Workshops


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Below is a list of workshops being offered at Expect Change 2016 National Community Relations and Development conference. You will have the opportunity to choose one of five intensive tracks, or you can choose from our general workshops, which include a wide variety of topics. 

If you have already registered for the NCRD conference, we highly recommend that you visit the conference mobile app site for the latest information. Please click here to access the mobile app site. On this site, you can register for workshops and view the conference schedule. 

First time on the app? Your username is the email adddress that you used to register for the NCRD conference. Need additional help? Stop by the registration booth and we will be happy to assist.


Intensive workshop tracks:

General workshops (non-track)


General Workshops:

Session 1: Wednesday, April 20 9:45 a.m.-10:45 a.m.

Successful Approaches to Planned Giving
Realizing more estate and planned giving gifts to benefit your command?  What makes a successful planned giving program and how can we generate more planned gifts to benefit your command area? This workshop will explore a variety of successful Planned Giving initiatives from around the country.  A panel of the Army’s leading planned giving representatives from the four territories will share proven strategies for promoting planned giving - what is working and how we can partner to secure the future of The Salvation Army.

National Media: A Peek Inside to What We Know About Your Donors
A presentation of facts about how, why, and which donors respond to national advertising campaigns. The workshop will also include key insights about both financial and in-kind donors, and where the two intersect.

5 Things You need to Know About the Adult Rehabilitation Centers
Take a look at another side of The Salvation Army and how their business model and digital media plan affect the overall brand promise revenue stream.

Fostering Good Corporate Relations
The manner in which for-profit and not-for-profit organizations work together has evolved, especially following the 2008 economic decline. Join us as we discuss how those changes have impacted the charity landscape, and how The Salvation Army can plan to maximize corporate partnership opportunities moving forward.

Figuring It Out: Who is Supporting TSA Now & Who Will Support It In The Future
This session will examine the current profile of our Salvation Army donors, how they came to be supporters, and why they continue to support at levels envied by other NPO’s. It will also examine the challenges and opportunities that exist for future support, including the engagement of the seemingly-elusive younger donors.

Pathway of Hope - A Major Gift Strategy
Pathway of Hope is rolling out across the nation just as the focus on poverty intensifies!  The Salvation Army aspires to break the cycle of poverty across the United States.  This workshop will share some ideas of what is being done across the nation to raise awareness and funds, and how you can develop a strategy to raise funds for this important initiative.
 

Session 2: Wednesday, April 20 11:15 a.m.-12:15 p.m.
 

Building & Sustaining an Effective Advisory Board
An effective Advisory Board is essential to achieve success in local Salvation Army service to your community.  This workshop will provide you the tools to assess your current board, create a plan for identifying and recruiting new members, build and sustain a board that has meaningful work to do, know what expectations are, and is charged with and held accountable for their achievement.  Topics will include structure and composition of an effective board, working well with officers, planning, monthly committee and board meetings that further your goals, engaging the board in fundraising, and more—including Q&A to address your questions and challenges!

Pathway of Hope 101
This presentation will introduce you to the guiding principles and implementation of The Salvation Army’s Pathway of Hope approach. It will also provide strategies for utilizing all available resources to improve programmatic outcomes.

Major Donor Game Plan
Major donor involvement is crucial to every successful annual, capital, or endowment campaign. This workshop will teach you how to identify, cultivate and solicit key donors with a practical six-step strategy: Research, Romance, Request, Recognition, Recruitment and Report. Come learn how to invite major donors to be a part of what God is doing through your corps.

And The Survey Says …
TrueSense Marketing recently completed a poll of TSA’s prime prospective donors in all four Territories. The results enable us to make statistically reliable analyses of these donors by age, and we will be presenting the key findings and recommendations. This is a unique opportunity to listen to our current and future:  How do they see us? What do they think we should be doing in their community? What channels do they use with other charities? How does this vary by age? By Territory? And how can we use this information when building a strategy?

Are We Still America's Favorite? Brand Tracking and Social Listening Results
What does the rest of the country think about The Salvation Army? See national tracking study results showing how The Salvation Army stacks up on things like recognition and favorability. The workshop will also include social media listening and chatter analysis showing overall brand conversation and sentiment.

Motivations of High-Net-Worth Donors
As more high net worth donors sign the giving pledge and commit to dedicate the majority of their philanthropy, do you wonder how The Salvation Army can access some of that resource? Using the biennial Study of High Net-Worth Philanthropy sponsored by  Bank of America based on research conducted by the Indiana University Lilly Family School of Philanthropy, we’ll delve into the motivations, inclinations, and attitudes the those wealthiest donors.

How to Stay Positive in Challenging Times
Major Gift jobs are challenging.  How do you deal with No’s?  How do you deal with call after call when no one answers? What happens when you are just having a bad day?  Come learn some strategies on how to stay positive. This session is based on Norman Vincent Peale’s writings including The Power of Positive Thinking.


Session 3: Wednesday, April 20 2:15 p.m.-3:15 p.m.
 

Have a Plan: Strategic Planning for Advisory Board Members
This workshop is strategic planning simplified, designed for board members as a tool to help get results.  The conversation objective is to equip and assist board members – from small community boards, to large metro board – achieve maximum program impacts, efficiently and effectively.

Capital Campaign…..Once In a Life Time Is NOT Enough
Few development initiatives are as visible as a capital campaign. You will learn key elements required for planning and carrying out a capital campaign.

Angel Tree & More - The Joy of Helping 50,000 Children
Bringing Christmas to 50,000 children each year is all part of the Angel Tree program in the Dallas-Fort Worth area. Learn about a highly-successful model that doesn’t stop at the tree. There are exciting new avenues for growth in financial donations that fill the gap between the due date for Angel Tree gifts and the remaining shopping days of the season. Make sure your late shoppers have an opportunity to donate!

But Did it Work? How to Measure Success and Set Expectations for Your Campaign Hard-to-Measure Advertising Tactics
See how to measure your campaign in new ways. This workshop will tackle ways to show measurement beyond impressions and return on investment. Most importantly, it will help guide you and your team in setting the right expectations in order effectively measure a campaign.

The Spirituality of Fundraising
This workshop is best described using a quote by Mother Teresa - "in this life we cannot do great things, we can only do small things with love." Too often there is an anxiety asking for support through the investment of time, money, gifts-in-kind and services. Drawing on life experiences and service to The Salvation Army as an integrated marketing and strategic fundraising vendor/partner, we will share the impact and success witnessed in and through development professionals throughout the country who approach their fundraising efforts as a form of ministry.

Sharing Major Gift Best Practices - Come Ask Questions and Share with Your Colleagues
Do you have some great strategies you would like to share with your colleagues? Do you have a question you would like to ask your colleagues?  Come share & learn from Major Gifts staff throughout the United States.  We will share best practices and what has been effective for others in the field.
 

Session 4: Thursday, April 21 9:45 a.m.-10:45 a.m.


How to Craft Fundraising Offers that Motivate Donors
A new generation of Boomer donors is quickly replacing our traditional donors. These Boomers are action oriented. Their parents give out of duty; they give to change the world. That's why your fundraising offer, or call to action, is more critical than it ever has been.  Jeff Brooks, creative director at TrueSense Marketing, will show you how to build fundraising offers that excite your donors, motivate them to give, and keep them bonded and engaged with you for the long haul. Learn some specific offers that highlight The Salvation Army’s life-changing work.

How to Build the Best Officer- Advisory Board Member Relationship
The Advisory Board can and should be one of the strongest and most efficient tools of the local Salvation Army to accomplish its Mission.  In this Workshop we will explore some of the common reasons for Boards not reaching their full potential and discuss strategies to build the strongest Boards possible within the Corps community.  We will approach the topic from the Corps Officer and the Board Chair perspectives.  This Workshop is designed to be very practical" and not theoretical so attendees will walk away with healthy options to explore when they return home."

Understanding the Doing the Most Good Brand Strategy
This workshop will review the origins of the Doing the Most Good brand strategy, how Spherical® Branding works, and a review of the most recent national brand tracking research. Expect to receive some tangible next steps for stronger branding in your area, and see how The Salvation Army's brand stacks up against other charities in the minds of our donors and the general public.

Stellar Special /Fundraising Events: A How-to-Guide
This workshop will focus on best practices for special events fundraising and include tips on getting your advisory board more involved in your events as well as ideas for special events fundraising for your Kroc centers .

Content Is King!
The Holy Grail in online engagement is strong, compelling content that people want to share. Video, infographics, storytelling, creating key moments…learn how content can help you create deep and lasting relationships with existing and future supporters.

Helpings from the Heart: Thanksgiving Dinner
This workshop will present one of the largest Thanksgiving Meals in The Salvation Army world, which has been providing over 17,000 Thanksgiving meals for the people of Orlando, Florida and in partnership with Golden Coral Restaurants for past 23 years. In addition, to basic information about this event, and the resources needed for it to take place, this workshop will also discuss crucial corporate partnerships as well as the organization and logistics needed to recruit and organize the 800 volunteers who serve at this event each year.

Becoming a Game Changer….America’s Strategic Impact in the International Army
At The Salvation Army World Service Office (SAWSO), we believe changing the world is possible. At any given time, our team is overseeing 160 plus projects around the world, providing community driven solutions to poverty where the Army is active. But what does SAWSO do? And how are you, as a part of the U.S.A. Salvation Army, such an integral part of the organization’s global work as both stakeholder and invested change-maker? Learn about SAWSO’s vision for the future; engaging fundraising opportunities for Salvation Army U.S.A. World Missions; and how your vital support is helping SAWSO and the global Army change the world. This workshop is for those interested in learning more about the international work and impact of the Army, the supporting role of the U.S.A. Salvation Army in services abroad, and for anyone asking, “What in the world is SAWSO?”

Keeping Donors Close - Stewarding Major Gift Donors
Do you want to be a Rock Star fundraiser……Join us….. The brand of The Salvation Army is powerful. Owning your purpose to serve the poor , your passion for the work and with faith in your heart, you will be successful. As you focus on what is meaningful to your donors and learn to meet them where they D20; you will bring them into a closer, more personal relationship with The Salvation Army and you will be empowered to reach goals that you have yet dared to dream, turning small ideas into BIG opportunities!
 

Session 5: Thursday, April 21 11:15 a.m.-12:15 p.m.
 

An Officer's Guide to Implementing Pathway of Hope
Pathway of Hope is what everyone’s talking about in The Salvation Army.  But you may be wondering exactly what it is and how it may affect you and your appointment.  This workshop will answer those questions and more!  Whether an officer, employee or volunteer, you will soon be interacting with Pathway of Hope and this workshop will help you be better prepared for that opportunity.  A panel of individuals that have already implemented Pathway of Hope will be on hand to talk about their experiences (positive and otherwise) and to provide best practices as you prepare to implement this national initiative in your community.

Activating the Next Generation: How to Start an Echelon
Echelon is a community of professional young adults that work alongside The Salvation Army. Echelon seeks to engage the next generation by providing opportunities of fellowship and networking, donations and fundraising, and service and volunteering. This workshop is a practical guide for introducing the strategy to start and successfully thrive an Echelon in your community.

Touched by an Angel:  Are We Sitting on a Gold Mine?
The Salvation Army’s Angel Tree donors represent the largest group of under-thanked and under-cultivated partners that we have.  What can we do to change that?

Adult Rehabilitation Centers
This workshop will discuss the foundational pillars of the Adult Rehabilitation Centers (ARC) program, plus how the operational changes and a "One Army" approach is transforming the future of this vital mission.  Takeaways will be:  1) an understanding of the ARC Program; 2) recent changes to become more effective and efficient through a national strategy and a One Army approach; and 3) internal and external threats and potential partnerships for donations in-kind.

Service Extension : Where No Salvation Army Has Gone Before
This session provides participants with an overview of The Salvation Army mission, funding (including multi-vendor direct mail approach), and service delivery addressing unmet needs including disaster relief work. It will also cover the work of The Salvation Army in the regions’ smallest communities, run by volunteers as part our Service Extension department. Across the USA, thousands of volunteers represent the Army in their smaller communities. Learn how the Service Extension Program is changing to meet the 21st century needs of residents in those communities.

Building a Successful Media Strategy
Paid media doesn't have to be a mystery. In this workshop we will give you tips for developing strong fundraising and brand building media plan on the local level that leverage the powerful paid media we plan and place nationally for Christmas, disaster response, and the Adult Rehabilitation Centers.

Meetings Make Money: How to Get Major Gift Visits
This fun and dynamic workshop will focus on moving a donor from a prospect to a productive personal visit. You will discover proven strategies that make qualifying new donor prospects both effective and enjoyable. The workshop will also feature some like hacks for Salvation Army DRD’s to save time, locate donors and cut through some of the clutter.

 

Intensive Tracks

Attendees should take all 5 courses in a track

 

Digital Fundraising
 

Email Performance Review: Wondering how your email marketing stacks up?
See the results of Salvation Army email campaigns across the past fiscal year. The goal of this session is to clearly identify what is working, what isn't working and how we can best grow our email programs in every division.  We will review the insights from all the data collected and publish the data for more in depth review of open rates, click thru rates, revenue, marketing vendor, list size, population, etc.
Wednesday, April 20, 9:45 a.m.-10:45 a.m.

Content Marketing: What National is Doing and What you can do to Enhance Your Digital Presence
A workshop on building content that is designed to increase traffic to your website and drive online giving conversions.  In The Salvation Army we create a lot of content, let's see how we can put that content to work for us.  This session should cover the core concept of content marketing as well as highlight specific case studies of how this works with the Army.  See a review of this technique here: http://hubspot.com/inbound-marketing
Wednesday, April 20, 11:15 a.m.-12:15 p.m.

Digital KPIs - The Top 10 Numbers You Should be Watching
Overwhelmed by too many tweets, posts, emails, websites, blogs, and general twitter sphere?  Do you stay busy creating content buy never seem to be moving the needle?  Take a look at the top 10 metrics that drive your fundraising success.  Focusing on the key revenue driving components of your digital initiatives can help you cut out the fluff and drive towards higher quality marketing.
Wednesday, April 20, 2:15 p.m.-3:15 p.m.

FORUM:  Successes, Ideas and Needs Assessment for Digital Marketers
We know that we learn the most from our peers who are doing the work, day in and day out.  This session is designed to be an open facilitated dialogue for digital marketers to say what is working, what is needed and collaborate with one another.  Hear case studies, budgets and plans for the year.
Thursday, April 21, 9:45 a.m.-10:45 a.m.

The Expanding Digital Advertising Market: What National is Doing and What you can do to Enhance Your Digital Presence
A detailed account of the digital advertising buy from national followed by a highlight of places where divisional and local units can engage in additional digital advertising without competing with the national buy.
Thursday, April 21, 11:15 a.m.-12:15 p.m.

 

Advanced Communications
 

Disaster Protocols and Opportunities
Be prepared for a natural disaster in your area by reviewing objectives, key messages, best practices and pitching tips before the worst happens. Session will also focus on disaster anniversaries, storytelling and roles and responsibilities for communications and fundraising at a national, territorial and divisional level.
Wednesday, April 20, 9:45 a.m.-10:45 a.m.

Becoming a Better Spokesperson: Media Training Exercise
Put your skills to the test! This session will provide group and individual practice exercises in answering difficult questions while accomplishing your own interview agenda!
Wednesday, April 20, 11:15 a.m.-12:15 p.m.

The Salvation Army Brand in a Social World
Learn all the ways the Army is staying relevant with core and new audiences on social channels.
Wednesday, April 20, 2:15 p.m.-3:15 p.m.

Strategic Messaging and Pitching
How do we bring the Army’s brand to life through compelling messages, stories and thought leadership strategies? Session will focus on the importance of consistent messaging about the size, scope and significance of The Salvation Army, on finding and packaging human stories that bring our mission to life, and sharing examples of successful pitches —  all within the context of the changing landscape of news and information.
Thursday, April 21, 9:45 a.m.-10:45 a.m.

Managing Hot Topics - Ministry and Messaging to the LGBT Community
An overview of communications challenges with suggested responses, approved messages and resources at your disposal. Focus will include efforts to strengthen relationships with the LGBT community.
Thursday, April 21, 11:15 a.m.-12:15 p.m.

 

Planned Giving
 

Raising Blended Gifts
This session will examine how major gift and other development officers and gift planners can work together to create larger gifts using blended gift strategies.  We will use case studies from our clients to review the donor and institutional issues that need to be managed when securing these gifts.
Wednesday, April 20, 9:45 a.m.-10:45 a.m.

Preparing Your Donors for the Real Estate Gift Journey
At Kaspick & Company, the average size of a trust created with real estate is between three and four times that of trusts created with cash and securities.  From talking to our clients, we know that outright gifts of real estate are also generally larger.  However, guiding a donor through a real estate gift can be complicated and fraught with unwanted surprises.  The key to a successful real estate gift (one that involves a happy institution and a happy donor) is to appropriately set the donor’s expectations for the journey ahead.  We will take you on a “guided hike” through real estate gifts, giving you all the information you need to prepare your donor for this exciting and rewarding journey.
Wednesday, April 20, 11:15 a.m.-12:15 p.m.

In a Small Town All You Have is Your Reputation
Ethics matters greatly in gift planning because the gift planner can be privileged to hear and consider information that is personal and private to an individual.  How does a gift planner handle this, in a development department that wants to know who, what, when and how much?  How does the gift planner juggle confidentiality with the charity’s need to document certain matters, and how does s/he represent their role to the donor or prospect?  The Model Standards of Practice for the Charitable Gift Planner will be featured in this thought provoking presentation.
Wednesday, April 20, 2:15 p.m.-3:15 p.m.

Tax Law Update Plus Gift of Complex Assets
This session will begin with an overview of the provisions of recent and proposed tax legislation that are most important for charitable gift planners.  We will then analyze the legal, tax, and practical issues that arise when gifts are funded with complex assets, including tangible personal property and interests in limited liability companies (LLCs).  Both segments will be illustrated with examples.
Thursday, April 21, 9:45 a.m.-10:45 a.m.

IRA Planning: Today’s Planning Avoid Tomorrow’s Mistakes
This workshop discusses up to 10 commonly encountered problems in planning for IRA including the estate tax allocation strategies, the ability of creditors to seize IRA assets, IRA pledges and loans, net unrealized appreciation, IRAs and divorce and avoiding the early distribution penalty.
Thursday April 21, 11:15 a.m.-12:15 p.m.

 

Advanced Development Professionals

 

Creating a Strategic Development Plan
Effective fundraising depends on effective fundraising planning and rigorous execution.  Planning includes a thorough review of six fundraising management functions:  analysis, planning, execution, control, evaluation and professional ethics.  The workshop will include a handy tool for managing the process.
Wednesday, April 20, 9:45 a.m.-10:45 a.m.

Institutional Readiness for Fundraising Based on a Values Exchange Approach
Fundraising takes place in an ever-changing environment.  We will explore how to involve donors in the organization mission in order to build long-lasting, trusting relationships.
Wednesday, April 20, 11:15 a.m.-12:15 p.m.

The Development Process
Donor cultivation takes place across several vehicles and approaches and takes a team effort.  Learn how to work with donors based on the relationship history with the organization. Learn how the divisional commander, leadership volunteer and development professional work together to attract transformational gifts.
Wednesday, April 20, 2:15 p.m.-3:15 p.m.

The Process of Asking for a Gift
There are three dimensions to asking for a gift:  an exploration of the psychology of asking for money, the identification and cultivation of the prospects who will be asked and the solicitation itself.  We explore the three dimensions through a major gift solicitation simulation.
Thursday, April 21, 9:45 a.m.-10:45 a.m.

Dynamic Influences on Giving
Motivations for giving vary across genders, net worth and generations.  Giving is also influenced by the state of the economy.  We will review factors that influence giving and talk about how to navigate them.
Thursday April 21, 11:15 a.m.-12:15 p.m.

 

Major Gifts

 

Part 1: Advanced Major Gift Strategy- Lining Up “The Rights” for Fail Proof Major Gift Solicitations
Our goal is to inspire donors generously and joyfully to invest in an organizational priority.  Once we determine the Right Purpose, Right Amount to Request, Right Solicitation Team, Right Time, Right Decision Makers, Right Place and Right Materials, we are sure to receive an enthusiastic, “Yes.”  In this scenario and problem solving Major Gift Lab, you will explore all “The Rights,” determine what if anything is missing and what needs to happen next.  Get GREAT at this almost final step and your yes rates will soar. This track will include a major gift lab working through complex, real life case studies tailored to your organization. This workshop will provide, sophisticated visit planning and strategy development for relationships that build from discovery through solicitation for a major gift. This session includes refresher training in moves management, strategic questioning, and offers intensive role-playing. We guarantee it will burnish skills and take your major gift work to the next level.
Wednesday, April 20, 9:45 a.m.-10:45 a.m.

Part 2: Advanced Major Gift Strategy- Lining Up “The Rights” for Fail Proof Major Gift Solicitations
Our goal is to inspire donors generously and joyfully to invest in an organizational priority.  Once we determine the Right Purpose, Right Amount to Request, Right Solicitation Team, Right Time, Right Decision Makers, Right Place and Right Materials, we are sure to receive an enthusiastic, “Yes.”  In this scenario and problem solving Major Gift Lab, you will explore all “The Rights,” determine what if anything is missing and what needs to happen next.  Get GREAT at this almost final step and your yes rates will soar. This track will include a major gift lab working through complex, real life case studies tailored to your organization. This workshop will provide, sophisticated visit planning and strategy development for relationships that build from discovery through solicitation for a major gift. This session includes refresher training in moves management, strategic questioning, and offers intensive role-playing. We guarantee it will burnish skills and take your major gift work to the next level.
Wednesday, April 20, 11:15 a.m.-12:15 p.m.

Part 3: Advanced Major Gift Strategy- Lining Up “The Rights” for Fail Proof Major Gift Solicitations
Our goal is to inspire donors generously and joyfully to invest in an organizational priority.  Once we determine the Right Purpose, Right Amount to Request, Right Solicitation Team, Right Time, Right Decision Makers, Right Place and Right Materials, we are sure to receive an enthusiastic, “Yes.”  In this scenario and problem solving Major Gift Lab, you will explore all “The Rights,” determine what if anything is missing and what needs to happen next.  Get GREAT at this almost final step and your yes rates will soar.This track will include a major gift lab working through complex, real life case studies tailored to your organization. This workshop will provide, sophisticated visit planning and strategy development for relationships that build from discovery through solicitation for a major gift. This session includes refresher training in moves management, strategic questioning, and offers intensive role-playing. We guarantee it will burnish skills and take your major gift work to the next level.
Wednesday, April 20, 2:15 p.m.-3:15 p.m.

Part 1: Planning for and Securing Ultimate Gifts
How to bring in seven eight figure gifts for senior major gift staff who have been with The Salvation Army for at least 3 - 5 years with experience in major gift solicitation. You must take both 9:45 and 11:15 session.  Do you have the right mental orientation to effectively work with your high capacity donors in creating the largest gifts they may ever make?  Explore your attitudes and readiness to move forward at the highest level.
Thursday, April 21, 9:45 a.m.-10:45 a.m.

Part 2: Planning for and Securing Ultimate Gifts
How to bring in seven eight figure gifts for senior major gift staff who have been with The Salvation Army for at least 3 - 5 years with experience in major gift solicitation. You must take both 9:45 and 11:15 session.  Do you have the right mental orientation to effectively work with your high capacity donors in creating the largest gifts they may ever make?  Explore your attitudes and readiness to move forward at the highest level.
Thursday, April 21, 11:15 a.m.-12:15 p.m.