getting started in fundraising 6 march 2013 marnie whiting head of development the holburne museum...
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Getting Started in Fundraising6 March 2013
Marnie WhitingHead of DevelopmentThe Holburne Museum
Bath’s art museum for everyone
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Fundraising Success is all about Planning
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Understand Your Fundraising Needs
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Where can organisations raise money from?
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Where are your potential donors hiding?
Who do they know
?
Don’t forget to look at donor lists of local charities and similar organisations to yourself across the UK.
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Think about financial patterns
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+
–
Time£
Corporate: return on investment 1-1.5yrs
Major Donors: return on investment 2-3.5yrs
Funding Cycle
Direct mail Events: return on investment 1-6mths
Grant funders: return on investment 6-12mths
Gifts in Wills: return on investment 4.4yrs
National Arts Fundraising School, www.managementcentre.co.uk
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Summary of session
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Fundraising Success is all about Planning
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Identify what will motivate them to donate
Understand how much they might donate
Fundraising is critical from the earliest stages
Great opportunity to engage existing supporters
Essential to involve Trustees
Feasibility
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Fundraising Board
Feasibility
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Funders are investing in your organisationFunders are investing in your organisation
Be confident and credible
Case for support
National Arts Fundraising School, www.managementcentre.co.uk
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Case for support
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Engagement
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Donor Previous giving / Giving Interest
Target £ Action / Notes By When
Joe Smith Patronage for 5 years£30k to development campaign
£50k Ask to focus group on Catalyst Marnie Dec-12
Giving Trust Gave £10k to conservation
Interested in 18th century paintings
£10k Apply for 18th century art exhibition
Talk to trust director Director Oct-12
Lord Michaels New donor
Supported Dulwich Picture Gallery; known to trustee Clare Jones
£50k Invite to lunch with director Clare Jones
Sep-12
June Jacobs Patron for 5 years £1k Invite to cultivation reception Marnie Jan-13
Engagement
Cultivation Schedule
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Remember if you never ask, you won’t receive a donationRemember if you never ask, you won’t receive a donation
Ask
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Ask
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Ask
National Arts Fundraising School, www.managementcentre.co.uk
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Thank you
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Thank you
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Show a little gratitude, if you please
“A small legacy allowed me the pleasure last month of making some modest donations to a number of arts organisations. Their response has been fascinating.
The ROH gets a gold star: its development office replied virtually by return of post, followed by another letter from a senior manager... Within 10 days, I had also had nice letters from the top bods at Glyndebourne and Young Vic, and a handwritten card from the directors of the Gate Theatre.
Being of a merciful disposition, I shall not at this point shame the other organisations which, four weeks on, have still failed to acknowledge my gift, even though the cheques have been cashed..
It doesn’t matter whether the sum involved is £5 or £5,000, this sort of basic courtesy is vitally important at a time when the arts are so crucially reliant on private philanthropy…
I don’t want grovelling, special treatment or phone calls. But, if I don’t get a speedy note of thanks, you won’t get a penny more out of me”
Rupert Christensen, Daily Telegraph, November 2010
Thank you
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Case for support
Trust application: A 2-page proposal
National Arts Fundraising School, www.managementcentre.co.uk
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Problem Cost to solve
Insufficient funds to run edgy programme / non-mainstream theatre programme
£80k
Need to research and develop to improve the quality of our work £30k
Need to save the building that is falling down £30m
Salary for education officer to stay in post £30k pa
No opportunity for non-disabled artists to train alongside disabled artists
£30k pa for 3yrs
These aren’t problems, they are solutions
The Problem
Case for support
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Case for support
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Case for support
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Case for support
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Case for support
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Case for support
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Trusts & Foundations Department for social change website, courses and publicationsTrustfunding.org.ukCharity-Commission.gov.ukGuideStar.org.ukArts Council other sources of fundingGrantnet.comCity of London Livery Companies GuideLibraries provide access to databases and grant directoriesLocal authorities departments who are responsible for arts or heritage or your Museum Development Officer often have access to lists of possible sources of funding
Training & SharingDepartment for Social Change offer many fundraising courses and publicationsNational Arts Fundraising School run by the Management CentreJoin local fundraisers networks
Institute of Fundraising Bath FundraisersDevelopment Directors Forum
BusinessCompanygiving.org.uk Arts & Business now part of Business in the Community
Research Tools
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Leaving a Gift in your Will Any courses run by Department of Social Change / Smee & Ford featuring Richard RadcliffeLegacyForesight.co.ukArtsQuarter.co.ukPatrickWise.co.uk Codicil by SmeeandFord.co.ukLawGazzette.co.ukLegacy10.comRememberaCharity.org.ukInstitute of Legacy Management www.ilmnet.org CharityChoice.co.uk
Individual Giving Times Rich ListFactary.comProspectingforGold.co.ukArtsQuarter.co.uk Wealth Intelligence WGConsulting.co.uk
Full Cost RecoveryACEVO www.fullcostrecovery.org.uk
Research Tools