Association of Fundraising Professionals
San Diego Chapter

AFP San Diego
Audio Conference
Tuesday, December 11, 2007
Sponsored by
The Samuel I. & John Henry Fox Foundation
at Union Bank of California

Navigating Beyond "No"
The Nuances of Negotiation for Major and Planned Gifts
Patricia M. Moline, CFRE, CFP® and Bradley R. Shafer, J.D.

During this session, participants will gain practical knowledge related to negotiating major and planned gifts and successfully navigating past an initial "No." Learn to develop negotiation strategies and approaches that strengthen call preparation, communications and closing skills. Listeners will gain a greater understanding of how utilizing donor intent and gift structure can lead donors back into more meaningful gift discussions.

Patricia M. Moline, CFRE, CFP® is a Certified Fundraising Executive and a Certified Financial Planner. She is currently Assistant Vice President for Development at the Iowa State University Foundation, specializing in gift planning and women’s giving issues. A past national chair of the Association of Arts & Sciences Advancement Professionals, Moline currently serves as a member of the Professional Advancement Division of Association of Fundraising Professionals (AFP) and is a member the National Committee on Planned Giving, as well as the Financial Planning Association. She actively serves as a Subject Matter Expert for CFRE International and a board member of Northcrest Retirement Community in Ames. Moline is a graduate of AFP’s Executive Management Institute and has been designated as an AFP Master Teacher.

Bradley R. Shafer, has been involved in fundraising since 1995. While the bulk of his experience in is the public higher education arena, he has also conducted campaigns and consulted for private entities as well as a private education institution. He is currently the Assistant Dean of Advancement and Director of Development for the College of Liberal Arts and Sciences at Arizona State University.

Shafer holds a B.S. in English and a M.Ed. in Higher Education Administration from the University of Nebraska as well as a J.D. from Creighton University. Prior to his current position, he was Assistant Director of Annual Giving at the University if Nebraska Foundation, Associate Director for the College of Arts and Sciences at Iowa State University and Director of Development for the School of Law at Kansas University.

Brad spent six years in the United States Air Force Guard, lives in Scottsdale, AZ and enjoys running, reading and helping people advance the University.

Learning Objectives:

At the conclusion of this session, participants will:

• Identify cues and clues that signal negotiating opportunities.
• Learn why a “no” is an invitation to ask more specific questions.
• Use gift structure and donor intent to maximize giving.
• Become better negotiators and closers in order to raise more money!

Participation in a live session or use of an audio recording of the program qualifies for 1.5 points toward CFRE education requirements.

Target Audience:

• Mid to Senior Level.

Post Audio Conference Discussion:

• Program will be followed by a short discussion facilitated by Dave Ricks, CFRE, Sr. Director of Operations, American Cancer Society

Audio Conference Details:

• Date:    
  • Tuesday, December 11, 2007
• Time:   
  • 10:00 a.m. - Noon
  • Please plan to arrive about 10 minutes early as the audio conference begins promptly.
  • A short facilitated discussion will follow the program at 11:30.
     
• Location:
  • American Cancer Society
    2655 Camino del Rio North, Suite 100
    San Diego
  • Map to location via MapQuest.com
  • Map to location via Maps.Yahoo.com
    
    
• Fees:
  • Members:  No Cost, Please Register To RSVP
  • Non-members: $30, Please Login To Register

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