7:30 a.m. – 7:45 a.m.

Welcome and Introduction

7:45 a.m. – 8:10 a.m.

Tutorial 1

• Getting to know your group
• Setting the scene for the coming weeks

8:10 a.m. – 9:10 a.m.

Plenary 1: The Buzz about Annual and Regular Giving

Jimmy Buck, Chief Advancement Officer, Deakin University

Deborah Carr, Head of Philanthropy, Walter and Eliza Hall Institute of Medical Research



The Annual & Regular Giving Programme can be a hive of activity for your organisation – attracting new donors, cross-pollinating with other departments and helping your fundraising efforts blossom. This plenary will look at the fundamentals of annual giving to help you build a strong, diverse base of loyal donors who will buzz back year after year, growing the culture of giving at your institution. Deborah Carr and Jimmy Buck will also explore new and emerging trends of annual and regular giving in higher education, medical philanthropy and the arts. This plenary demonstrates how a thoughtful, integrated annual and regular giving programme can contribute to long-term fundraising success for major gifts, capital campaigns, legacies and ‘bee-yond’.

9:10 a.m. – 9:25 a.m.

Stretch/Screen Break

9:25 a.m. – 10:10 a.m.

Elective 1 (Live) - Choose one of the following

Putting your Best Foot Forward: Keys to Career Success (& possibly World Domination)

Jimmy Buck, Chief Advancement Officer, Deakin University

Lorna Somers, AVP, Development, McMaster University

If you're like most, you'll find yourself spending one-third of your life, if not more, working! To not only excel at your job but to truly enjoy it takes strategy and rigour as well as knowledge and experience. We'll talk about how to think about your career and what to undertake and reflect upon along the way to ensure you enjoy and make the most of every step on your career journey.

Working with Volunteers

Jennifer Karlson, Pro-Vice-Chancellor (Advancement), The University of Queensland

Volunteers have the ability to bring us to tears – sometimes joy, sometimes pain. Overall, volunteers have the capacity to extend your institution's efforts beyond recognition but to realise the full potential of your volunteers requires care, proper consideration and effective communication. What are the fundamental practices you need to follow to work optimally with volunteers? What are reasonable expectations for staff and volunteers to ensure that you have a positive, mutually beneficial relationship? Will it all be worth the effort anyway?  How do you set boundaries? There are no ironclad answers, but this session will look at guiding principles for productive and respectful internal and external volunteer relationships that can advance your organisation.

 

10:10 a.m. – 10:20 a.m.

Stretch/Screen Break

10:20 a.m. – 11:20 a.m.

Plenary 2: Major Gifts

Jon Paparsenos, Vice President, University Advancement, Seton Hall University

Marcus Ward, Chief Philanthropy Officer, Monash University

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's next? Major Gift fundraising is about strategy and process, but most importantly, it is about relationship-building and the art of 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.

11:20 a.m. – 11:30 a.m.

Speed Networking and Wrap-up

7:30 a.m. – 7:35 a.m.

Welcome and Week 1 Recap

7:35 a.m. – 8:35 a.m.

Plenary 3: Campaigns

Lorna Somers, AVP, Development, McMaster University

Marcus Ward, Chief Philanthropy Officer, Monash University

The 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 actually is but also how to get campaign ready. A campaign can be a key enabler in building the culture of institutional philanthropy you and your leadership are seeking. Lorna and Marcus 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 take time to study lessons from some of the larger, completed international campaigns and what their success (and challenges) lead us to predict about fundraising campaigns as a global enterprise. 

8:35 a.m. – 8:45 a.m.

Stretch/Screen Break

8:45 a.m. – 9:45 a.m.

Plenary 4: Ethics and Managing Reputational Risk

Jennifer Karlson, Pro-Vice-Chancellor (Advancement), The University of Queensland

Jon Paparsenos, Vice President, University Advancement, Seton Hall University

Surely in most situations it is clear what course of action is right or wrong, black or white. Or is it? How do we ultimately reconcile differing imperatives based on ethics? What happens when ethics and cultural norms in one part of the world differs from another?



Scrutiny of fundraising practices and donor behaviour has never been more public or more intense. Previously, we have seen a high-profile national review of fundraising practices in the United Kingdom, outrage on Twitter about a mega-gift from a hedge fund manager to Harvard, and articles in publications such as Forbes Asia questioning transparency and governance. This session tackles how we can learn from these debates and use ethics to guide our thinking, analysis and behaviour. In this interactive session, we will focus on agreed ethical practices for fundraisers (CASE, AFP), review a sample charter of donor rights and participate in a pop quiz!

 

9:45 a.m. – 9:55 a.m.

Project Briefing

9:55 a.m. – 10:20 a.m.

Tutorial 2

• Reflect on Week 1 sessions and/or Week 2 plenaries, self-directed learning sessions/readings
• General discussion, Q and A

10:20 a.m. – 10:40 a.m.

Stretch/Screen Break

10:40 a.m. – 11:30 a.m.

Plenary: Dynamic and Evolving Careers in Advancement

Byron Barnes, CFRE, Chief Advancement Officer, The University of Notre Dame Australia 

Roxy Kavanagh, Head of Fundraising, The Song Room 

Natasha Tan, Manager, Alumni Giving, Singapore Management University 



Moderated by: Jimmy Buck, Chief Advancement Officer, Deakin University

Are you new to the exciting world of Advancement? Unsure about what kind of opportunities might await you? Curious about how you’ll actually utilise the lessons learnt from the Institute? Well, you should join this conversation!



In this session, we’ll hear from a panel (and moderator) who are all CASE APIEF alumni, reflecting on the impact the Institute had on their careers and talking about how you can make the most of this experience and the networks you’ve developed. 





11:30 a.m. – 11:45 a.m.

Speed Networking and Wrap-up

7:30 a.m.  – 7:35 a.m.

Welcome and Week 2 Recap

7:35 a.m. – 8:50 a.m.

Plenary 5: A Touch of Theatre: The Play's the Thing: Actively Asking

Jimmy Buck, Chief Advancement Officer, Deakin University

Deborah Carr, Head of Philanthropy, Walter and Eliza Hall Institute of Medical Research

Lorna Somers, AVP, Development, McMaster University

Curtain up! Spotlights on! Actively asking is an essential skill for all development professionals, no matter what your specific role. This workshop will help equip you for success. We will use 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. Bravo!

8:50 a.m. – 9:05 a.m.

Stretch/Screen Break

9:05 a.m. – 10:05 a.m.

Plenary 6: Faculty Roundtable on the Future of Fundraising

APIEF Faculty



Moderated by: Jon Paparsenos, Vice President, University Advancement, Seton Hall University

This session is a chance for us all to think about the present and the future. What can we expect and how do we plan amidst such uncertainty. It is also a chance for you to consider how to apply what you have learned from the Institute in your roles, and what actionable steps you can make immediately in your work. This session provides an opportunity for you to ask the Faculty the questions – please come prepared!

10:05 a.m. – 10:35 a.m.

Tutorial 3 

• Reflect on Week 2 sessions and/or Week 3 plenaries, self-directed learning sessions/readings
• General discussion, Q and A

10:35 a.m. – 10:50 a.m.

Stretch/Screen Break

 

10:50 a.m. – 11:35 a.m.

Elective 2 (Live) - Choose one of the following

Legacy/Bequest Fundraising

Helen Astbury, Senior Manager, Philanthropy and Supporter Experience, Cancer Council Queensland

Legacy/Bequest fundraising has the potential to raise significant funds for your organisation by channelling the support of incredibly generous people who leave a gift in their Will. Legacies are not only a vital source of future funds for your institution, but are also a highly effective and efficient way to give for the donor.  And they may greatly assist your institution during times of crisis, like a global pandemic! Indeed, far from being an awkward subject, discussing how someone could use their assets beneficially after their death is often an easier conversation than asking for an immediate cash gift.

This plenary explains how to promote this form of giving to your supporters through different mediums - like print, by direct mail and face-to-face - and how you can reciprocate and steward donors whose money will only reach you after their deaths. Guidance will be given about how to develop a successful bequest programme - and how to conduct yourself when dealing with supporters, their families and solicitors both before and after the realisation of the gift.

 

Negotiating the Gift (Advanced)

Marcus Ward, Chief Philanthropy Officer, Monash University

How do you ensure you solicit a philanthropic investment with the greatest chance of success? Even then, met with an enthusiastic "yes!" from your donor, is often just the beginning of a complex and sensitive negotiation to close and celebrate a gift to your institution. Using case studies, this session will focus on the critical information, negotiation skills, key partners and due diligence necessary to come to an agreement we can all be proud of and live with. It will also focus on the importance of having institutional gift acceptance policies in place, ideally before you need them. Importantly, this session will also help you determine when it might be necessary to say no, and how to approach that potentially tricky conversation.

11:35 a.m. – 11:45 a.m.

General Discussion and Wrap-up

7:30 a.m.  – 7:35 a.m.

Welcome and Week 3 Recap

7:35 a.m. – 8:35 a.m.

Plenary 7: From Our Donors' Perspectives

Natasha Bowness BEc, CA, GAICD, Chair, Wilbow Group

John Dyson, Board Member, Walter and Eliza Hall Institute of Medical Research

Lesley Gillespie OAM, Chair, World Mosquito Program Philanthropy Advisory Council, Monash University

Roger Gillespie OAM, Chair, Monash Philanthropy Campaign Council, Monash University



Moderated by: Marcus Ward, Chief Philanthropy Officer, Monash University

Hear directly from four remarkable philanthropists about their motivation and commitment to making positive change. This conversation will explore their experiences as institutional volunteers and as donors. Learn about their philosophies for philanthropy, and hear insights into how they engage as leaders and volunteers with those causes, they champion and what contributes to their decision to be involved. The discussion will also explore what our panelists expect from the organisations and people they support and how these relationships have evolved over time.

8:35 a.m. – 8:50 a.m.

Stretch/Screen Break

8:50 a.m. – 9:50 a.m.

Tutorial 4

• General discussion, Q and A

9:50 a.m. – 11:05 a.m.

Project Presentation: Your Elevator Pitch

11:05 a.m. – 11:30 a.m.

Project Feedback Session and Wrap-Up