Online Workshop: Frontline Fundraising in a Virtual Environment

July 23rd, 2020 from 11am-5:30pm EDT


In-person meetings have always been the most effective way to cultivate donor relationships and solicit leadership gifts. But the COVID-19 pandemic has forced frontline fundraisers to shift away from traditional tactics and find new ways to interact with prospects. Building on the timeless best practices of relationship management, while also integrating new strategies and technology, gift officers today have the opportunity to implement alternative approaches to meaningfully engage prospects and secure much-needed support for their institutions.

Join us on Thursday, July 23rd for an intensive and interactive online workshop that will provide you and your colleagues with a framework for identifying, cultivating, and soliciting leadership donors in an increasingly virtual world.

Participants will have an opportunity to:

  • Learn about the most effective techniques and latest trends in frontline fundraising
  • Participate in interactive exercises and focused small-group discussions
  • Network with peers to share ideas and experiences
  • Obtain workshop handouts and other materials
  • Earn CFRE credit
  • And more!

This event is ideal for frontline gift officers who work in major gifts or annual giving at educational institutions, and other staff and volunteers who wish to learn more about best practices in frontline fundraising.

  • AGN Members save an additional 20%
  • Receive further discounts when registering multiple attendees from one institution


10:45am - Workshop Sign-In Begins 

11:00am - Welcome/Overview of the Day

11:15am - Setting Goals & Managing Expectations (45min General Session + 30min Breakout Discussion)

With so many things to do (and so little time), it’s important to focus your frontline resources where they will have the greatest impact. Understanding how to set smart goals and make sense of competing priorities will help move you and your team closer to reaching your targets. During the small group session, you will have an opportunity to discuss ways to stay focused, share time management strategies, and increase your overall productivity.

12:45pm - Identifying Prospects & Securing Virtual Meetings (45min General Session + 30min Breakout Discussion)

Strong leadership giving efforts begin with a healthy prospect development system that lays the foundation for ongoing discovery and qualification. Determining which prospects to focus on, and then assigning them to the right staff, can help teams maximize outreach. Having the right process in place for establishing, maintaining, and evaluating productivity will go a long way toward achieving your program goals. The small group breakout session will focus on strategies for engaging prospects and successfully securing meetings in a virtual environment.

  2:30pm - Conducting Virtual Meetings & Solicitations (45min General Session + 45min Role Play Exercise)

One-on-one conversations with donors (and prospective donors) are the single most effective way to cultivate meaningful relationships, collect information, and solicit gifts. Whether you’re a new gift officer preparing to meet with donors for the first time or an experienced fundraising professional looking to enhance your technique, understanding what you should do before, during, and after a visit will help ensure that it’s an enjoyable and fruitful experience for you and for your prospects. During this small group session, we’ll utilize role-playing exercises to practice how to make an ask, overcome objections, and close your next leadership gift.

  4:15pm - Stewarding Leadership Donors in the New Normal (45min General Session)

Creating a stewardship plan for your most generous donors is critical to both retaining and increasing their support. By utilizing a variety of methods for engagement—including online events, gift societies, and volunteer opportunities—you will lay the foundation for greater giving. The more effective you are at recognizing and celebrating these donors, the more likely you are to retain them for years to come.

  5:00pm - Wrap-Up/Workshop Adjourns


Keturi DeLong | Texas A&M University - Commerce

Keturi DeLong is the Vice President of Institutional Advancement at Texas A&M University - Commerce, where she oversees Development and Alumni Relations. Prior to her role as VP, she served as the Associate Vice President for Advancement at A&M Commerce. She has also held development roles at The University of North Texas College of Education and at The Hockaday School. The incoming chair of CASE District IV, Keturi holds an M.A. in Communication from The University of North Texas and a B.A. in Communications from the University of North Carolina at Wilmington.


Laura Tepper | University of Pennsylvania Carey Law School

Laura Tepper is the Executive Director of Development at the University of Pennsylvania Carey Law School, where she oversees all annual, major, and planned giving efforts. Her 15-year career includes work in both annual giving and major gifts, and her expertise includes leadership gift strategy, volunteer management, reunion giving, direct appeals, and phonathons. She holds a B.A. in American Studies from Mount Holyoke College and a J.D. from Brooklyn Law School.


Dan Allenby | Principal & Founder at AGN Resources

Dan is an author, speaker, and consultant who has worked with academic institutions for over two decades to train their advancement staff and volunteers. A recipient of the prestigious CASE “Crystal Apple” award for teaching excellence, Dan is an internationally-recognized expert on annual giving and alumni engagement. He chaired CASE’s Institute for Senior Annual Giving Professionals and its Annual Giving Workshop for five collective terms and served on the faculty for CASE’s Summer Institute in Educational Fundraising. His book—Ideas for Annual Giving—offers the latest designs for helping institutions increase annual giving and boost alumni participation. Previously, he served as the Assistant Vice President for Annual Giving at Boston University, and also led annual giving and member marketing efforts at Tufts University, Georgetown University, and the National Geographic Society. Dan received an MBA from Boston College and a BA from James Madison University, and a certificate in the Management of Communication Organizations from Tufts University. Connect with Dan on LinkedIn

For more information about this workshop, please contact us at 888.407.5064 or [email protected].