CSI 2015

April 24, 2015
7:45 am to 2:00 pm

The University Center -
Kent State University at Stark


AFP Members: $75 | Not-Yet-Members: $120 (lunch included)

Register 4 or more people from the same organization,
and all can attend at the member rate!

Registration Deadline:
Friday, April 17, 2015



Keynote Speaker
Rory GreenRory Green
... Fundraiser Grrl!

"Navigating the Corporate
Giving Jungle"

Get engaged, educated, connected, and inspired as Rory Green, founder and editor of Fundraiser Grrl, the fundraising community’s go-to source for comic relief, introduces us to innovative, out-of-the-box approaches to fundraising!

CSI focuses on the tools needed by fundraising professionals, board members, and volunteers to tame the fundraising beast and meet their long-term goals.

Participation in CSI 2015 is applicable for 3.25 points in the CFRE application for initial certification and/or recertification.




lion sponsors




panther sponsors

Aly Sterling Philanthropy

BCG & Company

Glenmoor Country Club

Streets of Manhattan

cheetah sponsors


Avalon Image Group


Case Western Reserve University - Mandel School

Cohen & Company

Dot Org Solutions

Golden Rule Consulting

Haines-Direct Marketing

Health Philanthropy Services Group, LLC

Leave a Legacy
Stark County

Leave a Legacy
Summit, Portage, Medina

Massillon Plaque Company

Meyer Partners

Pro Football Hall of Fame

7:45 - 8:15

Registration & Continental Breakfast & Safari Cards at Vendor Tables

8:15 - 8:30

Welcoming Remarks & BE the CAUSE Campaign

8:30 - 8:45

Safari Cards at Vendor Tables

8:45 - 9:45

Breakout Session 1 - select one ....

1A: "Don’t Be Afraid: Major Gifts Made Easy"
Rory Green - Fundraiser Grrl & Associate Director, Advancement for the Faculty of Applied Sciences, Simon Fraser University

How do you talk to someone who has millions of dollars? How do you know how much to ask them for, or when to ask them? This session will help break down some of the stigma around major gifts and give you practical tools to start connecting and conversing more deeply with donors. This presentation will focus on the ingredients of a conversation and how to nurture them through listening, respect, and asking the right questions. You will learn the role meaningful conversations have in connecting with donors and accomplishing fundraising goals - and get amazing tips for connecting more deeply with donors.

1B: "Making Your Case for Support Something to Roar About"
Aly Sterling, CFRE - President & Founder, Aly Sterling Philanthropy

How does your organization tell its story and ensure your donors (or prospective donors) understand why they should invest in your cause or project? This interactive workshop will focus on building (or remodeling) your case for support. We will explore the importance of a case for support and how to use it to support your annual fund, capital campaign, and major gift efforts, as well as how to customize it to reach many diverse audiences and demographics. We will share examples and encourage you to share your own. You will leave this session with a new perspective on how to leverage your case to tell your story and motivate staff, volunteers, and donors alike.

1C: "Crisis Communications - When Bad Things Happen to Good Agencies"
Tom Speaks - Principal & Co-Founder, Impact Group

It's not a matter of IF, but WHEN. Your MOST valuable asset when fundraising is your reputation. Once tarnished, in this lighting fast social media world, it is nearly impossible to repair. Be prepared. Be proactive! Simply stated, this is knowledge that you must absolutely know!

9:45 - 10:00

Safari Cards at Vendor Tables

10:00 - 11:00

Breakout Session 2 - select one ....

2A: "Lions, Tigers & Bears - The 'Live' Ask"
Mike Schmidt, CFRE - Executive Vice President & Partner, Cramer & Associates
Michelle Cramer, CFRE - President & CEO, Cramer & Associates

Join us for a little theatre and fun! There are plenty of books and workshops dedicated to fundraising and "the ask" is the the number one concern for many nonprofit organizations. Bu after the books are read and the workshops are over, do you still want to know what those fundraising conversations really look like? This is your chance to see those discussions LIVE. During this unique session, participants will get to see role playing scenarios covering several fundraising topics along with discussion and Q&A.

2B: "Trends and Tactics in Planned Giving"
Daniel L. Bonder, JD, MBA, CFP - Planned Giving Consultant, Donor Motivation Program

Understanding and utilizing planned giving strategies and endowment building are important aspects of a development officer's responsibilities. This session will cover the following topics: (1) major economic and philanthropic trends facing nonprofits; (2) major financial concerns facing donors; (3) the importance of having a planned giving program and endowment development for long term fiscal sustainability; (4) review of several planned giving strategies and their benefits; and (5) how planned giving meets the needs of both donors and nonprofits.

2C: "Data - Your Guide Through the Fundraising Jungle"
Heather R. McGinness, CNM, CFRE - Senior Consultant - Account Executive, Meyer Partners

Fundraising without using data to inform your strategies is like navigating your way through the jungle without a guide. You may have success but odds are you will keep going in circles. Attendees of this presentation will learn to identify what current and prospective donor information should be tracked, understand which key data points and segments to analyze, and leave equipped to apply analytics to create a comprehensive fundraising plan.

11:00 - 11:15

Safari Cards at Vendor Tables

11:15 - 11:30

Introduction of Keynote Speaker
Vivian Hairston - Vice President, Personal Trust Portfolio Manager, Huntington Bank

11:30 - 12:45

Keynote: Rory Green
"Navigating the Corporate Giving Jungle"

The corporate world is changing, and corporate giving is changing right along with it. The nonprofit sector needs to be able to evolve past “Gold, Silver, Bronze” sponsorship to survive. Drawing from her experience in major and corporate giving in Vancouver, BC, Rory Green will look at how the landscape has changed – and how to engage in deeper, more meaningful corporate partnerships. By using real life case studies, Rory will give you the practical information you need to improve your corporate engagement efforts and get ready for what’s next.

12:45 - 1:00

Closing Remarks & Prize Drawings for BE the CAUSE Campaign and Safari Cards

1:00 - 2:00



Rory Green
Rory Green

Rory Green serves in the philanthropic sector as the Associate Director of Advancement for the Faculty of Applied Sciences at Simon Fraser University. She has also worked in major and corporate giving at the British Columbia Institute of Technology and the Canadian Cancer Society. Rory has spoken at national and international fundraising conferences, most recently at AFP International, San Antonio.

Rory is also the founder and editor of Fundraiser Grrl, the fundraising community’s go-to source for comic relief. Check out her blog and subscribe to her weekly e-newsletter for a fun, light-hearted look at fundraising in the trenches. Learn more about Rory on her website.

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Dan Bonder
Daniel Bonder, JD, MBA, CFP

Daniel Bonder, JD, MBA, CFP, is a lifelong Northeast Ohio resident who has assisted numerous nonprofit and governmental organizations including John Carroll University, Cleveland State University, the Greater Cleveland Boy Scouts, the South Euclid-Lyndhurst Board of Education, and the Orange City Schools. He also counsels pre- and post-retirees in how to maximize their income while protecting their principal from taxes and excessive market volatility.

Dan’s specialty is guiding physicians, attorneys, and teachers through the constantly changing economic and tax law landscape. He graduated from John Carroll University (Economics) and Cleveland State University (Law and Masters in Business Administration). Dan utilizes his strong financial and legal backgrounds to improve the well-being of his select group of 200 clients and important organizations in the community.

His wife is a retired teacher of the hearing impaired who now instructs future educators at Notre Dame College. Dan has three sons: two are physicians and the third is a veterinary technician caring for animals in medical research.

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Michelle Cramer
Michelle Cramer, CFRE

Michelle Cramer, CFRE, President & CEO of Cramer & Associates, is passionate about fundraising, entrepreneurism, and the power of philanthropy, often referring to her profession as “her life’s calling.” She began her career as a fundraising consultant in 1987 when she co-founded her first consulting firm in Dublin, Ohio. Over a period of more than 20 years, she and her business partner grew the practice into a nationally-recognized consulting firm.

In 2009, Michelle realized her lifelong dream when she launched Cramer & Associates. True to the firm’s brand, Forward Thinking Forward Fundraising, Michelle and her team have developed innovative and progressive fundraising strategies for nonprofit organizations throughout the country. In just five years, Cramer & Associates has grown into one of the most trusted fundraising consulting firms in the region.

The firm provides strategic fundraising counsel for a broad spectrum of nonprofit organizations, particularly in the areas of capital and endowment campaigns, development assessments, and board training. The firm’s portfolio of successful capital campaigns and projects includes Franklin Park Conservatory, St. Vincent Family Center, Mount Carmel Foundation/St. Ann’s Hospital, Directions for Youth & Families, and The Ohio State University. Most recently, Cramer & Associates conducted a Feasibility Study and Strategic Fundraising Plan for a $6 Million capital campaign for Ronald McDonald House Charities of Central Ohio. The campaign, with its invocative and bold fundraising model, is near completion. The campaign’s success will make the Ronald McDonald House Charities of Central Ohio the largest Ronald McDonald House in the world.

For the past eight years, Michelle has served as Dean of the Association of Fundraising Professionals (AFP) - Giving Institute Consultants School. She is currently on the Executive Committee of the Board of Directors for the Giving Institute and has served on its board for 16 years. She also serves on the Board of Trustees for The Catholic Foundation and The Dublin Community Foundation and is a Faculty Presenter for various AFP educational programs. Michelle is also a contributing author to the newly released book, The Nonprofit Consulting Playbook: Winning Strategies from 25 Leaders in the Field. Michelle received her Bachelor of Arts in Journalism from The Ohio State University and is a Certified Fundraising Executive. She resides in Dublin, Ohio, with her husband Jim and their three daughters. Michelle enjoys running and recently ran for the second time the Columbus Marathon.

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Heather McGinness
Heather R. McGinness, CNM, CFRE

Heather R. McGinness, CNM, CFRE, is a seasoned professional who brings over 18 years of experience in several areas of the philanthropic sector, including higher education, social services, associations, faith-based and international relief organizations. She currently serves as Senior Consultant & Account Executive with Meyer Partners.

Heather has an extensive background in all aspects of fundraising; marketing and communications; leadership and management; grant seeking; strategic planning and analytics. Prior to joining Meyer Partners, she served as Associate Director for Philanthropic Engagement with Lutheran World Relief, Vice President of Development and Communications for Lutheran Metropolitan Ministries in Cleveland, Director of Advancement for the Sisters of Notre Dame, Executive Director of Homesafe, Inc., and Director of Alumni and Student Relations for the Case Alumni Association. She received her Bachelor of Arts in Psychology from Case Western Reserve University and earned a graduate certificate in nonprofit management (CNM) from the former Mandel Center for Nonprofit Organizations at Case Western Reserve University.

Heather maintains the Certified Fundraising Executive (CFRE) accreditation and serves on the CFRE International Board of Directors. An active member of the Association of Lutheran Development Executives (ALDE) since 2007, she has led its Education Team, is a frequent presenter, serves on the ALDE Board of Directors, and is a recipient of ALDE’s Jay Bleeke Award. Heather was named a Thrivent Fellow in 2013 and is also a Master Trainer for the Association of Fundraising Professionals, using her knowledge of best practices in fundraising to equip other professionals with essential skills.

When not working, Heather enjoys spending time with her family, is an avid reader and runner, and regularly engages her faith and yoga to stay balanced.

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Mike Schmidt
Mike Schmidt, CFRE

Mike Schmidt, CFRE, Executive Vice President and Partner at Cramer & Associates, brings a tremendous wealth of experience in volunteer leadership development, strategic planning, and feasibility studies. Mike has a unique ability to creatively examine an organization’s opportunities and challenges to develop a long-range plan of action.

Mike’s background in journalism and advertising provided a foundation for his successful start in consulting and strategy work at Hodge, Cramer & Associates. From 1995 to 2009, he helped to lead successful campaigns for the Public Library of Des Moines, Lorain County Community College, the Grosse Pointe Public Library, and many others.

In 2009, he joined Michelle Cramer to help form Cramer & Associates, taking the lead on development strategy for clients through phases of planning, organization, and campaign initiatives. He has served the Fisher College of Business at The Ohio State University, The National Pro Football Hall of Fame, the Ohio Association of Community Colleges, The Mount Carmel Health System, The Grosse Pointe Academy, Second Harvest Food Bank of North Central Ohio, Holden Arboretum, and the Columbus College of Art and Design.

During his career, Mike has been recognized as a Certified Fundraising Executive -- earning above average scores in prospect identification, solicitation, donor relations, volunteerism and stewardship -- and author of a feature article in the 2004 Ohio Libraries Magazine. He’s a graduate of the AAFRC Consultant’s Academy and continues to be active in the Association of Fundraising Professionals. Mike served on the Granville Public Library Board of Trustees from 2009 through 2014 and was chair of a levy renewal that passed by a 72% margin.

Mike has a Bachelor of Arts & Journalism degree from the University of Southern Mississippi. He also studied at Mississippi State University, Mississippi Gulf Coast Community College, and St. Louis Community College.

Mike resides in the Newark-Granville area with his wife, Dawn Egelston, their son Sam, daughter Rachel, and Border Collie, Elaine. He currently serves on the Board of the Midland Theatre and is an active member of the First Presbyterian Church of Granville.

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Tom Speaks
Tom Speaks

As a principal and co-founder of the Impact Group (IGPR), Tom Speaks has extensive experience in motivating citizen and consumer audiences to action. An expert on leadership and community engagement, he has effectively managed a variety of political, municipal, and school-district campaigns across Ohio.

Tom’s background in political science and qualitative and quantitative research techniques provides clients with an in-depth understanding of the audiences they are trying to motivate. In turn, Tom has successfully created, initiated, and managed many communications and training programs.

Tom specializes in government and corporate communications, research and polling, executive leadership, crisis communications, organizational strategic planning, political strategy, and campaign management.

Before co-founding The Impact Group, Tom provided communications, marketing and legislative programs and guidance for governmental bodies throughout Northeast Ohio. He received his Bachelor of Science in Political Science from Ohio University and his Master of Arts in Political Science from The University of Akron.

But there’s more to Tom than his work at IGPR. He recently combined two passions (the written word and ancient history) to produce his first novel, Hannibal – The Forging, which will be released in 2015. He is currently working on his second novel. He is also a fitness nut and is trying his hand at banjo and guitar. He is adamant that none of his pursuits would be nearly as fulfilling without the blessings of his wonderful wife (Shannon) and two awesome kids (Liam and Addie).

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Aly Sterling
Aly Sterling, CFRE

Aly Sterling, CFRE, is an accomplished speaker, published author, active board member, and proud owner of Aly Sterling Philanthropy and the Board Catalyst InstituteSM in Toledo, Ohio. Her expertise includes fundraising, strategic planning, search consultation, board leadership development as well as corporate giving consultation for organizations of varying sizes and capacities.

Her workshops and presentations have been featured most recently at meetings of the National School Foundation Association, the Association of Fundraising Professionals (AFP), the Indiana Philanthropy Alliance, and a number of community foundations in the Midwest including The Columbus Foundation (Ohio). She has also contributed to Board Member, the official publication of BoardSource.

Already in 2015, Aly has been featured in the Toledo City Paper’s “Idea Issue” for her cutting edge work with the charitable sector and as the founder of the first firm of its kind in the area. In 2014, Aly served as a judge for awards given on National Philanthropy Day by the Northwest Ohio chapter of AFP. She also participated in the launch of the United Way of Greater Toledo’s Emerging Leaders initiative.

Aly is an alumni of Leadership Toledo, a recipient of the “20 Under 40” award, a Women in Communications Crystal Award winner, and a fellowship graduate of the executive leadership program at Case Western Reserve University’s Weatherhead School of Management. She earned the Certified Fund Raising Executive (CFRE) credential and holds a master’s degree from the University of Toledo. She teaches courses in fundraising and nonprofit management at the university level.

She currently serves on the Board of Trustees for St. Ursula Academy (former board chair) and Advocating Opportunity, an organization formed to stop human trafficking. She has served as President of the Northwest Ohio chapter of AFP and has belonged to boards for the Arts Commission of Greater Toledo, Leadership Toledo, and David’s House.

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Keynote: Navigating the Corporate Giving Jungle

FREE eBook: How to overcome a fear of asking for money: Advice from the Fundraiser Grrl community

1A: Don’t Be Afraid: Major Gifts Made Easy

1B: Making Your Case for Support Something to Roar About

1C: Crisis Communications - When Bad Things Happen to Good Agencies

2A: Lions, Tigers & Bears - The "Live" Ask - no handouts

2B: Trends and Tactics in Planned Giving

2C: Data - Your Guide Through the Fundraising Jungle









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Danielle Hupp, President | drhupp@kent.edu
PO Box 1286, Bath OH 44210 | 330-329-2472 | Fax 330-315-0399 | info@AFPneo.org

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