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[vc_row 0=””][vc_column 0=””][vc_single_image image=”367217″ img_size=”full” alignment=”center”][vc_custom_heading text=”Wednesday 23 & Thursday 24 October, 2019″ font_container=”tag:h1|text_align:center” google_fonts=”font_family:Montserrat%3Aregular%2C700|font_style:400%20regular%3A400%3Anormal”][vc_custom_heading text=”Pullman Melbourne on the Park” font_container=”tag:h3|text_align:center” google_fonts=”font_family:Montserrat%3Aregular%2C700|font_style:400%20regular%3A400%3Anormal”][vc_empty_space height=”20px”][vc_empty_space height=”20px”][vc_custom_heading text=”How to source, secure & nurture transformative gifts, grants & partnerships through:
CORPORATE PARTNERSHIPS” font_container=”tag:h3|text_align:center” google_fonts=”font_family:Montserrat%3Aregular%2C700|font_style:400%20regular%3A400%3Anormal”][vc_empty_space height=”20px”][vc_custom_heading text=”” font_container=”tag:h3|text_align:left|color:%2300b6ed” google_fonts=”font_family:Montserrat%3Aregular%2C700|font_style:400%20regular%3A400%3Anormal”][vc_column_text 0=””][/vc_column_text][vc_column_text 0=””]

[/vc_column_text][vc_custom_heading text=”Presented by:” font_container=”tag:p|text_align:center” google_fonts=”font_family:Montserrat%3Aregular%2C700|font_style:400%20regular%3A400%3Anormal”][vc_single_image image=”350194″ img_size=”full” alignment=”center” css=”.vc_custom_1554962342727{margin-top: 10px !important;}”][/vc_column][/vc_row]

[vc_row 0=””][vc_column 0=””][vc_custom_heading text=”Program Overview” font_container=”tag:h2|text_align:left|color:%23ffffff” google_fonts=”font_family:Montserrat%3Aregular%2C700|font_style:400%20regular%3A400%3Anormal” css=”.vc_custom_1559199836658{background-color: #000000 !important;}”][vc_column_text 0=””]Please note, this list of speakers and topics was correct at time of publication. Keep a look out on the website for further exciting speakers who may be added as they are confirmed. F&P reserves the right to alter the program without notice.[/vc_column_text][vc_column_text 0=””]

Presenters/Panellists Topic

DAY 1: Wednesday 23 October, GIFTS-IN-WILLS

Michael Labiris, Rebecca Lambert-Smith Behind the scenes – legal and governance essentials for a successful gifts-in-wills program
Ruth Mackay Hi there, it’s Jill here from …. and I’m ringing to talk with you about leaving a gift in your will”
Sam Abbott RSPCA takes gifts-in-wills to next level
Kerren Morris Using digital to build your gifts-in-wills program – it’s easier than you think!
Chris Downes, Teresa Cianciosi RFDS adopts personal touch to transform gifts-in-wills stewardship
Tim Shearer Scotch College and Hawthorn Football Club – peeking “under the hood” of gifts-in-wills programs at two Victorian institutions


Lisa Waldron, Florence Davidson Christie Centre and Westpac grow a regional partnership
Nin Roberts, Cameron Scott From sponsorship to partnership – making it sticky with Plunket and Huggies
Abby Clemence How to successfully adapt to the changing corporate partnership environment
Alesha Hope Cancer Council NSW flies high with corporate partnerships
Josh O’Rourke Cerebral Palsy Alliance builds remarkable partnership program
Sam Trattles How sustainable is your go-to-market strategy?


John Richardson Art Gallery of New South Wales surpasses $100 million fundraising target for expansion
Sandra Jacobs, Jeff Chapman AM A unique blend of business and philanthropy
Kim Downes, Gillian Hund How women donors are different and how to connect better
Conor McCarthy, Molly Masiello Key trends in major giving
Dr Daniel McDiarmid, Pamela Sutton-Legaud, Dr Jason Ketter Gift solicitation: when near-enough might be good enough
Lin Bender, Maree Sidey, Lizzie Webb The view from the giving side – trusts in the 21st Century
Liz Chapman OAM, Alberto Furlan, Ferdi Hepworth, Meghan Weekes Taking the long view – how philanthropy is helping to change a rural community
Emer Diviney The application is just the beginning – how to build relationships with trusts and foundations
Sean Triner Applying direct marketing to build your major donor base
Cheryl Pultz ACF injects new life into major gifts program
Frankie Airey How to lay the cornerstones of your major gifts program

[/vc_column_text][vc_empty_space 0=””][vc_row_inner][/vc_row_inner][vc_single_image image=”367284″ img_size=”190×45″ alignment=”center” onclick=”custom_link” link=”https://fandp.com.au/big4-2019-registration-information/”][/vc_column][/vc_row]

[vc_row 0=””][vc_column 0=””][vc_custom_heading text=”Sponsors” font_container=”tag:h2|text_align:left|color:%23ffffff” google_fonts=”font_family:Montserrat%3Aregular%2C700|font_style:400%20regular%3A400%3Anormal” css=”.vc_custom_1559199896715{background-color: #000000 !important;border-radius: 1px !important;}”][vc_column_text 0=””]F&P acknowledges the support of and thanks the following sponsors:[/vc_column_text][vc_row_inner 0=””][vc_column_inner width=”1/3″][vc_column_text 0=””]GOLD SPONSOR
[/vc_column_text][vc_single_image image=”355986″ img_size=”medium” onclick=”custom_link” link=”https://www.askright.com”][/vc_column_inner][vc_column_inner width=”1/3″][/vc_column_inner][vc_column_inner width=”1/3″][/vc_column_inner][/vc_row_inner][vc_row_inner 0=””][vc_column_inner width=”1/3″][vc_column_text 0=””]SILVER SPONSORS
[/vc_column_text][vc_single_image image=”367951″ img_size=”250X45″ onclick=”custom_link” link=”https://www.precisionfundraising.com.au”][/vc_column_inner][vc_column_inner width=”1/3″][vc_column_text 0=””]SILVER SPONSOR
[/vc_column_text][vc_single_image image=”368596″ img_size=”200×54″ onclick=”custom_link” link=”https://www.thegrantshub.com.au”][/vc_column_inner][vc_column_inner width=”1/3″][/vc_column_inner][/vc_row_inner][vc_row_inner 0=””][vc_column_inner width=”1/3″][vc_column_text 0=””]EXHIBITORS[/vc_column_text][vc_single_image image=”367203″ img_size=”153×49″][/vc_column_inner][vc_column_inner width=”1/3″][vc_column_text 0=””]KEY SPONSORS[/vc_column_text][vc_single_image image=”367207″ img_size=”128×53″][/vc_column_inner][vc_column_inner width=”1/3″][vc_column_text 0=””]KEY SPONSORS[/vc_column_text][vc_single_image image=”367954″ img_size=”128×43″][/vc_column_inner][/vc_row_inner][vc_separator 0=””][/vc_column][/vc_row]

[vc_row 0=””][vc_column 0=””][vc_custom_heading text=”Registration brochure” font_container=”tag:h2|text_align:left|color:%23ffffff” google_fonts=”font_family:Montserrat%3Aregular%2C700|font_style:400%20regular%3A400%3Anormal” css=”.vc_custom_1559199940307{background-color: #000000 !important;}”][vc_empty_space 0=””][vc_single_image image=”367290″ img_size=”190×47″ onclick=”custom_link” link=”https://fandp.com.au/wp-content/uploads/2019/05/Big4_2019_Brochure.pdf”][vc_empty_space 0=””][/vc_column][/vc_row]

[vc_row 0=””][vc_column 0=””][vc_custom_heading text=”Program schedule” font_container=”tag:h2|text_align:left|color:%23ffffff” google_fonts=”font_family:Montserrat%3Aregular%2C700|font_style:400%20regular%3A400%3Anormal” css=”.vc_custom_1559199957990{background-color: #000000 !important;}”][vc_empty_space 0=””][vc_single_image image=”367290″ img_size=”190×47″ onclick=”custom_link” link=”https://fandp.com.au/wp-content/uploads/2019/10/Program-v17.pdf”][vc_separator 0=””][vc_separator color=”white”][/vc_column][/vc_row]

[vc_row el_id=”behind-the-scenes”][vc_column 0=””][vc_custom_heading text=”Topics and Speakers” font_container=”tag:h2|text_align:left|color:%23ffffff” google_fonts=”font_family:Montserrat%3Aregular%2C700|font_style:400%20regular%3A400%3Anormal” css=”.vc_custom_1559199617387{background-color: #000000 !important;}”][vc_empty_space 0=””][vc_custom_heading text=”DAY ONE: Wednesday 23 October” font_container=”tag:h2|text_align:left|color:%23ffffff” google_fonts=”font_family:Montserrat%3Aregular%2C700|font_style:400%20regular%3A400%3Anormal” css=”.vc_custom_1559199665038{background-color: #000000 !important;}”][vc_custom_heading text=”Stream A: GIFTS-IN-WILLS” font_container=”tag:h3|text_align:left|color:%23720bc5″ google_fonts=”font_family:Montserrat%3Aregular%2C700|font_style:400%20regular%3A400%3Anormal” el_class=”half-day”][vc_empty_space 0=””][vc_column_text 0=””]

Behind the scenes – legal and governance essentials for a successful bequest program

The stuff you need to know, brought to you by the people who know it. Experts in the practice of wills and estates law and nonprofit law, Michael and Rebecca will give an overview of gifts-in-wills program governance including:

  1. complying with legislative requirements
  2. what to do if a donor applies conditions to a gift or bequest
  3. what to look out for in the event of a dispute

A portion of this session will be set aside to answer your burning questions and delegates will be invited to submit their questions in the lead up to the conference.

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Co Presenter: REBECCA LAMBERT-SMITH, Team Leader, Moores

As the Team Leader of the for-purpose practice at Moores, Rebecca assists charities, nonprofits and social ventures. Rebecca advises clients on matters including establishment, structuring, governance reviews and ACNC (Australian Charities and Not-for-Profits Commission) compliance.

She has presented for Television Education Network and Legalwise, as well as to the ACNC. Rebecca also advises clients on fundraising and gifts-in-wills matters including their obligations under various laws.

Co Presenter: MICHAEL LABIRIS, Senior Lawyer, Moores

As an Accredited Specialist in Wills & Estates (VIC), Michael advises clients across a wide range wide range of estate and succession planning matters. His practice focuses on estate dispute resolution, including will challenges, trust and equity proceedings, executor removal applications and superannuation complaints.

Michael regularly acts for nonprofit clients to provide deceased estate advice, including in disputes over wills. He also has extensive experience with complex wills and estate planning, grants of probate and administration, family trusts and taxation.


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“Hi there, it’s Jill here from …. and I’m ringing to talk with you about leaving a gift in your will”.

Gifts-in-wills are a sensitive subject and it’s not easy to have a conversation with someone about this topic.

Drawing on her many years of experience of conducting gifts-in-wills phone programs, Ruth Mackay will outline the best ways to have a meaningful and productive (and even humorous!) phone call with prospects that will leave them feeling comfortable, engaged and more informed.

Additionally, Ruth will discuss:

  • how to identify your best prospects
  • communications strategies for organisations at different levels of gifts-in-wills program maturity
  • how to look beyond your existing donor base for new prospects
  • the key benchmarks and KPI’s you need to know to measure the success of a phone gifts-in-wills marketing program

Phone scripts and examples of actual calls will also be shared to help illustrate how to have one of fundraising’s most difficult conversations.

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Presenter: RUTH MACKAY, Managing Director, OURTEL Fundraising Solutions

Ruth pioneered virtual workforce management in Australia’s mining sector during the 1980s and her success led her to the recruitment sector where she built a boutique executive contracting company.

In 2008 Ruth launched OURTEL Solutions, which helps charity and nonprofit organisations build relationships with donors over the phone. Clients include The Smith Family, Guide Dogs Victoria and National Breast Cancer Foundation.

In 2017 Ruth was named a Victorian finalist in the Entrepreneur category of the Telstra Women’s Business Awards. 


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RSPCA takes gifts-in-wills to the next level

Over the past few years, RSPCA Queensland has been working hard to build its gifts-in-wills program, leveraging a range of tactics to acquire bequestors and steward supporters.

Through a combination of direct mail, inviting supporters to events, telemarketing, providing a virtual tour of one of its animal shelters on a USB drive and a gifts-in-wills club, RSPCA Qld has managed to significantly increase its prospect pipeline and the number of confirmed bequestors.

Sam Abbott will discuss the tactics RSPCA Qld is using to build its gifts-in-wills program, the results it is achieving, key learnings and examples of some of the creative used to promote the program.

If you’re looking for ideas and ways to build your gifts-in-wills program, this is a must-see session.

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Presenter: SAM ABBOTT, Head of Fundraising, RSPCA Queensland

Sam has extensive relationship management, marketing and income development experience in Europe and Australia and she has also worked across the corporate sector, all levels of government and the nonprofit sector.

Sam’s previous roles in fundraising include Fundraising Manager at Zoos South Australia, Corporate Partnerships Manager at Can:Do, and General Manager Marketing and Fundraising at Bedford.

In her current role at RSPCA Qld, Sam and her team manage 200,000 donors and raise approximately $25 million annually.


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Using digital to build your gifts-in-wills program – it’s easier than you think!

Charities are increasingly using digital channels to build their gifts-in-wills pipelines even for acquisition, but few are doing it well. Kerren Morris will show you how to use digital channels for promotion, prospecting, cultivation and stewardship.

This session will draw on case studies, thinking from leading UK gifts-in-wills expert, Stephen George and insights from industry benchmarking data. Kerren will discuss where gifts-in-wills fit within the broader user experience and share a range of simple tactics that can be easily implemented through to more complex strategies.

Whether you are a newbie to this area or looking for more advanced ways to use digital in your gifts-in-wills program, this session will provide a host of ideas and techniques.

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Presenter: KERREN MORRIS, Strategy Director, IVE / Pareto

Kerren has built a wealth of fundraising expertise and experience through roles such as Head of Individual and Community Giving at Australian Red Cross and Manager, Direct Fundraising at Cancer Council NSW.

Prior to joining the fundraising profession, Kerren built a career in direct marketing in the commercial sector including roles such as Head of Direct Marketing at Foxtel and Marketing Manager for International Masters Publishers, a consumer publishing group.

In her current role at IVE/Pareto Kerren works with a range of nonprofit organisations to assist with mapping out sustainable growth plans for the long term.

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RFDS adopts personal touch to transform gifts-in-wills stewardship

Two years ago Royal Flying Doctor Service Victoria made the decision to implement a structured stewardship strategy to gain a greater understanding of confirmed bequestors and prospects.

Chris Downes and Teresa Cianciosi will outline the new stewardship program that is in place and the benefits they are seeing. Benefits include a closer relationship with bequestors as well as increased giving. They will also discuss the new resources, tools and dashboard used to track the progress of the program and share results.

This session will give you plenty of practical ideas and insights into how to deepen relationships with those who will eventually make the biggest gift of all.

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Co Presenter: CHRIS DOWNES, CEO, DVA Navion, Australasia

With over 28 years’ experience in fundraising, Chris has worked with clients in Canada, USA, South Africa, New Zealand and throughout Australia. Since taking up his current position in 2005, Chris has built a team of experts providing counsel to clients throughout Australia and New Zealand in the areas of capital campaigns, major gifts, gifts-in-wills, donor development and fundraising strategy.

Chris has personally guided clients that work in welfare, disability, the arts, conservation, education and healthcare. He has also been a leader in developing fundraising strategies within the professional and amateur sporting arena.

Co Presenter: TERESA CIANCIOSI, Gifts-in-wills Coordinator, Royal Flying Doctor Service (Victoria)

Teresa has worked in the non-profit sector for over 35 years including roles at Victoria Legal Aid and Justice Connect. Her work included facilitating the provision of pro bono legal assistance to vulnerable and marginalised people such as children and prisoners.

In her current role, Teresa is responsible for establishing and nurturing closer relationships with bequestors and identifying donors who may become bequestors.

She is also responsible for managing the John Flynn Society, for donors who have confirmed they are leaving a gift in their will to RFDS.

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Scotch College and Hawthorn Football Club – peeking “under the hood” of gifts-in-wills programs at two Victorian institutions

As the Director of Development at Scotch College, and a board member at Hawthorn Football Club, Tim Shearer is in a unique position to share how these two organisations go about their gifts-in-wills programs.

Tim will share an overview of the programs including strategy and results, but also get down into the detail of how gifts-in-wills are promoted, bequestors identified and nurtured, and provide examples of some of the communications and channels used.

He will also discuss some of the key factors for success and the challenges that have been overcome. You will leave this presentation with some practical tips and tactics you can use in your own gifts-in-wills program.

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Presenter: TIM SHEARER, Director of Development, Scotch College, and Director, Hawthorn Football Club

As the Director of Development at Scotch College, Tim is responsible for maintaining the engagement of 18,000 old boys, and he has overseen the successful completion of capital campaigns totalling $25 million in fundraising.

He is currently raising funds to endow the Scotch College Indigenous Scholarship program and build the new Keon-Cohen Dining Hall.

Additionally, Tim is a Director of the Hawthorn Football Club and President of the Old Scotch Football Club. Prior to joining the education sector Tim built a successful career as a National Business Manager for both Unilever and Coca-Cola Amatil.


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Christie Centre and Westpac grow a regional partnership

Mildura-based Christie Centre provides services and employment pathways for people with a disability over a 50,000 km area of Victoria, South Australia and New South Wales, including through its three social enterprises.

The Christie Centre has gradually deepened a relationship with Westpac on a number of levels including financial literacy, governance and social procurement. Westpac has also made long-term capacity-building grants to help the centre scale up and become more sustainable.

Executives from the Westpac Foundation and the Christie Centre will discuss how the partnership originated, how the relationship has grown, plus the challenges and benefits to each partner.

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Co Presenter: LISA WALDRON, Executive Officer, Westpac Foundation

Lisa is a Senior Advisor at the Westpac Foundation. She leads the Westpac Foundation Employment Partnership Program that provides collaborative funds and support, to help social enterprises create jobs and employment pathways for Australians who need it the most.

Lisa has extensive experience in corporate philanthropy and has played a key role in building a strong reputation and profile for the Westpac Foundation as one of Australia’s leading and innovative foundations.

Co Presenter: FLORENCE DAVIDSON, Executive Officer, Christie Centre Inc.

Prior to taking up her current position in 2013, Florence managed a diverse range of services within the Loddon-Mallee and South West NSW areas. Over 30 years, she has built relationships at all levels – community, state, national and international. Along with disability services, she has worked with families, focusing on place-based solutions, capacity building and encouraging equity through advocacy.

Florence has been a member of numerous boards, committees and panels and is currently a Director with the Australian Inland Botanic Gardens.

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From sponsorship to partnership – making it sticky with Plunket and Huggies

Over 27 years the partnership between the Royal New Zealand Plunket Trust and Kimberly Clark has had its ups and downs. Now stronger than ever, with an annual cash investment and in-kind support,  this has become a true partnership.

Nin Roberts will reveal how, in a time of increasing budget pressure, Huggies questioned the value of a ‘cash’ sponsorship. However, Plunket was able to prove its value and turn around a potential downgrade.

Learn how understanding the strengths of both organisations, building leverage into what they already do and unleashing the power of measurement (linking sponsorship to sales results) produced a remarkable partnership for both organisations.

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Co Presenter: NIN ROBERTS, Partnership and Brand Manager, Royal New Zealand Plunket Trust

With a background in sporting partnerships, Nin Roberts manages a team at Plunket (New Zealand’s largest provider of support services for the development, health and wellbeing of children under five) who together, bring in $2.1 million across partnerships and events and $1.7 million in goods-in-kind.

In an earlier life, Nin played over 146 games for the New Zealand women’s hockey team between 2001 – 2008, including at the Olympic and Commonwealth Games.


Co Presenter: CAMERON SCOTT, General Manager New Zealand, Kimberley-Clark

Cam joined Kimberly-Clark in 2019 with a wealth of FMCG knowledge, having previously worked for Fonterra in New Zealand for the last 10 years, most recently as General Manager for Grocery. During this time, he also worked on the Fonterra global business, gaining exposure to global markets and their different challenges. Prior to this, Cam held a number of management and marketing positions at Cottonsoft, Lion Nathan and Diageo.

Throughout his career, Cam has led a number of successful transformations by focusing on people, improving ways of working, understanding consumers, building long-lasting customer relationships and developing a sharper focus on driving business results.

Cam has a Bachelor of Management, Marketing and Strategic Management from the University of Waikato in New Zealand.

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How to successfully adapt to the changing corporate partnership environment

Abby Clemence will outline some of the key trends in corporate partnerships, both internationally and locally, to highlight opportunities that nonprofits should be latching onto. The trends include the emergence of the concept of ‘shared value’, as well as growing consumer expectations that companies will take greater interest in the causes that matter to them.

Through a range of case studies, Abby will demonstrate how some nonprofits are adapting to these trends and experiencing significant growth in their corporate program as a result.

If you are time poor and feeling stuck doing what you have always done with sponsors, this session will outline a range of ways to partner with corporates, as well as practical steps to make your approach to potential partners much more effective.

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Presenter: ABBY CLEMENCE, Director, Infinity Sponsorship

Founder of Infinity Sponsorship, Abby Clemence has more than 25 years’ experience in marketing, sales, adult education, communications, event management and corporate and cause-related sponsorship.

As a corporate partnership consultant and coach, Abby empowers fundraisers and sponsorship seekers to adopt a fresh view of their organisation and how to engage corporates. She has worked with a range of small and large nonprofit organisations to significantly expand the size and number of their partnerships.

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Cancer Council NSW flies high with corporate partnerships

Cancer Council NSW (CCNSW) has traditionally been very strong with direct marketing and campaign fundraising, however had never had a focus on corporate partnerships.

In 2016, Alesha Hope was tasked with the mission of establishing a corporate partnership program. By understanding and packaging up its offering, CCNSW significantly increased annual revenue from this fundraising stream from $80,000 a year to over $1 million. As a result, its solid partnership base now includes AMP, Westpac, Humanitix, Suncorp, Qantas Wellbeing and Newcastle Permanent.

Alesha will outline the approach she has taken to secure and nurture partners, using a multi-faceted partnership with Qantas Wellbeing as an example of this strategy.

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Presenter: ALESHA HOPE, Corporate Partnerships Manager, Cancer Council NSW

Alesha has worked in fundraising for six years after working in the banking sector. Her experience ranges from donor stewardship to business development and events.

In her previous role as Events Manager at Sydney Children’s Hospital Foundation, she oversaw an increase in income from $2.39 million to $4.13 million a year through major donor events.

In her current role she has built the Corporate Partnerships program from scratch and was named ‘NSW Young Fundraiser of the Year’ and was highly commended as national ‘Young Fundraiser of the Year’ by the Fundraising Institute of Australia in 2018.

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Cerebral Palsy Alliance builds remarkable partnership program

Josh O’Rourke will outline how the Cerebral Palsy Alliance (CPA) has doubled annual revenue from corporates to over $10 million over the past three years.

Part of the ‘secret sauce’ of CPA’s success is how corporate partners are embedded into the organisation and how initial engagement is expanded into much larger partnerships.

Josh will also highlight the how, why and key features of one of CPA’s more innovative programs, ‘Remarkable’. Telstra, icare, Microsoft and Macquarie Group contribute close to $1 million a year to fund Australia’s first impact accelerator focused on start-ups creating technology for people with a disability.

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Presenter: JOSH O’ROURKE, Head of Relationship Fundraising, Cerebral Palsy Alliance

Josh has over 12 years’ experience in the nonprofit sector including as Head of Philanthropy at Amnesty International Australia, and National Manager Events and Community Fundraising at Compassion Australia.



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How sustainable is your go-to-market strategy?

The hunt for the corporate dollar is an ever-present task for many charity and nonprofit organisations, however, are you sure your approach to potential partners is sustainable?

When considering all revenue raising opportunities, corporate partnerships and sponsorship seems to always make the shortlist of channels to explore. This can be a fabulous stream of revenue, but unfortunately it can also be a false indicator of revenue in; it can actually be costing you money to secure partners, and a significant drain on your resources.

In this session, we’ll pull apart the task of acquiring partners; explore the efficiency of your current approach; the resources it takes and expenses, and examine what a healthy model looks like.

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Presenter: SAM TRATTLES, Founder, Other Side of the Table

Over the last 20 years Sam Trattles has built a career in corporate partnerships and sponsorships.

Previously, as Head of Sponsorship at Telstra and PricewaterhouseCoopers, Sam negotiated, leveraged and delivered partnerships worth more than $450 million across sectors such as sport, music, the arts, philanthropy and grass roots programs.

In 2013 Sam founded Other Side of the Table, a consultancy helping organisations with their partnership and sponsorship strategy. Clients have included Opera Australia, Tropfest, Baker Institute and many others.

Sam is the author of “I Love Negotiating: Change your thinking and learn to get what you want”, a practical guide to help organisations transform their approach to negotiating.

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Art Gallery of New South Wales surpasses $100 million fundraising target for expansion

In November 2018, the Art Gallery of NSW (AGNSW) successfully completed the first phase of its campaign, supporting a new building as part of the Gallery’s expansion, the Sydney Modern Project. It is the largest public-private arts partnership of its kind, comprising $244 million from the NSW Government and more than $103 million from donors.

AGNSW Development Director John Richardson, will outline the process involved in securing leadership gifts, including the largest monetary donation in the Gallery’s history. He will also share some of the important learnings, challenges and the key factors for success.

If you are looking for some insight into how to raise significant funds through major gifts, this is a presentation you won’t want to miss.

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Presenter: JOHN RICHARDSON, Director of Development, Art Gallery of NSW

John Richardson joined the AGNSW in 2014. He is responsible for the Sydney Modern Project Capital Campaign, philanthropy, corporate partnerships, venue hire, and restaurant and catering at the gallery. An expert in high-end stakeholder management, a strategic leader and commercial strategist, he is deeply committed to building, maintaining and growing corporate partners, government and benefactor relationships.

He has worked at Back Row Productions and the New 42nd Street Project in New York City and was the chief commercial officer at the South Sydney Rabbitohs from 2006 to 2014, turning the off-field business pillars into one of the benchmark commercial sports administrations in Australia.

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A unique blend of business and philanthropy

Jeff Chapman had the vision to link his business and philanthropic interests in a unique structure that sees his Bangarra Group supporting the company’s giving arm – the Bennelong Foundation.

Come and hear Jeff and Bennelong Foundation CEO, Sandra Jacobs, reveal the story behind this unique model, including the symbiotic relationship between company and foundation, where staff coming to work for the commercial arm are also encouraged to participate in the foundation’s multi-faceted social change program. They will also discuss their plans for the future of the foundation and how it is investing millions annually in the areas of education, training and employment and community wellbeing.

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Co Presenter: SANDRA JACOBS, CEO, Bennelong Foundation

Sandra’s earlier career was in the wealth management industry, where she spent 12 years at Morgan Stanley Wealth Management as a financial adviser. Her interest in the nonprofit sector commenced in 2010 through her directorship with the Significant Women’s Network and as Vice-president of Women in Finance Victoria. In 2013, Sandra founded and currently chairs a nonprofit called The Nappy Collective.

Co Presenter: JEFF CHAPMAN AM, Chairman, Bangarra Group

Jeff is the founder and Chairman of the Bangarra Group, a privately-owned family office with extensive international operations in the wealth and funds management sectors.

Jeff’s early career was spent in Australian manufacturing, retailing and investment banking. He and his wife, Carena, founded the Bennelong Foundation in 2002. ​In 2019, Jeff was awarded a Member (AM) of the Order of Australia (General Division) for significant service to the community through philanthropic initiatives.

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How women donors are different and how to connect better

Women regularly score higher than men on empathic concern, surpass men in higher education attainment and have longer life expectancies than men.

Major gift fundraisers are increasingly finding themselves face-to-face with women who are either singly or jointly making decisions about giving, thus it can be disastrous to make assumptions about where wealth comes from and who the decision-maker is.

Kim Downes will share US data about women’s giving and dive into the realm of behavioural psychology, revealing how you can fully engage and integrate women donors into your organisation’s fundraising strategy.

Philanthropist, Gillian Hund, will talk about transactional vs relational giving and share her story about the giving circle she co-founded five years ago (Melbourne Women’s Fund) and the impact it has had on members and in her own philanthropy.

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Co Presenter: KIM DOWNES, CFRE, CAP, EMFIA, Fundraising & Philanthropy Advisor

With over 30 years in fundraising and philanthropy, Kim Downes has experience in the education, religious, arts and healthcare sectors.

Her areas of expertise include major gifts, capital campaigns, gifts in wills, annual campaigns, prospect research and fundraising strategy. She was the Director of Philanthropy at Ruyton Girls’ School and has presented at a range of conferences including EducatePlus, Philanthropy Australia and CASE. Kim now freelances as a Fundraising & Philanthropy Advisor and serves on three nonprofit boards and is a member of the Melbourne Women’s Network giving circle.

Co Presenter: GILLIAN HUND, Co-Founder, Melbourne Women’s Fund

Gillian had a long and successful career as the owner of a publishing house for more than 25 years.

Her interest in philanthropy developed from raising funds for various organisations she wanted to support and then taking board positions with Variety the Children’s Charity. Gillian has a Master of Social Investment and Philanthropy from Swinburne University and is co-founder of the Melbourne Women’s Fund. Gillian also chairs the Royal Botanic Gardens Foundation Victoria.

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Key trends in major giving

Major philanthropy has grown very quickly in Australia in recent years. Between 2012 and 2015, major giving grew from 28% to 40% of all individual giving. In 2019, two of Australia’s newest foundations have assets in the billions, and two more billionaire families have joined the giving pledge to donate half their wealth.

This session will explore key trends, including ongoing increases in Australian wealth; the rise of the billion-dollar donors; trends in PAF giving; the different ways high net worth individuals are engaging (philanthropy, impact investment, etc) and what we know and what we don’t.

Molly Masiello and Conor McCarthy will examine the implications for major giving in Australia and the need for organisations to invest in this area.

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Co Presenter: MOLLY MASIELLO, Research Manager, Fundraising Research and Consulting (FR&C)

Prior to taking up her current role, Molly held prospect research positions at the California Institute of Technology in Pasadena, California, as well as The University of Sydney. Molly’s earlier career was as a librarian, working at the Los Angeles Public Library and the State Library of Western Australia.

Molly has a wealth of experience in prospect research and management in the Higher Education sector and with her colleagues at FR&C, she co-authored ‘Understanding Major Donors: A Guide to Prospect Research for Australian Fundraisers’ (2017).

Co Presenter: CONOR MCCARTHY, Consultant, Fundraising Research & Consulting (FR&C)

Conor has worked in prospect research roles in support of major gift fundraising for fifteen years. At FR&C he has worked with hundreds of clients across all areas of the Australian nonprofit sector.

Prior to joining FR&C, Conor was Manager, Prospect Development, at UTS and The University of Sydney. Conor is a co-author of ‘Understanding Major Donors: A Guide to Prospect Research for Australian Fundraisers’ (2017).

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Gift solicitation: when near-enough might be good enough

Many gift solicitations are delayed while fundraising teams work to get everything right (right time, right amount, right project etc), but sometimes you need to be asking with imperfect information and preparation. In this session you will learn which of the unknowns shouldn’t stop you from asking and when it’s OK to make the ask even though you may not have all your ducks in a line.

Pamela Sutton-Legaud, Jason Ketter and Daniel McDiarmid will role-play various solicitation scenarios and draw on real-life examples to show how an ask can succeed even though you may not have completed textbook preparation. They will also share their best counter-intuitive result to date.

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Co Presenter: DR DANIEL MCDIARMID, Principal Consultant, AskRight

Dr McDiarmid has raised funds for education, research and religious organisations for over 30 years across Australia and New Zealand.  He has established fundraising and alumni offices at major universities, reviewed the fundraising programs of numerous organisations and helped set strategy, led successful capital campaigns and helped organisations build international fundraising capacity. In 2004 Daniel established AskRight as a consultancy which assists organisations with all aspects of capital campaign fundraising, training and recruitment.

Co Presenter: PAMELA SUTTON-LEGAUD, Senior Consultant, AskRight

Pamela has built a career in strategic planning, leadership, marketing and fundraising with extensive experience in international, multicultural, and membership organisations.

She has held leadership roles with Oxfam Australia, Plan International, Bush Heritage Australia and Zoos Victoria among others. In 2006 she was recognised as a Victorian Telstra Businesswoman of the Year (Community & Government).

Co Presenter: DR JASON KETTER, Senior Consultant, AskRight 

Dr Ketter has more than 30 years of fundraising experience and has led advancement teams working on capital campaigns with goals of $10 million – $2 billion. He has extensive international experience including working in Asia, UK, USA and Australia. Current clients include Amnesty International Australia, DFAT, Murdoch University, Royal Children’s Hospital Melbourne and the Queensland Art Gallery.

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The view from the giving side – trusts in the 21st Century

Different philanthropic entities give in vastly different ways. They have unique legal constraints, drivers and styles. Come and hear from the leaders of three organisations at the forefront of philanthropic innovation. Learn how a testamentary trust, a community foundation and a private ancillary fund differ and how they can work together to create more impact. Discover how to identify the aspirations and capabilities of each entity type and which to approach for maximum success.

Other topics covered in this session include where will future trust and foundation revenue growth come from; how external influences affect trust and foundation giving; the real story with collaborative giving and what trusts and foundations are doing to lead systems change.

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Panellist: LIN BENDER AM, CEO, Helen Macpherson Smith Trust

After an extensive career in strategic development for the nonprofit sector Lin Bender was appointed to her current position in 2013.

Previous career highlights include strategic project development for the Victorian Government on the Melbourne Recital Centre Project; General Manager of Radio 3MBS; and National Marketing Manager for the Australia Business Arts Foundation (now Creative Partnerships Australia).

In 2010 Lin was awarded a Member in The Order of Australia for services to arts administration and to the music community of Melbourne.

Panellist: MAREE SIDEY, CEO, Australian Communities Foundation

Maree has over twenty years’ experience working across the sport, health, and nonprofit sectors. Prior to taking up her current role in 2015, roles had included Head of Community Programs and General Manager Good Sports at the Australian Drug Foundation and Director of Communications and Public Relations at headspace.

Maree is also a Non-Executive Director of the Confident Girls Foundation (Netball Australia Foundation) and Australian Community Philanthropy (peak body for community foundations in Australia).

Panellist: LIZZIE WEBB, CEO, Kindred Spirits Enterprises

For over a decade, Lizzie Webb played a key role in growing Engineers Without Borders (Australia) where she was CEO.

In 2014, Lizzie was a winner in the Australian Financial Review and Westpac 100 Women of Influence Awards. She is also a Churchill Fellow.

In 2018 she became CEO of Kindred Spirits Enterprises, which collaborates with the Kindred Spirits Foundation (a private ancillary fund) to incubate new social ventures that improve community health, well-being and education.

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Taking the long view – how philanthropy is helping to change a rural community

In 2009, the Foundation for Rural and Regional Renewal, together with the R E Ross Trust and The Yulgilbar Foundation, made a total first-year commitment of $200,000 to help establish the Education Benalla Program. The Tomorrow Today program was spawned from this funding and is now considered a model for how community-led investment in rural communities can address inequity and inequality.

Hear from founder Liz Chapman and funders from the Ian Potter and William Buckland Foundations on how philanthropy has slowly and steadily supported this project. You will also learn how the project’s stunning results, turning around the lives of young people in rural Victoria, are building confidence in multi-year and capital funding in the philanthropic sector.

Lastly, you will hear how philanthropic support for the project is leveraging long-term government assistance.

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Co Presenter: LIZ CHAPMAN OAM, Director and Founder, Tomorrow Today Foundation, Benalla

Liz ran a rural development consultancy firm for 17 years, working Australia-wide in the agribusiness, community development and water sectors. A Benalla local, she was the driver behind the formation of the Tomorrow Today Foundation, its inaugural Chair and the architect behind the Education Benalla Program.


Co Presenter: ALBERTO FURLAN, Senior Program Manager, Ian Potter Foundation

From Venice, Italy, Alberto moved to Australia in 2001 to undertake doctoral studies in Anthropology at The University of Sydney. He then worked with indigenous communities to manage and protect sacred sites in Tennant Creek.  In 2009, he took up his current position, where he administers the Community Wellbeing, Medical Research and Health and Disability areas of funding. Alberto is a board member of The Social Studio. 

Co Presenter: FERDI HEPWORTH, Grant Manager, The William Buckland Foundation

A self-confessed philanthropy geek, Ferdi has worked across the corporate, nonprofit and granting sides of the for-purpose sector. Before taking up her current position, she held leadership roles at Social Ventures Australia and Children’s Ground where she developed and implemented social investment, communications and partnerships strategies. Ferdi also spent 13 years in a global professional services firm, predominantly engaging the firm and its employees in social investment and corporate responsibility.

Co Presenter: MEGHAN WEEKES, Senior Program Manager, The Ross Trust

Meghan has over 14 years’ experience in the philanthropic and not-for-profit sectors. Most recently Meghan held the position of Philanthropy and Non-Profit Services Manager at Perpetual, working closely with philanthropists to support not-for-profit organisations achieve social impact and build strong, healthy communities. In 2018 Meghan commenced her current role at The Ross Trust where she is responsible for funding approaches focused on educational equity.

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The application is just the beginning – how to build relationships with trusts and foundations

Wendy Brooks and her team have been building relationships with philanthropic trusts and foundations for many years and have secured multi-million-dollar grants for a variety of organisations. Emer Diviney will take you through the key steps of how to successfully engage with trusts and foundations, including the preparation needed to select a funder and how to put your own house in order to be as attractive as possible (including updating your website, board, annual report, financial statements and strategic plan).

She will share how to develop a compelling case for support and how to select and package projects likely to be appealing to funders. Key tips for engaging with decision-makers and building enduring relationships will also be discussed. Finally, Emer will share some of the trends that she is seeing in major, multi-year funding.

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Presenter: EMER DIVINEY, Senior Associate, Wendy Brooks and Partners

The team from Wendy Brooks and Associates has been building relationships with philanthropic trusts and foundations for many years and has secured multi-million-dollar grants for a variety of organisations. Emer Diviney will take you through the key steps of how to successfully engage with trusts and foundations, including the preparation needed to select a funder and how to put your own house in order to be as attractive as possible (including updating your website, board, annual report, financial statements and strategic plan).

She will share how to develop a compelling case for support and how to select and package projects likely to be appealing to funders. Key tips for engaging with decision-makers and building enduring relationships will also be discussed. Finally, Emer will share some of the trends that she is seeing in major, multi-year funding

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Applying direct marketing to build your major donor base

Direct marketing and major donor fundraising tend to be treated as separate disciplines with different approaches, requiring distinct skills. Ne’er the twain shall meet. However, Sean Triner will describe a little-used technique that borrows principles from direct marketing to identify potential major donors by asking direct marketing donors for 10X their highest gift.

Using a number of examples, Sean will step you through the method, the pros and cons, and the kinds of results you can expect. He will also provide practical insights into resource allocation for your major donor program, what tasks to prioritise your precious time on and how major donor fundraisers can get rid of many of the distractions that prevent them from doing the core part of their job i.e. meeting donors and inviting financial support.

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Presenter: SEAN TRINER, Co-founder, Moceanic

Sean has been in the fundraising profession for over 20 years including roles as a fundraising manager, consultant, coach and trainer. In 2002 Sean co-founded and led one of Australia’s best-known direct marketing agencies, Pareto Fundraising, for around 15 years.

In 2017 he co-founded Moceanic, an online fundraising training and coaching business that is helping fundraisers worldwide to improve their skills. He has presented extensively around the world at fundraising conferences including IFC, FIA, and FINZ, and he is a board member at WWF and formerly ChildFund New Zealand.

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ACF injects new life into major gifts program

Significantly growing major gift revenue at a leading national environmental charity has been a challenge, but the Australian Conservation Foundation (ACF) is now on a healthy path.

Cheryl Pultz will reveal how the team created a new strategy, including a strong case for support and ambitious revenue targets. In three years, major gift income increased from $800,000 to $1.9 million a year, and revenue continues to grow.

The decision was made to go back to basics, focusing on existing donors and newly qualified prospects, implementing a weighted projection model and perhaps most importantly, engaging the CEO. Cheryl will inspire you to grow your major gift program by applying the same basic principles that have led to ACF’s success.

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Presenter: CHERYL PULTZ, Director of Fundraising, Australian Conservation Foundation (ACF)

Originally from Canada, Cheryl held a variety of fundraising positions, before spending four years in Vietnam working as a fundraising advisor for local and international NGO’s and setting up the charitable division for the American Chamber of Commerce in Ho Chi Minh City.

She moved to Australia ten years ago and for the past four years has served as Director of Fundraising at the ACF. Previous roles include Director of Fundraising and Communications at WaterAid and managing the major gift and bequest programs for Bush Heritage Australia. Cheryl is a graduate of The Fundraising School and received her CFRE in 1998.

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How to lay the cornerstones of your major gifts program

Before your organisation can undertake a major gifts program or capital campaign, there are two crucial cornerstones you need to put in place: the case for support and the feasibility study.

Frankie Airey will teach you how to undertake a feasibility study that will gauge the level of potential support for your major gifts program and assess the readiness of your organisation. You will find out how to interview internal and external stakeholders, educate them about your needs and get their feedback on your plans.

Frankie will also show you how to develop a case for support that clearly explains your program’s rationale, your organisation’s capacity to make an impact and why you need major gift support. You will learn how to craft a document that anticipates and answers all the questions your potential donors will have about supporting your major gifts program.

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Presenter: FRANKIE AIREY, Director, Philanthropy Squared

Frankie Airey is the Founder and Director of Philanthropy Squared, a management consulting firm specialising in development and marketing for the non-profit sector. Frankie began her career in development in 1987 with the ground-breaking Campaign for Oxford University, the first major institutional campaign outside the United States. She moved to Australia in 1994 and became the first Development Director at the Victorian Arts Centre in Melbourne. During the 1990s, Frankie moved between the UK and Australia and has worked with leading universities and cultural institutions as both practitioner and consultant. She has served on several boards including Sadler’s Wells Theatre in London and the Malthouse Theatre in Melbourne. Frankie was appointed a Trustee of the Victorian Arts Centre Trust (Arts Centre Melbourne) in 2016 and is also Chair of the Betty Amsden Foundation.

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