 Keeping good clients  Helping bad clients become good ones

 Be realistic about what you take on - stay within your comfort zone and personal experience level  Don’t over-sell yourself – prospective clients will often check your portfolio and credentials  Networking is great opportunity – but beware of becoming known as a ‘poser’ - You need to become known for the right reasons

 Understand where the client is coming from - they will rarely admit they are in financial crisis  Create a personal Case for Support – why should this client want to engage you as a consultant? What are your USPs?  Membership if the Institute of Fundraising – a useful badge of credibility and Code of Practice

 Founder - chair of trustees - main service delivery - sole fundraiser  Founder’s friends – trustees  Founder’s contacts – source of funds

Purpose and Vision (Passion) Core Service (Excellent) Critical Support (Only just surviving)

 Governance  Strategic Planning  Fundraising and Donor Development  Marketing  Information Technology  Financial Management  Human Resource Management

 Purpose: -why we exist, what business we are in  Values: -what shapes the way the charity works  Vision: -what we aim to do in the next 5-10 yrs  Strategic plan: -how we intend to realise our vision  Fundraising plan: -how we aim to resource our vision  Objectives: -what we are going to do and when ◦ Purpose and Values seldom change. ◦ Vision and strategic plans should be reviewed every 3-5 years. ◦ Objectives are annual reviews.