. She is a member of a five-person prospect development team supporting over eighty development officers. Rooted in a career of nonprofit family and community development, she evolved into the field through a transition from direct service into roles for development and advancement services. Jane has a unique affinity for database management and leveraging data analytics to strengthen targeted discovery and predictive modeling activities for the university. Jane received a bachelor’s degree in Sociology from the University of Dayton and a master’s degree in Organizational Leadership from North Park University in Chicago, IL.

Kimberly Rodstrom, Director of Prospect Management & Research, Kent State University

Kimberly Rodstrom serves as the Director, Prospect Research at Kent State University. In this role, she is responsible for the management of a dynamic and energetic team of prospect researchers and is responsible for guiding the strategic vision of the department. With 16 years of experience in the field of development, Kim served as a frontline fundraiser at a small, private, liberal arts college before returning to her roots in prospect research. With the broad background in development, Kim earned her CFRE certificate in 2014.

Sarah Richards, Coordinator of Prospect Research, The Dynamic Catholic Institute

Sarah Richards is the Coordinator of prospect research for The Dynamic Catholic Institute. She has previously worked in prospect research for higher education at Ave Maria University in Naples, Fla., and Otterbein University in Westerville, Ohio. She is a board member of OPRN, a member of AFP, and has spoken at the NEDRA Prospect Research conference in New Hampshire.

Make the Most of Your Meetings

Friday, May 4, 2018
2:45 - 4:00pm

Time management is very important in the work-place. One of the most inefficient uses of time is often sitting in meetings with no defined goal. Learning how to guide a meeting, regardless of role, can greatly improve outcomes while allowing more focused time to get the work done. Meeting types differ, but the basic format remains. Taking control of your meetings will lead to less time working outside of business hours and less frustration in the workplace.

Presenter:

Lucy H. Cryan, Executive Director, Organizational Planning and Events, Otterbein University

Lucy comes from a diverse background in higher education. With over 20 years experience in higher education, Lucy has held positions as instructor, faculty member, director, and executive director. She was instrumental to the growth of Otterbein University's Equine Science program from 1994 to 2013, as well as a partner in securing a gift from the Knowlton Foundation for the Austin E. Knowlton Endowment for Equine Center Support. In 2013, Lucy joined the Division of Institutional Advancement as the Director of Campaign Logistics. She brought with her organizational and efficiency skills necessary for the undertaking of the largest campaign in Otterbein's history. As the campaign successfully got off the ground, Lucy was promoted to Executive Director of Organizational Planning and Events. Lucycurrently manages projects and communications between the I.A. departments and the President's Office. She also is the campus coordinator for signature events at the university, including two annual commencement ceremonies. Lucy and her family reside in Sunbury, Ohio where they run a small sheep farm and are very active in their community.

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