Wednesday 1 & Thursday 2 November 2017
Novotel Melbourne on Collins, 270 Collins Street, Melbourne
Accelerate your fundraising growth
Big4 Fundraising is a conference that focuses on the sourcing, securing and nurturing of big donations, gifts, grants and funding through:
- Major gifts from individuals
- Corporate partnerships
- Trusts and foundations
The program comprises sessions on fundraising best practice, the latest industry trends and research, practical “how-to”, and thought leadership.
An important part of the conference is case studies from organisations doing great work in the four focus areas. These organisations include:
- University of Melbourne
- Walter + Eliza Hall Institute
- Peter MacCallum Cancer Foundation
- Cerebral Palsy Alliance
- And others ….
Who should attend
- Fundraising managers and executives
- Major gifts and philanthropy executives
- Directors of development/advancement
- Trust and foundation managers and executives
- Corporate partnership and sponsorship managers
- Business development managers
- Bequest managers and executives
- Chief executive officers
- Board Members
F&P acknowledges the support of and thanks the following sponsors:
Topics and Speakers
DAY 1 – WEDNESDAY 1 NOVEMBER (FULL DAY 8:30AM – 5PM)
MAJOR GIFTS/TRUSTS AND FOUNDATIONS
Cornerstones of a major gifts program
A major gifts program is a strategic exercise in engaging and exciting your highest capacity donors to support your organisation with large and often transformational donations.
Frankie Airey will explain the different steps, stages and timing of a major gifts program, as well as the structures and resources you’ll need. She will also discuss the critical nature of leadership in this type of fundraising program – who should lead, what their roles should be, and how to get the best out of them. Lastly, one of the most important ingredients of a major gifts program, is a strong and persuasive case for support. Frankie will explain the case, its key content and how to use it.
This session will provide you with an overview of the critical elements you need to have in place to ensure the success of your major gifts program.
Presenter: Frankie Airey, Founder and Director, Philanthropy Squared
Frankie has over 25 years’ international experience in developing and implementing strategy for major gifts success. One of her early achievements was working on the first campaign for Oxford University where she led the individual giving team. It was a resounding success, raising £342 million over six years. Frankie was also Managing Director of Oxford Philanthropic, a leading consulting firm that developed major gifts and campaign strategies for clients such as Imperial College London, WWF-UK and the Cancer Research Campaign.
Today Frankie is the Founder and Director of Philanthropy Squared, an Australian-based consultancy specialising in major gifts and strategy development. Her clients come from a range of causes including Monash University, The Australian Ballet, Victoria University, and the Starlight Children’s Foundation. Frankie is a board member of Arts Centre Melbourneand Chair of the Betty Amsden Foundation.
New gen donors are changing the philanthropic conversation
As the new breed of young philanthropists increases in number and voice, so does their impact on the future of giving and its direct effect on social change.
But philanthropy brings more than money to the table, and many of these young entrepreneurial philanthropists want to use their voices and influence to advocate for change. So, what kind of conversations should nonprofit organisations be having with these new and emerging donors? How do nonprofit organisations ensure that the giving from these generous individuals meets the true needs of organisations?
Join Sarah Davies as she helps to define the future conversation – and be empowered by the simple actions and key messages of change that our collective sector can embrace. This is a conversation in which we should all take part.
Presenter: Sarah Davies, CEO, Philanthropy Australia
Sarah’s career has included roles in tertiary education, HR, marketing and strategy – working in Australia, Europe and the Middle East, before turning her focus to philanthropy and social change over ten years ago.
Sarah is the CEO of Philanthropy Australia where her role is to help champion, enable and support the growth and evolution of philanthropy in Australia. Previous roles in the nonprofit sector included CEO of Australian Communities Foundation and CEO of The Reach Foundation.
Sarah serves on several boards and committees including Director of Kids Under Cover; board member of the Centre for Social Impact; Director of the Family Peace Foundation and member of the Australian Advisory Board on Impact Investing.
How to find and research your major donors
In this presentation, you will learn how to analyse and investigate your existing donor base to unearth major donor prospects, as well as learn about opportunities to find potential major donors outside your current supporters.
Once you have identified a pool of prospects, you need to know everything you can about them to ensure your approach is appropriate, engaging and hits all the right buttons for the donor. Building a prospect profile is critical, and you will learn about the different research options, techniques, tactics and tools to help you with this.
Presenter: Molly Masiello, Research Manager at Fundraising Research and Consulting
Molly specialises in prospect research and management and she honed her skills at organisations like The University of Sydney and California Institute of Technology.
As Research Manager for Fundraising Research and Consulting (FR&C), Molly provides research services such as wealth screening and profiling. Her clients include Scotch College Melbourne, The Australian Ballet and UNICEF Australia.
In her earlier career as a librarian, Molly worked at the State Library of WA and Los Angeles Public Library. She has a Bachelor of Arts and a Master of Library and Information Science from Kent State University, USA.
Insights into the Australian major giving landscape
In the last few years major giving has changed quite rapidly in Australia. In this session John McLeod will provide an overview of the trends, facts and figures of major giving in Australia and the forces driving change in major philanthropy.
Part of the presentation will include commentary and analysis on private ancillary funds (PAFs) including how the wealthy are using them to support their philanthropic endeavours. First-hand insights into how the wealthy make decisions on which causes to support and their approach to giving will be shared.
Presenter: John McLeod, Independent Philanthropy Consultant
John joined JBWere in 1987 and was a leading analyst and Manager of Resource Research within the firm’s top-ranking strategy team. In 2001, he joined the firm’s Philanthropic Services team and in this role he researched philanthropic trends, advised clients about their giving and helped foster relationships between clients and nonprofit organisations.
John is now an independent philanthropy consultant and still assists JBWere by advising clients on their giving and undertaking research into philanthropy. He also presents at conferences and workshops across Australia on issues related to philanthropy and the practices of high-net-worth individuals. His extensive knowledge of this burgeoning field also comes from first-hand experience as he and his family make donations from their own private ancillary fund (PAF).
In 2013 John co-authored the report ‘IMPACT – Australia: Investment for Social and Economic Benefit’, and he also authored ‘The Cause Report’ on the evolution of the nonprofit sector over the last 20 years and examined the implications for its future direction.
John has completed the Swinburne University postgraduate course in Philanthropy and Social Investment and was on the Editorial Advisory Board of Fundraising and Philanthropy Magazine for many years. He has been a board member with a number charities including on the Council of Philanthropy Australia.
Creating cut-through applications
With the grant making landscape becoming increasingly competitive, nonprofits need to go that extra mile to ensure that their funding applications have the best chance of success. So, what makes a truly standout submission? This session will provide you with a host of vital tips, tactics and pointers to empower you to create cut-through applications.
From a checklist of ‘must haves’ before you put pen to paper, to explaining what funders are looking for, Jo Garner will discuss in fine detail the craft of writing effective grant submissions. To make the session especially practical, Jo will work through a dummy application with you, illustrating the difference between good and great responses. From essential grammar tips to how to best organise your information in a way that leaves no question unanswered, Jo will share the tricks of the trade that have helped hundreds of organisations collectively win millions in grant funding.
If grant seeking falls into your job description, this session is a must-attend.
Presenter: Jo Garner CFRE, Founder and Director of Strategic Grants
Strategic Grants works with nonprofits across New Zealand and Australia to build effective grant seeking strategies and has worked on successful philanthropic grants and government tenders ranging from $5,000 to $50 million. Jo Garner is also a founding member of Queensland’s first women’s giving circle, Women & Change.
Jo has been a professional fundraiser since 1994 and started providing professional grant services to charities in 2002. Over the years, she has identified key areas where nonprofits need assistance and advice when establishing, reviewing and building an effective grants program. In 2017 she was named the ‘Arthur Venn Fundraiser of the Year’ at the FIA Awards for Excellence.
In conversation with philanthropists
In this ‘Parkinson style’ interview with two leading philanthropists, you’ll learn first-hand about their journey into philanthropy, how they got started, their approach to giving and more.
The interview will touch on subjects such as why they give; how they decide what causes to support; what they do and don’t enjoy about their interactions with the organisations to which they donate; and how nonprofit organisations can engage better with major donors.
The two philanthropists featured in this interview are Paul Wheelton AM KSJ and Jill Reichstein OAM. They came to philanthropy from different paths, but they share a desire to grow giving and the conversation around it.
This candid ‘fireside chat’ is a rare insight into how major donors think about and approach their giving and will help shape your thinking about how to engage better with your own major donors.
Jill Reichstein, OAM, Chair, Reichstein Foundation
Jill Reichstein is considered one of the most influential and forward-thinking philanthropists in Australia. Her reputation as a ‘change agent’ dates back to her days as an activist protesting in the streets on issues such as the Vietnam War and apartheid.
As Chair of the Reichstein Foundation since 1987, Jill embodies the foundation’s mantra of ‘change, not charity’ and she has been instrumental in developing strategic partnerships and alliances towards growing progressive philanthropy. The foundation gives away approximately half a million dollars a year and has donated more than $15 million since 1980.
Jill is also the Chair of the Australian Environmental Grantmakers Network and she serves on the boards of the Trust for Young Australians, Igniting Change and the Australian Women Donors’ Network.
Paul Wheelton, AM KSJ, Chair, Wheelton Group
Paul is a Melbourne-based entrepreneur and philanthropist. Born into a family of modest means, Paul went on to build a successful business career including owning Australia’s largest Budget Rent-A-Car franchise group and luxury resorts in Indonesia and Queensland.
Paul now devotes 80% of his time to charity and regularly makes significant donations to a range of causes including health, children and education. He holds several leadership positions including: Chair – Budget Licensee Advisory Council; Chair – Life Education Victoria; Deputy Chair – Life Education Australia and Chair – Bali Children Foundation. He acts in an advisory capacity to several other children’s charities and holds several patron positions within the sector. Paul was awarded the Order of Australia Medal in 2009 for services to children’s charities.
Good governance critical in the eyes of funders
Evidence of sound governance is one of the top three things funders consider before investing in a nonprofit, according to the ‘Giving Australia 2016: Philanthropy and Philanthropists’ report. So, what exactly is meant by the term ‘sound governance’? What methods are best used to measure and demonstrate it when applying for funds? And what are some of the emerging issues involving governance that grant seekers need to be aware of?
Catriona Faye, National Manager of Philanthropy and Nonprofit Services for Perpetual, will lead this session with a panel of trust and foundation executives. This session is important for anyone involved in the grant seeking process and will help you to establish your organisation’s governance record and assets, as well as provide greater depth and clarity around this increasingly important topic.
Presenter: Caitriona Fay, National Manager – Philanthropy and Nonprofit Services at Perpetual
Caitriona Fay’s position at Perpetual is a senior role leading the company’s commitment to growing philanthropy and building the effectiveness of the ‘for-impact’ sector in Australia.
With nearly fifteen years of philanthropic and grant making experience in Australia and Europe, Caitriona has an extensive understanding of national and international funding approaches and mechanisms. Previous roles have been with the Heritage Lottery Fund in the UK and The Ian Potter Foundation. She is currently a Director of The Channel, a giving circle supporting LGBTQI young people.
Caitriona was an inaugural member of the Leading Learning in Education and Philanthropy (LLEAP) research project and former Chair of Philanthropy Australia’s Education Affinity Group. In 2012, she was named the Australian Institute of Grant Management’s inaugural ‘Grantmaker of The Year’.
Walter + Eliza Hall Institute on track with $50 million major gifts program
When the Walter + Eliza Hall Institute (WEHI) decided to leverage its upcoming anniversary as a major gifts fundraising opportunity, challenges such as a short lead time and an inexperienced team had to be overcome.
Despite these and other challenges, WEHI has gone on to build a very successful major gifts program that has so far raised $25 million and is on track to meet its goal of $50 million by 2019.
In this case study, Susanne Williamson will discuss important aspects of the campaign such as the importance of a strong case for support; how the campaign served to focus and unify the staff and leadership team; how donors are recognised and stewarded; the importance of being flexible in meeting donors’ needs; examples of some of the marketing materials used to engage supporters; and anecdotes of how some of the gifts were secured.
Presenter: Susanne Williamson CFRE, Head of Fundraising at the Walter + Eliza Hall Institute
Susanne has built a career in fundraising and marketing over more than 25 years and has held senior positions at charities including the Heart Foundation, Arts Centre Melbourne, Monash University and the Juvenile Diabetes Research Foundation.
During her career, she has helped raise more than $80 million towards medical research, youth and arts charities. In addition to leading successful fundraising teams, Susanne’s focus is securing major gifts by creating compelling cases and delivering high-quality stewardship. Her key achievements include securing one of the largest single gifts to the performing arts ($5 million); securing one of the largest corporate gifts for the Reach Foundation ($3 million) and almost doubling fundraising revenue at the WEHI in just three years.
Susanne is currently Head of Fundraising at the Walter + Eliza Hall Institute where one of her main responsibilities is overseeing the organisation’s $50 million Centenary major gifts campaign.
The University of Melbourne transforms major gifts to raise $500 million for the ‘Believe’ campaign
When The University of Melbourne set a fundraising goal of $500 million for its ‘Believe’ campaign, the goal seemed very ambitious. However, a revamped approach to major gifts fundraising has not only seen the goal achieved, but also adjusted to a higher target.
In this case study, Alex Furman will explain how The University of Melbourne transformed its approach to major gifts. He will discuss some of the key success factors such as the importance of communicating the mission, the critical involvement of leaders, and building infrastructure and skills.
However, there have been some hurdles along the way, and Alex will discuss some of the key learnings from these. He will also share some case studies of how specific major gifts were secured and outline some key findings from new research about the motivations of the university’s major donors.
Presenter: Alex Furman, Director of Development at The University of Melbourne
After an early career as a professional pianist and Music Director with the Victoria State Opera, Alex pursued a career in arts management, working in public relations and marketing, before moving into development and fundraising.
His fundraising experience encompasses the arts, medical research and higher education, having held senior roles with Victorian Opera, Melbourne Festival and Murdoch Children’s Research Institute. In his current position at The University of Melbourne, he leads a team raising funds for the university’s ‘Believe’ campaign. The goal is to raise $1 billion by 2021, making it the largest philanthropic undertaking in Australia.
He is a Board Member of the Mietta Foundation, Chair of the Mietta Song Competition, and Advisor to the St Leonard’s College Foundation.
Successful long-term stewardship of your major donors
You have just secured your first major gift from a new donor, and you, your organisation, and the donor are all basking in the afterglow of this generous act. But what next?
With their first big gift, a new donor is often ‘testing the waters’ to see what the experience is like of supporting a particular organisation. If the organisation treats their donors well and engages with them in appropriate ways, then major donors often give again and again.
But successful long-term engagement of major donors is often not done well, discouraging further major gifts. In this presentation, you will learn how to:
- steward and engage a major donor over the long term, i.e. for several years
- create an individual stewardship plan for a major donor and understand its components
- observe the personal motivations of major donors, and select stewardship to match
- plan a suitable variety of different nurturing activities that can be done with major donors
- progress the donor along the pipeline to the next ask
Presenter: Roewen Wishart CFRE FFIA, Director of Xponential Strategy
Roewen has worked in fundraising roles for 25 years and specialised in major gifts and capital campaigns. Much of his experience was built during 11 years at Bush Heritage Australia where he led a very successful major gifts program that raised $22 million in three peak years, and where he played a significant role in securing six and seven figure gifts.
He was also the Foundation Director at Neuroscience Research Australia (NeuRA) where he completed a successful $14 million campaign and helped build the fundraising program.
Roewen is a Director of Xponential Strategy, which advises charity and nonprofit organisations on fundraising strategy, big gift campaigns and gift-in-will programs. His current and recent clients include medium and large organisations in the conservation, health and research, overseas development, disability and community services sectors.
How to think like a funder
If grant seeking forms part of your role, you have no doubt caught yourself wishing you could see inside the mind of a funder. What exactly are trusts and foundations looking for? How do I build the relationship? How can I help them see the merit in supporting my cause, and my particular program or project? These and other questions will be explored with a panel of executives from some of Australia’s leading trusts and foundations.
Join this session for a look into the thought processes that determine which grant applications make it to their target destination – the approved list – and how to ensure they remain there over the longer term.
Panellist: Lea-Anne Bradley, Grants Manager at Helen Macpherson Smith Trust
Holding a Master’s of Social Investment and Philanthropy, Lea-Anne has experience in grant-making for trusts supporting a diverse range of issues and is passionate about contributing to the philanthropic sector within Australia.
At the Helen Macpherson Smith Trust, she is responsible for the distribution of approximately $3.5 million a year. Prior to this Lea-Anne was a Senior Charitable Trust Consultant with State Trustees. She also worked for over a decade as a fundraising manager, and has served as a committee and board member for nonprofits within the cultural, education and disability sectors.
Panellist: Venetia Taylor, Program Manager at R E Ross Trust
Venetia’s initial work in corporate social responsibility for the business market drew her to the nonprofit sector where she transferred her marketing experience to assist organisations such as World Vision. Prior to her current role, she was Executive Officer of the Aussie Farmers Foundation. She established this in 2010 as a Public Ancillary Fund supporting rural and regional Australia.
She is now the Program Manager at the R E Ross Trust which distributes almost $4 million of grants a year in grants. Venetia has a Master’s of Social Investment and Philanthropy from Swinburne University.
Panellist: Louise Arkles, Program Manager at The Ian Potter Foundation
Louise has worked in philanthropy for the past 17 years in a variety of roles at Philanthropy Australia, Australian Community Philanthropy and as an independent consultant. She created the first Australian library specialising in philanthropy at the national peak body in 2001. Since this time her focus has been on sharing the history, the passion, the outcomes and the impact of people’s generosity, in order to raise the profile and effectiveness of philanthropy.
Louise joined The Ian Potter Foundation in 2015 as Program Manager for Environment and Conservation, the Arts, and The Ian Potter Cultural Trust.
The art of asking
Ultimately major gift fundraising means asking someone for money face-to-face. Not an easy task, and not a natural thing in many ways. But if you are going to be successful in major gift fundraising, you need to be successful in major gift solicitation.
Struggling to find the best approach strategy to ask for money? Not sure how to get to the point of asking? Looking to find the correct words? Attend this practical session and learn the strategic overview of major donor solicitation; review the elements that influence a decision; examine the psychology of a successful ask and the secrets to success; and have fun participating in solicitation role play.
Presenter: Nick Jaffer, President and CEO (Asia Pacific) at Global Philanthropic
Over 27 years Nick has built up extensive expertise in major gifts and capital campaigns. Global Philanthropic is an international fundraising and strategic advisory firm to nonprofit organisations and some of its clients include Sydney Botanic Gardens and Centennial Parklands, The Salvation Army, National Gallery Singapore, and the University of California.
One of Nick’s main achievements was as Senior Development Officer (Major Gifts) at the University of Alberta in Canada during its milestone $193 million campaign. In Australia, he was the Director, Foundation and Alumni Relations at Curtin University in Perth, before joining The University of Sydney as Director of Development where he led a team that grew annual fundraising revenues from $20 million to $75 million per year.
Nick is a contributing author to the bestselling Excellence in Fundraising in Canada: The Definitive Resource for Canadian Fundraisers. He has presented at workshops and conferences across the world including a keynote TEDx talk in 2016. Nick is a Non-Executive Director of the Australian Theatre for Young People (ATYP) and has also served on the board for the University of Alberta School of Business.
DAY 2 – THURSDAY 2 NOVEMBER (FULL DAY 8:30AM – 5PM)
STREAM 1 – CORPORATE PARTNERSHIPS
The future of corporate partnerships
How are companies evolving their approach to supporting the charity and nonprofit sector? And what are companies looking for in their future charity and nonprofit partners?
Simon Robinson will review some of the latest research, trends and factors driving change in corporate partnerships. He will also discuss the implications and challenges for charity and nonprofit organisations and what they need to do to position themselves to successfully partner with corporates in the future. Case studies will be shared to show examples of how corporates and nonprofit organisations are progressing the partnership model.
If you are looking for ideas and insights into how to improve your corporate partnership program and how to engage better with companies into the future, this presentation is for you.
Presenter: Simon J Robinson, Director at LBG Australia and New Zealand – Corporate Citizenship
Previously voted as one of Australia’s top 25 most influential people in the nonprofit sector by Pro Bono, Simon Robinson has been working in the corporate social responsibility space since the early 1990s. He has held a range of positions including Deputy Regional Director for Business in the Community (UK), General Manager for Corporate Responsibility at Sensis, and inaugural Chief Executive Officer of Melbourne/Australia Cares.
He has held his current position for six years and specialises in measurement and benchmarking of corporate community investments and impact assessment. Corporate Citizenship, a global advisory business that launched LBG, recently opened offices in Australia and Simon heads the team.
Myer develops new approach to corporate partnerships
When Kate Driessen joined Myer three years ago, a key part of her brief was to put in place a re-vamped corporate community investment strategy.
Kate will discuss some of the key elements and objectives of the new program such as greater engagement with customers and staff. She will also discuss some of the partnerships that Myer has embarked on with various charities such as the Salvation Army and White Ribbon Australia.
One of the recently created flagship partnerships is the innovative Give Registry project with the Salvation Army which helps women suffering from domestic violence. Kate will explain the origins of the partnership, how it is being implemented and measured, and the results and benefits for both Myer and the Salvos. She will also discuss some of the challenges and learnings that have come out of the project.
This presentation will provide an insight into how a leading retail company is looking to leverage partnerships with charity and nonprofit organisations to create better relationships with customers and staff while at the same time providing tangible benefits for charity partners.
Presenter: Kate Driessen, Community Relations Advisor at Myer
Kate sets the strategic direction for Myer’s engagement with the community, and in 2016 she designed and implemented its new community investment program to drive better strategic alignment with customers, staff, suppliers and community partners such as the Salvation Army and White Ribbon Australia.
Prior to joining Myer, Kate was a Senior Advisor at The Australian Charities Fund (ACF). ACF is a social enterprise and the architect, driver and thought leader of workplace giving across Australia. Kate consulted with a range of companies such as Australia Post, ANZ, NAB and CGU in the design and implementation of workplace giving programs.
Kate – an advocate for high impact, shared value partnerships – has a Masters from the University of Amsterdam in Migration and Ethnic Studies, and a Bachelor of Arts in Public Relations from RMIT.
Getting a seat at the table
How do I get a seat at the table with the big brands? I can’t even get a call back, let alone get a meeting time! How do I change this?
If you ponder these questions, this session is designed to help you improve your sponsorship discussion success rate. Securing a meeting with a corporate brand to discuss an opportunity can be time consuming, disheartening and exhausting. But it doesn’t have to be like that.
During this session Sam Trattles will help you understand life on the ‘buy-side’ of the conversation with examples and practical tips. She will also give you a framework to create a more efficient process for securing more conversations with potential partners that really fit with your brand.
Mixing theory with discussion and practical examples, this session will help you to:
- View your prospect list through a different lens to increase your success rate
- Consider different approaches to get in front of potential corporate partners
- Articulate the value of your brand to corporates
- Speak the language corporates respond to
You will leave this session armed with knowledge to have more productive discussions with the corporates with whom you secure a meeting.
Presenter: Sam Trattles, Founder and Director at Other Side of the Table
Sam Trattles has built a career around marketing, brand, and sponsorship over almost 20 years.
Through her business, Other Side of the Table, she works with individuals, rights holders and brands to create negotiation strategies that deliver outcomes that don’t leave you wondering “could I have obtained more?” Previously, as Head of Sponsorship at Telstra and PricewaterhouseCoopers, she negotiated, leveraged and delivered multi-million-dollar partnerships across sport, music, the arts, philanthropy and local programs.
She is the author of ‘I Love Negotiating, Change Your Thinking and Learn How to Get What You Want.’ She also runs training programs to help individuals and teams negotiate with confidence.
In the past ten years Sam has negotiated and leveraged more than $450 million worth of deals, and one of her career highlights includes negotiating several multi-year partnerships that saved the iconic Tropfest Short Film Festival.
How to evolve and re-invent your partnership to stay relevant
When it comes to longevity, the Kids Helpline (KHL) and Optus relationship stands out in the crowd. What is it that makes this relationship last the distance? For 17 years the two have worked together to help connect people – from launching online counselling in the early 2000s, through to streaming KHL counsellors to more than 20,000 students and teachers in classrooms across Australia in 2017.
Join Tracy Adams and Helen Maisano as they share this corporate/charity success story on how their partnership has evolved and re-invented itself to remain relevant and valuable for both parties. How much hard work is involved? How do they measure impact? What tips do they recommend for achieving true shared value alignment in changing times?
Presenter: Tracy Adams, CEO at yourtown/Kids Helpline
Tracy has extensive leadership and management experience including more than 26 years with yourtown, one of Australia’s largest charitable organisations providing support to tens of thousands of young people each year.
During her nine years as CEO, Tracy has been responsible for the strategic development and an operating budget of approximately $100 million. She has also overseen a number of significant projects including a name and brand change, expansion of operations nationally, development of advocacy and research projects related to social issues, and achieved year-on-year growth in revenue.
Tracy is a director on several commercial and nonprofit boards and is a graduate of the Harvard Business School General Management Program. She has been an Executive Advisor for the Queensland University of Technology Executive Master of Business Administration for the past seven years.
Presenter: Helen Maisano, Associate Director Community Sustainability at Optus
Helen is responsible for the CSR strategy at Optus with a focus on creating shared value, innovation and social impact in communities where it operates, both in Australia and overseas. Its approach is holistic, leveraging the capabilities, skills and technologies of the business to create shared value for partners and the community. In 2016, Helen led the development of Optus Future Makers, an accelerator and grants program for developing innovative tech solutions benefitting vulnerable youth.
Prior to joining Optus, Helen held a number of senior corporate and nonprofit roles including at World Vision where she was responsible for developing business and community partnerships.
Toyota and Road Safety Education Limited – the journey of a long term corporate partnership
This year is the 10th anniversary of the corporate partnership between Toyota and Road Safety Education Limited (RSE), a nonprofit organisation committed to reducing trauma on our roads by educating young people in senior high school through its flagship RYDA program.
RSE relies heavily on donations and corporate support to fund its programs. Senior executives from both RSE and Toyota will share the journey of how this corporate partnership originated; how it has grown over time; the challenges and hurdles; the benefits each organisation receives and much more.
It is not often that a corporate partnership is sustained for a decade. This presentation will provide a window into the key factors required to maintain a successful corporate partnership over the long term.
Presenter: Katarina Persic, Corporate Citizenship Manager at Toyota Australia
Katarina Persic has held her current position for more than 10 years. She develops and manages the activities of the Toyota Community Foundation to provide employees and the community with programs that meet their and the company’s needs.
Her previous work experience spans the nonprofit and government sectors including the role of Manager Arts, Events Tourism and Economic Development at Hobsons Bay City Council.
A nearly completed Masters in Social Investment and Philanthropy has given her the theory to put her ideas for effective corporate citizenship into practice. Katarina is passionate about the ability for corporates to give back in meaningful ways through effective partnerships with nonprofit organisations.
Presenter: Terry Birss, CEO/Managing Director at Road Safety Education Limited (RSE)
Terry has been associated with RSE and its predecessor since its inception in 2001, holding the position of Chair until his appointment as CEO/Managing Director of RSE in 2013. He is also a trustee of the RSE Foundation.
Until 2013, Terry was an accountant in public practice. His experience includes corporate reconstruction and recovery, the establishment of new businesses and corporate acquisition and consultancy. He also has extensive experience in the finance industry where he held senior positions in corporate lending, strategy development and risk assessment.
Redkite – lessons from a charity leader in corporate partnerships
Redkite is a sector leader in building high impact and enduring corporate partnerships – more than 50% of the organisation’s revenue comes from corporate partnerships. Its partners include fashion retailers, supermarkets and Australia’s fastest growing electronics and hardware retailer.
Over the last 10 years, Monique Keighery has been integral to the development of deeply connected and tailored partnerships for Redkite, spanning cause-related marketing campaigns, brand alignment, team fundraising initiatives and consumer engagement. Monique will share case study insights on successful corporate partnerships as well as practical tips, insights and lessons learned to help you maximise outcomes for both your organisation and your corporate partners.
Presenter: Monique Keighery, General Manager Marketing and Fundraising, Redkite
Monique has over 20 years’ experience working across the nonprofit, corporate, and government sectors in marketing, public relations, fundraising, event management and stakeholder communications.
At Redkite, Monique is responsible for all brand and revenue activities and is passionate about increasing awareness of Redkite while generating sustainable revenue in support of young people and families. Over half of its revenue is derived from corporate partnerships and sponsorships with leading companies including Coles, Country Road, Stockland, SAP, and JB Hi-Fi.
Monique has previously worked for the Australian Red Cross, Age Concern in the UK, The George Institute for Global Health and ING.
Scenic World adopts new approach to community support
Of the $17.5 billion of business philanthropy in 2015/16, more than half came from small to medium-sized enterprises (SME’s). And given that SME’s constitute more than 90% of Australian businesses, are they perhaps one of the most over-looked sources of ‘corporate philanthropy’?
In this session, Julia Keady-Blanch will bring to life the story of how Scenic World, a third-generation family business based in the Blue Mountains in NSW, has revamped its CSR program (“Scenic World Shared”) to be far more strategic and in touch with the local community.
Scenic World gives away 3% of its profits each year, and has moved away from traditional notions of CSR and adopted a “shared value” approach to supporting the community.
This case study will help you better understand the differences between corporates and medium-sized enterprises, and help you engage more effectively with the SME sector.
Presenter: Julia Keady-Blanch
Julia Keady-Blanch is the founder of award-winning social impact consultancy Xfactor Strategic Development. She brings 22 years’ experience across philanthropy, fundraising and marketing, and her consultancy provides services to private philanthropists, businesses, charities, social entrepreneurs, trusts and foundations. Her mission with Xfactor is to support confident, capable and connected change-makers and game-changers through the provision of strategy support, coaching, research services, training and workshops.
Julia was also Judge in this year’s CSR Category for the Australian Marketing Institute.
DAY 2 – THURSDAY 2 NOVEMBER (FULL DAY 8:30AM – 5PM)
STREAM 2 – BEQUESTS
What’s next for bequest practice?
This session will take a peek at new and emerging developments in how charity and nonprofit organisations are approaching their bequest marketing.
Using examples from the US, UK and Australia, you will learn about new methods being trialled and the increasing use of technology to support bequest prospecting, engagement and data management.
If you are looking for ideas and inspiration on how you can evolve your bequest program, this presentation promises to provide an insight into what’s next for bequests.
Presenter: Fiona McPhee, Head of Insight and Strategy at Pareto Fundraising
Fiona originally found her passion for fundraising 17 years ago at WWF-Australia. She started out as a supporter services manager and progressed into more senior roles, culminating in the position of Marketing Manager.
Fiona is now the Head of Insight and Strategy at Pareto Fundraising where she helps a wide variety of causes to grow their fundraising program. Her areas of speciality include: bequests, donor acquisition, regular giving, middle donor programs and integrated communications programs. In the last eight years, she has worked on the development of over ten bequest programs.
Fiona has been with Pareto for over a decade in a variety of account management and strategic development positions, and during this time has worked with over 60 charities in countries including Canada, Hong Kong, Malaysia, Australia and New Zealand.
Peter Mac achieves record bequest results despite resource challenges
Over recent years Peter MacCallum Cancer Foundation has focused on building a comprehensive bequest program and in the 2016 financial year it received a record $23 million in bequest income.
During FY15/16, the bequest program experienced resourcing challenges through staff transition, however the organisation still managed to achieve record results for the number of confirmed bequestors for the year and went on to further eclipse these results in FY16/17.
This presentation will provide an overview of Peter Mac’s bequest program including:
- what is working for quality bequest lead generation
- how to identify and prioritise prospects
- lead generation through to conversion process
- how to empower bequest staff
- how to forecast bequest income
This presentation will provide plenty of practical ideas, tips and tactics you can use in your own bequest program. Come and learn from one of the organisations leading the way with bequests in Australia. Peter Mac was a finalist in the FIA 2017 Awards for Excellence in the bequest category and the winner of the Donor Renewal category (charities over $5 million).
Presenter: Carl Young, Fundraising Director at Peter MacCallum Cancer Foundation
Prior to his time at Peter Mac, Carl has close to two decades of senior fundraising experience at some of Australia’s leading charities, such as Heart Foundation Victoria and World Vision. He has extensive expertise across the key fundraising methodologies and is passionate in establishing effective business rules and processes to empower staff in strategic donor engagement and development.
Over six years at Peter Mac he has helped grow the regular giving donor base from 981 active donors to over 35,000, and increased the overall donor base from 13,000 active donors to over 100,000, with income increasing from $13 million in 2011 to $54 million in 2016.
Presenter: Bethan Hazell, Bequests and Estates Manager at Peter MacCallum Cancer Foundation
Bethan has more than 14 years’ experience in fundraising including direct mail and regular giving roles at the Lost Dogs’ Home, and Philanthropy Coordinator at the Centre for Eye Research Australia.
Bethan is now the Bequests and Estates Manager at Peter MacCallum Cancer Foundation where she leads a small team responsible for acquisition, solicitation and stewardship of bequest donors. The program has over 1,000 confirmed bequestors and is administering more than 150 estates a year. The program raises approximately $23 million a year, and over the last two years, it has set new records for the number of confirmed bequest donors.
How to set up a bequest program from scratch
This session will help you understand all the key steps, stages and considerations of how to set up a comprehensive bequest program from scratch.
Key learnings and take aways include:
- the building blocks of a comprehensive bequest program
- the resources required to build and maintain a bequest program
- overview of different bequest acquisition and stewardship strategies
- timing of the different steps and stages of setting up a bequest program
- understanding of the typical challenges and issues you may face during set up
- overview and samples of the key marketing materials used in a bequest program
If you are thinking about setting up a bequest program from scratch, or you have a fledgling or small bequest program that you want to grow, this presentation will help you understand all the important elements, activities and timing to get your bequest program launched.
Presenter: Chris Downes, CEO at DVA Navion
With over 25 years’ experience in fundraising, Chris has worked internationally with clients in Canada, USA, South Africa, New Zealand and throughout Australia.
As CEO of DVA Navion, Chris provides strategic counsel to clients in donor development, major gifts and bequests. His work in the bequest area has spanned over 20 years and includes recruitment and training of bequest staff; implementing new programs and relaunching existing ones for over 50 organisations across a range of causes including healthcare, welfare, conservation, research, disability and sporting organisations.
Cerebral Palsy Alliance achieves record bequest results with integrated digital strategy
In this session, you will learn how Cerebral Palsy Alliance increased their warm bequest leads by 790% (considers and planners) by developing an integrated bequest strategy that was assisted by transferring digital knowledge and expertise from other areas of the organisation.
Maisa Paiva and Lisa Miller will provide insights into their fully integrated approach on data targeting; multi-channel communications mapping; digital integration; innovative donor care; budgeting and reporting, which achieved a return-on-investment (ROI) four times greater in the number of confirmed bequestors acquired per year, in comparison to three of the four previous years.
If you are working on your bequest strategy and need to develop a business case for why your organisation needs to invest in digital marketing to drive bequest success – then this is the session for you.
Presenter: Maisa Paiva MFIA, Gifts in Wills & Special Projects Manager at Cerebral Palsy Alliance
Originally trained in Brazil, Maisa is an innovative marketer and fundraiser with experience across all digital channels, design, multi-channel communications, events, video and branding strategy.
Of her 15 years’ experience in marketing, she has translated this knowledge into her role at Cerebral Palsy Alliance – which she joined in 2010. Leveraging her knowledge of social engagement, user experience, target audience analysis, touch-points mapping and detailed reporting, Maisa created and implemented a detailed bequest strategy that eclipsed results achieved in previous years.
Maisa has been a member of the Include a Charity Advisory Committee since 2016 and she has published articles in F&P.
Presenter: Lisa Miller, Head of Direct Marketing and Donor Services at Cerebral Palsy Alliance
Lisa began her career in direct marketing before making the move to fundraising 12 years ago, taking a role in the bequest department at Barnardos UK. Since then she has managed large and complex direct marketing teams at both the NSPCCand British Heart Foundation.
Lisa holds a Diploma in Fundraising from the Institute of Fundraising. Moving from London to Sydney in early 2015 to take up her current position, her responsibilities include overseeing regular giving, cash appeals, raffles and bequests. She is also an FIA NSW committee member.
Update on legislation impacting bequests to charities
In recent years, there has been increased awareness that courts in Australia remain vigorous in upholding proper family provision verses bequests left to charities – but is this the only legal consideration you need to be aware of when dealing with gifts in wills?
Michael Labiris, from Moores Legal, is an Accredited Specialist in Wills & Estates and he will share the latest legislative updates that are impacting charities. He will provide you with up to date information on the most recent developments in family provision law, as well as important changes to legislation regarding Executor’s commission.
If bequests are a significant revenue stream for your organisation, Michael’s experience working with family provision claims, will/probate challenges, trust and equity proceedings, executor removal, and other relevant issues can provide great learnings for charities and practical considerations that can inform your bequest strategy.
Presenter: MICHAEL LABIRIS, Senior Lawyer, Moores Legal
Michael is an Accredited Specialist in Wills & Estates (VIC), who specialises in helping families with all estate and succession matters. He is accredited from the Law Institute of Victoria as a specialist in Wills and Probate and deals with all aspects of estate planning, probate, trust administration and estate dispute resolution
Michael is passionate about finding ways to resolve estate disputes time and cost-effectively. This means understanding not only the legal issues, but also the underlying emotional and psychological issues that drive many disputes.
Greenpeace innovates with life writing
A recently confirmed bequestor to Greenpeace wrote a note saying “it was meant to be”. Including a charity in your will can include a sense of destiny because it taps into story and legacy.
There are many ways to engage with donors and potential bequestors, but Greenpeace has been trialing a new method called “life writing”. This method builds connection with supporters by helping them relate their lives to Greenpeace in the form of stories.
While the bequest program has been small and passive for a long time, the new life writing approach plus other tactics to proactively identify and nurture potential bequestors is witnessing a resurgence in the program.
In this presentation you will learn how to create a bequest program that is story-focused and supporter-centric; how to start seeing your database as a storyboard rather than just names and numbers; and how to create story-based supporter journeys to keep prospects and confirmed bequestors engaged for the long-term.
Presenter: IAN LAWTON, Planned Giving Manager at Greenpeace Australia Pacific
Ian’s first job was working as a youth worker on the streets of inner Sydney. He has always been passionate about bearing witness to injustice and supporting the underdog and he has worked for humanitarian organisations in Australia, New Zealand and America.
In the US he headed up a church and had to learn quickly about fundraising when the GFC hit during 2008-09. Despite difficult economic conditions, Ian led a successful capital fundraising campaign that became his introduction to fundraising.
Ian has also worked as a personal coach and social media marketing consultant. Since starting at Greenpeace in 2015, Ian has helped to turn around the bequest program. He was named a ‘Mover and Shaker’ in F&P magazine in 2017.
Domestic and international bequest research: key insights and what they mean for practice
What are the attitudes and perceptions of everyday Australians to leaving a bequest? How are charities performing in their marketing of bequests? How likely are people to leave a bequest to their favourite causes and how many are actually writing charity and nonprofit organisations into their will?
These and numerous other issues will be discussed by one of Australia’s chief researchers in the philanthropic field, Associate Professor Wendy Scaife. Wendy has been leading the landmark Giving Australia research project over the last two years, of which bequests have been one area of focus. She will discuss both qualitative and quantitative findings in her presentation, as well as drawing on research from places such as: USA, Britain, and Europe to give some international bequest insights.
While this presentation promises to distil a host of key learnings about bequests, it will also contain practical insights that may help you encourage more supporters to leave a gift in their will.
Presenter: Dr Wendy Scaife FFIA, FPRIA, Associate Professor and Director at the Australian Centre for Philanthropy and Nonprofit Studies, QUT
Wendy leads an experienced team that delivers research, teaching and sector impact. Her projects have ranged from working with boards and CEOs, to explorations of Australian philanthropy, and a study comparing fundraising across 26 countries. She is National Project Director of Giving Australia – the nation’s largest ever research into giving and volunteering in partnership with CSI Swinburne and the Centre for Corporate Public Affairs.
Wendy serves on government bodies, funder’s networks, philanthropic grants committees and international research boards including the Association for Fundraising Professionals in the USA. She chairs a community organisation, was previously CEO of a health nonprofit, and was a fundraiser and corporate communication specialist. Last year her work was recognised with a QUT Vice-Chancellor’s Performance Award.
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This program is correct at the time of publishing. F&P reserves the right to alter the program at any time.