09:30 – 09:45 Introduction from Chairs An introduction to the agenda and one another. Be prepared for a quick ice-breaker and to share your hopes for the Major Gifts Workshop. Gavin Maggs, Director of Development & Alumni Relations, University of Birmingham Mary Haworth, Director of Philanthropy and Alumni Engagement, University of York
09:45- 10:30 Telling the Story of your Institution Storytelling is an important part of our jobs but still many of us don’t know how to do this well. This session will help you to understand the story of your own institution and to create your own elevator pitch. We will work on building engagement through cohesive story-telling and consider voice, style and delivery. 10:30 – 10:45 Q&A for Session 1
10:45 – 11:00 Break
11:00 – 11:45 It’s all about the people This session is your opportunity to hear from a panel of beneficiaries, reminding us all why we do what we do and the impact of educational philanthropy. Mary Haworth, Director of Philanthropy and Alumni Engagement, University of York
11.45 – 12:30Securing and running great discovery meetings Approaching prospects often frightens fundraisers, but that need not be the case. This practical session will provide an opportunity for attendees to learn more about securing and running discovery meetings.
Graeme will give fundraisers a set of tools to secure more meetings by being ‘persistent without being annoying’. Having equipped participants to secure more prospect meetings, he will turn his attention toward running effective discovery meetings.
He will talk participants through effective ways to prepare for and deliver great meetings before walking through a typical meeting scenario, which will focus on providing practical tools and phrases to enable fundraisers to have more philanthropic conversations. Graeme Byrne, Founder, Lagotto Solutions 12:30 – 12:45 Q&A for session 3
All times are displayed in BST (GMT+1)
09:00 – 09:15 Reflection on Day 1 and Introduction to Day 2
09:15 – 10:00 Major Gifts and the “new normal” An opportunity to explore and share great examples of how to engage and communicate with your prospects at this time. From qualification meetings over Zoom to major gift asks for emerging priorities. And how to handle the request for a gift holiday. Gavin Maggs, Director of Development & Alumni Relations, University of Birmingham Mary Haworth, Director of Philanthropy and Alumni Engagement, University of York 10:00 – 10:15 Q&A for Session 4
10:15 – 10:30Break
10:30 – 11:30 Stewardship
We’ll be looking at why stewardship is so important; what elements we CAN’T control; what elements we CAN control; how to make the most of what we have; and how to overcome any challenges. Stephanie Lear, Head of Principal Gifts, University of Bath Annarosa Muscatelli,Philanthropy Manager (Health), University College London
11:30 - 11:45 Break
11:45 – 12:30 Panel discussion: Building Your Credibility From exploring how you can work effectively with the leaders of your institution to preparing them to your influence on the culture of philanthropy at your institution. This session will be your opportunity to discuss ways in which you can build your profile and credibility with donors and colleagues.