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Seize the Opportunity

Cultivating and Soliciting the Major Gift through a System Called Moves Management

Detroit, MI - June 17-18, 2019 - Seminar Online Registration

Detroit Marriott at the Renaissance Center


 Download: Seize the Opportunity brochure

- SOLD OUT - Please email  This email address is being protected from spambots. You need JavaScript enabled to view it.  if you wish to be placed on a waiting list.


What Others Say About This Seminar

In this Seminar, we introduce you to a system developed by the Institute for Charitable Giving called Moves Management™. Major gifts come to the fundraisers and institutions that understand the most telling factors that influence donors. Donors give to organizations they trust and have confidence in. This Seminar teaches you to make them believers.

During These Two Days We Explore in Depth Each of the Following:

Part 1: Dynamics that Drive Major Gift Strategies— 
Identifying Your Top Probable Donors for Planned & Major Gifts

In this session we introduce you to the process using a tool we call the “Prospect Evaluation Grid.” This system allows you to map out the degree of donor interest and involvement in your institution.

Part 2: Developing Cultivation Plans through the Moves Management™ process using the “Prospect Evaluation Grid” 
You will determine the sequence of donor decision making, financial capability, and where your organization might fit along with their obligations already in place.

Part 3: Implementing Moves Management™
A structured step-by-step process in developing the relationship between the donor & the institution. We discuss the important role and responsibilities of the “Moves” Manager. You learn to design strategies so it is clear:
Who Asks
For What
How Much
Where and When

Part 4: Strategizing and Scripting the Ask to Ensure Securing the 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.
Seize the Opportunity is our Flagship Seminar. It provides you with a structure that ensures the gift. During these two days, faculty will address all important determinants of success in raising the most money, in the shortest amount of time, to the greatest joy of the donor.

Part 5: Art and Science of #DonorLove
Strategies and case studies that illustrate how to use
the principals of #donorlove in your case for support, annual reports (even better,
gratitude reports!), with your mid-level, leadership and legacy donors, and
everywhere else in your fundraising program. You will learn how to be a more
comfortable and confident storyteller, by sharing stories that resonate with your
donor’s values and emotions.

Part 6: Donor Centric Fundraising. What Motivates a Donor?
It is probably true that there is no single factor which plays the dominant,
overriding motivation in propelling a large gift to your institution.
Donors do have a certain path they follow, and there is a singularity to their rationale.
We will discuss these factors that motivate large gifts. For purposes of this discussion,
we will consider large gifts as any donation in the range of mid-six figures or more.

Part 7: The #DonorLove Experience
Strategies and examples of creating #donorlove experiences at all stages of your
fundraisng program. You’ll learn the science and psychology behind great
emotional fundraising. We will share real-world, wonderfully-successful case
studies so you can see the principals in action and be inspired to adapt the for
your own organization, starting tomorrow. You’ll learn about leading with
gratitude from where you are, right now.


The faculty is now set and includes an exciting group of the best and the most empowering coaches offered anywhere. Visit this link to read expanded bios on all of our faculty.

Seminar Dean: William T. Sturtevant was Senior Principal Gifts Consultant at the University of Illinois Foundation, a position which guided relationships with individuals and families capable of gifts at a level of $5 million and above, until his retirement in 2013 after 33 years of service. From 1980 until 2004 he served as Vice President for Planned Giving and Trust Relations at the Foundation and built what is considered by many to be one of the nation’s preeminent gift planning programs.

Bill is a nationally recognized specialist in major and deferred gifts and planning and solicitation strategies. He now devotes his time to his fundraising consulting and training practice.

Douglas Dillon is Chief Executive Officer of Jerold Panas, Linzy & Partners— one of the nation’s highly regarded firms in the field of campaign services and financial resource development. He has been actively involved in the management of nonprofit institutions since 1988. In addition to being a campaign and development program specialist, he has particular experience in conducting board retreats, development audits, strategic planning, and feasibility studies. Doug serves as a fundraising consultant for organizations throughout the United States, Canada, and Australia. 

Joe Ellsworth serves as a Senior Consultant for Jerold Panas, Linzy & Partners. He heads the Division in the firm that serves clients with their branding strategy. In 1981, he founded a company, Fire and Rain. Its initial work included branding activities, product launches, training, and education programs. Under Ellsworth’s leadership, the company gained expertise in the creation of strategic communication plans, development of creative platforms, and the production of messaging tools.

Jerry Linzy is Senior Managing Partner and Chief Operating Officer of Jerold Panas, Linzy & Partners—one of the nation’s largest firms in the field of campaign services and financial resource development. A major force in the industry, the firm has offices in Chicago and Boston. Since its founding in 1968, the firm has served over 2400 client institutions.

Jen Love is a Partner at Agents of Good, a collective of donor champions, donor lovers, agitators, and instigators.

Colette M. Murray, JD, CFRE, is CEO of Paschal-Murray, Inc., an executive search firm with associates in four states and two countries. As CEO, her goal for Paschal•Murray is to remain the most dedicated and ethical executive search firm in the nation and provide clients with exceptional personal services. Colette has a long history in leadership positions with professional philanthropic organizations. She is the only professional in history to serve as board chair of both the Association of Fundraising Professionals (AFP), an international organization with 30,000 members and Council for the Advancement & Support of Education (CASE). She received the nationally acclaimed Rev. Theodore M. Hesburgh Award for her leadership as a CASE Trustee.

Terry Heilman Sylvester has the University of Richmond in her DNA. Her father was President of the University for fifteen years. He was regarded as one of the most outstanding college Presidents in the nation. Terry is a graduate of the University’s Robins School of Business. Her four daughters are graduates and her husband David is a 1977 graduate. The University has been her life. She has done it all. She served on the University’s Board of Trustees for two terms. She is now the Director of Parent Giving. Full Bio

Tammy Zonker is Chief Philanthropy Officer, The Children's Center, Detroit.
She is recognized as one of America’s Top 25 Fundraising Experts, Tammy is an inspiring international speaker and trainer in the discipline of transformational philanthropy and an innovative fundraising practitioner. She has trained, coached and led nonprofit teams to raise more than $450M including a single gift of $27.1M.

14 Reasons Why You Should Attend This Seminar 

If you want to:

  1. Maximize your effectiveness as a fundraiser
  2. Learn the fail-proof concept, Moves Management™, that assures success
  3. Ensure the use of Moves Management™ in your organization
  4. Apply a matrix that is specific to your work
  5. Measure your effectiveness
  6. Know when you are ready to ask
  7. Know the number of calls and contacts you should be making
  8. Learn how to effectively use volunteers
  9. Take part in role-playing at its best
  10. Transform your annual giving to enhance your major gift program
  11. Apply important strategies for a successful stewardship program
  12. Learn to be a more comfortable and confident storyteller 
  13. Understand what really motivates a donor
  14. Learn the science and psychology behind great emotional fundraising

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Seminar Format


7:15 - 8 am - Breakfast
8:00am - 12 noon - Morning sessions

12noon - 1:30 pm - Working Lunch

1:30 - 5:00 pm - Afternoon sessions

5:00 - 5:45 pm - Reception
Second day ends at 3:30pm.
Breakfast, lunch and the reception are included with
 your registration. The evening is your own.

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2019 Dates and Location

Detroit, MI – June 17-18, 2019
Detroit Marriott at the Renaissance Center
400 Renaissance Center Dr. W
Detroit, MI 48243-1003
Phone: (313) 568-8000

Room rate: $174 plus tax - Cut-off date for special rate: May 24, 2019 
Book online here or reservations call 877.901.6632

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Registration Fee

Standard Individual Registration: $905.00 US

We offer discounted rates for CEOs/Supervisors (when they attend with staff), for those who attend multiple Seminars, and for larger groups. When attempting to take advantage of these special rates, please download our PDF Registration Form and send in one form per Registrant. 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 extraordinary that happens when the CEO or supervisor joins a staff member for a Seminar experience.

We are so committed to this important concept that we offer a special fee of $845.00 for the CEO or Supervisor when they attend with staff. We offer a special rate for a group of four or more registrants from the same organization. The supervisor for the group pays $845.00 and the rest of the group pays $855.00 each.

Seminar Scholarship Application - A limited number of partial scholarships are available for $815.00. The Review Board of the Institute will be particularly encouraging to relatively new organizations, those that serve primarily a minority constituency, or those especially affected by cutbacks in government funding.

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.

    Limited Registration

    There’s limited registration to ensure extensive 
interaction and provide maximum personal attention.

    Philosophy (But Not Much!)

    It’s important to consider what’s new in major gifts fundraising and how this affects making the ask.

    Developing Prospect Strategies

    The real art of major gifts is in the development of strategies. How do you develop the touch? You’ll practice strategies and skills in a small group setting.

    Inside the Head & Heart of a Philanthropist

    Understand the spirit and heart of those who give major funds. We attempt to have a philanthropist join us. You will be able to probe and ask questions regarding the spirit and motivations of their giving.


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    CFRE Continuing Education Approved Provider Programs

    ICG is an approved provider of CFRE continuing education. All courses presented are submitted to CFRE International for review and approval.


    Here Are Some Things You Will Take Home From a 2019 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.

    Seminar Scholarship Application

    A limited number of partial scholarships are available. The Review Board of the Institute will be particularly encouraging to relatively new organizations, those that serve primarily a minority constituency, or those especially affected by cutbacks in government funding. Scholarship Application (pdf)