The Lone Fundraiser’s Guide to Bringing in the Big Gifts Lois Momoh Key Relationship Manager Samaritan’s Purse UK 6 November 2014

Passion Belief Knowledge

Bringing in major gits requires everyone in the organisation to fundraise Direct and field others to make the ask as well as making the ask yourself

About National Museums Liverpool A nationally funded museums group in Liverpool, UK Over 2m visitors a year Liverpool is the 8th poorest city in Europe Fundraising outside of London is tough Existing Transatlantic Slavery Gallery and academic networks - from this the idea for a new international museum grew The right time the right place – 200th year of the abolition of the British Slave Trade and Liverpool’s 800th birthday Full steam ahead from autumn 2006 giving 18 months to develop the first phase of the project and complete funding

Next steps – Raising £7.8m in 18 months How ? Made the project truly international – focused first on USA Used events as a mechanism to elevate organisational thinking Researched – politicians, advocates, opinion formers, like minded people, existing supporters, potential supporters Set up a fundraising council and an American Friends organisation to facilitate credibility Drew up a gift table and had a systematic approach to making applications and for donor and stewardship management Major donor fundraising manager was on project team which gave ownership and drive Fundraising literature produced at the beginning of the programme to raise the profile and for events.

Key steps in establishing the major donor programme Clear major donor fundraising strategy that is aligned with the mission, ethos and values of the organisation Buy in from all trustees and staff Realistic targets and expectations UK based major donor development board Quality prospect research Sound information management An understanding that major donor fundraising is a long-term strategy is needed. Investment in prospect research as too time consuming for major donor fundraiser to do

International Slavery Museum – building momentum Events schedule November 2005, dinner in Liverpool March 2006, House of Lords reception, London May 2006, cocktail reception British Consul New York January 2007, dinner US Ambassador’s residence, London March 2007, cocktail reception UK Ambassador’s residence Washington July 2007, networking, Atlanta August 2007, grand gala opening, Liverpool Practicalities Research and donor management programme Networking Targeting key partnerships Moving forward relationships using “moves management” Recognise who will not fund you Don’t waste time

Success Raised £7.8m from 283 gifts, majority from 10 gifts 65% from public sector, 25% individuals and trusts UK government part funding annual running costs Launched a membership scheme and newsletter 36,000 visitors in first 4 weeks which exceeded expectations Development of an international network of friends

Building the momentum without a capital appeal Example: CAFOD major giving ‘From poverty to Opportunity’ £10 million campaign by 2016

Major Gift Fundraising What I’ve learnt in 9 years It doesn’t work without the full support of all staff and trustees Development boards work if they have the right people on them. Peer to peer fundraising works. Major donor phone and face to face contact works – including speaking to all individuals who give £500+. Existing donors, mid-level campaign and prospect events

Investment in prospect research is a vitally important. Organisations need to allow their major donor fundraisers to feel ownership of their projects to enable them to shine!

Working for Christian organisations Church relationships Praying with and for donors Stewardship of God’s resources Christian expectations

Thank You Any questions?