Wednesday, April 3 3:00 pm - AAMC's member profile

2013 GIA National Professional Development Conference 

April 3 - 6, 2013 

Development 

Wednesday, April 3 

3:00 pm - 4:00 pm Orientation Session for New GIA Members and First- 

Time Attendees 

Overview of GIA. Meet your "conference orientation guide" 

and learn how to navigate the conference. 

Room 307 

4:15 pm - 6:30 pm Opening Plenary Session: Becoming Dr. Q: A Real Life 

Lesson in the Power of Positive Action 

Moderator: 

Grand Ballroom West 

Joni Westerhouse 

Assistant Vice Chancellor for Medical Public Affairs and 

Executive Director for Medical News 

Washington University in St. Louis School of Medicine 

Speaker(s): 

Alfredo Quinones-Hinojosa, M.D. 

Assistant Professor of Neurosurgery and Oncology; 

Director, Brain Tumor Surgery Program; Director, Pituitary 

Surgery Program 

Johns Hopkins Bayview Medical Center 

From the humblest beginnings in Mexicali, Mexico, Dr. 

Quinones-Hinojosa literally jumped the border fence into 

the United States for a better future. He had no money and 

couldn't speak English, but he had an unparalleled drive to 

succeed and make a positive impact. The story of his 

journey from migrant farm worker to internationally 

renowned neuroscientist and neurosurgeon is inspirational. 

Dr. Q. is a powerful contributor—both clinically and in his 

community—and a living example of the power of positive 

action. 

6:30 pm - 7:00 pm Exhibitor Walk-Through Reception 

Attendees exit ballroom and visit with exhibitors (and enjoy 

a glass of wine) on their way to the opening reception area. 

7:00 pm - 9:00 pm Welcome Reception, Buffet Dinner 

Sign up for Thursday night's dine-arounds 

Thursday, April 4 

2013 GIA National Professional Development Conference April 3 - 6, 2013 

7:30 am - 8:30 am Continental Breakfast and Time to Visit Exhibitors Grand Ballroom East 

© 2013 AAMC. All rights reserved www.aamc.org 

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8:30 am - 10:00 am Development Track Session (A): People Who Need 

People: The Role of Professional Philanthropic 

Advisors in Transformational Gifts 

Moderator: 

Diane McKeever, M.M. 

Senior Vice President, Philanthropy and Chief 

Development Officer 

Rush Medical College of Rush University Medical Center 

Speaker(s): 

Rupa Balasubramanian 

Program Officer, The Streisand Foundation 

Tabankin Associates 

Richard Brown 

Chairman and Chief Executive Officer 

JNBA Financial Advisors 

Alexandra Carter, MBA 

Chief Development Officer, Academic Institutes 

Cedars-Sinai Medical Center 

Arthur J. Ochoa, J.D. 

Senior Vice President, Community Relations & 

Development; Chief Development Officer 


Faced with many worthy but competing causes, major 

donors are increasingly turning to professional advisors to 

help plan their philanthropy for maximum impact. To be 

successful in the realm of major, principal and 

transformational gifts, academic medical centers must 

create meaningful relationships not only with their major 

donors, but their donors' advisors as well. 

This session will provide a case study of Cedars-Sinai 

Medical Center's relationship with a major donor and that 

donor's personal philanthropic advisor. The strong 

partnership between the donor, advisor, and development 

contributed to a multifaceted relationship in which the donor 

became a prominent ambassador to the medical center. In 

keeping with the theme of partnership, the session will 

include perspectives from both the philanthropic advisor 

and the development executive on the keys to advancing a 

productive working relationship. 

A second case study will feature a financial advisor who 


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has guided a billionaire businessman in his philanthropy, 

and who also has a personal passion for the advancement 

of medical research and serves on the boards of a local 

hospital as well as a global hearing organization. His 

perspective as a professional partner as well as a volunteer 

will provide valuable insight into how the relationship 

between client and financial advisor is structured, when and 

how philanthropic discussions are initiated, and the 

considerations and deliberations an advisor takes into 

account in working with his/her clients. 

8:30 am - 10:00 am Development Track Session (B): Developing A 

Collaborative Principal Gifts Program to Inspire 

Transformative Gifts 

Moderator: 

Regency Ballroom 1 

Andrew K. Welch 

AVP UW Medicine 

University of Washington School of Medicine 

Speaker(s): 

Martin Grenzebach 

Chairman 

Grenzebach Glier and Associates 

Mary Ann Kiely 

Associate Vice President for Development, UF Health 

Science Center and Vice President for Development 

Shands Healthcare 

Becky Malkerson 

President and Chief Executive Officer 

Minnesota Medical Foundation 

Securing transformational philanthropic investment is an 

aspiration our institutions all have in common.This session 

will feature a case study of a new principal gifts program 

that has been established at the University of Minnesota 

and the Minnesota Medical Foundation with partnership 

from lead counsel from Grenzebach Glier and Associates. 

We will also learn how a complex principal gift was secured 

through teamwork at the University of Florida Health 

Science Center. Are we operating in a manner that is truly 

donor-centered? Are we structured properly to leverage 

input from all the right leaders at the institution? Are we 

developing the big ideas and presenting them in the most 

compelling manner on behalf of the institution at the highest 

level? These are all questions addressed in this session. 


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We will look at the big picture of how a principal gifts 

program is established as a result of comprehensive 

feasibility study, organizational development, and feedback 

from donors on how they view their relationship with the 

institution. And, we will review the anatomy of a successful 

principal gift, including the complicated process of closing 

from start to finish and the lessons, trials and tribulations 

along the way. 

8:30 am - 10:00 am Development/Marketing Track Session: The “Channel 

Partner” Connection: How Cross-Office Collaboration 

Stretches Your Communications Resources and 

Elevates Your Institutional Message 

Moderator: 


Terri Rutter, M.A. 

Campaign Communications Director 

New York Presbyterian Hospital (Columbia Campus) 

Speaker(s): 

Lisa Aaronson 

Executive Director of Donor Relations 

Rush University Medical Center 

Kimberly Sareny 

Director of Graphic Design and Brand Management, 

Marketing and Communications 


Elizabeth Sloan 

Senior Director of Campaigns & Operations 

Stanford University 

Don't have the resources to do as much communicating 

with external audiences as you'd like? You probably have 

more capacity than you think, if you carefully survey all the 

public-facing partners in existence across your 

institution.Our experienced panel of communications, public 

affairs, development and creative services professionals 

have found ways to complement each other and leverage 

their resources in the service of larger institutional 

advancement. What do these collaborations look like? 

What are the challenges and pitfalls? How do you keep the 

need for consistent institutional messaging front and center, 

when the members of the team live in different 

departments? Is brand integrity an impossible dream? Our 

panelists will share what they have learned about 

successful collaboration and the that work against it. They 

will offer concrete steps for implementing the most 

important elements of a collaborative effort at your 


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institution and invite you to share your own challenges and 

brainstorm solutions with those who have been there. 

8:30 am - 10:00 am Master Class: You are Not Alone: Building Bridges 

Between Campuses 

Moderator: 


Larry Schafer 

Vice Provost, Development, Weill Cornell Medical College 

Weill Cornell Medical College 

Speaker(s): 

Barbara Frajola Atkinson, M.D. 

Executive Vice Chancellor UK Medical Center and 

Executive Dean 

University of Kansas School of Medicine 

Stephanie Grinage 

Vice President for Medical Development, KU Medical 

Center 

Kansas University Endowment 

A. Drue Jennings 

Founding Board Chair, Advancement Board an 

organization of University of Kansas Medical Center, The 

University of Kansas Hospital, The University of K 

University of Kansas Hospital 

Roy A. Jensen 

Director, The University of Kansas Cancer Center 


Jeff Kennedy 

Immediate Past Chair of the 4-Wichita Board 


When people think of Kansas, wide open spaces come to 

mind. That's not ideal when the state's only academic 

medical center campuses are in urban Kansas City to the 

northeast, another campus in south central Wichita, and a 

third, new campus - home to the smallest medical school in 

the country - in the middle of the state. Through both the 

creation of an 85 member national advisory board and its 

statewide sister organizations and a paradigm shift in 

attitude about the critical importance of collaboration, KU 

Endowment has successfully built bridges where none 

existed before. This powerful "Advancement Board" model 

joins community advocates with leadership from the 


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academic medical center, the physicians group and our 

development team for the advancement of the whole. At 

this session, you will learn how to assemble and utilize a 

board of your strongest advocates. We'll also discuss best 

practices for successful communication across campuses 

and explore what platform will work best in your institution. 

10:00 am - 10:30 am Break, Network with Participants, and Visit Exhibits 

10:30 am - 11:45 am Alumni Relations/Development Focused Discussions: 

Strengthening Donor Readiness through Annual Giving 

and Major Gifts Partnership 

Facilitator(s): 

Diplomat Ballroom 4 

Jason Gray 

Executive Director for External Affairs 

Case Western Reserve University 

Suzanne Sopa 

Senior Director for Annual and Special Giving/Interim 

Executive Director for Annual Giving, CWU 

Case Western Reserve University School of Medicine 

First session is 10:30-11:05 am; Second session is 11:10- 

11:45 am. Focused discussions are conducted at tables or 

in small meeting spaces to facilitate conversations about 

pertinent topics, trends, or issues. Facilitators will present 

their own perspectives and relate their experience with the 

topic, but conversation and discussion among participants 

is strongly encouraged. Select a focused discussion topic 

for the first 35 minutes (10:30-11:05 am), and then move to 

your second selected topic for the final 35 minutes (11:10- 

11:45 am). Each discussion will be conducted in both time 

blocks, so feel free to move from one GIA discipline to 

another. Too often major gifts and annual giving are seen 

as living in separate worlds....and what about the mid-range 

donor that doesn't seem to live anywhere? Major gift 

programs often overlook the impact that a special giving 

program can have in preparing prospects to become major 

gift donors. We will discuss our approach and lead the 

conversation on how best to build this important pipeline of 

donors. Join this lively discussion around bringing these 

two teams together in order for your alumni and prospects 

to reach their full giving potential. 

10:30 am - 11:45 am Alumni Relations/Development/Marketing/Public 

Relations/Public Affairs Focused Discussions: How to 

Rename a Medical School in 60 Days or Less 




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Derik Hertel 

Dartmouth Medical School Director of Communications and 

Marketing 

Geisel School of Medicine at Dartmouth 

Mark A. Notestine, Ph.D. 

Assoc Dean for Advancement, Assoc VP for Development 


Gary Snyder, , MS 

Associate Vice President for Health Affairs 

Communications & Marketing/Assistant Dean of 

Advancement 













another. Imagine needing to completely change the visual 

identity standards of your medical school in just two months 

- while not being able to identify the name or even 

reference the word "gift" or an amount. That's what 

Dartmouth's new advancement team was challenged with 

when the institution honored Audrey and Theodor Seuss 

Geisel for their lifetime of generous support. You'll learn 

how they balanced communication with confidentiality, how 

they developed messaging and a new logo without 

revealing the news. The Dartmouth team will share their 

contingency plans, their checklists and the unplanned 

issues that arose. Even if you have more than 60 days, 

you'll benefit from the experiences and best practices this 

team will share. 

10:30 am - 11:45 am Development Focused Discussions: “I like you, but… I 

want to see your business plan” 



Martha Nosal 

Executive Director of Major Gifts 



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Cathy Spicola 

Director of Development, Masonic Cancer Center 

University of Minnesota Medical School 

Erik J. Thurman 

Senior Associate Vice President, Development 

Minnesota Medical Foundation 




pertinent topics, trends, or issues.Facilitators will present 








another. Donors rarely say, "We trust you to put our money 

where it is needed most." More often we hear, "What is the 

strategic plan for this program?" Today's sophisticated 

donors are industry leaders, entrepreneurs, and often savvy 

investors who live in a world that measures success by 

return on investment, sustainability, marketing strategy, 

market share, and impact. Like any investor, they want to 

see a detailed business plan. This discussion will address 

the following questions: Who drives the vision—donor or 

institution? How is a strategic vision different from a list of 

fundraising priorities? Are we prepared to answer the hard 

questions our donors are asking? Do we have the skills to 

develop a compelling, comprehensive, and strategic 

business plan? How do we balance the significant time it 

takes to build a business plan-based case while 

maintaining focus on donor development? Does our 

stewardship strategy meet the expectations of these 

sophisticated donors? 

10:30 am - 11:45 am Development Focused Discussions: Ethics and the 

Aging Donor: What is a Fundraiser to Do? 



Jodie Miner 

Senior Director for Philanthropy 

University of Washington 





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another. By age 90, one third of people experience some 

form of dementia or memory loss. With the aging of the 

baby boomers, the number of people in this age group in 

the United States is expected to double by 2040. We 

expect an unprecedented transfer of wealth between baby 

boomers and charitable institutions in the coming decades, 

but even as philanthropic opportunities increase, 

fundraisers and alumni relations professionals will need to 

become more aware of issues related to working with aging 

donors and their families. In this discussion session, we will 

discuss the ethics of working with older donors, particularly 

those with memory loss, and discuss our responsibilities as 

fundraisers and alumni relations professionals. Participants 

in this session will be asked to share their experiences and 

questions. The goal is to develop a better understanding of 

ethical responsibilities and best practices and to brainstorm 

tactics for tricky situations. 

10:30 am - 11:45 am Development Focused Discussions: Evaluating Your 

Development Program Using Top Attributes 



Mary Ann Kiely 

Associate Vice President for Development, UF Health 

Science Center and Vice President for Development 

Shands Healthcare 












another. While we all strive to improve our alumni relations 

and development programs, we rarely take the time to 

evaluate them as a team and include your Dean. The 

audience will decide what the top 10 things they want to 

measure in their respective schools, weight them, identify 

areas where they can improve and leave with a format 

ready to implement as soon as they get back to their 

offices. 

www.aamc.org 

© 2013 AAMC. All rights reserved Page 9 of 31



another. While we all strive to improve our alumni relations 

and development programs, we rarely take the time to 

evaluate them as a team and include your Dean. The 

audience will decide what the top 10 things they want to 

measure in their respective schools, weight them, identify 

areas where they can improve and leave with a format 

ready to implement as soon as they get back to their 

offices. 

10:30 am - 11:45 am Development Focused Discussions: How to Get Your 

Dean on the Road and in Front of Your Donors 



Joan Andrek 

Director of External Relations 

University of Florida College of Medicine 

Kathleen R. Murray 

Senior Advisor, Alumni Relations and Development 













another. Your dean may be your most powerful advocate 

for philanthropic support, yet the mountain of administrative 

responsibilities your leader faces may be the most 

significant obstacle to getting in front of donors. This 

session will demonstrate how to capitalize upon your Dean 

or other institutional leaders' schedule, including using 

existing travel plans to intersect with donors and prospects. 

You will learn how powerful speaking points, a well-placed 

audience, and strategic use of hosts and co-hosts can 

create a winning event, complete with personalized followup 

and stewardship strategies. 

10:30 am - 11:45 am Development Focused Discussions: The Five Tool 

Fundraiser 



Christopher Looney 

Corporate Vice President and Managing Director 

CCS 








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another. In baseball, the best all-around players are said to 

have five tools. These players excel at hitting for average, 

hitting for power, base running skills and speed, throwing 

ability and fielding abilities. Each of these skills on its own 

is important and can make you a major leaguer, but the five 

tool players are the rarest, the most accomplished, the 

most scouted, and the most revered. The skills that make 

up a hall of fame fundraiser, like the best baseball players, 

can be boiled down to five core talents. Those development 

professionals with the proven ability to raise money, 

manage up, manage down, work effectively with 

volunteers, and be strategic are as rare as the $100 million 

gift - and just as valuable. Join us to learn what it takes to 

become a "five tool" fundraiser, including tools and 

resources to increase success, and a discussion of the 

attributes and skills within each of the five tools that can 

take your game to a whole new level. 

11:45 am - 12:00 pm Break 

12:00 pm - 1:30 pm Literary Luncheon with Talia Leman: The Power of 

Anyone 

Moderator: 

Grand Ballroom East 

Chad B. Ruback, MSed, MBA 

Assistant Vice President for External Relations 

University of Iowa Roy J. and Lucille A. Carver College of 

Medicine 

Speaker(s): 

Talia Leman 

CEO and Founder, RandomKid; Author, A Random Book 

About the Power of ANYone 

RandomKid 

What can a few hundred advancement professionals learn 

from a high school student in small town, Iowa? Probably a 

lot. Inspired by her younger brother—a 6-year old nemesis 

in a Darth Vader costume—Talia rallied youth across the 

country and corporate donors to raise $10 million for 

Hurricane Katrina relief. That was in 2005, when she was 

10.Since that time, Talia has become CEO and Founder of 

RandomKid, a not-for-profit organization that develops 

ideas, strategies and networks between kids internationally 

to increase their impact. She also leads "power" 

assemblies, doles out seed funds to help jumpstart their 

www.aamc.org 



philanthropic ventures, organizes web-conferences 

between youth across the globe, and mentors her peers in 

success strategies for achieving their goals to benefit 

others. She is also the author of "A Random Book About 

the Power of ANYone." And she still turns her homework in 

on time. Talia, "the foremost accidental expert" in the world, 

is showing the experts that anyone—even random kids— 

have the power to make a difference. 

1:30 pm - 2:00 pm Book Signing, Dessert, Time to Visit Exhibitors, Break 

2:00 pm - 3:15 pm Development Track Session (A): You Can’t Manage 

What You Can’t Measure 

Moderator: 


David Bruce Anderson, MBA 

President, Medical Foundation of NC, Inc Associate Dean 

for Advancement 

University of North Carolina at Chapel Hill School of 

Medicine 

Speaker(s): 

Mark Kostegan 

Senior Vice President for Development 

Icahn School of Medicine at Mount Sinai 

Measuring the movement of activity with major gift 

prospects is essential to a dynamic development office. But 

as Einstein once said, "Not everything that can be counted 

counts, and not everything that counts can be counted." 

This session will explore the art and science of strategic 

donor relations, the nuances associated with managing a 

major gift portfolio and the importance of staff and 

leaderships' collective embrace of the metrics and 

measurement. 

2:00 pm - 3:15 pm Development Track Session (B): Increasing Faculty 

Endowments at Public and Private Institutions 

Moderator: 


John J. Zabinski 

Vice President of Institutional Advancement 

Drexel University College of Medicine 

Speaker(s): 


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Mary Ann King 

Senior Assistant Vice President Medical Center 

Advancement 

University of Rochester School of Medicine and Dentistry 

Carrie Mills 

Director of Development 


Faculty endowments are challenging to raise money for, 

and yet they are a priority for nearly every educational 

institution. Every Director, Dean and President wants to 

recruit and retain the brightest and most talented faculty, 

and they frequently look to the Development Office for help. 

Join us as we look at two successful case studies from a 

private institution and a public institution. From simply 

communicating the need for professorships at the 

University of Rochester to creating an incentive program at 

the University of Florida, the similar goal was to encourage 

the creation of faculty endowments. The speakers will each 

present case studies on how campaigns focused on 

increasing the number of professorships have been 

successful at their institutions. After the presentation, the 

speakers will lead a dialogue focused on ideas to increase 

awareness and funding for endowed professorships and 

chairs. 

2:00 pm - 3:15 pm Master Class: Health Care Reform: Three Years Later Regency Ballroom 3 

Moderator: 

Stephen K. Klasko, M.D., M.B.A. 

CEO, USF Health Dean, College of Medicine 

USF Health Morsani College of Medicine 

Speaker(s): 

Jerry Friedman 

Associate Vice President, Office of Health Sciences 

Ohio State University College of Medicine 


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Laurence B. Gardner, M.D. 

Executive Dean for Education and Policy 

University of Miami Leonard M. Miller School of Medicine 

Today we are seeing wide changes in the financing of 

healthcare and ways academic healthcare is reacting. 

Much of the change was started by the March 2010 

passage of the Patient Protection and Affordable Care Act. 

Three years later, health care reform remains widely 

misunderstood and was disputed throughout the 2012 

presidential election and campaigns. Yet the law -the first 

substantial reform of the nation's health care system since 

Great Society programs established under President 

Johnson- has already changed the health care landscape 

for providers large and small, public and private, and rural 

and urban. While these new rules are still being interpreted, 

defined, debated, and litigated, most health care experts 

agree that no matter the law's fate, standing still is not an 

option as health care expenditures continue to drain a 

growing share of the gross domestic product. Solutions to 

true health reform, these experts say, will come from 

innovative thinking about access, costs and quality. The 

challenge to academic healthcare is clear. This session 

builds upon last year's session (Health Care Reform: Two 

Years Later) and explores the dramatic shifts now occurring 

in the practice of medicine as a result of the law and the 

problems it is intended to address. We'll hear an update on 

health reform spanning the country - from the east coast to 

the west as well as in between. 

3:15 pm - 3:30 pm Break 

3:30 pm - 5:00 pm Alumni Relations/Development Track Session: Building 

a Strong Scholarship Program: Start, Grow and Sustain 

a “Best in Class” Scholarship Program 

Moderator: 


Steven D. Blair 

Chief Development Officer and Associate Vice President 

University of South Florida Health Sciences Center 

Speaker(s): 

B.J. Bess 

Director, Medical Donor and Alumni Development 

University of Michigan Medical School 

Martha S. Hicks 


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Alumni Director, Medical Center Development and Alumni 

Affairs 

Ohio State University College of Medicine 

Learn how to start, grow and sustain a "best in class" 

scholarship program. From key steps to important insights 

this interactive session will give you perspective on what it 

takes to grow your scholarship program. This presentation 

will show how to build relationships with your alumni 

prospects giving examples of specific tactics, of media and 

mailing strategies, among other things and will conclude 

with a question and answer and exchange of ideas session. 

3:30 pm - 5:00 pm Development Track Session (A): Development for 

Medical Science Research 

Moderator: 


Shawn M. Vogen, Ph.D. 

Assistant Vice President and Associate Dean 

Loyola University Chicago Stritch School of Medicine 

Speaker(s): 

Joe Golding 

Chairman and CEO 

Advancement Resources 

Maureen McNulty 

Senior Director of Development, Prin and Major Gifts 

Harvard Medical School 

This workshop will explore problems and solutions for 

engaging research scientists in the development process 

and will explore the experience of Harvard Medical School 

and Advancement Resources in creating and delivering 

training for research scientists and their assigned 

development professionals. Participants will examine: - 

Challenges of engaging research scientists at medical 

schools -Overview of Advancement Resources' research 

into basic science philanthropy -Quantification of attributes 

of donors most likely to support basic science research - 

Analyzing the differing paradigms among research 

scientists, donor prospects, and development professionals 

-Two critical attributes for research scientists discussing 

their work -Developing a relatable message will be included 

-Video clips of donors, research scientists, and 

development professionals discussing core concepts of 

basic science philanthropy 


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3:30 pm - 5:00 pm Master Class: Matrices, Metrics, and Strategy: Building 

Teams and Results for the Future 

Speaker(s): 


Bob Anderson 

Assistant Vice President for Medical Development 

University of Michigan Hospitals and Health Centers 

Stephen Jennings 

Assistant Vice Chancellor for Development 

University of California, Los Angeles David Geffen School 

of Medicine 

Mark Marshall 

Managing Associate 

Bentz Whaley Flessner 

Mike Wallace 

Assistant Director, Strategic and Philanthropic Partnerships 

University of Michigan Hospitals and Health Centers 


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In an era of dynamic priorities, new initiatives, and 

emerging science, how can leading medical centers 

prepare to raise more funds? Every medical center faces 

the challenge of meeting new expectations that come as a 

result of new discoveries and the arrival of new faculty 

members. There are constant challenges to identify the 

right structure for the office and how to produce a high 

performing team. The University of Michigan and University 

of California Los Angeles (UCLA) have approached their 

challenge in a methodical way in order to identify how to 

best increase the return on investment. Some of the 

significant issues that the universities faced included size of 

the team, structure of the development operation, 

appropriate interface with academic leaders, and 

identification of institutional and fundraising priorities. In FY 

08, the development team at Michigan's C.S. Mott 

Children's hospital raised $1.5 million. Their creative 

approach to building their team from 7 FTE's to a current 16 

enabled them to set challenging customized metrics for 

their team that served to inspire them. The dramatic results 

are serving as a model for reimagining the entire 

development program for the University of Michigan Health 

System. As UCLA prepares for a significant campaign, their 

challenge of essentially doubling their production through 

the course of the campaign would require dramatic, yet 

thoughtful action. Retaining flexibility for emerging needs 

while creating greater accountability and rigor was critical. 

The outcome is an aggressive plan to grow and strengthen 

a high performing team. This Master Class will discuss how 

these two great institutions have set about building multidimensional 

development programs that are designed to 

produce results today and well in to the future. 

5:00 pm - 6:00 pm Reception in Exhibit Hall 

Join our conference exhibitors for a drink in the exhibit 

area, or take in the ocean view from the adjacent patio. 

6:00 pm - 7:30 pm Awards for Excellence Presentation and Cocktail 

Reception 

Join us for the GIA Awards for Excellence presentation 

(6:00-6:45pm) and a cocktail reception (6:45-7:30pm) to 

honor award winners and meet up with your dine-around 

dinner group. 


7:30 pm - 10:00 pm GIA Dine-Around Hollywood 

Join your colleagues for a fun way to network while dining 

at one of Hollywood's most-recommended restaurants. 

AAMC is holding reservations at a number of local hot 

spots so groups can enjoy a dutch-treat dinner together. 


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Friday, April 5 


7:30 am - 8:20 am Chief Development Officer Networking Breakfast Room 303 

8:30 am - 9:45 am Leadership Plenary Session: The Future of Healthcare Grand Ballroom West 

Moderator: 

Barry J. Collins, MBA 

Associate Dean for Medical Alumni Affairs 

University of Virginia Medical Alumni Association & Medical 

School Foundation 

Speaker(s): 

Donna E. Shalala, Ph.D. 

President 

University of Miami 

Donna E. Shalala has more than 30 years of experience as 

an accomplished scholar, teacher, and administrator.For 

eight years she served as U.S. Secretary of Health and 

Human Services—the longest term ever held by someone 

in that office. As president of the University of Miami since 

2001, Dr. Shalala has solidified the institution's position 

among the country's top research universities. She will 

share her thoughts on leadership, academia, and the future 

of healthcare. 

9:45 am - 10:15 am Break, Time to Reflect on Previous Sessions, Network 

with Participants, and Visit Exhibits 

10:15 am - 11:45 am Development Track Session (A): The Partnership: 

Development and Planned Giving 

Moderator: 


Patricia Roderick 

Senior Director of Development, Department of Neurology 


of Medicine 


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Speaker(s): 

Hazel Breen 

Executive Director of Development 

Keck School of Medicine of the University of Southern 

California 

Clara Driscoll 

Executive Director, Gift Planning 

Keck School of Medicine of the University of Southern 

California 

Nicole Dunn 

Senior Director of Planned Giving 


of Medicine 

Sean Gallagher 

Director of Development for Neurology 

University of California, San Francisco, School of Medicine 

Martina Grunwald 

Senior Director of Development, Neurology and Brain 

Sciences 

The Fund for Johns Hopkins Medicine 

Lawrence Norford 

Director of Gift Planning and Senior Philanthropic Advisor 

Johns Hopkins University 

Daniel E. Riley, J.D. 

Executive Director, Gift and Endowment Planning 



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An effective collaboration between fundraisers and planned 

giving professionals is essential to fulfilling the mission of 

an organization as well as the philanthropic wishes of a 

donor. This panel discussion among senior development 

and planned giving professionals within the field of 

Neurology will explore methods of partnership and best 

practices within each organization represented. The panel 

will explore the process of initiating alternative 

conversations with donors during difficult economic times, 

how to approach ethical concerns with grateful patients who 

may have neurological impairments, the role of legal and 

third party consultants, the effectiveness of mailings and 

online information, and ultimately, how a planned giving 

conversation with a donor can create the foundation for a 

major gift. 


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10:15 am - 11:45 am Development Track Session (B): Making Talent 

Management a High Priority (Even with Limited 

Resources) 

Speaker(s): 


Kevin McAteer 

Executive Director of Development, Health Sciences 


Elizabeth Rigby 

Director of Development 

Partners HealthCare System, Inc. 

Zachary A Smith, Ph.D. 

Assistant Vice Chancellor of Development 

University of California-Riverside 

Erin Hall-Westfall 

Executive Director, Talent Management 

University of Michigan Medical School 

Over the last ten years, strategic talent management has 

become a high priority across the advancement industry. 

While most discussions focus on a holistic approach to 

talent management, this session reframes the topic by 

reviewing case study examples of key talent management 

initiatives customized to specific organizations. In this 

interactive session, you'll learn how successful 

development programs with both large and small talent 

management budgets implement strategies and tactics to 

improve organizational performance, effectiveness and 

productivity. You'll also gain a deeper understanding of 

important talent management characteristics of high 

performing organizations. 

10:15 am - 11:45 am Development Track Session (C): Recalibrating Our 

Approach: Grateful Patient Programs to Bolster 

Pipeline 

Moderator: 


Heather Renshaw Vucetin 

Director of Major Gifts and Special Projects 

Stanford University School of Medicine 


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Speaker(s): 

Lucia Baratta 

Senior Director for Health System Philanthropy 

University of Washington Medical Center 

Thomas F. White 

Senior Director of Annual Funds, Penn Medicine 

Perelman School of Medicine at the University of 

Pennsylvania 

Whether promoting physician referrals through education or 

developing caregiver recognition mailings, academic 

medical centers have invested heavily in grateful patient 

mechanisms to replenish their prospect pipeline. Yet, few 

development executives would claim their programs were 

fully optimized—and facing budget scrutiny, all 

organizations must fully leverage their analytical tools, 

direct outreach programs, and other grateful patient 

spending. This hybrid session will allow audience members 

to hear from two expert panelists and to compare notes 

with colleagues during a structured exercise. The exercise 

will help audience members identify strengths and 

opportunities for improvement in their pipeline-focused 

grateful patient programs such as direct mail, patient wealth 

screening, and prospect referrals from physicians. 

Audience participants will leave with a framework for 

evaluating their patient pipeline programs and tangible next 

steps from panelists and colleagues alike. Note: This 

session is designed to complement "Taking Care and 

Giving Care: Grateful Patient Efforts to Strengthen 

Stewardship." That program will focus on patient-related 

stewardship efforts such as patient relations programs and 

clinically-focused donor education events. 

10:15 am - 11:45 am Master Class: Creating Inclusive Advancement 

Programs: A conversation on diversity in academic 

medicine 

Moderator: 


Jayme T. Little, M.S.Ed. 

Director, Alumni Programs 

Indiana University School of Medicine 


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Speaker(s): 

Brenda Battle, RN, BSN, MBA 

Vice President, Care Delivery Innovation Assistant Dean of 

Diversity and Inclusion 

University of Chicago Division of the Biological Sciences 

The Pritzker School of Medicine 

Patricia E Brodeur 

Executive Director, Alumni Programs 

University of Miami 

Sheri A. Keitz, M.D., Ph.D. 

Senior Associate Dean for Faculty Affairs 

University of Miami Leonard M. Miller School of Medicine 

Marc A. Nivet, Ed.D. 

Chief Diversity Officer 

AAMC 


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Creating Inclusive Advancement Programs: A conversation 

on diversity in academic medicine 

Today’s academic medical centers are dynamic 

laboratories for education, research and patient care 

serving persons from all backgrounds regardless of race, 

ethnicity, gender, sex, religion, age, and sexual orientation, 

and more. As advancement professionals, are we doing 

what’s necessary to support our institutions commitment to 

these populations? How well do we understand the work of 

our diversity colleagues and the role they play in advancing 

academic medicine? This master class will begin a 

conversation on diversity for the Group on Institutional 

Advancement that will lead to an increased understanding 

of the work that must be done to create more inclusive and 

welcoming environments. Those who attend will: 

Develop a greater understanding of the AAMC’s definition 

of diversity, the initiatives being taken by the AAMC and its 

members, and the importance this topic plays in academic 

medicine. 

Be presented with a variety of perspectives on increasing 

participation and awareness – whether in fundraising, 

alumni relations, marketing or public relations – by all those 

we serve. 

Understand the various perspectives of alumni, patients, 

faculty, the community, students, and staff and the impact 

that they have on the success of our institutions. 

Begin to formulate ideas to increase our own commitment 

to diverse audiences. 

11:45 am - 12:00 pm Break 

12:00 pm - 1:30 pm Special Interest Luncheon with GIA Business Update 

and Election of Officers 

Join your colleagues for some focused conversation over 

lunch. Each table will be assigned a special interest topic; 

we encourage you to have lunch with others interested in 

the same topic. After lunch you will hear an update on GIA 

membership and current activities, followed by the election 

of new steering committee officers. 


1:30 pm - 2:00 pm Dessert, Time to Visit Exhibitors, Break 


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1:30 pm - 2:00 pm Dessert, Time to Visit Exhibitors, Break 

2:00 pm - 3:30 pm Development Track Session: Giving Care and Taking 

Care: Grateful Patient Programs to Strengthen 

Stewardship 

Moderator: 


Erin Lanahan 

Specialist, Development Initiatives 


Speaker(s): 

Kristine Laping 

Senior Vice President of Development 

Beth Israel Deaconess Medical Center 

Susie Posner Jones 

Senior Development Officer 

Fletcher Allen Health Care 

"So what do you do in YOUR concierge program?" Patient 

relations programs and clinically-focused stewardship 

events are now the norm for academic medical centers. 

Yet, most programs are still quite new, and many of us 

struggle with implementation roadblocks or believe that our 

efforts aren't yielding anticipated benefits. We find 

ourselves reconsidering program objectives and 

recalibrating our assessment measures. But when we look 

to our peers for best practices or benchmarks, we are 

hindered by variation in the definition of grateful patient; 

and need to account for organizational idiosyncrasies. This 

session provides a different, highly-interactive approach to 

talking about grateful patient programs. First, participants 

will hear briefly from two expert panelists about their efforts 

to engage grateful patient donors at two very different 

organizations. Most of the session will focus on a structured 

exercise to help audience members assess their own 

program's strengths and weaknesses, then share ideas real 

-time with colleagues. Audience members will leave with a 

framework for measuring program efforts and taking their 

programs to the next level. Note: This session is designed 

to complement "Recalibrating Our Approach: Grateful 

Patient Efforts to Bolster Pipeline." That program will focus 

on patient outreach efforts and tactics to promote physician 

referrals. 

2:00 pm - 3:30 pm Master Class: Take This Job and Love It: How to Be 

and Do Your Best on a Daily Basis (And Make it 

Contagious Up and Down the Ranks) 



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Moderator: 

Jancy L. Houck 

Associate Vice President for Development Director of 

Medical Development 

Yale University School of Medicine 

Speaker(s): 

Terri Langhans 

Chief Of Everything 

Blah Blah Blah Etc., Inc. 

Terri Langhans was fired from her first job. The first 

business she started went belly up. And then there was the 

close call with divorce, re-building her marriage, raising 

three kids, reporting to board meetings and beating 

burnout. After five years as a hospital marketing director, 

she grew her second business—a health care advertising 

agency and marketing firm—large enough and profitable 

enough to sell to a publicly traded "big boy" and start a third 

business. In this master class Terri will discuss lessons 

learned on the front lines of health care and leadership. 

She will provide tools for coping with the challenging 

aspects of a career: creating a positive work environment, 

coping with burnout, consulting executive coaches, and 

planning for your next move—whether it be a new job, new 

career, or retirement. Participants will walk away energized 

and equipped with tangible tools to have more focus, 

impact and energy on a daily basis, and bring out the best 

in others, too. 

5:30 pm - 7:00 pm Networking Happy Hour on the Marina 

Join your colleagues—new and old—for outdoor cocktails 

and light hors d'oeuvres on the Westin's patio plaza, marina 

-side. If you are holding tickets for the dinner cruise, you 

can board the yacht there from the plaza. Otherwise, make 

plans to grab dinner with other conference attendees at one 

of the local restaurants within walking distance of the plaza. 

6:30 pm - 8:30 pm Dinner Cruise off the Florida Coast (Additional Fee 

Required) 

On the final night of the conference, we'll set out on a 2- 

hour dinner cruise aboard a sleek yacht, The Biscayne 

Lady. You won't want to miss this networking event filled 

with beautiful views of the South Florida coastline, great 

cuisine, and creative cocktails. Skip the hassle of making 

dinner reservations by coming aboard this beautiful vessel, 

docked within walking distance of the Westin Diplomat. 

Space is limited. Tickets must be purchased in advance 

www.aamc.org 



when registering for the conference. Ticket price of $55 

includes cruise, buffet dinner and full bar. (Guest tickets for 

persons not registered for the conference are available for 

$90) 

Saturday, April 6 


8:00 am - 8:45 am Continental Breakfast Grand Ballroom East 

9:00 am - 10:45 am Workshop: Blah Blah Blah: How to Make Your 

Message Stand Out and Get Better Results 

Moderator: 

Grand Ballroom West 

Mary M. Koppel, MA 

Senior Vice President for External Relations and Strategic 

Communications 

City of Hope National Medical Center 

Speaker(s): 

Terri Langhans 

Chief Of Everything 

Blah Blah Blah Etc., Inc. 

Some people can talk endlessly on any subject. Some 

people don't even need a subject. (Some of them might be 

at this meeting!) Whether you're face-to-face with a donor, 

standing in front of a room of your staff, defending your 

budget to executives, pitching an idea to your boss, writing 

marketing copy, or making a recommendation in a meeting, 

the common denominator is that you want people to see 

things your way. You want to be clear, confident and 

convincing, too. Maybe even comfortable. Stop laughing— 

you can. Terri Langhans, who has decades of experience 

influencing choice in health care organizations, will show 

you how to be more persuasive. With real world examples 

and tangible tools you can use right away, Terri will help 

you create messages that are more memorable, compelling 

and effective at generating the decision or response you're 

looking for. 

9:00 am - 10:45 am Workshop: Cool Tools: Using the Latest Web and 

Mobile Apps 

Moderator: 


Anton Zuiker, MA 

Communications Director, Department of Medicine 

Duke University School of Medicine 


Page 27 of 31



Speaker(s): 

Tim Anderson 

Director, Marketing & Media Relations 

Fletcher Allen Health Care 

Ara Telbelian 

Director, Marketing and System Promotions 

Henry Ford Health System 

Alexander White 

Public Affairs Specialist 

Mayo Clinic Rochester 

With technology developing ever so quickly, how do we 

know what is a passing fad and what is really useful? This 

session will look at a variety of cool Web and mobile tools 

your colleagues are using right now to manage their work 

and reach their target audiences from augmented reality to 

mobile apps to dynamic presentation tools to digital 

libraries. Join us to share your new tricks and pick up a few 

things you can put to use back home. 

9:00 am - 10:45 am Workshop: Data-Driven Analysis: Capacity, 

Forecasting, and Pipeline Management 

Speaker(s): 


Joshua M. Birkholz 

Principal 

Benz Whaley Flessner 

Kate Chamberlin 

Campaign Strategic Research Director, Development 

Memorial Sloan-Kettering Cancer Center 

J. Christopher Smith, CFRE, MBA 

Assistant Vice President, Health Sciences Development 

University of Utah Health Sciences Center 

Stephen R. Warner, MBA 

Associate Vice President 

University of Utah School of Medicine 


Page 28 of 31



Leaders in philanthropic management for healthcare need a 

firm grasp of the philanthropic big picture when setting 

strategies. However, many of these same leaders struggle 

in translating these visions into tactical elements to move 

their programs forward. Most commonly, determining how 

much money is really out there to be raised, how our 

organization might tap that potential, and how our success 

will impact our financial bottom line. Using the University of 

Utah Health Sciences as a case study, this master session 

will provide practical means for determining the potential of 

your program. Additionally, it will demonstrate how both 

smaller and larger health centers might better forecast 

production. And, it will provide a journey of discovery into 

new ways of managing your prospect pipeline. 


Page 29 of 31



9:00 am - 10:45 am Workshop: Developing Your Capacity for Institutional 

Leadership (Even if You are Stuck in the Middle) 

Speaker(s): 

Room 214 

Kevin Grigsby, D.S.W. 

Senior Director, Leadership & Talent Development 

AAMC 

The academic medicine community needs advancement 

professionals to become more effective institutional 

leaders, if our organizations are to be successful at 

transforming health and medicine. In this interactive 

workshop, participants will learn transformational leadership 

skills for people who are in the middle, rather than at the 

top of our organizations. Participants will learn and practice: 

self-awareness; creating meaning and alignment of 

organizational and personal mission; and behavioral 

patterns that contribute to better listening skills, team 

building skills, performance management and feedback 

delivery, and more. 

9:00 am - 10:45 am Workshop: Infusing Strategy into Communications and 

Marketing 

Moderator: 


Jill Austin, MBA 

Assistant Vice Chancellor, Strategic Marketing Chief 

Marketing Officer, Vanderbilt University Medical Center 

Vanderbilt University School of Medicine 

Speaker(s): 

Angela Sinickas 

President 

Sinickas Communications, Inc. 


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"I wish I had a seat at the table." If these words sound 

familiar, this is the workshop for you. Guided by Angela 

Sinickas, participants will learn how to infuse strategy into 

their work to consistently contribute to their organization's 

future proactively. Some of the topics that will be covered 

include: how to talk about communication in the same 

business terms your organization's executives use in 

discussing other business processes; how to estimate the 

likely ROI from proposed campaigns; and how to anticipate 

opportunities for communication to solve emerging 

business problems, so you'll be ready with your solutions 

when executives are just beginning to see that there's a 

problem. Come learn about these skills so you can begin to 

apply them to real-life situations you're facing in your 

company today. 



Page 31 of 31

Wednesday, April 3 3:00 pm - AAMC's member profile

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