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 key internal stakeholders in order to build a philanthropic culture across our institution. Competency Cluster: Industry/Sector Expertise, Relationship Building, 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. Competency Cluster: All

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 programme 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. Competency Cluster: 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. If only it was that simple. The establishment of ‘structured giving vehicles’ is on the rise in Australia and ‘impact philanthropy’ is growing across the Asia Pacific. This session will explore fundraising from charitable trusts and foundations and dealing with third party advisors, together with a conversation about impact philanthropy/impact investing. Competency Cluster: All

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. Competency Cluster: Industry/Sector Expertise, Strategic Thinking

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 to demonstrate our appreciation of their philanthropy or volunteering. But what you do after receiving a gift is as 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. Competency Cluster: Industry/Sector Expertise, Relationship Building, Integrity and Professionalism

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. Competency Cluster: Industry/Sector Expertise, Relationship Building, Business and Financial Acumen

As with any profession, there are challenges regarding physical and mental health that anyone can face – regardless of the size of your institution or your role. Advancement is no different from any other – this profession can be an incredibly stressful career choice. In this session we’ll cover a range of topics, including the signs of fundraiser stress and burnout, and strategies you can use to build your resilience while continuing your career. We’ll also discuss our role in recognising when colleagues are struggling, and brainstorm ways to create a development workplace culture that prioritises mental health and wellbeing. I’ll also ask you to share (if you wish) your personal strategies for reducing stress and promoting work-life balance. Competency Cluster: Industry/Sector Expertise, Relationship Building, Emotional Intelligence