1. How to raise funds from Trusts and Foundations 15 November 2012 5 – 11 Lavington Street, London

2. Agenda 1.Background 2.Application content: project development and budgets 3.Structuring an application 4.Adapting your writing style 5.Finding trusts to apply to: local trusts and co-ordinating with National Office 6.Relationship building 7.National Office Contacts 8.Questions Fundraising Seminar 15 Nov 2012

3. Background Thousands of Trusts and Foundations in the UK: Local National Family Corporate Institutional But competition is fierce. How to stand out from the crowd: Concise project name Brief, picturesque, accurate Application should have appropriate visual appeal Fundraising Seminar 15 Nov 2012

4. Application content: project development and budgets Project development: car salesman analogy Name Aims Beneficiaries Activities Impact Dissemination Evaluation Continuation Focus on budget tables When these are in place and quantified, the project is ready to ‘sell’ to funders Note: quantifying beneficiaries is sometimes a challenge for CPRE. Quantify numbers of people attending workshops, local food businesses, young people, numbers of visitors, numbers of volunteers, number of locations, wellbeing, online actions, media coverage, petition numbers etc to develop your project to be tangible and fundable. Fundraising Seminar 15 Nov 2012

5. Structuring an application Sometimes you will have the structure set for you and need to fill in a form. When you have opportunity to structure the application yourself, balance rational and emotional content. For example: 1.Problem and beneficiaries needs – rational 2.Human experience – emotive 3.Urgency and implications of not addressing the problem – rational and emotional 4.Hope and opportunities – rational and emotional 5.Options for solutions, including other charities – rational 6.Your solution – rational Section 6 should account for around half of the application, and clarify why your organisation and project is the best solution. Include activities, outputs, outcomes / impact, the budget and the financial ask. Fundraising Seminar 15 Nov 2012

6. Adapting your writing style “Write so your Grandma can understand it” Dulverton Trust Esmee Fairbairn Foundation Association of Charitable Foundations Project Names – 2 to 4 words that sum up the project ‘Killer Statements’ – convey the reality and humanity in one sentence Match the funder’s criteria, style and tone Practicalities: Fill in all the boxes on the form Attach all required attachments Have a firm grip on the application process Fundraising Seminar 15 Nov 2012

7. Finding trusts to apply to: local trusts and co- ordinating with National Office Focus on trusts that are exclusively for your area. Clarify if the trust is capable of giving outside your area. ‘Preference for x area’ – means Trust is capable of giving outside. No need to tell National Office if the Trust is incapable of funding outside your area. If intending to bid to a trust that is capable of giving outside your area, contact National Office. National Office mailings often generate leads for Branches due to preferences, eg Devon, Oxfordshire. Ensure your project matches the funder’s criteria. Priority to Trusts that have given to you before (warm rather than cold contacts). Search Facilities: www.trustfunding.org.uk www.charity-commission.gov.uk www.guidestar.org.uk Fundraising Seminar 15 Nov 2012

8. Relationship building Cover Letters Acknowledge previous grants. This will show you keep good records, which will instil confidence and help build the relationship. Phone Calls and Meetings Phone calls are useful to clarify criteria and eligibility. As a policy some trusts will not meet with applicants, only current grant recipients. Meetings are valuable but the decision will still be based on matching the criteria of the funder with the aims of the project and financial management of the charity. Very good sign if a Trust or Foundation representative accepts a meeting request. Use the phone call or meeting to listen and understand their priorities, then sell your project in the written application according to what they said. Events Invite Trusts and Foundations to your events, especially current grant givers. Some funders will attend events in preference to personal meetings. Fundraising Seminar 15 Nov 2012

9. National Office Contacts Atul Srivastava Head of Trusts and Major Gifts atuls@cpre.org.uk Dorothy Leiper Trusts Officer dorothyl@cpre.org.uk Fundraising Seminar 15 Nov 2012

10. Questions? Fundraising Seminar 15 Nov 2012

11. Introduction to working in partnership with Corporates 5 – 11 Lavington Street, London 15 November 2012

12. Agenda 1.Introduction 2.Motivations: Spectrum of Giving 3.Reactive Approach 4.Proactive Approach 5.Co-ordinating with National Office 6.National Office Contacts 7.Questions Name of presentation

13. Introduction Corporate funding is a mutually beneficial relationship. Often referred to as ‘partnerships’ rather than funding. Sponsorship of projects, events and campaigns is a potential source of income for CPRE Branches. It can also be an attractive investment for businesses. However: Applying for funding takes time. Maintaining relationships requires an on-going commitment. Income likely to be restricted rather than unrestricted. Name of presentation

14. Motivations: Spectrum of Giving Fundraising Seminar 15 Nov 2012

15. Reactive Approach Corporates will sometimes approach charities looking for a partnership that will increase their profits. Occasionally cheques have been returned eg housing developers. Assess corporates against ethical policy and decide if there is a policy conflict or reputational risk. If no risk and there is capacity to manage the relationship, accept the offer. Fundraising Seminar 15 Nov 2012

16. Proactive Approach Initial meeting to explore options Formal written applications - eg to Corporate Foundations Sponsorship of events or awards – offer a range of levels Charity of the Year partnerships Payroll Giving In – kind contributions eg providing food at an event without charge Often requires staff vote or staff recommendation In return they will expect: Recognition eg use of their logo – consider VAT implications Publicity eg articles about the partnership that will help them reach new audiences Thematic match: clear community benefit matching the company’s interests Geographical match: activities located where they have offices or activity Fundraising Seminar 15 Nov 2012

17. Co-ordinating with National Office Similar process for both Corporates and Trusts: Focus on Corporates that have interests exclusively in your area. Clarify if the Corporate has interests outside your area. No need to tell National Office if the Corporate is incapable of funding outside your area. If intending to bid to a Corporate that is capable of giving outside your area, contact National Office. Consider joint meetings with CPRE Branch, National Office and the Corporate, if the Corporate wishes to develop a National partnership. Name of presentation

18. National Office Contacts Atul Srivastava Head of Trusts and Major Gifts atuls@cpre.org.uk Dorothy Leiper Trusts Officer dorothyl@cpre.org.uk Fundraising Seminar 15 Nov 2012

19. Questions? Fundraising Seminar 15 Nov 2012