Identify and Engage Your Leadership Donors

Status: RECORDED on MAR 08, 2017
Certification Credits: 1 IACP

$156 Non-Member

[$143.00 Gold Member]

It’s a fundraising fact that 5% to 20% of your donors give 80% to 95% of the total dollars raised in your campaigns. These are your leadership donors—a vital force in moving your school forward, in terms of both the funds they contribute and the influence they wield.

In this Webinar, learn how to build your leadership funnel for your annual fund as a pipeline for all major gift fundraising. You want to enhance donors' engagement in ways that increase their enthusiasm, deepen their commitment, celebrate their leadership, and inspire them to give and give again.


  • Identify your leadership donors
  • Develop the leadership division of your annual fund
  • Recruit and train leadership volunteers
  • Manage volunteer engagement effectively
  • Train volunteers as part of solicitation teams
  • Learn the power of face-to-face and peer-to-peer engagement, solicitation, recognition, and stewardship
  • Learn surefire ways to energize your Trustees to lead by example
  • Understand your role and the roles of your School Head, President, and Development Chair
  • Learn the importance of segmenting giving levels within your leadership group of donors
  • Identify how special events and small gatherings deepen leadership donors' connection to your school

Run Time:
Total run time is 60 minutes. The presentation will run approximately 45 minutes with 15 minutes designated for Q&A.

Who Should Attend:Development professionals

staff photo paula schwartz

Paula Schwartz, Ed.D., IAP-L

ISM Senior Consultant | Director of Fundraising Group | Advancement Academy Convener


Paula joined ISM in 2002 after nearly 20 years working with various educational institutions to plan and execute their development, communications, and research programs. She provides services in the areas of annual, capital, endowment, and major gifts fundraising.

Current Role

As Senior Consultant and Director of ISM’s Fundraising Group, Paula:

  • Consults in development assessments, planning exercises, feasibility studies, case statements, campaign coaching, prospect research, and database management and utilization
  • Has advised and worked on-site with more than 150 schools across North America, many of them more than twice
  • Writes for ISM’s publications, including Ideas & Perspectives
  • Leads leadership and Board retreats, and coaches professional and volunteer leaders
  • Conducts workshops and webinars on annual giving, capital and endowment campaigns, major gifts programs, advancement staffing, and performance evaluation
  • Keynotes and speaks at education conferences including AMS, AISNE, CASE, FCIS, SAES, NCAIS, and CAPS
  • Convenes ISM’s Advancement Academy for expert practitioners in the areas of admission, enrollment management, development, and marketing communications
  • served as co-architect of ISM’s International Advancement Certification Program for advancement professionals in private-independent schools

She holds the Leader Certification through ISM’s International Advancement Program (IAP-L).

Prior Experience

Before joining ISM, Paula was a Vice President with Waters Pelton Ostroff & Associates, Inc., a fundraising consulting firm. In that capacity, Paula conducted numerous development assessments and capital and endowment campaign feasibility studies, totaling more than $65.5 million.

Previously, Paula was Director of Development for the Delaware Symphony Orchestra; Director of Corporate Relations at the World Affairs Council of Philadelphia; and consultant to the Children’s Television Workshop, WNYC-TV, and the New York City Office of the Mayor. She headed and taught at four international institutes established at Duke and Columbia Universities, and for the Council on International Educational Exchange.


Paula earned her doctorate in education from Teachers College, Columbia University, NY. She also holds two master’s degrees, in TESOL and in education, also from Teachers College. She earned her bachelor’s degree from Grinnell College, IA.

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