7:30 a.m. – 8:00 a.m.

Welcome and Faculty Introduction

8:00 a.m. – 8:05 a.m.

WEFIE time (virtual group photo)

8:05 a.m. – 8:35 a.m.

Tutorial 1

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

8:35 a.m. – 9:35 a.m.

Plenary 1: The Buzz about Annual and Regular Giving

Jimmy Buck and Deborah Carr



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’.

9:35 a.m. – 9:45 a.m.

Stretch/Screen Break

9:45 a.m. – 10:45 a.m.

Plenary 2: Major Gifts

Jon Paparsenos and Marcus Ward

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.

10:45 a.m. – 11:00 a.m.

Wrap-up and Virtual Toast for Successful APIFF Kick-off!

Bring a drink and toast to celebrate a successful institute kick-off.

7:30 a.m. – 7:35 a.m.

Welcome

Recap of Week 1

7:35 a.m. – 8:35 a.m.

Plenary 3: Campaigns

Lorna Somers and Marcus Ward

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. – 9:20 a.m.

Electives (Live) - Choose one of the following

Effective Donor Cultivation    

Jimmy Buck    

Effective cultivation of donors and prospective donors is about building long-lasting, meaningful relationships between individuals and the organisations we serve. These relationships must be carefully nurtured and require a whole range of skills to re-connect and engage supporters with your institution. Prospects who are new to, or who have lost touch with your institution, need careful cultivation involving many types of activity that are meaningful to them. 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 a courtship that marries the art and science of fundraising. Systems and processes are important to track prospect movement but nothing beats a strong, honest relationship.

Making the Case for Support

Jon Paparsenos

Having a clear, concise and compelling story as to why your organisation needs philanthropic support is fundamental to any fundraising activity. But who decides what's in it? Whose job is it to write it? Is it really that important? This session explores the journey towards creating a powerful, engaging and authentic Case for Support.

Organisational Fundraising: Trusts, Foundations, and Corporations

Deborah Carr

Charitable trusts and foundations are set up just to give money away - surely a fundraiser's dream come true - whereas corporations are designed to make as much money as possible for their shareholders - surely a fundraiser's nightmare - it's not that simple. This session will explore the differences and similarities between fundraising from companies, charitable trusts and foundations and the practical steps to secure their support – if you can be bothered!

9:20 a.m. – 9:30 a.m.

Stretch/Screen Break

9:30 a.m. – 10:30 a.m.

Plenary 4: Ethics and Managing Reputational Risk

Nick Blinco

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. Only very recently we have seen a high-profile national review of fundraising practices in the UK, 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!

10:30 a.m. – 11:00 a.m.

Tutorial 2 and Wrap-up

• Reflect on sessions
• Reflect on self-directed elective learning
  
  (on demand electives)
• Faculty to wrap up the day with their groups

7:30 a.m.  – 7:35 a.m.

Welcome

Recap of Week 2

7:35 a.m. – 8:35 a.m.

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

Jimmy Buck, Deborah Carr and Lorna Somers

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!

8:35 a.m. – 8:45 a.m.

Stretch/Screen Break

8:45 a.m. – 9:30 a.m.

Electives (Live) - Choose one of the following

Negotiating the Gift (Advanced)

Marcus Ward

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.

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

Sue Cunningham and Lorna Somers

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.

9:30 a.m. – 10:30 a.m.

Plenary 6: Faculty Roundtable on the Future of Fundraising

Reflections on the Current Landscape and Planning for the Future

APIEF Faculty

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!

10:30 a.m. – 11:00 a.m.

Tutorial 3 and Wrap-up

• Reflect on sessions
• Reflect on self-directed elective learning
  
  (on demand electives)
• Faculty to wrap up the day with their groups

7:30 a.m.  – 7:35 a.m.

Welcome

Recap of Week 3

7:35 a.m. – 8:35 a.m.

Plenary 7: From Our Donors' Perspectives

Speakers: Lesley Gillespie OAM, Roger Gillespie OAM, Suzanne Labarge

Moderator: Sue Cunningham

Hear directly from three remarkable philanthropists about their motivation and commitment to supporting higher education. 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. – 9:20 a.m.

Tutorial 4

• Reflect on sessions
• Reflect on self-directed elective learning
  
  (on demand electives)

9:20 a.m. – 9:30 a.m.

Stretch/Screen Break

9:30 a.m. – 10:00 a.m.

Reflections, Takeaways and Celebration