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The Perfect Ask
The Perfect Ask is a participatory workshop which explores tried and true strategies for soliciting face-to-face gifts. Using
a linear approach to outline the process, workshop participants are provided with a practical checklist of solicitation
considerations, from scheduling the meeting to closing the deal. The centerpiece of the workshop is the power of storytelling - the
encouragement to tap into your narrative assets to build the most compelling case for support. Whether you are a newcomer
to fundraising or a seasoned development professional, by the end of the workshop, participants not only build a comfort level
for leading up to and delivering their own “Perfect Asks” but more importantly, understand why process is just as important as
outcome!

Held in Chicago C, Ballroom Level. Presented in Segment 3B & 4. Segment 3B Sponsored by AudienceView.
Presenter: Robert Bull Jr., President, The Compass Group, Baltimore, MD
Transforming Memberships & Donor Programs to Advance Equity and Social Justice

As theatres with a history of exclusion and segregation, how do we make our fundraising practices more socially, racially,
and economically just and equitable? Over the past three years the Paramount & State Theatres in Austin, TX have
established more inclusive connections with the Central Texas community by participating in the Community-Centric Fundraising
(CCF) movement. This session will explore the evolution of the fundraising model and share how our theatres have prioritized
diversity and equity in our fundraising practices. The Paramount & State Theatres work to move away from the traditional
donor-centric fundraising practices which historically disincentivize working in collaboration with other groups and nonprofits.
Development staff will present an overview of CCF and the 10 principles that aspire to transform fundraising and philanthropy.
With a special focus on individual giving, fundraising campaigns, and membership programs we will share how the principles are
incorporated and applied into our work at the theatres. A Q&A discussion including prompt questions for the session participants
will follow the presentation. The goal of this session is to share knowledge about the CCF movement, 10 principles, and how
organizations and staffs of all sizes can incorporate these principles to help center equity and justice at the heart of fundraising. We
will address questions like: How do we build space for continued learning and growth as individuals and as teams? As development
professionals, how can we make decisions, represent our organizations, and use our platform to champion justice and equity?
Held in Chicago A, Ballroom Level. Presented in Segment 3A & 3B. Segment 3B Sponsored by AudienceView.
Presenters: Krystal Parsons, Director of Development, Paramount & Stateside Theatres, Austin, TX and Erin Waelder, Associate
Director of Donor Communications, Paramount & Stateside Theatres, Austin, TX

You’ve Got Options: Making the Most of ‘Third Spaces’ in Your Theatre
Theatres have been gathering spots for millennia, providing spaces for celebration, education, and entertainment. But
today, theatres are being asked to play bigger roles in their communities. This session asks: How can theatres use their
spaces in more creative ways? And how can new spaces provide alternate revenue streams? Many theatres are exploring new
ideas with current, new, or “found” spaces, finding ways to monetize their venues with multiple uses. Hear from three theatres
that, when projects are completed, will have additional sources of revenue. The 1,200-seat Grand Theater is part of the ArtsBLOCK
in Wausau, WI, a district that includes galleries, The Grand, and multi-use space the Great Hall. As the city focuses on a younger,
outdoor-centric demographic, the venues are creating new concepts to transform themselves while also maintaining their current
patrons. The Sandusky State Theatre in Ohio has a tight combined community / multi-purpose space that has been under-utilized
and restricts programming, operations, and functionality. An expansion allows for new program, including a gallery, new and
enlarged 1st floor concessions, a flexible 2nd venue for pre-function, comedy, jazz, and other special events, and new “third space”
covered exterior terrace, all providing a multitude of revenue-generating uses. This new space will also be available for public
use and rental events. The Greer Cabaret Theatre, part of the Pittsburgh Cultural Trust, is reclaiming unused and inefficient back
of house office space to expand what was a very small bar into a full-service bar/restaurant with room for a platform stage. The
renovation creates a second venue to book smaller acts and allows for “dinner and a show” ticket sales. It will also serve as an
after-show location for all the Trust’s theater district patrons. The session leaders will discuss how they addressed community-
driven needs, the myriad of vetted ideas, the financial considerations, the design plans, and the community responses.
Held in Empire A, Mezzanine Level. Presented in Segment 3A & 3B. Segment 3B Sponsored by AudienceView.
Presenters: Marta Johns, Senior Interior Designer, DLR Group, Cleveland, OH; Andy Ostrowski, Theatrical Renovation Project
Manager, Pittsburgh Cultural Trust, Pittsburgh, PA; Chris Parthemore, Executive Director, Sandusky State Theatre, Sandusky, OH;
and Sean Wright, Executive Director, Performing Arts Foundation, Wausau, WI

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47th National Conference & Theatre Tour July 2023 INLEAGUE | PAGE 19