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. Competency Cluster: Integrity and Professionalism, Relationship Building, Emotional Intelligence, Global and Cultural Competence, Strategic Thinking

A healthy annual and regular giving programme serves as a veritable hive of activity, inviting donors to begin, continue and expand their philanthropic relationships with your organisation. This plenary will look at the basics of annual giving and help you to build a strong base of loyal donors who will return year after year to grow the culture of giving at your institution. This plenary demonstrates how a carefully structured annual and regular giving programme can contribute to long-term fundraising success for major gifts, capital campaigns, legacies and beyond. Competency Cluster: Industry/Sector Expertise, Emotional Intelligence

Like most people, you might probably find yourself spending one-third of your life, if not more, working! To not only excel but also enjoy your role, it takes strategy and rigour as well as knowledge and experience. This will be a light-hearted session where we invite our faculty to reflect on their career journeys in advancement – tapping on their experiences to explore how we can succeed, but more important make the most of our career in advancement. Competency Cluster: Integrity and Professionalism

This plenary explores how institutions can focus their energies and efforts in planning and delivering ambitious multi-year, comprehensive-yet-concentrated, fundraising efforts known as campaigns. Using examples and case studies, this session not only sheds light on what a campaign is, but also how to get campaign ready. A campaign can be a key enabler in building the culture of institutional philanthropy which you and your leadership are seeking. This session will outline how a campaign integrates all aspects of engagement, leadership and governance, strategic communication and development programmes to advance the mission of the organisation. We will also look at case studies of larger international campaigns – their successes and challenges – and understand how fundraising works. Competency Cluster: Industry/Sector Expertise, Global and Cultural Competence, Relationship Building, Strategic Thinking

Curtain up! Spotlights on! Regardless of which role you are in, active asking is an essential skill that you will need as a development professional. This workshop will help equip you for success. We will use small group role plays and scenarios so that you rehearse and practice in a safe space, establishing rapport and engaging the interest of potential donors, elegantly engaging with them so that you can comfortably, and respectfully, ask for their gift and continuing support. Competency Cluster: Global and Cultural Competence, Relationship Building, Emotional Intelligence, Strategic Thinking, Integrity and Professionalism

Ethics are paramount in fundraising. They provide a moral compass, guiding professionals to act with integrity and respect for donors. A good understanding of ethical principles can help Development professionals build trust and credibility, fostering stronger relationships with donors. This authenticity not only attracts new supporters but also encourages existing ones to continue their generosity. Adhering to ethical standards also safeguards the institution’s reputation, ensuring that its fundraising efforts are aligned with public values and expectations. This session will help us reflect on the significance of purpose and authenticity in fundraising, and how ethics shapes the fundraising profession. We will also examine various scenarios where taking an ethical stance is necessary to uphold institutional purpose and authenticity. Competency Cluster: Integrity and Professionalism , Industry/Sector Expertise, Emotional Intelligence

Join us for an insightful conversation with Jason Smith, CEO of Geelong Gallery. Learn about the Gallery's history, mission, and purpose. We will get to learn more about the Gallery’s fundraising strategy and efforts, and how it has contributed toward its mission, purpose and operations. Competency Cluster: Industry/Sector Expertise, Strategic Thinking, Leadership