Conferences & Training
Program Schedule

Monday 25 September 2017

10:30 - 11:00


11:00 - 11:45

Welcome and Introductions and Short Opening Plenary

11:45 - 12:30

Tutorial 1

12:30 - 13:30


13:30 - 15:00

Plenary: Annual and Regular Giving
Bob Burdenski and Miles Stevenson

A healthy Annual and Regular Giving program serves as the "front door of philanthropy" for your institution educating constituents about giving, and self-identifies those who "raise their hand" as your supporters. This plenary will look at the basics of annual giving and help you build a strong base of loyal donors who would return year after year to grow the culture of giving at your institution. Bob Burdenski and Miles Stevenson will also share a study of modern trends, with specific examples of new and emerging giving vehicles and platforms that have proven successful globally. This plenary demonstrates how a successfully and carefully structured annual and regular giving program can contribute to long-term fundraising success for major gifts, capital campaigns, estate gifts and beyond.

15:00 - 15:30

Refreshment break

15:30 - 16:30

Plenary continues - Annual and Regular Giving

16:30 - 17:45

Elective 1 (Choose one)

1. Effective Strategies for Prospect Research, Tracking & Management
Siôn Lutley

We all know how important it is to effectively manage our portfolio of donors and prospective donors, to keep them engaged and cultivate good relationships, but how do you ensure that you are focusing your efforts in a strategic way while making sure that no potential donor is left ignored? In this session, we will look at ways in which prospects can (and should) be evaluated, tracked and managed, and how you monitor the process and demonstrate success.

2. Being Effective in a Small Shop
Monique Harper-Richardson and Dave Shepherd

Working in a small development office can be deeply rewarding, particularly when establishing a new fundraising programme or witnessing the transformative impact of the gifts you have worked on. But oh, the challenges!

This session is for the busy development professional who is already exercising their considerable ingenuity and wearing multiple hats, and yet still feels they need to do more. We'll cover strategies to help small offices make an oversized impact, and workshop some of the challenges that you may be faced with in your small shop.

3. Integrating Alumni Relations & Development
Miles Stevenson

The last few years have seen increasing interest in the idea of ‘integrated advancement,' where development and alumni relations (and sometimes marking and communication) are strategically and operationally intertwined. In principle, this brings increased efficiency and gives your alumni donors a seamless experience of your institution. In practice, there can be significant challenges.

This session will take the view that there are benefits to considering both alumni relations and development outcomes as you plan your activities. We will explore the pros and cons of integration, simple strategies for fostering collaboration between ‘silos,' working to multiple priorities and implications for reporting and recording.

4. It Takes a Village

Lorna Somers

We spent a lot of time thinking about how we take our prospects and donors on a meaningful journey through the Development Cycle, moving them from being informed to involved to engaged enough to support us financially. We often neglect, though, those closest to home: individuals who are not only often integral to a successful ask, but those who could help us from prospect identification to cultivation right through to solicitation and stewardship. With limited time, how can we build and sustain these important partnerships? Join us to hear and share ideas and best practice.

17:45 - 19:45

BBQ Dinner

Tuesday 26 September 2017

07:00 - 08:30


08:30 - 10:00

Plenary: Major Gifts
Lorna Somers and Siôn Lutley

Annual and Regular giving creates the bedrock for our Development efforts: establishing the habit of being asked and of giving, providing an exchange of information, nurturing relationships and building loyalty. Major Gift fundraising benefits from this pipeline of qualified prospects as well as from individuals who self-identify and those whom we identify through an active outreach program that ensures we are getting face-to-face with our prospects. Once we determine interest, what next? Major Gift fundraising is about strategy and process, but most importantly, it is about relationship-building and the art and poetry of exciting potential supporters about the work we do and the role they could play. We'll discuss both the science and the art that positions us for success in raising major gifts.

10:00 - 10:30

Refreshment break

10:30 - 11:30

Plenary continues - Major Gifts

11:30 - 11:45

Presentation Description

11:45 - 12:00

Group Photograph Taking

12:00 - 12:45

Tutorial 2

12:45 - 13:30


13:30 - 15:00

Plenary: Ethics and Managing Reputational Risk
Dave Shepherd

Surely in most situations it is clear what course of action is right or wrong, black or white. Or is it? How do we ultimately reconcile differing imperatives based on ethics? What happens when ethics and cultural norms in one part of the world differs from another?

Scrutiny of fundraising practices and donor behavior has never been more public or more intense. Only very recently we have seen a high-profile national review of fundraising practices in the UK, outrage on Twitter about a mega-gift from a hedge fund manager to Harvard, and articles in publications such as Forbes Asia questioning transparency and governance. This session tackles how we can learn from these debates and use ethics to guide our thinking, analysis and behavior. In this interactive session we will focus on agreed ethical practices for fundraisers (CASE, AFP), review a sample charter of donor rights and participate in a pop quiz!

15:00 - 16:15

Elective 2 (Choose one)

1. Social Media and Crowdfunding
Bob Burdenski and Liz Hawkins

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 program.

2. Crafting a Development Strategic Plan
Jon Paparsenos

The word "strategic" is often used, but how well is it understood? How do you define and embrace strategic thinking in your work? Does starting down the path of strategic planning feel daunting? A Development Strategic Plan is your road map: an appreciation of where you are now, where you want to be and - most critical - how you will get there. We will discuss the fundamental components of strategic planning, including development objectives, resource implications, how to measure and evaluate progress, and adjusting accordingly. This session also will focus on the critical importance of tying your development objectives to overall institutional strategy.

3. Making the Case for Support
Siôn Lutley

Having a clear, concise and compelling story as to why your organisation needs philanthropic support is fundamental to any fundraising activity. But who decides what's in it? Whose job is it to write it? Is it really that important? This session explores the journey towards creating a powerful, engaging and authentic Case for Support.

4. Alumni Giving for Scholarships & Bursaries
Miles Stevenson

Over the last few decades, universities and schools have developed a whole range of fundraising campaigns to raise donations from alumni. Their ultimate aim has been to develop giving circles where supporters regularly donate. With tuition fees rising, increasing concerns about the future affordability of state funding for higher education, the international competitiveness of attracting the brightest students and a growing focus on widening access in private schools, funding to support student scholarships and bursaries has never been higher on our institutional agendas. Reunion and Class Giving gives development offices a wonderful opportunity to highlight opportunities for alumni to donate and re-engage. This session, aimed primarily at university practitioners but with relevance to schools, will explore how to make the case for student support, what we as fundraisers need to know to make a convincing pitch, whom to approach and how to ensure that once they have given they are looked after. Miles will provide an overview of ideas, strategies and success stories.

16:15 - 16:45

Refreshment Break

16:45 - 18:00

Elective 3 (Choose one)

1. Datamining for Annual Giving & Development
Bob Burdenski and Dave Shepherd

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.

2. Working with Volunteers
Liz Hawkins

Are volunteers one of your best assets or are they in danger of becoming your biggest liability? Volunteers have the capacity to extend your institution's efforts beyond recognition but to realize the full potential of your volunteers needs care and proper consideration. What are the fundamental practices you need to follow to work optimally with volunteers? What are reasonable expectations for staff and volunteers to ensure that you have a positive, mutually beneficial relationship? Will it all be worth the effort anyway? There are no ironclad answers, but this session will look at guiding principles for productive and respectful internal and external volunteer relationships which advance your organization.

3. Keys to a Successful Prospect Visit
Lorna Somers

Wear your lycra - this is high impact aerobic preparation. There is little about making a successful prospect call that should be left to chance. Much of that success is a result of preparation, planning and experience. Let's talk about how to best position ourselves for positive discussions and outcomes by looking at the dynamics of great and not-so-great calls, visits and meetings.

4. Effective Donor Cultivation
Miles Stevenson

Effective cultivation of prospects/donors requires a whole range of skills to re-connect and engage supporters with your institution. It should be done in an elegant and unforced way which is relevant to the individual (even bespoke) - and, for the best results, often over a lengthy period of time. Prospects who are new to, or who have lost touch with, your institution need careful cultivation involving many types of activity (face-to-face meetings, digital and print communications, and events/reunions). Who is responsible in your organization for this area? What steps do you take to gain trust? How much should you ask for, and how long should you cultivate before you make the ask? Donor Cultivation is both an art and a science - and must be carefully planned. Systems and processes are important to track prospect movement but nothing beats a strong personal relationship.

18:00 - 19:00

Tutorial 3




Wednesday 27 September 2017

07:00 - 08:15      


08:15 - 09:45

Plenary: Campaigns
Monique Harper-Richardson and Jon Paparsenos

The plenary explores how institutions can catapult themselves forward through the multi-year, multi-million, comprehensive-yet-concentrated fundraising effort known as a campaign. Using examples and case studies, this session not only sheds light on what a campaign actually is but also looks at how it brings all aspects of engagement, leadership and governance, strategic communication and development programs together.

09:45 - 10:15

Refreshment break

10:15 - 11:15

Plenary continues - Campaigns

11:15 - 12:30

Elective 4 (Choose one)

1. Fundraising Outside your Home Country / in Asia
Dave Shepherd

In an increasingly global world where your alumni and friends are from or have settled overseas, we will often find ourselves fundraising outside of your Home Country. How does culture and diverse ways of thinking about philanthropy matter? This session will explore the ways that culture impacts on donors, potential donors and alumni and how it changes the way we engage with them. We will share how culture impacts fundraising strategy, including evolving traditional philanthropy to more entrepreneurial ways of thinking about philanthropy. Discussions will also include some of the challenges that cultural contexts present us as practitioners, as well as outline practical tips and strategic issues to consider in the years ahead.

2. Telephone Campaigns
Bob Burdenski

A practical session on using phonathon and telefund programs to raise funds. We will cover a lot of ground in a short time - from starting up, to growing the phone program using automation, managing, motivating, bonding a pool of paid student callers, scripting and handling objections from constituents, optimizing phone room operations and maximizing funds raised each calling shift. This elective will give you a firm foundation to plan your first phonathon campaign. Or, if you have some experience, then practical hints and tips shared will help you improve and operate more efficiently to take your current telephone program to the next level.

3. Getting the Most from your Organizational Fundraising: Trusts, Foundations, Corporations
Siôn Lutley

Charitable trusts and foundations are set up just to give money away - surely a fundraiser's dream come true - whereas corporations are designed to make as much money as possible for their shareholders - surely a fundraiser's nightmare - it's not that simple. This session will explore the differences and similarities between fundraising from companies, charitable trusts and foundations and the practical steps to secure their support.

4. Business Etiquette
Lorna Somers

It's your first dinner meeting with top donors and your VC. You're responsible for the seating, introductions and menu and if that wasn't nerve-wracking enough, you're confronted not only with more cutlery and glassware than you knew existed but shrimp and artichoke appetizers to boot! It's not a bad dream; it's a day in the life of a Development professional. Join this swift primer to learn how to navigate the rapids of business etiquette and manners in today's workplace. We'll touch briefly on everything from leaving effective phone messages to tattoos and, ideally, it will leave you wanting to know more!

12:30 - 13:30


13:30 - 14:45

Plenary: A Touch of Theatre: The Play's the Thing: Actively Asking
Liz Hawkins

Curtain up! Spotlights on! Actively asking is an essential skill for all development professionals, no matter what your specific role. This workshop will help equip you for success. We will use small group role plays and scenarios so that you rehearse and practice in a safe space, establishing rapport and engaging the interest of potential donors, elegantly engaging with them so that you can comfortably, and respectfully, ask for their gift and continuing support. Bravo!

14:45 - 15:30

Tutorial 4

15:30 - 16:00

Refreshment break

16:00 - 17:15

Elective 5 (Choose one)

1. The Art of Storytelling
Lorna Somers

Communication is the basis of strong relationships whether they are within our institution with colleagues or with our many external constituencies. But communication is most effective when delivered in a way that is credible, memorable and incents action. Increasingly, the creativity and skill involved in artful storytelling are integral parts of excellent and effective communication. In our elective we'll focus on understanding and practicing all the ingredients and skills required to be great storytellers.

2. Negotiating the Gift
Jon Paparsenos

Sometimes an enthusiastic "yes!" from your donor is just the beginning of a complex negotiation to close and celebrate a gift to your institution. Using case studies, this session will focus on the critical information, negotiation skills, key partners and due diligence necessary to come to an agreement we can all be proud of and live with. It will also focus on the importance of having institutional gift acceptance policies in place, ideally before you need them. Importantly, this session will also help you determine when it might be necessary to say no, and how to approach that potentially tricky conversation.

3. Advancing your Career - What are some of the Building Blocks to a Successful Career in Advancement?
Frankie Airey and Jocelyn Kelty

You are embarking on a career in advancement or you have made the decision to move into this incredibly rewarding and inspirational profession. How do you build a career in advancement? What are some of the skills, areas of expertise and competencies that organisations look for in advancement professionals? How do we forge our own pathway to success in advancement?

Frankie Airey, Owner, Philanthropy Squared and Jocelyn Kelty, Director, Richmond Associates, Australia Office will lead an in-depth discussion on building an advancement career, aiming to address some of these questions and more.

4. Workshopping the Knotty Problems (Advanced)
Monique Harper-Richardson

This is the opportunity to focus - in a safe and supportive environment - on key challenges that you are keen to tackle. Are you, for example, struggling to engage with senior or academic colleagues? Are there times when you are feeling ineffective? Are you wondering how best to resolve a complex issue? Bring your experiences and challenges. We'll explore the ways of navigating around these issues to achieve the best results.

17:15 - 18:00

Tutorial 5 


Institute Dinner

Thursday 28 September 207

07:00 - 08:30


08:30 - 10:00

Plenary: Legacy/Bequest Fundraising
Miles Stevenson

Legacy/Bequest fundraising has the potential to raise significant funds for your organization by channelling the support of incredibly generous people who leave a gift in their will. Legacies are not only a vital source of future funds for your institution, but are also a highly effective and efficient way to give for the donor. Indeed, far from being an awkward subject, discussing how someone could use their assets beneficially after their death is often an easier conversation than asking for an immediate cash gift. This plenary explains how to promote this form of giving to your supporters - in print, by direct mail and face-to-face - and how you can reciprocate and steward donors whose money will only reach you after their deaths. Guidance will be given about how to develop a successful legacy program - and how to conduct yourself when dealing with supporters, their families and solicitors both before and after the realisation of the gift.

10:00 - 10:30 

Refreshment Break 

10:30 - 11:45

Elective 6 (Choose one)

1. Stewardship & Donor Relations
Dave Shepherd

When you receive a gift, the best fundraisers know that the job's only half done. This session sets out to demonstrate that, if you want to keep your donors and develop the relationship to its full potential, you have to do more than say thank you or send a tax receipt, you have to master the art of donor recognition and stewardship - from giving circles to donor walls, gift agreements to little hand-written notes.

2. Disaster Strikes!
Monique Harper-Richardson and Bob Burdenski

In the last year we have witnessed life-changing event across the globe many difficult and confronting, we have also experienced major incidents across school and university campuses that have challenged our organisations and require positive leadership. From the launch of the Respect. Now. Always. initiative to prevent and address sexual assault and harassment on campuses to admissions transparency and selection processes. Education institutions have had to dig very deep into their reserves to deal with the local, national and international scrutiny arising from these and larger scale world events. This session will invite participants to examine the issues that organisations face when unexpected or unwanted attention is placed on them and consider the impact this can have on donors and alumni in particular. Participants will use case studies to devise a checklist that will help navigate through the choppy waters of disruptive events that may descend on your own organisation in the future.

3. Up close with Major & Principal Gifts (Advanced)
Jon Paparsenos

How do you help to secure a major five, six or seven figure gift? Does strategy trump passion - and how can you best match the priorities of your institution with the donor's philanthropic desires. What are donors who can make gifts of this magnitude actually like? ... and what do they expect from you and your institution? Indeed are they different from "ordinary donors" and do they expect special treatment? There are often many people involved in the cultivation of a major donor and you need to appreciate when you will be involved and when it is best to involve senior leadership (or volunteers). Managing these internal/external relationships can be complex. Jon will share his experiences of working on six and seven figure donations.

4. Running Successful Events
Liz Hawkins

From small-scale dinners to large-scale galas, special events can be a powerful part of every development professional's toolkit. But apart from giving people a nice time, what opportunities do we have to make events impactful? How can an event achieve multiple priorities? This session will explore the kinds of experiences that are memorable, and how they can be connected to specific calls to action. We will look at some great examples and workshop your own upcoming events to make them extra special.

11:45 - 13:00

Sandwich Lunch & Tutorial 6

13:00 - 14:15

Presentations by all groups

14:15 - 14:30

Finale and Goodbyes

CASE Asia-Pacific reserves the right to change the program without prior notice.

Updated as of 30 August 2017