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Seize the Opportunity

Seminars for Raising Funds in Tough Times
High-Impact Strategies for Major and 
Planned Gift Fundraisers

Nashville, Tennessee - September 13-15, 2021

Costa Mesa, California - October 4-6, 2021

Cincinnati/Covington, Kentucky - November 1-3, 2021 


Philanthropy is critical — perhaps more than ever before to the vision you have for your organization and those you serve. Major and planned gifts are the lifeblood of your institution. We are convinced your donors will rally around your plans and bring resolve, conviction, and commitment if properly articulated and approached. So many of you we have spoken to have confirmed that your current fundraising efforts have resulted in an increase to your annual or major gift programs in unprecedented ways. Your donors are asking the question: How can I help… It is our responsibility as leaders to provide the funding priorities that will serve the greatest

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Through the Looking Glass: Self Reflection in a Polarized Society

As development professionals, we engage with donors, colleagues, and volunteers from various backgrounds on a daily basis. Sometimes, without meaning to, we judge people. These judgments affect our interactions and our workflow. We will explore research and personal experiences that will help us recognize our unconscious biases on our journey to become more effective fundraisers and better human beings.

Dynamics that Drive Major Gifts

Degree of donor involvement and sequence of donor decision making. Qualifiers — financial capability and cultivatable interest.

Keeping your Major Donors Close in a Social Distance World

Exploring ways to sustain and strengthen relationships with your Donors in an era of social distancing.

Cultivating Gifts from Millennials

A recent giving study concludes that today’s Millennial generation is fast becoming a major force in philanthropy. A noted economist recently shared this important fact, “Millennials will be the richest generation ever.” [Paul Donovan, Chief Global Economist, UBS Wealth Management] Are you ready for the Future of Philanthropy? We’ll discuss proven strategies to help you get there.

Identifying and Developing Successful Cultivation Plans

for major gifts probable donors, the 10% who give 90% of the philanthropic dollars.

Developing and Implementing Strategies for the Major Gift

We explore all areas of making a successful ask involving the Fundraiser, the Volunteer, and the Donor. There is extensive interaction and role playing that is fun and instructive. You will learn to design strategies so it is clear:

WHO does the Asking?
WHAT are you asking for?
HOW much are you asking for?
WHERE are you asking?
WHEN are you asking?

Responding To Objections

Great opportunity stands beside you in the form of objections. They are important because they tell you where you are in the solicitation process. You need to understand what the prospect really means by a question or expressed concern. This session will provide you with techniques for responding to objections and learning to interpret hidden meanings and messages. If there is hesitancy you need to probe and to listen.

Is it the institution?
Is it the project?
Is it the amount I asked for?
Is it the timing?

Preparing for a Donor Visit with the Leadership of Your Organization

This will be a panel discussion — During this session we will discuss the most important questions you must be able to answer before you make that donor visit. Do I have all the necessary information and research I’ll need on the person I’m calling on? Are the right people — from the donor’s side and from our organization — coming to the meeting?  What’s going on in the donor’s world right now? What pressures is he or she feeling (at work and at home). And, what do I think will be the important follow-up to this meeting? (You can’t leave a meeting without either a gift or a date for another meeting.)

Operation Turnaround

A Case on Tripling Your Fundraising Results in Three Years. Just as the proverbial rubber tree can experience phenomenal growth in the right environment, philanthropy can also experience transformational growth with the right conditions, pruning and cultivation. This session will guide participants through a case study of a three-year philanthropy operations turnaround, which resulted in 300% growth in contributions in just 36 months. Participants will walk away with tools and strategies for maximizing their philanthropy efforts for increased results.

Building Your Master Plan

New way for campaign planning including the feasibility study. Prepare staff, administration and board members to optimize success.

10 Secrets to Optimizing Your Online Donation Process for Maximum Dollars Raised and Retained

Donations made online is one of the fastest-growing gift channels. While it’s not yet a juggernaut, it is significant enough to pay attention to. And if your online gift processes aren’t operating according to best practices for user-experience and donor stewardship, you may be leaving a lot of money on the table.

The Art and Science of Retaining Digital Donors

Retention is your most important fundraising strategy, and your online donors are seriously at risk. Among all your donors, they are the least likely to renew their gifts — unless you take specific, creative steps to engage and thank them.

How to be Equitable and Inclusive in Diversifying Your Donor Base

Through an interactive session we will engage in a deeper understanding of how unconscious bias can influence our work in fundraising and how we might learn to be more inclusive in our prospecting efforts. 

Leadership and Program Inventory — Examining the “Verities”

What is true fundraising? The process of matching a donor’s vision with the vision of the organization to satisfy the needs of both. Common failures in seeking funds for worthy causes. Dollars chase ideas and never catch up to the need. You didn’t clarify the vision — you didn’t build your case for support. Authenticity beats audacity every time. As yourself, “Do you try to win or help? Do you present or involve? During this session we examine six important fundraising verities.

The Role of Women in Navigating a New Tomorrow

In their relentless pursuit of a better tomorrow, today’s most visionary women see the world not as it is, but what it could be — and then do something about it! Learn how to mobilize this powerful demographic. If you are not engaging them…someone else is. 

Philanthropic Analytics

Business intelligence provides insight on your Business intelligence, provides insight on your marketplace, and enables organizations to design strategies that resonate with their clientele, increase business activity and attract new customers. Philanthropic analytics does much the same. It begins with an analysis of your donor population and your prospective donors.

Seminar Online Registration 

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2021 Dates and Locations 


Nashville, Tennessee - September 13-15, 2021

The Nashville Marriott at Vanderbilt University
2555 West End Ave Nashville, TN 37203 
Phone: 615.321.1300
Seminar group room rate: $219 plus tax.
Last date for group rate is August 12, 2021.

Costa Mesa, California - October 4-6, 2021

The Westin South Coast Plaza
686 Anton Blvd Costa Mesa, CA 92626 
Seminar group room rate: $199 plus tax.
Last date for group rate is September 13, 2021.

Cincinnati/ Covington, Kentucky - November 1-3, 2021

The Marriott Cincinnati RiverCenter
10 West RiverCenter Blvd Covington, KY 41011 
Seminar group room rate: $169 plus tax.
Last date for group rate is October 10, 2021.


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Registration Fee

Standard Individual Registration: $1540 US
Group rate (4 or more): $1530 US
CEO or Supervisor: $1520 US

We offer discounted rates for CEOs/Supervisors (when they attend with staff), and for groups of 4 or more from the same organization.

Registration fee includes breakfast and lunch each day and reception on Monday evening from 5:00pm– 6pm

Breakfast - 7:15am
Program - 8:00am-5:00pm
Reception - 5:00pm-6:00pm

Breakfast - 7:15am
Program  - 8:00am-4:00pm

Breakfast - 7:15am 
Program - 8:00am-3:30pm

When attempting to take advantage of these special rates, please download our PDF Registration Form and send in ONE form per Registrant. Scan forms and email to: This email address is being protected from spambots. You need JavaScript enabled to view it. .

Online Registration does NOT allow for discounted rates or information for multiple Registrants.

Please call our office (800-234-7777) with questions regarding which rates may apply to your group or how best to register.

There is something quite special that happens when the CEO or supervisor joins a staff for a Seminar experience.

We are committed to this important concept and offer a special fee of $1520.00 for the CEO or Supervisor when they attend with staff.

Download Registration Form (PDF>> for checks, POs and credit card to mail.












    Who Should Attend

    • All staff, board members, volunteers involved in fundraising.
    • Organizations that can benefit from an infusion of gift income.
    • Newcomers to the field, and those who have been at it for awhile.
    • Fundraisers who want to grow professionally.
    • Those who would like to have their professional batteries recharged.
    • Those who want to become more effective and successful at fundraising.
    • Those who choose to be the best they can be.


    Throughout the day, at every break, faculty will be available to you to meet one-on-one to discuss any question you may have. We call this ParkBenching! There’s limited registration to ensure extensive 
interaction and provide maximum personal attention.

    Our commitment is to work with you during these very challenging times.  Our faculty have all faced challenges.  We understand what your organization is going through.  Together we will work through these challenges.  Between today and when we are together, we will have a clearer understanding of what we must all do to reach our greatest potential.

    Your Experience Will Be Unique

    Each Seminar in this ICG series is a combination of lecture and small group participation. Programs designed to take you through a series of strategies covering every element of major gift fundraising— from asking for the gift, Moves Management™ strategies, technology, data, and analytics.  Every step will address how we approach what is happening in fundraising today.

    Prioritizing High-Impact Strategies to Secure Your Greatest Success

    It is quite clear that difficult times emphasize the urgency and drama of compelling needs. Here’s what you need to remember. If you are not properly prepared, your fundraising program is almost certainly doomed to failure.

    In good times and bad. Is there a good time for your organization to raise money? Yes. When you are ready. That is a good time to raise money. Not one day before. These challenging times may necessitate a modified and targeted approach included in a special gift initiative, a mini-campaign or a capital campaign.


    CFRE Continuing Education Approved Provider Programs

    ICG is an approved provider of CFRE continuing education. Each year all courses presented are submitted to CFRE International for approval. And continuing education points.


    Here Are Some Things You Will Take Home From a 2020 Institute Seminar

    A Registered Certificate of Seminar participation and completion.

    PLUS...Valuable resources from our Tool Chest that will enhance your fundraising with more than two hundred presentation outlines, checklists, relevant reprints, and a host of fundraising tools to put to immediate use upon your return.

    PLUS...Regular mailings from the Institute & Jerold Panas, Linzy & Partners regarding new ideas in fundraising, pertinent new techniques, and innovative approaches to getting the gift.

    PLUS...A group of men and women— fellow alumni— with whom you will be networking and in regular contact.