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

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

3. 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

4. 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

5. 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.’

6. 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.

7. 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

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

9. 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

10. 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.

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

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

13. 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.

14. 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.

15. 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.

16. Donor Pyramid

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

18. 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.

19. 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.

20. Questions

21. For further support contact