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

2. Passion
Belief
Knowledge

3. 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

5. 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

6. 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.

7. 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

9. 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

11. 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

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

14. 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

15. 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!

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

17. Thank You
Any questions?