December Professional Development | The Joy of Fundraising from the Perspective of the Executive Director/CEO

In this talk, Mark Weinstein will examine the differing roles and motivations of the Executive Director/CEO, the Chief Development Officer, the Board, Development staff and other key players in an organization where fundraising is a significant revenue need. He will address issues involved in the development of fundraising design structure, the use of metrics to measure and motivate, as well as the importance of involving the entire organization in development efforts. Mark will speak about the importance of managing expectations while simultaneously setting stretch goals. How can the ED/CEO overcome the reluctance of board members to fund raise? How can one use current donors to broaden the base? How can the ED/CEO act as the chief fundraiser while fulfilling all the other duties of a CEO? What are the key motivations of various types of donors including individuals, corporations and the varying types of foundations? Mark will also talk about key sales techniques that have worked for him over time as well as his success in integrating capital campaigns, planned giving and annual fundraising. Throughout his talk, Mark will share a few interesting (and short!) stories of fundraising moments he has experienced which illustrate important strategic and tactical fundamentals. In sum, Mark will share his love of fundraising from the perspective of the top leader of a nonprofit.

Presented by Mark Weinstein

Mark is a hands-on leader when it comes to fundraising. Since his arrival at the Brevard Music Center in 2013, annual fundraising has more than doubled, and the number of donors has roughly tripled. Mark’s experience at the Music Center includes two successful capital campaigns, raising millions of dollars to renovate many of the 150 buildings on the campus, restructure the main performance venue, and build new dormitories. Most importantly, the monies raised enabled the Music Center to build a new, state of the art concert hall. With the new Parker Concert Hall, the Music Center has been able to expand programming from its annual Summer Festival to year-round concerts with guest artists from all over the world. Mark also expanded student instruction from mostly classical music to include programs in jazz, classical guitar, bluegrass guitar, and banjo. Ticket sales have consistently set new records.

Over his 40 year career in the performing arts , Mark has served as Executive Director of the New York City Opera at Lincoln Center, General Director of the Pittsburgh Opera, Executive Director of the Washington National Opera at the Kennedy Center, and CEO of the AT&T Performing Arts Center in Dallas, Texas. In each of these positions Mark led successful fundraising efforts, working closely with boards and staff. During his career, Mark has partnered with development staff to raise approximately $200 million.

Mark has an MBA from the Harvard Business School in Cambridge, Massachusetts, and a BA in Political Science from Carleton College in Northfield, Minnesota. His wife, Susanne Marsee, was the leading Mezzo-Soprano soloist at New York City Opera at Lincoln Center for over 20 years.

The Joy of Fundraising from the Perspective of the Executive Director/CEO