2026 Symposium on Fundraising

2026 Symposium: Major Gifts: Strategy, Confidence, and the Courage to Ask

June 11, 9.30 am – 3.30 pm

Come at 8:30 for a free headshot, stay until 4:30 for social hour with wine bar sponsored by Sips.Coffee.Wine.Beer.

Ventura College (Thank you, Ventura College Foundation!)

4667 Telegraph Rd, Ventura, CA 93003

Register Now!

Major Gifts: Strategy, Confidence, and the Courage to Ask

Major gifts are the engine of transformational growth—and they require precision, preparation, and purposeful asks. This symposium focuses on strengthening major gift strategy, from identifying and qualifying prospects to crafting and delivering compelling solicitations. Participants will gain practical tools, experiences, and renewed confidence to ask boldly, close effectively, and elevate the financial future of their organizations. The symposium also includes a distinguished panel of local major donors to share their perspectives. 

Who Should Attend:

Fundraising professionals, senior nonprofit leadership, board members, volunteers, donors, consultants, and others interested in a career in the nonprofit sector are warmly welcome.

Fees

Meet our AFP Symposium Keynote Speaker: Mary Petersen | www.heyfundraiser.com 

About Speaker: Mary Petersen has spent over 25 years in the major gift trenches, helping nonprofits raise millions while teaching fundraisers how to find the words, the confidence, and the courage to ask. She is the founder of Hey Fundraiser, and the author of What to Say: 12 Scripts for Asking for a Major Gift. Mary’s work has guided organizations from hospitals to universities to community-based nonprofits, and she is known for her fresh, joyful approach to the most intimidating part of fundraising: the ask itself. She has trained and coached thousands of fundraisers across the country, equipping them to overcome fear, build authentic donor relationships, and close transformational gifts.

What to Say: Practical Words for Confident, Effective Gift Asks

Presenter: Mary Petersen
Organization: Hey Fundraiser
Session Length: 1.5 Hours (90 minutes)

Session Description

Fundraisers are often told to “just ask,” yet many professionals experience significant anxiety when entering donor conversations. Fear of saying the wrong thing, appearing too direct, mishandling objections, or damaging relationships can prevent even experienced fundraisers from making confident and effective gift requests.

In this highly interactive keynote session, veteran major gifts strategist and fundraising coach Mary Petersen shares practical language, real-world examples, and proven conversational frameworks that help fundraisers navigate donor conversations with greater confidence and authenticity. Drawing on more than 25 years of frontline fundraising experience, Mary introduces 12 distinct ask styles aligned with how donors actually make decisions — from the head, the heart, or the gut. Whether engaging a straight shooter, legacy builder, analytical decision-maker, or relationship-centered storyteller, participants will leave with practical scripts and adaptable approaches for meaningful donor conversations.

The session emphasizes relationship-centered fundraising practices rooted in authenticity, donor engagement, and mission alignment. Through guided exercises, discussion, and real-world examples, participants will gain greater confidence in preparing for and conducting major gift conversations.

As part of the keynote experience, participants will receive a complimentary copy of Mary Petersen’s book, What to Say: 12 Major Gift Scripts to Get a YES, which expands on the practical tools and language introduced during the session and serves as an ongoing professional fundraising resource.

Presenters:

Ilana Ormond

Shanna Wasson Taylor

Carla Long

Session Length: 1 Hour (60 minutes)

Session Description 

For many fundraising professionals, planned giving can feel intimidating — filled with technical language, legal terminology, and complex financial concepts. Yet at its core, planned giving is about helping donors articulate the story they want to leave behind and the legacy they hope to create through philanthropy.

This interactive workshop is designed to demystify planned giving through practical conversation, real-world experience, and peer learning. Rather than relying on formal lectures or highly technical presentations, the session creates a welcoming, discussion-based environment where participants can openly explore the fundamentals of legacy giving, donor engagement, and relationship-building practices associated with planned gifts.

Experienced planned giving professionals from higher education, healthcare, and community-based philanthropy will share stories, lessons learned, and practical approaches for initiating and sustaining planned giving conversations with donors. Participants will have the opportunity to ask questions, discuss challenges, and gain insight into how planned giving programs are developed, communicated, and integrated into broader fundraising strategies.

The workshop is intentionally designed as a low-pressure, high-impact learning experience appropriate for professionals who are new to planned giving, considering expanding into the field, or seeking practical guidance from experienced practitioners.

Ilana Ormond Bio:

Ilana Ormond is the Senior Director of Planned Giving at UC Santa Barbara, where she has spent over a decade securing legacy commitments for her alma mater. She started her career at the American Film Institute and subsequently built the planned giving program for the Motion Picture & Television Fund Foundation. Over the next two decades, Ilana held senior gift planning roles at several major organizations in Los Angeles and spearheaded the Planned Giving Initiative at the Ventura County Community Foundation.

A former President of the Los Angeles Charitable Gift Planners and Chair of the Western Regional Planned Giving Conference, Ilana served as a guest lecturer for the USC/Hebrew Union College dual master’s program and as a faculty member for the Center for Nonprofit Leadership. She is currently one of ten national mentors for the National Association of Charitable Gift Planners.

In her community, Ilana serves as the co-President of the Friends of the Thousand Oaks Library and volunteers as an adoption counselor for the Ventura County Animal Services’ Bunny Brigade.

Shanna Taylor Bio:

Shanna Wasson Taylor has served as the half-time Gift Planning Services Officer at United Way of Santa Barbara County for 10 years. Being semi-retired, and working part-time at United Way in the special niche area of planned giving, offers Shanna excellent work-life balance, as well as satisfying and intellectually-challenging work. Prior to United Way, Shanna spent 20 years as CEO for Make-A-Wish Tri-Counties, and 10 years in membership and program for the Girl Scouts of California's Central Coast and in San Diego.  She serves on the board of the San Buenaventura Conservancy for Preservation. Shanna enjoys backpacking, playing soccer and tennis, her book club, and her garden.

Shanna earned her bachelor's degree in business administration from Loyola Marymount University and her master's degree in education, leadership & organizations from UCSB.

United Way Planned Giving website: https://unitedwaysbgift.org

Carla Long Bio:

Carla Long is the Director of Gift Planning at Cottage Health, serving as a senior advisor on planned gifts, including real property gifts. She came to Cottage Health over two decades ago after serving at both UCSB and SBCC in senior financial analyst roles.

Although Cottage Health has been a healthcare leader in its community for more than 135 years, in 2004 the organization’s focus on planned gifts was just beginning. Carla spearheaded the development of gift acceptance policies, planned giving marketing materials, and developed a portfolio of donors and prospects to support current and future healthcare needs for the community.

She has participated in two major campaigns, each exceeding $100 million — a capital campaign for the rebuilding of Santa Barbara Cottage Hospital and a more recent comprehensive campaign. Currently, she manages Cottage Health’s gift planning team and enjoys mentoring staff on both major and planned gifts.

Presenter: Mary Petersen

Organization: Hey Fundraiser

Session Length: 1 Hour (60 minutes)

Session Description

Transformational philanthropy often begins not in large banquet halls or formal campaigns, but around small tables, authentic conversations, and trusted relationships. In this practical, hands-on workshop, major gift strategist and fundraising coach Mary Petersen introduces participants to a proven three-step framework for launching or revitalizing a major gifts program through relationship-centered fundraising strategies.

Drawing from more than 25 years of frontline fundraising experience, Mary will guide participants through “The Dinner, The Match, and The Upgrade” — a practical system designed to help organizations cultivate deeper donor engagement, inspire leadership giving, and strategically grow major gift support.

Participants will learn how to design intimate mission-focused gatherings that foster meaningful donor connection, identify and engage the right hosts and guests, structure effective matching gift opportunities, and apply practical donor upgrade strategies that move loyal supporters toward transformational giving.

The workshop emphasizes actionable implementation and strategic planning. Participants will leave with a concrete 90-day action plan that can be adapted and implemented immediately within their own organizations.

Session Length: 1 Hour (60 minutes)

Session Description

Major gifts fundraising is rooted in relationships, trust, shared values, and long-term engagement. Yet many fundraising professionals have limited opportunities to hear directly from philanthropists about what motivates significant giving and what strengthens — or weakens — donor relationships over time.

In this moderated panel conversation, local private philanthropists and major donors will share candid perspectives on the experiences, values, and decision-making factors that shape their charitable investments. Panelists will discuss what inspires transformational giving, the communication and stewardship practices that foster trust, and the qualities they seek in nonprofit leadership and organizational partnerships.

Designed for fundraising professionals, executive leaders, and board members, this session offers practical insight into donor-centered relationship building and sustainable philanthropic engagement. Participants will gain a deeper understanding of how authentic communication, thoughtful stewardship, and mission alignment influence long-term donor relationships and major gift success.

The session is intentionally conversational and interactive, providing participants with the opportunity to engage directly with philanthropists through moderated discussion and audience Q&A.

8:30 am                  Professional Headshots Session begins

8:30 am                  Check-in opens & Networking 

9:30 am                  Program begins

                               Symposium opening, sponsor recognition, program overview, membership & upcoming event pitches

9:45 am                  Keynote Session with Mary Petersen of Hey Fundraiser

12:00 pm                Lunch and networking, professional headshots

12:45 pm                Afternoon Sessions (2)

2-2:15 pm              Coffee Break

2:15-3:15 pm         Major Donor Panel

3:15                       Closing

3:30-4:30               Social Hour & Purposeful Networking