Cold Calling and Prospecting

Summary

Program Description:
What do you do when you have a great prospect that nobody knows? This happens all too often to development officers of all levels. For many staff who are growing a major gifts program this is often the majority of their portfolio of major gifts prospects.

This training will help you get focused, learn techniques, tips and methods to reach cold donors and get that first meeting. This training will also help you create a professional learning community so your entire field staff can benefit from each other’s success and experience.

If you want to reach new prospects, if you want to get to the prospects nobody else has been able to reach then this training is for you.

This training is commonly attended by field fundraising staff of all levels, Executive Directors, Prospect Research and Management staff and volunteers.

Speaker:
Armando Zumaya has been in fundraising for 32 years in a variety of roles that have given him a unique perspective on development offices, prospecting and role of prospect research/management. He is currently an active Chief Development Officer.

He has spent the bulk of his fundraising career as a Major Gift, Leadership Gifts and Annual Fund Officer on two $1+ billion dollar campaigns at Cornell University and the University of California, Berkeley. He began his career in 1985 as a canvasser for SANE/FREEZE in Los Angeles and Ithaca N.Y. where he led door to door canvassers in the field for 5 years. He has served in the Vice President of Development, Director of Major Gifts and Chief Development Officer, Annual Fund and Leadership Gift roles.

He is well known for his work in teaching prospecting, solicitation, cold calling, major gifts techniques and remote constituency fundraising. He has been a tireless advocate for improving the Prospect Researcher/Fundraiser relationship and creating a prospecting culture inside development teams.

He also speaks about the rise of Latino Major Giving in the US through his direct experience raising major gifts in the Latino community. He emphasizes the need for a new vision of Latino philanthropy throughout our nonprofit community.

He is a well known and well reviewed speaker. His session at the 2018 AFP International Conference was one of the few highlighted in the Chronicle of Philanthropy's coverage of that conference out of 116 sessions in their April 17th, 2018 issue.
He lectures at AFP, The Foundation Center, AFP Chapters, AFP Hemispheric, The Foundation Center, Development Executives Roundtable, APRA, APRA Chapters,CARA, SAWA, MARC, Compass Point, Blackbaud, Forum on Fundraising and Academic Impressions.

He has been widely published including the nationally acclaimed OpEd in the Chronicle of Philanthropy on March 24, 2014 entitled “Give Fundraising Researchers More Influence and More Credit”.He has also been published in the Grassroots Fundraising Journal, Currents (The Magazine of CASE) The Major Gifts Report Fundraising Compass, Bloomerang, Frost on Fundraising and others.

His three recent articles "The Crisis of Development Officer Short Tenures", "Silent Service" and "The Nonprofit Achievement Gap"has earned him national recognition.

He lives in Northern California and is a proud alumnus of the University of California, Riverside and Roosevelt HS in East Los Angeles.

Program Agenda:
Registration and Networking: 11:30AM
Luncheon Presentation: 12:00PM – 1:30PM

FEES
Please note if you preregister by March 18 the fees to attend are:
o Members - $25
o Regular - $40

Walk-ins are welcome but please note the cost at the door:
o Members - $35
o Regular - $50

Prepayment & Refund Policy:
AFPCCC hereby establishes the policy that attendance will be paid in advance by credit card. For members and attendees who want to pay by check, checks will need to be received one week before the event in order for them to be considered registered.

Please send checks to: AFPCCC, PO Box 215433, Sacramento, CA 95821.

You may cancel your registration and receive a partial refund minus a $5 processing fee by 5pm, Monday, March 18.

If you find you can not make it after the 48 hour cancellation, your registration can be used by another person but must pay the difference if applicable.

Details

  • When

  • Wednesday, March 20, 2019
    12:00 PM - 1:30 PM

  • Where

  • Sierra Health Foundation
    1321 Garden Highway
    Community Room
    Sacramento, California 95833
    9169224755

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