Advocacy: How to utilize your leadership skills and the Apra Advocacy Tool Kit to advocate for prospect development and research in your work place and for your profession!

Workshop Date and Time: Wednesday, October 17, 2018 - 13:45

Prospect development professionals work hard for their organizations, for the success of their fundraising teams and for the profession itself. Despite this, prospect researchers face an ongoing struggle to demonstrate the value of their work. Using the Apra Advocacy Toolkit as a guide, this session will help you to “make your case” for the value you bring to your organization including management metrics and value added, impact reports, self-advocacy, advocating for your team and your profession, and setting the stage to being an effective and strategic leader in the fundraising world.


Tracey Church

Principal Researcher & Consultant,
Tracey Church & Associates, Research + Consulting Services

Tracey has been a researcher for over 20 years and is the Past President of Apra Canada and current Director for Apra International and AFP Golden Horseshoe. She is also on the AFP International Research Council. Tracey is Principal Researcher and Consultant for Tracey Church & Associates and has worked with over 300 charities across Canada. Tracey is Co-Editor and Author of “Prospect Research in Canada: An Essential Guide for Researchers and Fundraisers” (2016). Tracey teaches at Western University in the MLIS program and has her MLIS and Professional Certificate in NFP Management. She is a requested presenter and loves to see her trainees and students succeed in the exciting field of prospect research.

And now for something completely different: Thoughts on innovation in fundraising

Workshop Date and Time: Wednesday, October 17, 2018 - 11:00

This presentation is designed to challenge prospect researchers to contemplate opportunities and areas for innovation in fundraising. Examples of harnessing data sets, data visualization, understanding donor behaviour, and asking challenging questions will be shared while linking these new ideas to the particular skillset that prospect researchers bring to their organizations.


Katherine Scott

Senior Manager of Prospect Research
Canadian Red Cross

Katherine is the Senior Manager of Prospect Research at the Canadian Red Cross, one of the largest charities in Canada. She has been in prospect research for nearly a decade and has worked with organizations across sectors.

Brock Warner

Director, Community Giving and Innovation
War Child Canada

Brock Warner is the Director of Community Giving and Innovation at War Child Canada where he is responsible for the growth and operations of War Child's Community Giving opportunities which includes annual giving, monthly giving and community-driven events along with War Child's legacy giving program.

Beginners Boot Camp: Development Research Essentials

Workshop Date and Time: Wednesday, October 17, 2018 - 11:00

Learn how to walk before you can run (into trouble) from veteran researcher John Hermans. This beginner’s boot camp will teach new researchers all the needed essentials to research foundations, corporations, and individuals with the resources to run an efficient shop. New researchers will learn how to work with their fundraising teams to determine time efficient reactive research methods and how they can work proactive research into their busy schedules. Working within single person to full team research shops will be discussed.


John Hermans

Director of Advancement Research
University of Toronto

John Hermans has worked in the prospect development field for 19 years. He is currently the Director of Advancement Research for the University of Toronto’s Division of University Advancement, where he manages a team of prospect researchers in support of the University’s $2.4-billion Boundless Campaign. He is currently Treasurer and Vice-President of Apra Canada.

Beyond the Propensity to Give

Workshop Date and Time: Wednesday, October 17, 2018 - 15:00

Prospect research has typically looked at external giving to determine a prospect’s inclination to give. Through external giving we can determine affinity, preferences in recognition, and preferred giving levels. However, is there more that could be learned from this section of the prospect research profile?

By taking a closer look at external giving we could glean more about why people give and identify trends in giving to help inform prospect cultivation. In this workshop, we will look at different ways to analyze external giving to extract the most value from this information and discuss how external giving could be visualized to help gain insights.


Meghana Jakate

Senior Specialist, Research Services
SickKids Foundation

Meghana has over 10 years of experience working in fundraising in the arts and healthcare. After beginning in major gifts, she decided to pursue a Master of Library and Information Sciences and transition to prospect research. Meghana currently works as Senior Specialist, Research Services at SickKids Foundation.

Canadian Capital Markets 101: Key Terms to Know

Workshop Date and Time: Thursday, October 18, 2018 - 15:15

This session will provide an overview of the key terms to know in connection with the transactions that raise capital in the Canadian market.

This session will cover:

  • Key participants: issuers, regulators, stock markets, underwriters and agents.
  • Main types of securities: equity, debt and convertible instruments.
  • Main types of securities offerings: private placements, bought deals, primary, secondary, fully marketed and best efforts offerings.
  • Key terms in transactions: prospectus, offering memorandum, commission, discount and over-allotment option.

Monique Rabideau

Practice Lead, Capital Markets and Securities
Thomson Reuters

Monique T. Rabideau is the Practice Lead on capital markets and securities at Thomson Reuters. Previously, Monique was a partner at Fogler, Rubinoof LLP, a business law group specializing in corporate and securities law. She has years of experience practice business law in areas such as corporate governance, mergers, and issuances of securities.

Closing Keynote - Nora Young

Workshop Date and Time: Friday, October 19, 2018 - 10:30

Nora Young

Host of CBC Radio’s Spark | Author of The Virtual Self

Nora Young is an informed and ideal guide for anyone looking to examine—and plan for—the ever-changing high-tech landscape; she helps audiences understand trends in social media, big data, wearable tech and more, while showing them how to better protect their privacy in our increasingly digital world. The host and creator of Spark on CBC Radio, and the author of The Virtual Self, she demystifies technology and explains how it is shaping our lives and the larger world in which we live.

Young was the founding host of CBC Radio’s Definitely Not The Opera, where she often discussed topics related to new media and technology. Her work has appeared online, on television, and in print. Along with Cathi Bond, she has been a hobby podcaster of The Sniffer since 2005. Her favourite technology is her bicycle.

Corporate Partnership Screening - Assessing Risks

Workshop Date and Time: Thursday, October 18, 2018 - 09:45

Prospect Researchers are asked to identify corporate prospects. Sometimes a partnership with a corporation poses a risk to the non-profit’s reputation and credibility. This presentation will go over the corporate screening tool used at Evergreen to assess the risks of partnering with a corporation.


Michelle Sparrow

Development Officer, Research

Michelle Sparrow works at Evergreen where she provides research for the development and programming teams.  She was previously the prospect researcher at Plan International Canada. She an investment banking librarian before her prospect research career.

Michelle is on the board of directors of Toronto PFLAG, where she chairs the fundraising committee.  In 2016 after her son came out she found that there wasn’t programming for LGBTQ tweens in Toronto. She approached Skylark Youth Services and pitched the idea of a free drop-in program for LGBTQ tweens and their allies.  Michelle and her husband fundraised the funds for the program. The tween program has been running for a year. 30 to 40 youth attend each week.

Employing an Executive Search Research Mindset to Prospect Research

Workshop Date and Time: Friday, October 19, 2018 - 09:15

While Executive Search/Recruitment Research and Prospect Research utilize vastly different techniques, there are several basic and overlapping principles, including: identifying the “Best and the Brightest”, understanding networks and how relationships developed, utilizing career history as indicators for predicting giving, creating a targeted strategy to maximize reach and efficiency, and maintaining a sense of urgency. This presentation shares perspectives and insight from those who have transitioned from the Recruitment to the Non-Profit sector.


Sheila Rogers

Research Associate
Canadian Red Cross

Sheila Rogers is new to Prospect Research and has joined the Canadian Red Cross’s National Research Hub in September 2017. Sheila’s background is based on nearly 20 years of experience in research, including in Executive Search Research and Market Research.

From analytics to action: How I built a major gift prospect model, and how my client organization used it

Workshop Date and Time: Thursday, October 18, 2018 - 13:45

This presentation will be a case study of the process and results of doing major gift prospect modeling for a $20 million social services organization. I will guide attendees through the logical and analytical steps I took in the process of generating major gift prospect data insights, and preparing the major gift model. In addition, the presentation will cover key client perspectives on the excitement and the challenges in this process. Most importantly, I will include preliminary results that show how much the insights and the model benefitted the organization in terms of return on their solicitation efforts.


Matthew Dubins

Founder & Data Scientist
Donor Science Consulting

Matthew has enjoyed over 6 years of experience being a loud-and-proud data nerd in the non-profit world alternately as charity personnel and data analytics consultant (both at KCI and Blakely). He is currently taking his analytical mind and patient nature out into the open as the founder and chief data scientist at Donor Science Consulting. Being a good-natured expert, many in the non-profit space have benefited from listening to his practical, realistic, and insightful perspectives on data analytics.

Greg Wagland

Manager of Annual Giving
The Mustard Seed

From Pipeline Audit to E-survey: A Case Study in Research-driven Prospect Prioritization and Qualification

Workshop Date and Time: Thursday, October 18, 2018 - 09:45

Is your pipeline about to burst? Is it clogged with suspects waiting to be qualified? This presentation will take you on a journey demonstrating how Carleton’s research team collaborated with development officers to restructure our prospect pipeline to be more active and dynamic through a comprehensive pipeline review and subsequently to expedite prospect qualification through a pilot e-survey project. We will discuss the planning and execution of both projects, approaches taken to prioritize and optimize prospect portfolios, and changes made to prospect qualification process to increase efficiency and unclog portfolio buildup.


Betsy Schuurman

Research Officer
Carleton University

Betsy Schuurman is a prospect research professional who began her career at the University of Maryland, Baltimore. Since moving to Canada, Betsy has worked with Ashbury College on their Opening Doors capital campaign and as a fundraising and prospect research consultant. Betsy joined the research team at Carleton in 2017. As a volunteer, Betsy devotes her time to Carty House, a home for refugee women in Ottawa.

Lisa Bullock

Research Officer
Carleton University

Lisa Bullock has a decade of experience in the post-secondary advancement sector as well as several years in university research administration, where she was responsible for the preparation and submission of faculty prizes and awards applications. She holds a BA from the University of Windsor and an MA from the University of Southampton. She has served as a CCAE Prix d’Excellence judge and as a mentor with Apra Canada. She is currently pursuing a second MA in History.

Mingxia Liu

Manager, Prospect Research and Management
Carleton University

Mingxia Liu is approaching her 20th year in prospect research. As Manager, Prospect Research and Management at Carleton University, she oversees prospect research, pipeline development and management for the Collaborate: The Carleton University Campaign, the most ambitious fundraising effort in the university’s history. Prior to joining Carleton in 2013, she was Manager, Advancement Research and Records at Ryerson University. Mingxia holds a BA and MA from Shandong University and an MLIS from Western University.

Fundraising and Research: Best practices - a panel discussion

Workshop Date and Time: Friday, October 19, 2018 - 09:15

A panel of fundraisers discuss how research can support them in their day to day work, how researchers and fundraisers work together and what research can do to support fundraising. Panelists will answer questions from the audience on how to best work with prospect researchers to succeed in their fundraising endeavors. Panelists will also discuss successful relationships with researchers and what they are looking for from their research teams.


Beth Weintrop

Director of Foundation Relations (Interim)
University of Toronto

As the Director of Foundation Relations at the University of Toronto Beth Weintrop provides leadership and strategy for foundation fundraising across the university. In addition to being a seasoned major and planned gift fundraiser, Beth has acted as a philanthropic adviser in her previous roles managing a portfolio of private foundations at Scotiabank, and overseeing donor advised funds at Tides Canada. 

Beth volunteers with Imagine Canada, Tarragon Theatre and Fall for Dance North. She received her BA in Cultural Studies and Communications from York University, and is a graduate of the Income Managers Program through the Cultural Careers Council of Ontario and the Centre for Cultural Management at the University of Waterloo.

Angela Kretz

Senior Manager, Major Gifts
Canadian Red Cross

Angela recently joined the Canadian Red Cross as she values the incredible humanitarian work the organization does on a domestic and international level. Angela has been in the fundraising

environment for 12+ years, in healthcare as well as academic institutions.

Angela’s term at the University of Toronto, Faculty of Medicine had her focus on endowed Chairs but she was able to grow the donations across the Department of Medicine working closely with senior leaders.

Valuing the art of collaboration for the big picture of delivering results to an organization, Angela enjoys building authentic relationships internally and externally for the organization she is aligned with. In her current role, Senior Manager Major Gifts, Angela is helping establish a Major Gift platform for the Canadian Red Cross.

Graduated from Queen’s University and the University of Toronto, she currently resides in Port Credit, ON with her young family.

Lesley Choules

Senior Development Officer, Corporate Partnerships
Nature Conservancy of Canada

Lesley Choules has over eight years of fundraising experience.

A specialist in corporate development, she has managed partnerships of various shapes and sizes, from local community-based grants to event marketing activations and national cause marketing campaigns. Currently a Senior Development Officer of Corporate Partnerships at the Nature Conservancy of Canada, Lesley has also worked at The Canadian Stage Company, Actua, and TIFF.

Sarah Marcotte

How to Maximize Data to Enhance Your Direct Mail Campaigns and Gift Planning Programs

Workshop Date and Time: Wednesday, October 17, 2018 - 15:00

In this session gift planners from any size organization will learn to use big data in a way they haven’t before. Learn how you can better target your messaging to influence people within your NFP’s community or encourage them to leave a lasting legacy to a cause that is important to them. Whether through a direct mail appeal, cross fundraising approach or a face to face ask, data can help.


Allen Davidov

Director, Business Consulting
Environics Analytics

Allen Davidov is Director of Business Consulting at Environics Analytics in the not-for-profit, government, energy, public sector and health practice. With nearly twenty years of experience focused primarily on the not-for-profit sector, he has lead responsibility for helping charities and foundations apply EA’s products and services to attract and retain donors, corporate partners and volunteers. Prior to joining EA, Allen successfully led marketing, annual giving, leadership giving and event initiatives at a number of organizations, including Sinai Health Foundation, Habitat for Humanity GTA, Canadian Breast Cancer Foundation, St. John’s Rehab Hospital Foundation at Sunnybrook Health Sciences Centre and North York General Hospital Foundation. He holds a Master of Business Administration degree from the University of Liverpool, a Bachelor of Commerce degree from Ryerson University and a Creative Advertising diploma from Centennial College.

Dwayne DiPasquale

Director, Advancement
Mackenzie Health Foundation

Dwayne DiPasquale is the Director of Advancement at Mackenzie Health Foundation.  Dwayne brings nearly 20 years of extensive healthcare fundraising experience, that has included overseeing successful direct response programs, and operationalizing integrated CRM data bases such as Blackbaud’s Raiser’s Edge and advanced demographic and psychographic analytical tools to enrich Major Gift, Mid-Level, Planned Giving and Event fundraising campaigns. Prior to joining Mackenzie Health Foundation, Dwayne led successful advancement programs at North York General Hospital Foundation and St. Mike’s Hospital Foundations.

I Heard They Bought a Picasso: Prospect Research in the Visual Arts

Workshop Date and Time: Thursday, October 18, 2018 - 11:00

What does it mean when a prospect mentions that they’ve purchased a piece of art? This presentation will guide you through the basics of the global art market, what markets are hot right now, how pieces are priced, and how to determine a prospect’s capacity through their collections.

Prospect Research in the Visual Arts differs greatly from other sectors. Gifts of art, exhibition support, and brand alignments are areas we consider. This presentation will also provide a unique view into what it’s like working as a Prospect Researcher in a major arts institution.


Cristina Naccarato

Assistant Manager, Prospect Research Strategy & Development
Art Gallery of Ontario

Cristina Naccarato holds masters degrees in English Literature and in Library Science. Cristina got her start in fundraising as a grant writer for artist-runcenters. While in library school she was placed as a Prospect Research Intern at St. Michael’s Hospital Foundation and the Richard Ivey School of Business and quickly realized the fast-paced and ever-changing environment of a fundraising office is where she wanted to be. She found a job perfectly marrying her love of art and fundraising research in June 2014 and has been the Art Gallery of Ontario’s Development Researcher ever since.

Identifying, Evaluating, and Supporting the Cultivation of Workplace Campaign Prospects: Insights from a United Way Researcher

Workshop Date and Time: Thursday, October 18, 2018 - 15:15

Workplace campaigns present a unique set of challenges to the prospect researcher. Given the diversity of workplace campaigns and the varying states of affairs of corporate partners it is hard to be efficient in picking the most effective revenue growth strategies. What criteria should be used to identify and evaluate workplace campaign prospects? What data can be employed as indicators for the successful recruitment of a corporate campaign with engaged employees? How can campaign performance data be used to benchmark against peers and set goals? How can the characteristics of current campaign donors inform the cultivation strategies for new prospects? The topics covered in this presentation will cover areas that will be useful for a wide variety of campaigns and applicable to a wide variety of specialized research.


Ken Kempcke

Senior Advisor, Prospect Research
United Way of Greater Victoria

Ken Kempcke has over 25 years seasoning as a prospect researcher, grant writer, donor relations specialist, database administrator, journalist, editor, and academic librarian. He has published numerous articles in reference works and professional journals, produced thousands of prospect profiles, delivered dozens of presentations on fundraising and research methodologies, and played a significant role in successful fundraising campaigns across Western Canada and the Unites States. He is currently a Senior Advisor, Prospect Research with United Way (

Inconceivable! Or Maybe Not: Developing Metrics for Prospect Development

Workshop Date and Time: Thursday, October 18, 2018 - 11:00

Prospects are complex individuals, and development officers are being asked to view them as such. Our role in prospect development is evolving to reflect these complexities, but how do we adjust or establish our metrics to account for these complexities? How intertwined should your shop’s metrics be with the success of frontline fundraisers? How often should goals be adjusted or modified? What do you need to begin tracking now to assess return on investment annually? In this session, Bond will walk through strategies for establishing metrics for prospect development that align with our need to provide value at every stage in our organization’s relationship with individual prospects, as well as accounting for our responsibilities in examining macro-level organizational trends.


Bond T. Lammey

Managing Associate
Bentz Whaley Flessner

Bond T. Lammey is a managing associate at Bentz Whaley Flessner specializing in prospect development. Prior to joining BWF, Bond led prospect research efforts at the University of Chicago, where she oversaw the central prospect research team and developed integrated strategies with prospect management, analytics, corporate and foundation relations research, and non-central research teams at the medical center and Booth School of Business.

Bond received her BA in Sociology and her Master of Management in Nonprofit Administration, both from North Park University in Chicago, Illinois. She is on the board of Apra International and has presented in the United States, Canada, Australia, and Asia at CASE, ADRP, AASP, and Apra conferences.

Introduction to Data Analytics.

Workshop Date and Time: Wednesday, October 17, 2018 - 13:45

This presentation will give researchers an introduction to the field of data analytics. Key concepts, terminology and tools & techniques will be discussed. Additionally, participants will acquire some new skills, which they can apply in their own shops.


Marcus Augustine

Data Scientist, Philanthropy
Canadian Red Cross

Marcus is a data scientist at the Canadian Red Cross. As a member of the Analytics team in the philanthropy department at the Canadian Red Cross, Marcus has worked closely with all fundraising teams, including prospect research, to generate new insights into donor behaviour and enable data-driven decision-making.

Moving from Quantity to Quality – Tools for Refining your Existing Prospect Pool

Workshop Date and Time: Thursday, October 18, 2018 - 13:45

The University of Alberta Prospect Research team is responsible for building and assigning portfolios of prospects for all of the frontline fundraisers in the Office of Advancement. The initial approach to portfolio development, which began almost 10 years ago, focused largely on financial capacity and has resulted in a significant number of identified but unassigned prospects. This approach was expanded in 2014 to include a rating code for Corporate and Foundation prospects, which incorporated a blend of affinity and gift capacity. This presentation will provide an overview of our current approach to redefining our prospect pool and portfolio recommendations using tools such as a quantified affinity score, an expanded capacity assessment formula aimed at identifying high capacity prospects in less traditional roles (such as entrepreneurs or family-based wealth), and a greater focus on prospect management and portfolio health across the fundraising cycle.


Stacey Bissell

Prospect Research and Corporate Records Analyst
University of Alberta

Stacey Bissell is the Prospect Research and Corporate Records Analyst for the University of Alberta. Stacey is a two-time alumna of the U of A and holds both an MLIS and a BA. She has been with the Prospect Research team since 2015 and has held her current role since 2017. Stacey is the chair of the 2018 Apra Canada Conference Programming Committee. She presented at Apra Prospect Development Conference in 2017.

Rena Liviniuk

Acting Director, Prospect Research
University of Alberta

Rena Liviniuk is the Acting Director, Prospect Research for the University of Alberta. Born and raised in Edmonton, AB, she is a two-time graduate of the University of Alberta and holds an MBA and BA in English and Philosophy. Before joining the University of Alberta’s Prospect Research team in 2014, she served as Manager of Major Giving at CNIB and Project Coordinator at Crude Quality Inc. Rena is a member of the Apra Canada Conference Programming Committee. In addition, she has been a Director for the Catalyst Theatre Society since 2010 and is a Past-President of the Edmonton Mayfield Rotary Club. Rena previously presented at Apra Canada 2016 (Toronto, ON) and Apra Prospect Development in 2017 (Anaheim, CA).

Steven Sorensen

Senior Prospect Research Analyst
University of Alberta

Steven Sorensen is the Senior Prospect Research Analyst at the University of Alberta. He obtained a Bachelor of Arts degree from the University of Alberta in 1997. Steven joined the University’s Prospect Research team in 1999. He served as the team’s Acting Manager for four months in 2013. Prior to working in prospect research, Steven served as a University of Alberta Alumni Records Clerk (1998-1999) and worked with a television production company doing research for a biographical documentary TV series.

With Apra Canada, Steven has been a volunteer at the annual conferences, a mentor, and, as of 2014, has been serving as the Director of Regional Representatives. He presented at the 2016 Apra Canada Conference (Toronto ON).

Opening Keynote - Jennifer Filla

Workshop Date and Time: Wednesday, October 17, 2018 - 09:30

The slides from Jennifer's presentation can be found here.


Jennifer Filla

Prospect Research Professional

A resourceful fundraiser with an innovative focus on prospect research, Jen Filla is a researcher, consultant, author, speaker and trainer. Her mission is to perform research with distinction and to provide other fundraising professionals with the power to perform their work with excellence, lead with research, and make a difference!

It's a great day when she can help an organization focus and connect with its best donor prospects as President of Aspire Research Group LLC or help a prospect research professional learn and apply a new skill as CEO of the Prospect Research Institute.

Deeply committed to advancing philanthropy and the fundraising profession, Jen is co-author of Prospect Research for Fundraisers: The Essential Handbook. She has also served as a volunteer and trustee for numerous organizations over the years including The Center Foundation and Habitat for Humanity of Delaware County. Currently she serves on the board of the Nonprofit Consultants Connection in Tampa, Florida.

Jen is a member of the Association of Professional Researchers for Advancement (APRA), the Council for Advancement and Support of Education (CASE), and the Association of Fundraising Professionals (AFP). She received a B.S. from Neumann University.

Partners in Dime: How Research proactively supports Advancement to drive action

Workshop Date and Time: Wednesday, October 17, 2018 - 15:00

At Sunnybrook Foundation, the role of Researcher has evolved beyond the traditional profile to help proactively lead Advancement action and strengthen prospect relationships. From small to large shops, Researchers need to see themselves as strategic partners and an extended member of the Advancement team. In this presentation, Lauren and Sandra will discuss their day-to-day partnership, the importance of going beyond just bringing profiles to the table, and how to drive action and be a strategic ally.


Lauren Fulthorpe

Prospect Management and Research Officer
Sunnybrook Foundation

Lauren Fulthorpe currently serves as one of three Prospect Management and Research Officers at Sunnybrook Foundation, a role she has held since October 2016. Prior to this, she began her career as a front-line fundraiser before moving into the Development Researcher role at the Toronto Symphony Orchestra. In her current role, Lauren supports her Advancement Partners (including Sandra Mapa) with research, prospect management, and prospect strategy.

Beyond Sunnybrook Foundation, Lauren is also a part-time faculty member with Humber College, teaching Prospect Research within the Fundraising Management graduate certificate. In 2016, she was asked to present on wealth screening strategies at the international Tessitura Database Learning & Community Conference in Washington, DC. She holds a Bachelor of Arts in Music from the University of Western Ontario, and a Postgraduate Certificate in Art Administration and Cultural Management from Humber College.

Sandra Mapa

Advancement Officer
Sunnybrook Foundation

Sandra Mapa is an Advancement professional who has been working with Sunnybrook Foundation for the past three and a half years. In her role on the Advancement Team, her main objective is to secure financial contributions that enable the hospital to care for patients and their families when it matters most. Sandra partners with individuals and corporations to help align their philanthropic interests with initiatives and projects to advance Sunnybrook’s world-class health sciences centre, support research, education, and equipment needs. Sandra holds a Bachelor of Fine Arts and a Bachelor of Education from York University.

Plenary Address - Joanne Shoveller

Workshop Date and Time: Thursday, October 18, 2018 - 12:00

Joanne Shoveller

Vice-President Advancement
University of Waterloo

Vice-President Advancement at the University of Waterloo since January 2017, Joanne has been in advancement leadership positions at INSEAD Business School in France (2012-2016), the University of Guelph (2004-2012) and in a variety of fundraising, marketing and administrative leadership roles at Wstern University and Ivey Business School (1987-2004), including 2 years based in Hong Kong. A presenter and volunteer with CCAE and CASE in North America, Europe, Asia and Australia; her international perspective offers unique insights to the alumni experience and effective change management.

Resources and Tips for Researching Prospects in the Greater China Region

Workshop Date and Time: Wednesday, October 17, 2018 - 11:00

International prospect research is a growing area of interest for many North American non-profit organizations. Having been a prospect researcher at two West coast post-secondary institutions with large numbers of alumni and friends across the Pacific, I often compile profiles and assess major giving capacity for constituents in East Asia. In this presentation, I will offer some contextual language and cultural information to facilitate prospect research into constituents in Hong Kong, China, Taiwan, as well as Chinese diaspora in Southeast Asian countries. I will also share a large categorized list of online resources with which to conduct the research.


I-Ju Lai

Research Analyst
University of British Columbia

I-Ju Lai  (pronounced “ee-ru lie”), is a research analyst with the Research and Prospect Analytics team at the University of British Columbia. She has been delivering decision-ready information to help advance her organization’s fundraising mission since she entered the philanthropic sector in 2011. I-Ju possesses a multidisciplinary skillset, with a strong drive for critical thinking and life-long learning. She currently focuses her interests on data-driven prospecting and analysis, social entrepreneurship, and international prospect research.

I-Ju holds a Master of Arts in linguistics from UBC, and a Master of Science in computer engineering from Santa Clara University.

Technology Panel

Workshop Date and Time: Thursday, October 18, 2018 - 09:45

Over the years discussions about technology have become more prevalent in prospect research circles. Are we doing enough with analytics? Should we be learning programming languages? Are there tools we aren’t utilizing? At this point there seem to be more questions than answers.

In this session, a panel of technology experts from outside of prospect research will give brief lightning talks about relevant projects and then answer any technology questions. A range of subject matter expertise will be present, including data science, master data management and more.

This session will be moderated by Meghana Jakate.


Kevin Ganapathy


Kevin is the founder of Pixelbot (, a software development company specializing in innovative technical strategies and solutions.  With a degree in computer science from Simon Fraser University, he has over a decade of experience in programming, data management, and business.
Pixelbot has worked on data-centric projects for businesses, government, and international non-profits whose influence has helped shape global policy in areas such as environment.  Under Kevin's leadership, Pixelbot designs vision-driven data strategies and crafts solutions to enable effective decision making.

Florian Goebels

Data Scientist

During Florian’s academic and professional career his focus was on developing and implementing top-notch custom machine learning solution for problems ranging from life science to retail marketing. Florian actively participates in the Toronto AI environment and he explores new ML technologies and their applications.

Florian has more than 7 years of experience in Data science. In 2014 he received his Ph.D. in Computer science from the Technical University of Munich, after which he joined the University of Toronto as a postdoctoral fellow. Prior to joining BMO Florian worked as a researcher at LoyaltyOne’s innovation lab where he investigates novel applications of deep learning on Canada’s largest retail dataset with the goal to improve your shopping experience.

Michelle Lonergan

Director, Philanthropy Business Operations
Canadian Red Cross

Michelle Lonergan works at the Canadian Red Cross as the Director of Philanthropy Business Support and Operations.  She is also responsible for the Data and Analytics Hub within the Philanthropy and Commercial Operations Business Units.  Her team’s job is to work with the various Philanthropy and Prevention and Safety Channels to provide oversight, support and data governance concerning Strategic Analysis, Data Architecture, Data stewardship and the CRM databases.

Before this role at the Red Cross, Michelle was in charge of the face to face and telemarketing activities across the country.  Before the Red Cross Michelle was the Senior Database Management and Fundraising Consultant for JMG Solutions Inc. and since 2001, Michelle has worked with over 100 non-profit organizations across Canada.  Michelle integrates her database experience with her direct response role and truly believes that good data is the cornerstone for any successful fundraising program.

Noah Marconi

Tag Loyalty

A researcher turned developer, Noah comes with over a decade of experience spanning research, analytics, and software development. No stranger to emergent technology, he is right at home in intersection between AI and Blockchain.

Beginning his career as a researcher at Vision Critical, Noah migrated to the product side to design and build research automation tools. More recently, Noah has held the position of Scientist at Zero Gravity Labs (LoyaltyOne’s innovation arm) and Vice President, Research & Development at BlockAble Inc.

The Hidden Potential of Gift Planning Prospects

Workshop Date and Time: Friday, October 19, 2018 - 09:15

Faced with a large spreadsheet of planned giving prospects, how do you refine those names down to the best individual prospects? Although planned giving prospects tend to ‘fly under the radar’ in many respects, they share some common behaviours and characteristics that can help to reveal their planned giving propensity. Using a model created at the University of Toronto, we will discuss profiles of the best gift planning prospects as well as various prospecting and research projects that participants can tailor to their specific not-for-profits.


Jim Lawson

Associate Director, Gift Planning
University of Toronto

Jim Lawson began his fundraising career while working with the United Church of Canada where he directed their national planned giving program, moving to the University of Toronto in 1999. Jim has been Associate Director of Gift Planning at U of T since 2014.

Erica Sum

Research Officer
University of Toronto

Erica Sum is a Research Officer at the University of Toronto's Division of University Advancement. Prior to this, she was a volunteer researcher with Doctors Without Borders Canada. She has written and presented on prospect research with Apra Canada and CAGP (Canadian Association of Gift Planners).

University Gift Acceptance & Due Diligence – A Prospect Research Perspective

Workshop Date and Time: Wednesday, October 17, 2018 - 13:45

At Western University, the Prospect Management & Research team provides research that identifies potential controversies and issues on specific individuals and organizations that are in solicitations. These requests typically come from the VP, Donor Relations (in regards to potential University naming opportunities) and the Secretariat’s Office (in regards to University awards, honors, and potential volunteer recruitments).  

This presentation will provide an overview of this process, including the history and context, and the methods and sources the Research team uses in completing these requests.


Mark Neilans

Manager, Prospect Management and Prospect Research
Western University

Mark Neilans is the Manager, Prospect Management and Prospect Research at Western University.  In this role, he provides strategic leadership and oversight of the prospect research team providing a full range of research support to the University’s development programs. He has worked in prospect research and advancement for 13 years. 

He is a past board member of Apra Canada.  Mark holds Masters Degrees in Public Administration and Library and Information Sciences from Western.