14.00 - 15.30 Breakout Session 5 (choose one)

Using Alumni Volunteers to Maximum Impact
This session will outline programmes to engage internal and external volunteers, focusing on the benefits their time and expertise bring to universities. This will be an interactive session and will provide an opportunity to share best practice across the sector.
Stephanie Anagnostopoulos, alumni volunteer officer, University of Exeter and Leona Axelsson, alumni coordinator, Örebro University

So You Want to be a Director of Development and/or Alumni Relations?
Sam made the step up to Development Director 3 years ago. She will draw on her own career story to illustrate what it takes to make this sort of move. As a recruiter to the sector, Moyra sees both sides of the interview desk. She will share her perspective on the qualities organisations look for when selecting a Director.
Moyra Doyle, managing director, Richmond Associates and Sam Davies, director of development and alumni, University of Brighton

What's a Website For?
A university's website is the key mechanism for conveying the institution's messages, ethos and course offering to its external audiences. While the website is important to all institutions, how that website performs its task varies significantly between institutions. This session will look at two very different university websites and see how they deliver their critical brief. Kingston's website was named one of the best in the country by prospective students, while Birmingham has changed its focus and targets opinion formers and policy makers through promotion of its research.
Thom Straw, interim web content manager, University of Birmingham and Matt Osbourn, web manager, Kingston University

Measuring and Changing Reputation - A Marketing Perspective
Reputation is arguably the most valuable asset most HEIs possess. But, unlike tangible assets, we struggle to understand what drives it and assess its value. And if we struggle to understand our reputation, how do we stand any chance of improving it? This session explores the extensive challenges in measuring and improving reputation.
Richard Taylor, director, division of corporate affairs and planning, University of Leicester

Fly on the Wall (Major Gifts Experts in Face-to-Face Fundraising Scenarios)
You've always wanted to be a fly on the wall at other people's major gift meetings. At this session, five of the UK's best major gift professionals will be on stage, showing off their techniques in unscripted interactions with (pretend) prospects. They'll also share war stories about thier best, and worst, experiences and practical tips in response to audience questions about specific major gift situations. If you're attending this session, you're welcome to submit your (50 words maximum) face-to-face fundraising scenario which you'd like to see acted out. Send your scenario to tj.rawlinson@bristol.ac.uk with 'Fly on the Wall' in the subject line, by 30 August.
Tania Jane Rawlinson, director of campaigns and alumni relations, University of Bristol; Cath Bees, development manager and leadership giving team leader, University of Bristol; Sion Lutley, director of development and alumni relations, University of Bath; Matthew Mangan, director of fundraising, University of Birmingham; Gemma Peters, executive director, King's College London and Andy Wood, director of development and alumni relations, University of Reading

Driving Community - New Directions in Fundraising From Individuals
Social media - wonderful for people to talk to each other but, so far, not much money. Time to think again! Perhaps it's the outcome, closer communities, not the medium that has the potential. Now, that is exciting! In this session, Stephen will show how essential and easy it is to integrate online and offline in multi-channel fundraising. And he'll lay down the challenge of the next ten years, allowing these communities to develop themselves. Learn the techniques that every fundraiser will be using even five years from now.
Stephen Pidgeon, Fundraising Educationalist and Consultant, Tangible

Tell Me a Story: Communicating What Makes Your Institution Distinct
'Long ago, in a land far, far away, the great leaders of the land gathered together in a place that was named ‘Enlightenment'. People from all the lands sought this place, but only the chosen few were selected for the teaching and learning. They then took their knowledge to make the world a better place and everyone lived happily ever after.' Come learn how you can be the Oracle for your institution, whether tweeting, texting or more conventional methods of storytelling.
Betheny Reid, associate vice-chancellor and foundation president, Dallas County Community Colleges, USA

Identity Crisis: The Challenge of Maintaining Brand Through Academic Advocacy
This session delves into the problem of maintaining brand integrity in a world where social and digital media platforms are encouraging the rise of the ‘personal advocate'. By discussing the strategic challenges associated with building brand equity through academic advocacy, participants will explore how universities might manage the risks of nurturing their brand at both an institutional and individual level through academic engagement as well as strategic marketing, communications and alumni activities.
Andy Blair, director of marketing and market development, University of Surrey

Motivating The Team Through Challenging Times
‘The times they are a' changing' ... and with that change comes the challenge of keeping our teams (and ourselves) motivated and focused. This interactive and stimulating session will explore our different responses to change and uncertainty and offer ideas, tools and techniques to keep team energies high and attitudes positive and open.
Kathy Denton, chartered occupational psychologist and accredited business coach, European Mentoring and Coaching Council

Exclusive! MediaCityUK Tour
(Please note: this session will take 2.5 hours.  You will be unable to take part in any of the Breakout Session 6 programme)
An opportunity to see the new BBC buildings to get a flavour of the scale of the move from London, including viewing some parts of the new layout giving you a guide to the new style of working. The tour will include details of recent events held in the piazza over the summer and a walk/talk around the external areas and a quick peek in the studios. Also a preview tour of the new University of Salford building - which is currently under construction being fitted out with broadcast, online media, digital technologies and teaching spaces.

15.30 - 16.00 Refreshment and Networking Break

16.00 - 17.30 Breakout Session 6 (choose one)

How Many Cambridge Staff Does it Take to Change a Lightbulb? How Effective Project Management Can Make Your Vision a Reality 
Change?! Light bulb?! After six years of discussing the benefits of an online community the University of Cambridge decided on a provider for an online solution that will allow alumni access to their own data online and will completely revolutionise the way the alumni and development office handles almost all of its the ‘back end processes'. This session reflects on lessons learned from managing a major project: from first steps of stakeholder relations, through the EU tender process, legal negotiations over contracts, goal setting, ongoing project management strategies, launch and beyond!
Nathalie Walker, head of alumni relations, University of Cambridge and Chiara Ferrara, online community project manager, University of Cambridge

Demonstrating the Value of Alumni Relations
What YOU do as an alumni relations professional matters - but how do you prove it?
Fundraisers' reputations rely on one thing - how much money they have raised - but how do you recognise an exceptionally good alumni relations practitioner? Take this chance to join the discussion as we explore measures that are meaningful, practical and influential.
Tristan Alltimes, alumni relations manager, Newcastle University Business School and Ian Moore, deputy head of alumni relations and annual giving, Queen's University Belfast

Internal Communications in Times of Change
This session will explain the most important and practical steps you can take to improve employee communication during intense periods of innovation. By the end of it you will be able to move your organisation away from amateurish departmental newsletters and clumsy HR edicts, towards focused communications that reduce staff sickness and absence, whilst increasing retention and advocacy.
Paul Middleton, head of communications, Sutton Council

Making the Most of Broadcast Opportunities
An experienced television and radio broadcaster explains the opportunities in the broadcast media for getting your messages across. A brief guide to the system, the importance of distinguishing between live and recordednews and feature programmes. What broadcasters want and what they don't want. How to get into the system and get them coming back to you. How to make the most of your opportunities and how to manage your risks.
Kim Catcheside, former BBC education and social affairs correspondent and associate director, Champollion

Working with Major Gifts Volunteers
Working with major donor volunteers can open up whole new dimensions to your asking, stewardship and engagement strategies. It will also encroach on your time and bring additional pressures and new dynamics to bear on you, your team and your institution. What issues do we need to think through before engaging major gift volunteers, how do we go about identifying the right people, and how do we manage the highly tailored on-going support that is needed at an individual and group level to maximise the benefits and justify the energy and time involved.
Chris Cox, director of development and alumni relations, The University of Manchester

Scholarships - Great Gifts, or a Drain on Resources?
Scholarships benefit students and are a very personal gift. They provide excellent opportunities for stewardship, and are often early steps on the giving ladder. But... what about the institution? They are an administrative burden and donors want to impose selection criteria. So what is the real cost of a scholarship programme? As opposed to its value?
Gavin Maggs, deputy director and head of major gifts, The University of Bath and Gemma Wicks, stewardship manager, London Business School. Chaired by Betheny Reid, associate vice-chancellor and foundation president, Dallas County Community Colleges, USA

Relationship Marketing in UK Business Schools
This research study confirms that many UK business schools are acutely aware of the importance of customer relationship marketing (CRM) and in higher education marketing Student Relationship Marketing (SRM) and the importance of tracking students through the stages of the Loyalty Ladder (Christopher et al) and the student life cycle. Deans of UK business schools and marketing managers are under pressure to convert applications into enrolments and retain existing students, but few seem to have fully embraced the notion of SRM.
Vicky Robinson, head of marketing and communications, The Association of Business Schools and  Benedikte Joergensen, recruitment manager, Manchester Metropolitan University

The Business of Universities
With university funding under attack, the allure of a new revenue stream through consultancy and business services is becoming increasingly attractive. Few universities understand the real costs of delivering third stream services and most struggle to do so within the constraints of a structure optimised for teaching, learning and research. Paul and the panel will examine the good, the bad and the ugly of third stream university marketing communications and present a vision for a commercially focused, agile and market-led operation. This session will be an interactive debate with senior leaders and the audience to discuss the controversial idea that university need to see themselves as mainstream operations. Paul Hoskins, founder and chairman, Precedent

Annual Giving Performance Metrics: Directing the Annual Giving Director
Bob offers twenty metrics for evaluating annual giving performance. In addition to asking staff, 'How much did we raise?' there are other measures: What's your phonathon contact rate? Your FLYBUNT percentage? Click-throughs? RFM scores? What alumni relations, Internet, and other metrics directly impact annual giving programme results? How can a ‘good year' in alumni relations impact a ‘good year' in annual giving? Beyond measuring your annual fund as ‘not any worse than anyone else' - what are the little numbers that can lead to big success?
Bob Burdenski, principal, Robert Burdenski annual giving

The Special Relationship - Working With Your Institutional Leader
Managing up is an essential skill for success in any senior role. Three experienced directors give their tips on how to make this relationship work for you, your boss and your organisation, and Loughborough's Vice-Chancellor joins her Director of Development and Alumni Relations to discuss what makes it work for them.
Shirley Pearce, vice-chancellor, Loughborough University; Alison Cahn, director of communications, Kingston University; Ron Gray, director of development and alumni relations, Loughborough University and Maarten Vervaat, director, Utrecht University Foundation. Chaired by John Lippincott, president, CASE

17.35 Exhibitor Reception

19.00 Free Evening
 
CASE Europe reserves the right to amend the programme at any time.