Page 15 - July 2019 Conference Program Volume 42 No. 01

Tuesday, July 16, 2019

All events at the Philadelphia 201 Hotel unless otherwise noted

Scaling Up: Using Facility Expansion to and exclusive. Following the case study, there will be
Strategically Grow your Organization and a brainstorming session for creating and implementing
Increase its Overall Community Impact other initiatives which provide patrons more autonomy
(Independence D, Mezzanine Level) over their experiences.

This presentation will examine the why and how of Presenters: Vanessa Martinez, Theatre Services
facility expansion by looking at two LHAT theatre Manager, and Justin Sullivan, Customer Experience
case studies, the Count Basie Center for the Arts in Director, Majestic Theatre & Charline McCombs
Red Bank, New Jersey and the Academy Center Empire Theatre, Ambassador Theatre Group Venues,
of the Arts in Lynchburg, Virginia. The Count Basie San Antonio, TX
made a strategic decision to expand their facilities
based on meeting the demands of their expanded The Perfect Ask
programming. They found that to meet their full (Independence B, Mezzanine Level)
potential, they needed more than their historic
theatre alone. The Academy has existed in a partial
campus, without a restored historic theatre, until they
recently completed their restoration project this past The Perfect Ask is a participatory workshop which
December. The Academy took specific strategic steps explores tried and true strategies for soliciting face-
to incrementally increase their operational output, to-face gifts. Using a linear approach to outline the
staff size, and budget during the three-year theatre process, workshop participants are provided with
restoration period to increase their funding base and a practical checklist of solicitation considerations,
prepare their operations for a 200% budget increase from scheduling the meeting to closing the deal.
with the opening of their new facility. A centerpiece of the workshop is the power of
storytelling – the encouragement to tap into your
Presenters: Geoffrey Kershner, Executive Director, narrative assets to build the most compelling case for
Academy Center of the Arts, Lynchburg, VA; and support. Whether you are a newcomer to fundraising
Adam Philipson, Chief Executive Officer, Count Basie or a seasoned development professional, by the end
Center for the Arts, Red Bank, NJ of the workshop, participants not only build a comfort
level for leading up to and delivering their own
Thank U, Next: A Case Study for Creating “Perfect Asks” but more importantly, understand why
Venue Experiences in the New Age process is just as important as outcome!
(Seminar B, 1st Floor) Presenters: Robert Bull, Managing Partner, The
Compass Group, Baltimore, MD
Stay at home and watch Lady Gaga in Sound of
Music on Netflix or buy a ticket to Sound of Music at 2:30pm - 3:00pm
the Theatre? It’s a choice we are confronted with networking refreshment Break
every day. All venues have challenges today for (Freedom / Independence Foyer, Mezzanine Level)
providing both content and unrivaled experiences.
Historic venues have unique challenges when Sponsored by:
creating experiences that meet the expectations of
diverse audiences that are accustomed to the newest
technology and instant conveniences. This session will
provide a case study for three successfully launched
initiatives at the historic Majestic Theatre: an in-seat
ordering and delivery platform for concessions, a
Happy Hour Tour that encourages (if not demands)
selfies, and an Entry Level VIP option that is affordable

2019
EDUCATION Official Conference
PROGRAMS Education Sponsor

43rd National Conference & Theatre Tour July 2019 INLEAGUE | PAGE 13