CPRA Spring Conference 2015

Friday, June 12, 2015, 9:00 am – 3:00 pm

Armando ZumayaPresenter:CFRE
Armando Zumaya
Senior Vice President of Business Development & Capital Campaigns, The Mexican Museum

This conference has received CFRE approval for 5 points

Lunch included with registration. There will be roundtable discussions on topics from the morning sessions, and networking opportunities following.

Morning Session 1:

The Prospect Researcher/Development Officer Relationship:
Imagine your Prospect Research and Management staff helping you lead and build solid portfolios of new prospects and new gifts with your Major Gifts/Development Officers. Yet this relationship is one of the most ineffective relationships traditionally at most development shops nationally. Why? This humor filled presentation will help bridge the gap in each team’s perceptions and misperceptions of each other. It will help you form agreement and build synergy between two divergent personalities and teams.

This seminar is especially effective when Prospect Research and Management staff and Development Officers are all in attendance.

Morning Session 2:

Creating a Prospecting Culture at your Institution:
How do some institutions do it? Why are they always first to find the new wealth and scooping their competitors? Often they have an established culture that structurally supports and rewards great prospecting. Even smaller institutions can get in first to new major gifts prospects where others can’t by developing an internal culture of prospecting. One can have great prospects and purchase great tools for identifying those prospects but without a strong prospecting culture it will be unlikely for anyone to follow up and start relationships with those prospects.

This a great seminar for development staff of all types, but especially for development leadership. This seminar will help you understand the cultural, structural, and hierarchical barriers to building this dynamic prospecting culture in your development organization. Having this ‘can do’ culture in your institution will raise you more money now and help you build a solid base for the future.

Afternoon Session:

Using Circles of Influence in Prospecting:
When you are prospecting, getting introduced to major prospects that everyone wants to reach can often be very challenging. Yet almost all prospects have peers they know and circles they live in. How can you partner with Prospect Research to identify and infiltrate circles of influence? This classic technique has many subtle techniques and pitfalls. We will go over techniques, examples and help you identify circles of influence among your donors and prospects.

Conference Location:

Colorado State University Diagnostic Medicine Center, Room 101
300 West Drake Road, Building C
Fort Collins, CO 80523-1644

The Diagnostic Medicine Center is located on the CSU South Campus just west of College Avenue on West Drake Road behind the James L. Voss Veterinary Teaching Hospital.

About Armando Zumaya:
Nationally noted trainer, lecturer and development officer, Armando Zumaya has been a development officer for 30 years. He has focused his trainings and expertise on teaching prospecting to development officers and bridging the gap between prospect research and management teams and the field development officers they work with to boost fundraising. He has been a popular and sought after speaker at AFP Chapters, AFP Hemispheric, APRA, APRA Chapters, Blackbaud, FundraisingInfo.com, Focus On Fundraising and many others.

In March 2014, the Chronicle of Philanthropy published Armando’s piece ‘Give Prospect Researchers More Influence and Credit’ in the lead Op Ed. He has been published in the Grassroots Fundraising Journal and other publications internationally.

He currently serves as Senior Vice President at the Mexican Museum in California. In this newly created position, Mr. Zumaya leads the organization’s capital campaign to build a new home for the Museum in San Francisco. He previously was the Chief Development Officer at Playworks, a national nonprofit that transforms schools by providing play and physical activity at recess and throughout the school day. As Chief Development Officer there, he led a team that was responsible for raising $23 million a year through major gifts, philanthropic and corporate contributions, and an annual fund.

Mr. Zumaya has over 30 years of experience developing and executing highly successful fundraising programs for a broad range of organizations, including the American Cancer Society, the San Francisco Opera and Springboard Schools (formerly the Bay Area School Reform Collaborative). At the San Francisco Opera he led the transformation of that institution’s Major Gifts, Planned Giving and Prospecting programs. That transformation led to a $35 and $40 million dollar gifts for the SF Opera in 2006 and 2007.

As National Campaign Director for UC Berkeley, he founded major gifts committees in New York and Washington, DC. Earlier, he worked at Cornell University as a Reunion Campaign and Leadership Gifts Officer, prospecting nationally for a $1.5 billion dollar campaign. Born and raised in East Los Angeles, Mr. Zumaya holds a B.A. in Political Science and an M.A. in International Relations from the University of California, Riverside.