The Fundamentals of Major Gifts Masterclass
Are you involved in raising big donations for your school, organisation, or institution? Do you want to raise your sights to the next level? Then join us for this junior half day masterclass for a practical learning experience and expert advice on major gifts. At this masterclass you will learn how to effectively work with your colleagues and volunteers to secure and steward large donations and return to work with new ideas and renewed confidence to secure major gifts that make a difference to your school, organisation, or institution, and the lives of your donors.
Teppo Heiskanen, Director for Advancement and Corporate Engagement, Aalto University
Bruno van Dyk, Senior Vice President, GG+A UK and Europe
*Extra charge - to register click here

13:00 - 13:15 
Getting to know each other, setting objectives for the afternoon/ice-breaker

13:15 - 13:45 
Town Hall conversation on major gift fundraising - with a Nordic twist

13:45 - 14:45 
Group discussion and report-back on readings (articles and case studies) received prior to the Master Class

14:45 - 15:00
Refreshment and Networking Break 

15:00 - 16:00
Exploring Donor Motivation 

Key components that drive high performance Major Gift programmes

• Formulating philanthropic propositions that are compelling
• Crafting and executing an "architecture of engagement"
• Aligning and connecting our strategic imperatives with a donor's personal interests and values
• Configuring "inspired asks"
• Delivering stewardship beyond the expectation of each donor
• Identifying a pipeline of prospective donors for whom what you do matters

Moving to the ask

• The anatomy of solicitation
• Why asks fail

16:00 - 16:45 
Interactive group-work followed by role-play of various scenarios provided by the facilitators

16:45 - 17:00
Final conversations, revisiting the objectives for the afternoon, and wrapping-up

*To register for the Major Gifts preconference Masterclass, please email Seren Bradshaw, [email protected]

Wednesday 10 April Evening - 

CASE pre event – we’ve made it easy for you to arrange an alumni meet up in Copenhagen

“Alumni meet up: Navigate strategically in your profession”
Don’t miss out on the opportunity to catch up with alumni from your university or business school. As a courtesy to our Nordic colleagues, the two Danish business schools CBS and Aarhus BSS will co-host an alumni meet up in connection to the CASE Nordic Summit. The programme for the meet up includes two inspirational talks about implementing strategy in a professional setting.

It’s now up to you to let your alumni know about the opportunity to meet up in Copenhagen. You are welcome to copy the invitation text to your own website or direct them to the event page at cbs.dk. You may also arrange for your alumni to sign up directly with you – but please keep us in the loop as to how many participants you have. Use the sign up page at cbs.dk if you want to make it easy for yourself - and get ready for an evening of networking on 10 April from 17-19. The event is free of charge. Bring one roll up so your alumni can reconnect with you and other alumni.

08:45 – 09:30  
Registration and Refreshments

09:30 – 09:45 
 Welcome
Louise Seest, Director of CBS Business, Copenhagen Business School (CBS), Denmark
Barbro Kolbjørnsrud, Senior Adviser, Innovation & Outreach, BI Norwegian Business School, Norway
Leigh Cleghorn, Deputy Director, CASE Europe, UK

09.45 – 10.45  
The Duty of Business Schools: Creating Capabilities for Future Society
Business Schools need to better prepare their graduates for future societies. This requires a deeper understanding about these future societies, plus an aspiration to better provide the capabilities that graduates need to thrive in them going far beyond simple cognitive, social, technical-physical, and ethical skills. Gregor will outline the way that Copenhagen Business School is responding to that double challenge.
Gregor Halff, Dean of Education, CBS, Denmark

10.45 – 11.15  
Refreshment and Networking Break
Refreshment breaks kindly sponsored by The Giving Collaborative

11.15 – 12.00 
Campfire Discussions - Room capacities are limited – please attend the session you have signed up for.

• AR  Alumni Events – Best Practice and Cool Concepts
  Do you need cool new ideas for your alumni events? Or will you share your best events with your peers? Come to share and be inspired to advance your alumni community and institutional brand. The focus of this campfire discussion is on domestic events.
  Morten Hilt, Head of Alumni, NHH (Norwegian School of Economics), Norway
• AR  Alumni Affiliations and Identity
  This campfire discussion will look at how to create lifelong engagement. Come and share your ideas about alumni affiliation and identity with Mira. Hear about the University of Turku’s long established alumni programme and how they engage with their alumni, and build a commitment to the university with faculty level events and communication.
  Mira Lehti, Development Specialist for Alumni Relations, University of Turku, Finland
• AD, ST  Benchmarking for Excellence
  Learn how educational institutions (universities and schools) across the world are using research on fundraising, alumni relations and operations to share best practice and improve performance. Yashraj Jain (Research Manager, CASE) will present latest findings from CASE’s research surveys, share global guidance on benchmarking and discuss insights in a Nordic context.
  Yashraj Jain, Research Manager, CASE Europe
• AR  Sustainable Network of International Hubs – How Strategy Sets the Course
  Institutional focus on international recruitment and educating young talent to a global workplace creates wonderful possibilities to grow and develop an international alumni relations programme. This campfire discussion will explore the different building blocks for developing a coherent and strategic international hubs programme.
  Audrey Paton, International Alumni Relations Manager, BI Norwegian Business School, Norway
• AR  Successful Alumni Relations at Business Academies and University Colleges
  Business academies, university colleges and schools differ from universities as institutions - but do they face the same challenges and find success in the same areas? This campfire discussion focuses on the challenges at hand when building an alumni network, growing the alumni engagement and developing new initiatives at institutions. The discussion is led by Line Axelsen, Alumni Development Manager, Aarhus BSS - Aarhus University, Denmark. Line has acted as a consultant for numerous university colleges in Denmark.
  Line Axelsen, Alumni Development Manager, Aarhus BSS, Denmark
• MCR  Brand Building in a Digital Media Landscape - How do You Reach the Next Generation of Students? 
  In recent years, the younger generations have escape from linear media and spend most of their time on their mobile. Advertisers need to adapt their message accordingly. 
  
  How do you build your brand awareness when your audience is increasingly selective in the content they consume? And how do you keep your brand engaging and interesting? Come join Per Christian for a campfire discussion on how to attract tomorrow’s students. 
  Per Christian Strand Teslo, Account Executive, Snapchat Norway, Norway
• FR  Key Ingredients to Lead the Development Office – What is the Magic Recipe?
  What are the key factors that will either boost or slow down the process when you manage and build up a Development Office within your institution?
  
  Alternatively, are there elements that create such uniqueness at universities that a one size fits all solution will never work? In this campfire discussion, we will address the “can-do” factors, as well as explore ways how to handle the “cannot” objections.
  Thomas Fredengren, Deputy Director of Development, Uppsala University, Sweden
• AD  CRM – How to Make The Most of Your Data
  What data do we collect about our alumni and other important stakeholders, and how do we use it (for internal reporting, to improve our external relations)? How can CRM support our work and make it easier? Jacob will share some of his experiences and best practices and invites you to bring yours to the table as well. Feel free to bring issues and challenges you would like to discuss with fellow practitioners too!
  Jacob Jensen, Senior Executive Officer, Stakeholder Management, Technical University of Denmark, Denmark
• MCR  Continuing Education – Convincing Others to Invest Time and Money In It
  Aarhus BSS – Aarhus University, offers a wide range of executive education programmes – i.e. the Master in Business Administration, HD, Master in Digital Innovation, plus a wide range of courses within strategy, communications and leadership. Offers that give participants the opportunity to gain new perspectives on their daily work, establish valuable networks, advance their career and challenge themselves on a personal level. On the other hand, executive education also means investing both time and money for the participants. This campfire discussion focuses on sharing experiences when it comes to marketing executive education and courses. Learn more about the how it’s done at Aarhus BSS.
  Kit Krüger, Marketing Coordinator, Aarhus BSS, Aarhus University, Denmark
• FR  Furthering Your International Fundraising Strategy
  In this session, Ben will facilitate a discussion beginning with his own experience covering Europe for Imperial College London’s Global Development team. The conversation will cover the following themes: identifying key fundraising markets by understanding your unique alumni community; becoming a regional expert; and balancing your priorities with that of your institution. Come ready to share your own experiences of what has worked well and where you feel new approaches are needed.
  Ben Siddall, Global Development Officer, Imperial College London, UK
• MCR  Social Media Channel Structure and Strategy
  Many may relate to the fact that your institution’s presence on social media has grown over the years to include a fragmented set of accounts on various social media platforms. How do you get an overview, and what is the best way to structure and manage a complex set of channels and contributors? In the fall of 2018, BI Norwegian Business School set in motion a new social media strategy and governance structure aiming to show a clearer distinction between student information, and brand and alumni communication. This campfire session will focus on how educational institutions can adapt to today's social media landscape.
  Hannah Møller Endresen, Communications Advisor, BI Norwegian Business School, Norway

12.00 – 13.00
Networking Lunch (Lunchtime roundtables taking place in the canteen)
1. Collaboration Between Alumni Relations and Career Services
Luke Deering, VP Business Development, Graduway

2. Reaping What You Sow
A Roundtable About Starting up Fundraising, Planning For Success and Managing Expectations
Maarten Vervaat, Partner, More Partnership

13.00 – 14.00
Elective Sessions – Please Select One

• MCR  Trends in Digital Channels and Consumer Behavior
  What drives the fragmentation of the media market, and how does this affect the way we do business?
  
  We will discuss who is really in control – the media, the brand or the consumers and have a look at how this power game plays into the macro elements of our society.
  Camilla W. Rasmusson, Digital Lead, Carat, Norway
  Chair: Anette Skott, Head of Marketing, BI Norwegian Business School, Norway
• FR  Major Gifts and Major Challenges
  The road to securing a major gift can be long and winding. Are there ways to make the journey a bit smoother and faster? Are there common pitfalls that you can learn to avoid? How do you tackle the trickiest situations and stay alert to rapid changes in your donor engagement? In this interactive session, we will look into the basic major gifts cycle, then share examples and invite you to present yours. We will then address them with all the experience and wisdom present in the room.
  Bruno van Dyk, Senior Vice President, GG+A UK and Europe, UK
  Teppo Heiskanen, Director for Advancement and Corporate Engagement, Aalto University, Finland
• AR  Let’s Talk About Advisory Boards
  Advisory Boards (AB) come in various forms and with different purposes. How can we shape and support our AB’s to secure engagement success? Increasingly, educational institutions in the Nordics use the power of an Alumni Advisory Board to strengthen the alumni voice within the university. It is sometimes tailored to specifically direct the university’s alumni network or the boards provide advice on more strategic levels and topics. It is also common for HE institutions to have Development Advisory Boards or Campaign Committees; how can alumni relations professionals learn from their work and how can fundraisers and alumni relations staff work together to find synergies between the two?
  
  Our panellists, representing Norway, Denmark, Lithuania and Sweden, will together with session participants explore these question and themes and share their thoughts, perspectives and experiences.
  Mikala Gyllinge, Alumni Relations Manager, CBS, Denmark
  Giedre Birzyte, Director of Alumni Relations, Vilnius University, Lithuania
  Bjørn Granviken, CEO, Sporveien T-banen AS (Oslo Metro) and
  Managing Director, OSM Aviation Academy, Norway
  Chair: Emma Jones, Advancement Director, Stockholm International School, Sweden

14.05 – 14.50
FR  Corporate Engagement - A Comparison of Approaches From The Nordic Region and The USA
Corporate support is often a key element in Nordic fundraising initiatives, but companies usually seek a bigger engagement beyond donations. This session explores the role of corporate support and engagement in the Nordic region and compares it to the situation in UK and US. We will look at both Nordic examples and cases from UK and US – for instance the University of Oxford, University of Manchester and UC Berkeley.
Johan Wennström, Managing Director, Brakeley Nordic
Hugh Aldridge, Senior Associate Consultant, Brakeley Nordic

14.50 – 15.20
Refreshments and Networking Break
Kindly Sponsored by the Giving Collaborative

15.20 – 16:20
Elective Sessions – Please Select One

• AR  Alumni Reunions and Alumni Days
  Bringing alumni back to the institution to meet fellow alumni and reengage as part of the alumni life cycle is easier said than done. How do you best target your alumni when your pool of alumni varies in age, educational background, interest and location? Do you create a one-size-fits-all reunion or portfolio of reunions? How do you ensure all strategic goals are met and stakeholders are happy? How do you create an event to be remembered for a lifetime? This panel session will shed light upon these issues.
  The panel discusses how to make the reunions fit the alumni life cycle and support the strategy of the institution based on their own experiences and results. Learn from Nordic professionals on how to create events that matter, are tailored, and successful in the eyes of those most important to your institution.
  Morten Hilt, Head of Alumni, NHH, Norway
  Karin Folcker, Project Manager, Stockholm School of Economics, Sweden
  Lisbeth Ihlemann, Senior Advisor, Alumni Relations & Outreach, University of Copenhagen, Denmark
  Chair: Line Axelsen, Alumni Development Manager, Aarhus BSS, Denmark
• AD, ST  CRM – Is the Point of Journey to Arrive?
  Join this session for an honest account of Aarhus University's CRM's journey from a grass root initiative to a (hopefully) strategic programme for managing crucial aspects of Aarhus University's external relations. Lene Lund will be speaking about Aarhus University's experiences with implementing CRM in alumni relations, career services and executive education as well as other university-wide business areas. Hear about how a guerrilla warfare on spreadsheets slowly, but surely, is becoming a mission of change management and digitalisation, and about how we tackle the issues of data and permission management (GDPR), while surviving organisational challenges in our path.
  Is CRM a system or culture? Why does everyone talk about integration?
  
  Come and hear our experiences in implementing CRM in both new ways of working and a tool for successful data management in University.
  
  Based on experiences we will discuss benefits, pitfalls and success stories on our CRM roadmap.
  Lene Lund, CRM Manager, Aarhus University, Denmark
  Ville Krannila, Head of CRM and Analytics, Aalto University, Finland
  Chair: Teppo Heiskanen, Director for Advancement and Corporate Engagement, Aalto University, Finland
• FR  Fundraising with a Small Team, and Limited Budgets - External Relations and Fundraising; Just do it!
  Even with a small team and limited resources you can achieve a lot when it comes to working with external relations and fundraising. However, you need strong support from management, or your President, clear and realistic goals, a lot of energy and you definitely need to focus. 
  Håkan Simonsen, Fundraising Director, Chalmers University of Technology, Sweden
  Camilla Wardi, Head of Outreach and Corporate Relations, Hanken School of Economics, Finland
  Chair: Jessica O’Mary, Head of Development & Alumni Relations, Stockholm School of Economics, Sweden

16:15 – 18:45
Free time

19:00 – 22:00
Summit Dinner, Madklubben Østerbro, Østerbrogade 79, 1. sal, 2100 København Ø, Denmark

09.00 – 09.45
Campfire Discussions – Room capacities are limited – please attend the session you have signed up for.

• AR  Sustainable Network of International Hubs – How Strategy Sets the Course
  Institutional focus on international recruitment and educating young talents to a global workplace creates wonderful possibilities to grow and develop an international alumni relations programme. This campfire discussion will explore the different building blocks for developing a coherent and strategic international hubs programme.
  Audrey Paton, International Alumni Relations Manager, BI Norwegian Business School, Norway
• AR  Successful Alumni Relations at Business Academies and University Colleges
  Business academies, university colleges and schools differ from universities as institutions - but do they face the same challenges and find success in the same areas? This campfire discussion focuses on the challenges at hand when building an alumni network, growing the alumni engagement and developing new initiatives at institutions. The discussion is led by Line Axelsen, Alumni Development Manager, Aarhus BSS - Aarhus University, Denmark. Line has acted as a consultant for numerous university colleges in Denmark.
  Line Axelsen, Alumni Development Manager, Aarhus BSS, Denmark
• MCR  Brand Building in a Digital Media Landscape - How do You Reach the Next Generation of Students? 
  In recent years, the younger generations have escape from linear media and spend most of their time on their mobile. Advertisers need to adapt their message accordingly. 
  
  How do you build your brand awareness when your audience is increasingly selective in the content they consume? And how do you keep your brand engaging and interesting? Come join Per Christian for a campfire discussion on how to attract tomorrow’s students. 
  Per Christian Strand Teslo, Account Executive, Snapchat Norway, Norway
• AD  CRM – How to Make The Most of Your Data
  What data do we collect about our alumni and other important stakeholders, and how do we use it (for internal reporting, to improve our external relations)? How can CRM support our work and make it easier? Jacob will share some of his experiences and best practices and invites you to bring yours to the table as well. Feel free to bring issues and challenges you would like to discuss with fellow practitioners too!
  Jacob Jensen, Senior Executive Officer, Stakeholder Management, Technical University of Denmark, Denmark
• MCR  Continuing Education – Convincing Others to Invest Time and Money In It
  Aarhus BSS – Aarhus University, offers a wide range of executive educations – i.e. the Master in Business Administration, HD, Master in Digital Innovation, plus a wide range of courses within strategy, communication and leadership. Offers that give participants the opportunity to gain new perspectives on their daily work, establish valuable networks, advance their career and challenge themselves on a personal level. On the other hand, executive education also means investing both time and money for the participants. This campfire discussion focuses on sharing experiences when it comes to marketing executive education and courses. Learn more about the how it’s done at Aarhus BSS.
  Kit Krüger, Marketing Coordinator, Aarhus BSS, Aarhus University, Denmark
• FR  Furthering Your International Fundraising Strategy
  In this session, Ben will facilitate a discussion beginning with his own experience covering Europe for Imperial College London’s Global Development team. The conversation will cover the following themes: identifying key fundraising markets by understanding your unique alumni community; becoming a regional expert; and balancing your priorities with that of your institution. Come ready to share your own experiences of what has worked well and where you feel new approaches are needed.
  Ben Siddall, Global Development Officer, Imperial College London, UK
• MCR  Social Media Channel Structure and Strategy
  Many may relate to the fact that your institution’s presence on social media has grown over the years to include a fragmented set of accounts on various social media platforms. How do you get an overview, and what is the best way to structure and manage a complex set of channels and contributors? In the fall of 2018 BI Norwegian Business School set in motion a new social media strategy and governance structure aiming to show a clearer distinction between student information and brand and alumni communication. This campfire session will focus on how educational institutions can adapt to today's social media landscape.
  Hannah Møller Endresen, Communications Advisor, BI Norwegian Business School, Norway
• AR  Alumni Events – Best Practice and Cool Concepts
  Do you need new cool ideas for your alumni events? Or will you share your best events with your peers? Come to share and be inspired to advance your alumni community and institutional brand. The focus of this campfire discussion is on domestic events.
  Morten Hilt, Head of Alumni, NHH (Norwegian School of Economics), Norway
• AR  Alumni Affiliations and Identity
  This campfire discussion will look at how to create lifelong engagement. Come and share your ideas around alumni affiliation and identity with Mira, and hear about the University of Turku’s long established alumni programme and how they engage with their alumni, and build a commitment to the university with faculty level events and communication.
  Mira Lehti, Development Specialist for Alumni Relations, University of Turku, Finland
• Sustainable Event Management: How to Start Creating More Sustainable Events
  Today we see that sustainability is reaching many areas and we are experiencing an increased interest in sustainable event management – but how do you go green? For this campfire discussion, we will explore how you can create more sustainable events, communication and stakeholder management. The campfire is based on the Sustainable Event Guide by CBS Sustainability at Copenhagen Business School providing hands-on sustainable initiatives for you to incorporate into your events.
  Anna Patricia Dencker, Alumni Relations Manager, Copenhagen Business School, Denmark

09.50 – 10.50
Elective Sessions – Please Select One

• FR  International Fundraising
  In a globalised world, many top major fundraising prospects are increasingly global in their businesses, their personal lives and their residences. As such, international fundraising is becoming ever more important to maximise philanthropic potential from such individuals, especially as many Universities continue to attract ever greater numbers of international students in their recruitment. This session explores the how’s, why’s, and where’s of international fundraising – from establishing an international strategy to refining and bringing new direction to existing international activities – and also talks through specific examples of international operations in the United Kingdom and Asia, and the lessons that have been learnt working across borders and cultures.
  Peter O'Connor, Development Manager (Asia), Imperial College London, UK
  Pia Dolivo, Head of Community Relations and Fundraising, University of Helsinki, Finland
  Chair: Teppo Heiskanen, Director for Advancement and Corporate Engagement, Aalto University, Finland
• MCR  Branding in the Digital Age 
  Pt 1. Digitalisation of markets, media channels and consumers' decision making challenges marketing practice. One consequence is that many marketers, including academic institutions, focus on tactical and short-term goals in their marketing efforts. A key question is whether the traditional strategic understanding of branding is relevant in the digital age? In this session, Olsen will discuss challenges to branding as a result of digitalisation of marketing. These challenges influence branding practice, but do not necessarily invalidate basic branding principles. On the contrary, branding will continue to be important in the future. 
  Professor Lars Erling Olsen, Dean for Bachelor Programs and Professor of Marketing, BI Norwegian Business School, Norway
  
  Pt 2. If digital practices are an increasing norm, what can an institution do to stand out? Increasingly we are competing at a global level, but sometimes the best way to get noticed is more hands-on, local and physical. Lewis will look at the space between digital and traditional marketing with cases and discussions about how this can scale, and the importance of storytelling across mediums.
  David Lewis, Senior Manager, Marketing and Brand, Aalto University, Finland
• AR  Master Merit Society
  Corporations need young, aspiring professionals who have the full package: academic skills, leadership potential, global mind-sets, strong interpersonal skills, and, most importantly, a commitment to continuous development and learning. The Master Merit Society is a platform for interaction between high performing students, corporate partners, faculty, and the Alumni Advisory Board designed to enhance the candidate profile and develop future leaders. The Master Merit Society provides opportunities for professional and leadership development, a pathway to PhD and a facilitated high level networking with executive alumni and a bridge to the alumni community. Membership eligibility is determined by the student’s academic and leadership record, and is exclusively for full-time MSc students. How do we create value for everyone involved?
  Adriana Jansen, Corporate Relations Manager, BI Norwegian Business School, Norway
  Chair: Barbro Kolbjørnsrud, Senior Adviser, Innovation & Outreach, BI Norwegian Business School, Norway

10.50 – 11.20
Refreshment and Networking Break
Kindly Sponsored by: The Giving Collaborative

11.20 – 12.20
Elective Sessions – Please Select One

• AR  Long Distance Relationships: Engaging with International Alumni
  Long distance relationships can be tricky. Especially when cultural differences, communication preferences and time zone changes come into play. Universities wishing to engage with their constituents from afar do not always get it right. Often, there is no template that describes in detail how you build a community, engage with them effectively and communicate with them exactly when and how they wish you to.
  
  Join us as we look at some successful examples of engagement strategies with off-shore constituents ranging from one to one meetings, to large scale content-driven events, to digital communications. We will touch on the massive China market, as well other international hubs closer to home. As business schools and universities are addressing the increasing need for strategic internationalisation, how are we utilising our greatest assets.
  Kristy White, University and Asia Associate, Chapel & York, UK
  Audrey Paton, International Alumni Relations Manager, BI Norwegian Business School, Norway
  Chair: Line Axelsen, Alumni Development Manager, Aarhus BSS, Denmark
• FR  Corporations and Universities: How do Successful Partnerships Work?
  Corporations and universities cooperate in many ways: through research projects, educational programs, branding opportunities, and donations. How do these different ways of working look from the company’s point of view? What creates a meaningful partnership? When corporations donate, why do they do so? Is the landscape of university-company cooperation changing e.g. because of life-long learning? In this panel, three corporate representatives give their view. Come and ask all the questions that you’ve always wanted to!
  Sakari Heikkilä, University Relations Manager, Wärtsilä Corporation, Finland
  Trond – Morten Lindberg, CEO EMEA, BDO International Limited, Norway
  Chair: Teppo Heiskanen, Director for Advancement and Corporate Engagement, Aalto University, Finland
• MCR  Marketing Campaigns – Showcase
  Enjoy Campus Life: Campaigning for a Better Study Start
  New students at CBS were presented with the concepts PERFEAR, BELONE and DRUMB in a campaign effort to start a conversation about the mixed feelings, nervousness and confusion associated with starting university. Hear about the creative process behind the campaign, the student involvement, the politics and not least the outcome.
  Marie Elisabeth Pade Anderson, Communications Advisor, CBS, Denmark
  
  Challenge NTNU - A Bold, Brave and Very Different University Marketing Campaign
  NTNU combined a reputation-building and recruitment campaign that challenged more traditional marketing messages from the education sector — and in the process, attracted a great deal of attention and got people talking, too.
  Brit Moen Tjørstad, Senior Advisor, NTNU, Norway
  Bjørg Danielsen, Senior Advisor, Communications Division, NTNU, Norway
  Chair: Helene Brondholt Nielson, Head of Alumni Relations & Career Services, CBS, Denmark

12:20 – 13:20
Lunch (roundtables taking place in the canteen)
1. Tools to Find Lost Alumni and Increase Engagement
Luke Deering, VP Business Development, Graduway

2. Why Should I Care? Why Should I Believe? What Difference Will It Make?
Understanding your impact and making your case for support.
Maarten Vervaat, Partner, More Partnership

13.20 – 14.20
Elective Sessions – Please Select One

• MCR, FR  Fundraising and Communications
  Join us for an enlightening discussion and sharing session on developing communications that build awareness, engagement and excitement! Several Nordic institutions will share how they execute their fundraising communication strategies, and measure the effectiveness of those strategies. We will cover a wide range of communications targeted towards a variety of different funders, such as corporations, foundations and alumni/individuals. All session participants are encouraged to bring examples of their own fundraising communications to share, such as donor proposals, case for supports, annual reports, donor newsletters and impact reports.
  Annika Linna, Communications and Marketing Manager for Advancement and Corporate Engagement, Aalto University, Finland
  Jonas Weschke, Fundraising Communications Manager, Stockholm School of Economics, Sweden
  Chair: Jessica O’Mary, Head of Development & Alumni Relations, Stockholm School of Economics, Sweden
• FR  Everything you Always Wanted to Know About Stewardship (Don’t be Afraid to Ask)
  Effective and impactful stewardship of your donors is vital to the long-term, philanthropic success of your institution. From the stewardship of scholarships and giving recognition circles, to the more creative and bespoke stewardship of high level supporters, this session will take you on a whistle-stop tour of the world of stewardship;  from the programmatic to the personal. It will cover basic principles, top tips and some case studies on what works well (and what doesn’t), to help you provide the best possible supporter experience, whatever your budget.
  Gemma Wicks, Head of Supporter Engagement, Imperial College London, UK
  Chair: Helene Brondholt Nielson, Head of Alumni Relations & Career Services, CBS, Denmark
• AR  People & Strategy: Starting an Alumni Volunteering Programme from Scratch
  The first year of anything can be tough. There are hurdles along the way and there's never enough time in the day. It takes time to learn to navigate organisational complexity and manage expectations. But when things get challenging, it is important to remember that people - alumni and students alike – are at the centre of our work. From there we can build a strategy which grounds us and inspires us. UCD's Alumni Volunteering Programme is a work in progress and during this session I will share with you some of the things we've learned along the way! 
  Ria Flom, Alumni Relations Coordinator, University College Dublin, Ireland
  Chair: Barbro Kolbjørnsrud, Senior Adviser, Innovation & Outreach at BI Norwegian Business School, Norway

14.30 – 15.30
ST  The Psychology of Generosity: A Behavioural Economics Account
In this talk, Panos will discuss the role of emotions on decision-making, and more specifically he will talk about the different biases that affect our generous and prosocial behaviour.
Dr. Panos Mitkidis, Associate Professor of Behavioural Economics and Decision Making, Aarhus University, Denmark
Chair: Line Axelsen, Alumni Development Manager, Aarhus BSS, Denmark

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From 1 July 2016 all our programmes will need to be paid for by credit card online. If you have any issues regarding this new payment process please contact Member Support.

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