Walter and Eliza Hall Institute of Medical Research (WEHI), Melbourne
Institution-wide philanthropy training
The challenge
Following previous philanthropy training in collaboration with the Baker Heart and Diabetes Institute and the Burnet Institute, the Walter and Eliza Hall Institute of Medical Research (WEHI) in Melbourne continued working with Cairney & Company (C&C) to extend philanthropy training across the organisation. Their goal was to move from a fundraising-team-only focus to a whole-of-institution approach to engaging with donors, in order to unlock more of WEHI’s fundraising potential.
The Cairney & Company approach
Building on the success of our initial training with WEHI, in which 93% of delegates reported increased comfort levels around interacting with donors, we expanded our programme to a wider group of staff including centre heads, lab heads and division heads. C&C delivered small group workshops and created a suite of pre-recorded webinars and donor roleplays tailored to scenarios unique to WEHI.
Training focussed on building understanding, confidence and competence in philanthropy, within WEHI’s broader fundraising context. Topics covered included translating complex research into compelling fundraising narratives, differences between grant applications and donor proposals, effective pitching, and the importance of planning ahead for donor meetings and debriefing with the philanthropy team – all essential skills for successful donor engagement. The suite of materials is now accessible through WEHI’s online learning and education portal and forms part of the onboarding process for new staff, ensuring lasting impact.
In parallel, we engaged with the WEHI Board to strengthen their role in fundraising through one-to-one discussions and a 90-minute workshop. This session helped Board members deepen their understanding of philanthropy and identify the support they needed from the philanthropy team. We also provided one-to-one coaching for senior directors, which we continue to deliver.
The result
A greater embedded culture of philanthropy across WEHI
A suite of online training materials accessible to all scientists at WEHI
Scientists who are more confident and skilled in telling the story of their work, preparing, delivering and following up from donor interactions, and pitching for support
Greater institute-wide awareness of the importance of engaging with the philanthropy team, and a clearer understanding of roles and responsibilities
A Board that is more knowledgeable and engaged with philanthropy as not just a nice-to-have, but a whole-institution imperative
Our client’s view
“From the moment we engaged Karen Cairney of Cairney & Company to work with our leadership, I could see her impact ripple through the team. This has been particularly evident with scientific leaders who have undertaken coaching sessions with Karen. Her warmth, deep knowledge of donors, and insistence on authenticity immediately put people at ease.
Karen doesn’t just teach techniques – she creates a safe, encouraging space where people discover how to bring their best, most authentic selves to the philanthropic conversation.”
Deborah Carr, Head, Philanthropy - WEHI
Our view
“What struck me most about this project is the comprehensive approach WEHI have taken to ensuring that their scientists and leaders feel confident in their role in engaging with donors and telling their story. It has been a privilege to learn more about the groundbreaking research happening at WEHI, and to collaborate with scientists to translate their work into a language that donors understand.”
Karen Cairney, CEO & Project Director - Cairney & Company
