1. OPERA EUROPA COPING WITH THE FINANCIAL CRISIS Challenges and Opportunities A Fundraisers Perspective Andrew Higgins Head of Membership and Development

2. Glyndebourne Revenue Model £ 23 million annual turnover £ 23 million annual turnover The Glyndebourne Festival is a privately funded charity – no government funding The Glyndebourne Festival is a privately funded charity – no government funding Three Key Sources of Revenue Three Key Sources of Revenue Box Office -61% Box Office -61% Membership and Fundraising 30% Membership and Fundraising 30% Commercial/Other – 9% Commercial/Other – 9%

3. £7.6 million needs to be identified annually through contributed income Where does it come from?

4. Where The Funding Comes From

5. “Contributed income from individuals (membership and donations) have increased from £2.77 million in 2006 to £6.17 million in 2010. Individual support represented 14.5% of turnover in 2006 rising to 29.3% of turnover in 2010” Glyndebourne Business Plan (2011) In this climate funding from individuals is key

6. Methods of Individual Giving Membership Structure for Access to Purchase Tickets (Festival Society, Associate Membership, Funding Membership) Membership Structure for Access to Purchase Tickets (Festival Society, Associate Membership, Funding Membership) Production and Syndicate Support Production and Syndicate Support New Generation Programme – long term artistic and audience development New Generation Programme – long term artistic and audience development Annual Fund Annual Fund Digital Syndicate Digital Syndicate Planned Giving and Legacies Planned Giving and Legacies

7. Individuals Lifetime Plan for Giving – Securing the next gift now Lifetime Plan for Giving – Securing the next gift now Syndicate Support – sharing the load. Syndicate Support – sharing the load. Diversification of Funding Base (NGP) Diversification of Funding Base (NGP) Be aware of tax efficient giving Be aware of tax efficient giving Prospect Cultivation – Use of Trustees and current supporters Prospect Cultivation – Use of Trustees and current supporters Planned Giving and Legacies – Building the Future Funding Base Planned Giving and Legacies – Building the Future Funding Base Bringing Donors Together – Getting to Know You Bringing Donors Together – Getting to Know You

8. Motivating Individuals Case for Private Funding (without you it won’t happen) Case for Private Funding (without you it won’t happen) Diversify funding ask – listen and be creative Diversify funding ask – listen and be creative Donor Care and Stewardship – sometimes it’s the little things…. Donor Care and Stewardship – sometimes it’s the little things…. Make them feel a part Make them feel a part Give them the best experience possible (not the best we can do, but the best that can be done anywhere) Give them the best experience possible (not the best we can do, but the best that can be done anywhere) Thank them and set up the next ask! Thank them and set up the next ask!

9. Planned Giving/Legacies Identify potential supporters when they are still alive Identify potential supporters when they are still alive The John Christie Society – 56 members and growing The John Christie Society – 56 members and growing In Memoriam campaigns In Memoriam campaigns Add to ask for major supporters (have you thought about your will) Add to ask for major supporters (have you thought about your will) Sectionalizing interest for legacy income – use principle to be a revenue generator Sectionalizing interest for legacy income – use principle to be a revenue generator Make the lawyers job easy – cultivation Make the lawyers job easy – cultivation

10. Corporate Support Key building corporate membership (renewal and acquisition) – link to ticket access. Key building corporate membership (renewal and acquisition) – link to ticket access. Have bigger conversations with corporates around all assets Have bigger conversations with corporates around all assets Identify different budget sources in a company for opportunity Identify different budget sources in a company for opportunity Employee engagement/build ambassadors in the company Employee engagement/build ambassadors in the company Plan for the upturn – it will come Plan for the upturn – it will come Corporate Relationship Marketing Corporate Relationship Marketing

11. AND NOW A WORD FROM OUR SUPPORTERS…..