May 16-18, 2018   |   Ottawa, Ontario

Thursday, May 17
Transitional Questions and the Art of Being Meaningful
10:00 AM - 11:15 AM

Jenny Mitchell, CFRE, DMA, Chavender
Jennifer Van Noort, CFRE, The Ottawa Hospital Foundation

Meaningful conversations build trust. Connecting with donors, volunteers and fellow staff members is what fuels philanthropy. In this interactive, skills based workshop, you will learn how to ask transitional questions with donors so you can uncover their core values as humans. Learn how to structure your conversations, and gain tools that will directly benefit your work with donors, boards, staff, and your loved ones! The journey toward true connection begins with meaningful conversations.

Collaboration Over Competition: A Collaborative Campaign Case Study
10:00 AM - 11:15 AM

Andrea McManus, CFRE, ViTreo Group
Sheryl Barlage, Alberta Cancer Foundation

Collaborative fundraising is gaining popularity, and the opportunities to reach new heights through partnership are real. In this session, Andrea McManus and Sheryl Barlage will share the strategies, outcomes, challenges, and triumphs of the RESOLVE Campaign – a partnership of nine respected Calgary social service agencies that have come together along with the government to create affordable rental housing, with supports, for up to 3,000 vulnerable and homeless Calgarians. 

Unusual Suspects: How Engaging Young Leaders and Their Friends Can Create New Fundraising Opportunities
10:00 AM - 11:15 AM

Julie Cooke, Lakeridge Health Foundation
Daina Porter, Lakeridge Health Foundation

Engaging young leaders, personally and professionally, can be a challenge –not to mention, inspiring them to give. Learn how a community hospital foundation created a young leaders committee, launched a profitable, one-of-a-kind special event and developed a long-term development and governance strategy in less than 12 months. This session will discuss new approaches to engage young leaders and ignite existing partnerships.

Using Research to Prioritize Your Major Giving Prospects: Build Your Pipeline with the RIGHT Prospects!
10:00 AM - 11:15 AM

Mary McPherson, CFRE, Oakville Hospital Foundation
Tracey Church, MLIS, Tracey Church & Associates

Join Mary and Tracey as they share how to fill and prioritize your major giving pipeline. Learn how major giving and research can work together in small or large shops to make sure you are seeing the right prospects, at the right time, for the right program. Mary and Tracey have worked together on several major giving and research projects and have learned what best practices work well even with limited resources, time, and personnel.

Authentic Leadership: The Key to Successful Fundraising Programs
11:30 AM - 12:45 PM

Leah Eustace, CFRE, ACFRE, Blue Canoe Philanthropy
Scott Fortnum, MA, CFRE, ACFRE, Children's Health Foundation

Increasingly, the success and failure of a non-profit is measured by the strength or weakness of its leadership. Whether we are the CEO, a mid-level manager, or the office intern, what are the skills we need to ensure that we are setting our organization up for success?    In this session, Scott and Leah will introduce the concept of Authentic Leadership. Long been embraced in the for-profit world as a prerequisite of success, Authentic Leadership is about being true to yourself, true to your values, and true to what you really believe in. It’s about being driven by mission and results, leading with your heart, and focusing on the long term. Our ultimate goal is to provide participants with the concepts, case studies and tools they need for personal growth in their career.

Elevating Your Hospital Partnership to Accelerate Fundraising
11:30 AM - 12:45 PM

Meaghan Stovel McKnight, MBA, Trillium Health Partners Foundation
Steve Hoscheit, Trillium Health Partners Foundation

Relationship management is a critical skill of fundraisers, but typically foundations and hospitals struggle to develop a collaborative partnership that is a catalyst to fundraising. In preparation for a landmark campaign, THPF has elevated our approach to this partnership which has become a strategic enabler in the eyes of both our hospital and for our foundation’s performance. The objective of this session will be to share our multi-year approach to this work, and to facilitate dialogue among participants to share best practices.

Telling the Legacy Story
11:30 AM - 12:45 PM

Fraser Green, Good Works
Denise Fernandes, St. Michael's Foundation

Most fundraisers are aware by now that storytelling is the most powerful persuasion tool at our disposal. We also know that legacy gifts are often the most lucrative revenue stream available to us in today’s philanthropic marketplace. So how do we tell powerful stories that motivate donors to make legacy gifts? Here’s your chance to find out! Fraser Green has been Canada’s master legacy storyteller since 2003. Join Fraser as he shares his simple recipe for legacy gift stories that will win every time!

Struggling with expensive and time consuming events?  Here’s an innovative initiative with transformative results.
11:30 AM - 12:45 PM

Wendy Corn, Mount Sinai Hospital Foundation Montreal
Kara Maritzer

We will provide an overview of how a small hospital foundation “punches above its weight”. Instead of holding a costly event we focused on a special campaign that yielded impressive results. We will explore how cultivating a committed donor led to an exceptional initiative. In seven months we identified an honouree, built an all-star committee, ran a lean operation & raised almost $800,000.

The Overhead Question: Why cost is as important as impact
2:00 PM - 3:15 PM

Dino Sophocleous, CFRE, Hospitals of Regina Foundation

Does our cost matter to donors who use financial indicators to assess the effectiveness of our work? Are low costs a legitimate measure of success? How do we invest in operational resources while avoiding bloated budgets that point to inefficiency and mismanaged operations? Should financial management be our highest priority? Is the market destined to be dominated by charities that are lean and efficient? This session will explore these questions and provide practical recommendations on how to stay competitive by altering the traditional models of doing business in the charitable sector.  

Actually Talking To Donors! How It’s Changing Relationships and Outcomes for the Better!!
2:00 PM - 3:15 PM

Stephanie Highfield, Blakely
Ana Santos, William Osler Health System Foundation

From building successful mid-value and legacy programs to just raising more money and building long-term donor relationships – the use of the phone and direct two-way dialogue with donors can change outcomes (for the better).  Sound old fashioned?  Not high tech enough for you?  It’s the reality!  Donors want to be heard and they want to connect so let’s give them what they want.      See how we are changing the landscape by calling and talking to donors – asking their opinions, learning what they need and then actually building programs to support that.  Stephanie Highfield and Ana Santos of Willian Osler Health System Foundation will demonstrate several different approaches to making this work – and getting results that change the game  

Integrated Program ... Blended Gifts. The Time is Now!
2:00 PM - 3:15 PM

Rosalie A. Courage, RBR Development Associates Ltd.
Sharon Crowe, B.P.R., CFRE, Colchester East Hants Health Centre Foundation

In today’s competitive charitable market place for lifetime and planned gifts, those charities with the foresight, tenacity and leadership to inspire operational, cultural change towards blending giving create opportunities for new revenue otherwise not possible. Consumer confidence is still somewhat ‘shaky’ and many donors want to give but are concerned about retirement, their health or family. Blended gifts can bridge these gaps. A gift today, another in between and something later. We will explore the possibilities and pitfalls, metrics for tracking and how you can make it happen. The effort will be rewarding!  

Composition, Compensation and Competition: Trends in foundation staff strategies
2:00 PM - 3:15 PM

Celeste Bannon Waterman, Ketchum Canada Inc. 
Tim Kluke, Ottawa Hospital Foundation

How are leading foundations evolving their staff roles and structure to adapt to evolving donor expectations? What positions are increasingly hard to fill?  How do you know if your compensation and perks are competitive in the market? And what aspects of ‘total compensation’ should you be thinking about to retain key staff?      Drawing on insights from KCI’s multi-sector compensation benchmarking work, and years of talent recruitment in the non-profit sector, Celeste Bannon Waterman will share insights and learnings regarding staffing trends, compensation and retention strategies for fundraising, operations, and communications professionals. Geared towards foundation leaders and managers, the goal will be to provide attendees with the critical recruitment and compensation trends they need to help manage teams now, as well as emerging trends to consider for future growth and success.  
Friday, May 18
RU Really Ready to Launch a Campaign?
9:30 AM - 10:45 AM

Michael Logue, Ketchum Canada Inc.
Suzanne Bone, CFRE, FAHP, The Foundation of Guelph General Hospital

Organizational preparedness is essential to a successful campaign, but all too often organizations don’t ask the tough questions before running headlong into campaign mode. Is your leadership singing the same tune when it comes to key campaign messages? Is your staff equipped to manage the complexities of a major initiative? Is there a strong culture of philanthropy within your organization as a whole? In this session, Suzanne Bone, FAHP, CEO of Foundation of Guelph General Hospital and KCI SVP & Partner Michael Logue will equip participants with the tools required to evaluate and refine their internal operations prior to initiating a campaign.

Building a Culture of Philanthropy Through Storytelling: A case study
9:30 AM - 10:45 AM

Leah Eustace, CFRE, ACFRE, Blue Canoe Philanthropy
Rebbeca Truax, MBA, CFRE, Royal Victoria Health Foundation

Time and again, studies and polls have shown that fundraising success directly correlates to a strong culture of philanthropy. In other words, successful hospital foundations live and breathe philanthropy, rather than relegate it to an isolated fundraising department. In this session Rebbeca and Leah will walk participants through how the RVH Foundation has used story gathering and storytelling to enhance and strengthen relationships between the hospital volunteers and staff, the foundation team and, of course, donors and volunteers.

Developing a Mid-Level Donor Program from the Ground Up
9:30 AM - 10:45 AM

Jesse Dees, CFRE, Collingwood General & Marine Hospital Foundation
Jory Pritchard-Kerr, Collingwood General & Marine Hospital Foundation

Is your organization running strong Major Gift and Annual Giving programs but missing out on the middle? This session will provide a step by step action plan to unlock the amazing potential of your Mid-Level donors. Hear first hand how the Collingwood Hospital Foundation implemented a Mid-Level Giving Program and after just one year saw an increase in revenue, an improvement in retention, upgraded Mid-Level Donors to Planned and Major Gift donors and developed a strong and stable core group of loyal donors for years to come. 

When did DIY and Third Party Events Become so Important to Hospital Foundations?
9:30 AM - 10:45 PM

Michael Johnston, HJC
Ingrid Gingras, The Ottawa Hospital Foundation

This session will dive deeply into how DIY and 3rd Party fundraising are a key and growing part of income for hospital foundations. Hospital and health care institutions have unique and deep connections to grateful patients and their friends and family. It is this special connection that provides the fuel to fire passionate people who want to "do more, but on their own terms". Join Michael Johnston, President of HJC, and Ingrid Gingras, Director of Integrated Marketing for The Ottawa Hospital Foundation, share their knowledge, approach and breakthrough thinking on how healthcare institutions can truly leverage the power of DIY and Third Party Events. This seminar will be presenting the first-of-its-kind survey of healthcare institutions from across North America. It will highlight breakthroughs, failures, opportunities and a shared view of where we are now – and where we should go for DIY and Grateful Patient and 3rd Party P2P fundraising success.

Friends with Benefits -- Could Conscious Coupling be the New Future of Fundraising?
11:00 AM - 12:15 PM

Allison Ramchuk, KGH Foundation
Shari Slattery
Doug Rankmore
Shelagh Turner
Shauna Nyrose

Early in 2017, the Kelowna General Hospital Foundation announced they would join the Canadian Mental Health Association – Kelowna in a multi-million dollar fundraising campaign to open Foundry Kelowna, an integrated youth clinic that would radically shift access to care for those struggling with mental illness and substance issues.  The ‘marriage’ between the fundraising powerhouse and beloved service provider seemed like a match made in heaven. Indeed, their ‘baby’ – a campaign aptly named, ‘Not Alone’ – was enthusiastically embraced by the community, and the fundraising goal was achieved in just 7-months. But, what really went on behind closed doors?  Join members from both organizations in this lively panel discussion on the challenges, benefits and ultimately, the potential, of conscious coupling in fundraising.

The Science Behind Fundraising: Leveraging neuroscience to raise more money from your donors
11:00 AM - 12:15 PM

Ryan Garnett, Harvey McKinnon Associates
Andrea Peponoulas, The Ottawa Hospital Foundation

What really makes millennials give? Why do some donors have a higher retention rate? How can you grow your acquisition program in a world where attention spans are shorter than ever? There’s no shortage of thoughts and ‘best practices’ from fundraising experts on these questions, but many of the ‘decisions’ donors make are hard wired into their brains. Join us as we cover the latest in neuroscience research to help you grow your fundraising program.

What's in a Name? Are Naming Rights at Risk?
11:00 AM - 12:15 PM

Vincent Duckworth, CFRE, ViTreo Group
Suzanne Duncan, MA, CFRE, Centre for Addiction and Mental Health Foundation

Naming rights are a crucial component of Health Care Philanthropy. Not everyone agrees. Recently, the government of Ontario issued guidelines restricting the naming of Hospitals in Ontario. As written, these guidelines fly in the face of one of the most important recognition and acknowledgement tools available to fundraising professionals. In this session, Canada’s leading expert on naming, Vincent Duckworth, will speak to this issue and how to advocate for the right to recognize donors in a challenging regulatory environment.

Questions? Email, or call 703-538-3156.