IoF Scotland - The Scottish Conference 2013 programme

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www.scottishconference.org.uk

TUESDAY 22ND &WEDNESDAY 23RD OCTOBER 2013

THE WESTERWOOD HOTELNEAR GLASGOW

facebook.com/ScottishConference

@Iofscotland


PROGRAMME2013

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CONTENTS

Page

Foreword 4

Programme Overview 5

General Information 6

Tuesday 22nd October timetable 8

Tuesday Plenaries 9

Tuesday AM session 1 10

Tuesday PM session 1 11

Tuesday PM session 2 12

Awards Dinner 13

Wednesday 23rd October timetable 15

Wednesday Plenaries 16

Wednesday AM session 1 17

Wednesday AM session 2 18

Wednesday PM session 1 19

Speaker biographies 20

Exhibitor listings 26

Expo map 31

About the IoF and Thank You 32


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FOREWORD FROM JOHN BRADY

I’d like to extend a warm welcome to our 22nd Annual Conference.

Conference is always a special time for those who have been able to fi nd the time to be involved. There is no other place and space where we can learn, share,

network, celebrate and enjoy with so many colleagues all pursuing what I think is the best job in the world.

For many of us this will not be our fi rst event and whilst what we take away from the conference always changes as we grow in experience, there’s always value to be had. To those that are returning conference attendees, I ask you to think back to the fi rst time you attended and how, at the very beginning, it may have been a little daunting! With that in mind, do please keep an eye for delegate badges with a thistle sticker on them. These delegates are fi rst time attendees and I’m sure a warm introduction would go a long way to helping them enjoy their experience and joining of the Scottish fundraising family!

We always work hard to ensure best possible value for conference delegates and we genuinely could come nowhere close to this without the fantastic support of our generous sponsors.

Please do take a minute to read more about how they can help you in your fundraising work.

It’s been a strong year for the Institute and I would encourage you to come to the AGM at 12:45 on Tuesday, 22nd October, in the Carrick Suite, to hear more about it.

One of our successes is in dramatically increasing the profi le and infl uence of the Institute in key areas, and one indicator of this is Scottish Government Cabinet Secretary John Swinney MSP helping open our conference and we’re really grateful he has given his time to this.

The Institute is a volunteer-led organisation and the conference is only able to take place due to the commitment and expertise that so many committee members bring in order to drive this event. I would like to thank all of those who were involved in the planning and production of this event.

Wishing you all the very best for your time at Scottish Conference 2013.

John BradyChair, Institute of Fundraising Scotland

THANK YOU

The Institute of Fundraising would like to extend a huge thank you to all sponsors for their support of the Scottish Conference 2013:

Bursaries Sponsor Associate Sponsor Media Partner Bar Sponsor Jobs Board Sponsor

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PROGRAMME OVERVIEW

Tuesday 22nd October10:15–11:15 Plenary

11:30–12:30 Session 1

12:30–13:30 Lunch and AGM

13:30–14.30 Session 2

14:30–15:00 Afternoon coffee

15:00–16:00 Session 3

16:10–17:10 Plenary

Institute of Fundraising Scotland Annual Awards (by ticket or invitation only)

18:30 Drinks Reception

19:05 Call to dinner

19:15 Guests Seated for Dinner

20:30 Awards Ceremony and Dinner

21:45 Post-Dinner Drinks and Entertainment

Wednesday 23rd October09:15–10:15 Plenary

10:15–10:45 Morning coffee

10:45–11:45 Session 1

11:55–12:55 Session 2

12:55–13:55 Lunch

13:55–14:55 Session 3

14:55–15:15 Afternoon coffee

15:15–16:15 Plenary

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GENERAL INFORMATIONThe following information has been put together to make your time at this year’s Scottish conference hassle-free and enjoyable.

Registration DeskOur registration team will be on hand to help throughout the two days of the conference. Registration is located on the ground fl oor at the main entrance to the hotel and will be open at the following times:

Tuesday 22nd October 09:00–17:30Wednesday 23rd October 08:45–16:30

IoF Information DeskOur IoF Information desk will be located next to the main registration desk in the hotel foyer. Staff and volunteers will be on hand to help with any queries you may have.

BadgesDelegates are required to wear their badge at all times. Failure to do so may preclude you from entry to the Expo and sessions.

Left LuggageFor delegates wishing to store their luggage during the day, a left luggage facility can be found next to the hotel’s main reception. Unfortunately we are unable to store luggage overnight.

Special Access RequirementsThe Westerwood Hotel has full access for people with disabilities. The Institute of Fundraising remains committed to ensuring that all delegates are able to have access. Should you have any special requirements please contact Katie Johnson, Content Manager, via the IoF Information Desk.

SignagePlease keep an eye on signage for directions and information throughout the conference.

First AidYour health and safety during the event is extremely important to us. Should you feel unwell, please make yourself known to one of the IoF’s staff, volunteers or hotel staff. A fi rst aider will be on hand to help you.

Photography and FilmingThe event will be offi cially photographed and attendees will also be taking pictures and videos for use on social media websites etc. Your image may appear on future

publications, promotional material or online from the photos taken at the conference. By entering the event venue you implicitly authorise the potential use of your image in such materials.

Conference EvaluationAfter the conference an email will be sent with a link to the online evaluation form. Please take the time to complete the form. Your comments and feedback on this event will be extremely helpful in planning future conferences and also to the speakers.

ONSITE FACILITIES

The ExpoMake time to visit the Expo located in the Flemming’s restaurant. This is where refreshments will be served throughout the two days. A broad range of exhibitors are here to offer ideas, tools and solutions to help enhance your skills and success in fundraising. Explore the diverse choice of new products and services available from these leading suppliers. You will fi nd a full list of exhibitors and an Expo plan in this pack.

Charity Careers Scotland Jobs BoardIf you have any vacancies in your organisation that you wish to post, please let us know at the registration desk and we will ensure that it is added to our jobs board, kindly sponsored by Charity Careers Scotland.

Shuttle ServiceTo make your conference experience as hassle free as possible, we will be operating a free shuttle service between Croy Station and the Westerwood Hotel. This will run on the hour, at twenty past the hour and at twenty to the hour at the following times:

22nd 8am–11am & 4pm-7.30pm23rd 8am–11am & 4pm–6pm

VolunteersOur team of willing and helpful volunteers are easily identifi able by their volunteer tshirts. Please bear in mind that the volunteers are fellow fundraisers donating their time to help make the conference a success, but they will always endeavour to answer any questions you may have.

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TUESDAY 22ND OCTOBER

OVERVIEW–TUESDAY 22ND OCTOBER

09:00–09:45: Registration and refreshments in the Expo

10:15–11:15 Opening plenaries: John Swinney MSP Stephen George11.30–12.30: Session 1

Choose from one of the following 5 sessions:

MANAGEMENT & STRATEGY Special big room session – Happy Birthday to Us! INDIVIDUAL GIVING Ready, Steady, Text :-)COMMUNITY & EVENTS Scaling up and sustaining in Community FundraisingCORPORATES & TRUSTS The Inspiring Scotland Experience, lessons and learningMARKETING & COMMUNICATIONS Celebrities – who needs them?

PLUS NEW SPONSORED SESSION:INSTITUTE CORPORATE SUPPORTER INSIGHT & RESEARCH Next Generation of Giving

12:30–13:30: Lunch in the Expo

12:45–13:15: AGM

13:30–14:30 Session 2


MANAGEMENT & STRATEGY Developing your fi ve year strategyINDIVIDUAL GIVING Relationship fundraising for all supporter levelsCOMMUNITY & EVENTS Getting the proposition right – anything is possibleCORPORATES & TRUSTS Comic Relief’s new UK grants programmeMARKETING & COMMUNICATIONS Using Social Media to build an online community

14:30–15:00: Refreshments in the Expo

15:00–16:00: Session 3


MANAGEMENT & STRATEGY What’s fundraisers’ role on charities’ impact: messenger or revolutionary?

INDIVIDUAL GIVING Millionaires next door: Finding wealthy Scottish prospectsCOMMUNITY & EVENTS Everyone loves a challenge?CORPORATES & TRUSTS Saving applications from rejection with language CPR.MARKETING & COMMUNICATIONS How to make your story stand out

16:10–17:10: Closing plenary: Debra Allcock-Tyler, Chief Executive, Directory of Social Change

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TUESDAY 22ND OCTOBER: SESSIONS AND SPEAKERS

PLENARIESTuesday Opening Plenaries10:15–11:15 in the Carrick Suite

INTRODUCTION FROM THE SCOTTISH GOVERNMENT

John Swinney MSP

Born in 1964, John Swinney MSP joined the Scottish National Party in 1979 and went on to graduate from Edinburgh University with an MA (Hons) in Politics. He has worked for the Scottish Coal Project, Development Options and Scottish Amicable.Prior to his election as Westminster MP for North Tayside in 1997, he held a number of posts in the SNP at local and national level. In 1999, he became the MSP for Tayside North, remaining as the constituency’s MP until standing down from Westminster at the 2001 General Election.Having served as the SNP’s Deputy Leader since 1998 and became Leader in 2000. After relinquishing his post in 2004, Mr Swinney became Convener of the Scottish Parliament’s European and External

Relations Committee.He was re-elected as an MSP at the 2011 Scottish Parliament election and appointed Cabinet Secretary for Finance and Sustainable Growth.John has three children and is married to Elizabeth Quigley. He lives near Blairgowrie in his constituency and his hobbies include cycling and hill walking.

THE NEXT BIG THING

Stephen George

Stehen George is currently a freelance fundraising and management consultant, having spent the last three years as director of fundraising at Maggie’s Cancer Care Centres. From 2006 to 2010 he was Development Director for Legacy Fundraising at the NSPCC. He joined the NSPCC in 1998 as Director of Community Appeals where he was responsible for Local volunteer and community fundraising, schools, and national events across the UK. In 1999 when the Full Stop appeal was launched Stephen managed the appeal in the regions which raised £55 million. Before joining the NSPCC, he was Head of Regional Fundraising at Unicef for 3 years and prior to that spent 12 years in a range of fundraising and management roles at

Scope. He was previously chairman of Remember a Charity, a consortium of over 145 charities promoting gifts in wills. He is now Vice Chairman and Trustee of the Institute of Fundraising.

Tuesday Closing Plenary16:10–17:10 in the Carrick Suite

Debra Alcock-TylerChief Executive, Directory of Social Change

Since 2001, Debra has been the Chief Executive of the Directory of Social Change, which works towards an independent voluntary sector at the heart of social change. DSC seeks to help voluntary and community organisations become effective agents of change. She has worked in both the private and voluntary sectors carrying out a range of roles at all levels, including campaigning; policy development; sales, product development, media relations and training

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WORKSHOPS AND SESSIONS

Session 1: 11.30–12.30

MANAGEMENT AND STRATEGYCARRICK 1SPECIAL BIG ROOM SESSION – HAPPY BIRTHDAY TO US!

It is 30 years since the Institute of Fundraising was launched; as a unique one-off special celebration, IoF Scotland brings you the opening plenary of the National Convention from London, a guided tour, by Tony Elischer, through thirty years of great fundraising thinking and essential learning. As one of the highest rated plenaries ever presented this is an unmissable multi media showcase that will give you ideas, challenge your thinking and share the essential thinking form the past that will shape your future fundraising success. Get ready to be surprised, amused and delighted!

Tony ElischerManaging Director, THINK Consulting Solutions

INDIVIDUAL GIVINGCARRICK 2READY, STEADY, TEXT :-)

SAMH launched its ‘Two Too Many’ campaign in November 2012 in response to the shocking fact that today in Scotland two people will die by suicide. The aim of the campaign was to challenge stigma around suicide and encourage those concerned about someone to seek help from SAMH. The campaign also offered the fundraising team the opportunity to recruit donors. Jo and Julie will take you through the campaign and talk about how they quadrupled donor numbers using ‘text giving’ as the main donation driver. They will also discuss the challenges they faced and overcame in running this ground-breaking campaign.

Jo AndersonDirector of Social AffairsJulie MacdonaldScottish Association for Mental Health

COMMUNITY AND EVENTSKILSYTHSCALING UP AND SUSTAINING IN COMMUNITY FUNDRAISING

Community fundraising? Think collection cans, bake sales? Think again. This session looks at ways to scale up and sustain community fundraising, creating a more

predictable pipeline, better value, stronger product range and engagement strategy, drawing on recent experience in Maggie’s and from elsewhere. It will be helpful for anyone in area/ regional fundraising, working with local committees and boards, and volunteers.

Gavin McLellanHead of Fundrasing, Maggies Caring Cancer Centres

CORPORATES AND TRUSTSANTONINEVENTURE PHILANTHROPY IN SCOTLAND: THE INSPIRING SCOTLAND EXPERIENCE, LESSONS AND LEARNING

• The history • Background• Beyond the cheque, The Inspiring Scotland model• Our Key Learning• Benchmarking Venture Philanthropy

Celia TennantBusiness Director, Inspiring Scotland

MARKETING AND COMMUNICATIONS KELVINCELEBRITIES – WHO NEEDS THEM?

Celebrity sells…..everything from hair shampoo to funeral plans; and in our celebrity obsessed culture, their name and profi le can be effectively used to promote goods and services across the world. The endorsement and support of famous people is not new - many of our well-known charities owe their roots to the passion and drive of the important names of their day. But how do we fi nd the right celebrity to promote our cause ? How do we get them on board, and importantly how do we manage them effectively and minimise the risks of being associated with a high profi le name? This interactive workshop provides answers to these questions and gives practical common sense advice to charities looking to raise their profi le and improve success.

Eileen HammondConsultant and Author

SPONSORED SESSION:INSTITUTE CORPORATE SUPPORTER INSIGHT AND RESEARCHTERRACENEXT GENERATION OF GIVING

The UK will be facing a donation defi cit of huge proportions in the coming years. The Next Generation

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of Giving in the UK 2013 Report is a comprehensive look across four generations of UK donors into their preferences, habits and giving potential. With an increasingly diffi cult fundraising climate ahead, raising money for good causes has never been more complicated and uncertain, but it certainly has never been more important. We hope that you’ll join us for a review of this report to learn more about how and why people of different generations give and how you can align your future fundraising strategies to meet the unchartered territory ahead.

Sandra Luther, Solutions Group Manager, Blackbaud


Session 2: 13.30–14.30

MANAGEMENT AND STRATEGYANTONINEDEVELOPING YOUR FIVE YEAR STRATEGY

In this session we will highlight how a fi ve year strategy was written for CRUK’s Volunteer Fundraising department. We will look at:- How to make a start on creating a fi ve year strategy - Key ways of taking a long term view - Breaking activity into in-year tactical activityLoretta BrescianiSenior Volunteer Fundraising Manager, Cancer Research UK

INDIVIDUAL GIVINGCARRICK 1RELATIONSHIP FUNDRAISING FOR ALL SUPPORTER LEVELS

Relationship fundraising is a term that is rightly familiar to many of us - but what does this really mean in practice and how can its principles be applied throughout all levels of an organisation, whatever its capacity? This session will explore how one medium sized charity has moved from a transaction to relationship fundraising model, through its marketing and income generating activities, tailoring its approach according to the resources available in each department. It will include tangible examples of how this has been achieved, examples from the wider sector, and the key lessons learned along the way.

Paul SteinDirector of Fundraising and Marketing, World Jewish Relief

COMMUNITY AND EVENTSKILSYTHGETTING THE PROPOSITION RIGHT – ANYTHING IS POSSIBLE

The Kiltwalk is fast becoming one of Scotland’s best known and most loved way of raising money for children’s causes. After only 20 months turnover in 2013 is expected to exceed £2m and a passionate and driven Kiltwalk community has developed around the brand.

Carey McEvoyFounder and Chief Executive, The Kilt Walk

CORPORATES AND TRUSTSKELVINCOMIC RELIEF’S NEW UK GRANTS PROGRAMME

Comic Relief will be launching its new grants strategy in the summer. Come and hear about the new UK programmes, how to apply and what makes a successful application. There will also be plenty of time for questions and answers.

Judith LowesUK Grants Advisor (Scotland), Comic Relief

MARKETING AND COMMUNICATIONSCARRICK 2USING SOCIAL MEDIA TO BUILD AN ONLINE COMMUNITY

Social media has changed the way individuals communicate and many commercial organisations are already reaping the benefi ts of a sound and well implemented social media strategy. Fundraisers can also make very good use of social media to raise awareness, fi nd fundraisers, encourage donors, deliver greater transparency, and generally improve communications. Social media is often misunderstood and misused causing organisations to commit resources without experiencing the best return; we will explore how to use social media to make the most of the resources you have available and how to devise a good social media strategy. The session will defi ne social media and demonstrate how to choose the right tools to reach your target audience. We will also explore what makes good engaging content and how this will ultimately help to build a relevant and engaged online community.

Gordon WhiteDirector, Fat Buzz

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Session 3: 15.00–16.00

MANAGEMENT AND STRATEGYKELVINWHAT’S FUNDRAISERS’ ROLE ON CHARITIES’ IMPACT: MESSENGER OR REVOLUTIONARY?

Fundraisers maintain a delicate balance on impact between telling donors what they want to know and educating them about what they need to know. Should fundraisers have the freedom to lead a more transparent dialogue, or be content to report ROI and admin cost ratios? How can fundraisers be in the driving seat on this critical agenda?

Tris LumleyHead of Development, NPC

INDIVIDUAL GIVINGKILSYTHMILLIONAIRES NEXT DOOR: FINDING WEALTHY SCOTTISH PROSPECTS

This session will provide an overview and analysis of wealth in Scotland and the opportunities arising for local causes. After looking at the facts and fi gures and exploring trends, this session will also look using wealth screening to identify your wealthy supporters, in Scotland and beyond.

Kerry RockDirector of Business Development, Prospecting for Gold

COMMUNITY AND EVENTSANTONINEEVERYONE LOVES A CHALLENGE?

Maggie’s Monster Bike & Hike, its fl agship Scottish event, is entering into its 11th year in 2014 – what has made this event so successful and how do Maggie’s approach their challenge events? With a diverse portfolio that has changed and grown in the last 5 years, we will take a look at what has worked and what hasn’t worked and the way forward for bespoke v third party events. This session will cover past, current and future events in the Maggie’s portfolio. The session will include an open forum where all attendees will be invited to share their ‘challenges’ within the challenge events market.

Claire BenjaminEvents Manager, Maggies Caring Cancer Centres

CORPORATES AND TRUSTSCARRICK 1EMERGENCY RESCUE

Saving applications from rejection with language CPR. A full diagnosis of where your applications are letting you down and prescription for a healthier start. Delegates are encouraged to bring failed (or pending) application examples with them for treatment.

Kim van NiekerkFounder and Director, The Coffee House Initiative

MARKETING AND COMMUNICATIONS CARRICK 2HOW TO MAKE YOUR STORY STAND OUT

Great fundraisers are great storytellers. But how do you make your story stand out? How do you connect with and capture the imagination of your audience and inspire them to take action? Using examples from both the charity and corporate sectors, this practical session will help you fi nd ways to gather your stories and give you a toolkit of techniques to ensure your story stands out.

Lucy GowerDirector, LucyInnovation

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ANNUAL

SCOTTISH FUNDRAISING AWARDS & DINNER2013

Awards will be made in the following categories:

COMMUNITY/EVENTS

MARKETING & COMMUNICATIONS

CORPORATE & TRUSTS

FUNDRAISER OF THE YEAR

VOLUNTEER FUNDRAISER

Entry to the awards dinner is strictly by ticket only.

DINNER PROGRAMME:

18.30 Pre-Dinner Drinks19.05 Call to Dinner19.15 Guests Seated20.30 Awards Ceremony 21.30 Post-Dinner Drinks

and Entertainment

THE FUNDRAISING AWARDS RECOGNISE EXCELLENCE IN FUNDRAISING PRACTICE.

They provide Institute of Fundraising Scotland members with the opportunity to celebrate charities and fundraisers for the great work they undertake to benefi t the community.

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WEDNESDAY 23RD OCTOBER

OVERVIEW–WEDNESDAY 23RD OCTOBER

08:30–09:00: Registration and refreshments in the Expo

09:00–09:15: Welcome and introduction

09:15–10:15: Opening plenary: Stephen Pidgeon, Partner, Pidgeon Sargent

10:15–10:45: Coffee in the Expo

10:45–11:45: Session 1


MANAGEMENT & STRATEGY Negotiating and infl uencing skills for fundraisersINDIVIDUAL GIVING Thanks but no thanksCOMMUNITY & EVENTS An overview of volunteer recruitment for the Commonwealth GamesCORPORATES & TRUSTS Sainsburys: From local to international initiatives, the art of the possibleMARKETING & COMMUNICATIONS The six steps of e-fundraising success

11.55–12.55: Session 2


MANAGEMENT & STRATEGY Recruiting new supporters, 2013-styleINDIVIDUAL GIVING Turning stories into fundraising goldCOMMUNITY & EVENTS Mary’s Meals and the incredible story of Martha PayneCORPORATES & TRUSTS CLIC Sargent and Dobbies Garden Centres – the growth of a partnershipMARKETING & COMMUNICATIONS Supporter Stewardship

12:55–13:55: Lunch in the Expo

13:55–14:55: Session 3


MANAGEMENT & STRATEGY Join ‘The Buck Stops Here’ ClubINDIVIDUAL GIVING Getting at the ingredients fundraisers need to capture donors’ interest

and imaginationCOMMUNITY & EVENTS Developing national fundraising campaigns that cut through channels

and raise profi le and income CORPORATES & TRUSTS ESV (corporate volunteering) is just the startMARKETING & COMMUNICATIONS Load the dice in your favour

14:55–15:15 Coffee in the Expo

15:15–16:15 Closing Plenary: Rob Woods, Director, Woods Consulting Ltd

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WEDNESDAY 23RD OCTOBER: SESSIONS AND SPEAKERS

PLENARIES

Wednesday Opening Plenary09.15 – 10.15 in the Carrick Suite

FUNDRAISING IS A CREATIVE ART

I’m going to explore the nature of creativity, what it is, what the academics say about it and how you foster it in you and those you manage.

Stephen PidgeonPartner, Pidgeon Sargent

Stephen Pidgeon was founder, now Principal Consultant, at Tangible (previously Target Direct) with its many charity clients, including Royal British Legion, Oxfam, Macmillan Cancer Support, World Vision and Salvation Army. He advises charities in Ireland, Denmark and Norway and works with Adrian Sargeant, Professor of Fundraising at Indiana University, teaching in UK and Europe for the Institute of Fundraising’s Academy. Stephen speaks throughout the world and writes frequently, usually controversially, for the fundraising press! He is both a Trustee and a Fellow of the Institute and chairs the Standards Committee that

creates the Code of Practice.

Wednesday Closing Plenary15.15 – 16.15 in the Carrick Suite

What important skill that affects your success have you been meaning to get round to improving? Deciding to get better at result-critical skill areas delivers more rewards than we realise. Obviously it gets easier to hit our target, but also our confi dence soars. Rob will guide you through a model he has used to coach hundreds of fundraisers to make fundraising or career breakthroughs. This includes how to:

• Make time for this non-urgent activity• Harness the many tactics that make this journey fun• Regain your feeling of control

Rob WoodsDirector, Woods Consulting Ltd

Award-winning trainer Rob Woods has spent more than 13 years in fundraising, looking for ways to raise more money, more easily. Originally a major gifts fundraiser for the NSPCC, since becoming an independent trainer in 2007 he has helped over a thousand fundraisers with clients including Oxfam, Oxford University, Save the Children and Tate. He is a tutor for the Institute of Fundraising Academy.

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Find hidden money from your regular givers

Analysis identifies hidden donors for reactivation

Benchmarking allows you to make more informed decisions

Communication delivers customised communications to your donors maximising income.

Rupert Tappin 07970 592431 [email protected]

Morag Fleming 07854 251639 [email protected]

www.decaidconsulting.co.uk

Decaid makes it as easy as A-B-C:

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Session 1: 10.45 – 11.45

MANAGEMENT AND STRATEGYCARRICK 1NEGOTIATING AND INFLUENCING SKILLS FOR FUNDRAISERS

Negotiation and infl uencing are essential skills critical for fundraising and personal success. Yet in many ways these skills are often treated as ‘assumed life skills’ that will be picked up along the way as people progress in their career. Maybe you don’t have time for that and need to develop them now or at least hone the ones you’ve got. This session will identify the difference between negotiating and infl uencing and provide a set of tools and techniques to help you win funds and infl uence people

Caryn SkinnerDirector, Sharpstone Skinner

INDIVIDUAL GIVINGCARRICK 2THANKS BUT NO THANKS

Thanking donors often become the most predictable and formulaic communications within the whole of fundraising. Yet there is no reason why they shouldn’t be as motivating, inspiring, and compelling as the materials that prompted a gift in the fi rst place. In fact our own research has shown that they are often amongst the most important and valued communications a donor receives. This unique and fast-moving practical session is designed to help you deliver exactly that – full of examples, case studies and practical tips and exercises. Instead of acknowledgements falling fl at, learn to create communications that sizzle and crackle with excitement and will stay long in the donor’s memory

John GrainDirector, John Grain Associates

COMMUNITY AND EVENTSANTONINEAN OVERVIEW OF VOLUNTEER RECRUITMENT FOR THE COMMONWEALTH GAMES

This session will provide an overview of the stages and processes involved in recruiting up to 15,000 volunteers for the Glasgow 2014 Commonwealth Games.

Eilidh GeraghtyVolunteer Coordinator, Glasgow 2014

CORPORATES AND TRUSTSKELVINSAINSBURYS: FROM LOCAL TO INTERNATIONAL INITIATIVES, THE ART OF THE POSSIBLE

Many will know the large-scale initiatives that Sainsbury’s supports, from Fareshare to Comic Relief. Yet our stores are at the heart of their local communities, and the relationships forged with a local charity or community group can be the most inspirational of all. Using one Scottish store’s partnership with the PRT for Carers as a template for the art of the possible, this session will explore how Sainsbury’s supports both customers and colleagues through relationships within its community. By defi ning our community, we recognise what is important to the individuals within it, and the partnerships covered in this session - whether Fish and Chip Babies or MacMillan – have allowed those involved to fl ourish. Inspirational, passionate and dedicated, our community partners have taught us to think that little bit differently.

Emma-Jane ThomasPR/Community Ambassador, Sainsburys

MARKETING AND COMMUNICATIONSKILSYTHTHE SIX STEPS OF E-FUNDRAISING SUCCESS

Been told to implement e-fundraising but fi nd it too daunting? Are you not getting the results you want from e-fundraising? Or does your boss have grand ideas that could never be realised? Then you should come and explore with me the six steps needed to make e-fundraising a success.

Damian ChapmanDoodah

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Session 2: 11.55 – 12.55

MANAGEMENT AND STRATEGYCARRICK 1RECRUITING NEW SUPPORTERS, 2013-STYLE

This review will blow your mind. More has changed in supporter recruitment in the last two years than in the previous twenty. Old techniques refreshed; new concepts, on- and off-line, re-defi ning the relationship supporters want with us. This defi nitive view from Stephen will provide dozens of ideas for charities large and small.


INDIVIDUAL GIVINGCARRICK 2TURNING STORIES INTO FUNDRAISING GOLD

Using inspiring stories to deliver the Feelgood Factor is key to the success of your fundraising. In this session, we draw on some of the latest research, psychological fi ndings and case studies to analyse and demonstrate just what the Feelgood Factor really is and why it is so important in infl uencing someone’s decision to give or not to give. Then focusing on seven crucial elements of story-telling, delegates are encouraged to develop their own fundraising campaigns through a series of practical exercises to illustrate each element. With plenty of insights and opinions together with examples of some recent innovations in the world of fundraising, this session will leave you with plenty of tips and ideas for how your stories can really deliver the Feelgood Factor.


COMMUNITY AND EVENTSKILSYTHMARY’S MEALS AND THE INCREDIBLE STORY OF MARTHA PAYNE: HOW THIS ‘PERFECT STORM’ OF PUBLICITY INSPIRED FUNDRAISING SUCCESS

Ten-year-old Martha Payne became an internet sensation when her local council banned her from posting photos of her school meals on her blog. The ban was later overturned after a storm of protest, and Martha and her supporters went on to raise over £130,000 for Mary’s Meals, the international charity which provides hungry children with a daily school meal in 16 countries, across Africa, Asia, Eastern Europe,

South America and the Caribbean.In this session, Mary’s Meals’ Head of Fundraising tells the exciting inside story of how Martha: catapulted the charity into the global media spotlight, gifted the charity enormous awareness-raising potential, and inspired countless others around the world to spread the Mary’s Meals message. With a key focus on how the charity’s small communications and fundraising teams dealt with this attention and creatively maximised the situation’s storytelling potential, Daniel Adams will passionately share a number of top tips and inspiring insights.

Daniel AdamsHead of Fundraising, Mary’s Meals

CORPORATES AND TRUSTSANTONINECLIC SARGENT AND DOBBIES GARDEN CENTRES – THE GROWTH OF A PARTNERSHIP

Come and fi nd out how Julie won the partnership and managed the relationship with Dobbies Garden Centres. Julie’s key contact at Dobbies will present alongside her and both of them will explain how this fabulous partnership grew to become a huge success in terms of income generated and brand awareness.

Julie MillarCorporate Fundraising Manager, CLIC Sargent

MARKETING AND COMMUNICATIONSKELVINSUPPORTER STEWARDSHIP

A session to examine the current trends in Supporter Services. Based on the fi ndings of THINK’s 2012 Stewardship Tracker, where are organisations exceeding supporter expectations and which aspects of stewardship are undermining the supporter experience? The session will also include a ‘top 10’ guide to providing exceptional supporter care.

Beccy MurrellConsultant,THINK Consulting Solutions

Page 19



Session 3: 13.55 – 14.55

MANAGEMENT AND STRATEGYKELVINJOIN ‘THE BUCK STOPS HERE’ CLUB

Harry S Truman famously had a sign on his desk that stated ‘The buck stops here’. It can frequently apply to the person heading up fundraising in a charity whether a sole Fundraiser or a Director of Fundraising with a large team behind them. This interactive workshop will identify the key issues faced by Heads and Directors of Fundraising today. Experience the benefi ts of talking through issues with peers and gain the benefi t of their wisdom. This session highlights the importance of Scotland’s Heads and Directors Forum and will inform the agenda for its future events.Come prepared to share your own unexpected managerial dilemmas and conundrums.

IoF Scotland Heads and Directors Forum

INDIVIDUAL GIVINGCARRICK 2GETTING AT THE INGREDIENTS FUNDRAISERS NEED TO CAPTURE DONORS’ INTEREST AND IMAGINATION

How often have you struggled to get meaningful, interesting, human stories to show donors what your charity is all about, and the difference they can make? This session will help you go back to the offi ce with a plan and the know-how for getting to the right stuff to bring your brand to life for donors. It will help you work out what the right stories are for your audiences and how to get at them by making friends with and building trust with your services and programmes.

Karin WeatherupCreative Director, Burnett Works

COMMUNITY AND EVENTSKILSYTHDEVELOPING NATIONAL FUNDRAISING CAMPAIGNS THAT CUT THROUGH CHANNELS AND RAISE PROFILE AND INCOME

Save the Children has fi rst-hand experience of developing national campaigns that enable the profi le of the organisation to be raised, the public to engage and, importantly, raise income. In 2012, the organisation launched its annual Christmas Jumper Day which saw it generate huge media and social media interest and raise funds. This session will look

at the process to develop such campaigns and how organisational buy-in is critical in achieving success, making change for children.

Terence LovellHead of National Community Participation, Save the Children

CORPORATES AND TRUSTSANTONINEESV (CORPORATE VOLUNTEERING) IS JUST THE START

As the world of corporate giving increasingly focuses on sustainable value creation, the number of requests for Employer Supported Volunteering has hit an all-time high and Corporate Volunteering is hot on the agenda for most service led charities. Our workshop will show you how we shifted the thinking and culture of our organisation to look upon Corporate Volunteering creatively and favourably! From our initial meetings to setting policies and procedures, we look at how ESV is just the start...

Gill LevyRelationship ManagerDebbie MooneyFundraising Manager, Children’s Hospice Association Scotland

MARKETING AND COMMUNICATIONSCARRICK 1LOAD THE DICE IN YOUR FAVOUR

Stories and Infl uence - how to get more YESes when you meet donors. How well you have prepared, and what you have prepared, make a big difference when you meet and try to infl uence a donor. Are you currently as persuasive when talking to donors as you would like? If not, come and explore this powerful story-telling system.

Rob WoodsDirector, Woods Consulting Ltd.

Page 20


SPEAKER BIOGRAPHIESDaniel AdamsHead of Fundraising, Mary’s Meals

Hailing from Dundee, Daniel began his career as a newspaper and magazine journalist with national publisher DC Thomson. During his tenure there, he

gained experience on a broad spectrum of publications from The Sunday Post to The Beano, and had the opportunity to interview a number of high-profi le public fi gures, politicians and celebrities. One conversation in particular, however, ended up completely altering his career path. Following his inspiring interview with Magnus MacFarlane-Barrow, the founder of Mary’s Meals – the international charity which now feeds over 750,000 hungry children every day in 16 countries – Daniel felt compelled to join Magnus in his mission. He is now Head of Fundraising at the Scottish-based charity which seeks to draw poverty-stricken children into the classroom through a nutritious daily meal.

Debra Allcock-TylerCEO, Directory of Social Change

Since 2001, Debra has been the Chief Executive of the Directory of Social Change, which works towards an independent voluntary sector at the

heart of social change. DSC seeks to help voluntary and community organisations become effective agents of change. She has worked in both the private and voluntary sectors carrying out a range of roles at all levels, including campaigning; policy development; sales, product development, media relations and training.

Jo AndersonDirector of Social Affairs, SAMH

Previously with CHILDREN 1ST, Cancer Research UK and NSPCC in various fundraising roles, Jo has worked in fundraising and communications for

over 15 years. She joined SAMH in 2011 to set up a fundraising department which is now a 6 strong team raising signifi cant funds for a largely unknown cause, mental health. Jo led a cross functional team at SAMH to deliver the ground-breaking Two Too Many Campaign which was launched in November 2012, Scotland’s fi rst ever suicide adverts on daytime television.

Claire BenjaminEvents Manager, Maggies Caring Cancer Centres

Claire Benjamin is currently Events Manager at Maggie’s Centres based in the Glasgow Offi ce. Responsible for

driving and delivering a portfolio of medium-to-large scale sporting and challenge events throughout the UK to sector leading standards whilst outperforming demanding income and expenditure targets. Claire is involved in all aspects of the events project management from marketing, participant recruitment, live event logistics and volunteer management. Claire’s background is in sales and marketing having worked both in house and in agencies before moving into the challenging world of fundraising

Loretta BrescianiSenior Volunteer Fundraising Manager, Cancer Research UK

Loretta is a lifelong charity addict, with a love for developing teams. Starting as an assistant fundraiser in the

NSPCC’s community fundraising department, Loretta has worked in community fundraising continuously since then. She set up the community fundraising team at Action for Children Scotland, which included founding the perennially popular Women of Infl uence fundraising group, still going strong in Glasgow. Her community fundraising experience extends to working with companies, managing in mem giving, high net worth events and supporter communications. For the last ten years Loretta has extended her love affair with the voluntary sector within Cancer Research UK, where she is a senior manager in the Volunteer Fundraising department. This includes leading training and development for the department, internal communications in the team and managing change and the development of a business focussed culture. Loretta gained a Masters in OD which has supported all of this work. Loretta lives in Ayrshire, in SW Scotland, but spends lots of time on the road, as she is responsible for 3 fi eld teams, in Scotland, Northern Ireland and NW England; as well as work trips to London and other points in the UK. Loretta is a member of the Institute of Fundraising L&D committee

Page 21


Damian ChapmanDoodah

Fundraising for over ten years, Damian Chapman is an upcoming fundraiser with a passion for technology, innovation and person centred fundraising. Currently

Head of Fundraising for a regional youth Charity, Damian also lectures at the Institute of Fundraising Academy and is an e-fundraising consultant at doodaa.

Tony ElischerManaging Director, THINK Consulting Solutions

Tony has over 30 years hands on experience in the not for profi t sector. He has been a consultant for the last

fourteen years working at the highest level across a wide range of causes and organisations and is the founder of the leading international consultancy THINK Consulting Solutions. He is an internationally regarded expert on fundraising and marketing, having extensive experience of helping charities worldwide with strategy, fundraising, management and troubleshooting. In the last 12 months he has worked in over 20 countries. Tony is recognised as one of the world’s top not-for-profi t speakers and thinkers. He brings energy, passion and original thinking to every presentation. He is on the board of the Journal of Non-profi t and Voluntary Sector Marketing, is past chair of the International Fundraising Congress and International Resource Mobilisation Workshop. He is a Fellow of the UK’s Institute of Fundraising.

Stephen George

Stephen George is currently a freelance fundraising and management consultant, having spent the last three years as director of fundraising at Maggie’s Cancer Care Centres. From 2006

to 2010 he was Development Director for Legacy Fundraising at the NSPCC. He joined the NSPCC in 1998 as Director of Community Appeals where he was responsible for Local volunteer and community fundraising, schools, and national events across the UK. In 1999 when the Full Stop appeal was launched Stephen managed the appeal in the regions which raised £55 million. Before joining the NSPCC, he was Head of Regional Fundraising at Unicef for 3 years and prior to that spent 12 years in a range of fundraising and management roles at Scope. He was previously chairman of Remember a Charity, a consortium of over 145 charities promoting gifts in wills. He is now Vice Chairman and Trustee of the Institute of Fundraising.

Eilidh GeraghtyVolunteer Coordinator, Glasgow 2014

Eilidh’s varied background includes education and business development. Now responsible for the delivery of Glasgow 2014’s Volunteer Sourcing

and Recognition programmes, her work focuses on engaging volunteers and recognition for the 15,000 friendly faces who will make the Games happen.

Lucy GowerDirector, LucyInnovation

Lucy has been a fundraiser for over 10 years. She led the NSPCC’s innovation programme for over four years helping fundraising teams to develop their

innovation and creative thinking skills to improve fundraising performance. Lucy is now an independent coach, trainer and consultant specialising in fundraising innovation. She blogs for fundraising innovation websites sofi i.org and 101fundraising.org and speaks at conferences about fundraising and innovation both in the UK and overseas. She is often seen on Twitter @lucyinnovation


With over twenty years experience of direct fundraising, John founded John Grain Associates (JGA) in 2004. With considerable expertise in individual

giving, and renowned for their specialism in supporter care and donor retention, over the past nine years they have worked with a range of clients of all sizes on their fundraising programmes.Prior to this he held senior posts within Oxfam and Practical Action, and was Director of Fundraising for both Children’s Aid Direct and Habitat for Humanity (Western Europe).

Page 22


Eileen HammondConsultant and Author

EILEEN HAMMOND has worked in the voluntary sector for over 30 years from Area Organiser to Chief Executive, and now spends her time between

charity consultancy, raising chickens and her eight grandchildren. She has been involved in developing new charities, where the recruitment of Patrons, and celebrities was important in raising profi le and promoting the cause. And as the mother of Top Gear presenter, Richard Hammond, she has a unique insight from both sides of the fence. A Fellow of the Institute of Fundraising, Eileen is the author of the only book on recruiting high-level volunteers, entitled “Patrons, Presidents and Personalities”.

Gill LevyRelationship Manager, Children’s Hospice Association Scotland

Gill made the move from social work to fundraising nearly 5 years ago and

hasn’t looked back since. She previously worked for Fairbridge in Scotland as a corporate fundraiser and was responsible for corporate volunteering. During her time there she developed volunteering opportunities for larger groups and generated and income of over £100,000 from a partnership with RBS. Now working as Relationship Manager at Children’s Hospice Association Scotland she is keen to look at how the charity can accommodate and develop the many corporate volunteering request it gets in a more meaningful an benefi cial way

Terence LovellHead of National Community Participation, Save the Children

With over 10 years experience in the sector, Terence is passionate about fundraising, the power of volunteers

and the importance of making a difference. Currently working at Save the Children as Head of National Community Participation, developing and driving a strategy to grow mass engagement at scale, his career also includes 8 years at Barnardo’s, culminating as Head of Community Fundraising Operations, overseeing a £3.5million budget with projects including Big Toddle, House to House, Collections, Campaign Development and the rationalisation of the department. Terence also chairs the IOF SIG for Community Fundraising and is a member of the IOF’s Policy Advisory Board.

Judith LowesUK Grants Advisor (Scotland), Comic Relief

Judith has been the UK Grants Advisor for Comic Relief in Scotland since 2005 and has also worked as consultant to

a number of funders and grant making organisations including Foundation Scotland, Shared Care Scotland, First Port/Scotland UnLtd and the Voluntary Action Fund. Judith is an active member of a number of Scottish funders’ networks including the Scotland Funders’ Forum and Scottish Grantmakers. Judith lives in Perthshire, is a volunteer director of 2 social enterprises where her background (18 years as a fundraiser and member of the IoF comes in handy).

Tris LumleyHead of Development, NPC

Tris leads NPC’s Development Team, creating partnerships and strategic initiatives across the charity sector. Through relationships with charities,

grant-makers, businesses and government, the Development Team explores and initiates projects to help the charity sector increase its impact. This includes developing the Inspiring Impact programme which is embedding impact measurement across the charity sector by 2022. Tris has built NPC’s approach to sector research, charity analysis, impact reporting, and shared measurement and led research projects on community organisations and ageing.Tris is a trustee of SIAA and StudentHubs. Before joining NPC in 2004, he worked in market research and management consulting

Sandra LutherSolutions Group Manager, Blackbaud

Sandra Luther is the manager of presales consultants at Blackbaud Europe. Specialising in digital strategy and online fundraising, she is an enthusiast

and advocate for leveraging technology to support successful integrated fundraising strategies. Since arriving in the UK Sandra has worked with numerous not-for-profi t organisations and educational institutions to develop and grow their integrated digital fundraising and communications including Hearing Link, Chest Heart and Stroke Scotland, The National Portrait Gallery, The Lullaby Trust, The Trinity Foundation, MS Society, and many others.

Page 23


Julie MacDonaldScottish Association for Mental Health (SAMH)

Over the past ten years, Julie has worked in various fundraising roles with CHILDREN 1st, CHAS and the British

Red Cross. Julie has specialised in Community and Events fundraising and joined SAMH in 2011 to set up this function. Julie worked on the ground-breaking Two Too Many campaign, establishing the text giving function for SAMH.

Hannah Mahoney-Smith, Head of Customer Care, Macmillan Cancer Support

Hannah Mahoney-Smith is the Head of Customer Care for Macmillan Cancer Support, leading a team with

the ambition of providing an unrivalled experience to everyone wanting to give their support to Macmillan and to be the charity of choice in the UK.Hannah joined Macmillan in November 2011, with over 20 years of customer focussed experience, across the private and public sectors. She has been responsible for creating and growing large multi channel customer service teams, using technology to drive effi ciencies without driving the heart out of a customer service advisors role – which so often is the case. She has both strategic and operational experience, centred around giving customers more than they expected in every interaction. She is passionate about delivering personal experiences for customers, regardless of the size of an organisation and challenging the status quo in an organisation by refl ecting the customers point of view back to the business.Outside of work, Hannah enjoys learning more about Egypt, walking with the dog, good wine and supporting her son through his degree in Sports Science

Carey McEvoyFounder and Chief Executive, The Kilt Walk

After a career in the fi nancial sector Carey founded The Kiltwalk as a registered SCIO in October 2011 –

bringing Scotland’s children’s charities together for a series of sponsored walking events across Scotland. After starting with a loan of £2k, turnover in 2013 is expected to exceed £2m, with over £1.5m being available for distribution to Scotland’s children…with every £1 donated by individuals going towards the good causes. Hundreds of children’s causes will benefi t in 2013 and the growth is expected to continue into 2014.

Gavin McLellanHead of Fundrasing, Maggies Caring Cancer Centres

Gavin is Head of Community Fundraising for Maggie’s Centres – a role he has held since October 2011. He

is responsible for the revenue fundraising of 7 cancer care centres and looks after a team of 14 fundraisers across Scotland based in or around the network of Maggie’s network of centres in Edinburgh, Glasgow, Dundee, Inverness, Aberdeen and Lanarkshire. Previously he was Director of Glasgow’s Riverside Museum Appeal and Head of Development for Glasgow Life. From 2005 to 2009 he was Head of Christian Aid in Scotland.

Julie MillarCorporate Fundraising Manager, CLIC Sargent and Dobbies

Julie Millar, began her career in fi nancial services before moving into the Third Sector in 2006.Julie has worked for

CLIC Sargent for the last 7 years as their Regional Corporate Fundraising Manager. A member of the Institute of Fundraising and the Chartered Institute of Personnel Development, Julie has made a positive impact in the Third Sector since 2006.Her passion is account management and this is where Julie has enjoyed great success. Helping to win then managing CLIC Sargent corporate partnerships with companies such as HBOS, Tesco, Virgin Trains, Airbus and Dobbies Garden Centres. Julie’s success in managing these partnerships is refl ected in each of these mentioned here exceeded their intended target.

Debbie MooneyFundraising Manager, Children’s Hospice Association Scotland

Debbie has worked in Fundraising since leaving University in 1997. Her

fi rst role with Action for Children gave a broad sense of Corporate and Community Fundraising and an enthusiasm for the sector. New pastures called at the Scottish SPCA and after four years, she moved to CHAS in 2003. She has been West of Scotland Fundraising Manager since 2009 and has had the privilege to be part of an incredible team raising over £8million annually from a variety of sources including corporates, individuals, trusts and legacies. In 2012, Debbie undertook her Diploma in Fundraising Management and was delighted to pass with Distinction

Page 24


Beccy MurrellConsultant, THINK Consulting Solutions

Beccy spent twelve years at Cancer Research UK managing a variety of operational support and

supporter facing fundraising teams. She specialises in strategy development and implementation, change management, communication and fi nancial management. At THINK, Beccy provides specialist consultancy across the disciplines of supporter services, community fundraising, volunteer management and systems analysis and improvement. She also helps to run THINK’s Interim service and facilitates the Supporter Services and the Community Fundraising Forums.


Stephen Pidgeon was founder, now Principal Consultant, at Tangible (previously Target Direct) with its many

charity clients, including Royal British Legion, Oxfam, Macmillan Cancer Support, World Vision and Salvation Army. He advises charities in Ireland, Denmark and Norway and works with Adrian Sargeant, Professor of Fundraising at Indiana University, teaching in UK and Europe for the Institute of Fundraising’s Academy. Stephen speaks throughout the world and writes frequently, usually controversially, for the fundraising press! He is both a Trustee and a Fellow of the Institute and chairs the Standards Committee that creates the Codes of Fundraising Practice.

Kerry RockDirector of Business Development, Prospecting for Gold

Kerry Rock provides fundraising and market research, benchmarking and bid writing services to a diverse range of clients. Kerry has over twenty years

experience in research and management across the not for profi t, public and private sectors. Her philosophy is that research is much more than data collection. The real value is in providing clients with value added analysis and interpretation that enables them to meet their business needs. Kerry holds degrees in Arts and Commerce from the University of Melbourne. She is a Trustee of The Mulberry Centre and on the Researchers in Fundraising Committee.

Caryn SkinnerDirector, Sharpstone Skinner

Previously with Help the Aged as a fundraiser, trainer and HR Director, Caryn has worked in the learning and development fi eld for over 25 years. She

is a director of the leadership and team development company Sharpstone Skinner. The company works predominantly in the voluntary sector and Caryn specialises in coaching teams and leaders to high performance. She is an experienced trainer, facilitator, and executive coach.

Paul SteinDirector of Fundraising and Marketing, World Jewish Relief

Paul Stein began his career at Macmillan Cancer Support in 2001, progressing to Greater London Area Fundraising Manager, where he managed

Community Fundraising across the capital.He moved to WJR in 2007 to take up the newly created position of Director of Fundraising & Marketing Communications. His remit includes the supervision of a broad ranging fundraising portfolio, with a particular focus on major donors, which account for the largest proportion of the charity’s £4.2m annual voluntary income

John Swinney MSP

National Party in 1979 and went on to graduate from Edinburgh University with an MA (Hons) in Politics. He has worked for the Scottish Coal Project, Development Options and Scottish Amicable.Prior to his election as

Westminster MP for North Tayside in 1997, he held a number of posts in the SNP at local and national level. In 1999, he became the MSP for Tayside North, remaining as the constituency’s MP until standing down from Westminster at the 2001 General Election.Having served as the SNP’s Deputy Leader since 1998 and became Leader in 2000. After relinquishing his post in 2004, Mr Swinney became Convener of the Scottish Parliament’s European and External Relations Committee.He was re-elected as an MSP at the 2011 Scottish Parliament election and appointed Cabinet Secretary for Finance and Sustainable Growth.John has three children and is married to Elizabeth Quigley. He lives near Blairgowrie in his constituency and his hobbies include cycling and hill walking

Page 25


Celia TennantBusiness Director, Inspiring Scotland

Emma-Jane ThomasPR/Community Ambassador, Sainsburys

Having worked for the company for ten years, Emma has made the journey from customer service assistant to

department manager and PR/ Community ambassador. She has completed a PhD in History this year, and Sainsbury’s has supported the link between that project work and her community work at the largest Sainsbury’s store in Scotland. She has worked with a range of charities and community groups, from local to national level, including Comic Relief and Fareshare.

Kim Van NiekerkFounder and Director, The Coffee House Initiative

Kim has worked in the charitable sector for over 10 years, as a fundraiser in the largest and smallest organisations. She

is also a regular speaker at international fundraising conferences and an approved trainer of the Institute of Fundraising’s Diploma in Fundraising.Kim is a Trustee of Sail 4 Cancer, founder of the Profi t with Purpose Fellows Network at the Royal Society of Arts. Kim also runs The Coffee House, which helps great social projects get off the ground and injects a new lease of life into non-profi ts by improving their fundraising and business strategy

Karin WeatherupCreative Director, Burnett Works

For 20 years, Karin has been hunting down the ingredients for interesting story-telling that lights up opportunities for getting involved which mean

something to existing and potential supporters. From the Muscular Dystrophy Group, via Burnett Associates where she researched and wrote that Amnesty pen pack, to Burnett Works, Karin has worked with around 100 charities on direct marketing, case for supports and branding. Forever going out to soak up what charities are doing ‘at the coalface’, Karin has also interviewed 400+ supporters, and willl demonstrate that skilled

story-telling and communicating with supporters as thoughtful, equal partners pays for charities

Gordon WhiteDirector, Fat Buzz

Gordon has run his own business for the past 27 years. In 2006 he launched a podcast production company developing audio and video podcasts

for a range of clients from universities and colleges to building societies and private companies. Further development led to the provision of a full range of social media services such as social media strategy, social media management, content creation, and video production. In June 2010, he managed the transition of Design Matters and Podcastmatters into one new digital agency - fatBuzz. FatBuzz hosts the monthly New Media Breakfast series of seminars in Glasgow and Edinburgh. Gordon also hosts a monthly podcast called “Social Media Podcast” with commentary about social media and interviews from World leaders in the fi eld; the Social Media Podcast has been the No.1 audio podcast in the iTunes Podcasting category.

Rob WoodsDirector, Woods Consulting Ltd

Award-winning trainer Rob Woods has spent more than 13 years in fundraising, looking for ways to raise more money, more easily. Originally a major gifts fundraiser for the NSPCC,

since becoming an independent trainer in 2007 he has helped over a thousand fundraisers with clients including Oxfam, Oxford University, Save the Children and Tate. He is a tutor for the Institute of Fundraising Academy.

Page 26


21 Colour Ltd: Stand no. 1

Address: 21 Summerlee Street, Queesnlie Industrial Estate, Glasgow, G33 4DB

Contact: Philip ColeTel: 0141 774 4455Email: [email protected] Web: www.21colour.co.uk

21Colour provide a full suite of print solutions across all printing processes – Digital, Litho, Large Format, Direct Mail and Web 2 Print. Whatever your business needs, 21Colour will handle with care.Our proven print solutions are designed to control colour across your print media and to be environmentally sound.21Colour was the fi rst and only print company in Scotland to provide you with Carbon Balanced Print. Business in the 21st century demands the very best quality, price and delivery. We provide this through our continued investment in technology, process and staff.

SPONSOR: AWS Recruitment Ltd: Stand no. 8

Address: 21-3 St Colme Street, Edinburgh, EH3 6AAContact: Alan SurgeonTel: 0845 0945 061Email: [email protected]: www.awsrecruitment.co.uk

AWS Recruitment Ltd is a specialist Third Sector Recruitment Agency covering the local, national and international charity jobs and third sector market and with offi ces in Edinburgh, Glasgow and London.As a Recruitment Agency we specialise in international and UK Charity Jobs at different levels from intern to senior management and CEOs.Established in 2010, AWS place candidates in a wide variety of different charity vacancies with our particular speciality being in Fundraising Jobs – such as Community, Corporate, Major Gift, and Legacy.We work on permanent, temporary, and fi xed term contract positions depending on your recruitment requirements.

ASSOCIATE SPONSOR: Blackbaud

Address: 5th Floor, Shackleton House, Hay’s Galleria London, SE1 2HX

Tel: 0845 658 8590Email: [email protected]: www.blackbaud.co.uk

Serving the not-for-profi t and education sectors for 30 years, Blackbaud (NASDAQ: BLKB) combines technology and expertise to help organisations achieve their missions. Blackbaud works with more than 27,000 customers in more than 60 countries that support higher education, healthcare, human services, arts and culture, faith, the environment, independent education, animal welfare and other charitable causes. We offer a full spectrum of cloud-based and on-premise software solutions and related services for organisations of all sizes including: fundraising, eMarketing, social media, advocacy, constituent relationship management (CRM), analytics and vertical-specifi c solutions.

Bureau Van Dijk: Stand no: 3

Address: Northburgh House, 10 Northburgh St, London EC1V 0PP

Contact: Victoria AdamsTel: 020 7549 5000Email: [email protected] Web: www.bvdinfo.com

We’re experts in company information for corporate fundraising and major donor research. Our products, Mint and Dash, offer extensive information on fi nancials, corporate structures, business activities and directors. Use them to: • Target the right companies• Enrich and refresh your ‘prospect pool’• Develop relationships

EXHIBITORSWe hope that you are able to make time to visit the Expo, where refreshments will be served throughout the conference. The broad range of exhibitors are here to offer ideas, tools and solutions to help enhance your skills and success in fundraising. Explore the diverse choice of new products products and services available from these leading suppliers:

Page 27


Care Fundraising Supplies: Stand no. 17

Address: Unit 35 Union Mills, Tanyard Road, Milnsbridge, Huddersfi eld, HD3 4NB

Contact: Steve ReynoldsTel: 01484 489941Email: steve.reynolds @carefundraisingsupplies.co.ukWeb: www.carefundraisingsupplies.co.uk

Care Fundraising Supplies (previously Care from Contraband) specialise in providing solutions to your fundraising merchandise problems. We work with Community, Corporate, School, Event and Lottery Fundraisers to provide unique, great value products, backed by excellent service. We run several National Campaigns per year, including product development and supply, co-ordination, storage and distribution. We believe

that our package prices for this service cannot be beaten. If your charity is looking for an experienced supplier for any of these areas, why not come along to Stand 17 and see how we can help.

SPONSOR: Charity Careers Scotland: Stand no. 7

Address: Jubilee House, Forthside Way, Stirling, FK8 1QZ

Contact: Claire SansomTel: 01786 849 758Email: [email protected]: www.charitycareersscotland.co.uk

Charity Careers Scotland is a fantastic new online recruitment resource for Scottish charities. We make it easy to fi nd qualifi ed and motivated staff for all sorts of positions with charities. With thousands of candidates, total fl exibility in how to promote your position, a simple

T: 01484 640800/0845 460 1800 E: [email protected]

W: www.carefundraisingsupplies.co.uk

We specialise in providing solutions to your fundraising merchandise problems.

Small stand but big product rangeInnovative with great service.

Don’t miss us on Stand Number

17!

Std 17 Half Page – CARE Fundraising Supplies_Layout 1 16/09/2013 10:05 Page 1

Page 28


posting process and a great value price.

Decaid Consulting: Stand no. 12

Address: Ground Floor, 14 New Wharf Road, London, N1 9RTContact: Rupert TappinTel: 0845 643 1448 ext 200Email: [email protected] Web: www.decaidconsulting.co.uk

Decaid Consulting specialises in regular giving and in particular in helping charities to maximise their income from regular givers – no matter what their channel of acquisition. We do this by analysing the health of your donor fi le and benchmarking your campaigns to identify any gaps in your processes and pinpoint attrition hotspots. We then help you to send customised communications to your donors at the right time and by the right media based on the results – we can even take away the headache of delivering all this for you.

FundRaising Standards Board: Stand no: 5

Address: 1st Floor, Thistle House, 91 Haymarket Terrace, Edinburgh, EH12 5HE

Contact: Moira PattersonTel: 0845 688 9894Email: [email protected] Web: www.frsb.org.uk

Fundraising regulation is increasingly important to donors in Scotland. More than 7 in 10 Scots say they would have more trust in a charity’s fundraising if it was accountable to an independent regulatory body and 68% say they would be more likely to give to charities regulated by the FRSB. The Fundraising Standards Board (FRSB) is the independent regulator for fundraising in the UK, working to ensure that charity fundraising is always legal, honest, open, respectful and accountable. To give your supporters added confi dence, use the FRSB tick logo on your donation materials.

Fundraising Initiatives: Stand no. 9

Address: Cavendish House, 369 Burnt Oak Broadway, Edgware HA8 5AW

Contact: Adrian Cutcliffe

Tel: 0208 731 5870Email: acutcliffe@-fi -ltd.com Web: www.fundraising-initiatives.org

Fundraising Initiatives is a leading global provider of fundraising services, which include face-to-face campaigns on the doorstep, street, at private sites and events. As the fi rst agency to equip our fundraisers with iPads, we are committed to developing effective and innovative campaigns, which now include Premium and Regular Giving SMS services.Our complementary strategic calling campaigns help charities re-activate lapsed donors, upgrade monthly giving from existing donors and recruit new donors. Through our unique Lottery in a Box product, we recruit players on the charity’s behalf, providing a return of 75% of the ticket value back to the charity.

Harlequin Software Ltd: Stand no. 6

Address: The Old Vicarage, Finches Lane, Baydon, Marlborough, Wilts, SN8 2JJ

Contact: Martin HillsTel: 01672 541541Email: [email protected]: www.harlequinsoftware.co.uk

Dedicated to the NFP sector, Harlequin Software offer a range of integrated charity management Dedicated to the NFP sector, Harlequin offer a range of integrated charity management solutions, including CRM, fundraising, membership and charitable accounting systems all backed up with outstanding customer care. Our systems, which enjoy a large and diverse client base nationwide, are designed to enhance performance, help build relationships and increase income.An active user group of fundraisers drive on-going development resulting in software that is full of modern day technical features and practical functionality.For three years running Harlequin is proud to have topped the survey of CRM and fundraising systems carried out by Civil Society Media.

SPONSOR: HOME Companies Ltd

Address: Suites 6-11 Swan Court, 9 Tanner Street, SE1 3LE

Contact: David MbaziiraTel: 0207 089 4431Email: [email protected]

Page 29


Web: www.homefundraising.comHOME Companies Ltd comprises award winning and market leading HOME Fundraising, and HOME India.HOME have raised over £300 million over the last 11 years, working with a range of charities and will recruit our 1 millionth supporter this year.Developed over the past decade, our values-based training and management approach is unique in the UK and European fundraising market and our campaigns have won the Institute of Fundraising ‘Best Use of Face to Face’ award three times.You Can’t Plant A Tree in Space, a new book by our joint MDs, about leadership & setting conditions for success is due out March 2014.

InstaGIV: Stand no. 19

Address: 36a The Promenade, Portstewart, County Londonderry, BT55 7AE

Contact: Darron MarkTel: 0844 847 9800Email: [email protected]: www.instagiv.com

We’re a 100% focussed SMS fundraising facilitator for the charity sector. We provide the essential data to test whether offl ine and online advertising works in terms of raising money via the fastest growing donation medium, the mobile phone. Raising funds as a Regular Ask is the key goal of all charities, however with the increasing reluctance of givers handing out bank details or credit cards and their associated costs, we offer a simple solution for supporters to make a donation through their mobile phone, that is more cost effective to the charity than the standard money raising methods today.

SPONSOR: Brightsource

Address: St James House, St James’s Square, Cheltenham, GL50 3PR

Contact: Emily GoreTel: 01242 534200Email: [email protected] Web: www.instinctiv.co.uk

Instinctiv is a brand new service for fundraisers from trusted supplier to the sector - Brightsource. This new approach to creative development and planning uses insights from behavioural science to transform direct marketing performance. Behavioural science is the hot topic that everyone from big business to Barack Obama’s campaign team is now championing. Thanks to Instinctiv, fundraisers too can enjoy the benefi ts of this powerful

approach, which taps into your donors’ hard-wired instincts. Already delivering great results for Macmillan Cancer Support and The Salvation Army, see how Instinctiv can transform your DM programme.

Rapidata: Stand no: 11

Address: 2nd Floor, Innovis House, 108 High Street Crawley, RH10 1BDContact: Scott GrayTel: 01293 601111Email: [email protected] Web: www.rapidata.co.uk

How’s your online fundraising? If you want a Direct Debit service that puts you in control, gives your donors a better online donation experience, utilises social media, allows you to create multiple donation pages for your standalone appeals, and is truly cost effective regardless the size of your organisation, then Rapidata eDirectDebit is the solution. Drop by Stand 11, tell us about your online challenges, and chat with Rapidata’s MD and eDD creator, Scott Gray, who is on hand to advise and share insight for developing a winning online donor experience.

Remember a Charity: Stand no: 16

Address: Park Place, 12 Lawn Lane, London SW8 1UD Contact: Clare KeatesTel: 0207 840 1030 Email: [email protected]: www.rememberacharity.org.uk

Remember A Charity was formed in 2000 and has over 140 charities working together to encourage more people to leave a charitable gift in their Will. Members represent the full spectrum of causes and vary in size from local to global. Our aim is to do what no single charity has been able to achieve on its own – to work with the Will making public, professional Will advisors and key strategic partners to make legacy giving a social norm.

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SCVO: Stand no 2

Address: Mansfi eld Traquair Centre, 15 Mansfi eld Place, Edinburgh, EH3 6BB.

Contact: Gordon NelsonTel: 0131 474 6176Email: [email protected] Web: www.scvo.org.uk

The Scottish Council for Voluntary Organisations (SCVO) is the national body for Scotland’s charities, voluntary organisations and social enterprises. We have over 1500 members who range from individuals and community groups, to Scotland-wide organisations. SCVO delivers services which help our members continue to do what they do best. Two of our key services are:• Goodmoves, the premier recruitment advertising and

careers hub for the third sector in Scotland, offering a comprehensive recruitment advertising service.

• Third Force News (TFN), Scotland’s only dedicated weekly newspaper for charities and voluntary organisations in Scotland.

We look forward to meeting you during the conference.

Sterling Lotteries: Stand no.13

Address: Suite 6, Furness Gate, Peter Green Way, Furness Business Park, Barrow in Furness, Cumbria LA14 2PE

Contact: Denise WilliamsTel: 01229 871380Email: [email protected] Web: sterlinglotteries.co.uk

Why a fundraising lottery?Whatever the cause, a fundraising lottery re-energises giving with the chance of winning.Why Sterling Lotteries?Sterling has over 30 years experience administering lotteries enabling 300 organisations to raise over 45 million through fundraising lotteries.How can we help? Through our range of fl exible services, Sterling can provide any good cause - from village playground to precious local hospice, corporate scheme to high-profi le international charity with a solution that will make reliable lottery fundraising a real and profi table possibility.Visit our team at Stand 13 and discuss how our services can help your organisation

The Recycling Factory: Stand no.10

Address: Marsh Lane, Boston, Lincolnshire, PE21 7TXContact: Donna Wingfi eldTel: 0800 091 0696Email: donna.wingfi [email protected]: www.therecyclingfactory.com

The Recycling Factory is the UK’s leading recycler of inkjet and toner cartridges and mobile phones, offering free, uncomplicated recycling solutions for charities, businesses, schools and individuals. Having raised over £2.9 million for UK charities, we have partnerships with some of the UK’s biggest charities including the RNLI, NSPCC, British Heart Foundation, MS Society, Sue Ryder, Great Ormond Street Hospital Children’s Charity and Mencap. Visit us at stand 10 to discover how we can help your charity implement a free recycling scheme and raise vital funds in the process. By working together, we really can make a difference.

SPONSOR: Think Consulting Solutions

Address: 2 Bostock Court, Buckingham, MK18 1HHContact: Tony ElischerTel: 01280 824297Email: [email protected] Web: www.therecyclingfactory.com

At THINK we help not for profi ts of all shapes and sizes bring their vision to life and make it happen in the world.We understand you have urgent and important work to do. We have an unparalleled senior team who are committed to helping you get where you want to go.We bring fresh, original thinking to everything we do, never off-the-shelf solutions. We hand pick a team with direct, senior experience of the issue you’re facing and we help you solve it. If you’d fi nd it useful to have some impartial, practical and friendly advice, please get in touch.

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THE EXPO

2

17 5

19 3

11

1

16 6

15 7

1413

8 9

12

10

EXHIBITOR

1 21 Colour

2 SCVO

3 Bureau Van Dijk

5 FRSB

6 Harlequin

7 Charity Careers Scotland

8 AWS

9 Fundraising Initiatives

10 TRF

11 Rapidata

12 Decaid

13 Sterling Lotteries

14 Blackbaud

15 IoF

16 Remember a Charity

17 Care Fundraising Supplies

19 Instagiv

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facebook.com/ScottishConference @Iofscotland


Thank You

The Institute of Fundraising would like to give a huge thank you to the following individuals, teams and organisations, without whom, the Scottish Conference would not have been possible:

• Gary Kernahan and his team on the Professional Development Committee for producing the Conference Programme

• Susan Quinn for managing the awards and dinner

• All of our speakers

• All of our sponsors

• Our panel of awards judges

• Our team of fantastic volunteers

Thank you!

About Institute of Fundraising Scotland

• Championing and promoting fundraising

• Setting and raising standards in fundraising

• Supporting and developing the effectiveness of all fundraisers

• Developing and promoting new fundraising products and techniques

• The voice for Scottish fundraising

The Institute of Fundraising is the professional membership body for fundraisers, working to develop, promote and champion excellence in UK fundraising. Committed to the highest standards in fundraising practice and management, the Institute is the leading representative voice for fundraising. The Institute works to shape policy and infl uence legislation, engaging with charities, Government, media, general public, and other relevant bodies across a broad spectrum of issues that impact on UK fundraising. Striving to support and develop the knowledge and standards of all those who undertake fundraising, the Institute has developed an extensive range of training and networking opportunities, with the IoF Academy offering serious quantifi cations at all levels. As the largest individual fundraising membership body, the Institute represents 568 fundraisers in Scotland. Membership of the Institute offers a wide range of support and information services for individuals and organisations involved in fundraising.

Individual membership offers a free subscription to Third Sector online, the Code of Fundraising Practice, monthly email briefi ngs covering key fundraising issues, a regular Scottish newsletter, substantial discount packages on training and networking events including the Scottish Conference, and more, and our IoF Privilege package bringing discounts on a huge range of regularly used good and services. Meanwhile, Organisational membership offers a fast track route to effect change across the wider fundraising environment, feeding into our consultations on issues of policy, charity law and best practice guidance.

Telephone: 0131 557 2100Email: scotland@institute-of-fundraising.org.ukwww.institute-of-fundraising.org.uk

The Institute is a Registered Charity in England and Wales (No.1079573) and Scotland (No.SC038971) and a Company Limited by Guarantee (No.3870883). VAT Registration No 547 8930 9

Documents

IoF Scotland - The Scottish Conference 2013 programme