Moving Your Annual Donors to the Next Level


RSVP DATE: JAN 01, 1970

$156 Non-Member

[$143.00 Gold Member]

In recent years, partly because of the economy and partly because the techniques have been so successful, many schools have been using a capital campaign-style personalized approach to donor cultivation, solicitation, and stewardship. They find that this approach has inspired many donors to give and others to continue to increase their level of giving.

Since your annual fund connect your school to the largest possible group of donors in your community, it also helps you identify individuals who later might become leadership supporters of your annual fund and also of your capital, endowment, and major gift programs. Reenergize your annual fund by adopting strategies of a successful capital campaign. By doing so, you optimize the potential to motivate donors and prospects to take on leadership roles and increase their level of giving over time.


This Webinar is designed for both experienced and new Development Directors. Join us on February 12, as we explore the elements of designing your annual fund to motivate your donors. You’ll inspire them to deepen their connection to the school and increase their levels of giving.


You’ll cover these topics

  • Ensuring your case is mission-driven
  • Engaging the Board to lead by example
  • Creating a Annual Fund Cabinet of volunteer leaders
  • Creating a leadership division of your annual fund
  • Evaluating your best potential target groups
  • Identifying a strategy for each group to improve their desire to give
  • Integrating special events and activities to cultivate and steward donors and prospects

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

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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