Looking After Your Leadership Donors

Status: RECORDED on FEB 22, 2012

$156 Non-Member

[$143.00 Gold Member]

This Webinar earns 1 credit towards your IACP credit requirements

What are you doing with the 5% to 20% of your donors who are giving anywhere between 80% to 95% of the money for your annual and/or capital and endowment campaigns or major gift program? Often as development professionals we stop after the gift has been giving and this is just when our donors are getting “warmed up.” How do we recognize them and steward them in ways that deepen their commitment to their school and celebrate their leadership so that they will be inspired to continue to give over time?

Bring your development and campaign plans to this ISM Webinar and get set to critique. This Webinar, led by ISM Development Consultant Paula Schwartz, EdD, is perfect for both experienced and just-starting-out Development Director. Join us for this popular Webinar presentation as we explore the elements of recognizing and recultivating your leadership donors.

You'll cover these topics and more:

  • How your development plan can highlight attention to your leadership donors
  • How does your plan segment levels of giving within your leadership group of donors?
  • How does your plan systematically take them along the donor cultivation cycle?
  • Do you practice peer-to-peer cultivation, solicitation, recognition and stewardship of your leadership donors?
  • What role do special events and/or intimate gatherings play?
  • What are innovative ways to engage your leadership donors and keep them connected to your school?
  • What roles do your Head of School, Board President and Development Chair play?
  • What role do your Trustees play
  • What role do you play as Development Director?

Reserve your seat now!

Run Time:
Total run time is 60 minutes. This includes a 45-minute presentation and 15 minutes dedicated to open Q&A from participants.

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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