BIG4 FUNDRAISING 2018
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WHERE FUNDRAISING LEADERS COME TO SHARE NEW THINKING,
BEST PRACTICES AND INSPIRATION

31 August - 2 September, 2021

Earlybird discount prices available

Presented by:

Goin’ virtual again 

Yep! We’re goin’ virtual again with the Fundraising Forum this year after the recent COVID-19 lockdowns have meant physical events are so darned unpredictable. So that means you can stay home, tune into the Fundraising Forum from the comfort of your lounge, and stay in your onesie all day!  

Sign up your team – get almost 60% off! 

Sign up your team to the F&P Fundraising Forum so you can all learn together, compare notes and ideas, and raise more money using the nuggets you’ve picked up at the Forum.

By purchasing the ‘Up to 5 user’ pass you can save up to 59% per person off the cost of an individual ticket.

Innovation and new thinking in abundance 

The Forum is packed with new fundraising thinking and innovation, here’s just a sample from the program: 

  • Marcelo Iniarra (Argentina): examples of global fundraising innovation and his perspective on “distributed power” 
  • Mark Phillips (UK): insights on emerging practices in acquiring gifts-in-wills supporters plus “challenge-based” donor communications 
  • UNHCR’s new high-value mid-donor program 
  • Hands Across Canberra’s innovative use of data to raise significantly more funds 
  • A unique pilot project developing a new approach to maximising donor lifetime value 

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: Tuesday 31 August 8.30am to 12.30pm (AEST) – Doltone House, Pyrmont

Marcelo Iniarra, Bruno Mesz
Via livestream from Buenos Aires, Argentina
A trip inside your donor’s mind – using behavioural economics to maximise fundraising and supporter mobilisation

HALF-DAY MASTERCLASS 2: Tuesday 31 August 2pm to 6pm (AEST) – Doltone House, Pyrmont

Mark Phillips
Via livestream from London, UK
How to create and sustain a highly successful mid-value donor program

MAIN CONFERENCE: Wednesday 1 & Thursday 2 September 8:30am to 5pm (AEST)

Ian Finlayson, Alcuin Hacker Regular Giving
How to watertight your regular giving program
Marcelo Iniarra
Via livestream from Buenos Aires, Argentina
Thought Leadership
2021 distributed power: the apocalypse of the NGO era or an unprecedented opportunity?
Mark Phillips
Via livestream from London, UK
Gifts-in-wills | Acquisition
Gifts-in-wills – new video and digital approaches to cold acquisition seeing success
Marcelo Iniarra
Via livestream from Buenos Aires, Argentina
Innovation
Inside global innovation labs: in search of the new big ideas for fundraising and social change
Mark Phillips
Via livestream from London, UK
Donor Retention
Out of the ashes rises the ‘challenge-based’ approach to donor engagement
Erin McCabe, Paul Tavatgis Face-to-Face
How to do best practice face-to-face with RFDS QLD
Erin Anderson Digital Fundraising
Smith Family hits digital fundraising highs
Karen McComiskey Leadership and Teams
How to create an award-winning (and money raising) fundraising team
Kevin Truong, Vikram Chowdhary Appeals | Donor Retention
How ChildFund tripled its appeal income in one year
Tom Duggan, Andy Tidy Regular Giving
Measuring regular giving: Why it’s so hard, and how you can make it easier
Debra O’Neill, Loredana Fyffe Mid-level Donors | Donor Retention
Australia for UNHCR: Inside a high value mid donor program for women
Natalie Barnett Fundraising Strategy | Digital Fundraising
A story of transformation and momentum: Arts Centre Melbourne
Daniel Pujawiyatna Donor Acquisition | Telefundraising
The path less travelled: cold calling for acquisition
Paige Gibbs, Lauren McDermott, Amelia Norton Regular Giving | Digital Acquisition
Persistence, Positivity and Risk: How the Harry Perkins does RG
Peter Gordon, Kristi Mansfield Fundraising Strategy
How Hands Across Canberra is tapping into the intergenerational transfer of wealth
Dave Smith
Via livestream from Atlanta, USA
Planned Giving
Introducing a new approach to planned giving
Belinda Dimovski, Ujwal Kayande, Lawrence Jackson Fundraising Strategy | Donor Retention | Innovation
Unique pilot project develops new approach to maximising donor lifetime value
Ally Murray, Georgina King Leadership and Teams
Playing to your strengths: How to build a healthier, more effective fundraising team
Lauren Jenkins, Chris Paver Innovation
Using AI to combat COVID-19: A case study with Royal Flying Doctor Service Victoria
Dan Geaves Digital Fundraising
How to create best practice online donations experiences – affordably
Beth Campbell-Bruce, Andrew Sabatino Fundraising Strategy
How Foodbank exponentially increased fundraising revenue – sustainably
Rachel Bailey, Kylie Pussell, Gemma Schembri Fundraising Strategy
The tale of two charities: How two very different charities lifted their game
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Program schedule

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Topics and Speakers

Half-day Masterclass 1

A trip inside your donor’s mind using behavioural economics to maximise fundraising and supporter mobilisation

Marcelo Iniarra will present this masterclass via livestream from Buenos Aires, Argentina 

To say we are living in challenging times is an understatement, however, this masterclass will help you transform the DNA of your donor engagement and fundraising to survive in a post-coronavirus world where technology is rapidly changing.

You will learn the emerging art of applying behavioural economics and neuroscience to understand why people donate or take action. By getting inside the minds of your supporters, you will learn the shortcuts that are powering an explosion in understanding human decision-making.   

And most importantly, you will learn how to apply behavioural economics principles to nurture your donors more effectively and raise more funds.   

Key learnings:  

  • The principles of decision science in fundraising and supporter engagement  
  • Emotions – which ones work to activate generosity and solidarity  
  • The architecture of choices – ideas in action for maximising fundraising and mobilising support 
  • International case studies from campaigns like the Notre Dame Cathedral fire, UNICEF, MSF, SOS Children Villages, and the Australian bushfires  

  

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Presenter: MARCELO INIARRA (Argentina), Founder and Creative Consultant, marceloiniarra.com  

Marcelo has over 30 years of experience in the nonprofit sector and leads his own international creative and digital marketing consultancy, providing “people power” and fundraising strategies.  

Through his work with Greenpeace Marcelo gained a reputation for being one of the international pioneers of online fundraising and campaigning, leading the design and implementation of cyber activism and new digital approaches to raising funds.  

He works with organisations like Greenpeace, UNICEF, UNHCR, ActionAid, Médecins Sans Frontières, SOS Children’s Villages, and other major international and Latin American organisations.  

His workshops, innovation labs and conference presentations focus on digital campaigning, fundraising and innovation, and he is a sought-after speaker at conferences all over the world.  

Marcelo is a board member of Greenpeace International and The Resource Alliance (UK).  

Co-presenter: BRUNO MESZ, Professor, Universidad Nacional de Tres de Febrero (Argentina)

Bruno Mesz is an art-scientist, a professor and researcher. He works on multisensory perception, crossmodal correspondences, and mathematical music theory, studying how music interacts with the chemical senses and applying this research to sensorial design and art. He has designed multisensory performances and installations around the world; these works combine dance, music, visual art, gastronomy and perfumery in the creation of synaesthetic atmospheres and experiences. They have been showcased both at home in Argentina and around the world including New York and Barcelona. In 2018 he co-organized the first international Symposium on Neuroscience and Wine in Barcelona.

Bruno was a keynote speaker at SOS Children’s Villages Decision Science Lab in Latin America in 2019 & 2020, introducing the new innovative aspects in fundraising and pro-social behaviours: cross-modality and new stimuli like smell to boost donations.

As a pianist, he specializes in contemporary music, and has given concerts both as a soloist and with international ensembles.

Bruno holds a MSc. in mathematics from Buenos Aires University and a Professor degree from the National Conservatory of Music.

 

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Half-day Masterclass 2

How to create and sustain a highly successful mid-value donor program

Mark Phillips will present this masterclass via livestream from London, UK

If you’re looking to set up a mid-level donor program, or you already have one and are looking to take it to the next level, Mark Phillips will show you how. Mark has been helping charity and nonprofit organisations set up mid-level donor programs for over 30 years and has amassed a wealth of knowledge and expertise. 

Key content covered in this masterclass includes: 

  • How to identify mid-level prospects in your database 
  • Different types of mid-level donors
  • What makes mid-level donors different
  • Key elements of a great mid-value donor product 
  • How to create a strong proposition 
  • How to approach and convert supporters to become mid-value donors  
  • Stewardship that works for mid-level donors
  • Metrics for mid-level donor programs

 Mark will share a range of case studies of successful mid-level donor programs and showcase examples of donor communications and stewardship activities that are achieving excellent results 

 

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Presenter: MARK PHILLIPS, Founding Owner and Managing Director, Bluefrog Fundraising  

Mark started out as a fundraiser 30 years ago and set up his first fundraising agency over 20 years ago. 

One of the most influential fundraisers in the UK and around the world, Mark works alongside a host of charities conducting research, and developing and planning their fundraising strategies, products and creative. 

Marks clients include some of Britain’s best-known charities such as UNHCR, WWF, The Guide Dogs for the Blind Association, Marie Curie and a number of universities.  

He is in demand as a conference speaker and has presented at numerous events including the International Fundraising Congress (IFC – Amsterdam), the Fundraising Convention (London), AFP conferences across north America and the Donor Love conference in Las Vegas. 

Mark shares his ideas and findings on sofii.org and through his blog, queerideas.co.uk.  

 

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Regular Giving

How to watertight your regular giving program 

Regular giving programs, with their many moving parts, are complex to manage and keep profitable. 

Shortly after joining Vision Australia, Ian Finlayson initiated a review of the regular giving program that identified a range of challenges across data, systems, processes, reporting, insights and program management.

In the last 18 months, the Vision Australia team have made major strides to improve ways of working, data and system governance that have transformed the program.  

Come and learn how Vision Australia: 

Implemented a suite of reporting tools providing actionable insights that have dramatically
optimised acquisition spend and return. 

Launched a new payment process that has resulted in a 20% increase in pledge payment
success rates. 

Created a best practice churn-handling process that has reduced banking fees by more than
$100,000 per annum. 

Developed a telemarketing program with better targeting of donor segments that has
resulted in an increase in reactivation rates from 7% to 16%. 

This presentation contains many excellent practical tips and tactics that you can implement in your
regular giving program.

 

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Co-presenter: IAN FINLAYSON, General Manager, Fundraising, Marketing & Communications, Vision Australia

Ian has led and mentored a number of successful fundraising and marketing/corporate affairs teams during periods of strategic reform, growth and capacity building, including Guide Dogs Victoria, Royal Flying Doctor Service (Queensland), and now Vision Australia. 

In 2019, Ian’s team at the RFDS was awarded the FIA’s Fundraising Team of the Year, a team not only recognised for its record of income growth but its sense of purpose, camaraderie and passion. Since joining Vision Australia he has instilled a similar value system, while pursuing constructive reform across its bequest, individual giving and philanthropy programs.

Co-presenter: ALCUIN HACKER, Founder, Engage & Experience and Co-founder Recurring Insights 

Alcuin has almost 20 years’ experience as a business analyst, including six years supporting major change initiatives at a large Australian regular giving charity.

In 2015 Alcuin founded Engage & Experience, a consultancy that specialises in implementing best practice systems and processes for individual giving charities.  

Alcuin also co-founded Recurring Insights, a business intelligence solution for regular giving charities that provides reporting and insights solutions for regular giving fundraising managers. 

 

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Thought Leadership

2021 distributed power: the apocalypse of the NGO era or an unprecedented opportunity?

Marcelo Iniarra will present this session via livestream from Buenos Aires, Argentina

Technology is driving how social change movements are organised and achieve impact. Think Greta Thunberg and Black Lives Matter.

In 2020 the pandemic amplified the trend of #peoplepower with millions of actions taken around the world. A small art gallery in Madrid raised 100,000 euros in hours through art auctions on Instagram. Marathon online gaming events mobilised millions of euros. Massive Zoom events, Tik Tok boycotts and many other channels kick-started millions of “new activists”.

The digital revolution is sweeping traditional paradigms, and a new model is emerging. But are charity and nonprofit organisations ready for it? Are you ready to take advantage of this unprecedented opportunity and take this new evolutionary path?

In this plenary you will learn how distributed power works, the new model of trust, the pros and cons of people power and the evolutionary path for NGOs.

 

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Presenter: MARCELO INIARRA (Argentina), Founder and Creative Consultant, marceloiniarra.com 

 Marcelo has over 30 years of experience in the nonprofit sector and leads his own international creative and digital marketing consultancy, providing “people power” and fundraising strategies. 

Through his work with Greenpeace Marcelo gained a reputation for being one of the international pioneers of online fundraising and campaigning, leading the design and implementation of cyber activism and new digital approaches to raising funds. 

He works with organisations like Greenpeace, UNICEF, UNHCR, ActionAid, Médecins Sans Frontières, SOS Children’s Villages, and other major international and Latin American organisations.  

His workshops, innovation labs and conference presentations focus on digital campaigning, fundraising and innovation, and he is a sought-after speaker at conferences all over the world.  

Marcelo is a board member of Greenpeace International and The Resource Alliance (UK).  

 

 

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Gifts-in-Wills | Acquisition

Gifts-in-wills – new video and digital approaches to cold acquisition seeing success

Mark Phillips will present this session via livestream from London, UK

In the UK charity and nonprofit organisations have been trialling different approaches to cold acquisition of gifts-in-wills supporters and achieving surprising results. 

Mark Phillips will share how using TV and video on digital and social media channels is proving highly effective in encouraging people to support good causes with a gift in their will. And you don’t need to be a big charity with a big budget to make it work. 

With five years of testing creative and propositions, Mark will explain what makes a great gifts-in-wills video, how to use it in digital channels and on TV, and the best types of call-to-action and response channels to use. Case studies and results will be shared and you will leave this session with plenty of insights on the power of video for cold acquisition of giftsinwills prospects. 

 

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Presenter: MARK PHILLIPS, Founding Owner and Managing Director, Bluefrog Fundraising  

Mark started out as a fundraiser 30 years ago and set up his first fundraising agency over 20 years ago. 

One of the most influential fundraisers in the UK and around the world, Mark works alongside a host of charities conducting research, and developing and planning their fundraising strategies, products and creative. 

Marks clients include some of Britain’s best-known charities such as UNHCR, WWF, The Guide Dogs for the Blind Association, Marie Curie and a number of universities. 

He is in demand as a conference speaker and has presented at numerous events including the International Fundraising Congress (IFC – Amsterdam), the Fundraising Convention (London), AFP conferences across north America and the Donor Love conference in Las Vegas.

 Mark shares his ideas and findings on sofii.org and through his blog, queerideas.co.uk.  

 

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Face-to-Face

How to do best practice face-to-face with RFDS QLD 

Royal Flying Doctor Service (Queensland Section) was just about to launch a face-to-face program when COVID-19 hit in March 2020 and forced the organisation to put the program on ice temporarily.  

In the wake of the lockdowns, a nervous RFDS Queensland rolled out its face-to-face program and has gone on to meet recruitment targets and achieve outstanding results for metrics such as attrition, donor feedback, and staff engagement. 

Whether you’re new to face-to-face or have a mature program, this session will not only paint a picture of what a best practice face-to-face program looks like, but also teach you how to do it with lots of practical tips and tactics in managing supplier and stakeholder relationships, motivating fundraisers, engaging donors, and quality control techniques. You’ll be much better equipped to manage outsourced fundraising, maximise your net return and minimise risk.   

 

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Co-presenter: ERIN MCCABE, Regular Giving Lead, Royal Flying Doctor Service (Queensland Section) 

Over more than a decade working in nonprofit organisations, Erin has built up experience in direct mail, lotteries, digital fundraising, and peer-to-peer fundraising. A highlight was being part of the team that started Oxfam Trailwalker in Brisbane. 

Erin joined the Royal Flying Doctor Service (Queensland Section) a year ago as the Regular Giving Lead, and in that time the regular giving program has doubled in size with the introduction of faceto-face and digital lead conversion programs. 

Co-presenter: PAUL TAVATGIS, Director, Whipbird Consulting

Paul has specialist expertise in face-to-face fundraising and regular giving built up over 20 years. He originally started off in campaigning and activism roles with Amnesty International Australia before becoming a Director of a leading face-to-face agency, Cornucopia, for over a decade. 

In 2016 Paul helped found and was the first CEO of the Public Fundraising Regulatory Association (PFRA). As a consultant Paul has worked with more than fifty charities, building fundraising programs, and supporting best practice. He is a Partner at specialist regular giving consulting firm Fundraising Partners. 

 

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Innovation

Inside global innovation labs: in search of the new big ideas for fundraising and social change

Marcelo Iniarra will present this session via livestream from Buenos Aires, Argentina   

 The technology revolution we are living through is creating a new social ecosystem that is challenging nonprofit organisations to adapt like never before.  

Marcelo Iniarra will reveal the six drivers of innovation of this new ecosystem, and how leading NGOs are experimenting to generate ideas and create new business models and challenge the biggest “monster”: how to shift from a conservative organisational culture to an innovative horizontal mindset.  

 Key learnings include: 

  • The future of innovation through a selection of case studies of leading NGOs around the globe  
  • Innovation methodologies and toolkits to apply in your organisation and programs 
  • Mind-shifting tools to encourage and inspire an internal culture of innovation  
  • Alternative perspectives of creativity and innovation in fundraising

 

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Presenter: MARCELO INIARRA (Argentina), Founder and Creative Consultant, marceloiniarra.com  

Marcelo has over 30 years of experience in the nonprofit sector and leads his own international creative and digital marketing consultancy, providing “people power” and fundraising strategies. 

Through his work with Greenpeace Marcelo gained a reputation for being one of the international pioneers of online fundraising and campaigning, leading the design and implementation of cyber activism and new digital approaches to raising funds. 

He works with organisations like Greenpeace, UNICEF, UNHCR, Action Aid, Médecins Sans Frontières, SOS Children’s Villages, and other major international and Latin American organisations. 

His workshops, innovation labs and conference presentations focus on digital campaigning, fundraising and innovation, and he is a sought-after speaker at conferences all over the world. 

Marcelo is a board member of Greenpeace International and The Resource Alliance (UK).  

 

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Digital Fundraising

The Smith Family hits digital fundraising highs 

 After several years of investment and chipping away in the digital space, The Smith Family is now experiencing significant successes. It’s 2020 winter fundraising appeal raised $6.7 million, 150% more than the previous year, and for the first time, more than 50% of donors gave online (compared to only 14% in 2015). And 78% of new donors acquired came via digital channels. 

You will learn how The Smith Family uses a range of digital channels including social media, search, retargeting and email to engage both existing and new donors.  

Come and hear how the organisation’s “always on” approach to donor acquisition is implemented, what kinds of creative work best, and how segmentation is playing a key role in the successful digital engagement of existing donors.   

Plenty of practical tips, tactics, tests and learnings will be shared that you can take away and use to improve your own digital fundraising performance. 

 

 

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Presenter: ERIN ANDERSON, National Manager – Digital Marketing, The Smith Family 

In the decade before she joined The Smith Family, Erin built a corporate career in senior marketing and product management roles for brands such as Nestlé, Samsung and Sony. 

Immediately prior to joining The Smith Family, Erin was responsible for the MAGGI brand in Australia and New Zealand, managing local brand positioning, end-to-end digital ecosystem, integrated communication planning and an extensive product portfolio. 

Working on Nestlé’s Aboriginal Youth Development Program in north western NSW spurred Erin’s interest in social change and mobilising socially conscious individuals to create change for disadvantaged Australian children. 

Erin manages all digital fundraising and the user experience function at The Smith Family (since 2015) and has achieved some notable successes in helping the organisation transition into online donor acquisition and engagement.  

 

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Donor Retention

Out of the ashes rises the ‘challenge-based’ approach to donor engagement  

Mark Phillips will present this session via livestream from London, UK

Following the implosion of British fundraising in 2015, charities needed to reflect, refocus, and find a better way to engage donors. 

Rather than pumping out random, unrelated appeals, a new approach was created which ties a series of campaigns together with a common theme that inspires and challenges donors to stay on an annual journey of giving. 

Other core donor communications elements, such as thanking and newsletters, have also been modified to give supporters a truly excellent experience. 

Now in the era of coronavirus, this approach has been further enhanced. The result has been strong recruitment and long-term engagement. In this session, Mark Phillips will provide a range of case studies to illustrate how some British charities are successfully adapting and inspiring donors to become true partners of the charities they support. He’ll then share research findings undertaken amongst Australian donors to show how this approach can be adapted to the specific circumstances found in Australia.

 

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Presenter: MARK PHILLIPS, Founding Owner and Managing Director, Bluefrog Fundraising  

Mark started out as a fundraiser 30 years ago and set up his first fundraising agency over 20 years ago.

One of the most influential fundraisers in the UK and around the world, Mark works alongside a host of charities conducting research, and developing and planning their fundraising strategies, products and creative. 

Marks clients include some of Britain’s best-known charities such as UNHCR, WWF, The Guide Dogs for the Blind Association, Marie Curie and a number of universities. 

He is in demand as a conference speaker and has presented at numerous events including the International Fundraising Congress (IFC – Amsterdam), the Fundraising Convention (London), AFP conferences across north America and the Donor Love conference in Las Vegas.  

Mark shares his ideas and findings on sofii.org and through his blog, queerideas.co.uk.

 

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Leadership and Teams

How to create an award-winning (and money raising) fundraising team 

How do you create an award-winning fundraising team? Is it sheer luck? A great workplace culture? Only recruiting the best in the business? 

FIA’s Fundraising Team of the Year for 2021, Brotherhood of St Laurence will take you through their formula for a cohesive fundraising and philanthropy team from recruitment, professional development to relationship building both within your organisation and with key donors and partners. 

In this session, you will learn how to get the most out of your most valuable resource – your people – and see results in your fundraising bottom line. Led by Karen McComiskey, Brotherhood of St Laurence’s team took out not one but three wins at this year’s FIA awards, proving that there is no ‘I’ in team. 

 

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Presenter: KAREN McCOMISKEY, Head of Fundraising and Philanthropy, Brotherhood of St Laurence 

Karen has over 15 years’ experience in the fundraising sector across Australia and Europe. With roles leading fundraising departments for Brotherhood of St Laurence, Melbourne City Mission (MCM) and Plan International, Karen has a wealth of expertise in building and leading strong, successful teams. 

Karen is Chair of FIA Victoria Executive Committee, a Certified Fundraising Executive (CFRE), NFP Board Director and a Senior Certified Leadership Practitioner (SCLP).

 

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Appeals | Donor Retention

How ChildFund tripled its appeal income in one year  

In 2020 ChildFund Australia made a number of bold decisions. They brought some of their appeals in-house. They made strategic changes and tactical tweaks. The result? Tripling their ROI and net income in their appeals program.  

Vikram Chowdhary and Kevin Truong will walk you through strategic and tactical changes they implemented for such spectacular results, explain how to deliver value collaborating closely with agencies, and revisit value chain theory with a fundraising lens. 

 

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Co-presenter: KEVIN TRUONG, Marketing and Communications Manager, ChildFund Australia 

Kevin’s team manages single and regular giving fundraising across direct mail, web, email, social media, display advertising, and search engine marketing channels. He has worked in the nonprofit and education sectors for over 15 years. 

 

Co-presenter: VIKRAM CHOWDHARY, (Former) Head of Marketing and Fundraising, ChildFund Australia 

Vikram is a highly driven fundraiser with over a decade of experience in senior management roles. His key skills include leadership of large teams, data insight and a proven track record in delivering results in a strategic manner. Vikram has worked with charities and agencies including Australia for UNHCR, The Fred Hollows Foundation and Pareto Fundraising.

 

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Regular Giving

Measuring regular giving: Why it’s so hard and how you can make it easier

Are you measuring your regular giving performance correctly?  

Regular Giving is one program that requires a (usually substantial) upfront investment. Which means you need to win over your Board right from the start. But with attrition rates, retention, one-off donations, and channel diversification, how do you truly estimate your ROI? And what happens after the first year?  

Tom and Andy will take you through their proven techniques and strategies to work out the true ROI of your regular giving program for years to come. With your ROI in your ammunition, they’ll then take you through how to sell your strategy to your Board to get buy-in.  

After this session you’ll be able to confidently talk the talk and explain to your board the impact your regular giving program could make. Expertly explain when you expect funds to come back in and your forecasts for the future past the first year. 

Great for your entire team, this session will ensure your fundraisers are all speaking the same language regardless of what piece of the puzzle they own. 

 

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Co-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 Head 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). 

Co-presenter: ANDY TIDY, Director, Slingshot Data 

Starting out in the UK in 1993 working for two large charities, St John Ambulance and the NSPCC, Andy is a veteran in the world of fundraising data. After moving to Australia in 2003, Andy was Head of Insights at Pareto Fundraising, where he contributed data-driven best practice, sector benchmarking and fundraising excellence. 

Now as Director of Slingshot Data, Andy brings this expertise to help clients model, analyse and segment their data to get the most out of their campaigns.  

 

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Mid-level Donors | Donor Retention

Australia for UNHCR: Inside a high value mid-donor program for women

Launching as a world first in Australia in 2020, Australia for UNHCR used technology to connect donors with refugee women on the frontline. 

During a pilot program, women donors were matched with Syrian refugees. With the help of translators, they texted and shared photos via an app. Over four weeks, the women exchanged 5,000 messages. 

Not only did Australia for UNHCR prove that technology could help donors and refugees forge unique and meaningful relationships, they proved they could monetise a movement.   

The Leading Women Fund now has more than 100 donors, 65% who are new to the cause. Each has contributed at least $3k – some much more. Insights from the pilot will drive the next ambitious stage of the program and inform its expansion to other donor groups and beneficiaries. 

Join Debra O’Neill and Loredana Fyffe as they explain how they developed a new insight-driven income stream that made UNCHR’s work more relatable to donors, that nurtured loyal local advocates, and at the same time helped refugee women build skills in advocacy and communication vital to their future employability.

 

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Co-presenter: DEBRA O’NEILL, Strategic Development Director, Australia for UNHCR

Debra has extensive experience as a senior strategist in the NFP sector and has a strong track record of driving growth and innovation. 

In her role, Debra leads Australia for UNHCR’s organisational strategy development, supporter experience frameworks and oversees fundraising and communications teams. She is Chair of UNHCR’s global Supporter Engagement and Experience Working Groups. 

Debra also drives the development of the Leading Women Fund – a unique community of donors committed to supporting refugee women. 

Co-presenter: LOREDANA FYFFE, Corporate Partnerships Manager, Australia for UNHCR 

Loredana has 16 years of experience in senior strategic roles in philanthropy, with a focus on stakeholder management, strategy, program design, grant-making, marketing and communications, fundraising, and as a not-for-profit Board Director.  

Since joining Australia for UNHCR, Loredana has developed major gift and cause related marketing partnerships with Australian businesses to fund refugee support programs overseas. She has also worked on the development of the organisation’s new philanthropic program for women, The Leading Women Fund. 

 

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Fundraising Strategy | Digital Fundraising

A story of transformation and momentum: Arts Centre Melbourne 

The COVID-19 Crisis Appeal fundamentally changed the course of fundraising at Arts Centre Melbourne. 

But the change had really started three years prior. Heavily dependent on philanthropy and major gifts, and with an ageing donor base, Arts Centre Melbourne had never run a mass market fundraising campaign or appeal. Natalie Barnett was hired to change that. Pre-COVID things were tracking along nicely, with campaigns raising around $100k in 2019.  

As theatres went dark, an inspired emergency campaign earned income 276% over target from 3,793 donations. By the end of 2020, campaign revenue stood at $1 million. 

But that’s not the end of the story. What happened next is a story of maintaining momentum. A story of how Arts Centre Melbourne capitalised on an award-winning campaign and transformed its fundraising.  

Join Natalie Barnett as she explains how Arts Centre Melbourne moved to a digital-first strategy, deployed game-changing strategies, revolutionised retention, and cultivated a culture of philanthropy.  

 

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Presenter: NATALIE BARNETT CFRE, MFIA, Head of Fundraising Campaigns, Arts Centre Melbourne

Prior to this role Natalie was a fundraising manager at Plan International Australia and an account director at Pareto Fundraising. The Arts Wellbeing Collective COVID-19 Crisis Appeal won the Best Pivot Campaign or Initiative and the major award – Most Outstanding Fundraising Project  – at the 2021 FIA Awards for Excellence in Fundraising.

 

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Donor Acquisition | Telefundraising

The path less travelled: cold calling for acquisition 

Cold calling may make you shiver (and it would take a brave fundraising manager to suggest this channel as a primary fundraising strategy), but there is compelling evidence that cold calling campaigns work. 

Dataphoria provides millions of records and leads to call centres for acquisition and has found that cold calling often produces better long-term fundraising ROI than other channels such as face-to-face or even lead conversion telemarketing. In fact, data from more than 15 campaigns over three years has shown that cold calling campaigns can break even on the acquisition call. 

Join Daniel Pujawiyatna as he presents the evidence for cold calling as a viable fundraising channel. He will share benchmarks on revenue, cost and ROI across campaigns, discuss the pros and cons of campaign models (single gift vs straight to RG conversion), highlight best-practice data procurement strategies, and reveal lessons from campaigns both successful and unsuccessful. 

 

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Presenter: DANIEL PUJAWIYATNA, General Manager, Dataphoria

Experts in donor acquisition, Dataphoria has provided data and leads for hundreds of fundraising campaigns. Daniel has previously managed a 50-seat telemarketing agency and is now responsible for keeping Dataphoria at the forefront of new data-driven marketing solutions. 

 

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Regular Giving | Digital Acquisition

Persistence, Positivity and Risk: How the Harry Perkins does RG   

The Harry Perkins Institute of Medical Research is fast developing a reputation for innovation and risk taking. When it came launching a regular giving acquisition strategy, they added persistence to that mix for stellar results.  

Starting from scratch three years ago, Perkins now have a growing pool of regular givers. But the stats were not always so rosy. The first year did not go as hoped. In fact, 18 months ago Perkins had only 18 regular givers.   

Join us to find out how the team that won the 2021 FIA Best Supporter Experience Award turned their regular giving acquisition journey around with their first digital two-step program.    

Learn about their fundraising model; how they went about developing and implementing a relevant, inspiring two-step program; why their communication philosophy radiates heart, wit and positivity; the impressive stats; the early results of their second RG campaign; and their plans to take their fundraising national.

 

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Co-presenter: PAIGE GIBBS, Chief Development Officer, Harry Perkins Institute of Medical Research

Paige joined Perkins at the end of 2017 after nine years as the inaugural Executive Manager of Marketing, Fundraising and Communications for RSPCA NSW. Paige is a previous F&P Magazine Mover and Shaker and was voted one of the Top 50 CMOs in Australia in 2016. At Perkins she has led the team that won FIA National Most Outstanding Fundraising Project in 2019 and Best Supporter Experience win at the 2021 FIA National Awards for Excellence in Fundraising.   

Co-presenter: LAUREN MCDERMOTT, Fundraising Manager, Harry Perkins Institute of Medical Research

Lauren was the 2019 FIA WA Young Fundraiser of The Year and the winner of the FIA National Conference’s Myth Busters. Lauren is passionate about data and donors but not necessarily in that order. She manages the individual giving and bequest programs at the Perkins. 

Co-presenter: AMELIA NORTON, Supporter Care Coordinator, Harry Perkins Institute of Medical Research

Originally from an events background, Amelia was recruited into the team in 2020 and her talent for stewardship and treating supporters with respect was quickly realised. Amelia is the architect of the regular giving experience, inspiring the uncommitted to convert to monthly givers and stay loyal. 

 

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Fundraising Strategy

How Hands Across Canberra is tapping into the intergenerational transfer of wealth  

In ACT alone, $1.2 trillion will transfer across the territory as the greatest intergenerational transfer of wealth in history takes place over the next two decades. Imagine if just 1% of that wealth went to charities and not-for-profits.  

Hands Across Canberra joined forces with Seer Data to tap into that transfer of wealth using the power of data. What started as an innovative campaign to drive a bequest program quickly gathered momentum across other fundraising channels. In the COVID year, Hands Across Canberra raised $2 million against a target of $1 million.  

Learn about data that could change your fundraising Australia’s first Propensity to Give and Giving Index combined with Intergenerational Wealth Transfer data how it is being used to drive outstanding results for Hands Across Canberra, and how this targeted, data-driven method could help unlock a sustainable future for your cause. 

 

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Co-presenter: PETER GORDON, CEO, Hands Across Canberra

Providing valuable leadership and using his extensive network to create change in the community sector, Peter has established a reputation for assisting organisations to grow, prosper and achieve value for their stakeholders. 

As a Senior Public Servant and consultant, Peter has had a distinguished career in economic and business development, entrepreneurship and community engagement. He holds a Master of Education Leadership and is a member of Economic Development Australia. 

 

Co-presenter: KRISTI MANSFIELD, Co-founder and CEO, Seer Data & Analytics

Seer Data & Analytics is a problem-solving platform for the social sector and local communities. Formerly the Customer Experience & Transformation Director at Oracle and Managing Director of Fifth Quadrant, Kristi has worked with some of the largest businesses and government organisations in Asia Pacific on innovation strategy and transformation.

Kristi is a published author and has served on several boards including the North Queensland Cowboys Community Foundation, The Stella Prize, the Australian Women Donors Network, SharingStories and the NSW Government’s Family and Community Services Advisory Board for Social Investment. In 2015, she was named one of Australia’s 100 Women of Influence by the Australian Financial Review. 

 

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Planned Giving

Introducing a new approach to planned giving

Dave Smith will present this session via livestream from Atlanta, USA 

In an Australian premiere, world-leading planned giving expert, Dave Smith, President and CEO of Heaton Smith, will address a new, proven global approach to planned giving. 

This is an area of enormous potential for fundraisers and many nonprofits are missing out on potentially significant revenue, especially with the tremendous intergenerational transfer of wealth from baby boomers to millennials now underway.  

Using a values-based planned giving methodology has resulted in planned gift sizes far higher than the average in the US. More than 50% of gifts resulting from the values-based method have an average gift of US$515,000, compared to an average of just under US$80,000 for planned gifts generated from the ‘usual activities’. 

A research-based questionnaire is used, which focuses on the donor – their current and future needs, their family wealth transfer goals, and their philanthropic goals drive all discussions and recommendations. 

Discover how values-based planned giving helps donors close the gap between their desire and capacity to give to both heirs and to charity. 

 

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Presenter: DAVE SMITH, Founder, President and CEO, Heaton Smith Group

The Heaton Smith Group is a gift planning consultancy based in Atlanta, Georgia, USA. With nearly 25 years of experience in the nonprofit sector, Dave has served clients from a wide range of missions, including healthcare, academic medicine, higher education, arts and culture, religion, and the independent school sectors – and one Texas-based presidential library and think tank. Dave’s work includes donors with modest estates as well as high-net-worth individuals, and those with private foundations and family offices. 

Dave has led his firm to become the leader in blended and documented estate gifts in the legacy and charitable estate planning space for an average gift of $US515,000. He serves on the boards of the Giving Institute and the Giving USA Foundation. Dave also serves on the Association for Healthcare Philanthropy Affiliate Advisory Council. 

Heaton Smith consultants have led advancement and gift planning programs at some of the leading nonprofit organisation in the US, which include Carnegie Mellon University, University of California Berkeley, Harvard Endowment, Lucile Packard Foundation for Children’s Health, Mayo Clinic, and Memorial Sloan-Kettering Comprehensive Cancer Center, and the firm is working with Catalyst Management to bring this highly effective service to the Australian sector. 

 

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Fundraising Strategy | Donor Retention | Innovation

Unique pilot project develops new approach to maximising donor lifetime value

The global marketplace for donations is fiercely competitive. Trends show giving is declining in many key markets. The cost of acquiring and retaining donors is increasing. Managers require far deeper insights, and rapidly, into the overall costs and return of fundraising campaigns. They need to know what will drive the success or failure of specific campaigns. 

How do we achieve this? Instead of looking back, we need to look ahead. We need to embrace predictive modelling.  

Join us to learn about a unique pilot project with the Australian Red Cross in partnership with a leading academic from Melbourne Business School and Catalyst Management. 

Discover how they applied the concept of lifetime value to the donor environment, allowing them to calibrate the returns on campaign costs.   

Building on techniques and insights developed over 20 years with many charities including Royal Blind Society (now Vision Australia), Multiple Sclerosis Limited and the Heart Foundation, the team has now developed a unique donor lifetime value (DLV) analytics tool to help you quickly understand the campaign factors that drive success to maximise return on investment and income.  

The next exciting phase, to be executed over 2021-22, will leverage individual donor characteristics to predict donor lifetime value. This will move us beyond predictive analytics – ‘what will happen’ – to prescriptive – ‘how can we make it happen’. Not only can charities predict how donors will react to campaigns, but they will be able to identify what to do to optimise activity and achieve the highest return on investment.

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Co-presenter: BELINDA DIMOVSKI, Executive Director Engagement and Support, Australian Red Cross

Belinda joined Australian Red Cross after 10 years at Weight Watchers where she led the Customer Experience, Operations, Customer Service, PMO and Logistics functions for the Australia/NZ business.  

At Red Cross, Belinda is responsible for all fundraising and partnership activity, marketing and communications. A Telstra Business Women’s Award Finalist in 2020, Belinda is a leader in digital, face to face, call centre and global solutions across four industries; telecommunications, pharmaceutical, health and wellness and not-for-profit. 

Co-presenter: UJWAL KAYANDE, Associate Dean (Business Analytics) and Professor of Marketing, Melbourne Business School

Ujwal is also the Founding Director of the Centre for Business Analytics, the country’s leading research and education centre for business analytics. Ujwal teaches marketing strategy and analytics on the MBA, Master of Business Analytics and Executive Education programs. He is Co-director of the ‘Delivering Value through Digital’ Executive Education Program jointly delivered by the University of Oxford and Melbourne Business School. 

He has received numerous accolades for teaching excellence and his research has been awarded by the American Marketing Association (Lehmann Award), European Marketing Academy (IJRM Best Paper) and the Australia-NZ Marketing Academy (Distinguished Researcher). A frequent media commentator in The AustralianAustralian Financial ReviewDaily Telegraph, and other publications, Ujwal consults globally on marketing strategy and analytics. 

Co-presenter: LAWRENCE JACKSON, Managing Director, Catalyst Management, fundraising and philanthropy practitioner and commentator

Lawrence  is a fundraising and philanthropy practitioner and commentator who established the consultancy, Catalyst Management, in 2006. Since then Lawrence has undertaken more than 90 bespoke projects and assignments for a wide spectrum of organisations ranging in size and age and area of focus.

 

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Leadership and Teams

Playing to your strengths: How to build a healthier, more effective fundraising team 

Most of us are aware that a strong, functional team operating in a supportive environment is imperative to fundraising success, and your organisation’s social impact. We know that burnout and churn was a problem in the sector even before COVID-19 hit. 

So how do we build a healthier, more effective fundraising team? In early 2019, The Wilderness Society chose an evidence-based approach to achieving this goal – they embarked on a project to increase awareness of individual and team strengths.  

Built from over a decade of theoretical and empirical research in positive psychology and undertaken taken by over 300,000 people globally, a strengths profile assessment helps you understand what drives you and what drains you. Importantly, it reveals your unrealised strengths and how to build them into your role. 

And when you start playing to your strengths, it leads to higher levels of confidence and energy, lower levels of stress and anxiety, and greater resilience.  

Join us to find out how Ally Murray (Director of Fundraising and Membership, The Wilderness Society) and Georgina King (Raucous Caucus) embedded a strengths-based approach into the day-to-day of fundraising at TWS.  

Learn about the impact this approach had on the team, on the organisation’s culture and how it helped them weather the pandemic. 

 

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Co-presenter: ALLY MURRAY, Director – Fundraising & Membership, Wilderness Society

Ally’s top strength/super power is Time Optimiser. Ally has held senior roles at Taronga Conservation Society, WWF-Australia and Sydney Children’s Hospital Foundation. She is currently studying for an MBA in Social Impact at UNSW and sits on the board of Maggie’s Rescue. 

Co-presenter: GEORGINA KING, Founder, Raucous Caucus

Georgina is a strengths-based coach and trainer. She founded Raucous Caucus in 2018 to support fundraisers and those who work in the For Purpose sector. Her top strength is Resilience which helped her navigate the uncertainty over the past year. Georgina was previously a senior consultant with More Strategic and held senior fundraising positions at McGrath Foundation, National Heart Foundation Australia, Taronga Conservation Society and Cancer Council NSW. Georgina is a Fellow of Fundraising Institute Australia. 

 

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Innovation

Using AI to combat COVID-19: A case study with Royal Flying Doctor Service Victoria

COVID-19 had a big impact on fundraising at Royal Flying Doctor Service Victoria (RFDS VIC). Donations from appeals were down and attrition was increasing. This, combined with a lack of face-to-face acquisition significantly impacted regular giving. Over the past year, RFDS VIC has been using artificial intelligence (AI) to combat these problems. 

In this presentation, Lauren (RFDS VIC) and Tim (Dataro) team up to talk about how AI can be used to better understand your donors and to run better performing fundraising campaigns. Tim will help you understand that AI isn’t scary, and Lauren will present results using AI to increase the number of gifts in an appeal and the number of donors converting to regular giving. 

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Co-presenter: LAUREN JENKINS, Individual Giving Specialist, RFDS (Vic)

Lauren has over 6 years fundraising experience and is passionate about acquiring quality donors and developing engaging donor journeys. In her first role at Royal Flying Doctor Service Victoria her key focus was to grow and retain its newly developed regular giving program – Support Crew. In its first two years, the program has brought in over $5million in income and has maintained its high retention rate. Lauren recently became RFDS Victoria’s Individual Giving Specialist which oversees the direct mail & appeals, regular giving and digital fundraising programs.

 

Co-presenter: CHRIS PAVER, COO, Dataro

Chris is the head of operations and co-founder at Dataro. In this role he has helped dozens of charities in Australia, New Zealand and the United Kingdom to take their first steps into the world of AI and machine learning, driving better fundraising outcomes across appeals, regular giving programs and more. Previously a technology lawyer, Chris is passionate about helping nonprofits maximise their impact through technology.

 

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Digital Fundraising

How to create best practice online donation experiences – affordably

Can you create an online donation experience that is frictionless, maximises the number of people who give, and raises more money – without rebuilding an entire website? 

Using examples from a number of small, medium and large charities, Dan will show you what best practice online donation experiences consist of, and how to create them. 

You’ll walk away with numerous practical tactics and insights you can start using immediately, as well as examples of the affordable technology and solutions that are enabling charities to create great online experiences and raise more money online.

 

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Presenter: DAN GEAVES, Director and Creative Strategy Director, Marlin Communications

Dan has more than two decades experience in developing creative, marketing and advertising campaigns for clients in the corporate and charity sector. 

He has worked at Bluefrog (London)— a leading creative agency for UK charities, Pareto Fundraising (Sydney), and been Director of Fundraising and Communications for digital-based charity ReachOut.com.  

In 2012 Dan joined Marlin Communications as a Director and Creative Strategy Director. Marlin works with some of Australia’s leading charities such as Prostate Cancer Foundation of Australia, Barnardos Australia, and Caritas Australia to create successful fundraising campaigns across advertising, direct marketing and digital channels. 

 

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Fundraising Strategy

How Foodbank exponentially increased fundraising revenue – sustainably

In this session you will learn how Foodbank NSW/ACT grew fundraising revenue over five years from $300,000 a year to over $6 million through the development and implementation of their strategic fundraising plan.  

This presentation will predominantly explore Foodbank’s methodologies in mass fundraising such as direct mail, digital and regular giving, and touch on their plans for relationship-based programs as they aim to build a long–term integrated approach to developing a sustainable fundraising program. 

 

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Co-presenter: BETH CAMPBELL-BRUCE, Head of Fundraising & Marketing, Foodbank NSW & ACT

Prior to joining Foodbank in 2015 she was an account manager at Dunham+Company, a global marketing and fundraising firm, helping nonprofit clients execute marketing, communications, and fundraising strategies. 

 

 

Co-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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Fundraising Strategy

The tale of two charities: how two very different causes lifted their game

Fundraising is not about money, it’s about meeting the needs that make communities better. Fundraising is not about the ask, it’s about giving the opportunity to make a difference.

From different backgrounds and tackling very different causes, Rachel Bailey from The Nature Conservancy and Kylie Pussell from Miracle Babies Foundation, are making innovative changes that have created positive results and impact for both their supporters and staff.

As a global environmental nonprofit organisation, The Nature Conservancy wanted to deliver a better experience for their donors, unifying their donation pages, campaigns, regular giving and supporter management on one platform to create seamless supporter journeys. Rachel will talk about the strategy, key stages, and first year results of new onboarding and retention journeys.

Each year Miracle Babies Foundation supports 48,000 newborns requiring specialised care and their families. In the search for a better donor experience, Miracle Babies Foundation decided to unify their website, supporter management, campaigns, regular giving and e-commerce under the one platform. Kylie will share how the switch increased productivity and improved supporter engagement.

Join Rachel and Kylie to discover how The Nature Conservancy harnessed the power of automation to increase retention and how Miracle Babies updated their clunky old systems to deliver a superlative new experience for donors, supporters, and staff.

 

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Co-presenter: RACHEL BAILEY, Director of Marketing and Membership, The Nature Conservancy

Rachel has over 20 years’ experience in fundraising and marketing. She specialises in digital communications, fundraising activity and CRM, and she leads the marketing and membership teams at The Nature Conservancy where she has worked since 2013.

 

Co-presenter: KYLIE PUSSELL, CEO, Miracle Babies Foundation

Driven by personal experience, Kylie Pussell co-founded Miracle Babies Foundation in 2005. Kylie played an integral role in developing and establishing Australia’s first comprehensive family support program for families of premature and sick newborns that today provides access for over 50,000 familie.

Kylie is a Founding and Chair Member of GLANCE – global alliance for the care of newborn infants and sits on the World Prematurity Day Parent Advisory Board and the World Prematurity Day Global Planning Group.”

Co-presenter: GEMMA SCHEMBRI, Community Facilitator, Clarety Community

With a history in sales, customer service and digital marketing both in and out of the not-for-profit sector. Gemma recently joined the Clarety Community team as the community facilitator.”

 

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