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PREVIEW BROCHURE www.nationalconvention.org.uk

7–9 July 2014 HILTON LONDON METROPOLE Proud to be a fundraiser

@ioftweets #iofnc www.facebook.com/natconvention www.flickr.com/groups/iofnc

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Monday 7th July 09.30-10.15 Opening Plenary

10.30-11.30 First session

11.30-12.00 Break

12.00-13.30 Second session

13.30-15.00 Lunch

15.00-16.00 Third session

16.00-16.30 Break

16.30-17.30 Fourth session

IoF National Awards 18.00 Drinks Reception

18.45 Awards Dinner

21.00 Awards Ceremony

Tuesday 8th July 09.30-10.30 First session

10.30-11.00 Break

11.00-12.30 Second session

12.30-14.00 Lunch

14.00-14.45 Plenary

15.00-16.00 Third session

16.00-16.30 Break

16.30-17.30 Fourth session

18.00-19.00 Pitch Perfect

19.00 Late Convention Party

Wednesday 9th July 09.30-10.30 First session

10.30-11.00 Break

11.00-12.30 Second session

12.30-14.00 Lunch

14.00-14.45 Plenary

15.00-16.00 Third session

16.00-16.30 Break

16.30-17.30 Fourth session

TIMETABLE

Page

Plenary sessions 3

Community, Events 4 and Volunteers

Corporate 6 Fundraising

Digital Fundraising 8

Individual Giving 10

Major Donor 13 Fundraising

Personal 15 Effectiveness

The Bigger Picture 1: 17 External Trends and Insights

The Bigger Picture 2: 19 Transforming your fundraising

Trusts and Statutory 21

Masterclass 1 23

Masterclass 2 24

Masterclass 3 25

Sponsors 26

CONTENTS

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Monday 7 July Proud to be a fundraiser 'In the great fundraising organisations, the whole organisation was proud of its fundraising, as well as of its mission.’

Alan Clayton Creative Director, Revolutionise Clayton BurnettJayne George Executive Director of Fundraising and Marketing, Guide DogsIn order to have much more money to spend on the mission, everybody from the chair of the board to the finance department to service delivery staff and, of course, every single fundraiser needs to be proud of fundraising and the donors who support the mission.

The purpose of this plenary is to give you a tool-kit for ‘whole organisation fundraising’ to convince and inspire your board, executive team, colleagues and fundraisers to lift your fundraising to a whole new level. Alan will present

the ‘5Ps’ of how to achieve ‘whole organisation fundraising.’ More importantly, Jayne will tell you how Guide Dogs (who grew over 20% last year) are achieving it, and what results they are getting.

Bring your CEO or a trustee free to this event and your fundraising will never be the same again.

(P.S. ‘Great fundraising’ was defined as organisations which doubled, tripled or quadrupled their voluntary income over a five to ten year period.)

Tuesday 8 JulyHarpal S Kumar Chief Executive Officer of Cancer Research UKHarpal joined Cancer Research Technology Limited (CRT, a wholly-owned subsidiary of Cancer Research UK) as Chief Executive in October 2002 to drive forward the charity’s technology transfer and early drug discovery activities. In addition to his role with CRT, he became Chief Operating Officer of Cancer Research UK in July 2004, before becoming Chief Executive in April 2007.

Harpal is a Trustee of the Institute for Cancer Research and the Francis Crick Institute, both in London. He is the Chairman of the Board of the National Cancer Research Institute. He chairs the Cancer Outcomes Strategy Advisory Group in England and co-chairs the National Awareness and Early Diagnosis Initiative.

Wednesday 9 JulyLoyd GrossmanLoyd Grossman is an entrepreneur, writer and broadcaster who has had a long involvement with museums and heritage in the UK. A former Commissioner of English Heritage and of the Royal Commission on the Historic Monuments of England, he is Chairman of the Churches Conservation Trust and Chairman of the Heritage Alliance. He is a member of the board of the Association of Leading Visitor Attractions.

Loyd was born in Boston, and educated at Boston University, the London School of Economics and Magdalene College Cambridge. He is an Emeritus Governor of the LSE and a member of the Council of the British School at Rome.

PLENARY SESSIONSUplifting and inspirational plenary sessions at the start of each day.

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Monday 7th July

10.30Reinvigorating a flagship event - Race for LifeRace for life Cancer Research UK’s flagship event but product wear and increased competition coupled with declining participant numbers lead to the need for a radical rethink and some bravery. For the first year we have successfully reversed the year on year participant decline by refreshing our brand, focusing on product development, launching a new, fresh, more defiant marketing campaign and bringing this attitude to life on the day to create a more memorable distinctive participant experience. Anyone working in Events, Brand or Marketing should find this session useful.Emma Hyatt Head of Race for Life, Cancer Research UKClive Sanders Senior National Events Manager, Cancer Research UK

12.00Communities come in all shapes and sizesThis session seeks to explore the ways in which different organisations engage communities in different ways, from local engagement to national campaigns. What works, what doesn’t, what is the variety within the communities within which we all work, and how do we ensure that our fundraising is audience led, and enables volunteers and participants to demonstrate their commitment to your cause. There will also be Q&A/panel discussion with the presenters

who represent three organisations. This session will enable participants to really understand how tailoring an approach can make sure that effective results can be maximised through an effective stewardship plan within Community Giving.Debbie Goddard Senior Community Fundraising Manager, Anthony NolanTerence Lovell Head of National Community Participation, Save the ChildrenCathy Wentworth Head of Corporate Fundraising, Farm Africa

15.00Using social media to maximise opportunities in community and events fundraisingDigital communication continues to evolve and as the social media platforms available continue to become more sophisticated fundraising needs to adapt. In this session we will use real examples from the Muscular Dystrophy Campaign showing how social media has been used to maximise opportunities in community/events. We will share how we mobilised limited resources and equipped the organisation and staff to maximise the opportunity. Lesson learned will be openly shared along the way as well as how we identified which platforms to use, how we will use them, how we have rolled these out in practice and the impact they had.Gary Kernahan Head of Volunteer Fundraising, Muscular Dystrophy CampaignHelen Putnam Online Manager, Muscular Dystrophy Campaign

16.30The new pretender: the future is two wheeled8 years, 20,000 participants, over £2million raised - Palace to Palace is The Prince’s Trust’s most successful mass-participation event to date. Fundraisers cycle from Buckingham Palace to Windsor Castle and every year this flagship event continues to go from strength to strength, increasing participation and revenue. This session will cover how The Trust developed and grew a new cycling event for the masses. At a time when charities are investing in third party cycles and runs, The Trust has taken the riskier option to establish its own cycling challenge, investing great resource in order to create its most popular sporting event yet.Holly Lyons Events Manager, The Prince’s Trust

Community, Events and Volunteers

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Tuesday 8th July

09.30Small charities - How to use your size to your advantageMaking the most of working for a small charity by playing to its strengths. Avoiding the red tape and silos that many larger charities face. This session covers how a legacy strategy was devised and implemented, how membership was maximised and how stewardship has played a pivotal role in diversifying income streams.Jay Sheppard Fundraising & Marketing Officer, The Pituitary Foundation

11.00Students and schools fundraising 2014: trends, case studies and adviceCome and hear the latest trends and insight in schools and student fundraising from four organisations who have had great success in this area in the last year. They will share latest insights from across the sector as well as case studies revealing the secrets to their success in this growing income steam. Rhyannon Burman-Day Regional Fundraising Manager, The Children’s SocietyLauren Ellis Education & Youth Groups Fundraiser, Shooting Star ChaseTerry James Community Fundraising Manager, RNLIKaty Jones Community Fundraising Manager, Shooting Star ChaseHelena Thornley Head of Student Engagement, Childreach International

15.00TBC

16.30Community fundraising problem child or rising star?The comeback kid who’s going to save the day or the unruly wild child? A whistle stop tour of Lianne’s research paper of the same name, this session will bring you some of the most up-to-date research and thinking about community fundraising. Hear top tips and best practice taken from hours of interviews with some of the most successful community fundraising teams in the UK. Look at trends affecting community fundraising right now. Think about external factors shaping community fundraising. Discuss the future of this sometimes underrated and misunderstood area of fundraising.Lianne Howard-Dace Community and Events Fundraising Manager, RLSB

Wednesday 9th July

09.30Tipping the balance of your front line fundraisingThis session will focus on the journey that Battersea Dogs & Cats Home and Beating Bowel Cancer have gone through to develop their community fundraising programmes. This joint presentation will offer lots of insight and practical tips with a particular focus on:• Understanding your community

fundraising audience • Developing processes and products

that are the right fit for those audiences

• Setting up a sustainable programme that starts to ‘tip the balance’ between unsolicited and solicited income to achieve growth for your charity

Natasha Etienne Community Fundraising Manager, Beating Bowel CancerMiriam Goodall Community Fundraising Manager, Battersea Dogs & Cats Home

11.00Challenge events as a supporter development toolMary Campbell

15.00Fewer, Bigger, Better - a strategy for events fundraisingFewer, Bigger, Better is a brave and ambitious strategy which has seen the British Heart Foundation reduce the number of events in its annual event calendar by 65% in three years. Join this session to find out the rationale behind the strategy’s implementation, the journey that the team have taken to deliver it and the answer to the question on everybody’s lips; has Fewer, Bigger, Better boosted fundraising and increased return on investment?Martin Mears Regional Head of Events - East, British Heart FoundationNancy Prior Head of Events, British Heart Foundation

16.30National events vs regions - Who cares winsThere is an age old disconnect in charities between the head office and regional fundraising teams when it comes to event fundraising. Often there are conflicts over funds, who has the relationship and who communicates with whom. The Event Managers Forum discovers ways of solving these problems through case studies from various organisations. Attendees will learn practical ways of dealing with regional teams, or for regional teams of dealing with head office! We will look from both sides.Tom Dixon Chair, Event Manager’s ForumJon Medcraft Challenge Events Manager, JDRF

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Monday 7th July

10.30Transforming corporate volunteering at your organisation – A practical guideThis session will give you an insight into Macmillan’s innovative approach to corporate volunteering. We will tell you how Macmillan has transformed its corporate volunteering programme over the last three years and the session will focus on practical and strategic tips that will help you find the right opportunities for your partners within your organisation. We will share case studies of how this has worked at Macmillan as well as some of the pitfalls and we will be hearing from representatives from two of our £1m+ partners; npower and Boots. There will be time for a Q&A so you can ask our experts for advice about the challenges of embedding this in your own organisations. The session is most suitable for charities who have the resource to deliver a cross cutting corporate volunteering programme.Jonny Keating Senior Corporate Volunteering Manager, Macmillan Cancer SupportJoelle Leader Head of Volunteering, Macmillan Cancer SupportClare McDougal Head of Community and Education, nPowerCollette Phillips CSR Manager, Boots UK

12.00Win that pitchREVEALED - The ten easily-made mistakes which most often destroy your chances of winning - (no matter how nice the feedback is) and what to do instead. 95% of winnable pitches are weakened by unnecessary mistakes of design and preparation. In this workshop, IOF Academy Win that Pitch trainer Rob Woods shares ways to increase your win rate. You will leave understanding: • How to invoke DESIRE • The three secrets used by the most

successful Charity of the Year pitchers of the last five years

• The trouble with trusting the brief (and what to do instead)

Rob Woods Director, Bright Spot Fundraising

15.00Let’s stick together! Retaining your corporate partners The excitement of winning a partnership is over and now it’s time to get stuck in, effectively manage the partnership and retain it. But how do we do this? Knowing the behaviours of managing a good partnership is one thing but what about the ‘how to’? This session will focus on what Action for Children put into practice last year to retain 92% of their corporate partners. This includes applying business development skills in order to grow a partnership and what best practices to employ within your team to make the most of your time and

your partners’. We’ll share our learnings, practical examples and top tips. Bonnie Siviter Senior Corporate Fundraiser, Action for ChildrenSiobhan Songour Senior Corporate Fundraiser, Action for Children

16.30The joy of partnership working: Help a Capital Child, Teenage Cancer Trust and Dallaglio FoundationThis session explores how Teenage Cancer Trust has worked with two charities who have similar audiences in order to achieve far greater things for young people than all three could have done alone. If you’re considering partnership working with a fellow charity, or maybe you’re a collaboration sceptic, then you need join the discussion as Teenage Cancer Trust, Help a Capital Child and the Dallaglio Foundation examine the journey they’ve been on together and the leverage each has provided the other. We’ll want to hear your experiences too as we discuss the importance of trust between the charities within a partnership, defined responsibilities, and recognising each other’s strengths.Laura Martin Corporate Account Manager, Teenage Cancer TrustJohn Stratton Head of On-Air Fundraising, Global Charities

Corporate Fundraising

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Tuesday 8th July

09.30Charity of the year partnerships: More than just money?This session will focus on how a relatively small charity (£1.5m voluntary income) has identified, targeted and worked with corporate partners to great effect. It will include a specific case study of a recent Charity of the Year partnership - a distinctive, innovative and holistic relationship with the National Association of Head Teachers which diverts away from the conventional Charity of the Year. As corporate budgets are tightened, we will explain our approach to working, which has resulted in a different kind of return on investment. We’ll touch on the added value Family Action has bought to the partnership and how we integrated our service delivery, communications and fundraising work to bring our expertise to the table. We’ll also outline the benefits of looking away from the conventional, when seeking a potential Charity of the Year partner. This session will be of interest to small and medium sized charities seeking practical advice on how to secure that prestigious corporate Charity of the Year partnership.Joanna Howarth Senior Corporate, Events and Website Fundraiser, Family ActionBernadette Hunter President, NAHTEmma Sorrell Fundraising Officer, Family Action

11.00Friend or foe? Extraordinary corporate partnerships How do you respond when there are policy concerns about a potential corporate supporter you are working to secure? Is this the end of the road, or is there a way to co-create a corporate partnership that challenges internal and external perceptions to deliver real value to your beneficiaries? Hear how Age UK and Leonard Cheshire Disability have developed truly outstanding partnerships with some unlikely prospects, and how they made this happen. During this interactive session we hope to have a lively debate, giving you the opportunity to discuss with peers how those responsible for income generation and policy can work collaboratively to deliver real results.Laurie Boult Head of Fundraising, Age UKDesiree D’Souza Head of High Value Partnerships, Leonard Cheshire DisabilityHannorah Lee Senior Manager - Corporate Partners, Age UK

15.00Stepping up a GearWe all aspire to succeed in the world of fundraising. But how do you keep up with the pace of your own success, while delivering mutual benefits in the world of corporate fundraising? Mind’s corporate income has grown significantly over the past 12 months, with Deloitte and ICAP just two of the latest additions to their partner portfolio. This session offers an overview

of how Mind have stepped up their approach to meet rising demand from the commercial sector, and the chance to take part in a workshop focusing on keeping up the momentum and looking for further growth opportunities.Clare Francis Editor In Chief, MoneySuperMarketEmily McCall Corporate Partnerships Manager, MindVanessa Newton Head of Partnerships, Mind

16.30Transformational corporate partnerships - the ‘new’ black?Straight philanthropy no longer cuts it in today’s changing world where charities increasingly have the solutions to big business’s burning issues. These new world partnerships are based on a mutual understanding whereby we know we need to work together to ensure the long-term viability of the environment and communities business operates in. Similarly companies understand they must work with charities to future proof their business against reputational and commercial risks. In this session, participants can hear about WWF-UK’s unique corporate engagement whereby we work with partners including IKEA, Coca-Cola and M&S to help deliver transformational change in their business whilst delivering our charitable aims. Alongside this we generate significant income and brand profile - but the biggest win for both sides is in the transformational change.Kerinna Thorogood Head of Partnership Development, WWF

Wednesday 9th July

09.30Keeping the spark in a 10 year partnership - innocent, Age UK and the Big Knit Sounds like the Holy Grail of Corporate Fundraising doesn’t it? But even the most innovative partnerships can struggle to maintain momentum and relevance ten years down the line. In this session Age UK and innocent will tell you how they’ve kept the spark in their relationship, and what they’ve done to ensure their iconic Big Knit campaign stays as fresh as the be-hatted smoothies it consists of.Hannorah Lee Senior Manager - Corporate Partners, Age UKJames Peach UK Brand Manager, Innocent

11.00Beyond the traditional corporate partnershipThis session will provide a corporate perspective on how strategic partnerships with charities can be developed to drive real and sustainable social change. Hear how companies including Aviva and GSK have gone beyond the traditional corporate fundraising model to work with charities in a very different way, creating multi-layered shared value partnerships. As

well as three corporate case studies, a breakout session facilitated by CR and Fundraising agency Good Values will challenge you to think from a new perspective and assess how new types of corporate partnerships could deliver significant impact and sustainable change for the cause. There will also be plenty of time for a Q&A session with this expert panel of CR professionals.Paul Gillespie Co-Founder and Director, Good ValuesJacquie Irvine Founder, Good ValuesSarah Loughran GSK David Schofield Head of CSR, Aviva

15.00Creating a fundraising cultureIn today’s climate, charities with large statutory funding are often having to change the entire culture of an organisation with its approach to fundraising. This session will be an interactive presentation and workshop based on the journey needed and experienced in increasing the culture of securing voluntary income in organisations previously heavily supported by the statutory sector. You will hear from professional fundraiser who have faced these challenges head

on, the successes, bumps in the road and journey into a brave new world.Jenny Haskey Head of Fundraising, North West Air AmbulanceJack Miller Head of Fundraising and Income Generation, Victim Support

16.30How do you articulate a difficult proposition to corporate funders?In a competitive fundraising market, a difficult cause can make it all the more challenging to attract corporate funders. At Leonard Cheshire Disability we spend a lot of our day delivering social care to people with complex needs; whether that’s helping someone to wash, dress or make a meal. It may seem a difficult proposition for the corporate sector to get behind, but we’re working to change that. This session will explore how we worked with our front line care staff and the people who use our services to come up with exciting projects that have already helped us to secure valuable, long standing corporate partnerships.Natalie Ashwood Senior Corporate Partnerships Manager, Leonard Cheshire DisabilityDesiree D’Souza Head of High Value Partnerships, Leonard Cheshire Disability

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Monday 7th July

10.30Going Mobile, Being Social – lessons from Facebook and Just GivingIt won’t be long until more than half the traffic to JustGiving (and your website) comes from mobile and tablet devices. We’ll talk about JustGiving’s experience of going mobile and responsive and give you plenty of tips to follow to make sure your content is great for mobile. You’ll also hear from Facebook and their best practices on being social on mobile - because being mobile means being social. And by learning how social content works on mobile, you will help your organisation reach more people.Jonathan Waddingham Social & Labs Product Manager, JustGiving

12.00Social media is not a direct response channel. So why do we bother?People’s decision making processes are not linear. A piece of DM may trigger their donation, but they will have taken a journey through an ecosystem of channels before they got to that conclusion. Part of that journey will have happened with their social networks (both real and virtual). Social networks are people shaped. They’re about relationships not transactions. Let’s stop applying traditional direct marketing values to social media campaigns. In a fundraising environment where we’re using the same methods to hit the same pool of donors with ever diminishing returns isn’t it time to take social media seriously?Will Aslett Lead Digital Creative, The Good Agency

15.00What fundraisers can learn from rappersIs your content strategy ‘gangsta’ enough? Nonsense’s Rob Mosley presents a quick - and hopefully amusing - look into techniques that charities and NFPs can steal from the world of rap music. He can’t promise he won’t incessantly quote KRS-One though...James Barker Digital Marketing Manager, Concern WorldwideRob Mosley Creative Director, Nonsense London

16.30Managing celebrities onlineThe digital landscape is constantly evolving and the proliferation of ways for celebrities to interact with their fans online through social media or specific digital campaigns is changing the way that charities interact with celebrities. This session explores the exceptional benefits and troublesome challenges of managing celebrities through online initiatives. Attendees will gain insights from some of Comic Relief’s past digital projects and explore inspiring examples from overseas, covering topics such as how to approach celebrities for online projects, how to make the most of celebrities’ online communities and what pitfalls to plan for.Miranda Nagalingham Artist Liason Manager, Comic ReliefSarah Whitley Fundraising Development Manager, Comic Relief

Digital Fundraising

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Tuesday 8th July

09.30From good intentions to more web donationsThere is a stubborn belief that surely, if someone has decided to go onto a charity’s website to give, they’ll put up with an extra field or two in the donation form. This is simply not true. Charities are losing money by not giving proper attention to the donation process. With rigid focus on UX and content, the Norwegian Cancer Society has doubled the income from its website. This sessions shares the core principles and techniques used, and will enable you to go make your own charity’s website much better equipped to let people give you their support.Ida Aalen Senior Interaction Designer, Netlife ResearchBeate Sorum Digital Fundraising and Communication, Norwegian Cancer Society

11.00Reverse InnovationOver the last 150 years, we’ve seen fashions come and go. But the approaches to fundraising have remained remarkably constant. This historical review looks at some of the greatest ideas in fundraising and shows how many seemingly modern techniques - are simply copies of what has gone before. By illustrating the cyclical nature of fundraising, we’ll demonstrate what ideas are ripe for re-invention and give you ideas how you could apply proven techniques to the 21st century.Mark Phillips Managing Director, Bluefrog

15.00Raising more through managing supporter experiencesThis session will show the power of an integrated approach to supporter experience. We’ll discuss ways to drive greater conversion and lifetime values starting with lead generation and acquisition, and moving into retention and cross selling. The points will be illustrated by three practical case studies which will help showcase the lessons from each.

Along with the planning approach and attitude to supporters, we’ll also look at the tools and processes which will help you manage supporter experience across channels without needing NASA or an army of fundraisers.Martin Gill Director, Home Made

16.30Developing a social media strategy for smaller charities - The 6 Pillars of Social MediaDoes your social media strategy resemble the following? ‘a yard of Facebook, 18 inches of Twitter and a drop of YouTube’? So did ours until we worked with the ‘Big Cat Group’ to create our ‘Six Pillars of Social Media Strategy’ Since implementing this, our Social media presence has increased by 500% and we have achieved our first ‘viral’ post which was seen my 1/2 million people in 24 hours. We would like to share this ‘Six Pillars’ strategy with those who don’t have the budget for a Digital Marketing Team but still want to succeed with Social Media.Vikki Savery Public Fundraising Manager, Birmingham Children’s SocietyAnthony Tatum MD, Big Cat Group

Wednesday 9th July

09.30Digital fundraising - working smarter not harderFrom technology platforms to content planning and supporter journey mapping, digital fundraising can seem a complex array of choices of how to engage with potential and existing supporters. So how do you decide what will get you the most from your supporter relationships, creating a genuine emotionally engagement but also generating the most income? This session will look - in simple terms - at practical and realistic ways charities of all sizes can apply the latest thinking in terms of supporter persuasion, marketing automation and behavioural targeting. There will be a selection of real examples from charities.Dan Martin Strategy Director, Chameleon

11.00Living the dream with mobileMobile continues to permeate the lives of fundraisers, supporters and the public. This session will share some of the latest ways in which we can use mobile to engage and fundraise. Using cases studies we’ll talk about how classic fundraising principles are being applied with mobile, how mobile can help drive large, set piece integrated campaigns what the latest technological developments are that will affect fundraisers. You’ll hear about how Friends of the Earth’s outstanding campaign , Bee Cause has been successfully engaging new donors.Sandra Wild Supporter Recruitment Manager, Friends of the EarthTim Longfoot Managing Director, Open Fundraising

15.00DIY Fundraising: Lessons learnt from getting my hands dirtyWhen did you last do some fundraising you weren’t paid to do? Did you do for your donors what you try to do at work? Digital tools are making it easier for individuals to fundraise, and small organisations to do great stuff with supporters. They are helping charities rediscover community fundraising, empowering supporters to do their own. But how well do they do it? Last year I was a top-150 Movember fundraiser

(Woohoo!). Then I raised £30,000 for a community campaign, Save Port Meadow. Using free digital tools I learnt you can build an active supporter base and deliver top-notch engagement on a shoe-string. DIY fundraising could teach the national charities a thing or two. Interested?Matthew Sherrington Fundraising and Communications Consultant, Matthew Sherrington Consulting

16.30Making integrated campaigning work for you: Free School MealsThe Children’s Society ran a highly successful campaign in 2013 to ask the government to extend the provision of free school meals. The campaign was integrated across many organisational functions and drew in support from digital marketing, direct marketing, retail, regional fundraising teams and direct service provision to deliver over 100k voices from the general public asking for change. This session will discuss how you can use the principals adopted to bring about positive change for your organisation & fulfil wider fundraising objectives simultaneously. We will share data and give practical insights you can use and adopt.Lily Caprini Director of Communications, Campaigns and Policy, The Children’s SocietyHenry Rowling Director of Direct Marketing, The Children’s Society

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Monday 7th July

10.30When do stories stick and impel people to action?What is it about a story that makes it stick in someone’s heart and mind? And what convinces them to then act on it and support a charity connected to that story? See 10 people talk about why a story has touched them enough to make them do something about it. And why some stories just fail to convince. You’ll leave knowing what you need to do to tell the right stories, and how to tell them.Karin Weatherup Creative Director, Burnett Works

10.30Raising funds for difficult causes Every fundraiser faces challenges in raising funds from individuals for their cause.  But what if you have a cause that is more complex, political or controversial? This session will explore the fundraising challenges facing ‘difficult’ causes and will use a use a range of examples to show how they can be overcome. You’ll learn some practical ways you can get great fundraising results even from more difficult causes - including focusing on what matters, selecting the right audience and being bold.  We’ll also show how these principles will help you get better results from less ‘difficult’ causes too!Richard Docwra Director, ChangeStarDavid Murray Former Chief Executive, The Green Party

12.00The ABC of regular givingHow two organisations made the best possible use of their internal resources to drive successful growth in regular giving. Using case studies from two very different organisations - Cats Protection and the Labour Party - we identify the key success factors in building regular giving income. There are many common factors: the careful deployment of stakeholder groups across the whole organisation; an integrated approach that doesn’t just involve, but gets the best from everyone; fearsome attention to detail; and a spark of creativity. Together we diagnose the ABC of Regular Giving: Administration, Brilliance and Craft.

Lewis Coghlin Director of Fundraising, Cats ProtectionRt Hon Lord Falconer of Thoroton Thousand Club PresidentGraham Gilby Fundraising Manager, The Labour PartyAlison Jarvis Senior Account Director, DMSNick Pride Managing Director, DMS

12.00Powering fundraising performance through insight and analyticsSpanning traditional and digital analytics, research and insight techniques, the Insight SIG awards programme celebrates the contribution of data and analytics in fundraising success.  Come and hear how our winners were able to integrate supporter intelligence seamlessly into their charities’ fundraising initiatives, delivering transformational advantage in the process.Jane Sneddon CE0, Metametrics

15.00Baby boomer baloney? Can stereotypes really help us raise more money?Are you ABC1 or C2DE? Baby Boomer, Senior, Elder, Generation X, or Generation Y? We are fond of dividing the population up into neat categories, and feel that as sophisticated fundraisers we should be crafting communications to suit their particular preferences. In this provocative, informative, lively and (hopefully) amusing session TDA’s David Burrows will be searching for a rare commodity - the truth. He will be asking whether any of this theory actually works in reality. When does crafting different messages generate more income? Are there simple rules that work every time? Do we know why?David Burrows Planning Director, TDA

15.00Legacy fundraising for smaller charitiesDo you see the potential of legacy fundraising, but have no idea where to start? Do you receive the occasional legacy but are not sure how it should be managed? Then this session is for you! In this interactive workshop session, Howard and Claire will take you through the principles of developing your legacy fundraising strategy and managing the gifts that you receive. You will leave with

a renewed understanding of who to talk to about legacies, what to say, and how to say it, along with an understanding of the key questions to ask when a legacy is received.Howard Barker Head of Legacies, Bible SocietyClaire Routely Consultant, Legacy Giving

16.30Direct mail is far from dead - how to bring your direct mail back to lifeTold through the story of Battersea Dogs & Cats Home’s direct mail programme, which is just three years old, and drawing on examples of great direct mail from across the sector, this session will feature:• going back to basics: the key principles

to consider when developing direct mail creative

• getting it right first time: what really makes direct mail work when it lands on the doormat

• knowing what to test: learn which tests won and made the most significant difference in an interactive exercise.

You will walk away from this session with practical tips to apply to your day job and to make your direct mail go from strength to strength.Ginny Andrews Direct Marketing Officer, Battersea Dogs and Cats HomeMaddy Eastwood Direct Marketing Manager, Battersea Dogs and Cats HomeMichael O’Byrne Direct Marketing Officer, Battersea Dogs and Cats Home

16.30Creating a digital legacy - maximising in memory givingRaising money for charity is a great way to remember a loved one, but with the trend overtaking the giving of flowers as a way of showing respect, are charities are missing an opportunity to maximise donations? In this session we’ll cover:• How charities can work with funeral

directors to move more funeral giving online to increase efficiency and income

• Exclusive insights from JustGiving on people fundraising in memory of someone. We’ll explain why and how you can look after these highly motivated individuals, with some best practice examples from the charity sector

Gemma Randall Head of Charity Partnerships, Just Giving

Individual Giving

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Tuesday 8th July

09.30Up close and personal: How to hold a successful legacy eventTalk to your donors for 45 minutes and they will actively consider leaving you a legacy. Sounds simple enough, but how do we make that a reality? This session explores the use of events to deliver the most important ask you will ever make. Learn how to create an experience that draws your donors closer to your cause and gives you the permission to talk about legacies without compromise.David Mitchell Legacy and In-Mem Officer, Royal Voluntary ServiceAshley Rowthorn Senior Legacy Development Manager, Royal Voluntary Service

09.30Weekly lotteries ’doing the numbers’Implementation of a weekly lottery in the Third Sector is often questioned due to perceived complexities and pitfalls: from licensing and recruitment through to integrated supporter journeys. With the right partners, a Weekly Lottery can be an invaluable regular income stream for any charity; appealing to new and existing supporters alike. This session delivers clear, practical, step-by-step guidance including set-up, recruitment and integration with your supporter journey. To deal with your practical concerns, the session is combined with peer-group contributors, delivering invaluable feedback from charities with first-hand experience, showing you how to optimise your prize-led fundraising through Weekly Lottery.Helen Halahan Account Director, The Woods Group Sonel Patel Direct Marketing Manager, Blind Veterans UKHelen Woodford Account Director, The Woods Group

11.00Sensitivities in legacy fundraisingEngaging with potential legacy donors takes tact and sensitivity - connecting with potential donors in this field often requires an approach separate from other fundraising streams. In this session, we examine (using a specific case study) an approach using a lay executor to relate stories of the impact that legacies and funding are having in a specific project. We look at how the combination of a highly personal journey, caught on film, along with targeted online and mailed resources combine effectively to deliver a powerful message and carefully delivered arguments for considering a legacy donation.Beth Brook Head of Legacies, CAFODPhil Knox Creative Director, Purple Flame MediaRichard Radcliffe Director, Radcliffe Consulting

11.00DRTV: it’s good; it’s bad; it’s ugly; but is it for you? With good causes increasingly seeing DRTV as a route to sustainable volume recruitment of supporters, this session will expose some important myths and realities. Across the three key area of creative, media, and response optimisation you’ll hear about: • The Good: campaigns that deliver

high-volume, low-attrition response.• The Bad: and how it could be better• The Ugly: which can sometimes be

successful. You’ll see lots of examples of ads, and hear insights from someone who has made fundraising DRTV work worldwide.

Chris Dickens Managing Director, DTV GroupPeter Muffett CEO, DTV Group

15.00Legacies it’s good to talkIn 2013, The Children’s Society has placed an increasing reliance on legacy telemarketing, and this session will highlight the overall strategy and some of the reasoning behind it. This year approximately 80% of legacy supporters the charity has recruited have been generated by telemarketing campaigns. We will aim to share some insight into how best to go about talking to supporters about gifts in Wills and highlight some of the benefits of legacy telemarketing as part of a multi-channel approach as well as some of the key pitfalls to avoid.Jen Corbett Senior Client Relationship Manager, ListenJonathan Gocher Senior Legacy Manager, The Children’s SocietyHolly Patton Legacy Development Officer, The Children’s Society

15.00Starting as you mean to go on: getting donor relationships right from the word goWith a focus on the crucial first few months of a donor relationship this session will explore the practical measures you can take to drive loyalty, commitment and increase life time value from donors. We will look at the what, how and when’s of implementing a successful welcome programme - from the theory to the application, across multiple channels. This session will draw on the research and findings of leading experts in the field and share examples of others successes and failures, including insight from Marie Curie’s innovative ‘Nursery’ programme.Bethan Holloway Client Services Director, Pell and BalesDanny Whiteside Direct Giving Fundraiser, Marie Curie Cancer care

16.30Legacy Fundraising - Trends and Tips for SuccessLegacies are worth £2bn annually to charities, and many come from people previously unknown to them. Smee & Ford has the most comprehensive picture of legacy giving in the UK and will present figures showing where these legacies come from - the region and profile of legators - which can help drive your legacy marketing campaigns. Understanding the demographic of your legators is vital when undergoing the strategic planning of your legacy campaign. See examples of how charities have analysed legacy trends to structure targeted campaigns to not only increase legacies, but also to engage supporters throughout their lifetimes.Mark Pincher Data Analyst, Smee and Ford

16.30Recruiting mobile donors in a saturated marketSMS campaigns and conversion to regular giving have become the most cost effective method of acquiring and converting donors. But is mobile’s strength becoming the sectors weakness as the market becomes saturated? How do you cut through, and how do you maximize success converting one-time SMS donor to a regular donations? Charlie & Jamie will work with you step by step to design an integrated donor acquisition and conversion campaign that both stands out and from the crowd and converts loyal, regular donations. You’ll walk out of the session with an outline of your next campaign ready to go!Jamie Grier Head of Fundraising, British Forces FoundationCharlie Hulme UK MD, Donor Voice

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Wednesday 9th July

09.30When less really does mean more...Everyone knows that supporters are different, and respond in different ways to the same ask. How far is it possible to target the most appropriate ask - the one most likely to get a positive response - to the right supporter? Over more than three years, Wood for Trees has been developing and refining a (recently award-winning) response uplift model that optimises asks for different segments of the supporter base. We look at the detail and share the success achieved by a major UK charity in putting the theory into practice.Jim Baggett Managing Director, Wood for TreesMichelle Persaud Fundraising Officer, Dogs TrustSteve White Strategy Director, Wood for Trees

09.30The Right PropositionHow can one really be certain one’s proposition is right for its audience, and the social environment of its time? Using British Heart Foundation and HOME Fundraising’s campaign as a case study, the speakers will explore the challenges of creating an entirely new proposition. They will chart the strategy they formulated to successfully achieve the transition from fundraising for restricted work, to raising money for the entire scope of a charity. The speakers will demonstrate that by tapping into the universal values of all stakeholders, one can create a proposition that fits the medium perfectly, with excellent results.Kay Fellows Client Services Director, Home Fundraising LtdAndrew Russell Head of Supporter Development, British Heart Foundation

11.00R.I.P Direct Mail?The last 20 years has seen an explosion of new channels, all readily available for today’s fundraisers. Surely this has buried snail mail forever? Not so. Nick shows that direct mail remains a devastatingly effective tool and has been given a new lease of life in partnership with online, face to face and mobile techniques. Drawing on over 30 years of experience, he showcases why paper appeals remain one of a fundraiser’s best friends.Nick Thomas Creative Planner, Tangible

11.00Mid-Value Giving- tailored supporter cultivation: where do you draw the line?Mid-Value Giving has the potential to transform our interaction with donors and increase their giving at this level. At WJR we launched a successful Mid-Value programme in January 2013 raising over £200,000 from 168 donors in year one. You will hear from WJR’s Head of High Value Partnerships an honest account of the challenges in combining Direct Mail with Major Giving and how we overcame them. By speaking with our donors we are honing the best way to treat this segment of supporters using the perfect balance of a tailored approach and mass marketing.Emma Segal Head of High Value partnerships, World Jewish Relief

15.00An interactive guide to projecting regular giving incomeIt focuses on the difficulty of projecting regular giving income accurately across five years and illustrating true ROIs. We’ll demonstrate challenges faced when forecasting income from channels, such as door-to-door, the process to build projection models from scratch and how they’re being used by fundraising staff. We’ll share learnings, best practice for forecasting and how that helps to engage with senior decision makers in securing investment during tough financial times. Projecting regular giving income is tricky! We’ll provide practical tips to manage and track campaigns and plan scenarios factoring varying recruitment volumes, expenditure and how that influences future income.Nairn Johnstone Database and Insight Marketing Manager, RSPCAVirginie Kan Individual Giving Manager, RSPCAHelen Pattinson Head of Direct Marketing, UNICEF UK

15.00How we created a buzz with beesWant to recruit thousands of new supporters whilst establishing a number of new fundraising channels? Hear how Friends of the Earth created a multi-channel integrated fundraising campaign that did just that. Special emphasis will be given to our best performing activity- SMS giving- and how this channel came to form a large part of our bees fundraising campaign. The session offers detailed insight into initial/rollout activity performance and will cover on-going supporter journeys. We’ll share how our strategy of recognition and reward played a significant role and offer practical advice to anyone planning a two- step SMS campaign. Matthew White Deputy Head of Fundraising, Friends of the EarthSandra Wild Supporter Recruitment Manager, Friends of the Earth

16.30David vs GoliathSmall charities look with envious eyes at large ones with their big budgets, big teams, big brands and enough resources to try anything. Meanwhile big charities are jealous of small, focussed charities who know all their donors personally and have the ability to move fast when new opportunities come up. The grass is always greener! The fact is that while fundraising in different size charities has different challenges and opportunities, there is a lot we can all learn from each other. Friends of the Elderly and Save the Children have something in common - they have both significantly grown their donors and income over the last few years. In this session we will look at how they have played to their strengths to do this and what they can still learn from each other.Scott Clarkson Individual Special Projects Manager, Save the ChildrenRoger Lawson Consultant, Roger Lawson ConsultingJo O’Boyle Director of Fundraising, Friends of the Elderly

16.30Making memories – using data and high level personalisation to connect with supporters for ground-breaking academic fundraising resultsThis session will adopt a case study of how a highly targeted campaign conducted by University of Leeds with agency partner, Bluefrog, increased income by 700% . Discover how this campaign blended sophisticated targeting, segmentation and personalisation to connect with alumni by taking a deep understanding of their association with Leeds.Adrian Salmon Footsteps Fund Manager, University of LeedsChris Winter Head of Data Planning, Bluefrog

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Monday 7th July

10.30How a BHAG (Big Hairy Audacious Goal) can transform your fundraisingHow can you engage your major supporters in your mission? Why not set a Big Hairy Audacious Goal? SolarAid set it’s BHAG 3 years ago. This session will share how it has transformed the organisation at every level - led to a compelling story, engaged donors and improved the performance of the fundraising programme. We will provide examples of how to engage major supporters in your mission and prepare a major fundraising campaign.Carlos Miranda Chief Executive, I.G. AdvisorsRichard Turner Chief Fundraiser, SolarAid

12.00Landing your first £20 million giftIn 2010 King’s College London launched World questions|King’s answers, a £500 million campaign. Thanks in part to an ambitious Major and Principal Gifts programme, the campaign is two years ahead of schedule. To date, the largest gift to the campaign is a £20 million gift to create the Dickson Poon School of Law. Achieving a gift of this size raised the ambitions of the organisation and committed King’s to pursuing transformative gift opportunities. Implementing a gift of this size inspired cross-team working and the development of innovative approaches to stewardship. Success at this level requires creativity, tenacity, and patience, demonstrating the value of ‘playing the long game’. Using

case studies, this presentation will demonstrate how many of these tactics for achieving £6 million + gifts can be applied to the charity sector.Matt Ferguson Director of Principal Gifts, King’s College London & King’s Health PartnersGemma Peters Executive Director, King’s College London & King’s Health Partners

15.00How does it feel to be asked for a major donation?As fundraisers we know what emotions and thought processes we go through to solicit a gift, and once successful, we punch the air and thank the donor endlessly. But how has this whole experience been for the donor? What do they feel, why did they give, and did we ask in the right way? Using feedback from real major donors, this session will view the experience from their perspective. Examples will cover donors who have given gifts ranging from £1,000 to £1m. In addition delegates will hear why the ‘approach’ worked, and what happens when the ‘ask’ goes wrong.Benjamin Morrison Deputy Director, Weizmann UK

16.30A case study in cultivation - Don’t lose the Duchess!This session details how The Royal London Society for Blind People (RSLB) cultivated and approached an entirely new set of major donors to fund its new £10m centre. You will learn both the theory behind the approaches, and exactly what happened at key meetings and events. This session will equip you with the skills and understanding to undertake your own programme. And what do the Bishop of London, Cherie Blair, The Lord Mayor of London, Anita Dobson and Boris Johnson have in common? Come to this session to find out and ask your questions.John Baguely CEO, IFC GlobalNorma Johnston Consultant, Royal London Society for Blind People

Major Donor Fundraising

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Tuesday 8th July

09.30How to keep donors givingHow can you make donors want to keep giving more money and more often? This session will look at developing relationships into long term commitments that last for many years. How can you improve communication with your donors, tailor information to their individual needs and interests and maximise their support in a meaningful way.Matt Cull High Value Giving Manager, RSPCAJhumar Johnson Director, Kingston Smith

11.00Leadership givingAn exploratory session to delve deeper into what Leadership Giving is and why it is so important for your organisation. Together we will look closely at the key components of a successful Leadership Giving programme brought to life using real-life examples. We will explore what we can learn from other sectors to help us inform this fledgling area of fundraising and look closely at how you can drive cultural change to raise both the profile and ambition of Leadership Giving at your own organisation.

A participatory, frank and informative session from speakers who have been there and done that.Catherine Cottrell Executive Director, Fundraising UNICEF UKIan Gardner Head of Development, Motor Neurone Disease AssociationLisa Russel Consultant, THINK Consulting SolutionsJulia Upton Chief Executive, Milton Keynes Community Foundation

15.00Capital appeals and beyond: How to use a major appeal to attract new supporters, and strengthen fundraising capacity for the future In 2008, Chetham’s School of Music launched a £31 million appeal for a new school building. As a small although internationally renowned institution, it had few existing donors and little history of attracting large scale support. This session will look back on how the School took a Major Donor approach, building on its networks and succeeding in raising the funding it needed to complete its new school building from a variety of sources. It will then look at how the School has maintained and expanded those networks, strengthening its fundraising capacity

and resilience as it looks forward to the next phase of its developmentLucie Kennedy Director of Marketing and Development, Chetham’s School of MusicBill King UK Director, International Fundraising Consultancy

16.30Challenging the major donor paradigmLots of major donor thinking is based on principles developed in the 1950s for US higher education. These principles -from rigid gift tables to the absolute necessity for a written case- are often shared today as an unchanging and unchangeable formula. This session asks what’s still true from that body of work and what new ideas are emerging in terms of approaches and techniques. Three experienced MD fundraisers will share examples designed to provoke and challenge as well as inform. We may even come up with some innovative ideas that might appeal to millennials and not just boomers. Angela Cluff Director, The Management CentreHelen Pert Director of Development, British Heart FoundationBernard Ross Director, The Management Centre

Wednesday 9th July

09.30So you want to run an appeal. Are you mad?Do you really understand what you are letting yourself and your organisation in for when you sign up to running an Appeal? Are you clear what it will look like and what you want it to do? Are you sure you have the key ingredients in place to make it work? How will you recruit and work effectively with a Chairman and a Board? What challenges does this form of fundraising present internally? This will be a down-to-earth, practical session based on experience to help you plan and deliver your Appeal and survive to tell the tale!Wanda Hamilton Group Director of Fundraising RNIBKate Hogg Senior Fundraising Consultant, Management Centre

15.00Collective philanthropy - helping major donors to achieve more impact through giving togetherHow do you target specific groups of wealthy individuals to give collectively? Is it possible to maintain bespoke relationships when taking this approach? Can the crowd-funding model be applied to major giving? These questions will be answered by this interactive session delivered by philanthropy fundraisers from The Prince’s Trust. Using examples and case studies, we hope to bring to life the concept of collective philanthropy, focusing on our

two key initiatives that target female philanthropists and entrepreneurs. Attendees will learn more about the motivations of groups of donors and how to constructing a compelling story to bring groups together.Laura Blake Philanthropy Manager, The Prince’s TrustKate Daley Philanthropy Manager, The Prince’s Trust

16.30The journey of a giving club - the key dependencies for ensuring success. A case study: The PioneersIs your organisation ready for a giving club? This session will look at the key ingredients to ensuring success and will look at the journey from the initial concept to putting the ideas into action. We will use the case study of the successful Pioneers giving club recently established by Prostate Cancer UK. It will be an opportunity to hear about the successes as well as the pit falls. The session will also look at how to maximise funds from middle value donors and how to incentivise donors to make long term pledges.Jane Hogarth Solid ManagementDaphne Power Major Giving Manager, Prostate Cancer UKSonal Shukla Head of Major Giving, Prostate Cancer UK

11.00Punch above your weightHow can small charities compete with the ‘big boys’ in the sector? Having made the transition from a large national charity to senior leadership roles at smaller organisations, Sonya and Jennifer will share their experience on how a diversified fundraising strategy has enabled two organisations to increase income and, importantly, awareness. Focusing on their approach to major donor fundraising and working with high net worth boards and individuals, Sonya and Jennifer will draw comparisons and provide practical and strategic ways to enable small charities to punch above their weight. This session will include case studies and a Q&A session. Jennifer Coleman Head of Philanthropy, London Children’s MuseumSonya Timms Director, Magic Bus UK

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Monday 7th July

10.30Boost your personal impact by getting - and staying - motivatedYou’ll smash through the barriers to giving if you can motivate yourself and others. This session covers tips and strategies for personal motivation, and how you can use it to bring donors, colleagues and Trustees along with you. We’ll explore how to• tap into the rich assets your

organisation has• learn what motivates you and

your audiences• find your unique voice and use it to

tell stories• learn from and cope with setbacks,

and refocus your energy. So put the ‘To Do List’ on one side for now - it’s time to get excited!

Genevieve Edwards Director, Tap Communications

12.00Creating your own destiny: a professional development toolkitIn this inspiring and interactive session, Paul Marvell will give you the tools and thinking you need to plan your career. Drawing from Neuro Linguistic Programming, coaching, psychology and his extensive experience in career development and fundraising, Paul will lead you through 15 tools and techniques that will help you create and plan your career from now on. In fact you will wonder how you ever managed with out them!Paul Marvell Director of Professional Development and Membership, Institute of Fundraising

15.00Talking talent - the key to successHow to grow your own talent has been an area that the corporate sector has invested in heavily for over a decade... but how can we apply these principles to our fundraising teams? This highly interactive session shares learnings and top tips from across all sectors and the

world of psychology. It offers real case studies that share the pitfalls and wins of applying a structured approach to talent management. Come along ready for conversation and exploration.Sarah Lane Coach, facilitator, trainer, director, Coaching Lane LtdLiz Tait Director of Fundraising, Battersea Dogs and Cats Home

16.30The art of persuasionPersuasion is a critical tool for all relationship fundraising whether you’re in a face to face meeting, skyping or on the phone. It is not about manipulation... it’s about communicating in a way that brings about a favourable outcome. Come to this session to find out the equation for persuasion and to learn some of the key techniques that will help you to deliver more income for your charity.Mark Atkinson Chief Executive, VCSchange

Personal Effectiveness

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Tuesday 8th July

09.30How to be a brilliant fundraiserWe fundraise in a competitive world. How we have fundraised in the past will not be good enough for the future. If charities are going to survive they have no choice but to test new and different ways to fundraise. This is hard. Your new idea might not work. Your colleagues might not want to change. Your manager might just want to do things like they have always been done. Brilliant fundraisers change things even when change is hard. Want to be a brilliant fundraiser? Lucy will show you how.Lucy Gower Innovation Director, Clayton Burnett

11.00Emotional intelligence in fundraising: how to improve results by developing EI as a core skillEI is one of the hottest topics in management and communications. And research by Daniel Goleman and colleagues has shown that emotionally intelligent individuals are more likely to succeed professionally and personally. So how can you and your organisation take advantage of the techniques and

technologies offered by EI to become more successful in your fundraising? We will explore how fundraisers can help themselves, their organisations, and more specifically their fundraising departments, develop emotional intelligence and secure greater results from donors. We will look at how to improve emotionally intelligent responses in a range of areas - from donor care to team leadership and from board work to case development.Bernard Ross Director, The Management Centre

15.00Your career development: vital coaching skills to help you be successfulPersonal development is vital to fundraisers’ career success but while we can often identify our strengths and weakness we can lack the knowledge of how to do something about them. This session will explore how fundraisers can use coaching as part of their personal development plan. It will include an interactive element for attendees to try out coaching techniques with each other, group discussion and personal perspectives shared by a leading fundraiser and a coach. It will be relevant

for fundraisers at all career levels, and for people wanting to use coaching for their own development or to help their teams.Catherine Miles Fundraising DirectorAnthony Nolan Joanne Miles Trainer, Consultant and Coach, Joanne Miles Consulting

16.30You looking at me? A guide to managing conflictConflict left unchecked impedes performance. The endless round of ‘He said, she said’ and whisperings at the water cooler seeps into your culture and makes you feel you are in your very own fundraising soap opera. It’s wearing. This session will build your confidence in dealing with situations you may find stressful: those which involve conflict. We will examine why conflict arises, what you can do to prevent some situations from escalating and how best to deal with those that need resolution.Helena Sharpstone Director, Sharpstone SkinnerCaryn Skinner Director, Sharpstone Skinner

Wednesday 9th July

09.30Developing big picture thinking to get aheadWant to develop your skills and further your career in charities? Wondering what it takes to get on? This session will explore what organisations are looking for in senior positions, and will help you think big. It will help you get the big picture you need to get ahead. It will help you get ready, and help you get noticed. A simple take-away tool will help you organise what you need to focus on, to build into your everyday work and objectives, and help you think beyond your job.Matthew Sherrington Fundraising and Communications Consultant, Matthew Sherrington Consulting

11.00David and Goliath - How to defeat your giants to raise more moneyIn his inspiring best-seller, David and Goliath, about the art of battling giants, Malcolm Gladwell shows us how Advantage and Disadvantage are often misunderstood. He demonstrates that the moment David refused to play Goliath’s game, David in fact became the favourite. Inspired by the book, award-winning fundraising trainer Rob reveals strategies that wily fundraisers can use to defy the apparent odds and WIN, in spite of:• Larger or more powerful competitors• Difficult colleagues / board members• Your own apparent disadvantagesRob Woods Director, Bright Spot Fundraising

15.00Great leadership - do you know it when you see it? Great leadership - you know it when you see it. Or do you? What are the magic ingredients of good leadership - and what kinds of leaders are best at fundraising? Attend a panel discussion with two dynamic leaders with very different personalities: Laura Sercombe, CEO of Disability Challengers, who overcame her fear of fundraising to spearhead a £1.1M capital campaign in Guildford; and Stephen O’Connor, an outspoken extrovert and experienced fundraising manager who turned around the fundraising function at the University of Leicester after leading fundraising at Barnardo’s for eight yearsWilder Gutterson Director, Prospero PartnersStephen O’Connor Director of Development, University of LeicesterLaura Sercome Chief Executive, Disability Challengers

16.30Resilience for fundraisers - dealing effectively with everyday challengesThis interactive workshop will explore the key ingredients of a resilient nature and enhance our ability to bounce back quickly from setbacks. We will develop an understanding of the importance of a positive approach to fundraising, developing a personal toolkit to use to enhance our mood and our energy levels. We will explore and experience simple techniques to reduce general stress levels and learn how to cope with pressure dynamically as it arises. This workshop will help to enable participants to realise potential and deal successfully with challenges as they arise both in the workplace and elsewhere leading to increased self-confidence and productivity.Richard Hammond Director of Income, Generation Prospect Hospice

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Monday 7th July

10.30Getting better fundraising results through simple benchmarkingAlthough most fundraisers invest time in analysing and interpreting their own results, how much time do we spend comparing our results to those of other charities? How do response rates, average gifts and ROIs currently vary across the sector? This session provides the perspective of one senior fundraiser who will explain how bench marking results not only enables better decision making but ultimately helps provide the business case to grow your programme. It also introduces a simple bench marking tool that allows any attendee the chance to take part.Danielle Atkinson Head of Merlin Fundraising Integration, Save the ChildrenChristopher Nield Creative Director, On AgencyDaniel Stenning-West Data Planner, On Agency

12.00Futurology: trends shaping future donorsA fast moving, dynamic session that will present a showcase of key developments and trends shaping society and donors lives. Drawing from developments all over the world in the not-for-profit and the commercial sector this session will challenge people to think differently and to embrace new opportunities and developments.Tony Elischer Managing Director, THINK

15.00The psychodynamics of fundraisingSigmund Freud and Melanie Klein are well known names from the world of psychotherapy. Their followers today continue to explore the mysteries of human psychology. What can they teach us about fundraising? A lot - especially if your organisation has unclear roles, blurred responsibilities, or stuck relationships. Using research from the Tavistock Institute, Wilder Gutterson and Elizabeth Loudon will look at the fundraising function within charities through the lens of psychodynamic theory. What happens when different departments (fundraising and programme) have differing narratives about institutional priorities - and what can one individual do to bring about healthy change?Wilder Gutterson Director, Prospero Partners

16.30Become a Derren Brown of fundraisingEver wanted to become a Derren Brown of fundraising? Derren is able to ‘read’ and influence people’s behaviours because he understands and utilises known psychological mechanisms. Jim has studied those same mechanisms and applied them to a process being used by fundraisers to improve their interactions with their audiences. These mechanisms determine behaviour and the shape choices. This practical session will share some of the mechanisms being successfully used in fundraising. Afterwards, like Derren you’ll be able to change someone’s beliefs in under 60 seconds or use a language pattern 52% more likely to gain a positive response. Wouldn't that be useful?Jim Brackin Director, Extra Sensory Perception Ltd

The Bigger Picture 1: External Trends and Insights

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Tuesday 8th July

09.30Behavioural Economics - new broom or old hat?Behavioural Economics is trendy and sounds clever - but is there any substance behind the style? This session will cover the basics and background to this emerging field, but also debunk some of the hype. We’ll focus on what BE can really add to a fundraisers tool kit with lots and lots of practical examples and case studies. Your understanding of donor behaviour and your fundraising will improve as a result of this highly interactive and inspiring learning experience.Mike Colling Managing Director, MC&CPaul Vanangs Head of Public Fundraising, Oxfam

11.00How PR can transform your results: Best practice case studies from the commercial worldBy sharing the award winning PR campaigns she ran for Baileys, M&S and Ribena, Nik will explain what fundraisers can learn from the world of PR. These campaigns have all been internationally

recognised as being best in class communications programmes - with the M&S campaign winning ‘Best Campaign in the World’ at the Global Sabre awards. Each campaign takes a very different approach to reaching a very different audience, but they are united by the fact that each far exceeded its ambitious targets. Come prepared to be inspired and challenged to think about direct response and engagement in a totally new way as Nik shares the secrets of her success for the first time at any fundraising conference. Nik Done Co-Founder, Unity

15.00The small charity brand survey – managing brands to deliver better fundraising resultsResearch studies on branding with large charities have demonstrated measurable links between good brand management and fundraising benefits including a rise in income and more supporters - but has overlooked 97% of the sector - the small charities. The Small Charity Brand Survey asked if good brand management could deliver the same benefits for organisations of £1m or under. Learn about what the results can mean for

fundraising in your organisation and get advice on managing your brand to deliver better fundraising outcomes.Stephen Lee Professor of Non-Profit Management, Cass Business SchoolNatasha Roe Director, Red Pencil

16.30Who needs fundraising consultants?Issues around integrity - from both sides - will be explored and questions posed around the relationship: To love honour and..... obey? With 20% of the Institute’s members registered as directly interested in consultancy it is time for a significant contribution to enhance the understanding, the benefits of using and the limitations around fundraising consultants. Fundraisers at all levels will benefit from a clearer idea of what fundraising consultancy can and can’t do. The session will be of value to consultants and those employing them.Helen Jenkins Director, 117 ConsultingPeter Maple Course Director, MSc Management in Civil Society LSBUGill Moody Chair, Association of Fundraising ConsultantsGareth Squire Managing and Consulting Director, Fundraising Consultants Ltd

Wednesday 9th July

09.30Integrated campaigns - making your marketing work harderThis session will cover the British Heart Foundation’s new approach to developing and delivering marketing campaigns that both drive awareness and increase propensity to give. We will explain how the organisation has changed the way it works to drive maximum integration and reach. The session will highlight what we have learnt along the way (especially about getting fundraising and brand agencies to work together), and the results which so far have been positive both in driving brand achievement of brand and fundraising targets. This will benefit other charities and attendees who are involved in developing and delivering effective marketing and communication plans.Harriet Foxwell Marketing Manager, British Hear FoundationPolly Shute Projects Director, British Heart Foundation

11.00A review of research that will affect the way we fundraiseThis session will review current (both published and work in progress) research that has a direct impact on fundraising and the way in which we operate. This will be a wide ranging, practical session concentrating on the consequences of adopting or ignoring what academics and experienced practitioners are trying to tell us.Peter Maple Course Director, MSc Management in Civil Society LSBU

15.00Eight great global arts fundraising ideasGet a global view of great Arts fundraising campaigns - whizz round the globe from North America to Vienna from US to South Africa, from Australia back to the UK. Arts fundraising is sometimes described as fundraising for a ‘luxury cause’ and pretty tough in an harsh economic climate. How do Arts fundraisers cut through and demonstrate the need for and benefits of their work? What do arts fundraisers do really well and what might we learn from them? Join a whistlestop tour highlighting the inspirational ideas and fundraising techniques used by Arts fundraisers and leave inspired, amused and challenged to review your own communications.Pippa Carte Director of Development, London Children’s Museum

16.30Integrate your brand and fundraising like RSPBTo operate at full potential, your brand must be optimised for fundraising; otherwise it simply isn’t fit for purpose. Summer 2013 saw the completion of RSPB’s brand development project to reposition the charity as a force for nature, inspiring the nation to give nature a home. Using this case study, we’ll share 6 years’ worth of experience on how to interrogate every element of your brand to target a new supporters and grow market share; from brand story and case for support to visual identity and key messaging - taking existing supporters with you every step of the way.Dan Dufour Head of Brand and Engagement, The Good AgencyJonny Wright Brand Development Manager, RSPB

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Monday 7th July

10.30Culture eats strategy for breakfastThe need to develop an effective fundraising strategy that is driven by the needs of beneficiaries and aligned to the delivery of front line services and projects has never been more important for charities. This is no easy feat and many organisations spend significant time, money and resource developing strategies that do little more than gather dust on a shelf. The session will focus on the key elements required to develop a fundraising strategy, and how to develop a culture that enables implementation through effective cross team working, planning, reporting and staff engagement. What needs to be in place to develop a sustainable and deliverable fundraising strategy? How do you develop a culture that enables a fundraising team to be strategically responsive? How do you prevent culture eating strategy for breakfast? These are just some of the questions we aim to answer in this interactive session.Jacqueline Spicer Head of Strategy and Planning, King’s College London and King’s Health Partners

12.00Social enterprise in practiceEstablished in 1767 from a legacy of £10,000, the Dame Hannah Rogers Trust (Hannahs) is one of the oldest charities in the UK. Renowned as one of the leading schools and centres for profoundly disabled children the charity purchased a 90 acre site and former agricultural college in 2010 and began its adventure of moving from a traditionally funded charity model to one of the UKs most unique and diverse social enterprises. Hannahs share their top tips for building, developing, marketing and financing a social enterprise transition and moving away from traditional funding models.Andrew Dean Director of Development and Engagement, Hannah’sTim Harford Head of Donor Care and Community Fundraising, Depaul UK

15.00Bringing services colleagues onside to deliver compelling fundraising stories and resultsWant to know some of the secrets to getting fundraising and services working well together to brilliant effect? Come and hear how other charities do and get tips on what you can do at your own charity to unlock the fundraising gold dust that lies in other bits of your organisation.Jaz Nannar Managing Director, Burnett WorksKarin Weatherup Creative Director, Burnett WorksPhilip Wiles Head of Housing, RAF Benevolent Fund

16.30Creating a culture of innovation in your innovation team and beyondInnovation has been a buzzword for a number of years in fundraising. But, many fundraising departments struggle to make innovation a part of their culture. There are many barriers to overcome but it is possible to embed an approach to innovation on a limited budget, without the need for new posts or departments. Using Terrence Higgins Trust as a case study learn how they were able to embed a culture of innovation across the whole fundraising department on a limited budget. This session will inspire any size of charity to think big.Sonya Trivedy Fundraising Director, Terence Higgins TrustKevin Waudby Partner, Good Innovation

The Bigger Picture 2: Transforming your fundraising

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Tuesday 8th July

09.30Keeping the plates spinningThis session is aimed at fundraisers who are, or want to be, responsible for managing multi-disciplined fundraising teams. A light hearted reflection, from Ian Fairhurst, on five years as Fundraising Manager at the Cardinal Hume Centre. Voluntary income has doubled to £1.5 million during this time, but not everything they have tried was a success. In a unique approach Ian will share the lessons from his mistakes over the five years. He will suggest some of his solutions to the everyday challenges of running a multi-disciplined team so that the plates keep spinning and the cash keeps rolling.Ian Fairhurst Fundraising Manager, Cardinal Hume Centre

11.00Creativity in a recession: What established charities can learn from start upsFocusing on three inspirational case studies of charities that have started up - or started again - in the last few years, this session will explore what is needed for fundraising success in these challenging economic times. Drawing out learning that is applicable to any

charity, large or small, three experienced fundraisers will share their stories of why innovation was essential for their charity to survive, and how they have helped them thrive.Ian Govendir Director/Founder Aids, Orphan UK TrustRuth Ruderham Director of Fundraising, Canal and River Trust

15.00Do you really know what’s working?We’re all wasting our time measuring the wrong things. We measure ROI when we should be measuring life-time-value, we analyse who is giving rather than understanding why they do. We track the response to a communication, not the way it makes someone feel about us. At best this is distracting us away from what really matters - at worst it is prompting us to make bad decisions. Some companies and charities are looking at new techniques and tools to analyse the true effectiveness of their communications. We will look at these and help you to identify the five things that really matter and the 25 things you should stop wasting your time on.Roger Lawson Consultant, Clayton Burnett and About LoyaltyNick Mason Head of Fundraising, Strategy RNIB

16.30Making your new shiny fundraising strategy stickIt’s taken ages, it’s beautifully bound and circulated to all and sundry and now the real work starts: What are the key factors you must take into account if you are really going to achieve the levels of income growth your organisation needs and you have committed to raising? What barriers must you overcome so your team really works better together and how do you get the rest of the organisation on side to help raise money? A practical session to share the recent experience of Arthritis Research UK whose new fundraising strategy is really delivering.Kate Hogg Senior Fundraising Consultant, Management CentreNicola Peachey Director of HR & Organisational Development, Arthritis Research

Wednesday 9th July

09.30Insight to Insight - getting the balance right between the twoNot sure why all those flip-charts aren’t quite delivering your next big fundraising campaign or the supporter communications you intended? Well maybe you need to balance your instincts with a bit of supporter insight - it’s worked well for Teenage Cancer Trust. This session will share some of the tactics and tips about making insight work not just for you - but for your supporters, making supporting your charity a much more enjoyable experience for them. This is an experience that will lead to deeper loyalty and longer retention.Kate Collins Director of Fundraising, Teenage Cancer Trust

11.00Strategy tools: fast forwards to the futureThis workshop will introduce you to the most exciting tool for developing fundraising plans - at an organisational or team level - in the last 10 years. The technique is now used by organisations as diverse as Arthritis UK, Mencap, Macmillan, WSPA and International Red Cross and Red Crescent. We’ll show you examples of how other organisations

are using it to improve high value donor work or to change the way they treat low value donors. The session covers the key stages in developing a strategy map and the accompanying scorecard to track progress.Angela Cluff Director, The Management CentreBernard Ross Director, The Management Centre

15.00Pure unadulterated empire building don’t be ashamedDo you work in a fundraising organisation, or an organisation that raises funds? Ever wondered how you make the shift from fundraising being an after-thought to it being the forefront of what your charity does? Friends of the Earth has transformed it’s fundraising by starting outside of the team and we would like to show you how. Hear tried and tested techniques for building a team across the organisation, having internal cut-through, getting people on-side, making fundraising a priority across the organisation and sweeping aside all those nasty, niggley, internal problems.Tracey Pritchard Head of Fundraising and Supporter Development, Friends of the Earth

16.30Using insight to build a great supporter experience; How data drove us to centralise our supportThink your donors, service users and volunteers are all separate audiences? Think again. That’s what Macmillan Cancer Support did, and found the overlap, and the opportunity was huge. At this session you will hear how Macmillan used insight to create a whole new structure focused on the needs of the customer. Learn about the challenges and benefits of centralising activity from over 50 offices into one contact centre, and how it has improved the service and care Macmillan provides its customers and ultimately helped bring in £152 million in 2012. Use the Q&A to apply our learnings to your organisation.Clara Avery Head of Research and Insight, Macmillan Cancer SupportHannah Mahoney-Smith Head of Customer Care, Macmillan Cancer Support

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Monday 7th July

10.30Are you getting the most out of your research?Are you frustrated by the information you get back from research? Is the research answering the questions you need answers to? During this session we will explore how to put together a really good research brief to your in-house researcher or to an agency so that you get exactly what you need when you need it, so you can concentrate on taking those high level relationships forward at the right time. We will also look at how having a good relationship with your researcher is the key to success!Ed Brown Research Manager, GOSHSacha Newman Research Manager, National Trust

12.00Big Lottery FundThe Big Lottery Fund (BIG) is responsible for distributing 40 per cent of all funds raised for good causes by the National Lottery. This totals around £600 million each year. Since June 2004 BIG has awarded over £6bn to projects supporting health, education, environment and charitable purposes. 80-90 per cent of our funding is awarded to voluntary and community sector organisations. Our mission is to bring real improvements to communities and the lives of people most in need. The session will provide delegates with a brief overview of Big, key programme updates, what is on Big’s current agenda and what Big looks for in applications with top tips. There will also be an opportunity to ask questions to Local Funding Officers.Jane Sterland Funding Officer (Local), Big Lottery FundKemar Warford Funding Officer (Local), Big Lottery Fund

15.00How to win and make the most of a UKAid match appealNow fully launched, the Department for International Development’s UKAid match scheme has proved a successful tool for international development charities to raise funds, engage supporters and build profile. This session will give attendees insight and experience gained from two organisations that ran campaigns during the scheme’s pilot stage. Hear from

fundraising directors from Opportunity International and Riders for Health on how they developed compelling project proposals, created media and business partnerships which reached new audiences, and launched fundraising campaign to maximise the three month appeal window.Stephen Harvey Director of Fundraising and Communications, Riders for HealthGareth Simpson Director of Philanthropy and Strategic Partnerships, Opportunity International

16.30Accounting for fundraisersDo you need to present your accounts to funders and answer questions on them? This session will help fundraisers to read and interpret their organisation’s accounts so that they can field questions and speak with confidence about the financial position of their charity. The session will cover fundraising ratios, reserves, balance sheets and the fundamentals of accounting. We will look at typical questions that come up and how you can deal with them.Kate Sayer Partner, Sayer Vincent

Trusts and Statutory

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Tuesday 8th July

09.30Writing effective bids for trust and statutory grant makers’With funders receiving an ever-increasing number of applications, it has never been more important to ensure your written bids give you the best possible chance of success. James and Alex will deliver an interactive session drawing on their significant experience of fundraising from trust and statutory sources. They will cover how to write an effective bid for specific audiences and how to avoid the common mistakes that greatly reduce your chances of funding.Alex Blake Director, KEDA ConsultingJames Newell Deputy Director, Kingston Smith

11.00How to win Big Lottery funding - a practitioners guideThe British Red Cross has developed an approach to Big Lottery Fund applications that has seen them achieve an 87% success rate, against an average of 17%. Delegates will hear how the Red Cross achieves this success it and learn the key tactics used. They will receive an overview of Big Lottery UK and International funding programmes, learn about the commonalities between the

funding programmes; the key principles that Lottery apply across all of their funding streams. Dedicated time will be built into the workshop for a surgery session, so that delegates can share any specific problems or questions they have on the best way of approaching Big Lottery fundraising. Please come prepared with your questions and Lysa will find time, either within the session, or within follow up support as agreed on the day. Lysa Ralph Head of Programme Funding, British Red Cross

15.00Developing successful fundraising programmes while influencing organisational culture.The session’s speakers all have experience of working in charities where fundraising makes up a small proportion of overall income, less than 10% in some. Government cuts have meant less income from contracts and subsequently a desire for increased fundraising income. This session will look at the challenges this presents, such as an organisational culture that lacks the understanding of why and how to work with Fundraising. Drawing on our experiences of leading trusts and statutory fundraising programmes

in this environment we will share our thoughts on what you can do to develop successful fundraising programmes while influencing organisational culture.Trevor Anderton Head of Trust and Government Funding, ScopeAlex Blake Director, KEDA ConsultingDee Brecker Director of Fundraising, Carers UK

16.30It’s all about results - monitoring and evaluation made simpleAs fundraisers we can all talk confidently about the difference that our organisations make, but what about evidencing that difference? The drive to evidence impact is greater than ever, with some larger funders expecting 5-10% of your project budget to be spent on measuring impact. Whilst measuring impact is increasingly important, it doesn’t have to be expensive or complicated. In this session, Louise and Sarah will explain what funders are looking for and share some evaluation techniques that will increase your chances of writing a winning bid.Louise Farnell Director and Founder, Capidale ConsultingSarah Holloway Policy Advisor, Cabinet Office

Wednesday 9th July

09.30Are trust fundraisers magicians! Managing myths and expectations with your CEO The challenging era of austerity has made every charity CEO more concerned about future income. For many, especially where statutory income has been cut, the allure of large gifts from grant-making trusts can appear to be the answer. The balance between chasing the money and staying focussed on your charity’s mission and vision can be a challenge. Trust grants don’t arrive by magic though. This session will explore how CEOs can contribute to successful trusts fundraising and how trusts fundraisers can help that process.Andy Bell Deputy Chief Executive, AttendMark Boscher Chief Executive, Hertfordshire MS Therapy Centre Dan Fletcher Director, Delta Fundraising

11.00Meet the funders sessionJoin three major funders for this session of live and interactive debate, covering topical issues in the grant-making sector. The panel will be speaking and debating on the following key questions, with the opportunity for input and further questions from the floor:1. What is the role of funders when

statutory funding drops off?2. What does “innovation” mean to

funders, and how does it impact on grant-making?

3. What would Scottish independence mean for grant-makers and grant-seekers?

4. Is European and US philanthropy influencing the UK grant-giving model?

This session promises to provide a real insight into how grant-makers view and tackle these key issues, and how this impacts on your fundraising from trusts and foundations; don’t miss this unique opportunity to meet the funders!We have 3 funders on the panel:• Paul Ramsbottom CEO of the Wolfson

Foundation• Fiona Duncan Deputy Chief Executive

of the Lloyds TSB Foundation for Scotland

• Barbra Mazur Head of Grants at the John Ellerman Foundation

15.00Unhelpful Divisions: Managing Major Donors and TrustsIn many charities, trust fundraising is managed separately from major donor fundraising. Many examples exist of conflicts internally, relating to approach channels, communication methods, and income coding (for instance, when a major donor’s gift arrives from a trust). This gives rise to a curious set-up across different organisations: in Charity A, the donor relationship is managed by the trusts team; in Charity B, the same donor relationship is managed, using different principles perhaps, by a major donor team. Should we stop viewing

trusts as ‘institutional’, and recognise that the decision to give is always made by an individual or individuals?Paul Julien Head of Key Relationships, Medican Aid for Palestinians

16.30Developing your bid programmeYou may be able to write a bid but do you have a successful bid programme? This session will provide you with an overview of the key areas to consider in order to develop this important income stream. The session specifically covers the art of creating a project bank, knowledge management, research, risk mitigation and contracting.Mark Atkinson Chief Executive, VCSchange

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It is widely accepted that leaders are made not born. Extraversion, empathy, high social intelligence are just a few traits of successful leaders. Each one of us have the ‘raw material’ to become good and indeed great leaders.

Our Leadership masterclass will help you unlock some of the skills that will help you on that journey. If you are a new Head or Director of Department or a senior fundraiser who has ambition and a desire to become an effective and inspirational leader, come join Caroline Goyder, Jenny Nabben, Jhumar Johnson and some of your peers at this Masterclass.

Leadership Masterclass attendees will also have available to them the opportunity to be coached or mentored for up to three sessions following the masterclass. A list of coaches and mentors will be provided ahead of the session.

There are only 16 places available on this Masterclass so sign up quick!

CONTENT

10.30 - 10.45am

Introductions with Jhumar Johnson, Master of Ceremonies

10.45 - 1.30pm: Gravitas

Caroline Goyder Founder of Loud & Clear and Central School of Speech and Drama

1.30 - 2.30pm: LUNCH

2.40 - 4.00pm: Influence

Jenny Nabben Nabben Communications and Author of Influence

4.00 - 5.10pm: Learning from Peers

Our panel will reveal:

• one thing they would look back upon and do differently

• one piece of advice

• Common pitfalls and solutions.

Andrew Harris, Caroline Olshewsky, Matthew Cull

HOW TO BOOKMasterclasses are only open to registered attendees. If you have not already, you can book your place here: www.nationalconvention.org.uk/book-your-place.php

Once your Convention place is confirmed, you can book your place on this masterclass, by emailing iofconvention@institute-of-fundraising.org.uk

Masterclass 1: Nurturing tomorrow’s leaders (7th July)

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Our Strategy and Management Masterclass is focused on giving you insight and learning into developing an effective fundraising strategy which is lot more than a SWOT analysis and competitor research. We will look at what it takes to construct a strategy that everyone can translate, adapt and adopt, and no matter how good the strategy, having the right people and the depth of relationships is the difference between a successful strategy and not.

There are only 16 places available on this Masterclass so sign up quick!

CONTENT

9.30-9.45am:

Master of Ceremonies, Grahame Darnell

9.45-12.30pm: Session 1

Management – managing teams; management styles; looking up and looking down

Helena Sharpstone and Caryn Skinner Sharpstone Skinner

Meryl Davies Director of Fundraising, SOS Children’s Villages

12.30–2.00: LUNCH

2.00–2.45pm: PLENARY

3.00-5.00pm: Session 2

Developing a sensible yet extraordinary strategy – feasibility; cross organisational working; campaigns and other tools; developing the strategy and action plan.

Jhumar Johnson Director, Real Futures Ltd

5.00 – 5.30pm: Q&A

HOW TO BOOKMasterclasses are only open to registered attendees. If you have not already, you can book your place here: www.nationalconvention.org.uk/book-your-place.php

Once your Convention place is confirmed, you can book your place on this masterclass, by emailing iofconvention@institute-of-fundraising.org.uk

Masterclass 2: Planning to succeed and the People that will get you there (8th July)

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Masterclass 3: Focus on small charities (9th July)

If you are a fundraiser in a small charity you know you need to be a master of many trades. You are expected to handle high level strategic and low level operational tasks with equal flair. You burn the midnight oil preparing a pitch that will take your charity into horizons new, you win it and then you stop off at Tesco Express on the way back, as the office has run out of milk.

This masterclass is targeted at fundraisers of all levels at charities with under £1m fundraising income and will look at how you can build your fundraising in your organisation – from strategy to higher level giving, as well as raising money from the public.

There are only 25 places available on this Masterclass so sign up quick!

CONTENT

9.15- 9.30am:

Introductions with Caroline Olshewsky, Director of Income Generation, Refugee Council, Master of Ceremonies

9.30-12.30pm: Session 1

Focus on strategy i.e. organisational strategy, business planning and fundraising strategy; working with boards; case for support; monitoring, evaluating and communicating impact

Wilder Gutterson Prospero Partners

12.30-2.00pm: LUNCH

2.00–2.45pm: PLENARY

3.00-4.10pm: Session 2

Fundraising from major donors, trusts & foundations, corporates and legacies. Insight into key factors for success, resources, ROI, timescales.

Julia Worthington Amber Consulting

4.10-5.20pm: Session 3

Fundraising with community, direct marketing, social media. Insight into key factors for success, resources, ROI, timescales – and where to focus your efforts

Craig Linton from RLSB and David Pearce from Dignity in Dying

5.20-5.40pm: Q&A and close

Close with Caroline Olshewsky, Director of Income Generation, Refugee Council

HOW TO BOOKMasterclasses are only open to registered attendees. If you have not already, you can book your place here: www.nationalconvention.org.uk/book-your-place.php

Once your Convention place is confirmed, you can book your place on this masterclass, by emailing iofconvention@institute-of-fundraising.org.uk

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SPONSORS

Associate Sponsors:

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