national fundraising convention 2015 preview brochure

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PREVIEW BROCHURE

6th - 8th July 2015

FUNDRAISING

2015

NATIONAL

CONVENTION

CONTENT

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NATIONAL FUNDRAISING CONVENTION 2015

The National Fundraising Convention is, without question, the biggest and best event for fundraisers in Europe. And this year promises to be better than ever before!

We have listened carefully to attendee feedback and as a result, packed in even more sessions each day. Coupled with more generous group booking discounts, the 2015 National Fundraising Convention offers you and your charity the best value yet.

Join over 2,500 fundraisers of all experience levels and backgrounds to take advantage of the multiple learning and networking opportunities on offer throughout the three action-packed days. From the inspirational opening plenaries on each day, through to the exciting mix of social events on offer each night, there is no better opportunity to meet with your peers in one place and start the journey to being the best!

Introduction

Timetable

Bigger Picture

Community, Events & Volunteers

Digital Fundraising

Individual Giving

Partnerships

Personal Effectiveness

Philanthropy

Sponsors & Media Partners

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What is the National Fundraising Convention?

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http://www.nationalconvention.org.uk/




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3 DAYS

SPEAKERSOVER

EXHIBITORS

7 TRACKS

33SESSIONSPER DAY OVER 450

CHARITIES

38 HOURS OFNETWORKINGOPPORTUNITIES

UNRIVALLEDNETWORKING

OPPORTUNITIES

INSPIRATIONALPLENARIES 97

0

50

100

180

3

ATTENDEES2500

105

50

12

35

4

67

1

2

3

SESSIONS

LEARNINGHOURS OF

5 CONTINENTSDELEGATES FROM

Welcome

Introduction

Timetable

Bigger Picture


Digital Fundraising

Individual Giving

Partnerships


Philanthropy


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Track Time Mon 6th JULY Tue 7th JULY Wed 8th JULY

Bigger Picture 9:30 Two sides of the same coin Re-engineering your fundraising Motivation and engagement of operational/support teams

11:00 What next after Full Stop? Are you really proud to be a fundraiser? Using the law to raise money

11:55 How to find and tell the right story a.k.a. how to connect with donors through storytelling

Creating a culture for principal gifts Fundraising 2040: what will be hot in 25 years’ time?

15:00 Red Ocean, Blue Ocean - a new approach to strategy

How not to hate your agency Raising money from people who don’t care

16:30 Building a brand that’s fit for fundraising So you really want to grow? Making it actually happen at Alzheimer’s Society

Stand in their shoes and see your success soar


9:30 Community engagement in practice – can we raise funds without asking for money?

Special events - managing committees Official charity status in the Virgin Money London Marathon - what it meant to Cancer Research UK

11:00 The London to Brighton bike ride: celebrating the 40th

Building awareness - Bike4Life Ride Out & Festival

Empowering supporters to run their own digital/social fundraising campaigns

11:55 What we can learn from student fundraising? Volunteers - they don’t necessarily have the time, but they have the heart

#Icebuckets, nomakeupselfies, Manchester Dogs’ Home

15:00 Making it local - appeals in the community The rise of the MOB events - how experience led events have changed the fundraising landscape

YES, YES, YES - a proven strategy to drive up event participation

16:30 Delivering community fundraising through fundraising groups

Community fundraising discussion panel How to create your own mass participation fundraising event

Digital Fundraising 9:30 Making social work: How to successfully recruit donors through Facebook, Twitter and custom audiences

The donation user experience Digital isn’t different - how email programmes can be properly integrated into the marketing plan

11:00 Case study: Sightsavers ‘A Million Miracles’, a global fundraising campaign

Future proofing your fundraising strategy How to fan the flames of a social media viral campaign

11:55 Getting people to click donate on your website

Multiply your digital fundraising through split testing

Better than text: the future of mobile fundraising

15:00 Being digital - the journey to being a digital first organisation

Mobile giving and beyond, the evolution and future of a mobilised third sector

Could behavioural science revolutionise fundraising?

16:30 Multi-channel might just be the answer for your donor acquisition

Stephen’s Story and Ice Bucket Challenge - one hit wonders or springboards for growth?

Algorithms of the heart

Individual Giving 9:30 How to love your donors to death Developing deeper relationships with your regular givers

Bees: the sequel - still buzzing

11:00 Legacy integration: the regional fundraising conundrum

How loyal are your donors? Stuck in the middle? Developing a Rachel Hunnybun Supporter Experience Manager, Practical Action mid-value giving programme

11:55 How daring can we be in legacy campaigns? Avoiding the RFV vortex The little things

15:00 Need an engaging legacy proposition? What two children’s charities did next...

Great and small Has the distinction between high value and standard value had it’s day?

16:30 Don’t rob da bank! Legacy marketing on a shoestring

What’s wrong with fundraising today? How Macmillan raised a million at Christmas

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Welcome

Introduction

Timetable

Bigger Picture


Digital Fundraising

Individual Giving

Partnerships


Philanthropy










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Partnerships 9:30 From ‘client’ to ‘partner’: The journey from transactional to relational corporate partnerships

How to win Big Lottery Funding -Addaction’s £25M deal

Corporate fundraising in the UK today

11:00 Celebrities in the charity sector The Prince’s Trust and HSBC; moving young people into employment

From charity of the year to strategicpartnerships

11:55 How to win large, multi-year grants from institutional donors

‘It always seems impossible until it’s done’ (Mandela) - company fundraising for an ethical cause

Strategic volunteering - beyond the token gesture

15:00 Maximising corporate partnerships in an emergency to include more than financial support

Securing Strategic Partnerships Friend or Foe: Extraordinary partnerships

16:30 From competition to collaboration Pitch Perfect Funder or partner?

Personal Effectiveness 9:30 Unstick your fundraising with Crucial Conversations

The art of networking Finance for fundraisers

11:00 Impact and action Big vs small charities - where do you best fit? Presentation skills

15:00 Outstanding fundraising: characteristics of excellence

The power of Influence Trustees

16:30 How to be a fundraising entrepreneur Focus is power - how to put your energy where it will make the most difference

Personal branding: raising your profileas a future leader

Philanthropy 9:30 Launching a major fundraising campaign How to revolutionise your major giftsprogramme

How will fundraisers address the challenges set by the next UK government? Government, ministers and policies under our spotlight

11:00 Defining, developing and delivering aculture of philanthropy

Putting square pegs in round holes – generating income from unexpected sources

Mid-level donors - why bother?

11:55 40 top tips for major donor fundraising Reframing the interaction between fundraisers and donors

Funding and power

15:00 KPIs - killer or king? IMPACT - the art and science of helping donors feel convinced

Asking the right prospect at the right time - how research can drive prospect prioritisation

16:30 The next big thing: behavioural economics Transforming your major giftfundraising; a capital campaign case study

Maximising your organisation’s high value relationshipst

21

Welcome

Introduction

Timetable

Bigger Picture


Digital Fundraising

Individual Giving

Partnerships


Philanthropy



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9:30 Two sides of the same coin - an inside view of how a company and a charity can innovate and diversify to drive growth and income.Friends of the Earth and Ecotricity share a common goal - to dramatically increase the number of people who join them. We operate in a world where people’s expectations are changing; we are bombarded with new opportunities and requests for support and offered shiny new things in beautiful packages daily. So how do we ensure we stand out? This session will give an insight into the parallels and differences a charity and company takes to innovation. Delegates will discover principles and pillars to innovation and practical steps for developing new offerings for people most likely to support them.

Level: Experienced Tracey Pritchard Head of Supporter Gifts & Engagement, Friends of the Earth Helen Taylor Ecotricity Ambassador, Ecotricity

11:55 How to find and tell the right story A.K.A. how to connect with donors through storytellingHave you noticed that no matter which story you tell results stay the same? Why aren’t our stories delivering what we were promised? Why do commercials see huge growth using storytelling while our results stay flat? This session will help you connect the right story to your donor. But, knowing what story to tell won’t make you a storyteller! We’ll share proven techniques to cut through and captivate.

Level: Beginner/Experienced

Lauren Semple Account Manager, R Fundraising

Charlie Hulme Managing Director, Donor Voice

11:00 What next after Full Stop?The NSPCC’s Full Stop fundraising campaign was one of the most successful in history, and it has been the subject of many presentations. Now you can find out how the NSPCC has moved on. It will set out the strategic rationale and the research insights behind the new brand position. Then go on to explore the fundraising opportunities and challenges that the NSPCC is taking on. The session will also identify some lessons from the NSPCC’s experience of the last few years.

Level: Experienced Paul Farthing Director of Fundraising, NSPCC Ali Jeremy Director of Communications, NSPCC

15:00 Red Ocean, Blue Ocean - a new approach to strategyThis workshop will provide an introduction to the idea that there are two types of strategy: Red Ocean and Blue Ocean. It will explore the possibility of creating new demand in an untested market space - a Blue Ocean - rather competing head to head with others for known customers in an existing space - a Red Ocean. The session is designed as an interactive workshop for senior fundraisers who are keen to push the boundaries and are open to thinking in a completely new way about the challenges and opportunities to raise money for their cause and organisation.

Level: Senior Angela Cuff Director, The Management Centre

16:30 Building a brand that’s fit for fundraisingSession content to be confirmed.

Level: Beginner/Experienced/Senior

Alison Griffin Emergencies Project Manager , Save the Children

Reuben Turner Creative Director, GOOD Agency

Track: Bigger PictureMonday 6th JULY WTM

Welcome

Introduction

Timetable

Bigger Picture


Digital Fundraising

Individual Giving

Partnerships


Philanthropy










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9:30 Re-engineering your fundraising How do you create a robust, sustainable, cost effective fundraising operation that has the flexibility to grow as a charity changes? This was the question facing Teacher Support Network as it set out to re-engineer its fundraising strategy. This session will share how we approached the task, why we went back to basics to identify what should (and should not) be included in our fundraising operation and product mix, plus how we identified future challenges and opportunities that has led to a major mindshift in the organisation as a whole. Maybe our story will help inspire your own changes? Like many charities, Teacher Support Network has been in the enviable position of having access to donors through key relationships with stakeholders. But as these traditional sources of income begin to decline, we are not alone in wondering what we do to not only reverse the trend, but also to ensure future financial stability? In this session, we will share our experience of devising a new fundraising strategy - from how to start the process to deciding on a fundraising product mix, as well as changing long-rooted perceptions and shifting mindsets. We have learnt so much over this process and believe that our experiences can help inspire others in a similar situation too.

Level: Experienced/Senior Jason Harrison Head of Fundraising and Communications, Teacher Support Valerie Morton Fundraiser and Consultant

11:00 Are you really proud to be a fundraiser? Last year the Institute of Fundraising launched its ‘Proud to be a Fundraiser’ campaign. But what does being this really mean? Before you can be proud of being a fundraiser, you have to be proud of what fundraisers do, and that’s raise money. But there is a contradiction at the heart of professional fundraising with some fundraisers maintaining that their role is not ‘just’ about raising money. This session explores how this contradiction arose and suggest ways to close the rift by presenting a ‘manifesto’ for fundraising that all fundraisers can rally around.

Level: Beginner/Experienced/Senior Ian McQuillin Manager, Rogare

11:55 Creating a culture for principal gifts Setting the bar high: how to secure the largest gifts. The University of Oxford’s £3 billion ‘Oxford Thinking’ Campaign is the largest educational fundraising campaign in Europe and has seen great success in securing multiple eight figure gifts. Come and learn how you can employ similar techniques to attract transformational gifts for your organisation

Level: Senior Liesl Elder Director of Development, University of Oxford

15:00 How not to hate your agencyWhen relationships between charities and agencies break down – or even falter – it can lead to a huge loss of value. Failing relationships can cost time, money, frustration – and reputations. So how do you get it right? This session is led by two old hands who’ve both worked on both sides of the line. We’ll explore practical approaches to creating and maintaining fundraising agency relationships that generate maximum value – both tangible and intangible. We’ll look at the common pitfalls on both sides, using anonymous but very real examples from across the sector, and help delegates leave with practical advice on avoiding what can be a disaster for both fundraisers and beneficiaries.

Level: Beginner/Experienced/Senior Lucy Caldicott Director of Fundraising, CLIC Sargeant

Reuben Turner Creative Director, GOOD Agency

16:30 So you really want to grow? Making it actually happen at Alzheimer’s SocietyPlanning for growth to deliver more for your beneficiaries is why we wake up in the morning as fundraisers. But inspiration and hard work is often not enough to get passed ‘Go’. Lots of things can get in the way and only some of these are down to fundraisers alone to resolve. Plenty of charities currently face challenges to their income levels. Some are seeing a decline in their statutory contracted income and/or government grants so are turning to fundraising as an alternative income stream. Others have ambitious plans for service development to be financed by a major appeal.

But, many organisations find it is much harder than they thought to engage donors to deliver the money they so urgently need - and so their plans become unstuck.

Knowing what it really takes to lift your income to another level is often only learnt the hard way - by actually having a go. But that is risky and costly too, so it helps to hear how other charities have succeeded - especially if you are thinking of an appeal of your own.

This session will share real life experience of making the shift in fundraising to grow the support.

Level: Senior Kate Hogg Senior Consultant, Management Centre

Jon Bodenham Alzheimer’s Society, Director of Fundraising

Track: Bigger PictureTuesday 7th JULY WTM

Welcome

Introduction

Timetable

Bigger Picture


Digital Fundraising

Individual Giving

Partnerships


Philanthropy










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9:30 It’s our income target too: engaging & motivating operational/support teams Successful fundraising is a team effort, and building efficient and effective operational/support teams is a key component of this. It can be a challenging task to create an environment where the individuals in these teams are highly motivated, and feel significantly valued and engaged to step up and contribute to driving and developing the success of your fundraising programme. Whether you lead an operational team or benefit from their support, this session will provide case studies and practical tips on how you can drive income and reduce costs by giving support staff the platform and confidence to influence activity.

Level: Experienced Russel Brooks Head of Business Operations, Cancer Research UK Nina Callard Head of Internal Communications, Cancer Research UK

11:00 Using the law to raise money Legal advice is too often reactive, telling you what you can’t do, not helping you to achieve what you want. This session will share practical tips on using the law across a range of activities to maximise the effectiveness of your fundraising, telling you what to secure in contract terms and suggesting the use of lesser-known legislation to ensure you can use the money you receive in the most appropriate way. The aim is to stifle any yawns during a session on the law and to leave you better informed to raise funds for your charity.

Level: Experienced/Senior Robert Nieri Senior Associate, Freeths LLP

11:55 Fundraising 2040: what will be hot in 25 years’ time? The IoF launched 25 years ago - what fundraising approaches will be celebrated in 25 years’ time? Drawing on current and anticipated trends, a top panel of senior fundraisers will each pitch one idea from the future for the audience to challenge and then vote on which they believe most likely to really happen.

Level: Beginner/Experienced/Senior Andy Harris Director of Fundraising, Breast Cancer CareJoe Jenkins Director of Fundraising, Communications & Activism, Friends of the EarthCaroline Olshewsky Director of Income Generation, Refugee CouncilNick Mason Head of Fundraising Strategy, RNIBRuth Ruderham Director of Fundraising, Canal & River Trust

15:00 Raising money from people who don’t careSome people will always do what we ask. They care as passionately about our causes as we do and give whenever we ask. But most people aren’t like this. If we’re to be really successful we need to reach out and bring these people to us. We might not change their attitudes and values, but we can still grow their support if we understand their values and offer what is important to them, and understand the triggers that drive purchase and donation decision making. Sharing the latest research into the values of society and how we should approach them, the latest thinking from the commercial sector and the best examples from the voluntary sector, this session will challenge you to think differently about whom you can generate support from and what you need to offer to them.

Level: Experienced/Senior Pat Dade Cultural Dynamics

Phil Barden Decode Marketing

Roger Lawson Revolutionise

16:30 Stand in their shoes and see your success soarThe influential fundraiser knows the importance of standing in the shoes of their donor. But standing in the shoes of colleagues and peers can be equally effective. This practical session will help you increase your influencing power internally and externally resulting in more success for you, those you work with and your organisation as a whole.

Level: Beginner/Experienced Angharad McKenzie Independent Fundraising Consultant

Claire Newman Internal Communications Director, Save the Children International

Track: Bigger PictureWednesday 8th JULY WTM

Welcome

Introduction

Timetable

Bigger Picture


Digital Fundraising

Individual Giving

Partnerships


Philanthropy










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16:30 Delivering community fundraising through fundraising groups Hear about Marie Curie’s strategy to deliver its community fundraising through an increasing number of fundraising groups. With an ambition to cover the whole of the UK, its fundraising group programme now has over 500 groups and raises 4-5m a year through a variety of grass roots community fundraising activities. Learn how we set up the programme, the early days, the structure and strategy for growth and the successes to date.

Level: Experienced Mark Winton Head of Regional Fundraising UK, Marie Curie Cancer Care

15:00 Making it local - appeals in the community Drawing on successes and lessons learnt from recent local appeals at the British Heart Foundation (BHF), this interactive session will provide the opportunity to consider the role of local and regional appeals within the community fundraising mix. Building on the case study of BHF’s No Time To Wait appeal, which raised more than £250k of new income in less than two years, this workshop will provide insights into the appeal methodology and tactics used by BHF, building compelling local cases for support, mobilising existing supporters to raise more whilst winning new corporate partnerships and more besides.

Level: Beginner/Experienced Luke Mallett Regional Head of Community Fundraising, British Heart Foundation Sion Edwards Fundraising Manager - North Wales, British Heart Foundation Cymru

Clare Cassidy Fundraising Manager - New Business, British Heart Foundation

11:00 The London to Brighton bike ride: celebrating the 40th The London to Brighton bike ride is 40 in 2015, so find out how we will be improving the remittance rate and average donation through focusing on re-positioning the product, improving customer experience, and tying the event better to the cause. We will also look at the impact and opportunity of a new headline sponsor and improving the branding of the event. Attendees will learn about positioning, emotive propositions, large-scale event logistics, and how to refresh a long-term, successful events product to improve growth.

Level: Beginner/Experienced/Senior Nancy Prior Head of Events, British Heart Foundation Kathryn Robinson Events Marketing Manager, British Heart Foundation

11:55 What we can learn from student fundraising? Leeds University Union has over 20,000 student members in over 300 clubs and societies. Many of these societies have philanthropic roles - for example, over 20,000 hours of volunteering take place each year and RAG raise over £300,000 p.a. which they then redistribute to a range of charities. Find out what makes students give up their time and money to support others, get tips from our RAG President and Coordinator, who is also a recent student, about how to work with this group, and hear more about how the Union develops this work with a diverse set of clubs and societies.

WTMTrack: Community, Events & VolunteersMonday 6th JULY

Welcome

Introduction

Timetable

Bigger Picture


Digital Fundraising

Individual Giving

Partnerships


Philanthropy



9:30 Community engagement in practice – can we raise funds without asking for money?Community Engagement is more than just fundraising from local communities. It has a role in bringing your cause to the heart of local communities enabling them to engage in your cause, champion it and help unlock the potential of their local area. In this session you will hear about how community engagement strategies can help retain and develop donors, ensuring that people know what the charity does, its role in the local community, the role that these local communities can play and how this can lead to future support from networks, building a new generation of support.

Level: Beginner/Experienced/Senior Neal Robertson Community Engagement Graduate, Havens Hospices Terence Lovell Deputy Director of New Ventures and Communities, Save the Children

Level: Beginner/Experienced Rebekah Smith Director of Development, Leeds University Union Sarah Calvert RAG President, Leeds University

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9:30 Special events - managing committees Special events management often involves working with committees. In this presentation session we will explore best practice for working with committees including forming and managing event committees, overcoming challenges and potential pitfalls, terms of reference and how to make the most of your committees.

Level: Experienced/Senior Crystal Munroe Special Events Manager, British Heart Foundation Sophie Eaton Head of Events, Sparks

Rebecca Hannawin Fundraising and Events Manager, Chain of Hope

Rebecca Elcome Head of Events, Ark

Miranda Taylor-Gooby Donor Stewardship & Special Events Development Manager, Macmillan Cancer Support

15:00 The rise of the MOB events - how experience led events have changed the fundraising landscape In the last few years, a new type of mass participation event has become popular with the British public. These MOB (Mud Obstacle Beer) and experience led events typically appeal to a younger participant as part of a team compared to traditional challenge events.

This session features two case studies - Breast Cancer Care/Electric Run and Scope/Spartan Race - on how they engaged participants, maximised fundraising and integrated them into the wider charity plans. JustGiving will provide valuable insight into the participant profiles and how charities can benefit from focusing on these growing types of events

Level: Beginner/Experienced Tom Whitehead Sporting & Challenge Events Manager, Breast Cancer Care Tom Dixon Challenge Events Manager, Scope

Elizabeth Kessick Head of Insight, JustGiving

16:30 Community fundraising discussion panel An opportunity to engage in a lively debate about community fundraising with four leaders in this field. The panel will each present on a current trend or challenge within Community Fundraising and then open up the session for delegates’ comments and questions.

Level: Beginner/Experienced Beccy Murrell Consultant, THINK Gillian Claugher Director of Regional Fundraising and Development, The Children’s Society

Katie Simmons Head of Community and Events Fundraising, Diabetes UK

11:00 Building awareness - Bike4Life Ride Out & Festival The session will cover a case study - highlighting the various techniques used to reach and attract a wide variety of people, not just those already affiliated with the charity, to a large scale charity event.

Level: Beginner/Experienced/Senior Jason Levy Fundraising and Marketing Director, Midlands Air Ambulance Charity

11:55 Volunteers - they don’t necessarily have the time, but they have the heart This session will focus on two different aspects. Firstly, the London Poppy Day in which the RBL have over 2000 volunteers (military and civilian) collecting on the streets of London in a 12 hour period, collecting circa £1million on that day. The session will give an overview of the strategy (coordination of volunteers both those managed by ourselves and by the military), managing, thanking and retention. The second part will briefly touch on the issues arising from the ageing population of the circa 300,000 poppy appeal volunteer/collectors and the RBL’s strategy on increasing a youthful volunteer base, combining new volunteers with the existing volunteer base. It will also discuss how the RBL have dealt with the increase of volunteer support due to the First World War Centenarys.

Level: Beginner/Experienced/Senior Claire Rowcliffe Head of Regional Fundraising, Royal British Legion Peter Whalley Community Fundraising Manager, Royal British Legion

Hannah Machin London Poppy Day Coordinator, Royal British Legion

WTMTrack: Community, Events & VolunteersTueday 7th JULY

Welcome

Introduction

Timetable

Bigger Picture


Digital Fundraising

Individual Giving

Partnerships


Philanthropy










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9:30 Official charity status in the Virgin Money London Marathon - what it meant to Cancer Research UKFollow the journey of how Cancer Research UK secured official charity status, set out a clear plan of activity, worked across numerous internal and external stakeholders, maximised all opportunities, recruited and managed supporters right through to the final of race day. A retrospective view on what was done, what was achieved, what was learnt and how this can be applied to other activities.

Level: Beginner/Experienced/Senior Helen Jackson Head of Sports, Cancer Research UK

15:00 YES, YES, YES - a proven strategy to drive up event participation In 2013/14 Christian Aid persuaded 4879 clergy to agree to a meeting with a fundraiser to discuss our event and then of these, persuaded 3255 (67%) to fundraise.

Up to 2013, Christian Aid Week participation had been declining. So we radically changed strategy. To do so we needed to solve key issues, including training fundraisers to make phone calls to churches, to book visits.

In this interactive session, we reveal key lessons learned, including:

• The essential idea you must relentlessly pursue to increase event participation • FIVE critical insights we learned • SEVEN fundamental techniques of telephone and ‘visit’ persuasion.

Level: Beginner/Experienced/Senior Rob Woods Director, Bright Spot Fundraising

Eleanor Ledesma Challenge Events Manager, Scope

Elizabeth Kessick Head of Christian Aid Week, Christian Aid

16:30 How to create your own mass participation fundraising event Great mass participation events add value in a variety of ways, generating income, reaching new audiences, raising awareness, bringing new supporters on board, and re-engaging existing supporters, whilst building your brand equity.

With so many charities turning to mass participation fundraising in the last few years, and the market becoming crowded, what does it take to create an event that cuts through and is both profitable and scalable?

This session will help you to ask the right questions at the start of your planning process, avoid the pitfalls and improve your chances of coming up with a game changer.

Level: Beginner/Experienced/Senior Jaz Nannar Managing Director, Burnett Works

Rachel Beer Development Director, Burnett Works

11:00 Empowering supporters to run their own digital/social fundraising campaigns Digital and social media have revolutionised the way supporters can raise money and awareness for our causes. This interactive session will showcase how empowering your supporters to run their own digital/social campaigns can enable them to raise amazing sums of money. Using Anthony Nolan’s sector leading digital work as an example, the session will work through practical tips and ideas on supporter-driven campaigns. It will give advice on how to tackle internal concerns, particularly from brand teams, and manage risks. Your supporters are your best advocates - come along and find out how to help them unleash their passion.

Level: Beginner/Experienced/Senior Catherine Miles Fundraising Director, Anthony Nolan

Sam Butler Head of Digital Marketing, Anthony Nolan

WTMTrack: Community, Events & VolunteersWednesday 8th JULY

Welcome

Introduction

Timetable

Bigger Picture


Digital Fundraising

Individual Giving

Partnerships


Philanthropy



11:55 #Icebuckets, nomakeupselfies, Manchester Dogs’ Home Session detail to be confirmed


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9:30 Making social work: How to successfully recruit donors through Facebook, Twitter and custom audiencesFacebook’s great - but does it actually generate any donors? Well, finally - yes! Every charity has a goldmine of information that can be put to effective use through social media marketing. Fundraisers have a wealth of information on their regular giving prospects...they just need to unlock them. This talk dispels the smoke and mirrors surrounding how social media can be used effectively to drive donors and, specifically, regular giving donors. We walk through the process step-by-step; the benefits are plain to see from the results.

Level: Experienced Jon Hendry Head of Digital, MediaLab Group

Carolyne Coupel Alzheimer’s Research UK

11:00 Case study: Sightsavers ‘A Million Miracles’, a global fundraising campaignIn Autumn 2014, Sighstavers launched their three-year campaign ‘A Million Miracles’ across seven territories with a £30 million target. Learn how the campaign was planned and executed, from the live streaming of a cataract operation in Malawi at launch to the acquisition and retention activity that used bespoke content to leverage an already powerful proposition. We’ve pushed the fundraising boundaries using long copy press, SMS alerts, bloggers, Vloggers, YouTubers and lots of other social activity to deliver something truly special for the launch.

Level: Beginner/Experienced/Senior Becki Jupp Director of Individual Giving, Sightsavers

AJ Leon Misfits Inc

Tim Longfoot Managing Director, Open Fundraising

11:55 Getting people to click donate on your websiteThis session will discuss:

• The ladder of engagement

• How to collect emails with social media

15:00 Being digital - the journey to being a digital first organisationDigital transformation is a real challenge, and the journey to being digital first is fraught with frustration for many. How do fundraising and comms integrate? How do you involve supporters, volunteers? How does it impact the rest of the organisation? What does it mean for resource allocation and implications? How do we integrate strategies and actions? This session will provide practical examples, case studies and a framework for you to consider in the ongoing quest to adopt ‘digital first’. Some food for thought and some immediate take-homes.

Level: Senior Steve Thomas Managing Director, Purple Vision

• What kind of images help people give

• Three ways to collect addresses on your website

• Four ways to use social proof to help people donate

• 22 keywords to make donors open your emails

• Five key survey questions to help you reach your donors

• Buying mailing lists: What questions you MUST ask, to save you money and time

• Stupendous donate pages: How to get people to go through your donate page and buy.

Level: Beginner/Experienced Mazarine Treyz Author and Speaker, Wild Woman Fundraising

16:30 Multi-channel might just be the answer for your donor acquisitionFor many charities, the most cost-effective way to recruit new donors is to target niche audiences; engaging those with the greatest affinity to their cause. With traditional media, this wasn’t always easy, but digital media have opened up an array of opportunities to focus in on the right audiences without a mind-boggling media spend.

This session will explore a variety of digital media, looking at their benefits and where they can add most value. It will illustrate, using real examples, how they can be combined to create highly targeted, integrated campaigns, to recruit new donors and fundraisers.

Level: Beginner/Experienced/Senior Rachel Beer Development Director, Burnett Works

Jaz Nannar Managing Director, Burnett Works

WTMTrack: Digital FundraisingMonday 6th JULY

Welcome

Introduction

Timetable

Bigger Picture


Digital Fundraising

Individual Giving

Partnerships


Philanthropy










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9:30 The donation user experienceDid you know that people will pay more if they don’t see the physical money? Did you know that too many choices, will actually lead to fewer actions? Did you know that an uncompleted task will stick out in your mind all day? These are just a few of the many psychological factors that affect how and if your donors will give to you.

In this session, you will learn about key psychological factors that impact your donors, and how you can use them (respectfully) when you design your online donation experience to increase donations.

Level: Beginner/Experienced/Senior Beate Sørum Consultant, b.bold

11:00 Future proofing your fundraising strategyThis session uncovers the most important trends in donor behaviour, attitude and lifestyle and examines the scientific and technological advancements that will impact the fundraising landscape in the short, medium and long term. With examples from the charity and commercial sectors in the UK and around the world, we look at how fundraising leaders can protect the position of their brand and respond to the new opportunities to engage people with worthy causes.

Level: Beginner/Experienced/Senior Timothy Harrison Head of Professional Audiences, nfpSynergy

11:55 Multiply your digital fundraising through split testingYou can grow amounts raised online by 50% to 300% in just one year by using split testing. Yes, really! This session will give you an overview of theory and practice, with a step-by-step guide on how to implement this well-known direct mail process digitally. We’ll look at some case studies of split tests that had eyebrow-raising effects! Featuring interactive fun and some ideas to get you started on what to test, as well as great nuggets for experienced testers. Suitable for those with email lists of over 10,000 names/5,000 monthly donation page visits.

Level: Experienced/Senior Rachel Collinson Donor Whisperer

15:00 Mobile giving and beyond, the evolution and future of a mobilised third sectorAs website traffic moves increasingly to mobile, what cross-platform strategies can you use to ensure your audience stays engaged? What retention strategies connect with existing donors? How can you effectively use mobile data to define strategy? What future mobile technologies should charities be looking at? How can charities use mobile beyond fundraising? Kathryn Brooke from the DEC and OpenMarket’s Oisin Lunny will examine the evolution of mobile in the third sector, drawing on specific examples and results from the DEC. This session promises to examine the hottest mobile trends, and share advice on how to make the most of mobile today.

Level: Senior Kathryn Brooke Direct Marketing Manager, DEC

Oisin Lunny Senior Market Development Manager, OpenMarket

16:30 Stephen’s Story and Ice Bucket Challenge - one hit wonders or springboards for growth?2014 saw two enormously successful supporter-led social media campaigns - Stephen’s Story for Teenage Cancer Trust and Ice Bucket Challenge for Motor Neurone Disease Association. Kate and Douglas successfully drove their organisational responses in the moment and then had to navigate the new ground of stewarding and converting these new supporters. What channels, methods and propositions worked? What did they trial and what did they learn? This session will share practical next steps and learnings from both charities and should be helpful to anyone looking to better integrate social media with their other fundraising activity.

Level: Senior Kate Collins Director of Fundraising & Marketing, Teenage Cancer Trust

Douglas Graham Director of Fundraising, Motor Neurone Disease Association

WTMTrack: Digital FundraisingTuesday 7th JULY

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9:30 Digital isn’t different - how email programmes can be properly integrated into the marketing planThe Blue Cross email marketing programme had developed, over time, in some isolation from the charity’s broader marketing strategy. In 2014 they decided to challenge and explore assumptions that the digital audience is ‘different’, to understand exactly how their behaviour and preferences diverge from more traditional supporters. With Wood for Trees they undertook a ground-up review of their email programme. This project shows how the analysis helped to reveal what was really happening and how those insights changed what Blue Cross did to become more effective in optimising the right channel for message and audience.

Level: Beginner/Experienced Julie Jeffes Head of Direct Marketing, Blue Cross

Andrew Sargent Senior Analyst, Wood for Trees Ltd

16:30 Algorithms of the heartBig data is disrupting how we date, consume media and shop online. But can an algorithm predict the causes that matter to us? What variables impact someone’s propensity to give? Mike Bugembe, JustGiving’s award-winning CAO, will present how data science can be used to revolutionise the way people connect with causes and demonstrate how algorithms of the heart can unlock what people really care about, and inspire them to act. Paul Jackson-Clark, Parkinson’s UK’s Director of Fundraising, will share a practical illustration of how a charity can benefit from looking at its data in a fresh new way.

Level: Experienced/Senior Mike Bugembe CAO, JustGiving

Paul Jackson-Clark Director of Fundraising, Parkinson’s UK

11:00 How to fan the flames of a social media viral campaignA reflection on how the Motor Neuron Disease Association maintained engagement, cultivated celebrities and followed the momentum during the Ice Bucket Challenge across its social media platforms.

Level: Beginner/Experienced/Senior Claire McArthur Digital Media Manager, Motor Neurone Disease Association

Richard White VIP Manager, Motor Neurone Disease Association

11:55 Better than text: the future of mobile fundraisingThis session will show how mobile continues to transform fundraising. Recruiting millions of new donors, creating stewardship programmes that truly engage, delivering content that inspires further action and allows for traditional channels to be reinvigorated and new channels to be created. We will show you how mobile has shifted the paradigm of telethon fundraising inspiring hundreds of thousands of people to donate at one moment in time during the Commonwealth Games Opening Ceremony, how major health charities are using it to drive mass engagement, awareness and fundraising. We will also show how payment is moving onto new rails including Apple Pay and what the future of online fundraising will look like...

Level: Experienced Helen Pattinson Deputy Director of Fundraising, ActionAid

Kirsty Ramage Head of Direct Marketing, Diabetes UK

Tim Longfoot Managing Director, Open Fundraising

15:00 Could behavioural science revolutionise fundraising?This is a three part session that unpacks the theory of behaviour change and helps you to apply it practically:

1. An introduction from the Cabinet Office’s Behavioural Insights Team on their research into fundraising and behaviour change

2. Case studies of how this thinking has been applied and the lessons we can learn

3. A short exercise to stimulate the grey matter and think how behavioural change can solve your problems.

Level: Senior Rupert Tebb Strategy Director, Paper

Alex Tupper Assistant Advisor, Cabinet Office

WTMTrack: Digital FundraisingWednesday 8th JULY

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NATIONAL FUNDRAISING CONVENTION 2015instituteoffundraising

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9:30 How to love your donors to deathTraditionally, legacies came from the legacy fairies. Charities simply had to wait for them to appear and many a trustee board has grown complacent with the generosity of the fairies delivering faithfully each year. It won’t be like that in the future, with skilled legacy marketing techniques used now by thousands of deserving causes. Legacies will come from loyal supporters who have, literally, been loved to death by their favourite charity. Showing new figures and in his usual pithy style, Stephen explores what it takes to deliver such love and berates those who get it wrong simply for the expedient of short-term gain. You’ll come away with dozens of ideas to transform your relationship with your supporters and a practical guide to persuading your CEO and board that long-term strategies are the only way forward.

Level: Experienced/Senior Stephen Pidgeon Fundraising Consultant, Stephen Pidgeon Ltd

16:30 Don’t rob da bank! Legacy marketing on a shoestringWhether you are a large charity looking to save money or a small charity that hasn’t any, this session will give you practical tips to drive your legacy marketing activities. Friends of the Earth reviewed its legacy marketing activities in 2012 and has gone back to basics confident that a steady growth in the number of pledgers and income is achievable without spending a hefty amount of supporter income on agencies or expensive marketing campaigns. Join us to look back at what has and what hasn’t worked plus a breakdown of how the 2014-15 marketing budget was spent.

Level: Beginner/Experienced Brenda Allanson Major Partnerships Manager, Friends of the Earth

Lesley Braden Legacy Officer, Friends of the Earth

11:55 How daring can we be in legacy campaigns?Most legacy campaigns are too similar and increasingly boring. Boring enough not to increase legacy giving? Can running a daring or even outrageous campaign result in

15:00 Need an engaging legacy proposition? What two children’s charities did next...In 2014 Barnardo’s and The Children’s Society, both with Victorian origins, faced an identical challenge - how to bring to life for their supporters the difference a gift in a Will would make to vulnerable children in the UK today and in the future. Find out how each used research and creative resources to produce compelling cases for a legacy that integrated with their brands, services and broader fundraising strategies. Also how each overcame particular obstacles and the results they achieved introducing their new propositions to supporters through channels including direct mail, telemarketing, events, retail, digital and a will scheme.

Level: Experienced/Senior Jonathan Jacques Head of Legacy Development, Barnardo’s

Dylan Carroll Senior Relationships Manager, Barnardo’s

Jonathan Gocher Senior Legacy Manager, The Children’s Society

Ian Boardman Creative Director, Consider Creative

better results or will an outrageous approach just annoy people? This interactive session will show daring and more sedate campaigns and will ask the audience - what can really work and how far can we go?

Level: Experienced Stephen Pidgeon Fundraising Consultant, Stephen Pidgeon Ltd

11:00 Legacy integration: the regional fundraising conundrumThis session looks at how we developed our relationship with Community Fundraising to increase the opportunities for supporters to see our Legacy message and to record that local activity. This then enabled our Legacy team to identify areas where the messages were effectively getting out there and those that required more support. A vital part of any legacy strategy is the ability to drip messages as wide as you can out to your supporters. A key ally with this is Regional Fundraising teams as they have fantastic networks and are talking to supporters and support groups all the time. In our experience legacy teams are always looking to tap into this resource in a meaningful way. However, it is notoriously difficult to get it high on their agenda or engage with legacies due to their own income target pressures. This session aims to share some of Marie Curie’s legacy team successes with integrating legacies into regional providing real life examples and results. It will provide people with practical tips on how to do this based upon our experiences.

Level: Beginner Nigel Gorvett Legacy Development Manager, Marie Curie Cancer care

Dan Carter Individual Giving Manager – Legacies, Marie Curie Cancer care

WTMTrack: Individual GivingMonday 6th JULY

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@ioftweets #iofnfc








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9:30 Developing deeper relationships with your regular giversFinding ways to create deeper engagement amongst regular givers is a priority for many charities. This session is about sharing learning and best practice in face to face recruitment, in developing supporter-centric welcome programmes and in ongoing techniques to promote deeper engagement in later years. Find out how Friends of the Earth, Barnardo’s and Save the Children are all improving retention rates in their regular giving programmes.

Level: Beginner/Experienced/Senior Ella Jolly Retention Manager, Save the Children

Barney Hosey Managing Partner, Brightsource

Toni Lovegrove Head of Direct Marketing, Barnardo’s

Sandra Wild Supporter Recruitment Manager, Friends of the Earth


Jon Kelly Director of Analysis, Wood for Trees Ltd James Culling Head of Individual Giving, Legacies & Membership, Parkinson’s UK

Kirsty Ramage Head of Direct Marketing, Diabetes UK

15:00 Great and smallSo much of what we hear about direct marketing is about big: big budgets, big databases, big charities. And yes, scale helps. But there can be advantages to being small too.

A lot of the focus in direct marketing sessions at conferences is on the big charities and the complex and often expensive strategies and tactics they can employ. But direct marketing can work for small charities too - if it’s approached properly.

Damian will show how small organisations can make a big splash with direct marketing. This session will draw on his experience running direct marketing campaigns for small and mid-sized charities in Ireland and show the distinctive tactics that can be employed by small charities to make direct marketing work for them*

* Of course, these tactics can work for big charities too...

Level: Beginner/Experienced/Senior Damian O’Broin Managing Director, Ask Direct

16:30 What’s wrong with fundraising today?The fundraising landscape is changing. The sector is awash with ideas that can dramatically change the fundraising potential of even the smallest charity.

This session, presents an opportunity to stop and take stock of what fundraisers have achieved so far in the 21st century.

Using case studies and research specially commissioned for this presentation, this session will highlight where we have gone wrong and suggest ways that we can get back on track.

Focusing on direct mail, digital fundraising, social media and branding, this session will present a critical view of what is failing and what works.

Level: Experienced Mark Phillips Managing Director, Bluefrog

11:00 How loyal are your donors?Do you know how loyal your donors are, and in particular how they feel about you? In early 2015, five charities including WWF and The Children’s Society undertook ground-breaking research to understand how loyal their donors are. They looked at the relative importance of different factors such as personal connection to the cause, trust in the charity, levels of supporter satisfaction and more for each charity and looked at how they influenced donor retention and value. In a brutally honest session, the findings of this research will be shared. Find out what drives loyalty to different causes, what the charities learned that shocked them and what they plan to do with the knowledge.

Level: Experienced/Senior Roger Lawson Founder, AboutLoyalty

Adrian Sargeant Director, Centre for Sustainable Philanthropy, Plymouth University

Jon Kelly Director of Analysis, Wood for Trees Ltd

11:55 Avoiding the RFV vortexFeeling trapped in a spiral of diminishing returns as RFV dominates your campaign planning? Chasing ROI at the expense of long-term growth almost always restricts success in terms of numbers – so how can you identify and open up new potential from within your existing supporter database? In this session Wood for Trees will describe some of the options open to charities to extend the reach of their campaigns. Case studies from Parkinson’s UK and Diabetes UK will then show practical examples of how this has been achieved – in one case yielding £500,000 (a hike of around 70%) in additional revenue since December 2012.

WTMTrack: Individual GivingTuesday 7th JULY

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9:30 Bees: the sequel - still buzzingCome on back into the hive and find out the latest on our award-winning bees campaign. What have we done in the past year? What has worked? What hasn’t? And do people still care about bees? We’ll share our learnings about rollout activity, follow up asks, supporter journeys, retention, and how we’ve moved people along from supporting bees to our wider nature work.

You’ll also hear how Friends of the Earth introduced DRTV as a viable method for recruiting large numbers of regular givers. This campaign broke the mould in several ways; not only for Friends of the Earth, but within the DRTV arena.

We’ll also cover what we plan to do next based on our big learnings from the past two years. What are some of the challenges we expect to face in the future, and how do we plan to tackle them? Come along to find out!

With more and more charities competing in a crowded marketplace, what they produce has to stand out from their competitors’ to succeed. I’d hope that delegates would realise that relatively modest budgets can produce something original, scalable and most importantly, successful.

Whether new to fundraising or looking to try something different with your programme, attendees will learn a lot from this session.

At a time when many fundraisers are looking to develop alternative income streams, we will help by sharing our experience and the tips we’ve picked up along the way.

Level: Beginner/Experienced Kathryn Holloway Individual Giving Manager, Friends of the Earth

Josey Cullen Individual Giving Experience Manager, Friends of the Earth

16:30 How we made a million at Christmas (and what we learned from it)Christmas 2013 saw our most successful Cash campaign ever, bringing in a million pounds, as well as a Third Sector Award and an IOF Awards nomination. With innovative propensity modelling, refined segmentation, individually tailored communications, email support, regionalised messaging, an interactive response mechanism and some social media buzz, we took what had been a successful but traditional annual direct mail appeal and raised it to a whole new level. The session will explore all the different elements of the appeal and then go on to discuss in detail what we learned and how we implemented the findings in subsequent campaigns.

Level: Beginner/Experienced Dominic Green Donor Development Manager, Macmillan Cancer Support

Shauna Honey Fundraising Manager, Welcome and Loyalty, NSPCC

15:00 Has the distinction between high value and standard value had it’s day?Are we missing a trick separating out our mid and high value programmes from our standard individual giving programmes? In this session we’ll look at how different organisations are applying similar techniques to improve response and average gift whilst lowering their costs. We’ll provide you with a bucket load of evidence you can take back to your organisation to challenge the status quo and give your supporters a better experience all round.

Level: Beginner/Experienced Angharad McKenzie Independent Fundraising Consultant

Charley Day Supporter Development Manager, WaterAid

Rachel Hunnybun Supporter Experience Manager, Practical Action

11:00 Stuck in the middle? Developing a mid-value giving programmeMany charities are failing to successfully bridge the gap between mass individual giving and major donor programmes. Mid-value programmes can deliver uplifts in income, new supporters and a pipeline of prospects for major gifts. So why is this such a difficult area to crack? Combining theory and practice, this session explores the vital ingredients for establishing a mid-value programme and includes insights from the National Trust’s long established approach to securing support from the middle ground and Marie Curie’s more recently developed offer. Not to be missed if you are serious about unlocking your mid value potential.

Level: Experienced Michelle Chambers Senior Consultant, THINK Consulting Solutions

Millie Perrett Mid Value Donor Manager, Marie Curie Cancer Care

Charlotte White Head of Major Gifts, National Trust for England and Wales

11:55 The little thingsWhen was the last time you had a great customer experience? How did it make you feel and how did you behave afterwards? Using examples of commercial brands, the session will tell some fantastic stories of how large brands are delivering exceptional customer experience at little or no cost. We will look at why and how these micro interactions really work and the reason these little things turn into significant customer experience.

Expect to leave this session with some thought provoking ideas that can be adapted to use in charities of any size.

Level: Experienced/Senior Rachel Hunnybun Supporter Experience Manager, Practical Action

WTMTrack: Individual GivingWednesday 8th JULY

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9:30 From ‘client’ to ‘partner’: The journey from transactional to relational corporate partnershipsRelational corporate partners stay in partnerships for longer, are loyal, raise more money, and give referrals. So the jury is unanimous that relational partnerships will reap rewards, but how do you build them?

At Breast Cancer Care, we are proud of the strong relationships that we have built with companies like Asda, QVC and Dorothy Perkins, who have chosen to stay with us for over 10 years, and have turned into multi-million pound partnerships.

This session will explore the difference between transactional vs relational partners, share our experiences, and give practical tips and examples of how to move partnerships into relational ones.

Level: Experienced/Senior Shurron Rosales Corporate Partnership Manager, Breast Cancer Care

Sara Rees Head of Corporate Partnerships, Breast Cancer Care

Zoe Wright Corporate Partnerships Manager, Breast Cancer Care

11:00 Celebrities in the charity sectorIn a world where celebrity culture is so prominent it’s becoming more and more important that charities respond to this trend and use celebrities in the right way to engage new and existing audiences. Using celebrities as ambassadors is not new; however Cancer Research UK is leading the sector by creating integrated and bespoke partnerships with celebrities, talent and influential individuals. This session will look at the benefits of setting up talent-led foundations, trusts and Charities and the variety of ways that celebrities can partner with charities and the benefits then created for the talent, the organisation and supporters alike.

Level: Beginner/Experienced/Senior Katie Gales Foundations Manager, Cancer Research UK

Peter Andre Foundation Founder

11:55 How to win large, multi-year grants from institutional donorsSession detail to be confirmed.

15:00 Maximising corporate partnerships in an emergency to include more than financial supportThe Disasters Emergency Committee relies on a core group of partners as part of its Rapid Response Network, including broadcasters, banks, technology companies and more. The DEC has worked with these partners to maximise the support each partner can provide that goes beyond just financial support. This session would present and discuss the DEC’s long-running corporate partnership with BT. We will field a presentation panel including; DEC’s High Value Partnerships Manager, BT’s Better Futures Manager and a Business in the Communty (BitC) representative.

Level: Beginner/Experienced/Senior Lisa Robinson High Value Partnerships Manager, Disasters Emergency Committee

Lisa Shattock Better Futures Manager, BT

Sue Adkins Business in the Community

16:30 From competition to collaborationWith five children’s hospices based across London, competition for corporate partnerships is intense. Hear how a charity of the year partnership with asset management firm BlackRock in 2014 gave CHaL (Children’s Hospices across London) the opportunity to focus on collaboration to raise £500,000 collectively.

Level: Beginner/Experienced/Senior Jenni Anderson Director of Income Generation & Marketing, Haven House Children’s Hospice

Rachel Holweger Director of Fundraising, EllenorLions Hospices

Rachel Flower Corporate Partnerships Executive, Haven House Children’s Hospice

Level: Beginner/Experienced/Senior Lysa Ralph Former Head, Programme Funding, British Red Cross

Valerie Borne Head, Programme Funding, British Red Cross

WTMTrack: PartnershipsMonday 6th JULY

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11:00 The Prince’s Trust and HSBC; moving young people into employmentSession detail to be confirmed.

Level: Beginner/Experienced/Senior Ben Marson Director of Corporate Partnerships, The Prince’s Trust

11:55 ‘It always seems impossible until it’s done’ (Mandela) - company fundraising for an ethical causeMost charities have an ethical fundraising policy - that is not taking money from ‘unethical’ sources. At Friends of the Earth we go further, mindful of our actual and perceived independence and credibility as a grassroots movement and our role in holding companies to account. This session will give practical insights, tips and tools for setting up company fundraising within (but not exclusively for) an ethical organisation, how to involve colleagues across the organisation in sensitive issues, how to balance risk and reward and identifying the most fulfilling company partnerships that deliver for the company and charity alike.

Level: Experienced/Senior Tracey Pritchard Head of Supporter Gifts & Engagement, Friends of the Earth

09:30 How to win Big Lottery Funding - Addaction’s £25M Win Addaction, working with a consortium of partners, has secured £25m over seven years from the Big Lottery Fund through the Rethink Good Health programme. The project aims to prevent people aged over 50 from developing alcohol problems during life transitions and to influence policy. Delegates will learn tactics for achieving this success and understand the time and resources commitment. They will receive an overview of the Big Lottery Fund’s funding programmes and learn about the commonalities / key principles across them all. Dedicated time will be built in for a surgery session, for Liz to work through with delegates any questions or challenges they have with their funding approaches.

Level: Beginner/Experienced/Senior Liz Tootle Head of Trusts & Individual Giving, Addaction

15:00 Securing Strategic PartnershipsAn insight into the British Heart Foundation approach to securing strategic partnerships, including the new three year partnership between Tesco and Diabetes UK.

Level: Experienced Amit Aggarwal Head of Corporate Partnerships, British Heart Foundation

Lindsey Crompton Head of Community, Tesco

16:30 Perfect PitchWhen preparing for a big corporate pitch, it’s natural to think about the other charities in the running. Will they have the best ideas, or the more dynamic team? Is the cause more emotive or commercially attractive? In Perfect Pitch four charity corporate teams will pitch on behalf of other charities – putting their skills and reputation on the line to raise money for each other. Teams will pitch to a corporate partner and an audience vote will select the winning pitch – with a real donation at the end, not to mention a trophy and bragging rights for the winning team. To participate, please contact Laurie Boult, Deputy Director of Fundraising at Age UK - [email protected].


WTMTrack: PartnershipsTuesday 7th JULY

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9:30 Corporate fundraising in the UK todayJoin us for the launch of new research findings on Corporate Fundraising in the UK today. Produced by Good Values in partnership with the Institute of Fundraising, this report is the result of quantitative and qualitative research with over 100 leading charities and a range of corporate contributers. During the session we will provide an overview of the research highlights, including benchmarks for Corporate Fundraisers and challenges, learnings and opportunities for the future. An essential session for anyone seeking to understand the latest trends in Corporate Fundraising.

Level: Beginner/Experienced/Senior Rachel Kirby-Rider Senior Consultant, Good Values

Paul Gillespie Co-Founder, Good Values

11:00 From charity of the year to strategic partnershipsThrough the use of case studies, Alzheimer’s Society will share the challenges experienced in its drive to broaden corporate income beyond charity of the year and seek out longer term, more strategic partnerships.

Attendees will gain an insight into the whole organisation approach required to secure sustainable partnerships, including the steps taken and the progress made to date.

Time will be allowed for delegates to share their experiences so that attendees will leave the session with an understanding of the current issues facing charities seeking to move their corporate partnerships from a transactional to a relationship model.

Level: Beginner/Experienced/Senior Nick Vassallo New Partnerships Manager, Alzheimer’s Society

Ben France Senior New Partnership Executive, Alzheimer’s Society

11:55 Strategic volunteering - beyond the token gestureSession detail to be confirmed.

Level: Beginner/Experienced/Senior Sophie Martin Strategic Partnerships Manager , Age UK

15:00 Perfect Pitch When preparing for a big corporate pitch, it’s natural to think about the other charities in the running. Will they have the best ideas, or the more dynamic team? Is the cause more emotive or commercially attractive? In Perfect Pitch four charity corporate teams will pitch on behalf of other charities – putting their skills and reputation on the line to raise money for each other. Teams will pitch to a corporate partner and an audience vote will select the winning pitch – with a real donation at the end, not to mention a trophy and bragging rights for the winning team. To participate, please contact Laurie Boult, Deputy Director of Fundraising at Age UK - [email protected].


16:30 The Funder-Grantee Relationship: power balance or mission partners?Join David Emerson OBE, Chief Executive of the Association of Charitable Foundations, as he chairs this interactive panel discussion from “both sides of the fence”. The panel will be exploring the funder-recipient relationship and debating questions such as:

• How far should we think of grant-makers as “funders”, or as “partners” to achieve mutual objectives?

• Does the power balance between funders and recipients impact negatively on the sector? If so, how can we reduce it?

• Can fundraisers help grant-makers to achieve their own charitable missions? How do we perceive ourselves in that way?

• What could we mean by the term “partnerships” applied to trusts and foundations, and fundraisers? How might these be encouraged if they were mutually useful and appropriate?

• What would “working better together” look like, for funders and recipients respectively? How can we achieve it?

The panel, including both grant-makers and charity recipients, will discuss and debate these questions, with interaction and questions from the floor.

Level: Beginner/Experienced/Senior David Emerson Chief Executive, ACF

WTMTrack: PartnershipsWednesday 8th JULY

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9:30 Unstick your fundraising with Crucial ConversationsWhatever has you or your fundraising stuck in a rut could probably be addressed by applying the seven Principles of Crucial Conversations. Inspired by the Kerry Patterson book, this workshop will introduce you to practical tools that can help to address your fundraising issues. The session will include examples of how fundraiser’s have used this to manage poor performance in their team, critique a superior, request a promotion or pay rise, prepare for appraisals, build meaningful donor relationships and handle difficult solicitation meetings.

Level: Experienced/Senior Tenika Ah-Wan Director Level 10 Training & Consulting

11:00 Impact and actionWords are precise instruments that should be crafted, energised and targeted with laser precision. The right words, and the way they are used, are the catalyst for a gift and a loyal donor. This 60 minute masterclass will provide all the skills and insights necessary to create real cut through, emotionally charged messaging. More importantly, it will also equip delegates with the ability to deliver them with real impact, whatever media is used. This seminar will be energising, fast paced and impactful. Be prepared to join in.

Level: Beginner/Experienced/Senior Alan Clayton Director, Revolutionise

15:00 Outstanding fundraising: characteristics of excellenceIn this session we’ll report the results of our outstanding fundraising project conducted in 2013/14 where we interviewed teams who had been successful in substantively increasing their voluntary income. We’ll explore the characteristics of outstanding fundraising leaders and how they create truly outstanding fundraising in their organisations. We’ll also examine how they manage their teams, support structures and their organisational culture to create the environment for success. We’ll also look at what distinguishes good fundraisers from outstanding fundraisers in how they conceptualise and think about solving fundraising problems.

Level: Experienced/Senior Adrian Sargeant Director, Centre for Sustainable Philanthropy, Plymouth University

16:30 How to be a fundraising entrepreneurIn today’s fast moving and competitive fundraising environment, we have to be focused and flexible, think creatively and strategically, spot opportunities and act quickly, take managed risks and learn from failure.

All these skills are attributes of a successful entrepreneur. You will take away an entrepreneurial approach to your fundraising thinking through

• Involving your customers in the development of your ideas

• Practical ways to drive your ideas forward

• A fast approach to testing and learning and adapting

• An understanding of how to take good risks

• Practical insights for working with internal teams, supporters and delivery partners

Level: Beginner/Experienced/Senior Lucy Gower Innovation Director, Revolutionise

WTMTrack: Personal EffectivenessMonday 6th JULY

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9:30 The art of networkingSession detail to be confirmed.

Level: Beginner/Experienced/Senior Jhumar Johnson Interim Head of Fundraising, Open University

11:00 Big vs small charities - where do you best fit?Look at the pros and cons of working for a large organisation vs a small. Fundraisers make the transition both ways, often without understanding the full implications and how they will be affected. This session will help you identify what type of employer will best suit you. You will hear directly and frankly from speakers who have made the transition both ways and will give a warts-and-all account of their experience and how you can learn from it.

Level: Beginner/Experienced/Senior Marian Rose Director of Fundraising and Communications, Tree Aid

Danielle Atkinson Head of Public Fundraising, Breast Cancer campaign

Helena Sharpstone Director, Sharpstone Skinner

Caryn Skinner Director, Sharpstone Skinner

16:30 Focus is power - how to put your energy where it will make the most differenceLike a magnifying glass in sunlight, when we channel our focus we can produce transformational results.

However tough your challenges, Rob will reveal tried and tested techniques that have helped hundreds of fundraisers to raise more money through increased focus on their key challenges.

You will leave, knowing:

• What Marie Curie Cancer Care focussed on, that raises an extra £2.5m per year

• Seven practical techniques that anyone can apply

• The Fewer Bigger Better Strategy that has achieved transformational results for British Heart Foundation

• Three tactics that help busy people take action in spite of massive distractions

Level: Beginner/Experienced/Senior Rob Woods Director, Bright Spot Fundraising

15:00 The power of InfluenceThis session looks at how to achieve influence with donors and colleagues using techniques from psychology and neurology.

The session will be based on Bernard Ross’ book ‘The Influential Fundraiser’ and will look at:

• the 5Ps of influence

• making a case

• building rapport

• handling negative responses

Level: Experienced Bernard Ross Director, Management Centre

WTMTrack: Personal EffectivenessTuesday 7th JULY

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9:30 Finance for fundraisersSession detail to be confirmed.

Level: Beginner/Experienced/Senior Silvia Vitiello James Newell Director, Kingston Smith

11:00 Presentation skillsSession detail to be confirmed.


15:00 TrusteesThis session will look at the relationship between trustees and the fundraising function. It will cover how to work with your trustee board most effectively and look at how being a trustee can make you an even better fundraiser.


Richard Sved Director, 3rd Sector Mission Control

Natalie Assad Fundraising Development Officer, Friends of the Earth

Susie Hills Managing Director, Graham Pelton Consulting

16:30 Personal branding: raising your profile as a future leaderEffective fundraisers are excellent at promoting the organisation they work for and they valuable work it does for the community, yet they tend to be less skilled at publicising their own profiles and successes and senior appointments tend to come from outside the organisation. Join Rob Hayter from TPP and Imogen Ward from Lessons for Life as they take you through the best ways to make sure you are recognised as a key member of staff and potential candidate for promotion. We’ll look at the skills you need to move up the career ladder and how to communicate your abilities to senior management.

Level: Experienced Imogen Ward Chief Executive, Lessons for Life Foundation

Rob Hayter Director, TPP Not for Profit

WTMTrack: Personal EffectivenessWednesday 8th JULY

Welcome

Introduction

Timetable

Bigger Picture


Digital Fundraising

Individual Giving

Partnerships


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NEXTPREV

9:30 Launching a major fundraising campaignSimon will give a warts and all description of the process for taking a very traditional organisation down the road of developing a major fundraising campaign of £50m driven largely by philanthropy. The challenges included engaging the service delivery arm; a risk-averse conservative board; no real experience of major appeals within the team; and a sceptical fundraising team. Attendees will get a very honest perspective of what went wrong as well as right, and inspire people to believe that such campaigns can work for them.

Level: Experienced Simon Burne Director of Fundraising and Marketing, The Children’s Society

Joe Waterton Director of Partnership Development, The Children’s Society

Kate Wareham National Fundraising Campaign Manager, The Children’s Society

15:00 KPIs - killer or king?Join us as Lucy Sargent shares her tips for using KPIs to grow a major donor programme. She will be presenting with Nicole Clark, Major Gifts Manager, who will share her personal experiences of working in a KPI-driven team.

No matter the size of your organisation, KPIs can be a helpful tool to keep you on track and moving forward. You will be sure to take away a few bright ideas and gain insight into why monitoring activity can be just as valuable as monitoring income.

Level: Beginner/Experienced Nicole Clark Major Gifts Manager, Marie Curie Cancer Care

Lucy Sargent Head of Major Gifts and Special Events, Marie Curie Cancer care

Level: Beginner

Matt Cull Head of High Value Giving, RSPCA

16:30 The next big thing: behavioural economicsThis session explores how the science of behavioural economics (BE) will influence every aspect of fundraising in the next five years.

We’ll explore the background to BE, especially Daniel Kanhneman’s work on System 1 and System 2 thinking.

We’ll then explore six key ‘biases’ and show how they impact on fundraising with practical examples:

• anchoring • normalising• loss • empathy• progress • brand shape

There will be number of interactive ‘experiments’ during the event.

Level: Experienced Bernard Ross Director, Management Centre

Omar Mahmood Chief Market Knowledge, UNICEF International

11:00 Defining, developing and delivering a culture of philanthropyMany charities are good at grass roots fundraising but want to broaden their income sources. In this session, you will hear the MS Society case study in which they recognised the need to invest in a culture of philanthropy beyond fundraising. Nicola will share her experience of working with the Chairman to redefine the culture at the top of the charity, until the Board collectively agreed a new ambition and leadership for philanthropic giving. Emma will candidly share their progress in developing and delivering this culture, the pitfalls and successes along the way.

Level: Experienced/Senior Nicola Tallett Senior Consultant, Think Consulting Solutions

Emma Whitcombe Appeals Director, MS Society

11:55 40 top tips for major donor fundraisingMany charities are good at grass roots fundraising but want to broaden their income sources. In this session, you will hear the MS Society case study in which they recognised the need to invest in a culture of philanthropy beyond fundraising. Nicola will share her experience of working with the Chairman to redefine the culture at the top of the charity, and working with the Board to collectively agreed a new ambition and leadership for philanthropic giving. Emma will share their progress in developing and delivering this culture, including recruiting and supporting a new Appeal Board, and the pitfalls and successes along the way.

WTMTrack: PhilanthropyMonday 7th JULY

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Welcome

Introduction

Timetable

Bigger Picture


Digital Fundraising

Individual Giving

Partnerships


Philanthropy










NEXTPREV

9:30 How to revolutionise your major gifts programmeThis session will give you top tips on how you can reinvigorate your major gifts programme. The Major Gifts team at the Terrence Higgins Trust have used innovation and insight gathering to strengthen their programme, alongside developing a robust yet streamlined research and communications plan.

We will share the story of how the Terrence Higgins Trust’s flagship fundraising dinner was identified as having the potential to grow significantly. This dinner was then put through an innovation process, which resulted in over a 50% increase in income.

Level: Beginner/Experienced Lucy Graham Major Gifts Manager, Terrence Higgins Trust

Zoe MacAlpine Head of Major Gifts and Special Events, Terrence Higgins Trust

16:30 Transforming your major gift fundraising; a capital campaign case studyIs your organisation ready to run a capital campaign? This session will look at the key ingredients to ensuring success, from planning and feasibility to working with your volunteer board and your organisation’s leadership to hit target. It will use the case study of Cancer Research UK’s Create The Change campaign. Launched in 2012, the campaign is on track to raise £100 million for the Francis Crick Institute before its opening in 2016. Working with a board of philanthropists the campaign has secured gifts from major donors, trusts and corporates and seen a step change in high value fundraising at CRUK.

Level: Experienced/Senior Antonia Newman Head of Create The Change, Cancer Research UK

Russell Delew Director, Major Giving & Appeals, Cancer Research UK

15:00 IMPACT - the art and science of helping donors feel convincedVery few of us have access to robust figures that unequivocally demonstrate that our service works. In the absence of this silver bullet, how can we help people feel certain their money would make a difference?

Drawing on 15 years of practice, interviews and research, Rob will share strategies that successful fundraisers use to show that the proposed gift will make a difference.

You will leave with:

• Eight techniques that help donors trust that your project works

• How to apply Tom Peters’ Golden Rule for showing impact

• What I learned from Coutts Private Bank

Level: Experienced/Senior Rob Woods Director, Bright Spot Fundraising

11:55 Reframing the interaction between fundraisers and donorsFocusing on major gifts, this session asks what happens in the ‘black box’ of the interaction between fundraisers and donors. The ‘practice literature’ and academic writings are considered. It is argued that a new frame is needed for making sense of the interaction, highlighting its improvised, shifting and negotiated nature and giving primacy to maximising

11:00 Putting square pegs in round holes – generating income from unexpected sourcesHow can you secure support from a wide variety of income streams, identifying sources of funding that your charity may not have considered as an option? The National Lottery does not currently support animal welfare charities. Yet in 2010 and 2014 the Royal Society for the Prevention of Cruelty to Animals has successfully secured two significant lottery grants towards its education work. This in turn has opened up opportunities to secure funding from a variety of different sources (major donors, charitable trusts and corporates) towards areas of our work that don’t directly benefit animals. This session aims to share with you how the RSPCA went about achieving this and to advise you on how your own organisation might go about trying to secure funding from sources that you traditionally may not have considered as a fundraising option..

Level: Experienced/Senior Mark Smith Major Donor and Trust Account Manager, RSPCA

Karen Branagh Major Donor and Trust Account Manager, RSPCA

advantage, meaning and pleasure.

The session will be stimulating and thought provoking and will appeal to reflective fundraisers, ready to go beyond the mechanics of the job.

Level: Experienced John McLoughlin Honorary Research Fellow, Centre for Philanthropy, University of Kent

Beth Breeze Director, Centre for Philanthropy, University of Kent

Chris Cox Director of Development, The University of Manchester

WTMTrack: PhilanthropyTuesday 8th JULY

Welcome

Introduction

Timetable

Bigger Picture


Digital Fundraising

Individual Giving

Partnerships


Philanthropy



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NEXTPREV

9:30 How will fundraisers address the challenges set by the next UK government? Government, ministers and policies under our spotlightAfter May 2015, how will the incoming UK government change the fundraising environment in which we work? We have entered a period of great uncertainty in UK politics, but what we do know is that there will continue to be constraints on public funding for the charity, cultural and education sectors and the need for fundraisers to be increasingly innovative to deal with these challenges. But we don’t yet know who the government ministers will be and the policies directly affect fundraising.

Martin Kaufman will chair a panel of prominent donors and sector leaders to highlight the likely new challenges, rallying calls and programmes which the IoF and all fundraisers will need to have high on their agenda.

Level: Experienced/Senior Martin Kaufman Principal, Martin Kaufman Philanthropy

Carole Souter CEO, Heritage Lottery Fund

Michael Hoffman Chair, City of London Festival

16:30 Maximising your organisation’s high value relationshipsLeadership giving is growing in importance. Building relationships with wealthy individuals who give personally and also help access financial support from foundations and corporates is the aim but is it enough? Recognising, qualifying and maximising the value these highly networked individuals can bring to the wider organisation must be the ultimate ambition. Join UNICEF UK to hear how developing a new approach for determining and leveraging the full value of our highest value supporters is not only driving income, access and influence, but to more fulfilling relationships with supporters, and pick up tips and ideas for doing the same.

Level: Experienced Debbie Thompson Head of Fundraising Strategy and Knowledge, UNICEF UK

Simon Dickson Private Fundraising Lead - Special Projects, UNICEF UK

15:00 Asking the right prospect at the right time - how research can drive prospect prioritisationHave you ever looked at your prospect pipeline and not known where to start? This session will explore the vital role that research and analysis can play in prioritising where a fundraiser should be focussing their efforts. Whether you are a prospect researcher, a fundraiser with access to a Research team or a fundraiser in a small shop, this session will provide you with some case studies and practical tips from CRUK to take away and apply to your own fundraising.

Level: Beginner/Experienced Alice Diggory Senior Research Manager, Cancer Research UK

11:00 Mid-level donors - why bother?So many donors are able and willing to give more support to their favourite charities, but more often than not they fall into the ‘prospect abyss’ – a widening gap between regular giving and major donors. Mid-level giving programmes are becoming more and more important in nurturing relationships with key donors and converting them from a transactional to a philanthropic relationship. This session will look at where to find mid-level donors, how to attract them and then steward donors appropriately and imaginatively, and the long-term benefits of creating sustainable mid-level programmes.

Level: Experienced/Senior Samir Savant Director of Development, Royal College of Music

11:55 Funding and powerWho decides what services and resources communities get? The communities themselves? The charities that serve them? Or the organisations that fund the charities? Funders, whether government, foundations, corporations or wealthy individuals, often have a greater say about a community’s future than the community themselves. This

session will look critically at the power relationships between communities, charities and their funders, the implications of these power relationships and the ways groups can reclaim power and independence through their choice of funding methods.

Level: Experienced Sophie Pritchard Co-ordinator, Edge Fund

WTMTrack: PhilanthropyWednesday 9th JULY

Welcome

Introduction

Timetable

Bigger Picture


Digital Fundraising

Individual Giving

Partnerships


Philanthropy



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Earlybird bookings end 5pm 26th AprilBook now! 27 of 27 NEXTPREV


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FUNDRAISING

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CONVENTION

CONTENT

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Bigger Picture 9:30 Two sides of the same coin Re-engineering your fundraising Motivation and engagement of operational/support teams

11:00 What next after Full Stop? Are you really proud to be a fundraiser? Using the law to raise money

11:55 How to find and tell the right story a.k.a. how to connect with donors through storytelling

Creating a culture for principal gifts Fundraising 2040: what will be hot in 25 years’ time?

15:00 Red Ocean, Blue Ocean - a new approach to strategy

How not to hate your agency Raising money from people who don’t care

16:30 Building a brand that’s fit for fundraising So you really want to grow? Making it actually happen at Alzheimer’s Society

Stand in their shoes and see your success soar


9:30 Community engagement in practice – can we raise funds without asking for money?

Special events - managing committees Official charity status in the Virgin Money London Marathon - what it meant to Cancer Research UK

11:00 The London to Brighton bike ride: celebrating the 40th

Building awareness - Bike4Life Ride Out & Festival

Empowering supporters to run their own digital/social fundraising campaigns

11:55 What we can learn from student fundraising? Volunteers - they don’t necessarily have the time, but they have the heart

#Icebuckets, nomakeupselfies, Manchester Dogs’ Home

15:00 Making it local - appeals in the community The rise of the MOB events - how experience led events have changed the fundraising landscape

YES, YES, YES - a proven strategy to drive up event participation

16:30 Delivering community fundraising through fundraising groups

Community fundraising discussion panel How to create your own mass participation fundraising event

Digital Fundraising 9:30 Making social work: How to successfully recruit donors through Facebook, Twitter and custom audiences

The donation user experience Digital isn’t different - how email programmes can be properly integrated into the marketing plan

11:00 Case study: Sightsavers ‘A Million Miracles’, a global fundraising campaign

Future proofing your fundraising strategy How to fan the flames of a social media viral campaign

11:55 Getting people to click donate on your website

Multiply your digital fundraising through split testing

Better than text: the future of mobile fundraising

15:00 Being digital - the journey to being a digital first organisation

Mobile giving and beyond, the evolution and future of a mobilised third sector

Could behavioural science revolutionise fundraising?

16:30 Multi-channel might just be the answer for your donor acquisition

Stephen’s Story and Ice Bucket Challenge - one hit wonders or springboards for growth?

Algorithms of the heart

Individual Giving 9:30 How to love your donors to death Developing deeper relationships with your regular givers

Bees: the sequel - still buzzing

11:00 Legacy integration: the regional fundraising conundrum

How loyal are your donors? Stuck in the middle? Developing a Rachel Hunnybun Supporter Experience Manager, Practical Action mid-value giving programme

11:55 How daring can we be in legacy campaigns? Avoiding the RFV vortex The little things

15:00 Need an engaging legacy proposition? What two children’s charities did next...

Great and small Has the distinction between high value and standard value had it’s day?

16:30 Don’t rob da bank! Legacy marketing on a shoestring

What’s wrong with fundraising today? How Macmillan raised a million at Christmas

Partnerships 9:30 From ‘client’ to ‘partner’: The journey from transactional to relational corporate partnerships

How to win Big Lottery Funding -Addaction’s £25M deal

Corporate fundraising in the UK today

11:00 Celebrities in the charity sector The Prince’s Trust and HSBC; moving young people into employment

From charity of the year to strategicpartnerships

11:55 How to win large, multi-year grants from institutional donors

‘It always seems impossible until it’s done’ (Mandela) - company fundraising for an ethical cause

Strategic volunteering - beyond the token gesture

15:00 Maximising corporate partnerships in an emergency to include more than financial support

Securing Strategic Partnerships Friend or Foe: Extraordinary partnerships

16:30 From competition to collaboration Pitch Perfect Funder or partner?

Personal Effectiveness 9:30 Unstick your fundraising with Crucial Conversations

The art of networking Finance for fundraisers

11:00 Impact and action Big vs small charities - where do you best fit? Presentation skills

15:00 Outstanding fundraising: characteristics of excellence

The power of Influence Trustees

16:30 How to be a fundraising entrepreneur Focus is power - how to put your energy where it will make the most difference

Personal branding: raising your profileas a future leader

Philanthropy 9:30 Launching a major fundraising campaign How to revolutionise your major giftsprogramme

How will fundraisers address the challenges set by the next UK government? Government, ministers and policies under our spotlight

11:00 Defining, developing and delivering aculture of philanthropy

Putting square pegs in round holes – generating income from unexpected sources

Mid-level donors - why bother?

11:55 40 top tips for major donor fundraising Reframing the interaction between fundraisers and donors

Funding and power

15:00 KPIs - killer or king? IMPACT - the art and science of helping donors feel convinced

Asking the right prospect at the right time - how research can drive prospect prioritisation

16:30 The next big thing: behavioural economics Transforming your major giftfundraising; a capital campaign case study

Maximising your organisation’s high value relationshipst

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