BIG4 FUNDRAISING 2018

Tuesday 16 & Wednesday 17 October, 2018

Rydges World Square, 389 Pitt Street, Sydney

The Big4 fundraising conference is the place to immerse yourself in the four key fundraising methods – major gifts, corporate partnerships, bequests and trusts and foundations – that bring in the big donations, grants and funding.

Whether you’re a seasoned practitioner or a complete newbie, the conference will provide you with  valuable insights, best practice ‘how-to’, thought leadership and great case studies to learn from.

Speakers at the conference are some of the industry’s most knowledgeable and experienced fundraising experts. And the case studies are from some of the sector’s leading organisations.

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

Presented by:

Program Overview

Please note, this list of speakers and topics was correct at time of publication. Keep a look out on the website for further exciting speakers who will be added as they are confirmed. Fundraising and Philanthropy reserves the right to alter the program without notice.

SpeakerTopic

DAY 1: Tuesday 16 October – MAJOR GIFTS / TRUSTS & FOUNDATIONS

Dr Daniel McDiarmid, Pamela Sutton-Legaud, Dr Jason KetterThe major gift journey: the systems and tools that foster productive relationships
Conor McCarthy, Molly MasielloHow much to ask for – formulating a major gifts ask amount
Jo GarnerMeasuring your impact in order to acquit well and get more grants
Sally Hunter, Roewen WishartLock the Gate successfully kickstarts national major gifts program
Leonard VaryThe Myer Foundation and Sidney Myer Fund refresh strategic plan
Dan KneippFrom trouble to triumph – major gift success despite major challenges
Micah DemmertOxfam bucks the trend with major gifts
Edward LaityThree major gifts campaigns that made my heart sing
Belinda Hutchinson AM, Emily Massy-Greene, Louise WalshAll in the family – mother and daughter team Belinda Hutchinson and Emily Massy-Greene share their approach to philanthropy
Rachel KerryCoalition of the willing – why the Cages Foundation seeks relationships with its charity partners

DAY 2: Wednesday 17 October – BEQUESTS / CORPORATE PARTNERSHIPS

Bequests
Anne Robinson AMNow you see it, now you don’t – the issue of contested bequests
Jakki TraversThe Smith Family – growing bequestor numbers with a dual approach
Chris DownesBequest societies – a valuable tool in nuturing your bequestors
Steve BurfieldWhere there’s a will there’s a day – Wesley Mission makes an old idea new again
Andrew MartinYou too can be scientific and increase your bequest income
Rachel WalkerAmnesty gets runs on the bequest board with 10-year strategy
Corporate Partnerships
Kylie FitzGerald, Kitty WalkerBoral and Bangarra cement their friendship
Richard WoodwardDeveloping your proposition to attract the right corporate partners
Sam TrattlesKnow your value – and how to make it resonate with corporates
Joanna AllwoodBeyond the money – the benefits of multi-platform corporate partnerships program revealed
Pam BrownFrom one shire to the nation – how a tiny charity grew and grew with corporate support
Sarah Pennell, Anita RussellSymbiosis [n]: a mutually beneficial relationship between different people or groups

Sponsors

F&P acknowledges the support of and thanks the following sponsors:

MAJOR SPONSOR

KEY SPONSORS

KEY SPONSORS

KEY SPONSORS

Registration brochure

Program / agenda

Topics and Speakers

DAY 1 – Tuesday 16 October

MAJOR GIFTS / TRUSTS AND FOUNDATIONS

The major gift journey: the systems and tools that foster productive relationships

From the case for support, to building the pipeline, to the discovery visit, cultivation steps, solicitation and stewardship of the gift, this plenary will equip you with the nuts and bolts to implement a successful and sustainable major gifts program.

You will also see various stages of the major gift journey played out in scenarios on stage. At the heart of any successful major gift program are the relationships with prospects, and you will learn how to successfully foster these relationships to lead to a major gift. Learn from the team which has helped more than 100 organisations elevate their major gift results.

 

Presenter: Dr Daniel McDiarmid, PhD, CFRE, Principal Consultant, AskRight

Dr Daniel McDiarmid has raised funds for education, research and religious organisations for over 30 years across Australia and New Zealand.

He has established fundraising and alumni offices at major universities, reviewed the fundraising programs of numerous organisations and helped set strategy, led successful capital campaigns and helped organisations build international fundraising capacity.

A career highlight was his appointment to the Queensland University of Technology which culminated in the successful $175 million ‘New Century Campaign’.

In 2004 Daniel established AskRight as a consultancy which assists organisations with all aspects of capital campaign fundraising, training and recruitment.

Presenter: Pamela Sutton-Legaud, Senior Consultant, AskRight

Pamela has built a career in strategic planning, leadership, marketing and fundraising with extensive experience in international, multi-cultural, and membership organisations.

She held leadership roles with Oxfam Australia, Plan International, Bush Heritage Australia and Zoos Victoria among others. In 2006 she was recognised as a Victorian ‘Telstra Businesswoman of the Year’ (Community & Government).

Prior to building a career in nonprofit marketing and fundraising, Pamela worked for more than 15 years in international advertising.

Presenter: Dr Jason Ketter, PhD, Senior Consultant, AskRight

For nearly 30 years, Jason has led fundraising campaigns at universities in Australia and the USA, raising from $10 million to $2 billion. Jason’s experience with direct marketing and bequest fundraising complements his success in securing major gifts ($1 million plus) in Australia, Hong Kong, Panama, Singapore, UK and USA.

He has also worked with organisations such as the American International School of Muscat, the Australian Department of Foreign Affairs and Trade, BDO, and the Calcutta House of Philadelphia.

Jason has lectured on nonprofit management, communications and public policy, and he is the Executive Vice-President for the Thomas A Plein Foundation, supporting education and health care causes in the United States.

 

How much to ask for – formulating a major gift ask amount

Big gifts have been getting bigger in recent years, with million-dollar plus gifts being announced every week. But how do you decide how much to ask for?

In this presentation, Molly Masiello and Conor McCarthy look at the research tools available in Australia to help fundraisers understand a potential donor’s ability to make a major gift. How do we gain an understanding of a donor’s wealth and their previous philanthropy? How can this information help to inform our own planned ask? What are the things the donor themselves might tell us? What are the things we cannot find out? Finally, having assembled all of this information, how much should we ask for?

 

Presenter: Conor McCarthy, Consultant, Fundraising Research & Consulting (FR&C)

Conor McCarthy has worked in prospect research roles in support of major gift fundraising for almost fifteen years, including as Managing Director at FR&C. FR&C has worked with hundreds of clients across all areas of the Australian nonprofit sector including over 60 schools and universities, 85 nonprofits, 45 health care organisations, and 238 major arts organisations.

Prior to joining FR&C, Conor was Manager, Prospect Development, at UTS and the University of Sydney. Conor is a board member on the Newcastle Art Gallery Foundation, and a co-author of ‘Understanding Major Donors: A Guide to Prospect Research for Australian Fundraisers (2017)’.

Molly-MasielloPresenter: Molly Masiello, Research Manager, Fundraising Research and Consulting (FR&C)

Molly has seven years of prospect research and management experience, with expertise in all aspects of prospect research and data management, and currently manages the research activities at FR&C.

Before joining FR&C, Molly’s roles included: Prospect Research and Analysis Officer, The University of Sydney; Development Researcher, California Institute of Technology; Librarian with Los Angeles Public Library and the State Library of Western Australia. With her colleagues at FR&C, Molly co-authored the book ‘Understanding Major Donors: A Guide to Prospect Research for Australian Fundraisers (2017)’.

 

Measuring your impact in order to acquit well and get more grants

Performance monitoring is an essential part of project planning for grants funding, and a core leadership competency within the fundraising profession. Equally the nonprofit sector’s most successful grants programs are underpinned by strong organisational governance and performance measurement.

This in-depth session with Jo Garner, will help you build the knowledge and skills required to meet funder expectations around outcomes and impact measurement and to effectively communicate with grant-makers to exceed their expectations.

Based on extensive funder feedback, this session will arm you with the secrets of how to build performance monitoring tools into your program design BEFORE the project starts, and what data your funders want from your reports.

 

Presenter: Jo Garner, Director, Strategic Grants

Jo Garner commenced her fundraising career at Diabetes Australia – Queensland in 1994, then while on maternity leave became a freelance grant writer. In 2009 she set up her company Strategic Grants to help nonprofit organisations in all areas of their grants programs. The company now employs 12 staff in Australia and New Zealand and has nearly 20 years of success in helping nonprofits secure funding, ranging from $1,000 community grants to $50 million government tenders.

Strategic Grants clients include The Salvation Army, Amnesty International, Parkinson’s New Zealand, Pulikutjarra Aboriginal Corporation, and Vision Australia amongst many others. In 2017 Jo received the FIA Arthur Venn Fundraiser of the Year Award.

 

Lock the Gate successfully kickstarts national major gifts program

In 2017 Lock the Gate needed to set up a national major gifts program. As a grassroots coalition of people concerned about unsafe coal and gas mining, the organisation had limited staffing and financial resources amongst other challenges.

Sally Hunter and Roewen Wishart will reveal the steps and thinking behind the successful launch of the Lock the Gate major gifts program including how it identified potential major donors, attracted attention in the right places, and went fishing for bites of interest with cultivation activities.

You will also learn why it’s important to be a data nerd armed with stats, numbers, and gift planning charts, and the story behind how one new supporter gave a six-figure gift.

The new focused approach to major gifts in 2017 resulted in both a significant lift in the number of new major donors recruited and revenue from this group of supporters.

 

Presenter: Sally Hunter, Relationship Manager – Major Supporters, Lock the Gate Alliance

Sally Hunter coordinates the mid to major donor fundraising program at Lock the Gate Alliance, helping to secure the long-term sustainability of the organisation and to ensure as many people and environments as possible can be protected.

Sally has worked in rural and regional communities for more than 20 years in a range of positions for local government, nonprofits and private enterprise. She worked for six years for the Cotton Growers Association managing its grants program. Sally also assists people and organisations to find grant funding through her Get A Grant consultancy.

Presenter: Roewen Wishart, CFRE, FFIA, Director, 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 personally 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 more broadly.

Roewen is 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.

 

The Myer Foundation and Sidney Myer Fund refresh strategic plan

In 2017 Leonard Vary, undertook a tour to the US to study the philanthropic approaches of a variety of foundations. The learnings gained from the trip were valuable and are now helping to shape the 5-year strategic direction of The Myer Foundation and Sidney Myer Fund.

Leonard will share some of the key lessons of his US tour and how they are influencing the thinking behind the future course of one of Australia’s oldest and most generous philanthropic organisations. Following Leonard’s short presentation, Jeremy Bradshaw, Publisher of F&P (Fundraising and Philanthropy Magazine), will conduct an interview with him building on his description of The Myer Foundation and Sidney Myer Fund’s refreshed strategic plan.

 

Leonard Vary, CEO, The Myer Foundation and Sidney Myer Fund

Leonard Vary has been CEO of The Myer Foundation and Sidney Myer Fund since 2011. Prior to this role he was an Executive Director of the Fox Private Group and the General Counsel and a Director of the Linfox Group.

Earlier in his career Leonard worked in private practice at Clayton Utz, a leading Australian law firm. Leonard is a former Director of the Malthouse Theatre, the immediate past Chair of the Centre for Contemporary Photography, a past Vice-President of the Melbourne International Arts Festival, and a Fellow of the Australian Institute of Company Directors.

 

From trouble to triumph – major gift success despite major challenges

When Dan Kneipp was charged with the task of raising $8 million for a new building at Orygen Youth Mental Health, there were significant challenges to overcome.

The fundraising program was tiny ($360,000 a year), there was only one fundraiser (Dan), the organisation hadn’t done a capital campaign or major gifts program before, there was no culture of philanthropy and the board was a governance board (i.e. not engaged with fundraising).

Dan will discuss how all these challenges (and others!) were overcome to successfully raise the funds required for the new building. This project went on to win a 2018 FIA Award for Excellence in the Capital Campaign category as well as Most Outstanding Fundraising Project.

Dan will also share insights gained fundraising for the Essendon Football Club at the height of the worst crisis in the club’s 145-year history. You will learn how to work around limitations and road blocks; how to implement a culture of fundraising and how to bring donors with you through difficult times.

 

Presenter: Dan Kneipp, Director of Fundraising, Orygen Youth Mental Health

Dan Kneipp joined Orygen Youth Mental Health in 2015. He and his small team are responsible for growing annual fundraising income from $360,000 per annum to over $3 million annually in just two-and-a-half years.

Earlier in his career he worked in fundraising at Essendon Football Club as Head of Private Clients and Coteries. He was also the Event Director for the World Squash Open, Legends Tennis and the Cayman Alternative Investment Summit. This role included fundraising, sponsorship and event execution.

 

Oxfam bucks the trend with major gifts

International aid organisations are not generally top of the list for major donors. Instead, philanthropists tend to support areas such as health, medical research, education and the arts.

International aid organisation Oxfam has bucked the trend by doubling its major gift income in the last three years.

Micah Demmert, Major Gifts Manager at Oxfam, will reveal how he combined some creative thinking with techniques and practices borrowed from traditional major gift programs, including a donor club, board engagement, special proposals and reports, to put Oxfam’s major giving program on a new upward trajectory.

 

Presenter: Micah Demmert, Major Gifts Manager, Oxfam Australia

Since 2013 Micah Demmert has led Oxfam’s major gift team in building meaningful connections with key supporters and prospects. From around 180 major donors (gifts of $10,000 or more) Micah and his team have doubled income in three years, growing from $1.9 million to $4 million.

Micah credits the successful implementation of Oxfam’s donor club, The Oxfam Circle, as a key driver of his team’s success. Creating a culture of philanthropy within the organisation that truly values and understands major gifts, the team was a major gifts finalist in the 2017 FIA Awards. Prior to joining Oxfam Micah was a Key Relationships Coordinator with the Australian Conservation Foundation and is also founder of Emergent Fundraising.

 

Three major gifts campaigns that made my heart sing

One of the USA’s leading experts on making the ask and fulfilling a campaign target, Ed Laity, believes that the term ‘major gift’ has a different meaning in northern and southern hemispheres, but that wherever you are, the process for getting these gifts is pretty much the same. It’s how you make the case, build the relationship, make the ask, and then follow through that really matters.

Ed will share key learnings and ‘how-to’ from three of his favourite major gift campaigns including: an endowment campaign (raising $100 million from 75 donors for the American Association for the Blind); a capital campaign (raising $28 million for Denver Seminary); and an operations and program campaign (raising $400,000 per annum for five years during the global financial crisis, for the Boys & Girls Clubs of Metro Atlanta).

 

Presenter: Edward Laity, CFRE, President, DVA Navion USA

Ed Laity’s consulting career began in 1988 and he has planned and managed numerous major capital campaigns, directed feasibility studies, helped strengthen annual giving programs, and been involved in all aspects of development operations.

Prior to his consulting career, Ed served as the Director of Development at Boys Clubs of Metro Atlanta, and as Community Relations Director for The Salvation Army in Louisville, Kentucky.

Ed is a past President of the Association for Fundraising Professionals’ Georgia Chapter and has also served on its National Assembly, previously chairing the professional credentials committee. In the past fifteen years, he has directed campaigns with goals totalling more than $500 million.

 

All in the family – mother and daughter team Belinda Hutchinson and Emily Massy-Greene share their approach to philanthropy

Giving takes many forms in the Hutchinson and Massy-Greene family, as our interviewer Louise Walsh will reveal in this fascinating conversation across the generations. As a board member of a number of nonprofit organisations and a donor to many causes, Belinda Hutchinson is committed to making a positive difference.

Through both impact investing and philanthropic giving, Belinda and her family’s Eureka Benevolent Foundation have made transformational gifts to the Hunger Project, The Salvation Army, St Vincent’s Health, The University of Sydney, and many more. Belinda believes that the understanding of charity begins at home, and with her husband, Roger Massy-Greene, has encouraged their four children to build their own interest in philanthropy. Daughter Emily will talk about forging her own path and her contribution to the Eureka Benevolent Foundation, what she gives to, and why.

 

Belinda Hutchinson AM

Belinda Hutchinson is Chancellor of The University of Sydney, Chairman of Future Generation Global Investment Company and Thales Australia, a Director of AGL Energy, Australian Philanthropic Services, Qantas and a Member of St Vincent’s Health Australia NSW Advisory Council.

Belinda was previously Chairman of QBE Insurance Group and a director of Telstra Corporation, Coles Myer, Crane Group, Energy Australia, TAB, Snowy Hydro Trading and Sydney Water. Her executive career included roles as an Executive Director of Macquarie Group, Vice President of Citibank, and a senior manager at Andersen Consulting.

Emily Massy-Greene

Emily Massy-Greene is a Marketing Manager (Brand and Strategy) at the Commonwealth Bank. Outside work, Emily has a keen interest in social justice and was a panellist for the Australian Philanthropy Awards from 2014 to 2017. She has a Bachelor of International and Global Studies from The University of Sydney.

Interviewer: Louise Walsh, CEO, Future Generation Investment Company & Future Generation Global Investment Company

Louise Walsh is a senior executive with a strong mix of experience in the nonprofit, government and private sectors. She also works with Wilson Asset Management on its philanthropic initiatives. A former solicitor at Allens, she has spent most of her career in the areas of sport, arts and philanthropy. Louise was previously the CEO of Philanthropy Australia.

 

Coalition of the willing – why the Cages Foundation seeks relationships with its charity partners

Cages Foundation founders Paul and Sandra Salteri believe that providing gifts to organisations that make a difference in the community is a privilege, and their methodology reflects that. Seeking out long-term partnerships they prefer to get to know their grant recipients, and respond best to those who make the ask part of a wider conversation.

Executive Officer Rachel Kerry will outline the Cages Foundation grant-making approach, and give both the trustee and staff perspective. With extensive experience in philanthropy, Rachel is well placed to share the different ways you can engage private ancillary funds (PAFs), public ancillary funds (PUAFs) and foundations.

Committed to enabling the charity sector to influence where philanthropy is headed, Rachel will discuss how you can be future ready, how to ask for the right thing, how to take the long view and how to manage funder expectations from the get go.

 

 

Rachel Kerry, Executive Officer, Cages Foundation

Rachel Kerry has over fifteen years experience in philanthropy and corporate-community relationships including grant-making roles at Perpetual and Westpac Foundation. Rachel joined the Cages Foundation in 2011 and her responsibilities include development and implementation of the strategic giving direction, management of charity partnerships and overall administration and governance.

Rachel has also spent time consulting to various non-profits around governance and establishment of strategic philanthropy programs and is the Deputy-Chair of the Management Committee for Curious Works.

 

DAY 2 – Wednesday 17 October
BEQUESTS

Now you see it, now you don’t – the issue of contested bequests

Most of you will know of stories where long-term loyal donors have left a bequest to your organisation, only to have the bequest contested by family and often significantly reduced. This has become a growing and serious issue, and many charities are unwilling to make a case in court, fearing that bad publicity might ensue.

Specialist nonprofit ‘legal eagle’ Anne Robinson, will provide an overview of the scope of the problem and share some stories from the trenches.

She will then provide a set of procedures charities can (and should) put in place when negotiating planned gifts, to protect their own and their supporters’ interests. Finally, Anne will discuss what to do if it all goes south, and what you need to do to defend a bequest.

 

Presenter: Anne Robinson AM, Founder and Principal, Prolegis Lawyers

Prolegis Lawyers provide legal services to the nonprofit sector, charities and philanthropists. Anne Robinson has advised on corporate law, governance, charitable trust structuring and tax issues for a wide range of Australia’s charities, and has acted for independent schools, churches and Christian charities for over 20 years.

Anne also has over 30 years’ experience in nonprofit governance and has been a member of many boards including as a Director and Board Chair of World Vision Australia for 12 years.

She is also Chair of the Bible Society Australia and was Deputy Chair of the Not-for-Profit Sector Reform Council and a member of the Nonprofit Tax Concession Working Group. Anne established and has been a Director of the Charity Law Association of Australia and New Zealand from 2009.

 

The Smith Family – growing bequestor numbers with a dual approach

Learn from Jakki Travers how The Smith Family built on Leah Eustace’s ‘Best practice bequest direct marketing’ session at the Fundraising Forum in 2016, and how they tested a multi-wave gifts-in-wills acquisition campaign in the Australian market.

Aiming to encourage some of their most loyal supporters to consider leaving a gift in their will to The Smith Family, a three-wave campaign was put in place involving direct mail and tele-marketing. Results of all three waves will be shared, and learnings in how to utilise the best from the relationship building model and the direct marketing model to acquire and retain bequestors will also be discussed.

With an average bequest worth $65,000 to The Smith Family, it is estimated that this campaign will add in excess of $10.5 million to the gifts-in-wills pipeline.

 

Presenter: Jakki Travers, Gifts in Wills Manager, The Smith Family

With a history of successful legacy fundraising at Caritas and Cancer Council NSW, Jakki Travers joined The Smith Family in August 2015 and now manages a team of six. With a donor base of over 120,000 and a gifts-in-wills pipeline of 3,100, Jakki set out to build Australia’s most successful bequest program, and to share the results of her testing with the sector.

Under Jakki’s leadership, the number of confirmed bequestors at The Smith Family has risen from 0.35% of the active donor database (excluding F2F recruited donors) to 1% – which has seen the value of the gifts-in-wills pipeline rise from $10.4 million in 2016 to $64.6 million in 2018. The bequest program currently raises $5.5 million annually and has seen an increase in cash donations of 15% from the pipeline.

 

Bequest societies – a valuable tool in nurturing your bequestors

A bequest program needs to be much more than the set and forget of yester-year. In a competitive charity world, your supporters need to know that you hear them, understand them, and involve them in the day-to-day of your mission.

With that in mind, Chris Downes will explain how bequest societies can play an important part in nurturing your supporters. He has helped over 50 organisations across Australia and New Zealand set up bequest societies including the Royal Flying Doctor Service, Royal New Zealand Foundation for the Blind, and AFL and NRL clubs.

He will take you through the process of setting up a bequest society, the different ways that members are nurtured through special activities and communications, and how to keep your society fresh and engaging.

 

Presenter: Chris Downes, CEO, DVA Navion, Australasia

With over 28 years’ experience in fundraising, Chris has worked with clients in Canada, USA, South Africa, New Zealand and throughout Australia. Since taking up his current position in 2005, Chris has built a team of experts providing counsel to clients throughout Australia and New Zealand in the areas of capital campaigns, major gifts, bequests, donor development and fundraising strategy.

Chris has personally guided clients that work in welfare, disability, the arts, conservation, education, and healthcare. He has also been a leader in developing fundraising strategies within the professional and amateur sporting arena.

 

Where there’s a will there’s a day – Wesley Mission makes an old idea new again

At Wesley Mission wills days are one part of a broader, comprehensive bequest program. Moving away from the older style of wills days, the organisation now sees them as a community service, by taking them to where the community meets.

Currently Wesley Mission is trialling a new service where clients walk away with a completed will on the day. This is done through a mutually beneficial partnership with a firm of solicitors who provide their staff and services, completing as many as 60 wills in a day. At a recent wills day, Wesley Mission received five bequest notifications, one incorporating a substantial planned gift.

Buoyed by this success, Steve Burfield and his team are going on to plan a wills month, working with multiple solicitors. They anticipate this will assist in improving their acquisition of confirmed bequestors by 50% over the next five years.

 

Presenter: Steve Burfield, Fundraising Manager, Wesley Mission

Stephen Burfield oversees the planned giving, individual giving and face-to-face teams for Wesley Mission, where 12,000 donors provide annual income of over $5 million.

Before joining Wesley Mission in September 2015, Steve spent 11 years at The Salvation Army, including the position of Divisional Community Relations Director, where he played a key role in raising $9.5 million for the Salvation Army Emergency Appeal following the Blue Mountains bush fires in October 2013.

One of Steve’s achievements at Wesley Mission includes setting up an in-house, face-to-face team of three full-time team members and up to 15 casuals. Since November 2017, revenue for this channel has increased by 100% on the previous two years.

 

You too can be scientific and increase your bequest income

Bequest fundraising is in a very interesting place right now. While the traditional techniques of home visits and wills days continue to deliver, many organisations are finding that adding direct marketing techniques to their bequest acquisition initiatives is bringing added dividends.

At Pareto, research over more than a decade has led to a three-step approach: first, proactively identify leads; second, work hard to close the deal; and third, build life-long relationships.

First things first, Andrew Martin has taken a deep dive into industry trends and will share with you the characteristics of bequest pledgers, how to profile your database and model for future investment and income.

He will also provide insights drawn from a range of charities that have grown bequest income and how they did it, as well as discuss key trends and developments from Pareto’s Individual Giving Fundraising Benchmarking report.

 

Presenter: Andrew Martin, Senior Fundraising Strategist, Pareto Fundraising

With twelve years in supporter engagement at World Vision, followed by four years at Oxfam, then five years heading up fundraising teams at CBM Australia and Save the Children Australia, Andrew Martin has a wealth of fundraising experience.

In his current role, he helps charities build ambitious fundraising programs that drive sustained growth for their cause. Some of Andrew’s clients include Peter MacCallum Cancer Foundation, CBM New Zealand, Flinders Foundation, St Vincent de Paul Society Victoria, Heart Foundation New Zealand and Anglicare Victoria.

 

Amnesty gets runs on the bequest board with 10-year strategy

After an acknowledgement globally that Amnesty International could improve its bequest program the organisation set out on a new 10-year strategy.

Now three years in, Rachel Walker will share some of Amnesty’s local initiatives and innovations in this area including telemarketing, digital acquisition, special events, the launch of a bequest society and a unique partnership focusing on their 180 community groups around the country.

Rachel will also share some of the new bequest program’s results including a 26% increase in income over target in 2017 and confirmed bequests growth by 15%.

 

Presenter: Rachel Walker, Fundraising Manager, Amnesty International Australia (AIA)

Since childhood, Rachel has been interested in the nonprofit sector including conducting her first fundraising event at age 11 (for The Salvation Army). She went on to build a career in advertising, marketing and global events management before heeding the call of the NGO sector.

Rachel has worked in the nonprofit sector in senior fundraising and communications positions for the past nine years. She spent four years as General Manager Business Development with Camp Quality, where she was responsible for fundraising and launched the individual giving program. In here current position at AIA she oversees a team of seventeen.

 

DAY 2 – Wednesday 17 October
CORPORATE PARTNERSHIPS

Boral and Bangarra cement their friendship

Australian-born and now internationally renowned, Bangarra Dance Theatre and Boral are two organisations that you might not have seen as connected until 16 years ago, when they commenced their corporate partnership success story.

Bangarra’s Kitty Walker and Boral’s Kylie FitzGerald will reveal how they identified their shared values, how they grew a program which benefits both Bangarra’s dancers and Boral’s employees, how the partnership has thrived through organisational change and growth in both companies and how they manage the partnership on a day to day basis.

Sponsorship spend will be shared, and you will gain insight into how both organisations measure the return on their investment of both time and money. You could say it’s a concrete example of best practice.

 

Presenter: Kylie FitzGerald, Director, Group Communications & Investor Relations, Boral

As a member of Boral’s executive committee, Kylie is responsible for group communications and investor relations, including Boral’s corporate portfolio of community partnerships. The function covers Boral’s global operations, which includes 16,600 employees working across 700 operating sites in 17 countries throughout Australasia, North America, Asia, and the Middle East.

Kylie first joined Boral in 1995, leaving after 15 years to work with the GPT Group between 2011 to 2012, before re-joining Boral in July 2012. Kylie holds an honours degree in Ceramic Engineering from the University of NSW and an MBA from the Australian Graduate School of Management.

 

Presenter: Kitty Walker, Development Director, Bangarra Dance Theatre

Kitty Walker has held senior communications and strategic roles in major arts organisations and has been in her current role at Bangarra since 2015.

Responsible for diversifying Bangarra’s revenue streams to ensure financial sustainability, Kitty sits on the company’s executive team and leads strategy across the organisation. Bangarra’s 600 donors, along with sponsors, philanthropic, and government funders, provided income of $2.9 million in 2017, up from $1.9 million in 2014.

Kitty’s previous roles include Government Relations and Strategic Communications Manager at The Australian Ballet, and Media and Public Affairs Manager at the National Gallery of Victoria. Kitty is a Director of the Lighthouse Arts Collective.

 

Developing your proposition to attract the right corporate partners

If you are not sure what your organisation has to offer corporate partners, or your prospects are not finding your proposition compelling, come and hear Richard Woodward demonstrate a process that will help your organisation build compelling propositions to attract the right corporate partners.

You will learn what a proposition is (and what it’s not) and how this is critical to your success in attracting and retaining partners. You will  discover how to craft a compelling proposition while avoiding the one big mistake, and leave with a process and methodology that you can immediately apply to your organisation to determine what you have to offer. Finally, Richard will arm you with the confidence to engage the right partners for your organisation.

 

Presenter: Richard Woodward, Principal, Richard Woodward & Associates

Richard facilitates strategy sessions and planning days and trains business development teams at some of Australia’s leading fundraising organisations such as Landcare, Taronga Zoo, Canteen, Museum of Contemporary Art, and Cerebral Palsy Alliance.

Before starting his own business in 2004, Richard held senior marketing, business development and partnership roles in Australia and the UK for Commonwealth Bank (as National Sponsorship Manager), KPMG, RAC, Stadium Australia and the Sydney Opera House.

Richard has presented at conferences in Europe, Australia and New Zealand, and published his first book, ‘Business Development That Works’ in 2013. His second book, ‘How to Attract and Retain Sponsors and Partners’ was published in November 2017.

 

Know your value – and how to make it resonate with corporates

Charity and nonprofit organisations often struggle to articulate the value they can deliver to corporate brands.

However, this session will help charities and nonprofits (known as “rights holders” in the commercial world) to identify and put a value on assets they can take to market, and how to clearly communicate that value so the message lands with budget owners in corporations.

Sam Trattles will explain how the assets you are holding – your name, your events, your programs, your people – can be valued against other nonprofits in the market. She will draw on examples from work with organisations such as The Baker Institute, Sydney Symphony Orchestra and Tropfest, as well as her years working with brands including Telstra, Steadfast Insurance Brokers and more, to give attendees a behind the scenes picture of how it all works.

 

Presenter: Sam Trattles, Founder, 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 gotten 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.

 

Beyond the money – the benefits of a multi-platform corporate partnerships program revealed

Longevity is the watchword at the Royal Botanic Garden Sydney, Australia’s oldest botanic garden and first scientific institution. Appropriately, the garden’s corporate partnership program goes way back, including a 21-year relationship with one of the world’s largest financial services institutions, HSBC (Principal Partner).

Joanna Allwood will outline the numerous benefits of the multi-platform partnerships program she oversees, incorporating a membership program, a diverse portfolio of corporate social responsibility and marketing-based partnerships, and unique cause-related marketing initiatives.

Joanna has led growth in corporate partnerships over five years, and she will share details of some of their innovative partnerships such as The Inside Dig, developed with Yates to inspire Sydneysiders to get into gardening, and the Rather Royal Gin, developed with Distillery Botanica.

 

Presenter: Joanna Allwood, Manager, Development, Botanic Gardens & Centennial Parklands

Joanna Allwood is responsible for corporate partnerships and sponsorship at the Botanic Gardens & Centennial Parklands.

Prior to this she worked in philanthropy for the Sydney girl’s school Loreto Kirribilli and held senior marketing communications roles (agency and in-house) in the UK and the United Arab Emirates.

 

From one shire to the nation – how a tiny charity grew and grew with corporate support

Under the watchful eye of its first employee, now CEO, The Australian Kookaburra Kids Foundation (Kookaburra Kids) has grown exponentially since 2008. At that time, it was a voluntary group running a local camp in the Sutherland Shire for 16 kids in families affected by mental illness.

Now in 2018 it’s a national charity with a budget of $3.8 million, over 20 staff, activities in four states and strategic corporate partnerships with a cash component totalling $300,000.

Pam Brown will explain how the collaborative approach adopted by Kookaburra Kids has enabled businesses as varied as Thales, Payce and Suez with local, national and multinational footprints, to derive value from supporting the mental health of families.

Pam will be joined by a senior representative from Thales Australia, who will describe the three-year journey they have been on with Kookaburra Kids, and why their staff love the partnership.

 

Presenter: Pam Brown, CEO, The Australian Kookaburra Kids Foundation

Pam joined Kookaburra Kids as a volunteer in 2007. In 2008, despite lacking any formal qualifications, Pam’s organisational and management experience was acknowledged, and she became the first paid staff member, with a challenge to have the organisation registered as a DGR and charity in its own right.

Under Pam’s leadership the organisation’s programs and revenue have grown substantially. Successfully applying for the first significant grant from the Paul Newman Foundation set the path for Kookaburra Kids to become a national organisation supporting thousands of children.

Pam has been recognised for her services to young people living in families affected by mental illness in a variety of ways including being named the 2017 Sutherland Shire Citizen of the Year and finalist in the 2017 Australian Mental Health Prize.

 

Symbiosis [n]: a mutually beneficial relationship between different people or groups

Over 26 years Foodbank has grown from a three-person entity with the mission to distribute food that businesses would otherwise waste, into a rescuer, manufacturer and distributor of over 37,000 tonnes of food per year, with 180 staff and 3,000 volunteers.

Sarah Pennell will tell this growth story through the prism of corporate social responsibility. Excluding over $200 million in donated food, Foodbank’s corporate partnership program is valued at around $4 million per annum, and Sarah believes this success is due in no small part to being able to provide the engagement opportunities that corporates are hungry for.

Come and hear how Foodbank has successfully set up symbiotic relationships with a range of companies and the lessons learned along the way. Sarah will be joined by Flight Centre, one of Foodbank’s long term partners.

 

Presenter: Sarah Pennell, General Manager and Company Secretary, Foodbank Australia

Sarah joined Foodbank Australia in October 2010 and as the organisation grew she fulfilled roles in general operations, marketing and fundraising.

Prior to this she built a lengthy career in PR, marketing and communications including the role of General Manager – Professional Services at Horticulture Innovations Australia, responsible for delivery of a $70 million annual research, development and marketing program for the fresh produce and nursery and garden industries.

In earlier roles she was responsible for corporate communications and nutrition education services at the National Dairy Council of England & Wales and then Milk Marketing (NSW)

Anita Russell, General Manager – Flight Centre Foundation

Anita is responsible for the operations of the Flight Centre Foundation, Flight Centre Travel Group’s charity trust that empowers their 10,000+ people to build brighter futures in the communities where they work, live and travel.

Her goal is to facilitate impact beyond cheque book philanthropy by working closely with the Foundation’s seven employee-selected charity partners to achieve their goals in delivering what the community really needs.  Anita has been part of the Flight Centre family for 15 years, joining the Foundation in 2012 on return from time in Vancouver, Sydney and Johannesburg as Flight Centre’s people leader. Anita’s time working with international recruitment and finance companies in Australia and abroad prior to this equipped her well for her current role.

 

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