2nd March 2015 Holiday Inn, Bloomsbury, London MAJOR DONOR FUNDRAISING CONFERENCE Secure your biggest major donor gift yet!
Confirmed speakers Melissa Davis Senior Manager, Philanthropy Partnerships: Major Donors, UNICEF Michael Parker Former Trustee, Foundling Museum Natalie Assad Major Gifts Fundraiser, Friends of the Earth Brenda Allanson Major Gifts and Legacies Manager, Friends of the Earth Antony Berry Major Giving Manager, Royal Botanic Gardens, Kew Rachel Harrington Associate Director, Strategic Solutions, Coutts Institute Michelle Stein Private Giving, WaterAid Russell Delew Director of Major Giving & Appeals, Cancer Research UK Sophie Wilson Senior Fundraising Manager, Catalyst Club, Cancer Research UK John Mc Loughlin Honorary Research Fellow at Centre for Philanthropy at University of Kent Teresa Forgione Head of Major Gifts, Parkinson s UK
SECURE YOUR BIGGEST MAJOR DONOR GIFT YET! First impressions are key! This conference will enable you to look across the sector at what your peers are doing to secure major gifts and in many cases form strong lasting relationships with their major donors. Ensure you are using all your networks to reach out to prospective donors and look at the opportunities you may have to create giving clubs and volunteer boards. With a range of case studies from charities with successful major donor programmes, best practice guides and numerous opportunities to network with your peers in the sector, you will come away fully equipped to refresh and revitalise major gift fundraising in your own organisation. Speakers include: Cancer Research UK Friends of the Earth WaterAid Centre for Philanthropy, University of Kent
Morning & AfternooN 09.00 Registration and refreshments 09.30 Opening remarks from the Chair Melissa Davis, Senior Manager, Philanthropy Partnerships: Major Donors, UNICEF Major Donor Fundraising Monday 2nd March 09.50 It s not what you say it s the way that you say it Prince Harry has just revealed that one of his secrets is his fear of public speaking in the #FeelNoShame campaign for World Aids Day. This session will be packed full of top tips and tricks for pitches, persuading, performing, presenting or proposing it will reveal how to sell our very best selves when it matters most giving you the confidence to convincingly pitch to your major donors. Michael Parker, Former Trustee, Foundling Museum 10.30 Encouraging your donors to bring their friends to the party: how to increase your donor pool This session will look at ways of introducing new major donors to your charity by creating a varied events programme and encouraging existing donors to bring new donors into the fold. We will use case studies to explore how this strategy works (or doesn t!) in practice. Natalie Assad, Major Gifts Fundraiser, Friends of the Earth Brenda Allanson, Major Gifts and Legacies Manager, Friends of the Earth 11.10 Coffee and networking 11.30 What is your major donor ecosystem? Do you want to create longstanding, flourishing relationships with your supporters? This session will look at one of the most successful business models in the world and how we can apply it to major donor fundraising. Antony Berry, Major Giving Manager, Royal Botanic Gardens, Kew 12.10 Where do your future major donors come from? Understanding and nurturing your pipeline Every organisation is different, so where your future major donors come from is unique to your charity. Hear from Teresa Forgione, Head of Philanthropy about how Parkinson s UK uses traditional methods to screen for new prospects but also casts the net wider than usual to find their future major donors. Refining how to qualify those relationships and then keep them moving whilst focusing on a growing active portfolio has been yielding great dividends, with a tripling of traditional major donor income over 4 years. Touching on internal influence and data, this is a broad overview with a chance to discuss the pros and cons of this approach for your organisation. Teresa Forgione, Head of Major Gifts, Parkinson s UK 12.50 Lunch and networking 13.50 Communicating with your donors effectively This session will be packed with top tips on how to communicate with your donors. Hear how you can listen to your donors and really understand how they would like to be involved with your charity. Ensure that you are exciting donors about your charity to build lasting relationships. Rachel Harrington, Associate Director, Strategic Solutions, Coutts Institute
14.30 Internal influence Using WaterAid as a case study this session will look at how they have built a successful Major Donor programme. It will look at how they had developed a small base of existing major donors and a good pool of prospects but had little internal support from trustees and senior directors, factors crucial to the success of any major donor programme. Over the past 18 months they have been focusing on gaining the support of trustees and senior directors, and have made enormous progress. Including: 1. Building relationships with trustees 2. Educating directors and trustees about major donor fundraising 3. Focusing as much on the relationships with internal staff as with our external supporters 4. Internal team profile raising Michelle Stein, Private Giving, WaterAid 15.10 Coffee and networking 15.30 Creating a giving club: the critical success factors Successful giving clubs can be transformational for major donor programmes: upgrading mid-value givers, building a pledged income pipeline, opening up the networks of existing donors and bringing your supporters closer to your cause. This session will detail how Cancer Research UK has established the Catalyst Club, raising 10m towards personalised medicine, and what we have learned along the way. The Catalyst Club was recognised as the Best Use of Major Donor Fundraising at the Institute of Fundraising Awards. Russell Delew, Director of Major Giving & Appeals, Cancer Research UK Sophie Wilson, Senior Fundraising Manager, Catalyst Club, Cancer Research UK 16.10 Challenging the major donor paradigm What happens in the interaction between fundraisers and donors - the different accounts of fundraisers, donors and academics, how accurate they are, with practical suggestions for fundraisers and donors and theoretical, research suggestions for academics. This session will look at: The contested and political nature of philanthropy - and the practical implications for donors, fundraisers and advisers. The history of professionalised philanthropy and fundraising. In progress: What UK university fundraising leaders say about their experiences (1980 to the present, based on c. 50 individual in-depth interviews). John McLoughlin, Honorary Research Fellow at Centre for Philanthropy at University of Kent 17.00 Closing remarks from the Chair Melissa Davis, Senior Manager, Philanthropy Partnerships: Major Donors, UNICEF
I was able to confidently prep my CEO for a major donor meeting. This led to us securing the largest donation in our history. Sarah Williamson Head of Fundraising, Marketing & Communications Thames Valley & Chiltern Air Ambulance Trust
SECURE YOUR NEXT MAJOR DONOR GIFT Prices IoF Individual Member 195.00 Non-Member 250.00 Commercial 300.00 or JOIN IoF when you book your conference place and benefit from both discounted membership and conference attendance at member rate: GROUP tickets available for IoF Organisational members Send three delegates for just 500.00 If you work in the NFP sector, why not join IoF when you book? You will benefit from the member s rate for the conference AND 12 months Associate membership! How to book Through the website: www.institute-of-fundraising.org.uk/mdf Or call the IoF Events Team on: 0207 840 1040 Email: events@institute-of-fundraising.org.uk Connect with us: @ioftweets #iofmajordonor
Learn how to ensure that you form strong lasting relationships with your major donors Hear case studies from charities with successful major donor programmes Develop and refresh major gift fundraising in your own organisation www.institute-of-fundraising.org.uk/mdf @ioftweets Institute of Fundraising 020 7840 1040 events@institute-of-fundraising.org.uk www.institute-of-fundraising.org.uk