RAISE Podcast

On this episode of the podcast, Brent chats with Phil Castleberry, Vice President for University Advancement at the Rochester Institute of Technology. They cover topics like the compounding impact of building strong personal and professional relationships; how being from a military family and moving with regularity shaped Phil to be adaptable to almost any new environment; and what it’s been like to onboard remotely in his new VP capacity. Phil also reflects on how he received a full scholarship to complete his undergraduate degree at the University of Central Missouri, but never really knew (nor was taught) where the scholarship money came from until the VP of Development asked if he would be interested in managing the student phonathon program. On this episode, Phil and Brent talk about MGO salaries and whether they are proportional to the revenue that they bring into the university; the importance of portfolio transition upon a gift officer’s departure; and how cool it is that Phil has his pilot’s license and could fly himself to a donor visit.

About Phil

Phil Castleberry, a 20-year veteran of higher education advancement and fundraising, was named Vice President for Development and Alumni Relations, now University Advancement, at Rochester Institute of Technology in February 2020. He provides strategic vision and operational leadership for all aspects of the university’s development and alumni initiatives, including oversight of a team of more than 100 professionals, as well as direction of a $1 billion blended campaign, Transforming RIT: The Campaign for Greatness, which has raised $765 million to-date.

Prior to joining RIT, Phil was Vice President for Institutional Advancement at St. John Fisher College for four years where total giving increased from $3.3 million to $12.3 million annually and unrestricted giving more than tripled during his tenure. Phil also designed and launched “Fisher Forward,” the most ambitious campaign in the college’s history with a goal of $75 million. He previously served in a variety of progressively responsible roles at the University of Rochester from 2009-2016, concluding his tenure there as Associate Vice President of University Advancement. Other roles in higher education advancement include service at Washington University in St. Louis, the University of Missouri – St. Louis, William Jewell College, and the University of Central Missouri.

Castleberry holds a bachelor’s degree in political science and speech communication from the University of Central Missouri as well as a master’s degree in political science from the University of Missouri — Kansas City.

On this episode of the RAISE podcast, Brent sits down with an Advancement Great. Jim Langley is the President of Langley Innovations, a title he earned after 30 years in the higher ed advancement space. Jim has so much to share with our podcast listeners, including the difference between a crying need and offering help, schmoozing prospects versus developing partnerships, and soliciting round numbers versus providing carefully-crafted budgets. Jim reminds us that thanking is not the same as stewarding, and that we should never “put the ego cart before the content horse” and cast a prospect as ego-driven when they may be (and likely are) purpose-driven. He reflects on regional differences in giving behaviors, and on the importance of posture when asking for a gift. And, in true Jim fashion, he shares a genuine story of his most embarrassing solicitation (followed by his most rewarding one). Jim is one of the most helpful and authentic thought leaders in this space, and we are so excited that he joined us as a guest on the podcast.

About James

James M. Langley, President of Langley Innovations, has pioneered a number of practices that have been emulated by hundreds of institutions of higher learning. The knowledge he acquired from conceiving and conducting three path-breaking campaigns at three major institutions and the insight he gleaned from decades of research on donor behavior has been shared in five books, dozens of articles, hundreds of blog posts and scores of seminars, workshops and speeches. As a result, his expertise and insight, particularly on how institutions can adapt best to changing and unchanging philanthropic realities, is highly sought after by Canadian and U.S. institutions and professional advancement organizations.

His most recent book, The Future of Fundraising: Adapting to New Philanthropic Realities, was published by Academic Impressions in 2020. It builds on the vast experience and extensive research imparted in his four previous books, Comprehensive Campaigns: A Guide for Presidents and Boards, Fundraising for Boards: A Guide, Fundraising for Deans: A Guide, and Fundraising for Presidents: A Guide and Fundraising for Presidents: A Guide. He has also written chapters in Advancing Higher Education: New Strategies for Fundraising, Philanthropy and Engagement and How to Recruit and Retain Good Staff and published numerous articles including his most recent, “Cultivating a Culture of Philanthropy” in Trusteeship, the magazine produced by the Association of Governing Boards. After 30 years in higher education, he founded Langley Innovations. In its first eleven years, Langley Innovations has served over 130 clients, providing a wide variety of strategic services.

As Vice President for Advancement at Georgetown University (2005 to 2010), Langley imagined and led a massive “Discovery Initiative,” employing current students to conduct face-to-face interviews of alumni around the world. The purpose of the interviews was to discover what Langley calls the “animating passions” of the alumni, then link those passions with the University’s programmatic initiatives to establish Georgetown as the place that alumni “not only give to but through to realize their larger societal ideals.” Over 6,000 alumni in 42 states and 17 countries were interviewed. Giving by those interviewed rose 43 percent in the year after the visit with 20 percent giving their largest gift ever. In addition, the interviews yielded 1,000 new career mentors, 500 new alumni admission interviewers, 200 regional club and class committee volunteers, and 570 new major gift prospects, 63 percent of whom had a capacity of over $100,000. Langley also launched the quiet phase of a campaign that secured over $558 million, including a record $189 million in 2009 despite the worst economy since the Great Depression.

At the University of California, San Diego (1997-2005), Langley served at Vice Chancellor for External Relations and President of the UCSD Foundation. He forged a public-private coalition and secured support from both sides of the political aisle to establish a model school for economically disadvantaged youngsters. After only four years, the graduates of this model school were being admitted to the nation’s most competitive colleges and universities. Langley also led efforts to secure $100 million from the State to create an advanced information technology center then matched that grant with $140 million in support from business and industry, which he secured within five months. Though advised by fund raising experts that the University did not have sufficient alumni support, Langley led the school into a $1 billion campaign, the largest campaign ever attempted at the time by a school established in the post World War II period. That campaign put forward a series of bold concepts, which attracted one nine-figure gift, and 7 eight-figure gifts, all of which were greater the largest gifts previously raised --- and all from non-alumni donors.

When he left that University, Langley was cited by the Chancellor as “a pivotal force behind the campus’ ascension as a world class institution.” The citation, in part, reads, “He engineered a meteoric rise in the philanthropic giving …and his vigorous launch of the landmark “Imagine What’s Next” campaign ensured its extraordinary early success. Jim’s unique vision …energized such key constituent groups as alumni, federal, and state officials, and community leaders. His blueprint for successful strategic communications had dramatically raised UCSD’s public profile, and his dynamic participation in higher education advancement circles won UCSD national renown for innovative stewardship.”

At Georgia Tech, where Langley served as Vice President of External Affairs (1989-1997), he led an initiative to increase that university’s market share of the most qualified students in the face of demographic decline. Using innovative market research and targeted communications, Langley increased the University’s average SAT score from 1187 to 1234 in two years. He also was instrumental in the Georgia Tech being selected as the Olympic Village for the 1996 Summer Games and converting that platform into an international news bonanza for the University. Under Langley’s direction, fund raising receipts tripled and his operations won numerous awards in virtually every area of advancement.

Renowned for his public speaking, Langley’s professional seminars are consistently described as the “best I have ever attended” by his peers and he has been awarded the Crystal Apple by the Council for the Advancement and Support of Education for having received the highest possible evaluations from attendees at ten different conferences.

Langley graduated magna cum laude from the University of Cincinnati where he was also selected to Phi Beta Kappa. He also received a master’s degree in history from the University of Cincinnati where he was awarded the prestigious Taft Fellowship. He is a Vietnam era veteran of the U.S. Army.

On this episode of the podcast, Brent gets a Planned Giving crash course from Greg Knott, Senior Director of Principal and Planned Gifts at the University of Connecticut. Greg is our first Planned Giving podcast guest, and he’s also the first guest with expertise in Germanic languages and a law degree. Brent and Greg talk tax optimization, annuities, and deductions. (But, like, in a fun way.) They also cover the storytelling, trust, and deep mutual respect that are essential components of Planned Giving fundraising. Greg raised his hand to fill the gift planning gap in our podcast content, and we’re so glad he did. There’s lots to learn from this episode!

About Greg

Greg Knott is Senior Director of Principal and Planned Giving at the University of Connecticut Foundation. He has led Gift Planning at the Foundation since 2013, helping the team achieve the Foundation's highest gift planning totals ever in the years since through collaboration with more than 40 development officers across the University, including UConn Health and Athletics. Greg's responsibilities have recently expanded to include principal giving.

Greg started working in advancement as an intern at Saint Louis University before joining Bradley University as Director of Corporate and Foundation Relations. From there he moved into gift planning, where he started with the UConn Foundation as a Gift Planning Officer.

A graduate of the University of Delaware, Greg earned a PhD at Washington University in St. Louis and a JD at Saint Louis University.

On this episode of the RAISE podcast, Brent catches up with Amanda Trabue, Vice President of Philanthropy and Alumni Engagement at Western Kentucky University. Amanda reflects on how the persistence, grit, and thick skin she built as a student caller in the Phonathon program at WKU launched her into an uber-successful advancement career. Amanda also shares some really useful insights including her roadmap for the first 100 days on any new job; how to survive an all-hats, super busy, entry level annual giving role while also completing your MBA; and tips for empowering your team to test new things and take risks by letting them know you’ve got their backs. Amanda has launched and led a new Donor Experience Officer program at WKU, and it’s reversing downward trends in engagement, donor count, and cash flow for the first time in years. Tune in to learn from Amanda about how she’s having the most fun she’s ever had in career by trying out a new way to RAISE.

About Amanda

Amanda L. Trabue returned to the Hill in June 2019 as the Vice President for Philanthropy & Alumni Engagement.

Most recently, she served as the Associate Dean for Development and Alumni Relations for Peabody College of Education and Human Development at Vanderbilt University. In this role, she closely collaborated with the Dean to execute a strategic vision of philanthropy and engagement from alumni, parents, and friends of the institution. She was also charged with managing a staff of professional colleagues raising major and annual support, devising effective communications, overseeing annual donor events, and coordinating prospect development for the team. She spent five years as Director of Development for Peabody College prior to this role.

She also previously served as a Regional Director of Development at Washington University in St. Louis. During this time, she oversaw the alumni and development efforts in four metropolitan cities while securing financial resources for all undergraduate, graduate, and professional programs of the university. She was also responsible for overseeing two regional volunteer boards and planning strategic philanthropic events in assigned cities.

Amanda’s career in higher education began at Western Kentucky University where she was a student caller and manager for four years in the Phonathon program. After graduation, she started as a Coordinator, then Assistant Director of Alumni Relations and Annual Giving, responsible for the Phonathon program, faculty/staff campaign, senior class challenge, alumni chapters, and reunion programming. Before departing WKU, Amanda spent three years as the Director of Development for the Gordon Ford College of Business.

A two-time WKU alumna, Amanda received a Bachelor of Science in Marketing in 2002 and a Master of Business Administration in 2004.

On this episode of the RAISE podcast, Brent connects with Diane MacGillivray, Senior Vice President for University Advancement at Northeastern University. Diane has worked in her actual office at Northeastern every day since June 1st of last year, and she explains to our listeners why she despises WFH. (Spoiler alert: she is the ultimate people-person.) Diane submitted one sole college application to Boston University, enrolled site-unseen, and she now describes herself as a Southerner by birth, a Californian by upbringing, and a New Englander by choice. Diane has worked in admissions, undergraduate advising, and advancement, so she deeply understands the entire lifecycle of an alum. On this episode, we learn about the Women Who Empower Initiative; the Young Global Leaders Program; and what it’s like working at Northeastern, an institution whose five-year, co-op experiential learning model offers a distinct value proposition in an industry where demonstrating ROI and impact to donors is the make-or-break for universities. This one is a must-listen.

About Diane

Diane MacGillivray is Senior Vice President for University Advancement at Northeastern University, where she oversaw the successful completion of the university’s largest ever campaign in 2017, which raised $1.4 billion, setting a new a university record. Under Diane’s leadership, annual fundraising has increased from an average of $20 million to an average of $85 million, including securing a gift for the first named college at the university and a $50 million donation for a second named college. Most recently, MacGillivray was instrumental in attaining two $100 million gifts to launch an advanced technology campus in Portland, Maine—one from David and Barbara Roux to create the Roux Institute and a second from the Harold Alfond Foundation to provide scholarships and other resources for its students.

MacGillivray steers a University Advancement team that works closely with the deans of Northeastern’s nine schools and colleges, as well as with athletics and the university library, to develop and execute fundraising strategies that fuel the university’s momentum. She oversees a broad range of functions including: advancement communications; advancement services; events, alumni relations; development; interdisciplinary initiatives; and special projects. After coming to Northeastern, she implemented a strategic restructuring of the fundraising operation from a centralized model to a more effective hybrid structure and oversaw the creation of new initiatives such as the parent giving program, innovative alumni engagement programs, and Women Who Empower—a university-wide scholarship and conference series.

Prior to joining Northeastern in 2007, MacGillivray was senior associate dean for Advancement in the College of Letters, Arts and Sciences at the University of Southern California (USC). There Diane directed USC’s $400 million Tradition & Innovation fundraising initiative. She also oversaw the development of its annual giving society; parents’ program; seven regional and thematic boards; and an international fundraising effort. In addition, she established endowment funding for USC’s Korean Studies Institute and Institute for Armenian Studies and led the integration of the Shoah Foundation’s fundraising operation when it moved to USC in 2005. MacGillivray holds a bachelor’s degree from Boston University and a master’s in 19th century British history from USC.

On this episode of the RAISE podcast, Brent connects with Brandon Busteed, President of University Partnerships and Global Head of Learn-Work Innovation at Kaplan. As you might guess, this episode is all about the critical need for innovation in higher ed, and Brandon’s broad and deep industry knowledge makes his calls to action for advancement folks all the more urgent. A few of his key suggestions: Hire staff and appoint board members that are specifically tasked with uncovering and identifying innovative solutions to problems. Put programs in place that intentionally match students with real mentors; folks who have the time, energy, and commitment to invest in students’ personal and professional success. Blur the lines between student and alum so that you can deliver on that “lifelong learning” decree that is in your mission statement. As Brandon points out, the two biggest issues facing higher ed are the rising cost of tuition and growing doubt about graduates’ work readiness. He reminds us that there is big work to be done (quickly) if the business of US higher education is to survive the next 50 years. Under Brandon’s leadership, Kaplan only builds relationships with higher ed leaders who are ready to grow, adapt, and innovate, and there are tenable and actionable ideas that we can take from those innovative partnerships on this episode of the RAISE podcast.

About Brandon

Brandon Busteed leads Kaplan’s work serving U.S. colleges and universities, leveraging the organization’s highly diversified, global educational offerings and insights. His mission is to help U.S. higher education adapt, grow and thrive.

Prior to Kaplan, Busteed was Global Head of Public Sector at Gallup – serving higher education, government and foundations. In that role, Busteed led dozens of ground-breaking studies and consulted with hundreds of higher ed leaders.

Busteed was the founder and CEO of Outside The Classroom, one of the country’s first successful Ed Tech companies which was acquired by EverFi in 2011. Its flagship online courses on alcohol abuse and sexual assault prevention have been taken by more than 10 million college students.

An internationally known speaker and author on education and workforce development, Busteed has published more than 100 articles and keynoted more than 200 conferences. He was named a LinkedIn “Top Voice” in education and is a frequent contributor for Forbes.com.

Busteed received his bachelor’s degree in public policy from Duke University where he was also a two-sport Division 1 athlete. He received an honorary doctorate from Augustana College. He is a trustee emeritus of Duke and has served on the Board of Visitors of the Sanford School of Public Policy.

Busteed is a current member of the Business-Higher Education Forum - the nation’s oldest membership organization of Fortune 500 CEOs, college and university presidents, and other leaders dedicated to the creation of a highly skilled future workforce. He also serves on the board of directors for the Association of American Colleges & Universities (AAC&U).

On this episode of the RAISE podcast, Brent gets the scoop from Jessica Jones Wilson, Associate Vice President for College Advancement at Dickinson College. Jessica got hooked on fundraising when she secured her first $1K gift as a student telefund caller at Albright College. Since then she’s had experience in just about every facet of development work, and it shows. Jessica and her team of prospect researchers at Dickinson have launched some amazing initiatives, including their Presidential Fellows program through which students connect with alums in their hometowns every summer (and gather invaluable data through those conversations); and the Revolutionary Challenge that empowered the Dickinson alumni community to suggest, vote on, build out, and promote the priorities of their new capital campaign. It’s clear that Jessica fits in well at the helm of her team of creative, inspired, data-loving go-getters who continue to shoot the moon.

About Jessica

Jessica joined Dickinson College in 2015 and currently serves as the Associate Vice President for College Advancement. Jessica manages Advancement Services, Prospect Research, Donor Relations, Alumni & Parent Relations and the Annual Giving offices. She served as the Advancement representative on the College’s Strategic Planning Committee in FY16 and the 2017 Presidential Transition Committee where she led the national tour to introduce the new president. In FY17, she led her team through a successful database conversion from Banner to Raiser’s Edge. In 2019, Jessica's team established the Presidential Fellows program- approximately 25 current students were hired to go home over the summer and interview alumni. This discovery initiative resulted in over 800 interviews. In 2020 despite Covid challenges, students interviewed over 1300 Dickinsonians. Jessica served on the college's FY21 Financial Working Group. She currently serves on the Fall 2020 Reopening Implementation Committee - specifically on the subcommittees for Health & Quarantine and Travel & Campus Safety.

Jessica led the technology and event needs for the Revolutionary Challenge - a chance for Dickinsonians to come together, leverage the college’s emerging and existing strengths and address grand challenges with big ideas and bold deeds. In October 2020, Dickinson held an event that will brought the four finalist teams together to present to the Dickinson community. Originally planned for May 2020, the team pivoted and held the successful event virtually.

Prior to Dickinson, she worked for Gettysburg College as Interim Campaign Director and Director of Prospect Research. Jessica’s career in advancement began as an phonathon caller at her alma mater, Albright College, Reading PA. She also worked for Hollins University, Roanoke, VA in several different positions over a seven-year period, including Annual Fund Director. Jessica’s background in annual giving gives her a unique perspective on prospect research, solicitations, and portfolio management.

Jessica is passionate about philanthropy, higher education and the liberal arts. She is a member of the Blackbaud Higher Education Executive Advisory Board and volunteers for Junior Achievement for the local schools. She is past Secretary of the Mechanicsburg Midget Football Association, the former President of APRA-PA, and co-chaired the 2015 Mid-Atlantic Researchers Conference. She lives in Mechanicsburg, PA with her husband, their 14-year old son, and their pets - Vinegar the cat and Sprite the dog.

About Megan

Megan served in an analogous role at Amherst College, under the title Chief Advancement Officer since 2007. Prior to that she worked at Williams from 2000-2007, first as Senior Development Officer and then as Director of Leadership Giving. Megan began her career in development at her alma mater, then progressed through positions of increasing responsibility at Denison University, Barton College and the University of Redlands.

Megan earned her B.A. from Ohio Wesleyan University in economics management and French. She’s served on the boards of her children’s preschools and elementary schools and as a member of the Town of Amherst Disability Advisory Committee. She enjoys trail running, mountain and road biking, and reading.

About Marc

Marc Anthony Barnes has served as Vice President for Institutional Advancement at Dillard University since February 2013. This is not his first stint with the university, having worked in Dillard’s Development Department in various positions from 2000-2009. Before his return to Dillard, Marc served as Director of Development at the New Orleans Jazz & Heritage Festival and Foundation, Inc. (NOJHFF). At NOJHFF, he was responsible for the development of a major gifts fundraising operation and the launch of a major capital campaign designed to support the renovation of the Jazz & Heritage Center. In his current role, he is responsible for all of the university’s fundraising efforts, government grants & contracts, alumni relations, marketing & communications, and community outreach. He earned a Bachelor’s degree in Marketing at Xavier University of Louisiana, an M.A. in Philanthropy & Development at LaGrange College and a Ph.D. in Urban Higher Education Administration at Jackson State University. Marc received the Fr. Charles Hall Award (Alumnus of the Year) at St. Augustine High School in New Orleans, LA in 2014 and recognized by the Association of Fundraising Professionals-Greater New Orleans Chapter as their “Outstanding Professional Fundraiser” in November 2015. In 2017, he was recognized nationally as a top HBCU leader by HBCU Grow. He has a passion for uplifting children and he serves on a number of boards and committees in New Orleans. He and his wife, Dr. Kiki Baker Barnes, have two children, Caitlin and Marc, Jr.

On this episode of the RAISE Podcast, Brent sits down with Joanna Curtis, CFRE, the Chief Advancement Officer at the University of Memphis.

About Joanna

With more than 20 years of fundraising experience, including 12 years at the UofM, she originally joined the university’s development staff as Director of Development for the College of Education and subsequently served as director of major gifts, sr. director for university development, and deputy chief development officer. As CAO, Curtis guides academic fundraising and alumni engagement for the university.

Curtis received a Bachelor of Arts from Macalester College in St. Paul, MN and a Master of Public Administration from the University of Memphis, and earned her CFRE in 2008. She serves on the board of directors for the Madonna Learning Center.