Amplify Your Impact: Enhance Your Relationships, Gift Strategies, and Data by Asking the Right Questions at the Right Time

Tayler Lee, Director of Pipeline & Prospect Strategy, NC State University - College of Agriculture and Life Sciences

Asking the right questions at the right time is essential for philanthropic success - and this is especially true for prospect development. Tayler Lee's session provides a strategic framework for prospect development professionals to improve their effectiveness in three key areas by leading with curiosity in practical, easy-to-apply ways.

Around the World of Relationship Management in 60 Minutes: The Essential Packing List

Natalie Walden, Senior Associate Director of Prospect Management, Johns Hopkins University

Sara Anello, Senior Portfolio & Pipeline Analyst, The George Washington University

What are the most essential aspects of relationship management? How do you decide what elements of RM to implement or improve at your organization? Natalie Walden, Senior Associate Director of Prospect Management at Johns Hopkins University, and Sara Anello, Senior Portfolio and Pipeline Analyst at the George Washington University, will guide you on a whirlwind tour of the most crucial pieces of RM through the lens of developing an “essentials list” for your own RM adventure. Whether you are new to the prospect development field, in a relationship management role for the first time, or seeking to refresh or expand your relationship management skills, this session will provide a framework to assess your own RM knowledge and the strengths and opportunities of RM operations within your organization. You will take away your own custom RM packing list and identify areas for additional learning so you can shape the RM program you want!

From Data to Donors: Practical AI for Prospect Development

Ronda Oyen, Director of Client Solutions, Kaleidoscope

Nayeli Garcia Mowbray, Founder of Chameleon Collaborative

Artificial Intelligence is no longer theoretical in prospect development — it’s already changing how prospect researchers identify, qualify, and prioritize donors. Yet many advancement teams are navigating uncertainty around where AI fits, how to evaluate tools, and how to apply them ethically and effectively.

In this session, Kaleidoscope and Chameleon Collaborative LLC will share practical, researcher-centered approaches to using AI across prospect research, portfolio management, and donor strategy. Through real-world use cases and workflow examples, attendees will learn how AI can automate low-value tasks, surface stronger prospects, and enhance collaboration between researchers and frontline fundraisers — without sacrificing professional judgment or ethical standards.

Designed for the Apra community, this session emphasizes actionable takeaways, data readiness, governance, and responsible AI adoption aligned with prospect development best practices.

Learning Objectives

Participants will:

The Great Portfolio Bake Off: Recipes for Fundraising Success

Emily Allegro, Director, Prospect Development, UNC Charlotte

Andi Marrs, Assistant Director of Prospect Development, UNC Charlotte

The Great Portfolio Bake Off: Recipes for Fundraising Success invites attendees into the fundraising “tent” to explore how UNC Charlotte revamped portfolio reviews using Salesforce dashboards and reports. Inspired by The Great British Bake Off, this session reframes portfolio management as a recipe-driven process that relies on the right mix of prospects, clear expectations, and thoughtful feedback. Attendees will see how shared dashboards function as common recipes for success, how portfolio reviews can be collaborative and low-stress, and how data helps identify challenges like stagnant prospects or imbalanced portfolios before they become bigger issues. Through practical examples, the session demonstrates how a lighthearted but structured approach can strengthen strategy, improve alignment between prospect development and fundraisers, and lead to healthier portfolios overall.

Keeping 250 Years Alive: How Next-Generation Donor Research Powers Colonial Williamsburg

Tess McCain, Director of Client Solutions, Donor Atlas

Janelle Wilson, Associate Director of Prospect Research, The Colonial Williamsburg Foundation

"Keeping 250 Years Alive" explores how next-generation donor intelligence is transforming fundraising for historic institutions like Colonial Williamsburg. In this session, Janelle Wilson from Colonial Williamsburg and Tess McCain from DonorAtlas share how modern donor research platforms can uncover aligned donors of niche interests — from horse stables to architectural preservation—turning potentially broad outreach into meaningful connections and lasting support that helps Colonial Williamsburg thrive.

Laying the Groundwork: A Strategic Approach to Early Campaign Planning

Chris Copsey, Assistant Vice President, Prospect Development, UNC Health Foundation

In this presentation, you will learn the basics of how to prepare your organization for a new fundraising campaign. There is more to campaign prep than just a gift table (although, you will learn how to put one of these together as well!), so there will also be discussion on corralling big ideas, working out a campaign pipeline for gift officers, and putting it all together for presentation to a Board or Leadership.

Navigating the Rise of Donor Advised Funds: Insights, Trends & Prospect Research Strategies

Melissa Bank Stepno, President & CEO, Helen Brown Group

Donor Advised Funds (DAFs) are in rapid growth mode, so much so that they are reshaping the philanthropic landscape. Beyond changing how donors give, there are prospect research and operational considerations for us to consider as well. This session explores DAF mechanics, growth drivers, the latest research and trends, and then provides an actionable checklist to help your team refine prospect identification techniques, surface DAF giving opportunities, and inform fundraising strategy.

Prospect Development as Agents of Ethical Organizational Change

Adrienne Robertson, Senior Prospect Research Consultant, Virginia Commonwealth University

While traditional Due Diligence focuses on financial and reputational risk, VCU has expanded its scope to prioritize the safety and well-being of the staff themselves. As part of a CASE award-winning initiative, VCU’s Prospect Development and Advancement Solutions teams now proactively document and track interactions with outside stakeholders that pose a threat of interpersonal harm to VCU staff. This session uses VCU’s Constituent Review Committee as a case study for how advancement professionals can manage up and champion ethical frameworks that protect colleagues from harassment, discrimination, or unsafe professional environments.

The presentation will detail the development of this program, identifying the institutional gaps it fills and the best practices for documentation. Following the case study, attendees will participate in an interactive breakout session to navigate real-world ethical dilemmas involving donor behavior and staff safety. We will conclude by discussing how prioritizing interpersonal safety aligns with APRA’s upcoming relationship acceptance guidelines, empowering attendees to return to their institutions as advocates for a safer, more ethical workplace.

Show Me the Money: Measuring and Communicating Prospect Development’s Value

Catherine Flaatten, Associate Vice President, Prospect Development, BWF

Prospect development teams often struggle to translate their activities into a story of impact that resonates with leadership and the frontline. In this session, we’ll focus on measurements that are both credible and persuasive: selecting metrics that reflect organizational priorities, drawing a throughline from our work to fundraising outcomes, and setting targets that are ambitious but attainable. We’ll look at examples across prospect identification, research, and management, clearly tracing how our contributions drive strategic decisions, opportunistic actions, and ultimately, more dollars in the door. You’ll leave with a customizable framework for defining value, setting metrics, and reporting on progress to build trust and influence.

Surviving the Shift: Making the Most of Consultant Support During Times of Change

Catherine Flaatten, Associate Vice President, Prospect Development, BWF

Lindsey Nadeau, VP, Philanthropy Insight, UNICEF USA

John Sammis, Senior Vice President of Data Analytics, CCS Solutions

Killian Roach, Senior Director, Prospect Research and Management, University of Maryland

When prospect development teams have the opportunity to engage with consultants, especially during moments of transition, many are unsure how to fully leverage that relationship beyond a single deliverable. This panel brings together two consultant–client pairs from different organizations to explore how teams have effectively partnered through periods of change. Panelists will share client-led perspectives on using consultants for strategic training and coaching, industry benchmarking, and program building, with a focus on practical approaches that strengthen internal capacity rather than outsourcing it. Attendees will leave with clear expectations, examples, and guidance for getting real value from consultant partnerships.

Transplanting Expertise: How PD Thrives in New Institutional Soil

Rachael Walker, Donor Strategy Manager, St. Luke's Health Foundation

Merissa Lawson, Prospect Development Manager, National Parks Conservation Association

Lauren Woodring, Associate Director, High Net Worth, Yale University

In prospect development, you may spend your whole career in one sector - or you may move around. Three industry veterans will discuss their recent transplants from many years in one nonprofit sector to another. Merissa Lawson from higher ed to cause-based; Rachel Walker from higher ed to healthcare; and Lauren Woodring from arts to higher ed. You'll hear about what transfers, what changes, and how to root yourself in a new role.

When Change Becomes How We Work: Shifting from Announcing Change to Leading Change

Lindsey Nadeau, VP, Philanthropy Insight, UNICEF USA

Most change initiatives don’t fail because the change itself is wrong. They fail because execution doesn’t account for how people actually work or how leaders often talk about change. Too often, change is framed as something that can be announced and adopted, rather than something that must be absorbed, practiced, and sustained over time. If you’re trying to change the way people work, the change has to work for them. And leaders have to understand what change management actually requires.

Whether launching an integrated ask pipeline, gift officer onboarding, or gift de-restriction policies, leaders frequently underestimate the cultural, operational, and emotional dimensions of change. In complex fundraising organizations, multiple changes often occur simultaneously, compounding the strain on staff capacity and focus. Successfully leading change therefore requires not just managing down, but managing up to help leaders see the full scope of what change demands and why clear prioritization, pacing, and support matter.

Drawing on case studies from across prospect development and fundraising, this session examines the moments when change accelerates alignment or derails it. Attendees will be introduced to the ADKAR change management framework and explore how timing, communication, incentives, and shared ownership influence outcomes. The session also offers practical strategies for engaging leadership in more realistic conversations about change, including how to surface risks, advocate for bandwidth, and spot early warning signs before change fatigue sets in. This session is designed for professionals who want change that lasts, not just launches.

MINI SESSIONS

Change Management on the Fly

Sarah Daly, Senior Director of Prospect Development and Information Systems, PBS Foundation

The philanthropy sector is facing critical challenges right now. With increasing demand for services and changes to federal funding, regulations, and institutions, many of us are scrambling to keep up. Let's look at some top Change Management practices and talk about your approach to change in this highly participatory session.

Expect the Unexpected: The 2026 Evolution of Foundation Intelligence

Ronda Oyen, Director of Client Solutions, Kaleidoscope

Stop chasing two-year-old data and step into the "New Reality" of proactive research. In this high-energy session, we’ll explore how the synergy between Kaleidoscope and 990iQ is disrupting the industry. Discover how to identify "invisible" networks through automated relationship mapping and spot liquidity windows—like Pre-IPO and M&A triggers—long before they hit the IRS archives.

The Surprise? Your best data hasn't even been filed yet. We’re moving beyond the manual "dig" to automate the high-level strategy you actually enjoy. See how Predictive Funding Signals and 990iQ’s Grant Intelligence act as a force multiplier for your team, instantly turning a cluttered database into a prioritized roadmap. Discover how to reclaim your day from the "boring stuff" and transform your role into a visionary engine for foundation growth.

Organization Shift & Analytic Lift

Wren Wyatt, Solutions Architect, VCU Development & Alumni Relations Office of Business Intelligence

In this guided conversation, Wren Wyatt with VCU Development's Office of Business Intelligence will talk about the steps you and your team can take to professionalize reporting, analytics, and business insights. Discussed through the lens of VCU's process of forming a team, he will share stories - some painful, some funny - about getting their first ever BI team off the ground. We will cover stakeholder engagement, buy-in, staffing enablement, and explore ways to elevate your team from ticket-wrangling list builders to strategically insightful partners. If you are interested in exploring the socio-technical aspects of elevating your organization's ability to use data as an asset instead of a necessary evil, you are welcome to join the conversation.

Planned Giving Prospecting: Where Data Meets the Road

Jenny Alstad, Senior Director, Prospect Development & Strategy, College of Charleston

In this session, Jenny Alstad, Senior Director of Prospect Development & Strategy at the College of Charleston, shares her approach to identifying transformative planned giving prospects by blending data-driven methods with insights directly from her frontline team of officers. Attendees will learn how to move beyond conventional segmentation such as lifetime giving and recent gifts. By combining quantitative patterns with qualitative insights, this presentation shows how curiosity and strategy can come together to elevate planned giving efforts, uncover hidden prospects, and inspire transformational support.

ROUNDTABLES

Data, Insights, Action!: Approaches to Portfolio Analysis

Sara Anello, Senior Portfolio & Pipeline Analyst, The George Washington University

Jennifer Martinez, formerly Director of Research and Prospect Management, Wellesley College

Portfolio analysis is a powerful tool that prospect development professionals can use to drive strategy and success as partners in fundraising. But how do you make sense out of columns (upon columns!) of data, and transform it into insights that frontline partners and leadership can act on to further your organization's fundraising and mission?

In this interactive roundtable, we will brainstorm portfolio analysis applications and approaches. Participants will discuss how they currently conduct portfolio analysis across prospect research and relationship management functions, and glean ideas from peers to consider implementing.

Due Diligence Tools

Janelle Wilson, Associate Director of Prospect Research, Colonial Williamsburg Foundation

Join fellow prospect researchers for a lively, practical roundtable on our favorite due diligence research tools and sites, both free and paid, and how to use them effectively. We'll compare go-to sources, share smart search approaches and workflows, and trade tips for getting better results faster. Expect an engaging, peer-driven discussion with real-world examples, tips and tricks you can apply immediately, and plenty of takeaways to strengthen your process. Whether you're building your first profile or refining an established approach, this is a great chance to connect with peers, swap strategies, and strengthen your day-to-day research toolkit.

Real Estate Research: Tools, Techniques, and Wealth Assessment

Tom Hampsey, Senior Executive Director, Advancement Research & Special Projects, Lafayette College

Real estate records remain one of the most reliable wealth indicators available to prospect researchers, yet the landscape for property research and wealth estimation continues to evolve. This practitioner-led roundtable brings together 30+ years of hands-on experience with modern research challenges to help participants strengthen their real estate research capabilities. This interactive session will cover essential databases and resources (free and fee-based) for property research; practical techniques for property valuation and wealth estimation; using mortgage data to estimate household income; identifying new prospects through real estate holdings; and navigating the evolving challenge of wealth assessment, including recent Federal Reserve data showing how real estate composition varies dramatically by wealth tier.

The format emphasizes peer discussion and problem-solving. Participants will receive a practical resource handout covering key databases, formulas, and research strategies. The facilitator will provide brief context on each topic area, then open the floor for questions, challenges, and shared expertise from attendees. Ideal for both newer researchers seeking foundational skills and experienced practitioners looking to refine their approach or discuss complex valuation scenarios.