Conferences & Training
Programme - Major Gifts Conference and Asking Workshop 2019

 
Day 1 - Major Gifts Conference 
08:45 Registration 

09:15 Welcome from the Chairs and Panel Introductions
Stephanie Lear, Head of Individual Philanthropy, University of Bath (chair)
Hannah Joyce, Deputy Director of Philanthropy, Institute of Cancer Research (chair)
Cristina Marochi, Educational Programmes Manager, CASE

09:30 Icebreaker
Telling your favourite donor ask story - yours or one you have heard. Reflection on why you chose that, what impact it had on you and the person who heard it.
Stephanie Lear, Head of Individual Philanthropy, University of Bath (chair)
Hannah Joyce, Deputy Director of Philanthropy, Institute of Cancer Research (chair)

09:45 What is Major Gift Fundraising?
An overarching introduction to face-to-face fundraising. What does a good prospect list look like? 
Stephanie Lear, Head of Individual Philanthropy, University of Bath (chair)
Hannah Joyce, Deputy Director of Philanthropy, Institute of Cancer Research (chair)

10:30 Telling the Story of your Institution
Creating your storybook is essential but how do you find out the golden thread of your institution? Building a strong case for support and engaging internal stakeholders.
Marcus Rees-Roberts, Head of Development, Faculty of Natural Sciences, Imperial College London

11:30 Refreshment break

11:45 From Graduate Trainee to Major Gifts Fundraiser
Sharing the rise from CASE Graduate Trainee to Major Donor Fundraiser
Annarosa Muscatelli, Philanthropy Manager (Health), University College London

12:45 Networking and lunch

13:45 Getting through the Door and Holding those First Meetings
How to get a meeting when an email doesn't work. Learn tips and tricks on how to get the prospects' attention and ensure they always say "yes"!
Annarosa Muscatelli, Philanthropy Manager (Health), University College London
Georgina Lyons, Philanthropy manager, University of Bristol

14:45 Refreshments and Role Play - First meeting
Practice your skills on securing and then holding those first meeting
Facilitated by Stephanie Lear and Hannah Joyce

15:15 From First Meeting to Second Meeting
How do you create a great impression when you don't have much time? Ways to engage your prospects and donors and cultivate strong relationships.
Georgina Lyons, Philanthropy Manager, University of Bristol
Marcus Rees-Roberts, Head of Development, Faculty of Natural Sciences, Imperial College London

16:15 Summary of the day
What are the first three things you will do when you go back to your institution for your pool?
Stephanie Lear, Head of Individual Philanthropy, University of Bath (chair)
Hannah Joyce, Deputy Director of Philanthropy, Institute of Cancer Research (chair)

16:30 Finish

19:00 Conference Dinner
The Larder on Goosegate 

Day 2 - The Asking Workshop

09:00 Registration 

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
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.

12:30 Group Feedback and Discussion

12:45 Informal working lunch by topics

13:30 Presentation II - The Ask
Gavin will expand a little on some of the challenges you're likely to face when undertaking more complex asks.
Gavin Maggs, Director of Development and Alumni Relations, The University of Bath

13:50 Model Ask 2 - What not to do in a Meeting
Gavin and Stephanie 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

14:15 Role-play II (Two Groups)

Practise Making the Ask 
Mary Haworth, Director of Philanthropic Partnerships and Alumni, University of York
Annarosa Muscatelli, Philanthropy Manager (Health), University College London
Stephanie Lear, Head of Individual Philanthropy, The University of Bath

Complex Asking and Fundraising in Asia (for more advanced junior fundraisers)
Gavin Maggs, Director of Development and Alumni Relations, The University of Bath
Charlie Parkin, Senior Development Manager, The University of Bath

15:30 Group Feedback and Discussion

15:45 Refreshments and Networking Break

16:00 Objection Handling and Closing Panel Discussion
Mary Haworth, Director of Philanthropic Partnerships and Alumni, University of York
Gavin Maggs, Director of Development and Alumni Relations, The University of Bath
Annarosa Muscatelli, Philanthropy Manager (Health),University College London
Stephanie Lear, Head of Individual Philanthropy, The University of Bath
Charlie Parkin, Senior Development Manager, The University of Bath

17:00 End of Programme

With thanks to The Giving Collaborative for their sponsorship of the Asking Workshop.

The Giving Collaborative


CASE Europe reserves the right to amend the programme without notice