BIG4 FUNDRAISING 2018

Wednesday 21 to Friday 23 August, 2019

Sofitel Sydney Wentworth, 61-101 Phillip Street, Sydney 2000

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

Presenters/Panellists Topic

HALF DAY MASTERCLASS 1: Wednesday 21 August, 8am to 12noon

Harvey McKinnon How to take your regular giving to new heights

HALF DAY MASTERCLASS 2: Wednesday 21 August, 1pm to 5pm

Jeff Brooks The fundraiser’s guide to irresistible donor communications

MAIN CONFERENCE: Thursday 22 & Friday 23 August, 8:30am to 5pm

Harvey McKinnon 11 questions every donor asks and the answers all donors crave
Jeff Brooks The power of matched giving – boost your appeals by 15% – 50% (aka all you need to know to execute a successful matched giving campaign)
Harvey McKinnon Applying the secrets of advocacy fundraising to all causes
Jeff Brooks Donor newsletters that sizzle with revenue and retention
Coby Hailes ACF achieves scale with regular giving digital lead acquisition
Anna Wemyss Oxfam keeps on Trailwalking with diversified product and new retention strategies
Tori Anderson, Paul Bailey No more complacency – how Anglicare WA transformed its approach to fundraising
Jonathan Storey, Lena Herrera Piekarski Environment Victoria kickstarts gifts-in-wills with values-based targeting
Dylan Rose Rejected pledge payments – no longer a nightmare at The Smith Family
Viren D’Souza Face-to-face – how to do it inhouse successfully
Nicola Stewart Fred Hollows future-proofs fundraising with new five-year modelling project
Magda Kubicka, Mike Hutchings Digital lead generation lessons from MSF
Jennifer Shailer, Karl Uhrich Red Cross Calling reinvented through new customer experience approach
Fiona McPhee Best practice donor care – what does it actually look like and what is the impact
Ruth Wicks What makes mid-level donors different – unique research findings
Nicola Kaufman How Plan International made more money by improving supporter contact preferences
Andrew Sabatino Emerging techniques and technology accelerating donor revenue growth
Martin Paul Emerging practices successfully influencing gifts-in-wills decision making
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Program schedule

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Topics and Speakers

DAY ONE: Half-day Masterclass 1

Wednesday 21 August 8am to 12noon (lunch 12noon to 1pm)

How to take your regular giving to new heights

If you want to know how to do best practice regular giving, come and see the leading global expert in this space, Harvey McKinnon.

Harvey wrote the first two books on regular giving, Hidden Gold and The Tiny Guide: Essentials of Monthly Committed Giving. He will soon publish a third book on the subject. Harvey is the leading trainer on regular giving in North America

In this session Harvey will cover:

  • regular giving donor acquisition through mail, phone, face-to-face and digital channels
  • how to overcome barriers to growth
  • how to create a sense of urgency
  • two-step campaigns
  • best ways to upgrade
  • how to retain and steward regular givers to ensure they stay committed for the long term

Harvey will share a host of examples, results and key metrics from regular giving programs around the world. Whether you are new to regular giving, or have a mature program in place, this masterclass is sure to give you plenty of insight, inspiration, practical tips and tactics to improve your regular giving program.

 

Presenter: HARVEY McKINNON,  President, Harvey McKinnon Associates, Canada

Harvey is recognised as one of North America’s leading fundraising experts. He is the author of four acclaimed books and is the co-author of the #1 international best-seller The Power of Giving: How Giving Back Enriches Us All.   

Harvey is a world leader on monthly giving and he wrote the first book, Hidden Gold, on this topic.

In his early career Harvey spent ten years with Oxfam Canada before founding his consultancy Harvey McKinnon Associates, which works with a range of leading North American nonprofits on fundraising strategy, direct and digital marketing, mid-level donors, bequests and more.

He is a highly rated trainer and has taught fundraising to thousands of people. He has presented at numerous conferences across the globe including IFC (The Netherlands), AFP (USA), FIA (Australia) and in his homeland, Canada.

Harvey has served on many boards including the Advisory Board of the Brainerd Foundation (US), Oxfam Canada, Greenpeace and the Vancouver International Comedy Festival.

 

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DAY ONE: Half-day Masterclass 2

Wednesday 21 August 1pm to 5pm (lunch 12noon to 1pm)

The fundraiser’s guide to irresistible donor communications

Jeff Brooks, one of America’s top fundraising writers, will reveal ways of communicating that are proven to motivate donors to give generously and repeatedly.

He will take you on a step-by-step tour of the unique strategies, writing style and design techniques of irresistible fundraising messages.

For over 30 years, Jeff has worked with numerous organisations, large and small, written hundreds of pieces of donor communications that have raised millions of dollars and conducted countless tests.

In this masterclass you will reap the benefits of Jeff’s hard-won expertise and learn the science of revenue-raising communications.

With Jeff’s help you will drastically improve your appeals, thank you letters, emails, web pages and all your fundraising materials – in a way that will resonate with your donors and raise significantly more funds.

You will leave this session with many practical tips, tricks and tactics that you can use immediately in your donor communications.

 

Presenter: JEFF BROOKS, Fundraisingologist, Author, Coach, Moceanic USA

Jeff Brooks has been a fundraising writer, strategist, and creative director for more than 30 years. Based in Seattle, he has worked with organisations in North America, Europe, Australia and New Zealand.

He has planned and executed hundreds of campaigns in direct mail, print, radio, digital and other media that have motivated millions of donors to help make the world a better place.

According to legendary donor communications expert Tom Ahern, “Jeff Brooks is America’s top fundraising copywriter.”

Jeff is a fundraising coach and trainer at Moceanic.com, he blogs at www.futurefundraisingnow.com and podcasts at www.fundraisingisbeautiful.com and is the author of three books:  The Fundraiser’s Guide to Irresistible Communications, The Money-Raising Nonprofit Brand and most recently How to Turn Your Words into Money.

 

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DAYS TWO & THREE: Main Conference

Thursday 22 August 8.30am to 5.00pm (including networking drinks 5.00pm to 7.00pm)

Friday 23 August 8.30am to 5.00pm

Thought Leadership

11 questions every donor asks and the answers all donors crave

If you’re looking for some ‘secret sauce’ to help you really understand how to do successful fundraising, start by knowing the questions your donors have and how to answer them.

Adapted from his highly acclaimed book, 11 Questions Every Donor Asks, Harvey Mackinnon will share his insights from decades of fundraising to help you understand a donor’s perspective and how this will help your fundraising.

Whether novice or senior executive, you will leave this session feeling enlightened and inspired from Harvey’s distilled wisdom.

Mal Warwick, internationally renowned fundraising practitioner and author, says this about 11 Questions Every Donor Asks: “I can’t think of any other piece of writing in the fundraising field that packs so much insight into so few pages.”

 

Presenter: HARVEY McKINNON,  President, Harvey McKinnon Associates, Canada

Harvey is recognised as one of North America’s leading fundraising experts. He is the author of four acclaimed books and is the co-author of the #1 international best-seller The Power of Giving: How Giving Back Enriches Us All.   

Harvey is a world leader on monthly giving, and he wrote the first book, Hidden Gold, on this topic.

In his early career Harvey spent ten years with Oxfam Canada before founding his consultancy Harvey McKinnon Associates, which works with a range of leading North American nonprofits on fundraising strategy, direct and digital marketing, mid-level donors, bequests and more.

 

Matched giving

The power of matched giving – boost your appeals by 15% – 50% (aka all you need to know to execute a successful matched giving campaign)

In the USA matched giving has been a common and very successful fundraising practice for decades. In Australia, however, matched giving is done sporadically, but is gaining momentum. Jeff Brooks has created hundreds of matched giving campaigns for nonprofits large and small in the USA and arguably knows more on the subject than anybody else.

Jeff will share his expertise, tested best practices and the mechanics of creating and executing powerful matched giving offers across mail, online and broadcast fundraising.

You will leave this session knowing:

  • what makes a great match offer
  • how you get one
  • how to communicate the offer successfully in different channels
  • the key factors for success
  • the pitfalls to be aware of

Jeff will share plenty of field-tested examples along with results and learnings.

 

Presenter: JEFF BROOKS, Fundraisingologist, Author, Coach, Moceanic, USA

Jeff Brooks has been a fundraising writer, strategist, and creative director for more than 30 years. Based in Seattle, he has worked with organisations in North America, Europe, Australia and New Zealand.

He has planned and executed hundreds of campaigns in direct mail, print, radio, digital, and other media that have motivated millions of donors to help make the world a better place.

According to legendary donor communications expert Tom Ahern, “Jeff Brooks is America’s top fundraising copywriter.”

Jeff is a fundraising coach and trainer at Moceanic.com, he blogs at www.futurefundraisingnow.com and podcasts at www.fundraisingisbeautiful.com and is the author of three books:  The Fundraiser’s Guide to Irresistible Communications, The Money-Raising Nonprofit Brand and most recently How to Turn Your Words into Money.

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Acquisition | Retention | Digital

Applying the secrets of advocacy fundraising to all causes

Harvey McKinnon has been executing award-winning advocacy and fundraising campaigns for decades and he has helped numerous organisations raise millions of dollars with his proven methodologies.

In this session, he will discuss the key principles of advocacy fundraising and outline how these can be applied to other kinds of organisations to raise significant financial support.

Harvey will analyse the most effective strategy (the area most organisations get wrong), before diving down to a tactical level and sharing best practices (mostly digital) in how to promote key messages, build an audience and convert interest into donations. Importantly, he will show how you can achieve a lot with a small budget!  A number of case studies will be shared and you will leave this presentation knowing how to use leading-edge practices and multiple channels (especially digital) to raise significant funds for your organisation, whether it is advocacy-based or not.

 

Presenter: HARVEY McKINNON,  President, Harvey McKinnon Associates, Canada

Harvey is recognised as one of North America’s leading fundraising experts. He is the author of four acclaimed books and is the co-author of the #1 international best-seller The Power of Giving: How Giving Back Enriches Us All.   

Harvey is a world leader on monthly giving, and he wrote the first book, Hidden Gold, on this topic.

In his early career Harvey spent ten years with Oxfam Canada before founding his consultancy Harvey McKinnon Associates, which works with a range of leading North American nonprofits on fundraising strategy, direct and digital marketing, mid-level donors, bequests and more.

 

Retention | Donor development

Donor newsletters that sizzle with revenue and retention

The humble donor newsletter is not as humble as you might think. They are one of the ‘heavy-lifters’ when it comes to raising funds and donor retention. And in an age of digital marketing, donor newsletters (yes actual paper ones), still rock when it comes to engagement.

Jeff Brooks has developed considerable expertise over decades on how to create high-performing newsletters. In this session he will reveal his best practices, practical tips and techniques to produce newsletters that retain donors and raise significant funds.

Jeff will share how to write, design and package your newsletter, as well as discuss key metrics and some surprising test results.

 

Presenter: JEFF BROOKS, Fundraisingologist, Author, Coach, Moceanic, USA

Jeff Brooks has been a fundraising writer, strategist, and creative director for more than 30 years. Based in Seattle, he has worked with organisations in North America, Europe, Australia and New Zealand.

He has planned and executed hundreds of campaigns in direct mail, print, radio, digital, and other media that have motivated millions of donors to help make the world a better place.

According to legendary donor communications expert Tom Ahern, “Jeff Brooks is America’s top fundraising copywriter.”

Jeff is a fundraising coach and trainer at Moceanic.com, he blogs at www.futurefundraisingnow.com and podcasts at www.fundraisingisbeautiful.com and is the author of three books:  The Fundraiser’s Guide to Irresistible Communications, The Money-Raising Nonprofit Brand and most recently How to Turn Your Words into Money.

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Regular giving | Digital

ACF achieves scale with regular giving digital lead acquisition

Over the past couple of years, the Australian Conservation Foundation (ACF) has been building and refining a regular giving digital lead acquisition and conversion program, which is now achieving steady and scalable results. The program is now recruiting more than half of the organisation’s approximately 8,300 new regular givers each year.

Coby Hailes will outline the key aspects of how the program is executed including its social media promotion; the importance of video; an automated digital warming journey; lead re-engagement success; the value of API integration with their telemarketing partner; key results, benchmarks and more.

The program is achieving a cost per acquisition almost half that of ACF’s face-to-face program, and retention rates are also significantly better for digitally acquired leads.

 

Presenter: COBY HAILES, Direct Marketing Manager, Australian Conservation Foundation (ACF)

In her current role Coby is responsible for ACF’s 20,000+ regular givers ($7 million in income a year), four appeals ($1.3 million in income) and a brand-new community fundraising program. A key achievement was significantly increasing the Christmas Appeal from $260,000 in 2017 to $660,000 in 2018.

Previous fundraising positions Coby has held include Marketing and Communications Manager at Royal Melbourne Hospital Foundation and Direct Marketing Senior Coordinator at Cancer Council QLD.

Coby has worked extensively in F2F fundraising, helping to launch F2F programs for over 10 charities.

 

P2P | Retention | Development

Oxfam keeps on Trailwalking with diversified product and new retention strategies

Oxfam Trailwalker is the flagship event for Oxfam Australia, raising more than $100 million since 1999. However, the emergence of many new events over recent years has made it a challenge to maintain growth.

This presentation will unveil the key to Trailwalker’s continued success, including: new product development to attract a new audience; implementation of a VIP fundraising strategy that has seen 25% growth in teams raising over $10,000 and new strategies on participant retention, which now stands at 25%.

Learn from one of the oldest mass-participation events in Australia about how to keep your P2P event growing.

 

Presenter: ANNA WEMYSS, Events Fundraising and Marketing Manager, Oxfam Australia

Anna has worked in fundraising in Australia and the UK for over 10 years on projects including mass participation events, large scale capital appeals, volunteer and event management, trust and major donors and community work. While events are her specialty, one of her achievements was working on a capital appeal to raise ₤3.5 million for Teenage Cancer Trust in the UK.

Anna currently leads the events fundraising team at Oxfam Australia including Trailwalker, which raises $8.5 million annually from more than 8,000 participants.

 

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Appeals | Retention | Strategy

No more complacency – how Anglicare WA transformed its approach to fundraising 

 In 2017, the Anglicare WA’s appeals had stagnated because of the out-of-date information in its donor database.

A review and new approach in 2018 saw a swathe of changes implemented for the winter appeal. The unloved database was unravelled, a new segmentation strategy was created, reactivation of lapsed donors was trialled and digital marketing (including social media, advertising, email and SMS) was executed, among other changes. The result was a 36% increase in income on the previous year, providing a catalyst for wider changes in the organisation’s fundraising approach.

Learn about how the new strategy was implemented, detailed results and learnings and see the creative and marketing collateral used. This is an excellent example of how an organisation can turn around its fundraising.

 

Co-presenter: TORI ANDERSON, Director Marketing & Philanthropy, Anglicare WA

Tori Anderson has 16 years’ nonprofit experience mostly in fundraising and business development roles. Previously she was the Philanthropy Manager at World Vision Australia and Philanthropic Relations Manager at Deakin University. She has set up various international initiatives including a youth leadership organisation in Pakistan; supported gender diversity in Afghanistan and developed micro-credit schemes for women in India.

She was selected for a Rotary World Peace Fellowship in 2010 and was a 2012 Victorian Australian of the Year Finalist.

Co-presenter: PAUL BAILEY, Fundraising & Communications Strategist, Amplify Fundraising

Paul has worked with some of the sector’s best-known charities in Australia, the UK and New Zealand. In the UK he worked in legacy fundraising with Cancer Research UK and the RSPCA and as an account manager at Whitewater, a leading creative agency.

In Australia, he has worked with Pareto Fundraising and DVA Navion. At Pareto he was part of the team that helped deliver 22,000 new supporters in 12 months for Peter Mac and helped build and deliver the strategy that recruited 30,000 new donors in two campaigns for Cerebral Palsy Alliance.

In 2014 Paul launched the consultancy Amplify Fundraising to help charities grow their individual giving programs. Paul is a Board Member of Environment Victoria and Ethiopiaid Australia.

Gifts-in-wills | Acquisition

Environment Victoria kickstarts gifts-in-wills with values-based targeting 

Looking to kickstart gifts-in-wills, but with only a modest budget, Environment Victoria wanted to reach out to potential bequestors in a targeted way.

A scoring model was developed to identify a pool of existing supporters most likely to be interested and a values-based supporter survey helped refine this pool for telemarketing conversion. In two years, the organisation has grown its bequest pipeline from 24 to over 700 interested people and significantly expanded its ‘confirmed’ and ‘intending’ prospects.

This presentation will demonstrate the value of targeting the right people before working up to the bequest ask, how to use online and offline together to maximise bequest leads and demonstrate you can start small and grow without a huge up-front investment.

 

Co-presenter: JONATHAN STOREY, Fundraising Director, Environment Victoria 

Jonathan is an experienced fundraiser across both large and small charities in Australia and the UK (including ACF and Save the Children). He looks for opportunities to innovate and has developed a flair for delivering data-driven, story-led and journey focussed campaigns across multiple channels. Prior to joining the nonprofit sector, Jonathan built a career in direct marketing and business in the UK, in the office supplies industry.

 

Co-presenter: LENA HERRERA PIEKARSKI, Key Relationships Manager, Environment Victoria

Lena has over nine years’ experience raising money for charities in Germany and Australia, across all income channels, from event fundraising to face-to-face and gifts-in-wills. She was previously an Events Fundraising Coordinator at Oxfam Australia and is currently on the Fundraising Committee for Climate for Change. Since October 2018, Lena has been setting up a new major donor and gifts-in-wills program at Environment Victoria.

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Regular giving | Retention

Rejected pledge payments – no longer a nightmare at The Smith Family

For many organisations reliant on regular giving, dishonoured credit cards are a recurring nightmare. After honouring rejected pledges for years, in 2017 The Smith Family’s (TSF) bank changed its policy, effectively passing the problem back to the charity.  TSF suddenly needed to connect with 3,500 donors over a six-week period, so the team executed a multi-channel campaign that saved $1.6 million in likely lost revenue.

The learnings from this challenge were many and TSF now has an ongoing program to ‘save’ credit card donations likely to be dishonoured. It’s a sophisticated combination of human and robot communications, which has seen retention rates shoot up and income grow.

Dylan Rose will explain how offering donors multiple ways to interact about a sensitive topic, like rejected payments, has led to a richer customer experience and better fundraising results.

 

Presenter: DYLAN ROSE, National Manager Customer Experience and Supporter Operations, The Smith Family

Dylan joined The Smith Family seven years ago and his role involves understanding the emotional responses that are seen in analytics, instead of focussing purely on response and conversion rates. He has implemented strategies to balance efficiency and service, greatly increasing save rates, contacts per hour, response rates and customer satisfaction levels. Prior to this he worked in call centres and managed data driven marketing for businesses like Cellarmasters where he had responsibility for 100 staff and annual revenue of $39 million.

 

Acquisition | F2F

Face-to-face – how to do it inhouse successfully

With the current supplier challenges in the face-to-face (F2F) market, many charities are considering taking some (or all) of it in-house.

Australia for UNHCR has been doing both in-house and outsourced F2F since 2004 and recruits around 12,000 regular givers annually. Viren D’Souza will explain some of the critical elements of setting up an in-house F2F fundraising function including: the rationale for going in-house; resources and investment needed; key factors for success; pitfalls to be aware of; best practices and tactics; key results, metrics and benchmarks to aim for and a comparison of in-house and outsourced programs.

This session will reveal what you need to know to implement a best practice in-house F2F program.

 

Presenter: VIREN D’SOUZA, Fundraising Manager, Australia for UNHCR 

Viren has held senior roles in the nonprofit sector since 2012 and in his current position he is responsible for F2F fundraising, appeals, telemarketing, retention, DRTV, community fundraising and events. Prior to this, Viren was the Direct Marketing Manager, Acquisition, at UNICEF Australia where he was responsible for growing the regular giving base through F2F fundraising, lead generation campaigns, premium text giving and telemarketing.

He has a Master of Finance and Master of Business Management.

 

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Strategy | Thought leadership

Fred Hollows future-proofs fundraising with new five-year modelling project

With the fundraising landscape changing all the time, and a need to be able to make long-term funding commitments to programs, The Fred Hollows Foundation undertook a major project to future-proof  its fundraising program.

Using existing donor data, the organisation created a model that predicts fundraising outcomes five years into the future. The model is updated regularly, is proving to be accurate and is now critical in all aspects of fundraising strategy and planning.

Nicola Stewart will discuss how and why the project was implemented; how it is helping to shape fundraising strategy; specific examples of how it has driven both strategic and tactical interventions and their outcomes and the key learnings and challenges of the project.

 

Presenter: NICOLA STEWART, Associate Director, Marketing and Fundraising, The Fred Hollows Foundation

Nicola has more than 20 years’ experience in the fundraising and marketing professions, including senior executive roles with Mission Australia and the Heart Foundation.

In her current role at The Fred Hollows Foundation she is responsible for fundraising in Australia and internationally (five countries).  During her 12-year tenure, Nicola has led her team to grow fundraising revenue from $8 million to $74 million annually.  Nicola oversees direct marketing, digital fundraising, acquisition, regular giving (face-to-face and non-face-to-face), gifts-in-wills, major donors, corporate partnerships, major community partnerships and customer retention.

 

Acquisition | Lead generation

Digital lead generation lessons from MSF 

Over the past two years, MSF has been trialling several digital lead generation programs for both cash and regular giving conversion to see what works best.

Mike Hutchings and Magda Kubicka will discuss and compare the variety of programs MSF has trialled including quizzes, petitions, games and e-books. They will share examples of these campaigns, including how MSF used digital channels to find new supporters, build engagement and raise funds. Learnings, results and other data will be shared.

They will also outline how a gifts-in-wills lead generation initiative is seeing very encouraging results and has increased MSF’s potential bequestor pool by 14% over the last two years.

 

Co-presenter: MAGDA KUBICKA, Direct Marketing Manager, Médecins Sans Frontières Australia

Magda has over 18 years of experience as a marketing specialist and has worked on developing complex loyalty programs across several industries. For the past 11 years, she has worked in fundraising providing strategic direction to cross-channel direct marketing programs. In her current role at MSF, Magda leads a team of seven and is responsible for raising over $25 million annually.

 

Co-presenter: MIKE HUTCHINGS, Digital Marketing & UX Specialist, Médecins Sans Frontières Australia 

Mike has over 10 years’ experience in digital marketing, analytics and user experience design. In his current role, he leads the digital marketing team at MSF, which raised over $6 million online in 2018. His team manages a range of digital channels to help fundraise, recruit and advocate for Médecins Sans Frontières’ mission.

 

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Strategy | Multi-channel

Red Cross Calling re-invented through new customer experience approach

Red Cross Calling has been an important community fundraising campaign for 70 years, but in 2019 it was redesigned from scratch using customer experience research and human centred design principles.

The revitalised Red Cross Calling program was launched in March with many new elements including a new website, peer-to-peer fundraising, a schools product and much more. Promotion to sign people up has spanned print, digital, radio, a chatbot, TV and other channels.

So how did it go? Find out when Red Cross executives explain how the customer experience methodology was used, the key learnings that shaped the new product, how these were implemented, the key outcomes (both positive and negative) and the results.

At a time when nonprofits are becoming ever more focused on being donor-centric, this is an example of how one charity has innovated using research and feedback from its supporters, donors and other stakeholders.

 

Co-presenter: JENNIFER SHAILER, Customer Experience Manager – Programs & Support, Australian Red Cross 

Jennifer is responsible for the delivery of customer experience programs to support Red Cross’s business activities. A recent achievement was the launch of the first end-to-end product insights program and methodology for regular givers. Jennifer also led the transformation of the Red Cross customer service centre from being transactional to a supportive and motivational experience for customers and donors.

Before joining the nonprofit sector, Jennifer had a commercial career including being the Customer Care Manager for Weight Watchers Australia and New Zealand.

Co-presenter: KARL UHRICH, Engagement Manager – Acquisition, Australian Red Cross

Karl is a digital native from the media sector where he held senior roles including Digital Marketing Manager at SBS and Account Director at digital agency Bang. While at SBS he designed and delivered the digital marketing strategy for the 2018 FIFA World Cup.

In his current role, he is charged with diversifying how Red Cross attracts new and lapsed supporters through a portfolio of digital fundraising products and strategies. A recent project he led was the launch of a new virtual gifts platform in Christmas 2018, which beat revenue targets by 200%.

 

Retention

Best practice donor care – what does it actually look like and what is the impact?

This session explores how a strategic approach to great donor care can differentiate your organisation and give it an edge in the marketplace.

Using research and examples from both Australia and abroad, Fiona McPhee will discuss:

  • how your approach to donor care is impacting retention now and into the future
  • opportunities to develop your donor servicing for better short and long-term fundraising outcomes
  • how to measure your donor care program
  • approaches to donor care, donor service teams and leadership
  • examples of how organisations are delivering great donor service

You will leave this session with a much better understanding of the strategic imperative of excellent donor care, the benefits and impact to fundraising and some inspirational examples of how great donor care is practiced.

 

Presenter: FIONA MCPHEE, Independent Fundraising Consultant 

Fiona has worked in fundraising for almost 20 years, including being the Supporter Services Manager at WWF Australia and Head of Insights and Strategy at Pareto Fundraising. Her areas of specialist expertise include donor retention, bequests, donor acquisition, regular giving, middle donor programs and integrated communications programs.

Fiona is now an independent fundraising strategist and coach and has worked with nonprofit organisations in North America, South East Asia, Australia and New Zealand.

 

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Mid-level | Donor development

What makes mid-level donors different – unique research findings

This session will outline the findings from unique Australian research into the motivations, needs and drivers of mid-level donors and what makes them different to other donors.

With mid-level donor programs gaining in popularity, this timely new research project promises to help charity and nonprofit executives have a better understanding of the attributes of mid-level donors, their motivations and drivers and how to engage with them more effectively and profitably.

Whether your organisation is considering launching a mid-level donor program, or you already have one in place, this session promises to help you identify those in your donor base who are most likely to become mid-level donors and what kinds of communication and nurturing they need. The research is being carried out with donors from several charities including Cancer Council NSW, Vinnies and Heart Research Institute.

 

Presenter: RUTH WICKS, Senior Consultant, More Strategic

Ruth has worked in fundraising for almost 20 years in the UK and Australia including senior executive roles with Cystic Fibrosis and Amnesty International Australia. At Amnesty she headed up the fundraising team to grow income by 50% over eight years. Ruth’s specialist areas include mass marketing individual giving acquisition, retention and development; experience management; events; bequests and mid-value donor strategy.  She is a Senior Consultant with one of Australia’s leading consultancies, More Strategic. In this role she works with charities large and small to develop fundraising strategy, design donor journeys and conduct research to understand why donors give.

 

Retention | Donor development

How Plan International made more money by improving supporter contact preferences

Like many organisations, Plan International found it was tripping itself up with an overly complex system of recording donor preferences, resulting in money being left on the table because too many donors were marked ‘do not contact’. Plan needed to resolve how it could balance what donors want with what would be most effective for fundraising communications.

Nicola Kaufman will outline how Plan has operationalised relationship fundraising through a process of defining new business rules, simplifying data processes and system innovation.

Early results include reinstating donors into communications streams, improvements to mailability and email-ability, reductions in complaints and greater job satisfaction for donor-facing staff. Most importantly, more money is being raised!

 

Presenter: Nicola Kaufman, Head of Donor Services, Plan International

Nicola has worked in the nonprofit sector for 18 years, including eight years at Cancer Council Victoria in fundraising and supporter relations roles.  With earlier positions in education and the arts, she has managed events, community fundraising, corporate programs and donor services programs.

Having joined Plan International in 2015 as Donor Operations Manager, she is currently responsible for optimising and operationalising the donor experience of 40,000 child sponsors, 10,000 regular givers and 10,000 cash givers.

 

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Donor development | Multi-channel

Emerging techniques and technology accelerating donor revenue growth 

In this session you will learn some emerging practices and new technology that are helping some organisations to hit the sweet spot with their donors, resulting in substantially greater revenue.

Here’s a quick shopping list of some of the things you will take away from this session:

  • seven principles to use in your appeals that are helping some charities double and treble revenue
  • techniques that are helping some organisations increase second gift rates from 20% to 45%
  • how smart video and Personal URLs (PURLs) are making donors take notice and give more
  • a revitalised approach to traditional donor newsletters is resulting in increased appeal income and greater giving from mid-level donors

Case studies will be shared from Foodbank, Guide Dogs, Children’s Hospital, Hutt Street, Lifeline and others.

 

Presenter: ANDREW SABATINO, Co-Founder/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.

 

Gifts-in-wills | Acquisition

Emerging practices successfully influencing gifts-in-wills decision-making 

Are you trying to find more gifts-in-wills prospects?

Exclusive new research from thousands of donors is demonstrating how behavioural economics techniques are having a significant impact in identifying gifts-in-wills prospects.

Martin Paul will discuss the key findings of research based on a range of organisations including Cancer Council, Wilderness Society, Garvan Research Institute, The Fred Hollows Foundation, Guide Dogs and others.

You will learn how to apply the behavioural economics techniques used in the research to your own gifts-in-wills programs to strengthen your prospect pipeline. Martin will also share the motivations and profiles of bequestors to help you get a better understanding of your most likely prospects.

 

Presenter: MARTIN PAUL, Co-founder & 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 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.

At More Strategic – a consultancy specialising in marketing, experience management and fundraising strategy, Martin contributes articles to F&P magazine on a semi-regular basis and he often presents at conferences such as IFC in Europe and Asia.

 

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