As we approach the end of our time together at the Institute, this session will allow you to get even more practice with donor qualification, cultivation and solicitation using real world scenarios. Be ready to put what you have learned into action during this interactive workshop. We will use this time together to practice key types of donor conversations using prepared scenarios that will help you leave the Institute feeling more confident about your future donor visits. Competencies: Relationship Building, Emotional Intelligence

We all know how important it is to effectively manage our portfolio of donors and prospective donors, to keep them engaged and cultivate good relationships, but how do you ensure that you are focusing your efforts in a strategic way while making sure that no potential donor is left ignored? In this session, we will look at ways in which prospects can (and should) be evaluated, tracked and managed, and how you monitor the process and demonstrate success. Competencies: Industry/Sector Expertise, Relationship Building

What are transformational gifts? How can your organisation successfully foster a culture and readiness to accept transformational gifts? Using examples in a range of settings this session will explore what transformational gifts could mean for you and your team. We’ll look at how your organisation might define, identify and develop HNW donors and partner with them to realise shared ambitions and transformational impact. We’ll also highlight key issues and operational tensions that may need to be navigated and discuss how you can develop your own professional competencies to play your role to the full. Competencies: Industry/Sector Expertise, Relationship Building

Tutorial Group: Flinders - Marcus Ward Limeburners - Lorna Somers Bellarine - Fritz Schroeder Ceres - Jimmy Buck Moorabool 1 - Sue Cunningham Moorabool 2 - Liz Hawkins Moorabool 5 - Deb Carr

What does the wider Advancement team do? How does philanthropic fundraising fit into the wider advancement ecosystem? Faculty members from a range of institutions will look at the fundamentals for each discipline and how Alumni Relations, Marcomms and Development Services professionals work successfully together and support you and your work. We will cover all of these topics and more in a fast-paced and interactive session to bring this Institute to a close! Competencies: Strategic Thinking, Emotional Intelligence, Industry/Sector Expertise, Relationship Building, Global and Cultural Competence, Business and Financial Acumen, Leadership, Integrity and Professionalism