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£126,930.94 saint michael’s £127,000 over 5 years Intro - Sophie and Krisztina, fundraisers at Saint Michael’s Hospice, Harrogate. During this session we’ll guide you through the journey we took to develop a creative way to engage our corporate supporters to do more fundraising. saint michael’s

THE ORIGINAL IDEA saint michael’s The You’re Inspired charity challenge is a Saint Michael’s ‘product’ aimed at corporate supporters.   It complements the existing business schemes, one of which is the Guild of Patrons membership involving a £5,000 annual fee committed to three years. The other, lower level membership is called Business 500 Club, involving a £500 fee each year. These two schemes are company donations involving an annual financial commitment and the amount cannot come from staff fundraising.   To compliment the existing schemes, ‘You’re Inspired’ engages those businesses who can’t commit to support Saint Michael’s financially. The BBC’s Apprentice was very popular at the time so we created an event based on the programme – providing a competitive platform form businesses to challenge themselves and compete with other local businesses while raising funds for Saint Michael’s. saint michael’s

THE CONCEPT saint michael’s Concept is simple as: £100 cash loan to each team 4 weeks of fundraising The winning team is who raises the most for Saint Michael’s. As part of the challenge, teams need to submit a project proposal at the beginning of the challenge which gives Saint Michael’s a bit more control. saint michael’s

GROSS INCOME saint michael’s £33,917.78 2013 11 teams £28,309.64 2010 £28,139.44 2011 6 teams £28,193.05 2014 8 teams £9,839.91 2012 2 teams The income dropped in 2012 which was due to having only two teams signed up. These two teams were strong major corporates in the area and long-term supporters of Saint Michael’s and managed to raise around £4,000 each (plus corporate sponsorship). After the declined result in 2012, the event nearly got called off in 2013 but after consideration a dedicated sales person was put in place who focussed on signing up teams. The result was great – as you can see it raised over £33,000. 2014 was also a success with 8 teams, however we do realise that we need increase the number of teams or focus on the ‘big teams’ in order to maintain the overall income. saint michael’s

ROI saint michael’s 2010 2011 2012 2013 2014 Income 28,309.64 28,139.44 9,839.91 33,917.78 28,193.05 Expenditure 92.90 715.47 253.59 696.20 1,248.14 Net Income 28,216.74 27,423.97 9,586.32 33,221.58 26,944.91 ROI 307:1 39:1 38:1 48:1 22:1 The above income includes corporate sponsorship, registration fee and funds raised by the teams. Unfortunately we didn’t account staff time in the above ratios but approximately, the event needs a 15-week period in terms of preparation, marketing and the actual challenge. It possibly takes around 1-2 days per week on average for two members of staff working on it (one events logistics and one sales). saint michael’s

BENEFITS saint michael’s Benefits to teams: Team work PR and recognition Improved relationship with their own customers / clients Benefits to Saint Michael’s: Additional income Raising profile Donor development – with cross-selling / up-selling our products Gaining new supporters / COY partners Spin off fundraising benefits: If you look at the last event for example, 50% were returning teams, 2 teams completely cold and 2 who just came on board as a Charity of the Year partner. Going forward 7 are returning for sure to do the challenge again and at least three of the teams are doing more events and fundraising activities throughout the year for us. saint michael’s

SELLING THE IDEA saint michael’s We tried several channels: leaflets, emails, social media but what has always proved most successful is face2face - going in and meeting with businesses and selling the challenge through our enthusiasm for the event, this is a huge motivator, if we are excited about what we are selling the companies. Our target audience is literally any company from your independent local businesses to large corporate organisations. We need to always ensure we don’t have any pre conceived judgements of who to approach. Some of our most successful teams have been companies that haven't actually supported us before, have a small team or seem to lack the customer base we would usually see in a successful team. In fact our audience seems to be YOUNG PROFESSIONALS and VIBRANT, DYNAMIC individuals. Which is actually a whole new audience for us. The beauty of this event is, teams can do any fundraising that suits them, we aren't asking them to do something specific like jump out of a plain, run a marathon etc. This allows them to tailor their fundraising to suit their business/team/resources etc. saint michael’s

Previously we have had a wide range of businesses doing a range of things Clubs and pubs doing Halloween nights, X factor themed nights, quiz nights etc. We've had hairdressers and gas companies doing naked calendars. Accountants doing cake sales. Tele sales companies shaving their heads. A media company actually spent a full week in a shop window - They were even featured on BBC Look North. We are constantly surprised by what people come up with. saint michael’s

ACHIEVING SUCCESS saint michael’s How to make most from the teams? Before the event, we always delegate a sales lead, so a fundraiser that is responsible for signing up the teams. It is also key to ensure all the teams keep momentum throughout the month: The teams have great ideas on how to raise lots of funds and sometimes underestimate how difficult it can be. They are therefore deflated when they fall short on their expectations. We always ensure we keep in contact through the month, encourage, praise, advise etc. we keep in contact via email, telephone and try to visit as much as possible also we try to ensure the judges we choose can visit them as well. Keeping it competitive is always a good way to drive up the funds. This event attracts companies that are out to WIN. Individuals within the company that often want to be noticed in their work place, possible looking to progress through the business, using this challenge to prove themselves. So we announce 3 teams that have raised the most so far, at the half way mark, this always give people that push, but we don’t tell them the amounts raised. Get teams to promote themselves. Ask them to use social media (Twitter) Set corporate sponsorship target Choose judges well who is big in the business community and who can help along the month with visits What we learnt: You want them to raise at least £1,000 Adding extra elements to keep it fresh over the years (organise skydive day, quiz night etc) saint michael’s

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