1. PORCUPINE PRINCIPLE THE Jonathan Farnhill Chief Executive Exeter Royal Academy for Deaf Education www.farnhill.org.uk jonathan@farnhill.org.uk

2. A quick introduction CEO of Exeter Royal Academy for Deaf Education Director of Funding for St Luke’s Hospice in Plymouth 1998-2004 Regional Chair of the Institute of Fundraising SW 2002-2006 Winner of national PR award for Thanks a Million, a fundraising campaign to raise £1,000,000 in 1,000,000 seconds Author of The Porcupine Principle

5. An escalator is never broken, but sometimes it becomes stairs.

6. “philanthropy seems to have become simply the refuge of people who wish to annoy their fellow creatures” Oscar Wilde

8. Ten Don’ts: the freeze ‘ems 1.Do not say how you do something 2.Do not say why you do something 3.Do not say how long you have done something 4.Do not say how expensive it is to do something 5.Do not say how many staff it takes to do something

9. Ten Don’ts: the poke your eye outs 6.Do not upset people 7.Do not frighten people 8.Do not traumatise people 9.Do not manipulate people 10.Do not blame people

11. The Porcupine Principle The fundamental question a funder wants to know is: What is my donation buying? Don’t freeze them or poke them in the eye when you answer this question

12. The five essential truths Life is hard You are not that important Your life is not about you You are not in control You are going to die