1-3 JULY 2013 HILTON LONDON METROPOLE www.nationalconvention.org.uk
1 Excellent fundraising for a better world
Choose your own tailormade agenda from over 120 sessions, organised into 8 tracks, reflecting the following areas: COMMUNITY, EVENTS AND VOLUNTEERS CORPORATE FUNDRAISING DIGITAL FUNDRAISING National Convention is, without question, the biggest
INDIVIDUAL GIVING
and best event for fundraisers in Europe. Join over 2,500
MAJOR DONOR FUNDRAISING
fundraisers of all experience levels and backgrounds to take advantage of the many learning and networking opportunities on offer throughout the three action-packed days. From the inspirational opening plenaries on each day, through to the eclectic mix of social events on offer each night, there is no better opportunity to meet with your peers in one place and start the journey to becoming the best
PERSONAL EFFECTIVENESS THE BIGGER PICTURE TRUSTS AND STATUTORY FUNDRAISING
fundraiser you can be! Our promise to you is that the things you learn at IoF National Convention will have a significant impact on your day to day fundraising role and influence your future success.
Still not convinced? Here’s what you said last year:
WHY JOIN NATIONAL CONVENTION 2013?
“It’s the first time I’ve attended and
“When there is too much to do in
best organised and well run event
fundraising should attend. It was a
I’ve attended.”
great opportunity to hear and share
the office it can be tempting to think that you can’t afford the time to attend the convention. Having attended for the first time I’ll ask myself if I can afford NOT to attend in future as the convention offers seriously useful learning.”
inspirational event that
opportunity and experience. The
all people in the world of
ideas with leading people in the sector.” “An essential part of every fundraising professional’s calendar,
for 11 years, this was my first
fundraising.”
opportunity to attend National Convention and I really look forward
“The content was extremely helpful, would highly encourage anyone
absolutely great! Great people,
involved in fundraising to consider
great speakers, great event! Will
attending.” “I found Convention inspiring and motivating. Being new to the sector,
found the content extremely useful
it enabled me to see the vast
and very though provoking - I’ve
range of thinking and innovation
come away with lots of new ideas
happening and the commitment and
and knowledge.”
professionalism of all involved.”
2 Excellent fundraising for a better world
to coming again next year! I learned so much, gained new innovative ideas and generally just really enjoyed the whole 3 days. Thank you.” “National Convention is a once a year
come back again.” “I oversee all types of fundraising so
“Although I have worked in fundraising
irrespective of age or experience in
very relevant and well delivered. I “I must say, this event was
“What a brilliant
found it to be such a great learning
opportunity for fundraisers to meet and network with a large number of their peers. It also gives the opportunity to take yourself away from the bubble of your organisation and be inspired to do great fundraising.”
THE PROGRAMME NATIONAL CONVENTION 2013 IS SPREAD OVER THREE ACTION-PACKED DAYS
MONDAY 1ST JULY
TUESDAY 2ND JULY
WEDNESDAY 3RD JULY
9:30
Opening Plenary
9:30
Opening Plenary
9:30
10:30
First session* of the day
10:30
First session* of the day
Opening Plenary, details below
12:00
Second session* of the day
12:00
Second session* of the day
10:30
First session* of the day
12:00
13:30
Lunch
13:30
Lunch
Second session* of the day
15:00
Third session* of the day
15:00
Third session* of the day
13:30
Lunch
15:00
16:30
Last session* of the day
16:30
Last session* of the day
Third session* of the day
16:30
Last session* of the day
17:30
End of IoF National Convention 2013
18:00 IoF National Awards onwards ceremony and dinner, by invitation only
17:30 Drinks reception, social onwards activities and the Convention Party
*Choose from up to 10 concurrent sessions – see pages 4-12 for details
2013’S OPENING PLENARIES WEDNESDAY 3RD JULY Campbell Robb CEO, Shelter
MONDAY 1ST JULY
Campbell Robb started as chief executive of Shelter in 2010.
In conjunction with the
Before that he was the first Director General of the Office
Institute’s 30th year,
of the Third Sector in the Cabinet. Working closely with
this session will celebrate
ministers and at the highest levels across Whitehall, the unit
the past 30 years of
worked to change the nature of the relationship between the
fundraising
third sector and the public sector. Campbell also led the Government’s most wide-ranging ever
TUESDAY 2ND JULY to be announced
consultation with the third sector and the subsequent creation of ten year government strategy for the sector. This resulted in the launch by the Prime Minister of the Third Sector Review which made the largest ever single commitment of resources from government to the third sector.
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COMMUNITY, EVENTS AND VOLUNTEERS MONDAY 1ST JULY
TUESDAY 2ND JULY
WEDNESDAY 3RD JULY
10.30 Providing an exceptional events experience
10.30 Community Fundraising: time for Cinderella to go to the ball?
10.30 Developing your five year strategy
This interactive session will explore how to take your events from good to exceptional. Whether you’re organising a special event or gala, cultivation or stewardship event; come along to pick up some practical and creative tips. Areas covered include how to uplift events income and improve ROI, how to create an integrated events strategy to enhance your wider fundraising strategy, how to get the best from your events committee and how to effectively use your events as an entry point to your organisation.
Community fundraising has in the past often been the Cinderella of fundraising teams. But this overlooks the massive potential from community supporters. This session will show how community supporters are actually amongst the most committed of all donors and how, with effective relationship building and cross selling, they can be grown into some of your most cost effective and highest value individual supporters. It will demonstrate how community teams can be the critical hub of any successful fundraising team, providing great prospects for all income streams.
In this session we will highlight how a five year strategy was written for CRUK’s volunteer fundraising department. We will look at:
Level: Beginner/Experienced/Senior
Simon O’Leary Head of Volunteer Fundraising, CRUK
Level: Beginner/Experienced/Senior Sonya Timms Director, Magic Bus UK
12.00 Integrating national campaigns to increase public engagement, grow supporters and add value - how community giving can unlock the door for your broader organisation Save the Children has first-hand experience of growing national campaigns to increase public engagement. The development and delivery of these campaigns has been across the organisation to ensure that not only significantly more funds are raised, but also that there is a greater share of the public voice and increased awareness to ultimately make the greatest difference to children. This session will explore the approach taken to bring together varying divisions to establish a common strategic approach to participation and how this engagement has been measured and the impact it has had across the whole organisation. Level: Experienced Gemma Sherrington Community Giving Director, Save the Children Terence Lovell Head of National Community Participation, Save the Children Lizzie Lleshi Deputy Head of National Community Participation, Save the Children
15.00 Corporate in the
community - building a regional corporate partnerships team A case study of how Alzheimer’s Society has created a regional corporate team. • What we have learned so far and how we got here • Opportunities and challenges • Integrating national and regional teams • Successes and thoughts for the future Level: Beginner/Experienced/Senior Beckie Smith Regional Corporate Partnerships, Alzheimer’s Society Alix Wooding National Corporate Partnerships Manager, Alzheimer’s Society
16.30 Mobilising your grass roots support This session builds on the topical themes of storytelling and making a compelling case for support to drive fundraising income. We use two examples to show how the volunteer fundraising team has developed fundraising asks that are targeted, relate to the areas of the charity’s work our supporters are particularly interested in and make an emotional connection with our supporters. Level: Beginner/Experienced/Senior Katie Mitchell Senior Manager - Volunteer Fundraising and Operations, Muscular Dystrophy Campaign Gary Kernahan Head of Volunteer Fundraising, Muscular Dystrophy Campaign Laura Watts Volunteer Fundraising Manager, Muscular Dystrophy Campaign
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Catherine Miles Fundraising Director, Anthony Nolan Jane Cromwell Head of Community Fundraising, Anthony Nolan
12.00 Lessons from across the pond: what’s making community and event fundraising fly high in the US? A down economy has meant that community and event fundraising has shifted dramatically in the past few years in the US. It has been a time of experimentation as charities look for new ways to engage and delight donors. Some experiments were a big flop while others were a big success. Three trends have emerged that are here to stay: • Peer-to-peer fundraising: including, DIY virtual fundraising campaigns and crowdfunding platforms • Engaging companies to underwrite employeedriven fundraising campaigns for charities and rethinking CSR • Increased sophistication in post-event strategy: converting event participants into recurring organisational donors. Level: Beginner/Experienced/Senior Shanon Doolittle Freelance Event Fundraiser
15.00 The power of volunteers the alchemy of conversion into successful awareness and fundraising As a small member-led charity (35 staff), we have worked with thousands of volunteers, individually and through our 71 local groups across the UK, to achieve fundraising and awareness-raising targets. Increased numbers of donations, higher participation in events, great media coverage and the development of ‘hybrid’ schemes where staff work with a specified group in support of a project such as being the Lord Mayor’s Charity of the Year in 2012/13 for Leeds lead us to think we’re doing something right! But what? How did we manage to harness the immense power of volunteers to ride out the recession? Level: Beginner/Experienced/Senior Suzi Clark Director of Marketing and Fundraising, Crohn’s and Colitis UK Heather Baumohl Director of Member Involvement and Volunteering, Crohn’s and Colitis UK
16.30 Legacies and community
fundraising
Legacy fundraising rides on the back of everything else the charity does. Nowhere is this more true than in community fundraising. The commitment and loyalty engendered in supporters by our community fundraisers provides fertile ground for legacy marketing...but we have to do it properly. Get it wrong and we risk spoiling a fruitful relationship; get it right and both will benefit enormously. This interactive session will draw on experience in large and small charities to explore what has worked and what hasn’t. You will go away with loads of ideas as well as a few warnings about pitfalls to avoid. Level: Experienced/Senior Eifron Hopper Head of Legacies, RNIB
• How to make a start on creating a five year strategy • Key ways of taking a long term view • Breaking activity into in-year tactical activity Level: Senior Loretta Bresciani Senior Volunteer Fundraising Manager, CRUK
12.00 Hidden motivations and income streams: understanding the true value of your event fundraising Your supporters often have very personal reasons to raise money for your charity and can become powerful advocates for your cause. In this session JustGiving will share insight on something they’re calling the fundraising ‘network effect’ - the idea that fundraisers inspire others to take on charity challenges and help you recruit supporters. Maggie’s Cancer Caring Centres will share how they’ve taken their event registration process online. This session will also explore a key motivation for many charity supporters - fundraising in memory of a loved one. Level: Beginner/Experienced/Senior Gemma Randall Head of Charity Partnerships, JustGiving Jo Dyson Head of Events, Maggie’s Caring Cancer Centres Katie Simmons Senior Fundraising Manager, Great Ormond Street Hospital Children’s Charity
15.00 Meet the volunteers Volunteer Board Fundraising is an area of expansion, more charities are seeking to set up a board with no prior experience of managing them. This session will offer them a chance to understand the market. It will be a facilitated Q&A with board level volunteers, giving you the opportunity to understand what motivates senior volunteers and what they expect of a charity they support. Level: Beginner/Experienced/Senior Jennifer Coleman Head of Philanthropy, London Children’s Museum
16.30 The Big Gay 10k: fundraising with a twist The path to creating a successful new fundraising event. In 2012, PACE and London Friend launched the Big Gay 10k, taking a regular concept and giving it a twist, creating an event that was profitable in year one, generating significant coverage and recruiting new supporters. This session covers the experience of starting a new venture, lessons learned and tips on developing successful events that stand out from the crowd. Level: Beginner/Experienced/Senior Francis Burrows Head of Fundraising, PACE
CORPORATE FUNDRAISING MONDAY 1ST JULY 10.30 The Brave and The Bold: how challenging your organisation’s perceived way of thinking pays off The world of corporate partnerships is exciting, innovative, and constantly evolving. It also offers challenges which apply equally to the charity and commercial sectors, incorporating the need to balance the key goals of your organisation with a forward-thinking and commercial approach. This session will explore CRUK’s new partnership with Nivea Sun, and will demonstrate how it is possible to successfully challenge your organisation’s perceived way of thinking without compromising on your core values - from both a charity and a corporate partner’s perspective. Level: Beginner/Experienced Emily McCall Business Development Manager, CRUK Graham Taylor Marketing Manager, Nivea Sun
12.00 Handle the objections and win the deal Months of hard work on your pitch or account can be messed up if you fail to handle a key objection. Handling objections isn’t magic and you don’t have to graft for 20 years; it’s merely a skill that can be quickly improved once you know a strategy. This session will help you: • Apply the psychology of influence so that fewer objections arise • Know the most common mistake - then never make it again • Increase confidence Level: Beginner/Experienced Rob Woods Director, Woods Training Ltd
15.00 Payroll Giving - can it really work for corporate fundraising? Through a combination of case studies and Q&A, this session will help to answer some of the key questions that corporate fundraisers have about Payroll Giving, including: Should I be developing a specific payroll strategy or is this best left to my individual giving colleagues? Can it deliver significant ROI for my team? Is it most successful when part of a Charity of the Year/other type of corporate partnership? How can I make the most of Payroll Giving to develop advocates within companies to help us win staff votes/bigger partnerships? Level: Beginner/Experienced/Senior Stephen Noble Head of Corporate Relationships, Barnardo’s Nikki Palmer Corporate Responsibility, Home Retail Group Mervi Slade Payroll Giving Manager, Save the Children Penny Tapping Campaigns Director, Hands on Helping
16.30 How are businesses creating sustainable value in an ever changing and challenging landscape? In this session, Paul Turner will share an overview of what sustainable value means for companies - in particular, describing Lloyds Banking Group’s recent journey. He’ll divulge how they have focused on creating sustainable value in times of significant change, whilst managing a host of challenges and opportunities that need to be prioritised and maximised. He’ll then answer questions submitted from the audience, opening the topic up for discussion. This session will offer you valuable insights ‘behind the scenes’ on the latest CSR thinking. Level: Beginner/Experienced/Senior Paul Turner Group Community & Sustainable Business Director, Lloyds TSB
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TUESDAY 2ND JULY 10.30 One team – or two? CRUK and Alzheimer’s Society have both recently adapted the structure of their corporate fundraising teams in order to meet the needs of both the companies they work with and the charities they work for. In this interactive discussion, key speakers from these leading charities join forces to give a unique insight into what they have learnt. Using real-life examples, they will share: • The challenges and benefits of having a regionallybased specialist corporate fundraising team • The advantages and disadvantages of integrating new business with account management • The differences in culture between community and corporate fundraising Level: Experienced/Senior Mandy Johnson Business Development Manager, Cancer Research UK Beckie Smith Regional Corporate Partnerships Manager, Alzheimer’s Society
12.00 Developing services with key corporate partners to meet the needs of beneficiaries An insight into how to build partnerships with the commercial sector to help you deliver your services. Participants will learn about partnerships at Macmillan that help meet the needs of people affected by cancer through delivering innovative services in collaboration with corporate partners. We will share how we have engaged with the core business of our partners, working together to find solutions on issues ranging from fuel poverty to the provision of cancer information on the high street. Level: Experienced Rowena Howell Macmillan/Boots Services Manager, Macmillan Cancer Support Carla Morini Account Development Manager, Macmillan Cancer Support
15.00 Top tips for launching new
national corporate partnerships
Macmillan has launched a number of successful new partnerships over the last year. The success of the launch has rested on an understanding of the needs of the partners and a plan to create engagement at all levels of the business. From pubs to retailers to travel operators we have tailored our launches to meet the needs of our partners and we’ve picked up lots of top tips along the way which we would be happy to share.
WEDNESDAY 3RD JULY 10.30 Is sponsorship the answer? As corporate partners continue to move away from one year partnerships based on staff fundraising, it is imperative that charities start to diversify their income. At this session you will hear from Alzheimer’s Society how to set up sponsorship as a long term, sustainable revenue stream from scratch, and hear from their partners about what everyone has learned along the way. We will give delegates the tools they need to integrate sponsorship into their charity’s fundraising mix! Level: Beginner/Experienced Rachel Martinelli Senior New Partnership Executive, Alzheimer’s Society Siobhan Drane Community and Partnerships Executive, Bupa Care Homes
12.00 Make your message stick Great fundraisers are great storytellers. So how do you ensure you always capture the imagination of your audience with your storytelling and evoke an emotion to inspire action? This practical session will provide you with some basic principles to help you get your messages across. Lucy and Charlie will help you find ways to tell stories that touch people’s hearts and minds and make your message stick. This session is for fundraisers from all levels and all disciplines wanting to better communicate with donors, volunteers and colleagues in order to raise more money. Level: Beginner/Experienced/Senior Lucy Gower Director, LucyInnovation Charlie Hulme Creative Director, Pell and Bales
15.00 Measuring the social and business impact of corporate partnerships TBC Level: Senior David Schofield Aviva George Eracleous Senior Account Manager, Save the Children Terina Keene CEO, Railway Children Jacquie Irvine Founder, Good Values
Level: Experienced/Senior Emily Shelford Account Management Leader, Macmillan Cancer Support
16.30 Digital fundraising and corporate partners
Nicola Keith Account Development Manager, Macmillan Cancer Support
Level: Beginner/Experienced/Senior
Erika Razzaque Account Development Manager, Macmillan Cancer Support
16.30 Making fundraising macho Whilst many of us have experience of raising money from predominantly female or mixed workforces, it’s less common to be fundraising in a largely male environment. Yet, for some causes, this is a natural area of focus. In this session, Prostate Cancer UK will be sharing our approach to targeting male audiences - setting and achieving steep fundraising targets for a male workforce, adapting our strategies and communications including the use of campaigns such as Movember. Our partners Royal Mail will share their learnings from the first year of the partnership voted for by over 36,000 of their employees. Participants will be able to take away many top tips for fundraising successfully from male audiences, whatever your cause. Level: Beginner/Experienced/Senior Katy Chason Corporate Partnerships Manager, Prostate Cancer UK Lily Heinemann Head of Corporate Responsibility and Community Investment, Royal Mail
TBC TBC
DIGITAL FUNDRAISING MONDAY 1ST JULY 10.30 The magic of online video This session will focus on how organisations of all sizes can make the best use of online video for engaging supporters. Whether reaching new targets or engaging existing donors, online video allows fundraisers to tell their organisation’s most compelling stories through the power of sight, sound and motion. Attendees will gain valuable insights into how the most effective cause fundraisers craft video narratives and how this media most effectively integrates into larger fundraising campaigns. Takeaways include the fundamentals of great video storytelling, 3 rules for crafting videos that drive action and the latest tactics for distributing video online. Level: Experienced Michael Hoffman CEO, See3 Communications
12.00 Mobile and digital at
UNICEF UK
UNICEF UK has been on a journey to integrate digital into everything we do. This session will give an overview of the journey, the core principles that have made it possible so far and showcase key initiatives and campaigns along the way. Topics covered will include mobile, innovation, social media, and lots of digital fundraising. You’ll hear what’s worked and what we’ve learnt, including a few insights from UNICEF offices around the world. The session will include some interactive elements so you can explore the ideas with other attendees. Level: Beginner/Experienced/Senior Laila Takeh Head of Digital Engagement, UNICEF UK
15.00 Email the future is dynamic Gone are the days when mass market communications work. People now expect offers based on their behaviour and they expect it all the time. Email marketing is the perfect tool for making this a reality. With behavioural segmentation we can determine what people are showing an interest in; and with dynamic content we can quickly make communications personal with specific messages and for each recipient. This session will cover why behavioural marketing is the future, how to set it up and make it a success, and real examples from the corporate world. Level: Experienced/Senior Deniz Hassan Digital Marketing Manager, Merlin Tania Ahmed Digital Marketing Coordinator, Merlin
16.30 Technology trends within the charity sector This session will review creative use of new and existing forms of technology to support fundraising, considering what tech usage is gaining momentum, what’s well established, and what (may be) on the wane. The panel will highlight the possibilities out there for using tech to reach and engage current and potential supporters, deal with them effectively (without losing the personal touch) and to reduce the administration burden to allow fundraisers to focus on raising funds! Level: Beginner/Experienced/Senior David Eder Chair, IoF Technology Special Interest Group Iain Pritchard Partner, Adapta Consulting Paul Relf Supporter Services Manager, The Prince’s Trust Jennifer Wills Head of Data (Fundraising & Supporter Development), King’s College London
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TUESDAY 2ND JULY
WEDNESDAY 3RD JULY
10.30 Using Twitter to unlock social good
10.30 Donor recruitment without spending a penny!
Twitter has shown explosive growth this year, with the number of reported users more than doubling from 12 million to 26 million. And, according to JustGiving data, donors from Twitter are the most generous over any other social network with an average donation of £30.26. Despite this, donation volumes remain relatively low compared to the likes of Facebook. In this session, speakers from JustGiving and Twitter share insight and recent innovations that can help charities unlock its true potential.
In 2010, Advantage Africa was facing a challenging future. Income was dropping and programme costs were rising. Come and learn how Advantage Africa launched ‘The Plate Campaign’ their first ever multimedia donor recruitment campaign without spending a penny. We will reveal the results of the campaign, take you through how we blagged free creative from leading agencies; Karmarama, TW CAT and Angel. We will share the challenges we faced, how we won the IoF’s Dragons Den last year and what we have learnt along the way.
Level: Beginner/Experienced/Senior
Level: Beginner/Experienced/Senior
Jonathan Waddingham Product Manager, JustGiving
Laura Sullivan Trustee, Advantage Africa
Jane Cromwell Head of Community Fundraising, Anthony Nolan
Andrew Betts Director, Advantage Africa
12.00 TBC 15.00 How to generate thousands of new donors through digital marketing Against the challenges of the more conventional channels, generating donors online has become the holy grail for many charities. In this session, using a case study from Breakthrough Breast Cancer, we’ll show how, by offering value-added, free content that is relevant and useful to an online audience, you can not only generate new donors but do it with a low-risk, high success strategy. Level: Experienced Katia de Gregorio Head of Donor Marketing, Breakthrough Breast Cancer
Darren Juleff Managing Director, Angel Charity Services
12.00 Crowdfunding: is the potential real or just hype? There’s an increasing amount of noise around this thing called ‘crowdfunding’ with new platforms promising significant returns. But what’s the reality and how have other fundraisers made it work - or not? If you’re undecided about whether crowdfunding is right for your cause or if you’re thinking about giving it a go but don’t know where to start, avoid making the same mistakes as the pioneers on this crowdfunding panel of experts. Learn from their successes and failures and ask them the questions you’ll only get answered knowledgeably from practitioners who’ve already done it. Level: Beginner/Experienced/Senior
Will Davies Group Planning Director, Media Lab Group
Lucy Buck CEO, Child’s i Foundation
Ben Ennis Director, Media Lab Group
Ryan Bromley Digital Consultant, Good Innovation
16.30 Is social media blurring the
distinctions between fundraising and communications within charities?
The ability to communicate through social media is cutting through the barriers that can exist between fundraising and communications functions within charities. It is now more apparent than ever that people will engage with organisations how they want to not according to internal structural considerations. This session will look at some of the issues faced by organisations developing digital strategies and how social media can be used to support integrated communications and fundraising campaigns. Level: Beginner/Experienced/Senior Lucy Caldicott Director of Fundraising, CLIC Sargent Lesley Pinder Friends in Need Appeal Manager, Depression Alliance
Reuben Steains Fundraising Innovations Manager, Amnesty International UK
15.00 Men and moustaches what is driving the success of Movember and does it signal the end of the marathon? Over 360,000 people signed up for the last Movember campaign to raise funds for men’s health. The session explores how this fundraiser works, what we can learn about engaging men and explore whether it represents any shift in the way men want to support charities in the future. Level: Beginner/Experienced/Senior Mark Bishop Director of Fundraising, Prostate Cancer UK
16.30 The rise & rise of technology Technology is having an increasing influence on how charities now execute their individual giving campaigns, and how a supporter chooses to engage with a charity. ‘Multi-channel’ and ‘integration’ are no longer just buzzwords, and online and offline channels are becoming properly blurred. This session will showcase two charities that have used technology to redefine traditional fundraising DM and supporter care communications, into more dynamic, more engaging experiences. Level: Experienced/Senior Lindsay Travis Solutions Architect, Brightsource
INDIVIDUAL GIVING TUESDAY 2ND JULY
MONDAY 1ST JULY 10.30 Simple tricks for writing great copy your agency won’t tell you What do professional copywriters know that you don’t? This session will teach you simple techniques and tricks to help you write and judge, great copy. Learn about the role of emotion, tangibility and jeopardy. Learn about the simple word choices that can make a big difference. Learn how to structure so that people keep reading. Learn how to inspire, sell and close. Learn how to tell good copy from bad. Level: Beginner/Experienced Reuben Turner Creative Director, The Good Agency
10.30 Why do people leave
legacies and how does this affect your strategy? Understanding motivations for giving a legacy will define your legacy communications strategy. This session will give you examples of great practice to ensure you develop great legacy communications in your own organisation. Level: Beginner Richard Radcliffe Director, Radcliffe Consulting
12.00 Legacies on trial: What does the future hold? Legacy income is more volatile now than ever in recent history. Numbers are varying, values are down. Lifestyles of elderly people are becoming deeply affected by care costs and financial demands by families. And with donors becoming increasingly bombarded by requests for money, are charitable legacies being torn up as the pressure on donors implodes into their Will? At the same time investment in legacies is all over the place with some trustees and fundraising directors taking short term views to the detriment of long term financial security. Can the future be forecast? How can barriers to investing in legacies be overcome? And where does the potential lie? This debate, with key influencers in the sector will debate the future. Level: Experienced Mark Astarita Director of Fundraising, British Red Cross Iain McAndrew Richard Radcliffe Lead Consultant, Radcliffe Consulting Claire Routley Head of Legacy Giving, Bible Society
12.00 The future is mobile; how charities are using mobile to recruit, retain and engage supporters Mobile is changing how charities interact with the public and their supporters. No longer an innovation, mobile should be a central part of your direct marketing programme. This session will bring you up to date on how people are using their mobile phones to donate and interact with charities. You will hear about Breakthrough Breast Cancer’s successful Touch Look Check mobile campaign as well as finding out how Save the Children are using mobile to reach new audiences, steward donors and maximise regular giving opportunities. Level: Beginner/Experienced/Senior Alex Bono Digital Fundraising Manager, Save the Children Katia de Gregorio Head of Donor Marketing, Breakthrough Breast Cancer Tim Longfoot Managing Director, Open Fundraising
15.00 Acquisition is a challenge across the sector but are we really maximising the value of our existing databases? A good donor retention and development strategy should be the cornerstone of any individual giving programme. At the moment with income often hard to come by and acquisition challenging maximising what contacts you already have within your database should be of paramount importance. This session will introduce ways to start maximising income from all of your existing fundraising databases. Most importantly it will introduce how to start developing and implementing the strategy and the results you can generate if you get it right. Level: Experienced/Senior Steven Greenberg Head of Individual Giving, RNIB
15.00 Legacies for those that
don’t yet have large budgets
For those that don’t yet have large budgets or dedicated legacy officers where do you start? How much would it cost to get started? How long would it take? Let me spare you some of the pain by sharing with you how the Game & Wildlife Conservation Trust grew its 2009 known legator base, from 43 to 271. This case study includes the full detail including actual response rates and perhaps most interesting how we modelled future legacy income. Whether you are planning new or extending your existing activity, this session is for you.
10.30 What makes a great ask? And how can I have one too please? Fundraising is all about the ask. A good ask grabs the donor, shows them the impact they can have and inspires them to want to donate. A good ask isn’t about you, it’s about the donor - it’s not an ask for you, it’s an offer for them. Using examples of great asks and great fundraising products, we’ll look at what makes a great fundraising ask for one-off appeals, regular giving and higher value donors. And we’ll look at the key steps in creating a great ask for your cause. Level: Beginner/Experienced/Senior Vanessa Longley Director of Fundraising and Marketing, Havens Hospices Roger Lawson Consultant, Roger Lawson Consulting
10.30 Changing giving behaviour Since 2010, the government’s behavioural insights team have been working to apply the lessons of behavioural science to smarter policymaking across the spectrum of government activity, including the government’s commitment to expanding charitable giving. In a series of trials conducted with employers, large corporate partners, charities and Remember A Charity, they have begun to test new tools to raise money for charity - with some notable successes. This session will demonstrate how to apply these findings to change the giving behavior of your supporters. Level: Senior
Level: Beginner/Experienced/Senior
Rob Cope Director, Remember A Charity
Andrew Gilruth Director of Membership and Marketing, Game and Wildlife Trust
Michael Sanders Behavioural Insight Team, Cabinet Office
16.30 Keeping your increasingly diverse regular givers - a tale of year one success
12.00 Exceptional appeals
Engaging a wider demographic whilst minimising year one regular giver attrition are ever-present challenges facing today’s individual giving fundraisers. Multi-channel recruitment needs a multi-channel new donor programme and donors deserve to be looked after properly to ensure their donations continue. By exploring strategies for maximising income and hearing how World Vision has introduced a ground-breaking new donor contact strategy, you will leave this session with ideas and solutions to reduce regular giving attrition and maximise your income.
What supporters mostly get through appeal programmes is a series of routine appeals whose urgency is determined by the mailing schedule, on topics determined by what hasn’t been covered previously, what the organisation thinks it needs to talk about, and by whatever half-decent case-study content on the shelf. Exceptional appeals apply the key principle of capital appeals: exceptional-ism. An exceptional need needing exceptional funding, exceptional fundraising effort, and exceptional gifts from exceptional supporters. Importantly, they give donors what they need, rather than what you want to offer. This session will look at how to make them happen, with case studies of recent exceptional appeals, big and small.
Level: Experienced
Level: Experienced
Mark Dibden Senior Marketing Officer, World Vision
Craig Linton Head of Fundraising, Royal London Society for Blind People
Morag Fleming Director, Decaid Consulting Barney Hosey Client Services Director, Brightsouce
16.30 Top ten tips for driving fundraising with your data You need to do more with your fundraising. Make your ROI achieve more. Get better results from your donors. How? Look to your fundraising engine your database. But your database is only as good as your data. So what are you collecting, how are you recording it, how are you using it - and what does it all mean? Find out the top ten tips to ensure you’re using your data to maximise your fundraising, with immediate quick wins to increase the return from your next appeal and improve your donor relationships. Level: Beginner/Experienced Dawn Varley Director of Marketing and Fundraising, League Against Cruel Sports Steve Thomas Managing Director, Purple Vision
Annie Moreton Head of Individual Giving, Save the Children Matthew Sherrington Strategy Director, The Good Agency Jennie York Direct Marketing Team Leader, WaterAid
12.00 10 tips that will transform your legacy fundraising Finding making the case for legacies investment a challenge? Bemused by bosses, boards and colleagues who still don’t see the light & opportunity? Let us help you. We’ll share our top 10 tips on securing support for legacies across your organization and volunteer networks. We’ll help you develop ways to understand your target audiences key behavioural drivers and transform your influencing. In this practical session Iain, Tina and Lucy will provide you with some tools to help you think differently in order to transform your legacy fundraising. Level: Experienced Lucy Gower Associate Director, 100% Open Tina Catling Founder, The Think Team Iain McAndrew
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INDIVIDUAL GIVING WEDNESDAY 3RD JULY 15.00 The best of both worlds building prize-led streams which strengthen and support your programme Widespread success of prize-led campaigns has left many charities grappling with the question of how they should be incorporated into overall supporter journey planning. Although prize-led recruitment often outstrips cause and can help tap into new audiences, concerns about long-term value and cannibalisation abound. This session will deal with these questions as well as offering practical advice for building prize programmes which complement core activity and make use of the latest mobile and online technology. Level: Beginner/Experienced/Senior Emily Gore Managing Partner, Brightsource
15.00 Look good & sound good the good, the bad and the ugly of charity marketing Getting the message and visual of your charity perfected is important so fundraisers know very clearly who they are asking for money from as well as the why and how. The session will cover adding urgency, solution, a need, a benefit, a reason and real life association to the messaging. I will also cover the good the bad and the ugly of charity marketing, a slightly light hearted look at the best and worst of ideas that organisations got right and wrong. It will help fundraisers see what should be avoided as well as look at some excellent fundraising tips. Level: Beginner/Experienced
10.30 Benchmark your Regular Giving: 6 years learning and analysis plus a great case study
15.00 Don’t just ask what your supporters can do for you, ask what you can do for your supporters
The PFRA Donor Attrition and Retention Survey, is now in its sixth year. Rupert and Morag will present key findings from over 100 face-to-Face campaigns involving data from some 30 charities. Analysis provided by Professor Adrian Sargeant will provide insight into the key variables that influence performance. Morag and Rupert will take you through suggestions and take-aways that will help you maximise your regular giving. Steve Greenberg will follow with a case study showing how Action for Blind People (part of RNIB) managed to revive their campaign, doubling donor recruitment and slashing attrition.
Every contact with every supporter can lead to increased supporter value, if you make effective and inspiring supporter care a priority in your organisation. Is your charity delivering proactive supporter care? Find out which UK charities are delivering the most effective customer experience and how you can create a supporter care programme that inspires your supporters and increases their engagement and value.
Level: Experienced/Senior Steven Greenberg Head of Individual Giving, RNIB Rupert Tappin Founder, Decaid Consulting
10.30 Finding the right legacy proposition The core of any successful legacy marketing is a strong legacy proposition. As more charities focus attention and resources on their legacy marketing, it is becoming harder to achieve stand out in the market. This session will explain approaches to developing a strong legacy proposition for your organisation. It will also consider a range of different proposition territories that could hold the right approach for you. We’ll share some examples of motivating, insight-led and differentiating propositions and demonstrate the world-famous legacy proposition generator.
Level: Beginner/Experienced/Senior Gary Hancock Principal, Gary Hancock Customer Management Consulting
15.00 Broadcasting the legacy message - how we promoted supporting the work of the British Red Cross with gifts in wills using above the line advertising In October 2012, in conjunction with a brand awareness campaign, the British Red Cross launched a new legacy initiative to promote awareness and encourage consideration of supporting our work through gifts in wills with TV, radio, press and online advertising. Learn about the strategy behind this innovative campaign, how we developed a proposition to reduce barriers to what is such a crucial form of giving for many large charities and how we endeavoured to reach the widest possible audience for whom this is a viable means of supporting a charity with our legacy message. Level: Experienced/Senior
Craig Mackie Managing Director, SHINE
Level: Experienced/Senior Gill Warnock Senior Planner, The Good Agency
Jonathan Jacques Direct Marketing Manager (Legacies), British Red Cross
16.30 How to measure, improve and increase donor commitment to increase retention
Reuben Turner Creative Director, The Good Agency
Allan Freeman Director, Freestyle Marketing
12.00 Acquisition for individual giving - the Holy Grail! What a nightmare, what a challenge!
16.30 Mid-value donor development
Much has been written about the need to create, maintain and grow donor relationships yet little is being done to build relationships when organisations continue to focus almost exclusively on transactional behaviour. What has been missing is an empirical, proven framework to measure the strength of the donor relationship AND identify the actions your organisation takes that influence donor attitudes. This session will include case studies - including Operation Smile, where a proven relationship model is being deployed to inform a new way to segment donors and deliver to them the experiences that lead to higher retention and long-term value. Level: Experienced/Senior Jann Schultz Associate Vice President, Donor Services, Operation Smile International Josh Whichard Partner, DonorVoice
16.30 Wealth creation According to IBM, the secret of successful selling is simple: ‘Ask people what they want and give it to them’. It’s such an amazingly simple business principle it’s amazing that so few organisations follow it. Here Nick Thomas and Jo Etheridge of Age International demonstrate the incredible value of proposition and creative research. Level: Beginner Nick Thomas Creative Planner, Tangible UK Jo Etheridge Senior Marketing Manager, Age International
New supporters are the lifeblood of charities, particularly if you remember that, with the world and his wife now asking for them, legacies in the future are likely to come only from the supporters on your database. How should you recruit new individual supporters nowadays? In his usual candid style, Stephen reviews techniques old and new, good and bad and, with dozens of examples from around the world, demands that fundraisers be a lot more bold, a lot more experimental and a lot more determined to tell their financial colleagues to think long-term. He’ll describe recruitment campaigns that still make a profit first time out. If you don’t have that sort of campaign, then come prepared to listen and contribute. Level: Beginner/Experienced Stephen Pidgeon Fundraising Teacher and Consultant, Pidgeon Sargent Ltd
12.00 Feel the fear and do it
anyway
Legacy fundraising is both one of the most fruitful and cost-effective forms of fundraising available to non-profits. However, it brings with it a number of unique challenges. When working with donors, fundraisers have to confront difficult issues such as death, money and familial conflict. When working with internal stakeholders, legacy fundraisers have to deal with problems such as difficulty of measurement, forecasting income and short-term versus long-term thinking. In this session, Fiona and Claire will address some of the specific challenges of legacy fundraising and help attendees to create strategies to work through them. Level: Beginner Claire Routley Head of Legacy Giving, Bible Society Fiona Riley Legacy Manager, Scope
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So many fundraising campaigns seem to resort to discounting to recruit new donors. But when we start a relationship with a gift of £3 are we doing our charity a disservice? What is the impact on lifetime value when we suggest that everything is fixable with a handful of change? What would happen if we turned this approach on its head and asked donors to give £5,000 as their initial gift? Using case studies and brand new research, this session will show how direct marketing techniques can be adapted and used to engage some of the most valuable supporters your organisation will ever recruit mid-value donors. Level: Experienced Amanda Santer Head of Direct Marketing, Sense Mark Phillips Managing Director, Bluefrog
16.30 Measuring direct marketing what’s right, what’s wrong? Why should you NEVER measure the ROI of your fundraising? Why should we NEVER answer the question ‘How should I define an ‘active’ donor?’ with a definition based on 12 or 24 months? What’s the best way to measure the effectiveness of donor acquisition? Or donor development? And what is this ‘lifetime value’ thing anyway? In this session (half presentation, half rant) Nick and Roger will discuss what you should be measuring, what you shouldn’t be and identifying the things that you’re currently measuring which you should stop. Level: Beginner/Experienced/Senior Nick Mason Head of Fundraising Strategy, RNIB Roger Lawson Consultant, Roger Lawson Consulting
MAJOR DONORS MONDAY 1ST JULY
TUESDAY 2ND JULY
WEDNESDAY 3RD JULY
10.30 Step-changing performance with a matched funding campaign
10.30 Major gifts for smaller charities - playing to your strengths to achieve
budget
Over £2m was raised for the University of Exeter Business School over fifteen months through the ‘Triple Match Challenge’. Matched funding from a UK Foundation and the UK Government incentivised over 100 donors who gave gifts from £250k to £10 per month. Events and communications worked hand in hand with direct marketing and major donor fundraising and made this the University’s most successful single-focus fundraising campaign ever. Learn how to design ‘challenge’ funding campaigns; incentivise giving for an unpopular project; work in partnership with a major funder and step-change the performance of your team.
Are you a fundraiser in a small to medium sized charity who is scared of major gift fundraising? DON’T BE! Your size is your strength! Come and find out why you are better placed to secure major gifts than some of the big household names in the charity sector. Be inspired by examples of small charities achieving big gifts and leave with a tool-kit to make it happen where you are.
As budgets get squeezed, more and more fundraising professionals are having to conduct research without the resources and training they might previously have expected. Aimed at both the dedicated researcher and the busy fundraiser alike, this interactive session will explore the best free and low-cost resources out there, demonstrate how to build a ten-minute prospect profile, and examine ways to access training and CPD that won’t break the bank
Level: Beginner/Experienced
Level: Beginner/Experienced
Paul Courtney Director, Kairos Fundraising Solutions
Emily Drayson Freelance Prospect Researcher, Drayson Research
Level: Senior Susie Hills Director of Development and Alumni Relations, University of Exeter Catherine Wolfgang Deputy Director of Development and Alumni Relations, University of Exeter
12.00 The changing face of
12.00 How to get more meetings with millionaires Mouth-watering major gift results flow from involving more wealthy people with your organisation. The most under-used tool to get more people to meet you or attend your events is your telephone. This session includes:
philanthropy
• The key to confidence on the phone
Panel discussion – details TBC.
• Tactics for getting put through!
Level: Beginner/Experienced/Senior
• How to calmly handle objections, then repeat your request
Paul Gillespie Co-Founder, Good Values
15.00 Put away the defibrillator! Easy ways to breathe new life into your major giving programme Does your major gift programme need revitalising? Join us as we share experiences from Freedom from Torture, a mid-sized charity with a major gift programme that was in need of tender loving care. We will share creative (and easy!) cultivation and stewardship ideas to inspire you to breathe new life into major gifts at your charity. Regardless of the size of your charity or your level of experience, you will come away with tips that will help you move major gifts forward. Level: Beginner/Experienced Christine Harris Development Manager, Freedom from Torture Jane Hogarth Director, Solid Management and Consultancy
16.30 Is your major donor programme on track? How to manage portfolios and set meaningful KPIs Major gifts programmes are often slow-burners that take a while to see significant financial results. Senior managers can often misunderstand this and set unrealistic targets and objectives. This session will give delegates the tools to successfully manage their major gift programme over the course of the financial year, ensuring it stays on track to hit target and demonstrating progress - financial and beyond. We will focus particularly on setting meaningful KPIs for fundraisers and managers, ensuring portfolios of donors and prospects are demonstrably moved forward. Level: Experienced/Senior Victoria Steward Todd Partner, New Income Generation Dean Anderson Partner, New Income Generation
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10.30 Prospect research on any
• The secret to helping potential donors happily agree to meet you for coffee Level: Beginner/Experienced/Senior Rob Woods Director, Woods Training Ltd
15.00 Communication at the heart of relationship based fundraising Effective communication that inspires support and influences internal leadership sits at the heart of successful relationship-based fundraising. Understanding how to tailor our approach based on what we know about each donor and each context is the key to success. To do this well, we need a framework with which to determine preferred communication styles so that we can tailor our approach to what each person and circumstance requires. Learning from excellence can be a powerful tool in developing our insight and our skills, and so this session combines theory and case studies that will demonstrate how these principles can be implemented for success in the key areas of major donor fundraising. Level: Experienced/Senior Clare Baker Philanthropy Manager, Breakthrough Breast Cancer Becky Slack Freelance Editor, Journalist and Charity Communications Specialist
16.30 Gravitas for fundraisers Gravitas matters more than ever in a tough economic climate. If you can own your ideas and express yourself with gravitas and passion, you will persuade others. This skill, contrary to myth, is not innate. It can be learned, and this session will show you how. You will learn how speak calmly, clearly, credibly, learn how to be yourself under pressure, and why the quality of your listening matters most of all. Level: Experienced Caroline Goyder Coach and Mentor, The Gravitas Method
12.00 Learning from mistakes This session will focus on several areas where common mistakes are made including development boards, capital appeals, making the ask, working with senior managers and trustees. Level: Beginner/Experienced/Senior Matthew Cull Major Donor Manager, RSPCA Jhumar Johnson Director, Kingston Smith
15.00 Storytelling Numerous studies show that people give more money when they’re told a story. But what kinds of stories actually move people to give? And how can we find those stories and tell them with confidence? In this session, you’ll get loads of practical tips for unearthing the stories all around you. We will look at the three core ingredients of all great stories – character, plot, and style – and will consider examples of what does and doesn’t work for different charities. You’ll leave the session with new story ideas and some fresh insights into the narrative skills that enliven all communication, at work and beyond. Level: Beginner/Experienced Elizabeth Loudon Prospero Partners
16.30 Do you know who you
know?
Do you? I mean, do you really? Because in fundraising, connections count. And while you might know who you know, you might not know who your board knows. And who they know. Without going further than one level of connections from people you or your board knows you could be reaching some very interesting prospects. In this session you will learn the value of connections in fundraising, find out how to research them, learn about the patterns in connections and understand the strategic value in those patterns. We’ll use networks and connections to understand approach strategies for major donors too. Level: Experienced Chris Carnie Director, Factary
PERSONAL EFFECTIVENESS MONDAY 1ST JULY
TUESDAY 2ND JULY
WEDNESDAY 3RD JULY
10.30 When words and pictures meet - the two most essential components of fundraising creativity laid bare
10.30 Negotiating and influencing skills for fundraisers
10.30 Social media for professional development
Negotiation and influencing are essential skills critical for fundraising and personal success. Yet in many ways these skills are often treated as ‘assumed life skills’ that will be picked up along the way as people progress in their career. Maybe you don’t have time for that and need to develop them now or at least hone the ones you’ve got. This session will identify the difference between negotiating and influencing and provide a set of tools and techniques to help you win funds and influence people.
Social media usage continues to grow, but it’s not all embarrassing photos, celebrity gossip and videos of cats. As well as having huge fundraising potential, social media can be a powerful tool for professional development and this session will explore how fundraisers can make the most of it. With new platforms appearing all the time it can be hard to know where to focus your energies. Discover ways to use social media to learn, develop fundraising practice and network and how to make it work for you.
Level: Beginner/Experienced
Lianne Howard-Dace Community Fundraiser, DePaul UK
For the first time ever, two of the sector’s most awarded art directors and copywriters come together to reveal their secrets of creating super-effective fundraising creativity. Ian Atkinson and Nick Thomas have raised millions for causes great and small and this interactive workshop demonstrates, step by easy step how you can do the same. Level: Beginner/Experienced/Senior Ian Atkinson Partner, Tangible Nick Thomas Creative Planning Partner, Tangible
12.00 Outstanding fundraising:
making the difference
We probably all have examples of fundraising we’ve admired. An outstanding campaign, or an organisation that has just consistently blazed a trail. We asked thirty of the sector’s leading thinkers to nominate the fundraising they’ve admired so we could explore in detail the factors underpinning this success. Just what is it about the organisation’s leadership, the support (or otherwise) offered by the board, the balance of the team assembled, the style of management and the organisation’s culture that facilitates outstanding fundraising? In this session we’ll unveil the results of a new study and tell you the factors that drive success. Level: Beginner/Experienced/Senior Alan Clayton Director, Clayton Burnett Adrian Sargeant Robert F Hartsook Professor of Fundraising, Center on Philanthropy, Indiana University
15.00 Climbing the ladder Fundraisers make or break the success of a fundraising team. And if fundraisers are able to be at the top of their game it could literally mean a difference of millions of pounds being raised for their causes. This session will help delegates understand and reflect on what skills, attributes and experience is needed to be a great fundraiser at each stage of your career and what you need to do to take the next step up the ladder. The session will be suitable for fundraisers at all career stages. Level: Beginner/Experienced/Senior Catherine Miles Director of Fundraising, Anthony Nolan Liz Tait Director of Fundraising, Battersea Dogs and Cats Home Lucy Caldicott Director of Fundraising, CLIC Sargent
16.30 Open innovation Open innovation is increasingly common in commercial organisations to accelerate the pace and scale of ideas and new product development by sharing risk and reward with partners. There is a wealth of insight that can be gained through innovating with customers, donors, volunteers and service users. So why are charities not using this method more? With examples from both the corporate and charity sectors, Lucy and Roland will share with you some easy ways to develop your charities open innovation capabilities and apply it to your fundraising to drive better results. Level: Beginner/Experienced/Senior Lucy Gower Associate Director, 100% Open Roland Harwood Co-Founder and Networks Partner, 100% Open
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Caryn Skinner Director, Sharpstone Skinner Helena Sharpstone Director, Sharpstone Skinner
12.00 Resilience staying on top of things The fundraising sector is thriving. The sector is bigger, and busier than ever. But fundraisers like you are under pressure to hit challenging targets and competition is fierce. Staying on top of things has become key to success in this ever changing landscape of economic uncertainty. Join this session to explore how you can best manage the pressures you’re under, understand your own reactions to stress and begin to build your own personal resilience so that ultimately you can raise more for your cause. The session will be highly interactive with stories from fellow fundraisers and stimulating conversations to challenge thinking. Level: Experienced/Senior Toni Learey Head of Direct Marketing, Barnardo’s Jane Bardsley Corporate Partnerships Manager, Battersea Dogs and Cats Home Sarah Lane Coach, facilitator, trainer, director, Coaching Lane Ltd
15.00 Fired up for fundraising Fired up fundraisers raise much more money. Fired up organisations raise even more. Evidence from years of practice combined with the results of recent research have shown conclusively that leadership and culture are the biggest drivers of fundraising success. But who are you leading? How to you get yourself fired up to get them fired up? In this seminar, Alan looks at the critical factors that separate the exquisite and brilliant fundraiser from the merely good. You will learn how to change your behaviour to better lead your teams, organisation, trustees, volunteers and donors. Level: Beginner/Experienced/Senior Alan Clayton Director, Clayton Burnett
16.30 Telling powerful stories This session explores how to use story-telling techniques to engage staff, volunteers and donors in change initiatives or strategy. It is based on work which =mc has carried out with the NSPCC and Compassion in World Farming to help transform results. The session will explore how stories are constructed - including the 5 basic structures for narrative, how to make your story memorable, how to link it to key objectives and how to shape and organise complex information simply. The session will offer participants the chance to create their own stories live in the session. Level: Beginner/Experienced/Senior Bernard Ross Director, Management Centre
Level: Beginner/Experienced
Lesley Pinder Friends in Need Manager, Depression Alliance Lisa Clavering Senior Direct Marketing Executive, Breakthrough Breast Cancer
12.00 Load the dice in your favour What important skill that affects your success have you been meaning to get round to improving? Deciding to get better at result-critical skill areas delivers more rewards than we realise. Obviously it gets easier to hit our target, but also our confidence soars. • Make time for this non-urgent activity • Start believing you can improve • Harness the many tactics that make this journey fun • Regain your feeling of control Level: Beginner/Experienced/Senior Rob Woods Director, Woods Training Ltd
15.00 Why being a trustee can make you a better fundraiser Want to be the best fundraiser you can? We believe that the act of giving can fundamentally make you better at your job. And we’re not talking money here - but time. Volunteering your skills within the sector can reap dividends, personally and professionally. Come and hear from two of the Institute’s own Board how and why they wanted to become trustees - and what it has given back. We’ll look at other ways to improve your ‘sector ROI’ through joining the committees of the IoF’s Groups, to mentoring, and more, and how that journey can help your career. Level: Experienced/Senior Dawn Varley Director of Marketing and Fundraising, League Against Cruel Sports Julie Hunt Consultant, Hunt for Funding
16.30 Interpersonal skills for fundraisers – making relationships work Sometimes playing games can be fun and lead to increased income, donor recruitment and the winning of hearts and minds. Then there are the games that hold you back, frustrate you and have become a bad habit you can’t break. In this session we will explore the world of games, help you recognise the ones that help and the ones that hinder and free you from patterns of behaviour that are holding you and your fundraising back. Level: Beginner/Experienced Caryn Skinner Director, Sharpstone Skinner Helena Sharpstone Director, Sharpstone Skinner
THE BIGGER PICTURE MONDAY 1ST JULY
TUESDAY 2ND JULY
WEDNESDAY 3RD JULY
10.30 You might not like this entrepreneurs challenge the charity sector to make more money
10.30 Herding cats and leading from behind - how to get your fundraising board to do what you want
10.30 A crowded market calls for a focused sell - how Merlin turned a smorgasbord into a single dish
Successful business people are often bemused by the third sector. Focused on profit and the bottom line they have little time for us tree-hugging weirdoes. But could they do any better? We challenged four people from different sectors to tell us how they would fundraise if they were put in charge of a charity for a year. Come along to hear their radical ideas of moneymaking, their views of the charity sector and to ask them the difficult questions. Attendees will be forced to think about income generation from a different perspective. Level: Beginner/Experienced/Senior Rupert Tebb Partner, Paper
12.00 Fundraising themes: insights from the Innovation in Giving Fund In 2011 the Government’s Giving White Paper announced the £10m Innovation in Giving Fund to support new ways of giving money, time, assets, skills, and resources. It invests in ideas that will bring about a step-change in giving. Learn what themes and insights have emerged about the direction of travel for giving in the UK from the ideas that received funding. Hear from Helen Goulden, who heads-up the team managing the Fund at NESTA, Kevin Waudby, from Good Innovation who sits on the panel of experts distributing the Fund, and Dom Vallely, from The Giving Lab, a recipient of funding. Level: Beginner/Experienced/Senior Kevin Waudby Director, Good Innovation Helen Goulden Director, NESTA Dominic Valley Director, TheGivingLab.org
15.00 Trust me, I’m a fundraiser Last year’s phone hacking scandal hit public trust hard in authority hard, and the ramifications were seen from the media to the police. Trust is the essential keystone for charity fundraising. This session will address the importance of trust and how best practice across the sector influences that. It will consider some of the key principles of the new Code of Fundraising Practice, and issues around transparency and accountability in fundraising. It will explain the roles that both the IoF and FRSB play in setting standards and regulating against those standards. Level: Beginner Sam Wilson Marketing and Comms Manager, FRSB Ceri Edwards Director of Policy and Communications, Institute of Fundraising Adrian Sargeant Robert F Hartsook Professor of Fundraising, Center on Philanthropy, Indiana University
16.30 Everything you ever wanted to know about consultancy skills but were afraid to ask This interactive session opens the previously entirely secret book on how to apply consultancy skills in your own work - so saving you £000s and building confidence in your own ability to analyse and diagnose situations. The session will be run by two of the UK’s leading consultants- Bernard Ross and Angela Cluff - who’ll share the secrets of their approach to transforming organisational performance.
We all know that volunteer-led major donor fundraising is the most effective form of major giving. But getting your Board of senior and influential volunteers to actually commit to contributing to your carefully thought out major donor programme is easier said than done. Drawing on best practice and bitter experience and illustrated with examples from our customers, we will provide practical hints and tips on working with Fundraising Boards and other significant volunteers to transform your philanthropic income. Level: Experienced/Senior Kate Hogg Senior Fundraising Consultant, Management Centre
12.00 Innovation in giving - why it matters, where it’s coming from and how to make it happen We’re asking donors for money in smarter ways, through new channels. But all roads still lead to Direct Debit - we’re not asking for anything different, and arguably that’s leaving a generation of donors unengaged. So where are the innovations in giving coming from? This session will look at new and different ways to support good causes from around the world - from the past, present and future - and suggest ways in which fundraisers could unleash innovation in the UK Level: Experienced/Senior Reuben Turner Creative Director, The Good Agency
15.00 Staff acquisition and retention - is it that different from fundraising? Recruiting staff is as basic to your organisation’s financial health as recruiting donors. This session will look at how to find and retain the best staff. We will look to discuss everything from how to make your role stand out in a crowded market place, how to ensure you are getting the best person and also look at how to combat the dreaded 18 month life cycle of a fundraiser. We will also hear from some of the UK’s top fundraising leaders and CEOs about what they are looking for in their fundraising talent. Level: Senior Julia Roberts Director of Fundraising Practice, Peridot Partners
16.30 Driving innovation:
how Breakthrough Breast Cancer embedded innovation into their fundraising Breakthrough Breast Cancer has a well-deserved reputation in the sector for innovation and for pushing the boundaries of fundraising. And in such a crowded giving marketplace, innovation is more important than ever. But as the charity grew and put in place the processes and structures required for scale it was in danger of losing its ability to innovate and deliver new ideas. How do charities marry scale with the ability to do new things quickly? How do larger organisations continue to deliver successful new ideas? Learn how Breakthrough took the initiative to design how it would continue to innovate successfully. Level: Experienced/Senior Kath Abrahams Director of Fundraising, Breakthrough Breast Cancer Kevin Waudby Director, Good Innovation
The giving market is exceptionally crowded. 160,000+ charities compete for a portion of the measly 0.25% p.a. of household expenditure given to UK charities - a figure that’s remained unchanged for almost 25 years. How do you create a standout ask and deliver growth? How do you create a proposition that educates about your brand? How do you create focus, generate compelling insight and create unique propositions that persuade supporters to give? Learn from Merlin’s experience of creating a unique proposition that delivers new supporters, brand recognition and income to achieve stand-out in the crowded international development market. Level: Beginner/Experienced/Senior Imogen Ward Director of Marketing and Communications, Merlin Kevin Waudby Director, Good Innovation
12.00 Integrated fundraising campaigns - the ultimate charity challenge No matter what their size, the execution of effective integrated fundraising campaigns is an enormous test for all charities. Small charities look enviously at their large counterparts’ greater resources and expertise. Larger organisations wish they could do away with the choking red tape through which their smaller rivals can easily cut. But for all charities, the results can be extremely lucrative, greater than the sum of their parts, if they are able to successfully mobilise their teams for the collective benefit of the organisation. Four charities, ranging in size and scale, put the case as to why their integration challenge is greatest, highlighting their successes and giving advice on how to overcome these difficulties. A lively, light-hearted, but competitive debate is guaranteed, with audience participation forming a key part of the session. Level: Beginner/Experienced/Senior Andrew Harris Director of Fundraising & Appeals, Action for Children Craig Linton Head of Fundraising, Royal London Society for Blind People Paul Stein Director of Fundraising, Marketing & Communications, World Jewish Relief
15.00 The opportunist An in depth look at how charitable organisations can take managed risks to stretch under developed teams and transform them with both a structural and strategic perspective to drive revenue. This session specifically focuses on how ‘Brave Hearts’ and ‘Sharp Minds’ win when leading a dynamic, entrepreneurial sales force in the charity sector. Level: Experienced/Senior Caroline Silke Senior Manager, Corporate Partnerships, CRUK
16.30 Getting young people off the fence In fundraising terms, it’s the north face of the Eiger, plunging the depths of the Marianas Trench or jumping into the ice waters of the Baltic Sea on Christmas day. They can all be done but they’re not for the faint hearted. Yes getting younger people to give to a cause and stay giving is the toughest fundraising challenge of them all. Nick Thomas and Charlene Vallory show how it can be done. Level: Beginner/Experienced/Senior
Level: Senior
Charlene Vallory Direct Marketing Manager, MS Society
Bernard Ross Director, The Management Centre
Nick Thomas Creative Planning Partner, Tangible
Angela Cluff Director, The Management Centre
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TRUSTS AND STATUTORY MONDAY 1ST JULY 10.30 Securing funding from
Europe
In the present climate of UK public funding cuts and increased competition for grants, the European Union represents a relatively unknown and untapped source of financial support. Providing practical guidance on navigating the complexities of European funding, along with several case studies, this session will equip delegates with an understanding of EU funding mechanisms and of how the European funding programmes can play a significant role in any fundraising strategy. Level: Experienced
TUESDAY 2ND JULY 10.30 Getting the most from conversations with donors This workshop will help delegates prepare for informal face to face contact with donors, ensuring that every conversation with a donor moves the relationship forward. We will discuss how to maximise the potential of cultivation events and facilitate opportunities for one to one follow up. The workshop will explore asking strategic questions as well as how to deal with difficult ones posed by the donor. During the session, delegates will practice techniques with each other and plan how they may prepare for future conversations with donors and prospects.
Martyn Weeds Fundraising Manager, United Response
Level: Beginner/Experienced
12.00 Funding application makeover clinic
Dean Anderson Partner, New Income Generation
Do your trust, foundation or statutory funding applications need a makeover? Have you been unsuccessful in the past and want to know how you could improve your chances next time? Are you working on an application now and would like an honest assessment and suggestions for how to make it even better? Bring your draft or completed application in to our ‘makeover clinic’ and learn a few simple ways to maximise your chances of success. This session will take the format of an informative presentation followed by a workshop on a first-come, first-served basis. Level: Beginner/Experienced Helen O’Donnell Chief Executive, Cheshire Community Foundation Victoria Symes Director, Impact! Fundraising Jemma Tabraham Head of Trusts and Individual Giving, British Film Institute
15.00 Using a major gifts
approach to trusts
Learn more about using major donor approaches when looking to engage trust supporters in your work. As donations from family foundations grow in size and number, this seminar will outline how charities can cultivate trustees as supporters using major donor techniques. This will include; motivating senior volunteers, raising the internal profile of major gifts, the importance of volunteer networks and case studies on family foundation approaches. Level: Experienced Lucy Sargent Head of Major Gifts & Special Events, Marie Curie Cancer Care James Holland Senior Major Gifts Manager, Marie Curie Cancer Care
16.30 An introduction to working with your trustees, for people new to grants and trusts or for people working in new or small charities. Charity trustees welcome! • What is a trustee? Roles and responsibilities. Getting to know your trustees. Each board of trustees is unique. The importance of good governance • Making the most of your trustees – when to involve them and how they can help you • Supporting your board of trustees to develop • The planning cycle, target setting, income forecasting, and managing expectations • Projects v core funding, restricted and unrestricted income – the importance of getting the balance right and having diverse income streams Level: Beginner Sam Dixon Grants Manager, Missing People
Victoria Steward Todd Partner, New Income Generation
12.00 Meet the funders A panel of representatives from major trusts & foundations in the UK will be on hand to talk about what drives their funding decisions and funding strategies and policies, and to talk about common mistakes that lead to a ‘no’ decision. This will be a great opportunity to ask decision makers your burning questions! Level: Beginner/Experienced/Senior Chris Anderson Head of Grant Making, Lloyds Foundation Jane Boulter Programme Manager, Zurich Community Trust Susie Dye Grants Officer – Social Justice, Paul Hamlyn Foundation
15.00 Trust and statutory
fundraising in the current context a brave new world? This panel will explore emerging challenges as well as opportunities. It will discuss how far new perspectives, skills and directions are needed to raise funds in this brave new world of statutory spending cuts, limited foundation growth and the urgent demands arising from a context of austerity. An expert panel of researchers and practitioners cover: • Trends in levels of government and statutory funding • Evidence on causes funded by trusts • New research on factors influencing foundation funding and donor decisions in today’s environment • Influence of new funding models on institutional funders e.g. impact investing, payment by results and long-term sustainability Level: Beginner/Experienced Cathy Pharoah Co-Director, Centre for Charitable Giving and Philanthropy Kevin Curley Voluntary Sector Advisor, Former CEO, NAVCA John McLoughin Director of Development, Imperial College Alice Wallace Head of Communities and Third Sector, London Borough of Camden
16.30 Take nothing for granted – creating a win/win for charities and grant-makers Grant-making trusts are a mainstay of the income for many small charities, and critical partners for many others. We have interviewed 25 grant-makers and carried out a survey of 350 charities to find out the economics of fundraising from trusts, and how individual charities and fundraisers as a whole can improve their performance. Full of data, views, insights and ideas this session will be more use than suntan lotion in the Caribbean and more fun than the Tuesday night party at Convention! Level: Beginner/Experienced/Senior Joe Saxton Driver of Ideas, nfpSynergy
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WEDNESDAY 3RD JULY 10.30 Grant management Effective grant management and aligned fundraising approaches is a very important part of restricted fundraising; mis-management can have serious repercussions. Merlin has invested a lot of time ensuring we are as effective as possible in this area. Merlin will share experience of how our trusts, foundations and corporate team changed its tactic to align its fundraising to prioritise matched funding of key institutional grants. We will share how our fundraising teams work with the programme funding unit and the international regional desks to identify and track funding gaps, establish priorities and ensure effective grant management. Level: Beginner/Experienced Jorge Chiara Sanchez Trust Manager, Merlin Christine Taylor Head of Programme Funding, Merlin
12.00 Effective research into trusts and foundations The session will focus on creative methods to identify, validate and qualify new prospective funders for charitable work. • We will examine what a trust and foundation ‘is’, how they operate and the trust and foundation funding ‘landscape’ • We will explore charities accounts (both service delivery charities and grant makers) to establish what information can be gleaned from these • We will look at new web-based resources and charity regulators Level: Beginner/Experienced David Carss Trusts and Foundations Manager, Flora and Fauna International James Newell Senior Associate, Kingston Smith
15.00 Fundraising from American trusts/foundations: Right for you? Even in a worldwide recession, US private donors still give away $300 billion pa, of which trusts/ foundations account for over $40 billion. British charities rank #2 in the world as recipients. But where to start? Is it worth the diversion of your time and effort to donor prospects thousands of miles away, where the culture of philanthropy is so different from the UK? This session will describe the critical points that will help you decide if the US could be a cost-effective source of trust/ foundation funding for your charity’s work in the UK or elsewhere. Level: Experienced/Senior Kenneth Hoffman Consultant in US Fundraising, Hoffman & Associates
16.30 Lottery a practitioner’s guide The British Red Cross has developed an approach to Big Lottery Fund applications that saw them achieve seven successes in a row, against an average success rate of one in six.. Delegates will hear how they did it, learn the key tactics used whilst being encouraged to share their own experiences of the various Big Lottery programmes. Level: Experienced Lysa Ralph Head of Programme Funding, British Red Cross Louise Farnell Director and Founder, Capidale Consulting
1ST JULY 2013 HILTON LONDON METROPOLE We are proud to present the 21st annual IoF National Awards The only awards created for fundraisers by fundraisers, the IoF National Awards are the most prestigious accolades given in the fundraising sector. A major event in the sector calendar, this inspiring evening celebrates and rewards the extraordinary work and achievements of fundraisers and the fundraising profession.
certainly enjoy the dinner, ceremony and party - which usually carries on into the early hours! The party is opened to all those attending IoF National Convention from 10.30pm, so you will find that you can also meet up with other friends and colleagues. Due to the huge popularity of the Awards ceremony
Host or sponsor a table at the
and dinner, there is limited
Awards Ceremony
availability and places will
The IoF National Awards ceremony takes
sell out well in advance– so
place during IoF National Convention, but bookings are taken separately. You can host or sponsor as many tables of
early booking is strongly recommended. Bookings can be made via
ten as you like and tailor your guest list
www.nationalawards.org.uk
as a well-deserved celebration of you
If you have any queries about
organisation’s achievements, or you may
the event , please check out
wish to use this high profile event as
the information at
an opportunity to entertain supporters,
www.nationalawards.org.uk
colleagues or clients. Whichever way
or call the IoF Events team on
you choose, you and your guests will
020 7840 1040.
2013 HOST
Superwoman Helen’s recent
Helen has achieved some
achievement for Sport Relief 2012
remarkable feats and made a name
Helen Skelton TV presenter and all round action girl!
was completing a 500-mile trek to
as TV’s all conquering action girl.
the South Pole - on skis, kite skis
Her experiences and determination
and ice bike. The TV star battled
are a true inspiration to others,
for 18 days through severe snow
which coupled with her enthusiasm
storms, temperatures as low as -48C
make her our perfect host for
and a bad bout of dehydration. The
the 2013 Institute of Fundraising
28-year-old also set a new world
National Awards.
record for the fastest 100km by kite ski - in 7 hours 28 minutes.
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The Institute of Fundraising would like to extend a huge thank you to our sponsors and media partners:
Media Partner:
Media Supporters:
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HOW TO BOOK INDIVIDUAL BOOKINGS We expect National Convention 2013 to sell out, so book online now at
www.nationalconvention.org.uk to avoid disappointment.
Delegate Rates Duration
Type
Standard rate from 20th April
1 day
IoF member
£250
1 day
Non-member (non-profit organisation)
£330
1 day
Non-member (commercial organisation)
£400
1 day
Full time student/unemployed*
£110
2 days
IoF member
£420
2 days
Non-member (non-profit organisation)
£540
2 days
Non-member (commercial organisation)
£730
2 days
Full time student/unemployed*
£200
3 days
IoF member
£600
3 days
Non-member (non-profit organisation)
£750
3 days
Non-member (commercial organisation)
£950
3 days
Full time student/unemployed*
£280
*proof of status required – see terms and conditions
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HOW TO BOOK GROUP BOOKINGS
Group booking discounts Group booking discounts closed on 19th April.
Amending existing group bookings If you have made a group booking, you are now committed to the minimum number of people/days. You will be able to add to and amend your booking on our website: http://www.nationalconvention.org.uk/booking-group.php
IoF ORGANISATIONAL MEMBERS For group bookings, IoF Organisational Members get the greatest value and flexibility at IoF National Convention! We have introduced Three Day Relay passes, which are available exclusively to IoF Organisational Members and allow you the maximum flexibility when booking for a group that will be attending for a combined total of fewer than 20 days. Book your places without the need to confirm your attendees’ details in advance of Convention. Share each Three Day Relay pass between 1, 2 or 3 attendees, with a different attendee attending each day (or one person attending one day and another attending the other two days, or one person attending all three days of Convention - no need to confirm in advance). Attendees using Three Day Relay Passes register quickly and simply for a fresh pass each day, meaning there’s no risk of badges getting lost or forgotten. Each Three Day Relay pass costs £725, providing a £265 discount to the standard rate for three separate one day passes. This rate applies regardless of whether the individuals using the passes are Individual IoF Members or not. Please note: Three Day Relay passes are not included in Group Bookings. Our Individual Booking Cancellation Policy will apply to Three Day Relay passes. This specifies that cancellations received in writing to IoFconvention@institute-of-fundraising.org.uk before 5pm on Friday 31st May 2013 will receive a refund of 50% of the total fee but after this point no refunds are given.
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