Build a discovery toolkit that helps you deepen engagement with donors and move relationships forward.
Overview
Skillfully navigating the discovery and qualification process is an essential skillset that gift officers need for success. Without knowing how to ask the right types of insightful questions that unlock conversations with prospects, major gift officers and advancement shops may struggle to increase their donor base. This can impact future fundraising goals, potentially hindering the long-term viability of your institution from making the case for principal or transformational gifts.
Join us at this conference to build your unique discovery work toolkit by exploring different strategies for starting the relationship with and engaging with prospective donors. Not only will you walk away with concrete examples of how to secure meetings with your best prospects, what questions to ask, and how to map out next steps, but you will also be able to test your approach with your peers and receive valuable feedback and insights from our expert speaker.
Session Descriptions
More details about the timing of the days can be found by clicking Learn More and Register, but session descriptions of the two days are below:
Opening Activity & Group Discussion
We will use this time to share and explore your biggest obstacles when it comes to discovery work. Given your relatively newer experience in this role, it will be helpful to name and share the challenges that you’re facing so that we can identify common pain points or struggles as a peer group. Our expert speaker will reflect and comment in response to the challenges shared by the group.
Initiating Prospect Conversations: Traditional & Digital Methods
Discovery work is a blend of art and science. It requires that you pick the right method of communication at the right time, so that you can truly connect with the prospect. In this session, we’ll explore how to blend traditional and digital methodologies to create a strategic approach that will result in your first conversation or meeting with the prospect.
Preparing and Structuring Your Meeting
You have scheduled your donor conversation; now how do you prepare? Learn the best approaches you can take for an effective and productive meeting with your donor by envisioning your goals and planning out the ideal next steps you want from the meeting.
Thoughtful Questions and What to Listen for in Your Donor Conversations
Connecting with prospects for the first time is an opportunity to start building trust. The types of questions you ask will not only lead to information-gathering, but they can also unlock deeper conversation and build trust. Learn how to build your repertoire of specific and open-ended questions that can lead to qualifying prospects. Walk away with real-life examples of what to listen for to determine whether someone wants to engage with your institution.
Practicing the Art of Discovery Work and Discussion
Given all the tools and strategies you’ve just learned, you will now practice discovery by working through a variety of case studies in small groups. After practicing, the groups will share and receive feedback on how they approached the conversations so that everyone can learn from a variety of different communication styles and techniques.
Solutions Clinic: Getting Advice from Peers to Advance Donor Conversations
There is no one-size-fits-all approach or magic bullet for how to conduct the perfect discovery visit that leads to qualification. Often, there are situational nuances with each prospect that will force you to be flexible and innovative in how you secure a conversation or visit. Because of this, there’s tremendous value in tapping into the collective knowledge of those in the room by learning how others might approach a donor conversation—particularly the ones that are stalled or stifled. Those with experience can share their expertise, while those who are newer to this role can share a fresh perspective. By participating in this solutions clinic, you will collectively get to provide possible solutions and strategies for how to resolve any specific challenge you’re facing during your discovery work.
Who Should Attend
This conference will be beneficial primarily for new and aspiring major gift officers who want to build or reassess their discovery work foundation. Individuals who are new to major gift officer roles with non-higher education backgrounds will also benefit from this experience. Advancement professionals who supervise these roles or are looking to expand their shop’s discovery work initiatives may also benefit from this conference.
Register 3 or more people and get a team discount! Discounts will be automatically applied at check out.
Speakers
Lauren Wise
Philanthropic Advisor & Senior Director of Development, University of Colorado Anschutz Medical Campus
Jenn Duffield
Senior Learning & Development Manager, Academic Impressions
What Makes Our Events Different?
Academic Impressions conferences provide the opportunity for quality conversations and relationship-building through both formal and informal networking opportunities in an intimate setting. Our in-depth and hands-on approach to learning provides you with actionable takeaways.
Learn More About the Academic Impressions Conference Experience ➞
Location
The Grand Hyatt Denver, Denver, CO
1750 Welton Street
Denver, CO 80202
What Our Attendees Are Saying
“You walk away from this training with the tactical tools to step into planning and preparing for discovery visits with confidence. Between the guest lecturer, the AI learning manager and the participants, you gain such a great diversity of experiences, advice and suggestions to help you move the needle on your discovery and cultivation visit opportunities.”
- Skylar Pritchard, Associate Director of Development, Annual Giving, William & Mary – Raymond A. Mason School of Business
“This was my first AI training and I’m sold! I look forward to attending more of these as the cohort model and time to meet/share with professionals from across the country was well-suited to my learning style.”
- Rebecca Burkeen, Director of Alumni Engagement, UNCSA
“As someone who is in the early stages of their development career and new to being a frontline fundraiser, I appreciated the content and format of the conference. I found the information very helpful and was able to apply what I learned in my donor outreach and visits. I feel much more confident in my role as a gift officer.”
- Dashae Clifford, Assistant Director of Leadership Annual Giving and College Young Alumni, University of Chicago
Pricing
January 30 – 31, 2025
Denver, CO
Starting at:
- Member Price: $2,045/person
- Non-Member Price: $2,295/person
- Team Discount: $2,000/person (for 3 or more)
Additional optional add-ons are available during checkout.
Questions About the Event?
Jenn Duffield
Senior Learning & Development Manager,
Academic Impressions