Webinar: The Perpetual Pipeline
Webinar: The Perpetual Pipeline

This webinar will share concrete tactics to increase your count of confirmed residual bequests, through a process of strategic relationship stewardship and social norming.

At the Heart Foundation, they have had significant success with this strategy, confirming 220 new residual pledges since September 2018, and they're happy to share their learnings.

The webinar will focus on three main areas

  1. Overall residual strategy
  2. Data, leads and comms tactics that work
  3. Relationship tactics that move

Date & Time
Wednesday, 22 May 2019
12.00 - 1.00pm AEDT (Sydney time)
Leonard Elario
Manager, Bequests
Heart Foundation

Lenny has a broad history in Relationship Fundraising in Australia and New Zealand across Bequest, Major Gift, Trusts & Foundation, Prospect Research, Mid Donor and Supporter Retention programs, now at the National Heart Foundation of Australia and recently at Greenpeace Australia Pacific and Greenpeace New Zealand.

As Manager, Bequest Relationships at the Heart Foundation, Lenny leads a six-member Relationship Team with responsibility for script writing, recruitment and training, donor stewardship, vulnerable circumstances, pipeline strategies, policies and implementation, and also Tele-fundraising programs.

Ian Lawton
Director, Bequests
Heart Foundation
Ian is an educator, fundraiser and change manager, with over 20 years local and international experience in building and implementing strategy, management, sales, awareness raising, and fundraising through a strategic and inspiring approach.

In 2018 Ian became the country's first Director of Bequests at the Heart Foundation, where Bequests account for over 50% of annual income. Ian established a high supporter contact strategy focused on confirming residual bequests, which has seen immediate results.
Bev Moisey
Pipeline Manager
Heart Foundation

Bev has a diverse background in fundraising and marketing, dating back to 2014. Having worked at Greenpeace in several roles including Community Fundraising, Individual Giving and Digital Fundraising, Bev is an advocate for cross-departmental collaboration and integrated supporter journeys.

In July 2018, Bev joined the Heart Foundation Bequest team as "Pipeline Manager." In a nutshell, her role is lead generation for Bequests. Her work involves segmenting our supporter base to ensure the relationship team has a steady supply of prospects to contact, building bespoke supporter journeys for constituents at different stages of the pipeline, and refining processes to track performance and conversions. With the help of our database team, we've created some impressive dashboards to keep the team motivated, competitive and excited about Bequest conversations.


Free for current Include a Charity supporters.

If you would like more information on becoming an Include a Charity campaign supporter, please contact includeacharity@fia.org.au

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