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Engaging with high-net-worth individuals in Southeast Asia: From theory to practice

The workshop is aimed for non-Asian fundraisers who wish to work in Asia. It will give an overview of the Asian leadership giving market with tips on what to seek when conducting research to develop a healthy pipeline; how to approach an LG donor and secure a first meeting; how to cultivate; how to make the first ask; and how to steward the relationship.

The workshop will be interactive and will allow for experience-sharing between the participants and the conductor to enrich the knowledge of all participants and provide solutions, ideas and suggestions when breaking into the Asian market and succeeding. This workshop will show the participants how to identify critical success factors and overcome challenges to enable them to identify, cultivate and successfully steward high-net worth individuals, corporations and foundations, while overcoming barriers varying from language and culture to legal restrictions on fundraising in some countries. The workshop will focus on LG fundraising in Indonesia and Malaysia but will not be restricted to these countries, as examples will be shared of LG fundraising in other countries.

Learning outcomes

  • Insights on the Asian LG market
  • What to seek when conducting research on LG prospects
  • Key indicators to look out for in existing relationships
  • Actual experience-sharing

Who should attend: Directors of fundraising and communication of INGOs, LG fundraisers working in Asia (especially non-Asian), LG fundraisers trying to break into the Asian market (especially non-Asian), and LG strategists for Asia of INGOs

Session style

The workshop will be split into three parts:

  • Introduction to the market
    • Defining South-East Asia
    • Diversity of the region (culture religion)
    • Key aspects of South-East Asian philanthropy
  • Leadership Giving Fundraising
    • Individuals, Corporations, Foundations
    • Case studies from Indonesia & Malaysia
    • Leading and emerging trends in LG fundraising and giving
  • From talk to practice
    • Tools to fundraise successfully in South-Asia
    • Dos and Don’ts based on experience
    • Q&A session and experience-sharing