Fundraising Strategy From Scratch Creating Conversations Conference Tuesday 26th March 2019 Julia Worthington MinstF(Dip)

The four keys to Successful Fundraising Case for Support Fundraising Audit Fundraising Strategy Monitor & Evaluate The four keys to Successful Fundraising

The Fundraising Cycle Establish the case for support – For your entire organisation, what do you say that you do? Research and Segment – PEST, SWOT, Audit of income, review current donors and past ones, look at local environment. Develop the plan – using the research and segment, decide on which income streams you will include in your fundraising plan Implement the plan – go out and fundraise from your identified sources, using your identified tactics Review the income, ROI, LTV, resource expenditure and tweak the income

What is a case for support? It summarises why people should support you In one or two sentences it draws you in It can be quite emotive It should grab your attention

What is a Case for Support? You’ve probably seen the damage cause by the recent storms. If we don’t find funds for the roof repairs within the next month, we will have to close the building. The loss of cash from the box office will be so great we may never re-open. And our town will have lost its only purpose-built theatre offering access for young people.’

What is a Case for Support? Imagine an enlightened future, in which a child’s success in school is not predetermined by skin colour, post code or first language.

Your Case for Support What is a case for support Tell me about yours Need Urgency Unique Benefits What will happen without it Ask Tell me about yours

Your Context What are your current fundraising challenges? SWOT PEST SWOT and PEST

Context Or Audit What kind of fundraising do you carry out currently? Transactional Contractual Relationship Incidental Which is the most successful? Audit of income generation AUDIT

Harvard Business Review research identified that bringing in a new customer is 5-25 times more expensive than retaining an existing one. 5% increase in retention can create profit growth of up to 95%. In today’s charity sector, short-term thinking and chronic under investment are active barriers to Relationship Fundraising.

What are we talking about? Sources of Income Factors that impact giving Donor Pyramid Fundraising circles of interaction What are we talking about?

Potential Income Streams Grant making trusts Corporate Sector Individuals Community Groups Trading Public Sector Events Crowdfunding Legacies In-memoriam Potential Income Streams

Fundraising index Shops 2:1 Events 2:1 Harvard Business Review shows that bringing in a new customer is 5-25 times more expensive than retaining an existing one. A 5% increase in retention can create profit growth of up to 95%. Yet in today’s charity sector, short-term thinking and chronic under investment are active barriers to Relationship Fundraising.

Harvard Business Review research identified that bringing in a new customer is 5-25 times more expensive than retaining an existing one. 5% increase in retention can create profit growth of up to 95%. In today’s charity sector, short-term thinking and chronic under investment are active barriers to Relationship Fundraising.

Time Frames Grants Individual giving Legacies Events Corporate partnerships Major donors Retention and cross function sharing Harvard Business Review shows that bringing in a new customer is 5-25 times more expensive than retaining an existing one. A 5% increase in retention can create profit growth of up to 95%. Yet in today’s charity sector, short-term thinking and chronic under investment are active barriers to Relationship Fundraising.

Donor Pyramid

Fundraising is not linear Corporate Regular giving Community Grants Events Major Donors Legacies Contracts & Tenders

Trustee Involvement Attend events Talk to event attendees Encourage your fundraiser Meet with the fundraiser 121 Invite the fundraiser to meet some of your contacts Recommend your charity to others Understand the fundraising strategy Ask questions about the budget Add you charity to your Will Harvard Business Review shows that bringing in a new customer is 5-25 times more expensive than retaining an existing one. A 5% increase in retention can create profit growth of up to 95%. Yet in today’s charity sector, short-term thinking and chronic under investment are active barriers to Relationship Fundraising.

Invest in Fundraising Invest in training Invest time in support Provide a budget for networking Invest in a CRM system Flexibility in working hours Take the time to congratulate the fundraiser, it’s a tough job. Harvard Business Review shows that bringing in a new customer is 5-25 times more expensive than retaining an existing one. A 5% increase in retention can create profit growth of up to 95%. Yet in today’s charity sector, short-term thinking and chronic under investment are active barriers to Relationship Fundraising.

Questions

For further support contact Juliaw@amberconsulting.biz www.amberconsulting.org.uk