Conferences & Training
Programme - Asking Workshop 2018

2018 Programme

09:00 Registration and Breakfast

09:30 Welcome and Introductions

09:45 Ice Breaker Session 
Mary Haworth, Director of Philanthropic Partnerships and Alumni, University of York

10:00 Presentation I - How to Structure a Prospect Meeting
Learn key tips on the structure of the meeting, what to say when faced with a potential donor and how to improve the quality of information.
Mary Haworth, Director of Philanthropic Partnerships and Alumni, University of York

10:15 Model Prospect Meeting
Watch a first meeting, covering philanthropic intent and interest, and whether they would consider giving (low level introductory gift)
Mary Haworth, Director of Philanthropic Partnerships and Alumni, University of York
Second speaker to be announced
Chair: Annarosa Muscatelli, Philanthropy Manager (Health), University College London

11:00 Refreshments and Networking 

11:20 Role-Play I: Practise a Prospect Meeting
Working in pairs, this is your chance to practise and be guided by those senior in the fundraising profession.

12:00 Group Feedback and Discussion

12:15 Informal working lunch by topics

13:00 Presentation II - The Ask and Objections
Gavin will expand a little on some of the challenges you're likely to face when undertaking more complex asks, and overcoming the objections you're almost bound to experience
Gavin Maggs, Director of Development and Alumni Relations, The University of Bath
Stephanie Lear, Head of Individual Philanthropy, The University of Bath

13:20 Model Ask 2 - What not to do in a Meeting
Stephanie and Gavin will draw on experience to show the highs and lows of our profession in a succession of role plays
Gavin Maggs, Director of Development and Alumni Relations, The University of Bath
Stephanie Lear, Head of Individual Philanthropy, The University of Bath
Chair: Sarah Jeffs, Senior Development Manager, London Business School

13:50 Role-play II (Two Groups)

Practise Making the Ask and Objection Handling
Sarah Jeffs, Senior Development Manager, London Business School
Annarosa Muscatelli, Philanthropy Manager (Health), University College London

Objection Handling and Complex Asking (for more advanced junior fundraisers)
Gavin Maggs, Director of Development and Alumni Relations, The University of Bath
Stephanie Lear, Head of Individual Philanthropy, The University of Bath

14:40 Group Feedback and Discussion

14:55 Refreshments and Networking Break

15:20 Panel Session
Stephanie Lear, Head of Individual Philanthropy, The University of Bath
Gavin Maggs, Director of Development and Alumni Relations, The University of Bath
Mary Haworth, Director of Philanthropic Partnerships and Alumni, University of York
Sarah Jeffs, Senior Development Manager, London Business School
Annarosa Muscatelli, Philanthropy Manager (Health),University College London

16:20 Closing Remarks

16:30 End of Programme


CASE Europe reserves the right to amend the programme without notice