We spend a lot of time thinking about how we take our prospects and donors on a meaningful journey through the development cycle. However, we often neglect those closest to home–individuals who are not only integral to a successful ask, but those who could help us from prospect identification to cultivation right through to solicitation and stewardship, and beyond. In this plenary, we will identify new ways of thinking and working effectively as a team within our own department and across the institution, with our deans and other academics, the enterprise and research office, our institutes and centres, in order to build a philanthropic culture across our institution. Competencies: Relationship Building, Industry/Sector Expertise, Emotional Intelligence

This session will help to raise understanding and awareness of the CASE Career Journey Framework and professional competencies, how they work in practice and how the CASE model is reflected in the APIEF programme. Faculty will lead and facilitate lively round table discussions on desired behaviours and attitudes, drawing on ‘real life’ examples from a variety of settings, that will help demonstrate ‘know how’ in key competency areas. Competencies: Strategic Thinking, Emotional Intelligence, Industry/Sector Expertise, Relationship Building, Global and Cultural Competence, Business and Financial Acumen, Leadership, Integrity and Professionalism

A unique opportunity to hear from an institutional leader and their experience of building a collaborative and integrated institutional community that can greatly enhance fundraising readiness and advancement success. This conversation will focus on the importance of clear roles, responsibilities and expectations in the partnership between senior leadership and their advancement teams. What are the critical success factors to implement and attributes required to make your partnership a winning one? Competencies: Strategic Thinking, Emotional Intelligence, Industry/Sector Expertise, Relationship Building, Global and Cultural Competence, Business and Financial Acumen, Leadership, Integrity and Professionalism

A Major Gift should be as transformational for the benefactor as it is for the beneficiary.  In this session, gain an understanding of how Major Gifts differ from other types of fundraising, the value they provide and some basics in developing Major Gift strategies. Where do you start? How do you draw on support from within your organisation, including other giving programmes or engagement activities to build your pipeline of qualified prospects? How do you follow-up with individuals who self-identify, and engage those whom we identify through an active outreach programmes that ensures we are getting face-to-face with our prospects? How do we find out what will inspire them to give?  Once we determine interest, what next? Major Gift fundraising is about strategy and process, but most importantly, it is about relationship-building and the art inspiring potential supporters about the work we do and the difference they can make. Underpinning this there are some clear techniques and disciplines that allow you to effectively manage a portfolio of satisfied donors. We'll discuss both the science and the art that positions us for success in raising major gifts.    Competencies: Industry/Sector Expertise, Global and Cultural Competence, Relationship Building

Charitable trusts and foundations are set up just to give money away - surely a fundraiser's dream come true - however it's not that simple. This session will explore charitable trusts and foundations and the practical steps to secure their support.  Competencies: Industry / Sector Expertise, Relationship Building

Stewardship is one of the most important areas of the advancement profession. When you receive a gift, whether financial or in time, the best fundraisers know that the job's only half done. All of us know that stewardship is about thanking donors, and stakeholders generally, to demonstrate our appreciation of their philanthropy or volunteering. But what you do after receiving a gift is as important, if not more important, than what you do planning to secure it in the first place. This session will demonstrate the value of good stewardship, not as a transactional 'function', but rather a gracious and uplifting way of saying 'Thank you', and help you think about creative and authentic ways to build rewarding relationships with your supporters. Competencies: Industry/Sector Expertise, Relationship Building, Integrity and Professionalism

Working in a small development office can be deeply rewarding, particularly when establishing a new fundraising programme or witnessing the transformative impact of the gifts you have worked on. But oh, the challenges! This session is for the busy development professional who is already exercising their considerable ingenuity and wearing multiple hats, and yet still feels they need to do more. We'll cover strategies to help small offices make an oversized impact, and workshop some of the challenges that you may be faced with in your small shop. Competencies: Industry/Sector Expertise

Effective cultivation of prospects/donors requires a whole range of skills to re-connect and engage supporters with your institution. It should be done in an elegant and unforced way which is relevant to the individual (even bespoke) - and, for the best results, often over a lengthy period of time. Prospects who are new to, or who have lost touch with, your institution need careful cultivation involving many types of activity (face-to-face meetings, digital and print communications, and events/reunions). Who is responsible in your organisation for this area? What steps do you take to gain trust? How much should you ask for, and how long should you cultivate before you make the ask? Donor Cultivation is both an art and a science - and must be carefully planned. Systems and processes are important to track prospect movement but nothing beats a strong personal relationship. Competencies: Industry / Sector Expertise, Relationship Building