1. Institute of Fundraising North West Conference 2015 T he Art and Science of Donor Stewardship A presentation by Bill Bruty 4 th November 2015 Fundraising Training LimitedSlide 1

2. T he Art and Science of Donor Stewardship We will look at: The five pathways for securing new high value gifts The 14 components of a well managed relationship A strategy for long term management – based upon traditional farming techniques. This toolkit will work with all high value donors, from wealthy individuals, to Foundations, government departments and companies. Fundraising Training LimitedSlide 2

3. Bill Bruty Started fundraising career in 1984, now a Fellow of the Institute of Fundraising in the UK. Successful in fundraising from major foundations, international governments, companies and wealthy individuals Has worked with over 100 organisations during the last two years, including: Cancer Research UK, Sightsavers, British Red Cross, as well as Porticus UK, Asia and Africa, Calvert Trust, ActionAid, The Samaritans, The African Women’s Development Fund and other local NGOs across Africa. Fundraising Training LimitedSlide 3

4. Who starts the dance? Fundraising Training LimitedSlide 4

5. The Five Pathways 1.a Unsolicited, with no known previous contact – little or no management required to secure the gift b Unsolicited – complex, multi-faceted management secures the gift 2. a Donor invites the approach, after low level previous contact – little or no management required to secure the gift b Donor invites the approach, after low level previous contact – complex, multi-faceted management secures the gift 3a Peer introduction - little or no management required to secure the gift b Peer introduction – complex, multi-faceted management secures the gift Fundraising Training LimitedSlide 5

6. The Five Pathways 4a Donor attends an event, then initiates the process – little or no management required to secure the gift b Donor attends an event, then initiates the process – complex, multi-faceted management secures the gift 5 a Uninvited by donor - little or no management required to secure the gift b Uninvited by donor – complex, multi-faceted management secures the gift. Fundraising Training LimitedSlide 6

7. The Fourteen Attributes of a Well-Managed Relationship 1.Muscular Dystrophy Campaign 2.Help the Hospices 3.UNICEF UK 4.The National Trust 5.The Samaritans 6.Diabetes UK 7.British Association for Adoption and Fostering 8.St Mungo’s 9.Parkinson’s UK 10.Multiple Sclerosis Society 11.Mencap 12.The Brooke 13.RSPB 14.The Scout Association 15.Crisis 16.Sustrans 17.Alzheimer’s Society 18.Centrepoint 19.Platform 51 (formerly YWCA England and Wales) 20.Concern Worldwide UK 21.Sightsavers 22.Fauna and Flora International 23.World Society for the Protection of Animals 24.Freedom from Torture (formerly Medical Foundation for the Victims of Torture) 25.Thrive 26.Arthritis Care 27.Cancer Research UK 28.YMCA England 29.Breast Cancer Care 30.Family Holiday Association 31.Action for ME 32.Ambitious About Autism 33.Amnesty International UK 34.Guide Dogs for the Blind 35.ACET International 36.Spana 37.CPRE 38.Refuge 39.Mines Advisory Group 40.British Tinnitus Association 41.Friends of the Elderly 42.Orbis 43.Dyslexia Action 44.AMREF UK 45.World Cancer Research Fund 46.Practical Action 47.Cancer Research UK Fundraising Training LimitedSlide 7

8. The Fourteen Attributes of a Well-Managed Relationship 1.Beyond basic research 2.Known link with your cause 3.Easy to access and use record keeping 4.Donor has attended a general event (where they can hide in the shadows) 5.Donor has visited a project or your HQ 6.You have visited the donor 7.They have taken part in a bespoke meeting with you either as a 121 or in a small group, ideally at a ‘neutral venue’ 8.You have appropriately followed-up, after a rejected proposal 9.Proposals have been developed in consultation with the donor 10.You have met their reporting requirements 11.You have been sending them useful information without being asked 12.You have unpublished information about the donor which has been used to enrich the relationship 13.Your CEO or trustees have made proactive contact with the funder 14.You have up to three levels of contact with the donor Fundraising Training LimitedSlide 8

9. Fundraising Training Ltd Bill Bruty: bill.bruty@fundraisingtraining.co.ukbill.bruty@fundraisingtraining.co.uk www.fundraisingtraining.co.uk Fundraising Training LimitedSlide 9