1. Annual and Regular Giving by Bob Burdenski and Dave Shepherd
A healthy Annual and Regular Giving program can serve as the "front door of philanthropy" for your institution - teaching constituents about the idea of giving and identifying those interested in "raising their hand" as your supporters. In their keynote session, Bob and Dave will look at some of the basics of annual giving and place them in a historical context both in Australasia and overseas. They will also look at modern trends, with some specific examples of strategies that are working at other institutions. They will demonstrate how a successfully and carefully structured annual and regular giving program can contribute to long-term fundraising success for major gifts, capital campaigns and beyond.
2. Bequests by Ann Badger and Jeremy Woodall
Around the world, bequests form a major philanthropic income stream with many transformational gifts. Is it just a matter of luck and a few mail outs? Is there potential in our region for growth and donors? How does an institution go about tastefully creating an effective legacy program and maximizing this opportunity? This plenary explores the many myths and legends associated with bequests, the data to support the enormous potential, and ways to develop and implement a legacy program.
3. Campaigns by Bill McGoldrick and Clare Pullar
The plenary explores how institutions can catapult themselves forward through a host of institution, multi-year, multi-menu, multi-million concentrated fundraising effort. This is the ultimate session, which brings all engagement and development programs together. You will understand the role of leadership and governance, engagement of all constituents and sectors, the necessary integration of the fundraising programs, and integrated strategic communications. We'll explore the secret of success and some show stoppers.
4. Towards Ethical Intelligence by Joanna Motion
Do we? Don't we? What if....? Philanthropy can be an ethical obstacle race. The best laid strategies and the most skilled fundraisers may be upended when an ethical dilemma presents itself. And in the age of Twitter and YouTube, there is no hiding place! This plenary will give you a framework for decision-making and for understanding the consequences of your choices. We will use actual case studies to help equip you for your own real challenges in this interactive, thought-provoking and enjoyable session.
5. Major Gifts by Marina Tan Harper and Sue Cunningham
If the major gift is the "Ultimate Gift" to your institution, what then are the elements that surround such a noble and significant impact that would transform your institution? What should the preparation be for such a request to the donor and what steps need be taken years ahead to reach the appropriate point of asking? And how do we ensure the legacy of the donor (her memory, personal values and all) is passed on to beneficiaries into the future?
Learn why in major gifts fundraising, we go where the money is and that approximately 95 percent of the dollars given come from fewer than 5 percent of the donors. Successful major gift cultivation, solicitation, and stewardship involves much more than asking for the gift. It is primarily about building relationships with integrity that makes us better able to understand our donors - their dreams, their goals, and their idiosyncrasies - and matching the funding priorities of our institution in ways that speak to the donors' hearts, minds and values. Hear from veterans how all these require persistence, patience, strategy, planning and commitment to follow through to the merits of the outcome.
1. Actively Asking by Bill McGoldrick, Joanna Motion and Sue Cunningham
This workshop will use small group role play and other exercises to equip you with the skills to establish rapport with and engage the interest of major gift and other (e.g. annual fund, bequests) prospective donors, and to move them into a position from which you can comfortably ask for their gift and ongoing support. Elegantly asking is an essential skill for all development professionals and this workshop will help equip you for success.
2. Building a Culture of Asking and Giving by Ann Badger and Joanna Motion
All of us in advancement are in the philanthropy business - it underpins all our work - but few take the time to stand back and analyse the concepts of philanthropy. What does it really mean? How does it vary from different societies, and can you apply it to an organization? What are the benefits of such a culture? And what should we, as development professionals, be doing to encourage a climate where philanthropy is promoted and celebrated? This session aims to get everyone thinking about the ideas and principles that underpin our work, as well as offer some ideas for how you and others in your institution can help to move the giving culture forward in your own contexts. A case study of an organization and how it changed its culture of giving is also explored.
3. Building Alliances with Other Disciplines in Support of the DO by Jeremy Woodall
We all know that to be effective, we should work across the range of External Affairs functions and establish constructive links to other parts of our institutions. But how often does this happen? What gets in the way? How can we integrate better? What results could we achieve with a robust set of alliances across our institutions? This session outlines the opportunities and benefits of building a purposeful community of colleagues, and offers practical guidelines as to how to best avoid turf wars and achieve your institution's goals.
4. Winning Hearts and Minds: Communications in Support of Fundraising by Clare Pullar
How do you position your institution to be understood as a great place for alumni and other donors to invest in? How well does your current communication strategy - internal and external - promulgate the role of philanthropy in driving excellence and esteem? This elective explores some answers to these questions and some strategies to get everyone on the same page.
5. Cultivating Prospective Major Donors by Marina Tan Harper
Prospects who are new to your institution need to be "led through a single door or pathway". Who is responsible in your organization? What steps do you take to get to the first gift? How much should you ask for, and how long should you cultivate before you make the ask?
6. Datamining for Annual Giving and Development by Bob Burdenski
There's lots of information already in your gift database - and lots of opportunity to smartly save even more. "Datamining" refers to the ability to segment and identify prospects according to data you already possess. What information is useful, and what other information should you start to collect? How can prospect affinity scores and other metrics help you to see "who's raising their hand?" and be more strategic in prospect identification and segmentation.
7. Effective Etiquette by Joanna Motion
Succeeding as a fundraiser is being more than having technical skills. How you handle yourself in the work place and in work-related social situations is a key determinant of what you can achieve. Can you introduce the principal guest to your boss? Do you know your fruit knife from your fish fork? What will you say to a colleague who is inappropriately dressed for the occasion? This enjoyable and upbeat session will provide a wide range of practical guidance for life and work.
8. Fundraising for Scholarships and Bursaries by Marina Tan Harper
Scholarships and Bursaries are the staples of educational fundraising. Learn how to create the case for support and structuring for endowment or term support. How do they differ in impact, and which is a more suitable for your donor(s)? There is a continuum of what scholarships and bursaries should cover for the students, but what would the market tolerate? Administering and stewardship of scholarships/bursaries will also be discussed.
9. Fundraising in Difficult Economic Times by Bill McGoldrick
The world economy has shaken the confidence of donors and potential donors. How should that affect your fundraising plan? How should that affect how you interact with donors? This session will focus on strategies you can use to build more credible plans and will help you better understand how major donors respond during times of economic duress. Bring your questions and examples of the challenges you have faced because of the difficult economy.
10. Fundraising From Outside Your Home Country by Dave Shepherd and Jeremy Woodall
How is globalization affecting your ability to fundraise? Many institutions will experience a greater disbursement of alumni around the world and are actively recruiting international students - both factors that may result in overseas fundraising opportunities.
This workshop will look at some of the opportunities, challenges and present practical approaches for fundraising in other countries. The main focus will be on Asia but fundraising in the USA and UK will also be touched upon. In particular, the workshop will cover, (i) why should you focus on Asia for development purposes, (ii) capacity in an Asian context, (iii) understanding your current demographics, (iv) the fundraising cycle, (v) motivations of Asian donors, (vi) Identifying and involving Asian donors, and (vii) asking Asian prospects.
11. How to Make a Successful Prospect Call by Bill McGoldrick
What are the secrets to a successful prospect call? What are donors thinking during your meetings with them? How do you begin? What do you discuss? Should you ask for the gift? What should have happened during the meeting? How do you know if the meeting was successful? What do you do next? You will leave this session with a fuller understanding of how to construct a successful prospect call in the context of a planned strategy to secure a major gift.
12. Is Thank You Not Enough? Internal Policies and Procedures and What To Do When You Get a Gift by Sue Cunningham
This session sets out to convince you that if you want to keep your donors, you have to do more than saying thank you and sending a tax receipt. From gargoyles to donor walls, gift tables to cute choristers, this session will help you ensure that once you have successfully solicited a gift, you can find creative ideas, sound principles and dependable systems not just to keep your supporters but to develop relationships to their full potential for your institution.
13. Leadership, Confidence and Effectiveness of the Team by Bill McGoldrick and Sue Cunningham
What sort of impression do you make on your work colleagues, your boss and your external supporters? What can you do, as a development professional working within an educational context, to increase your personal effectiveness? What are the hallmarks of leadership and how do you strengthen those characteristics in yourself and enhance them in others? This interactive and enjoyable session aims to help you better understand the culture in which you operate and to improve your impact within it.
14. Making the Case for Support by Joanna Motion
Why should a potential supporter give money to your institution or cause? How do you identify and plan the projects that will be helpful for your organization and also attractive to donors? Understanding your own distinctiveness and making a compelling and authentic argument is an essential fundraising skill. In this practical and interactive session, we will explore processes, ideas, words and images to help strengthen your appeal to wider audiences.
15. Prospect Research Skills by Dave Shepherd
Our most respectful and effective pursuit of potential donors is based on our knowledge of their interests and giving habits. Despite the growth of Internet search engines and social media, organizations still struggle with access to data about prospects. This session focuses on avenues for securing reliable information, evaluating prospect research, establishing a framework for managing your prospect pipeline, as well as developing the tactics for approaching donors without the benefit of expansive research resources.
16. Prospect Tracking and Management by Ann Badger
We all know how important it is to look after donors and keep them engaged, but many of us find it difficult to use a discipline which allows us to keep a focus on what we are doing, and when we are doing it! In this session, we will look in detail, ways in which prospects can and should be tracked and managed, and talk about some of the processes you can develop to understand the management process and be able to offer timely reports to Boards. Delegates will be encouraged to share their own experiences and discuss their own situations.
17. Nervous - not me! Presentation skills for those who want to be heard by Sue Cunningham
As advancement professionals, we need to make presentations often, to potential donors, volunteers, internal and external committees, alumni and our peers at CASE conferences! Set aside your anxieties about making a presentation and believe in your ability to deliver clear, coherent and engaging presentations. Join this session if you want to be given a toolkit to control your nerves, believe in what you are communicating, start to think about your audiences' needs and enjoy the challenges of good presentation skills. This session is carefully scheduled to support the planning for your tutorial group's presentation for the project... come along and sparkle!
18. Reunion Giving and Class Giving by Bob Burdenski and Marina Tan Harper
Reunions and Class Giving started in Americian universities and they have evolved to become huge programs. Can they work in Asia, given the somewhat different cultures of local universities and long history of government support? How should these programs be adopted and adjustments made to enable them to work in Asia? Come hear the success stories, lessons learned, and a growing tradition where graduation class giving achieved 85% participation!
19. Stewardship and Donor Relations by Ann Badger
You got the gift and gift is closed. How do we say thank you and what kind of engagement is needed from hereon? How do you maintain the silver plating and move meaningfully beyond the thank you letter? This session explores the principles underpinning good stewardship and workshops with some practical suggestions and examples.
20. Student Philanthropy by Bob Burdenski
We spend years in the company of our students, and then we watch them graduate. And THEN we hope they'll consider supporting us. Are there lessons and messages that we should have instilled while they were right in our midst? What smart strategies can help create a giving culture and habit among student populations at your institution? Bob provides an overview of ideas, strategies and success stories for student philanthropy programs.
21. Staff: Recruiting, Goal Setting, Evaluating by Clare Pullar
Growing a great advancement staff is long term business. Staff churn is the enemy, but sometimes the only way to climb the advancement ladder is to leave. So what can be done to create staffing models in large and small institutions to ensure engagement, communications and fundraising programs are integrally linked to institutional strategy with measureable outcomes, which can then be used to negotiate appropriate resources. This session explores strategies for growing an effective team through effective recruitment, integrated staff development and career planning.
22. Strategic Planning for Development by Dave Shepherd
Establishing a comprehensive strategic plan provides the framework from which you base all decisions. Moving on from creating a mission and vision, this session examines the definition of your areas for support, fundraising strategies and operational issues. Once created, the plan should anticipate current resource requirements and provide the rationale for scaling up your operation as funds begin to flow in.
23. Trust and Foundation and Corporate Fundraising: Getting the Givers to Give by Jeremy Woodall
Your institution has important funding needs, and corporations and foundations have funds to give. Sounds like a simple arrangement, but do you
This session will deliver a practical step-by-step approach to making a successful approach to corporations, foundations and trusts.
24. Telephone Campaigns by Marina Tan Harper
A practical session on using the telephone to raise money. We will cover a lot of ground in a short time, which is of course, exactly what a telephone fundraising call will enable you to do. If you have never run a telephone campaign, then this session will give you a firm foundation on which to plan your first phonathon, with or without the use of external consultants. If you have some experience, then some practical hints and tips will help you improve performance, run more efficiently and think more deeply about how you manage and analyse your telephone program.
25. Using New Media and Social Networking by Bob Burdenski
The "social network" has come to fundraising, and it has implications for your case for support, your donor stewardship, your volunteers, your prospect research, and the very way you receive your gifts. This multimedia session will provide an overview of how the Internet is presenting new opportunities - as well as some challenges - for your fundraising programme.
26. Working Cross-Culturally in Asia / Asian Opportunities by Jeremy Woodall
As institutions from around the world turn their attention to Asia, development professionals are increasingly faced with the challenge of building an effective fundraising approach in countries and cultures different from one's own. This session will introduce easily accessible resources for Asia-facing fundraisers, cover practical tips for cross-cultural work the ground in Asia, and highlight some of the current opportunities for institutions that have embraced long-term relationship building with prospects in Asia. Note: Bring your business cards!!
27. Working Optimally with Consultants by Bill McGoldrick
The best consultants are knowledgeable and experienced. They are strategic, practical and full of solutions to your biggest challenges. They are also expensive. What are the characteristics of the best consultants? How can you insure that you are getting the most from your consultants? What should they be doing and what should you expect of them? When do you need a consultant? How do you introduce the idea of a consultant to your colleagues without undermining your own leadership? This session will help you decide whether and how to engage a consultant effectively and efficiently.
28. What to Focus on What Starting a Development Program by Dave Shepherd
The decision to launch a comprehensive development function cannot be taken lightly. Justifying the investment can be difficult when there are competing demands for resources. However, with a strategic approach, this investment can benefit your branding, enrollment, faculty recruitment and income. This workshop focuses on the key issues and opportunities that an educational institution needs to address when launching a development function. We will share a framework that allows institutions to establish sustainable systems, tailored to your own needs, which provide leadership, staff and the broader community, with the confidence to invest in development.
29. Working with Volunteers: The Good, the Bad and the Challenging by Ann Badger
A key role of the advancement team is to develop relationships with a broad range of potential supporters. Identifying, recruiting, engaging, recognising and retiring volunteers is an important process that can significantly add to the effectiveness of the institution's work. To add value to your overall operation, your volunteer program needs to be structured. Opportunities need to be clearly defined, as do the responsibilities and rewards. Volunteers can provide valuable assistance at numerous levels, from leadership, asking, networking, and writing to event management and stuffing envelopes. Maximizing this support, whilst considering the potential pitfalls, also need to be recognized and procedures established to ensure the arrangement is positive for all concerned. This session will cover why and how we engage volunteers, working with volunteers, and the challenges.
30. Leadership Matters! by Clare Pullar
Engagement of institutional leadership with the advancement agenda is a key driver of success. Often, involvement of the senior executive and senior academic community is absent or cursory, resulting in less than optimal outcomes. This session explores strategies to get the Advancement Office champions you need at the leadership table and hone the crucial partnership with the Vice-Chancellor, Dean or Head of School.