BIG4 FUNDRAISING 2018
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30 August – 1 September, 2022

Doltone House, Sydney

Presented by:

Grow your team, and your fundraising, at Australia’s best individual giving conference 

If your fundraising relies on the support of individual donors, this is the forum for you and your team. 

 Come and learn fundraising best practices, inspirational case studies, emerging methods, thought leadership and more from some of Australia’s leading fundraising organisations and practitioners. 

 Key themes include: 

  • Donor acquisition   
  • Donor retention and development 
  • Innovation
  • Strategy 
  • Leadership  

 Just some of the highlights to look forward to: 

  • Learn how RSCPCA Victoria shaped its gifts-in-wills proposition on donor values
  • Exclusive new research – how to engage the next generation of supporters
  • How did a new team structure and culture generate $1.2 million for Environmental Defenders Office  
  • Nerd out on digital optimisation secrets to help you acquire more donors and dollars through the web 
  • New age regular giving – market trends, approaches and best-in-class case studies 
  • Where is individual giving at – fundraising benchmarks and trends you need to know

Bring your team – great value packages 

Whether your team is large or small, we’ve put together some great packages to make it more affordable to bring your entire individual giving team. 

Make the conference an occasion for team building and development. With our Buy 4 Bring 5, or for larger teams, Buy 8 bring 10, this is your chance to lift the skills of your entire individual giving team.   

Networking drinks   

All conference registrations include complimentary attendance at networking drinks on Wednesday 31st August. The pandemic put a stop to many industry conferences and events, but now’s your chance to reconnect with old colleagues and make some new friends. 

Program Overview

Please note, this list of speakers and topics was correct at time of publication. Keep your eye on this page as we add new speakers and sessions. F&P reserves the right to alter the program without notice.

Presenters/Panellists

 

Topic

MASTERCLASS 1:

Andrew Sabatino, Kate MacMillan, Lachlan Dale, Stuart Ghent Supercharge your cash appeals program

MAIN CONFERENCE:

Karl Uhrich Relentless proof – how Red Cross grew its individual giving program
Yvonne Zammit SELLING a vision, not ASKING for money – insight and tactics from the $75 million Powerhouse Parramatta major gifts campaign
Marcus Blease, James Watkins What’s hot and what’s not – lessons from 600 campaigns that raised $290M
John Boyle, Warren Atkins Donor values drive new gifts-in-wills proposition for RSPCA VIC
John Burns Don’t lose your head as Head of Fundraising
Shanelle Newton Clapham Building cause awareness: why charities need to invest at the top of the funnel
Martin Paul Exclusive research – how to engage the next generation of supporters
Aaron Lamb New team structure and culture reaps $1.2 million for Environmental Defenders Office
Julia Cameron Peter Mac trials matching spin to launch mid-level donor program
Justine Lewis Supporter experience focus drives revenue growth at Starlight
Garth Stirling, Amy Womersley The new age of regular giving
Trent Osborn CareFlight innovates regular giving to drive $1.4M growth over COVID
Celeste Harrison, Nick Morrison Demystifying Cryptocurrency for Nonprofits: How This New Giving Channel Can Change the Game
Janine Kewming Digital transformation sees Salvos achieving electrifying fundraising results
Andy Tidy, Lisa Allan, Ruth Wicks, Adam Watson Where are we at with individual giving?
Nick Hudson 3,139 push-ups in 24 days: How Nick Hudson turned adversity into a $16M fundraising event
Tom Duggan How to build a fundraising strategy that works
June Steward, Karen McComiskey 7 ethical issues and how to navigate them with your executive
Alex Struthers Mind the Gap:  5 things to do tomorrow that would move the dial on your campaigns
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Program schedule

Coming soon

Sponsors / Exhibitors

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

PRINCIPLE PARTNER

Donor 216 x 80

GROWTH PARTNER

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COMMUNITY PARTNER

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SESSION SPONSORS

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Marlin-Logo-Small 120 X 28

EXHIBITORS

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Topics and Speakers

MASTERCLASS 1

 Supercharge your cash appeals program

Over recent years cash appeals have boomed, with record breaking campaign after campaign. Across every channel – with mail reaching new heights, social media promotion generating a new group of younger cash donors and after many years of sluggish performance, emails and SMS are coming into their own. 

If you’ve not experienced the same growth, or you’re wondering what’s next to continue your cash appeal program growth, then this masterclass is for you. 

Andrew Sabatino (Co-Founder), Kate MacMillan (Group Account Director), Lachlan Dale (Digital Strategy Director) Stuart Ghent (Executive Creative Director) from Donor Republic will unpack everything you need to know, with the latest learnings and insights to help you walk away with those takeaways that will drive growth. 

They’ll be covering:  

  • Developing your proposition and strong storytelling 
  • Acquisition – what’s working and what’s not 
  • Effective use of premiums
  • Pack element reviews and the optimum number of waves 
  • Best practice email appeals 
  • Digital-only cash program considerations   
  • Mid-value cash programs 
  • Digital always on vs. campaign times 
  • Ask strategies 
  • Landing page learnings 
  • Onboarding journeys to bond donors more closely to your organisation
  • Thanking and recognising to increase a donors average gift over time.

You’ll walk away guided with the latest learnings from the team that assist more charities with their appeal programs than anyone else.   

If you run an appeals program, then you don’t want to miss this masterclass.

 

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Co-presenter: ANDREW SABATINO, Co-founder and Director, Donor Republic

He 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 FIA’s Young Fundraiser of the Year and has been named an F&P ‘Mover & Shaker’.  He is now co-founder and director of Donor Republic, one of Australia’s leading fundraising agencies. 

 

Co-presenter: KATE MACMILLAN, Group Account Director, Donor Republic

Kate is a highly experienced project manager and team leader with over 20 years of marketing experience across a broad range of industry sectors.

After spending years on the ‘dark side’ of product and services marketing with AustralianSuper, YarraTrams, Shock Records, Honda, and the ACTU; and even a dalliance in a political office – Kate embraced the opportunity to use her skills for the ‘power of good’ and joined the team at Cancer Council.

For over 9 years Kate was Fundraising Manager at Cancer Council SA, where she drove the organisation through significant periods of fundraising growth achieving over $11m in annual revenue.

Kate’s experience includes face to face, individual giving programs, community fundraising, direct mail, emergency appeals, major gifts, mass participation and peer to peer events, donor renewal and retention programs, bequests and strategic development.

Kate is an all rounder and believes in a strong data led approach to fundraising combined with the power of key donor insights to deliver impactful and effective fundraising outcomes for her clients.

Co-presenter: LACHLAN DALE, Digital Strategy Director, Donor Republic

Lachlan has spent more than a decade helping NGOs flourish in the digital space. While working for Médecins Sans Frontières, Amnesty International, Australian Red Cross, Oxfam and Pareto Fundraising, Lachlan has championed data-lead strategy development, cross-departmental collaboration and digital transformation – balancing short-term impact with long-term sustainability. 

Co-presenter: STUART GHENT, Executive Creative Director, Donor Republic

Stuart spent 30 years as a copywriter and creative director in some of Australia’s most prestigious direct marketing and integrated advertising agencies – including Ogilvy & Mather and the Campaign Palace – before specialising in the fundraising sector some five years ago. He was creative director at Pareto Fundraising before joining Donor Republic.

 

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MAIN CONFERENCE

What’s hot and what’s not – lessons from 600 campaigns that raised $290M

How well is mail acquisition working right now?

Why are so many appeals breaking all records currently?

Do rebrands impact fundraising?

Is digital GIWs working?

With increased competition and poorer Facebook performance is Digital 2 Step stacking up?

How has Apple’s changes impacted Facebook performance?

Can major donor acquisition occur across social media?

Is the events market saturated?

If the answers to these questions interest you, then this is a session not to miss with answers to the above and many more. Across 2021/22, the team at Donor Republic was fortunate enough to partner with 81 charities over 601 separate campaigns collectively raising $290 million across all types of fundraising. This has created an unparalleled insight into what is hot, what’s not, learnings, tests and those failures that help us all grow.

In this fast-paced session join Marcus Blease and James Watkins as they take you across the top trends from our sector in 2021/22 as well as hear the outcomes from some of the tests undertaken across every channel – the great, the good, the bad and downright ugly – and what this might mean for 2022/23 and beyond.

 

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Co-presenter: MARCUS BLEASE, Co-founder and Director, Donor Republic

Marcus has more than 17 years fundraising experience and is one of the most progressive fundraising executives in Australia.

He spent several years at Cancer Council (NSW & QLD) where he worked in events and headed up fundraising and marketing. He then took on the role of General Manager of Fundraising & Marketing at Cerebral Palsy Alliance (CPA), where he helped double fundraising revenue to $30 million annually. One of his key achievements was the launch of Steptember which is now a global event raising millions of dollars each year to support those who live with cerebral palsy.

Co-presenter: JAMES WATKINS, Account Director, Donor Republic

James believes in building sustainable fundraising strategies by understanding your target audiences’ motivations and barriers while focusing on growing donor lifetime value. He developed his fundraising skills while working at The Smith Family and Cancer Council NSW, primarily focused on mass market acquisition and retention activity.

As an Account Director at Donor Republic, James now leverages his extensive experience managing full scale multi-channel fundraising appeals to help other NFPs create effective fundraising strategies, donor engagement journeys and fundraising campaigns across a range of individual giving audiences.

 

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Building cause awareness: why charities need to invest at the top of the funnel

Very few charities invest in brand awareness or cause awareness. We might get some media support but as a rule we are not putting money behind promoting our brand and cause. 

Instead, we obsess over ROI and focus primarily (or even entirely) on direct response fundraising.  

This is to our detriment. Why? Because increasing brand and cause awareness works. 

So, it’s time to adopt a new approach.  

Join Shanelle Newton Clapham as she explains how to run brand and awareness campaigns and the results you can expect to see. 

Learn how to use video in awareness and storytelling, discover the impact on your pipeline and donors when you focus on brand. There will be lots of juicy stats based on 12 months of lead and donation campaigns using this ‘top of the funnel’ approach. 

 

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Presenter: SHANELLE NEWTON-CLAPHAM, Co-founder and Digital Strategist, Parachute Digital

Shanelle founded Parachute Digital in 2012 with a career goal to help nonprofit organisations make more money online by creating excellent digital experiences that leave their donors feeling like they have literally had their mind read! Before setting up her own shop, Shanelle worked at the World Wide Fund for Nature (WWF). She has also experienced the corporate world with marketing, digital and innovation roles at Toyota and News Ltd.  

Shanelle’s clients include Asylum Seekers Resource Centre, ActionAid Australia, Vision Australia, Save the Children and UN Women. She is the author of  Attracting Donors Online. Parachute Digital recently won Supplier of the Year at the 2021 FIA National Awards for Fundraising Excellence.  

 

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Donor values drive new gifts-in-wills proposition for RSPCA VIC 

When RSPCA VIC decided it needed a new gifts-wills-proposition, it investigated the values of its donors to provide the foundation.  

Qualitative and quantitative research with donors and other important audiences unearthed key themes, messaging and drove the creative execution. 

Come and learn how RSPCA VIC developed its new gifts-in-wills proposition, see how it has been implemented across various marketing collateral, hear how promotional campaigns have been rolled out across various channels and the results to date. 

John and Warren will share a host of learnings, insights and ideas that will help improve your gifts-in-wills program and how to get your whole organisation aligned on the importance of bequests.  

 

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Co-presenter: JOHN BOYLE, Head of Fundraising, RSPCA Victoria

For over 25 years, John has enjoyed a long and fulfilling career in fundraising working alongside some amazing and talented fundraisers. Beginning with Guide Dogs Victoria, John has also led the fundraising teams at Baker Heart & Diabetes Institute and the National Stroke Foundation.  

Now back with his first love of helping animals in need, under John’s leadership, the RSPCA Victoria’s fundraising program now covers a full complement of channels that raises over $28 million a year, with particular success in gifts-in-wills, direct response appeals and regular giving. 

Co-presenter: WARREN ATKINS, Director, Robejohn 

Warren has over 20 years of experience across direct marketing and fundraising, starting his career at AIG International as Direct Marketing Manager.  

Warren is currently joint owner and director of leading fundraising agency Robejohn based in Melbourne.  

In his 16 years at Robejohn Warren has collaborated with over 30 charities and industry leaders to develop fundraising strategy, award winning creative and culture change.  

Warren works with The Salvation Army, multiple RSPCAs, the Royal Flying Doctor’s Service, CBM and many more.  

With a strong focus on donor values and donor needs, Warren leads creative workshops to help charities find their emotional heart and purpose to develop fundraising propositions and drive organisational growth. 

 

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Exclusive research – how to engage the next generation of supporters

In an Australian first, new research is being conducted into the attitudes and motivations of younger donors (under 35 years of age). The study includes both qualitative and quantitative research and is being done in conjunction with seven of Australia’s leading charities including the Smith Family, Royal Flying Doctor Service, Act for Peace and others.  

The research will investigate areas such as: the impact of upbringing and life stage on younger donors; their change beliefs and the issues that concern them; how are charities viewed and where does giving sit in their identity and priorities. 

Come and hear Martin Paul (project lead) share the key research insights and findings and shine a light on how to connect, inspire and engage the supporters of the future. 

 

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Presenter: MARTIN PAUL, Director, More Strategic

Martin has 25 years’ experience in nonprofit marketing, fundraising and communications. He has worked in senior executive positions with some of the sector’s leading organisations including the Heart Foundation (NSW), WWF (UK) and The National Trust (UK). He was also Director of Marketing and Communications at Cancer Council NSW where he was responsible for fundraising income of $50 million a year.  

Martin is a co-founder and Director of More Strategic – a consultancy specialising in marketing, experience management and fundraising strategy. He has contributed articles to F&P (Fundraising and Philanthropy) and has presented at conferences such as the IFC in Europe and Asia, and F&P and FIA conferences in Australia 

In 2020 he was named the FIA Arthur Venn Fundraiser of the Year. 

 

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New team structure and culture reaps $1.2 million for Environmental Defenders Office

Aligning the team around a vision, re-energising team culture, and removing silos over the last three years has enabled Environmental Defenders Office (EDO) to create a fundraising strategy that is bearing fruit.   

The changes have resulted in significant increases in revenue for regular giving, major donors and other areas of the program. Indeed, total fundraising income has increased by $1.2 million to $6.3 million a year. And this has been achieved without any addition of staff and only an extra $100,000 spend in media.     

Aaron Lamb will share how he has led structural and cultural change at EDO to create a fundraising team and strategy that is achieving significantly improved results. He will also delve down into some of the successful tactics being used for regular giving and mid and major giving. Fundraising teams of all sizes will come away with valuable learnings.   

 

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Presenter: AARON LAMB, Director of Fundraising, Marketing and Communications, Environmental Defenders Office 

Following an earlier commercial career at organisations like Lonely Planet in digital marketing and communications roles, Aaron joined the nonprofit sector where he has now worked for a decade. A large portion of this time was spent at Oxfam where he worked in a variety of digital marketing roles. 

Aaron has also been a board member for Cambodian Kids Can and in his spare time is a bestselling sci-fi author. 

 

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Peter Mac trials matching spin to launch mid-level donor program

In 2021 The Peter MacCallum Cancer Foundation piloted a mid-level donor program, but with a twist.   

The organisation attracted prospects by inviting them to join a special matching donor fund to support their Christmas appeal.  

The initial pilot raised $140,000 from existing donors who upgraded to become mid-level donors, and the 2021 Christmas appeal raised significantly more as well. 

Come and learn how Peter Mac launched its mid-level donor program including: how it identified prospects; how donors were invited to join an exclusive higher-level club; and the multi-channel approach of mail, phone and email. 

Julia will also show examples of the marketing collateral and discuss the key results, stats and data, the challenges and learnings, and the plans to grow the program and steward donors.      

 

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Presenter: JULIA CAMERON, Individual Giving Manager, Peter MacCallum Cancer Foundation

Starting her career in fundraising in the customer service team at World Vision NZ, Julia soon developed a passion for direct marketing and appeals. This broadened further after moving to Melbourne and taking up a role in marketing at World Vision Australia. 

At Peter Mac, Julia oversees the direct mail, digital appeals and regular giving programs in the individual giving team. This includes both warm and acquisition direct mail, paid social media, face-to-face fundraising and telemarketing.  

There is also a strong integration with the gifts-in-wills and philanthropy team, with the individual giving programs carrying responsibility for lead generation in these areas. The individual giving team raises $20 million annually. 

 

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Relentless proof – how Red Cross grew its individual giving program 

The 2019 Bushfire crisis was a watershed moment for Australian Red Cross. The organisation suffered from misinformation about how donations were used, which impacted donor trust levels and fundraising income.   

The organisation set out to rebuild relationships with donors by providing relentless proof of the impact it was making.  

The focus on donor relationships has seen steady growth in the individual giving program across a range of metrics including: loyalty appeal income up by 70%, a growing base, and reputation now rated the highest since tracking began in 2012.  

Come and learn the strategies and tactics that Red Cross has used to engage and connect donors to the work of the Red Cross using multi-channel communications. You’ll take away a host of practical tips, ideas and thinking that you can use to engage donors better and drive increased fundraising revenue. 

 

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Presenter: KARL UHRICH, Fundraising Manager, Single Giving, Australian Red Cross

Karl heads up all single giving and disaster appeal fundraising and he is the strategic lead for supporter acquisition, retention and reactivation. He is responsible for driving annual fundraising income of $30 million and leads the organisation’s crisis appeals for the Ukraine, Afghanistan and Syria. 

Prior to Red Cross, Karl has a background in driving growth and transformation using digital and direct channels. In his role at SBS, he designed the digital marketing strategy for the 2018 FIFA World Cup – that ultimately saw a record 7.8 million live streams, and coverage reaching 9.1 million Australians.  

In his early career he was an account services director with Bang, a communications and brand agency where he led teams to implement digital, direct and social media campaigns for companies such as JP Morgan and IBM. 

 

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Supporter experience focus drives revenue growth at Starlight 

The news is good at Starlight Children’s Foundation. Despite the pandemic, the organisation has seen solid increases in appeal income, regular giving income, second gift rates, a 5-year high in regular giving retention, and year-on-year increases in the Net Promoter Score. 

Justine Lewis puts much of this success down to a real focus on delivering a ‘wow’ supporter experience. Come and hear Justine share some of the secret sauce on how Starlight has improved donor relationships through better storytelling (and what this actually means), listening to donors and acting on what donors were saying, personalising the content and frequency of communications, and going the extra mile to delight donors. 

This session will provide you with lots of actionable ideas, learnings, tactics and examples that you can implement to help your fundraising program grow. 

 

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Presenter: JUSTINE LEWIS, Individual Giving Manager, Starlight Children’s Foundation

Justine has 20 years’ experience in nonprofit marketing and fundraising and she has held senior executive roles such as Acquisition and Retention Manager at Northcott Disability Services, and CRM and Marketing Manager at the Royal Opera House in the UK. 

Currently the National Individual Giving Manager at Starlight Children’s Foundation, Justine is responsible for strategic planning and implementation of the individual giving program (regular giving, appeals and gifting), and delivering a first-class supporter experience. 

One of Justine’s main achievements was creating Starlight’s regular giving program, Shining Stars, which now generates $12 million a year. 

 

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The new age of regular giving 

Sustainable revenue via regular giving is a game changer. But growing a flourishing regular giving program isn’t as simple as adding a ‘monthly’ switch to your donation page.   

Garth Stirling and Amy Womersley will share market trends, approaches and best-in-class case studies of what it means to build, launch and scale a digital regular giving program that will exceed your revenue targets.   

Case studies will feature large and small organisations including The Salvos’ ‘Crisis Partners’, Ovarian Cancer Research Foundation’s ‘The Lab’, and more.  

You’ll learn: 

  • The trends and insights in regular giving acquisition 
  • Key success factors in building a successful regular giving donor experience, including one that’s digital-first 
  • The role of digital and technology in regular giving growth 
  • Best in class case studies from regular giving products ntegrity have developed and successfully launched and grown 

 This is a not to be missed session for all fundraisers looking to launch or grow their regular giving programs/.

 

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Co-presenter: GARTH STIRLING, Head of Services, ntegrity

 

 

Co-presenter: AMY WOMERSLEY, Partnerships +Marketing Lead, ntegrity

 

 

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CareFlight innovates regular giving to drive $1.4M growth over COVID 

CareFlight has arguably one of the most diversified and innovative regular giving programs in Australia, and this has enabled the organisation to not just survive, but thrive during the pandemic. 

CareFlight has no less than four distinct regular giving programs. These include face-to-face, digital lead acquisition combined with telemarketing, a merchandise-based program and a raffle-based program. 

Trent will share how CareFlight innovated with the creation of new regular giving streams through merchandise and raffles, the mechanics of these programs, their acquisition channels, their points of difference and how they complement the other regular giving streams. 

Key results and data will be shared as well as examples of marketing and donor engagement communications. If you’re looking for ideas and inspiration for your regular giving program, this is a must-attend session. 

 

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Presenter: TRENT OSBORN, General Manager, Fundraising & Community Engagement, CareFlight

Trent’s earlier career was in banking before he joined Wesley Mission as a Sales and Marketing Manager. He next joined CareFlight in a major donor position before being promoted into his current role as General Manger Fundraising & Community Engagement. 

Trent has overseen the transformation of CareFlight’s fundraising from a single state focused operation, highly dependent on a small number of channels, to a thriving national, diversified, and integrated fundraising operation. Under Trent’s leadership CareFlight fundraising has grown from $5 million to $17 million a year.   

Trent was one of the early pioneers of digital regular giving acquisition practices and has an innovation mindset which has helped the organisation create and launch new ways that donors can support the organisation with a regular gift. 

 

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Demystifying cryptocurrency for nonprofits: How This new giving channel can change the game 

More and more, nonprofits around the world are embracing cryptocurrency payments. In fact, UNICEF’s cryptocurrency fund has received more than $5.5 million since 2019! 

And did you know, you don’t need to be an expert in cryptocurrency to bring in crypto donations for your charity. 

Tens of thousands of businesses have started accepting crypto as payment, and approximately 17% of Australians own cryptocurrency. So how can Australian charities take advantage of this fast-growing payment technology? 

The JustGiving from Blackbaud team will share insights around: 

  • What the opportunities are for nonprofits – crypto donations, NFTs (non-fungible tokens), and blockchain technology 
  • Examples of charities already leveraging cryptocurrency 
  • The associated risks – environmental impact, fraud, tax complexities and value variances
  • How to work with third-party tools and payment options to test the crypto space 
  • A workable roadmap for rolling out crypto donations at your nonprofit 

 

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Co-presenter: CELESTE HARRISON, Principal Account Manager, Blackbaud

Celeste has worked in the nonprofit sector for more than 12 years and is a self-confessed “fundraising nerd” who specialises in digital campaign strategy. Celeste has the privilege of working with a number of Australia’s biggest and most successful charities and fundraising campaigns. Whether it’s diving deep into data, mapping comprehensive user journeys, building bespoke websites, or delivering best practice virtual events, Celeste is obsessed with doing whatever it takes to help the causes she cares about raise more.

Co-presenter: NIC MORRISON, Sales Operations Team Lead, Blackbaud

Nick has spent the past four years working with the Blackbaud and JustGiving teams to provide products and services to the nonprofit sector. 

With prior experience in the management consulting and franchising industries, Nick is passionate about helping companies and individuals explore how they can achieve optimal performance outcomes with analytics, technology, and business planning. 

As a tech aficionado, avid video gamer, and crypto investor, Nick loves learning how to make the best use out of tech platforms, understanding the future of tech innovations, and helping others to understand the potential opportunities and pitfalls that they present. 

 

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Digital transformation sees Salvos achieving electrifying fundraising results

In recent years the Salvation Army has marched to a new digital beat. In fact the organisation has increased revenue from email campaigns alone from $1.9 million to $9 million a year over the last couple of years.  

In this presentation Janine will share the organisation’s digital transformation journey, a journey that has helped drive overall fundraising growth of 11% in the last year.  

Janine will discuss how various digital channels are used for acquisition and retention including drilling down into specific campaigns like the Red Shield Appeal and Christmas catalogue. You’ll learn how a revamped communications strategy with a different approach to content and creative has played a pivotal role. 

This session will contain a host of examples, learnings and tactics you can take away and adapt to your own digital fundraising program.  

 

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Presenter: JANINE KEWMING, National Head of Fundraising, The Salvation Army

Janine has over 20 years executive and senior leadership experience with expertise in sales, marketing, philanthropy and corporate partnerships. She has worked across a number of industries including nonprofit organisations and corporates with a demonstrated history of building high performing teams.   

Prior to starting her current role with The Salvation Army Janine held the role of Chief, Private Funding at World Vision Australia. And before this she was the Director of Marketing and Fundraising at The Lighthouse Foundation.  

 

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Where are we at with individual giving?

With so much disruption and change over the last two years because of the pandemic, it’s time to take a good hard look at how individual giving has performed and where it might be headed. 

The Benchmarking Project has crunched the giving data of 34 charities and nonprofits across all the key individual giving methods including direct mail appeals, regular giving, gifts-in-wills, digital fundraising, peer-to-peer online giving, mid and major level giving, lotteries and more. 

Come and learn from Andy Tidy what the major trends are for individual giving, and what the opportunities and concerns are post-COVID. 

Following Andy’s presentation, a panel of senior individual giving experts will help unpack a host of individual giving insights, trends and learnings that nonprofits of all sizes and cause types will benefit from.  

 

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Presenter: ANDY TIDY, Director, Slingshot Data

Andy is a hands-on fundraising data veteran who started his career in the UK in 1993 working as an analyst for two large charities – St John Ambulance and then the NSPCC.  

In 2003 Andy moved to Australia and began working for Pareto Fundraising where he was the driving force behind Pareto Fundraising’s reputation for data-driven fundraising excellence. He was also the lead analyst managing Pareto’s well-respected fundraising benchmarking program.  

Andy now applies his data expertise to help Slingshot’s charity and nonprofit clients achieve better fundraising results. 

Facilitator: ADAM WATSON, Managing Director, Fundraising Partners

During his nearly 20 years’ experience in the nonprofit sector, Adam has spent much of that time working in a variety of face-to-face fundraising roles in the UK and Australia, both in charities and in agencies.  

In 2015 Adam founded and now heads up Fundraising Partners, a charitable fundraising consultancy network based in Sydney with national and international reach. 

He is also a Director of The Benchmarking Project, a new industry initiative helping charities to benchmark their fundraising activities across most areas of individual giving. 

Panellist: LISA ALLAN, Head of Marketing, The Smith Family

Lisa joined The Smith Family in 2006 and she leads a high performing team that is responsible for individual giving revenue across appeals and acquisitions, regular giving, supporter retention and development, gifts-in-wills, digital marketing, supporter care and product and pricing design. 

She has held senior income generating positions in both corporate and nonprofit organisations across the US and Australia, including Flexirent Capital Pty Ltd and World Wide Fund for Nature (WWF). 

Lisa’s ability to drive excellence was recognised last year when she was named a B&T Best of the Best Award Finalist for marketing. In 2021 she also led the team at Smith Family which was named as a finalist in the Best Supporter Experience category of the FIA National Awards for Excellence.  

Panellist: RUTH WICKS, Senior Consultant, More Strategic

Since 2003 Ruth has worked in a variety of fundraising roles in both small and large organisations, and she has had experience across most of the key fundraising methods such as direct marketing, gifts-in-wills, events, regular giving, and digital fundraising. 

In her longest role she was Fundraising Manager at Amnesty International Australia for six years where she was responsible for annual fundraising revenue of $16 million.     

In her current role at More Strategic she works with some of Australia’s leading charities to grow their individual giving programs. 

 

 

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3,139 push-ups in 24 days: How Nick Hudson turned adversity into a $16M fundraising event

Driven by a life-altering event that had a devastating impact on his mental health, Nick Hudson turned a fun challenge with friends into Australia’s largest mental health and fitness event.   
 
With a simple yet powerful proposition, in just five years The Push-Up Challenge has engaged 250,000 participants and raised over $16 million for mental health in Australia. 
 
Join Nick Hudson as he shares how he and his team built a brilliant fundraising and awareness initiative into the success it is today. 
 
Nick will share highlights and lowlights, key milestones and explain how he scaled The Push-Up Challenge to an event embraced by people across Australia. 
 
He’ll reflect on his experiences since joining the for-purpose sector, the insight he’s gained, and what’s next for The Push-Up Challenge and the recently launched Push for Better Foundation. 
 
Inspiring, illuminating and impactful, Nick will take you a journey you won’t want to miss.  

 

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Presenter: NICK HUDSON, Founder and CEO, The Push-Up Challenge

In 2019 Nick’s life changed when he underwent open heart surgery. Motivated by his own lived experience with severe depression before and after this surgery, Nick made it his mission to reduce the stigma around mental health, improve mental health literacy and promote the link between mental and physical health. Through The Push-Up Challenge, Nick has created a fun and unique way to engage people across Australia in mental health through ‘health by stealth’. The event offers groups from workplaces and schools to gyms and clubs the opportunity to promote connection, exercise, break down stigma, normalise difficult conversations and encourage those who need it to seek help early. 

A Perth-based engineer who has moved into an area he’s deeply passionate about, Nick has won multiple awards including Mental Health Advocate of the Year 2021 and Community Citizen of the Year 2018 and is a sought-after speaker and respected community leader. 

 

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How to build a fundraising strategy that works 

Many fundraising strategies aren’t strategies. Some are plans to do more of the same. Some are decisions to start a new program based on a hunch. Some are aspirational targets set by a board that doesn’t really understand what makes fundraising work.  

Don’t fall into this trap! 

Join Tom Duggan to learn how Plan International developed and implemented a fundraising strategy that turned years of declining revenue into positive growth. 

Tom will take you through how they took a bott-up approach to develop a strategy based on four pillars: 

  1. Increase revenue from existing donors 
  1. Mass acquisition through our successful channels  
  1. Data driven cost efficiencies 
  1. Incremental innovation only

He’ll then show you how they developed levers to drive those pillars and KPIs to track their progress. He’ll share how the results of this strategy including the multi-year trajectory of revenue. 

In this session You will learn how to: 

  • identify what is really special about your fundraising program 
  • leverage your programs’ strengths in an increasingly competitive environment 
  • communicate your strategy to other stakeholders in a way that was easy to understand and remember.  
  • identify cost and revenue synergies between programs and use these to drive exponential growth.

This is true insider’s glimpse into how to develop and implement a fundraising strategy that works with knowledge and insight for all levels of fundraisers. 

 

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Presenter: TOM DUGGAN, CFRE, Associate Director of Individual Giving, Plan International

With experience across Plan International, Peter MacCallum Cancer Foundation, the Australian Conservation Foundation and Cornucopia Fundraising, Tom has a range of fundraising – and regular giving – tips and strategies up his sleeve.  

In his current role as Associate Director of Individual Giving, he leads his team across regular giving, case giving, major donors, bequests and digital. Tom is also on the board of Public Fundraising Regulatory Association (PFRA). 

 

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SELLING a vision, not ASKING for money – insight and tactics from the $75 million Powerhouse Parramatta major gifts campaign 

When Yvonne Zammit became director of the capital campaign for the largest NSW cultural infrastructure project since the Sydney Opera House, she braved an ambitious government-determined target, a construction project fraught with complexities and a prospect list that needed to be built from scratch. Oh, and we should mention that she started on 1 April 2020 as the country plunged into lockdown! But these challenges were not enough to deter Yvonne who has an appetite for securing multi-million-dollar gifts and a laser-focus on research and relationship building. To date, Yvonne and her team have secured $46 million of their $75 million goal and with just over two years left to reach target, they are going above and beyond to secure new gifts and steward the donors already on board.  

In Yvonne’s jam-packed session, you will learn:  

  • Why the Powerhouse Parramatta capital campaign is a shining example of overcoming major challenges to achieve fundraising success 
  • The pillars of capital campaigns and major gift fundraising – feasibility studies, how to build a committee of campaign heroes, what’s involved in prospect research, using briefings to initiate donor relationships, how to prepare a pitch, making the ask, stewardship and how to get it right, and who should be on your team 
  • Why ‘sales’ isn’t a dirty word – how Yvonne’s mindset of “selling a vision” removes the philanthropist-nonprofit power dynamic and helps you understand there is just as much value for a major donor as there is for the project they support .

 

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Presenter: YVONNE ZAMMIT, Director, Capital Campaign – Powerhouse Parramatta

Yvonne Zammit is a commercially minded arts and not-for-profit strategist and practitioner with over 17 years’ experience in raising funds for some of Australia’s largest arts companies, including the Sydney Symphony Orchestra and Opera Australia. 

She has secured one of the most significant single donations ever to an Australian cultural institution with a $20 million gift to the Powerhouse Parramatta Capital Campaign, and she has brokered some of Australia’s largest arts corporate sponsorship deals.

 

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Mind the Gap:  5 things to do tomorrow that would move the dial on your campaigns

As fundraisers we’re always working, from campaign to campaign and budget to budget and often don’t get time to focus on those gaps in our overall strategy – especially when that next appeal is about to drop!  From some easy baseline supporters journeys, using simple but effective tech, optimised digital fundraising practices and conversion rate optimisation – here are the everyday things you can do to uplift campaigns without costing the earth (or entire fundraising budget!) 

Join Alex and she presents real life examples with results from major campaigns here and in the UK.

 

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Presenter: ALEX STRUTHERS, Director of Campaign Success, HomeMade Digital

Alex Struthers is an accomplished professional fundraiser, having worked in Australia and overseas for major nonprofits such as Red Cross, CASE Europe, Marie Curie Cancer Care and Make-A-Wish. Prior to joining HomeMade Digital, Alex worked for five years as GM of Supporters at Leukaemia Foundation (with some time as Acting CEO and GM HR thrown in!).  With qualifications in Psychology, Alex joined the NFP sector almost 20 years ago and has experience in all areas of fundraising, data, analytics and digital marketing, including leading teams to raise tens of millions of dollars for causes she is passionate about.  Alex is a GAICD, an AHRI grad, Certified Prince2 professional, and a recipient of the FIA 2015 Australian Young Fundraiser of the Year Award. 

 

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