BIG4 FUNDRAISING 2018
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How to source, secure and nurture transformative gifts, grants & partnerships through:
MAJOR GIFTS
GIFTS-IN-WILLS
TRUSTS & FOUNDATIONS
CORPORATE PARTNERSHIPS

Wednesday 28 and Thursday 29 October, 2020

9:00am - 5:00pm (AEDT) each day

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Presented by:

Big4 2020 is going virtual!

With physical conferences still a no-go because of COVID-19, we’ve decided to take Big4 into new territory and deliver it ‘virtually’. We are excited by this new possibility and we are working with an experienced webcasting company to deliver the full program on Wednesday 28 and Thursday 29 October, 2020.

Click here to check out the program below

So just what is a virtual conference?

Virtual conferencing, or webcasting as it is also known, has been around for years. You may have even attended one. For Big4 it means that everybody involved, delegates and presenters alike, will access the conference via the internet from your computer, laptop, or even your smart phone.

So what’s so good about going virtual?

  • You still get to see all the great content in the program – Yay!

Going ‘virtual’ means the conference can still go ahead and you won’t miss out on the great topics, insights, case studies and inspiration delivered by our presenters.

  • You actually get to see ALL the content – not just some of it

Like many conferences, Big4 breaks into concurrent sessions for part of the day, which means you have to make a choice between sessions. However, because all the sessions are recorded and will be made available online to you at least 30 days after the conference, you can access all the sessions and check out those you missed.

  • Login from your office, or home (or even the beach!)

No matter where you are, you can access the conference as long as you have an internet connection. So virtual conferences allow great flexibility and convenience for attending.

  • Cheaper pricing – 40% discount

We’ve lowered the registration price by almost 40% because our costs of putting on a virtual conference are lower than for doing a physical conference and we want to make tickets more affordable during these difficult times.

  • Great value multi-user access passes

It gets even cheaper (per person) if you purchase a ‘multi-user’ online access pass. There’s excellent value if you want to sign up between 2 and 5 of your team.

  • Ask about our enterprise pass for 6 or more users

If you have 6 or more of your team who want to attend Big4, we will happily provide a custom quote.  Just contact Anne at: [email protected] or +61 2 4965 5161.

  • No interstate travel or accommodation expenses

Many of our delegates usually come from interstate to attend – which usually means paying for airfares and accommodation – which adds to the cost. However, there’s no need to travel to attend a virtual conference so there’s no added expense.

We appreciate your support

As a small business that earns most of its revenue from conferences, we really appreciate your support at this challenging time. Extraordinary times demand extraordinary measures, and we are committed to bringing you a conference with all the great content you have come to expect from us.

 

 

Jeremy Bradshaw
Publisher, F&P

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 may be added as they are confirmed. F&P reserves the right to alter the program without notice.

 

Presenters/Panellists

Topic

Day  1: Wednesday 28 October, MAJOR GIFTS/TRUSTS & FOUNDATIONS

Jenny Wheatley, Georgina Byron, Jackie Coates, Louise Walsh What have 2020’S multiple crises meant for the philanthropic sector?
Abhilash Mudaliar Impact Investing – the way of the future?
Shanthini Naidoo Breaking down silos sees major gifts success at St Vincent’s Curran Foundation
Dr Daniel McDiarmid What does Matt Damon have to do with major gifts?
Roewen Wishart How do YOU shape up? Learnings from major gifts benchmarking
Andrew Callaghan Outcomes measurement for the real world
Molly Masiello, Victoria Coyne How to manage reputational risk in major gifts
Dr Samantha Hardy Case for support 2.0: Mapping how high impact funders undertake due diligence
Mark Quigley How to adapt your major gifts program in a post COVID-19 environment
Andrea Comastri, Simone Parsons Keeping PAYCE with the new wave of corporate philanthropy

DAY 2: Thursday 29 October, CORPORATE PARTNERSHIPS

Nicola Stokes, Thinus Keevé, Darren Fittler Sydney Children’s Hospitals Foundation unlocks the door to major national partnerships
Carolyn Butler-Madden, Patricia Occelli Westpac, Interrelate and the purpose led brand revolution
Richard Woodward How to retain and grow your corporate partnerships
Sheridan Salmon Secrets of longevity – Give Where you Live Foundation and Ford
Tasman Cassim, Damien Coates The pitch comes last
Linda Garnett, Sharon Dann From income to impact – building next generation corporate partnerships

Day 2: Thursday 29 October, GIFTS-IN-WILLS

Chris Downes Is your gifts-in-wills program healthy? How to check the vital signs
Alexis Escavy Dispensing with silos – Greenpeace integrates gifts-in-wills across fundraising
Nicola Long TV – the last frontier in gifts-in-wills lead generation?
Anne McFadden Stewardship never dies
Andrew Sabatino Building a formidable gifts-in-wills program
Jasmine Hooper How Cancer Council NSW builds its gifts-in-wills pipeline
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Program schedule

All program times are AEDT

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Sponsors

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

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Topics and Speakers

DAY ONE – Wednesday 28 October
MAJOR GIFTS / TRUSTS & FOUNDATIONS

What have 2020’s multiple crises meant for the philanthropic sector?

First came the bushfires, then COVID changed the game for everyone, creating an expectation on charities and nonprofits to be nimble, to pivot and adapt.

Does the same apply to funders? If you are a funder and you’re operating the same way you did pre-COVID, are you missing an opportunity? Will things simply return to normal in 2021, or have some aspects of philanthropy changed indelibly for the long-term?

Recovery will be a long road, with many phases. Hear four philanthropic leaders discuss how 2020’s multiple crises have forced them to review their approach to funding, and to working in partnership with community, government and business.

 

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Panellist: JENNY WHEATLEY, CEO, Vincent Fairfax Family Foundation

Jenny Wheatley is the CEO of the Vincent Fairfax Family Foundation. It was founded in 1962 and has given away $185 million. The foundation aims to help people and communities reach their educational, social and economic potential, as well as help young people have a positive experience with Christianity.

Jenny is a member of the advisory council of the Centre for Social Impact‘s advisory board. She has also chaired the boards of Yume Pty Ltd and the War Widows Guild of NSW.

 

Panellist: GEORGINA BYRON, CEO, The Snow Foundation

Georgina has led The Snow Foundation for 12 years, broadening its place-based giving approach in Canberra and funding large-scale national social justice advocacy projects such as the successful Marriage Equality campaign.

Georgina’s passions lie in enabling women to be financially independent and reconciliation for First Nations people. Her current board roles include Good360 Australia, Sydney Community Foundation, and she chairs Philanthropy Australia’s Family Foundation Network.

Panellist: JACKIE COATES, Head of Telstra Foundation

As Head of the Telstra Foundation and a Trustee of the Telstra Foundation Philippines, Jackie leads Telstra’s philanthropic investment strategy.

Jackie believes that as technology moves forward, the lives of those in need must move forward with it, and encourages young people to create with, not just consume, technology. Powered by Telstra and technology, Telstra Foundation backs changemakers to scale initiatives that make young people and the planet more resilient, today and tomorrow.

 

Facilitator: LOUISE WALSH, CEO, Future Generation Companies

Louise Walsh is the Chief Executive Officer of the Future Generation companies and works with Wilson Asset Management on its philanthropic initiatives. Louise is a senior executive with a mix of experience in the nonprofit, government and private sectors.

A former solicitor at Allens, she has spent most of her career in sport, arts and philanthropy. Louise was previously the CEO of Philanthropy Australia, the peak body for philanthropy in Australia. Louise is a board member of St Vincent’s Curran Foundation, City Recital Hall in Sydney and the Snow Foundation.

 

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Impact Investing – the way of the future?

The Paul Ramsay Foundation is on a mission to break cycles of disadvantage in Australia.  As the largest philanthropic organisation nation-wide, they have many tools at their disposal, traditional grant making being just the beginning. Abhilash Mudaliar heads up one of the Foundation’s newest initiatives – Impact Investing and Social Enterprise – and will reveal the thinking behind this new move for the Paul Ramsay Foundation.

Learn why, around the world, foundations are increasingly going down the impact investing path, what this means for charities, educational institutions and not for profits and how you might consider partnering with an impact investor.  Abhilash will share examples from over fifteen years of international experience in what will be a presentation full of new insights and learnings.

 

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Presenter: Abhilash Mudaliar, Head of Impact Investing and Social Enterprise, Paul Ramsay Foundation

Abhilash joined the Paul Ramsay Foundation, where he leads the development of the foundation’s strategy and impact investing portfolio, in 2019. Prior to PRF, Abhilash had over 15 years’ experience in impact investing and social enterprise worldwide, including as an early stage impact investor in India, at a microfinance accelerator, and as a field builder at the Global Impact Investing Network.

 

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Breaking down silos sees major gifts success at St Vincent’s Curran Foundation

Breaking down silos has been the catch phrase at St Vincent’s Curran Foundation since Shanthini Naidoo took the helm. Over a seven-year period she has built a culture which ensures that rather than competing, bequest and major gift fundraisers are working together, building the endowment fund (from $17 million to $32 million) and raising significant funds for patient care, equipment and clinical research (almost $47 million in 2019).

Shanthini will discuss how the team collaboratively manages relationships with major donors by sharing information and keeping abreast of a complex web of interactions.

You will also learn how to build multi-faceted relationships with your major donors, their families and the corporations they are involved with.

 

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Presenter: SHANTHINI NAIDOO, FFIA CFRE, Chief Executive Officer, St Vincent’s Curran Foundation

Shanthini leads the fundraising efforts of the St Vincent’s Curran Foundation to support St Vincent’s Hospitals in the delivery of excellent and innovative patient care, clinical research and workforce education initiatives.

Shanthini’s previous roles include Assistant Director of the National Gallery of Australia, Head of Fundraising at Taronga & Western Plains Zoos, and Director of Development and Marketing at the Sydney Opera House. Shanthini has a Master of Management (ANU) and Bachelor of Business Communications (QUT). She also keeps her connection to the arts through her role as a board member of the Sydney International Piano Competition.

 

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What does Matt Damon have to do with major gifts?

With the help of Hollywood and some of your favourite TV characters, Daniel McDiarmid shows how you get the right person, asking for the right gift at the right time – and how it sometimes goes wrong. Join Ted Danson, Matt Damon, Friends, and the Jamaican bobsled team as they go asking for major gifts.

Laugh as you learn to set the amount of the gift request and to choose the right setting. See the importance of a succinct case for support, watch best practice in-person asking, learn how not to ask, and find out what anonymous donors really want.

Daniel will explore best practices of major gift solicitation played out by familiar actors – and some not-so-familiar.

 

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Presenter: DR DANIEL MCDIARMID, Director, AskRIGHT

From the Tokyo boardroom of Fuji Xerox, to billionaire hideaways, Beijing television studios, via phone to yacht owners in Monte Carlo, and in homes and offices from Auckland to Perth, Daniel McDiarmid has helped raise a lot of money for causes as diverse as earthquake rebuilds, global health initiatives, heritage buildings, churches and the arts.

He created the ‘Complete Guide to Australia’s Private and Public Ancillary Funds’ and the latest fundraising innovation, ‘DayDATE™’. Daniel has served on the boards of CFRE International and CASE Philanthropy Commission and is currently a Director of The Giving Institute.

 

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How do YOU shape up? Learnings from major gifts benchmarking

Commencing in 2018, with over 20 leading Australian charities, Xponential has built the ‘Australian Major Gifts Benchmarking Study’, researching factors which affect major gifts success. A variety of new 2020 findings will be released including comparisons with 2019 and the impact of both COVID-19 and the bushfires.

This presentation includes insights into retention rates, portfolio size per fundraiser, sources of new prospects, typical time from identification to solicitation, average gift sizes and more. Surprising results will be shared, including the comparative importance of tied versus untied giving.

This session helps you understand what to measure in your major gifts program, what factors affect success, and how your results compare against the market.

 

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Presenter: ROEWEN WISHART, CFRE FFIA, High Value and Strategy Director, Xponential

Roewen Wishart advises nonprofits on fundraising strategy, big gift campaigns and gifts-in-wills programs.

His clients include organisations in the conservation, health and research, overseas development, and community services sectors. He has over 25 years’ experience in fundraising, with notable firsts in major gifts, capital campaigns and gifts-in-wills.

Previous roles include National Development Manager at Bush Heritage Australia and Foundation Director at NeuRA (Neuroscience Research Australia). He is a member of the FIA Code Authority and chairs the advisory committee for FIA’s Include a Charity initiative.

 

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Outcomes measurement for the real world

Successful grant-seeking organisations are characterised by enduring funder relationships, strong organisational governance, planning and performance measurement.

This interactive session focuses on examining funder expectations and helping you build the knowledge and skills to meet these expectations by demonstrating how corporate partners have made a positive difference.

Outcomes measurement and the relevant evaluation methods have been evolving over recent years. Learn how to replace your old-style output reporting with outcomes plans, even at the application phase.

You will also learn how to develop stronger project plans for your applications, on-time funding reporting, and how to demonstrate true outcomes and impact.

 

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Presenter: ANDREW CALLAGHAN, Data and Evaluation Strategist, Strategic Grants

Andrew Callaghan has been working in the field of evaluation and social impact measurement for over ten years. He was involved in the development of the first UK Social Value Bank and was responsible for embedding the measurement approach across Knightstone Housing, one of the largest social housing providers in the UK.

In Australia, Andrew has held such positions as Impact Evaluation Manager for the Karrikins Group and led evaluation and impact measurement projects for clients such as CBA, Optus, Variety and VicRoads to name a few. Andrew has previously been a board member and co-chair for the Social Impact Measurement Network Australia (SIMNA).

 

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How to manage reputational risk in major gifts

An organisation’s good name is crucial for attracting and keeping donors but can be easily damaged by a less-than desirable association. Fundraisers need to protect their organisation’s reputation by knowing when to accept, or sometimes when to decline a major gift.

Doing your due diligence on a prospective donor is critical to ensuring big gifts don’t lead to big trouble for your organisation.

This session will give you a framework to identify gifts that require due diligence prior to solicitation or acceptance, and you will also learn how to do the research to find potential red flags in a donor’s past or current activities.

 

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Co-presenter: MOLLY MASIELLO, Research Manager, Fundraising Research & Consulting (FR&C)

Molly has nine 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.

Molly’s prior 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 in 2017, Molly co-authored the book ‘Understanding Major Donors: A Guide to Prospect Research for Australian Fundraisers’.

Co-presenter: VICTORIA COYNE, Manager of Prospect Development and Research, University of Western Sydney

Victoria Coyne has over 25 years’ experience as a fundraiser, having worked across the education, welfare, international aid, medical research, and aged care sectors. Her experience includes major gifts, bequests, direct marketing, events, donor stewardship and communications.

Victoria is a past recipient of the FIA’s ‘Most Outstanding Fundraising Project of the Year’ award. For the last seven years, Victoria has managed Prospect Development and Research at Western Sydney University. She is a board member of APRA Australia.

 

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Case for support 2.0: Mapping how high impact funders undertake due diligence

The case for support has long been a key tool in the major donor fundraiser’s kit bag, but the tool needs sharpening as major donors shift their focus onto how they can achieve ‘high impact’with their giving.

Sam will explain what philanthropists are now looking for in the causes they potentially support, and how nonprofits need to reflect this in their cases for support.

She will discuss the key information that needs to be covered in today’s ‘new’ cases for support, how and where you need to present this to donors, and provide examples of recent cases for support 2.0 that illustrate the new way forward with this critical major donor tool.

 

 

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Presenter: DR SAMANTHA HARDY, Philanthropy Advisor

Sam Hardy is on a mission to help funders and nonprofit leaders achieve the highest impact possible with every dollar they have to give and spend.

Sam has worked in academic, policy development, fundraising and funding for over 20 years. She led major gift fundraising teams at The University of Queensland, WWF-Australia and The Wilderness Society and she has advised philanthropists such as Graeme Wood.

Sam’s 15 years researching and creating policy solutions for governments and nonprofit organisations in the UK and Australia have given her an instinctual understanding of what makes an effective social or environmental policy change campaign.

 

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How to adapt your major gifts program in a post COVID-19 environment

The global pandemic and subsequent economic downturn have made major gifts fundraising a whole lot harder. But while some major donors will decrease their giving, other philanthropists will step up. The actions you take now with your individual major donors and philanthropic trusts and foundations, will in part determine how your charity comes out of this crisis.

Mark will get you thinking about ways you can adapt your major gifts program to suit the ‘new normal’, including: difficult conversations with existing and potential major donors that create opportunities for extraordinary big gifts; altering your mid-value donor engagement activities and how to identify and leverage other major donors including government.

 

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Presenter: MARK QUIGLEY, Director, Social Venture Consultants

Over 25 years Mark Quigley has provided major gift counsel to some of Australia’s most iconic charities including Mission Australia, Fred Hollows Foundation, The Exodus Foundation and The Children’s Hospital at Westmead. A multi-award-winning consultant, he has presented at conferences in North America, the Asia Pacific and at the FIA’s annual conference.

He attended the Indiana State University School of Fundraising and was a participant in the Yale in Asia Program. Recently he created the world’s first app that helps professional fundraisers plan better to secure more major gifts: My Major Gift Getter.

 

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Keeping PAYCE with the new wave of corporate philanthropy 

Springing from the long philanthropic traditions of leading Sydney property developer PAYCE, the PAYCE Foundation was established in 2016 to address the area of social disadvantage.   

The foundation aims to embody best practice in philanthropy, and this session will explore the key features of a successful, longterm relationship between the foundation and Women’s Community Shelters.    

The two organisations will share their tips and insights on how to maintain a strong, open and flexible relationship that is much more than just a simple transaction between two parties. This is an example of modern and engaged philanthropy. 

 

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Co-presenter: ANDREA COMASTRI, Executive Manager, PAYCE Foundation 

 Andrea is a nonprofit professional with 25 years’ experience in the sector, gained through a variety of directorships, executive and consulting roles. In 2016, Andrea joined PAYCE to set up the PAYCE Foundation and help establish it as an innovative example of best practice in philanthropy. 

  

Co-presenter: SIMONE PARSONS, Chief Operating Officer, Women’s Community Shelters 

Simone is a social and community services professional with 25 years experience working with nonprofit organisations, all tiers of government and managing her own consulting business. Resilience, collaboration and working strategically to bring ideas and possibilities to fruition, to deliver solid outcomes for women and children, frames Simone’s approach to her work. 

 

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DAY TWO – Thursday 29 October
Stream A - CORPORATE PARTNERSHIPS

Sydney Children’s Hospitals Foundation unlocks the door to major national partnerships

Curing Homesickness is a national campaign launched by Sydney Children’s Hospitals Foundation in 2019 to raise funds to help kids in hospital get home sooner.

In just nine months, Curing Homesickness has secured almost $700,000 nationally from new revenue sources, building partnerships with leading corporates like Coles, Disney and Assembly Label.

Learn how the foundation leveraged existing relationships to create new collaborations and has developed a new business model to deliver scale and impact. You will hear three different perspectives on this unique cause-related marketing campaign that is now well on its way to hitting key targets including selling 1 million jars of pasta sauce.

 

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Co-presenter: NICOLA STOKES, CEO, Sydney Children’s Hospitals Foundation

In a career spanning more than 20 years, Nicola has held national and international leadership positions in corporate and nonprofit organisations including Australian Diabetes Council, Special Olympics Australia and Sydney Children’s Hospitals Foundation, where she is fostering an innovation mindset to develop new approaches to fundraising.

While working for ANZ Bank, Nicola was awarded the ‘International Quality and Productivity Council Shared Services Thought Leader of the Year’ and was a member of the United Nations Environment Program – Finance Initiative steering committee.

Co-presenter: THINUS KEEVÉ, Chief Property and Export Officer, Coles

Thinus has considerable commercial experience in the retail and liquor sectors and he is accountable for delivering innovation and transformation in Coles’ store network, including the development of new formats such as Coles Local. Additionally, Thinus manages key growth opportunities including the Coles export business, as well as portfolios including energy, sustainability and indigenous affairs.

 

Co-presenter: DARREN FITTLER, Partner, Gilbert+Tobin

Darren Fittler is a trusted advisor to nonprofits and charities of all types and sizes (including many of Australia’s most recognised names), having worked as a specialist charity lawyer for over a decade.

Darren is the lead partner of Gilbert+Tobin’s Charities & Social Sector team and is ranked as one of the best lawyers in the country for charity law. He was the recipient of the 2014 Human Rights Commission law award and is a volunteer Director of Vision Australia.

 

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Westpac, Interrelate and the purpose led brand revolution

Understanding your brand value as an impact partner is vital. The better you’re able to articulate your organisation’s WHY, the more success you will have in identifying and pitching to prospective partners.

Carolyn Butler-Madden will share the key elements in building your own ‘Brand Purpose Blueprint’, so that you can articulate your brand value with clarity, identify strategically aligned partner prospects and approach them with confidence.

Patricia Occelli will reveal how Interrelate was able to approach and successfully partner with Westpac after it had calculated its brand value. Interrelate was able to find synergies with Westpac’s Life Moments program beyond just money, opening up opportunities to connect with new target audiences for its social enterprise.

 

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Co-presenter: CAROLYN BUTLER-MADDEN, Chief Purpose Activist, The Cause Effect

Carolyn Butler-Madden is an author, speaker and Chief Purpose Activist at The Cause Effect, a consultancy that specialises in enabling brands to do well by doing good. She believes in a world where business is a force for good and brands drive profit through purpose.

She helps business leaders define their purpose and integrate it strategically into their brand and business in a way that results in meaningful social impact AND competitive advantage.

Carolyn’s Amazon best-selling book, Path To Purpose is Australia’s first book on this subject.

Co-presenter: PATRICIA OCCELLI, Chief Executive Officer, Interrelate

Patricia has extensive experience in the design, delivery and leadership of human services in the government and non-government sector, with a wide range of roles in the disability, housing and community sectors

Patricia is passionate about making a difference in people’s lives by addressing social justice issues and by delivering quality services.

In recent times she has been driving Interrelates’ business transformation, focusing on agility and design thinking, efficiencies through technology, measuring impact and amplifying reach.

 

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How to retain and grow your corporate partnerships

Retaining and growing your corporate partnerships is a challenge in the best of times, and given recent events, is more critical than ever.

Drawing on wide experience with leading Australian nonprofit and cultural organisations, Richard Woodward will provide proven tools and techniques to protect and grow your corporate partnerships including:

  • an annual corporate partners’ workshop to use with your partners as a catalyst to maintain and grow existing relationships
  • a partnership implementation plan to steer your partnerships to successful renewal
  • a multiple champions engagement plan to reduce the risk in your partnerships and leverage new opportunities
  • a program of effective questioning to uncover real needs from your corporate partners

 

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Presenter: RICHARD WOODWARD, Director, Richard Woodward & Associates

Richard facilitates strategy sessions and trains business development teams at leading organisations such as Landcare, Taronga Zoo, Canteen, Museum of Contemporary Art, WA Ballet, St Vincent’s Curran Foundation and Cerebral Palsy Alliance.

Prior to starting his business in 2004, Richard worked on both sides of partnerships in Australia and UK at the Commonwealth Bank, KPMG, RAC and the Sydney Opera House.

Richard is a frequent speaker at conferences ranging from Communicating the Museum in Paris, Culture Business and Sponsorship News, to FIA and FINZ. Richard is the author of two books, ‘Business Development That Works’ and ‘How to Attract and Retain Sponsors and Partners’.

 

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Secrets of longevity – Give Where you Live Foundation and Ford

How has the Geelong-based charity Give Where You Live Foundation managed to sustain a partnership with the Ford Motor Company, one of the world’s largest companies, for over six decades?

Learn how this remarkable partnership has morphed and pivoted with the times, surviving the end of manufacturing in Australia, to the benefit of the people of Victoria’s second city.

Sheridan will share the challenges of partnering with an organisation where three or even four generations of a family might be involved.

 

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Presenter: SHERIDAN SALMON, General Manager, Marketing & Fundraising, Give Where You Live Foundation

Sheridan Salmon is a marketer to her bootstraps. With 20 years’ marketing experience including a decade in the prestigious retail and dining precinct of Southgate, she has now worked for nine years at Give Where You Live. Sheridan also serves on the board of the Sexual Assault and Family Violence Centre, Geelong.

 

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The pitch comes last

As a corporate partnership manager, should you pitch the cause (your case), or the benefit (their needs met)? This question will be answered by Tasman Cassim and Damien Coates, drawing on the 3-year partnership between Black Dog Institute and Dual Asia Pacific.

Tasman will reveal how not pitching has delivered two significant new partnerships, in the time of COVID, and explain how to approach a potential partner with a new mindset: ‘what’s your problem and how can we, a values aligned nonprofit, help?’

You’ll leave the session knowing how to forget short-term monetary gain in reaching for something of much more lasting significance.

 

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Co-presenter: TASMAN CASSIM, Corporate Partnerships Manager, Black Dog Institute

Tasman Cassim is Corporate Partnerships Manager at the Black Dog Institute. He spent 20 years in the corporate sector before moving to the nonprofit sector to help some of Australia’s leading charities build their partnership portfolios. Tasman is passionate about bringing the For-Purpose and For-Profit sectors together to solve some of society’s biggest challenges.

 

Co-presenter: DAMIEN COATES, CEO, DUAL Asia Pacific

Damien founded DUAL in Australia in 2004 and has overseen the organic growth of the business to $190 million with seven offices throughout Australia, New Zealand and Asia. DUAL is a specialty underwriting business providing insurance solutions in areas such as health, liability, and finance.

Outside of insurance, Damien loves all things adventure. Having cycled over 10,000 km in the past five years, most notably from London to Barcelona in 2018. Damien has raised over $280,000 for partner charities including Royal Far West and Black Dog Institute, where he is a mental health ambassador.

 

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From income to impact – building next generation corporate partnerships 

For too long charities in Australia have been focused on short-term income from their corporate partnerships at the expense of meaningful social impact and achieving their broader mission.

However, by focusing on impact, nonprofits can generate much greater income and exponential value from corporate partnerships.

Using examples from the UK, Linda and Sharon will teach you the four key ingredients for next generation partnerships, the challenges and opportunities for Australian charities and a practical model for shifting partnerships out of corporate philanthropy and into co-created value.

 

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Presenters: LINDA GARNETT, Principal, Stellar Partnerships and SHARON DANN, Principal, Stellar Partnerships

Stellar Partnerships is a strategic consultancy specialising in partnerships between corporates and nonprofits. Linda Garnett and Sharon Dann know what it takes to create great partnerships – they’ve worked on hundreds of them.

Linda and Sharon bring over 20 years’ experience in partnerships, strategy and fundraising in Australia and overseas, working with organisations as diverse as Save the Children, Beyond Blue, Red Nose, Starlight and Cancer Council. They will bring practical examples from their global experience to help your charity win, nurture and grow transformational corporate partnerships.

 

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DAY TWO – Thursday 29 October
Stream B - GIFT-IN-WILLS

How Cancer Council NSW builds its gifts-in-wills pipeline

There’s many different ways that organisations are building their pipeline of gifts-in-wills prospects, but Cancer Council NSW has arguably one of the most comprehensive.

In this session you will learn about the many elements of CCNSW’s gifts-in-wills acquisition program including supporter surveys, events, social media, search engine marketing, telemarketing, website and more.

Jasmine will share results from different channels and tests, examples of the marketing collateral used and tips on what’s working such as nudge theory in supporter surveys.

CCNSW had a record year in 2019, converting 400 people to confirmed bequestors. You will leave this session with a host of ideas and insights you can consider for your own program.

 

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Presenter: JASMINE HOOPER, Gifts in Wills and In Memory Lead, Cancer Council NSW

In the early part of her career Jasmine worked in business-to-business marketing promoting medical supplies, but in 2013 she joined Cancer Council NSW. She has held positions as a direct marketing coordinator and acquisition manager before starting in her current gifts-in-wills role almost four years ago.

Under her leadership gifts-in-wills has grown significantly and Jasmine manages a program of approximately 4,500 confirmed gift in will supportors. On average the organisation receives between $10-17 million annually from gifts in wills.

 

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Is your Gifts-in-wills program healthy? How to check the vital signs

The coronavirus pandemic had many charities taking a long, hard look at their gifts-in-wills programs. Numerous organisations realised they were a long way off where they needed to be. So gifts-in-wills income has moved up the hierarchy in importance.

In this session you will learn how to perform a ‘health-check’ of your gifts-in-wills program to check its vital signs and make sure it is healthy and firing on all cylinders.

Learn which ratios and measures you need to be monitoring; what your prospecting regime should consist of; the importance of board support; of integrating gifts-in-wills asks into your appeals; the level of appropriate investment and resourcing to achieve optimum results.

 

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Presenter: CHRIS DOWNES, CEO, DVA Navion

Over 28 years Chris has worked for organisations large and small, recruiting, training and mentoring many people into the world of gifts-in-wills and helping to build new programs from scratch to transforming established programs.

His range of clients includes Salvation Army, Vision Australia, Save the Children, Cancer Council and Royal Flying Doctor Service. He has assisted over a dozen national sporting bodies commence gifts-in-wills programs including AFL and NRL clubs.

He is a regular presenter at national and international conferences and conducts numerous workshops each year, providing counsel in support of diverse fundraising programs.

 

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Dispensing with silos – Greenpeace integrates gifts-in-wills across fundraising

Two years ago, Alexis Escavy set a goal at Greenpeace of integrating gifts-in-wills across all areas of fundraising.

It’s taken a while, but gifts-in-wills is now part of the fabric of the organisation including promotion through direct mail, newsletters, surveys, website, events, mid and major donors and campaigning.

Staff are being trained in how to have a conversation about gifts-in-wills and the smart use of volunteers provides valuable resources for the program. Lead generation has also increased significantly.

Come and hear how you can get your whole organisation on board for gifts-in-wills, and the difference this can make.

 

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Presenter: ALEXIS ESCAVY, Planned Giving Specialist, Greenpeace Australia Pacific

Hailing from Nice, France, Alexis moved to Australia at age 25 to start a PhD at The University of Sydney, working towards developing cancer vaccines. After a few months down under, he started to learn about the state of our forests and rivers and decided to focus his time and energy on protecting our precious environment.

After eight years working for a face-to-face and telemarketing fundraising agency, Alexis started as Greenpeace Australia Pacific’s Gifts-in-wills Relationship Coordinator in 2018.

 

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TV – the last frontier in gifts-in-wills lead generation?

Gifts-in-wills programs are changing. Learn about the digital revolution in the promotion of gifts-in-wills and how this is driving unprecedented growth in donor pipelines in this most sensitive area. If you’ve thought about taking the mass marketing route, but been afraid to try, Nicola Long will allay your fears.

Nicola will share online and TV marketing campaigns from the UK and Australia, the rationale and “how-to”, and reveal early results. This is a must-see for those seeking to broaden their perspective on gifts-in-wills acquisition.

 

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Presenter: NICOLA LONG, Head of DTV Australia and New Zealand

Nicola started out in direct and digital marketing in London, working for the Ford Motor Company and BSkyB. Since then she has gleaned decades of learnings from the corporate and fundraising sectors to provide solutions for charities to help them raise more funds.

Recent previous roles in the charity sector include General Manager of Innovation and Development at Pareto Fundraising and General Manager at Inspired Adventures.

 

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Stewardship never dies

When one of your generous bequestors passes away, it’s just as important to carry on stewardship and building relationships with family, friends, executors and solicitors.

At Sydney Children’s Hospitals Foundation (SCHF), building goodwill has led to referrals from solicitors and executors to new clients.

The simple act of taking the control of transactions away from the finance department, where an ‘accounts receivable’ mindset applies, means that the legal fraternity now perceives SCHF differently.

Learn how inviting executors to events can build trust, and stewarding families and their legal representatives ‘beyond the grave’, has proven Anne McFadden’s mantra, ‘when the money comes in, that’s not the end’.

 

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Presenter: ANNE MCFADDEN, Bequest Manager, Sydney Children’s Hospitals Foundation

Anne McFadden is passionate about making a difference. She has a background in social work and has been fundraising in a voluntary capacity for over 40 years and professionally for the last 16 years. Her fundraising experience spanned events and community and corporate partnerships before she found her perfect role as Bequest Manager at The Children’s Hospital at Westmead.

As the role continues to expand (now with Sydney Children’s Hospitals Foundation), Anne loves the diversity of managing the gifts-in-wills program which has seen her administer estates, sell a farm in Wagga Wagga, and enjoy tea with donors from their best Royal Albert tea cups.

 

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Building a formidable gifts-in-wills program

Do you know what you stand for, really? Can you articulate that in a way that will reflect the values of your organisation as well as its heritage, its purpose and its vision? Will it resonate with your gifts-in-wills prospects?

Andrew will take you through the critical foundations required to build a sustainable gifts-in-wills program, featuring the case study of Royal Flying Doctor Service (QLD).

In this session you will learn the techniques and steps to create a compelling gifts-in-wills program and proposition, and how to execute this in your donor communications. RFDS QLD is already seeing the benefits with a strong uplift in their gifts-in-wills results.

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Presenter: ANDREW SABATINO, Co-Founder and Director, Donor Republic

Andrew has enjoyed several significant career achievements including leading Guide Dogs SA/NT to increase fundraising income from $1 million a year to $9 million a year over seven years. He also chaired the Guide Dogs Australia fundraising committee where annual income grew from $53 million to $87 million.

Andrew is a past national winner of the FIA’s Young Fundraiser of the Year award. He is now co-founder and director of Donor Republic, one of Australia’s leading fundraising agencies.

 

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