In this session, Emily and Liesl will take the mystery out of major gift fundraising. We’ll look at the theory and practice behind major gifts: who are these elusive major donors, why do they part with large sums of money, and most importantly how do we secure these gifts for our institutions? Participants will come away with an understanding of the basics of major gifts work and some practical ideas to take back to their institutions.

Asking for gifts is the most fundamental task for any face-to-face fundraiser. In this interactive session we will look at how to set the scene, introduce giving into a discussion, work as part of an asking team, and deal with situations that have gone awry. We’ll be looking at some examples of how to do it right—and how to do it wrong. And of course, we’ll be asking you to have a go!

If you count your team in fractions, this session is for you. We will discuss how to plan strategically, prioritise your activities and manage the expectations of senior leadership in developing your master plan. On the way, we will share tips and tricks to make the most of a small budget and an even smaller headcount.

In this interactive session, we will explore some of the most challenging reputational issues in the higher education sector today, and build practical toolkits for managing these issues with alumni and supporters. We’ll get under the skin of some of the most frequent criticisms levelled at our institutions, from ‘woke students’ to ‘social engineering’, ‘rewriting history’ and ‘money-hungry recruitment’, and we’ll then explore how Advancement professionals can use their unique position to shift damaging narratives whilst maintaining and driving forward valuable relationships.

In this workshop, you’ll dissect more than 30 (heretofore unopened) direct mail appeals from the most successful charities in the country (some with regular giving programmes raising in excess of £50m per year). You’ll work with other delegates to identify the keys to a really strong appeal, and explore some of the secrets experts use when drafting a great fundraising letter – the dialogue method, you vs we, empathic author, repetition, hero words, urgency, easy fulfilment, segmentation. By the end, you’ll be able to design a direct mail campaign capable of meeting and exceeding targets.

Creating a transformative impact in society is a collective effort, and universities play a critical role in engaging with businesses to promote positive change through talent, research, health initiatives, and more. This session aims to explore the factors driving impactful collaborations between universities and businesses, and how to scale these partnerships beyond financial support into meaningful philanthropic relationships. Drawing on the experiences of delegates' universities as well as UIC Barcelona, we will examine the importance and potential of these strategic relationships.

A case for support is the backbone of all our fundraising communications. So how do you make a case that sings? In this interactive session, we will take a deep dive into the fundamentals of case development and explore to bring your institution’s work to life for your donor. Bring your pens—you’ll be working too!

Legacies are a hugely emotive subject and talking about money and death can be difficult. This session debunks that thinking and will leave you knowing that this is a normal and vital conversation to have with your donors (and perhaps one you should have at home too!). You will learn tips and techniques for talking about this most taboo of subjects and discover the tools and rules for helping a donor achieve incredible things with their legacy.

Campaigns have become increasingly familiar in the fundraising world over the last decade, with many establishing monetary goals that quite simply boggle the mind. This session will help you understand how and why fundraising campaigns to achieve clear desired outcomes for society can play such a critical role in the advancement strategies of educational institutions. Liz and Liesl will share their thoughts and first-hand experiences on campaigns and will invite delegates to explore the pros and cons of a campaign approach to fundraising as well as the building blocks to ensure success, many of which will draw from sessions earlier in the week.

Ethics are fundamental to human endeavours, enabling personal and professional growth. An ethical compass provides individuals with purpose and authenticity. An ethical practice also ensures professionalism in the field of fundraising and promotes philanthropy by increasing trust and public confidence. This session will help us reflect on the significance of purpose and authenticity in fundraising, and how ethics shapes the fundraising profession. We will also examine various scenarios where taking an ethical stance is necessary to uphold institutional purpose and authenticity.