QLD - Donor Acquisition Masterclass

Tuesday, 15 September 2020

9:00 am - 4:00 pm

Broncos Leagues Club

58 Fulcher Road

Red Hill, QLD, 4059

This venue has a COVID-19 safety plan.

Member	$100.00
Staff of Organisational Member	$120.00
Non-Member	$130.00

About the Event: Donor Acquisition Masterclass

Join us for this donor acquisition masterclass on 15 September for a comprehensive look at how to create, and then implement, a donor acquisition strategy for your organisation. We have three highly skilled and experienced Queensland fundraising professionals who will present on the day. The day will be split into three themes and will cover:

Theme 1 – Single Giving Acquisition, presented by Sonya Tufnell, Individual Giving Manager RSPCA QLD, with Nicole Lovelock, Marketing and Engagement Manager for Bush Heritage Australia and Liam Broad, Client Services Manager at Fansdonate

Donor acquisition is about convincing a potential donor to make a gift to your organisation. But where do you start and how do you decide what is best for your organisation when budgets are tight and everyone is saying how hard it is? Sonya has worked in many different charities in the past eight years and has a wealth of experience to share about what worked and why, as well as what didn’t work. The key topics she will cover are:

Existing donor data within your organisation, including those extremely lapsed donors
Grateful patients
Cash donors – retaining beyond their first gift, first event registration and converting to regular gifts
Tele-fundraising and how to find the best lists

Bush Heritage and Fansdonate have successfully collaborated on a new digital acquisition campaign to replace the long running face-to-face campaign. They will share a case study on the opportunities a digital campaign gave them to increase leads for their regular giving program.

Theme 2 – Major Gifts, presented by Maggie Hsieh, Senior Manager – Donor Relationships, Mater Foundation

You are most likely to have encountered the 80/20 rule (or even 90/10!) in fundraising. Your major donors are so important because their donations make up a large portion of your funds raised and help your organisation deliver transformational changes in the community.

With the current unprecedented events it’s even more crucial to focus on major gift acquisition and find those new donors who want to give more. These relationships would yield significant life-time values and will be some of your strongest assets moving forward. In this presentation, Maggie will draw on her experience from difference sectors to share effective strategies to acquire new donors and build your major gift program.

She will focus on:

Pipeline development – The treasures are within, data mining your existing donor database, referral and wealth screening to generate leads.
Intentional moves management – once you have a lead, how do you bring them closer to your mission so they give. What happens next after you acquire a new major donor so that they give, give more and give again.
Advocacy – how to engage donors so they give, or open doors and ask others to give
Metrics that drive the outcomes you want to see and help management better understand the major gift program

Theme 3 – Gifts in Wills, presented by Sam Jacklin, General Manager – Fundraising, RSPCA QLD

Over the last few years, RSPCA Queensland has been focused on building its Gifts in Wills program through a multi-channel donor acquisition strategy and a supporter-centric stewardship communication program.

Through a combination of social media, telemarketing, direct mail and exclusive event invites, RSPCA QLD has managed to achieve a net growth of over 60% in their Gifts in Wills pipeline… and counting.

	Liam Broad Client Services Manager Fansdonate Previously a Community Manager and now Fansdonate’s inaugural Client Services Manager, Liam has successfully launched 20+ campaigns since joining the team in August 2019. His time at Fansdonate has seen him create and execute lead to RG campaigns for some of Australia’s largest not-for-profit organisations.

	Maggie Hsieh CFRE Senior Manager Donor Relationships Mater Foundation Maggie is a skilled fundraising and stakeholder engagement professional who loves building enduring and effective relationships with donors, leading to philanthropic outcomes and transformational changes in the community. Her passion is seeing donors experience the joy of giving and the fruit of their generosity. Underpinned with a Bachelor of Economics from Soochow University in Taiwan, an MBA from Queensland University of Technology majoring in marketing, and fluency in English, Chinese Mandarin, and Taiwanese, Maggie has enjoyed 15 years of experience in philanthropy in Australia and Taiwan. She has worked extensively in the higher education sector including the University of Queensland, Queensland University of Technology, Griffith University and the National Taipei University and is a Certified Fund Raising Executive (CFRE). Maggie is now the Senior Manager at Mater Foundation overseeing its Major Gift program.

	Nicole Lovelock Marketing and Engagement Manager Bush Heritage Australia As the Marketing and Engagement Manager for Bush Heritage Australia, Nicole leads a team of fundraisers and communicators to collectively raise more than $8 million annually through their Regular Giving and Direct Mail programs. Nicole lives in Melbourne, with her partner, two children, their dog Leroy and her favourite native species is the Red-tailed Black Cockatoo.

	Sam Jacklin MFIA General Manager, Fundraising RSPCA Queensland Sam has worked across the not-for-profit sector since arriving in Australia 14 years ago from the UK. She is a collaborative leader with a proven record of inspiring multidisciplinary teams to drive high performance and an accountable, team-orientated culture. She has had significant success in creating and executing integrated marketing and fundraising strategies and campaigns that deliver on ambitious targets, as well as a supporter-centric focus to encourage long-term engagement. Her work at RSPCA Queensland has seen the organisation’s gift in Wills pipeline increase by over 60% in three years.

	Sonya Tufnell MFIA Individual Giving Manager RSPCA Queensland Sonya Tufnell started her fundraising career in 2001 in London and has been actively involved in fundraising since then. She has worked for various not-for-profits across Australia and has been involved in every aspect of fundraising from raising multi-million dollar gifts to implementing regular giving programs. As we all know, fundraisers are multifaceted, so to help her cause she has also run a second-hand bookstore, managed community development programs in the South Australian outback, and was the Australian representative at the UN discussing the cyber safety of children. She is passionate about connecting donors with amazing causes and telling stories that provide real emotional connection. She is now working at RSPCA QLD running their individual giving programs, especially focused on digital and traditional fundraising for both single and regular gift. She also has office puppies!