1. THE FASTEST EVER GUIDE TO FUNDRAISING! EVER!

2. NO SHORT CUTS If all your Trustees do not write down similar charity objectives when requested then you have a problem! If you do not have the equivalent to a simple business plan then you have a problem! If you do not have a simple and agreed fundraising plan then you have a problem!

3. Problems IF YOU HAVE THREE PROBLEMS YOU HAVE A BIG PROBLEM!

4. Don’t fool yourself by pretending that you have these in place if you haven’t! Don’t fool yourself that it doesn’t matter that you don’t have these in place if you haven’t. Don’t even fool yourself by saying “it’s different for us”

5. It’s NOT different! Wake up and smell the coffee!

6. Charity in Wonderland Alice: Which way should I go? Cat: That depends on where you’re going. Alice: I don’t know where I am going! Cat: Then it doesn’t matter which way you go! Through the Looking Glass. Lewis Carroll 1872

7. There are three sources of donors Close constituents – family & friends The usual suspects Unusual suspects!

8. Family & friends Someone who shares a common purpose with the charity. They provide modest funds but proof of commitment. Data capture them. If they don’t support you why should an external funder? Helps to lever funds from usual suspects.

9. Usual Suspects These are active Trusts supporting Welsh charities or your type of charity, and Wales for Africa etc. Will often but not always deliver the bulk of your income.

10. When thinking of fundraising activities Most activities are designed to get large numbers of people to give relatively small amounts. Think about the motivations behind giving. Here are a few………..

11. The desire to socialise Self challenge & development The chance to win money The desire to purchase a product or service Opportunities for donors to promote themselves Their interest in getting more information The desire to make a passive contribution The desire to participate without giving money Desire to be ‘part of the family’ Opportunities to visit ‘forbidden places’

12. Each event should fit 3 motivations. Choose 3 events a year addressing different motivations Selling raffle tickets enables people to: Win a prize. Have a sense of being part of the family. Make a passive contribution.

13. USUAL SUSPECT RESEARCH Identify prospective trusts. Assess the likelihood of success. Build a voice relationship with Trust administrators.

14. Anticipating the key questions These are answers I prepared earlier! The projects goals & target beneficiaries. The external relevance of the project. The context of your organisation. The key activities of the project. Monitoring & evaluation systems. Continuation plans.

15. Filter out poor opportunities MONEY has the donor the financial capacity to make a significant gift? ACCESSIBILITY – is the donor prepared to open up a dialogue with you and be responsive to a range of communication techniques? NEED – do they have a proven interest in supporting your charitable activity?

16. Intelligence gathering! Read charity annual reports and note references to funders. Read charity websites and take note of their funders. Use the Charity Commission web site to view the accounts of charities like yours and note down their funding sources. Use trust fund web pages to tell you about organistions they have funded, then visit the above to get details of the projects & funding levels!

17. Talking to the potential donor Identify your common objectives beforehand. Show that you understand their priorities and policies. Get face to face. Use intermediaries if need be.

18. FUNDERS HAVE NEEDS! Have several projects up your sleeve. Be flexible. Go for support next year if they cannot support you this year. Ask if there are aspects of your work that particularly interest them.

19. IF YOU FAIL GO BACK TO SQUARE ONE Don’t plough on and try to ‘get clever’! Was the donor ever likely to fund you? Have you failed to explain your bid I such a way as to meet donor needs?

20. UNUSUAL SUSPECTS Donors come from ‘connections’. Your charity involves: activists – clients / volunteers but not donors. activists – clients / volunteers but not donors. Advocates – willing to make connections for you. Supporters – donors. Witnesses – No active involvement but they know of your activities.

21. Controlling your assets Turn activists to supporters. Don’t encourage supports to be activists – as they may loose their motivation to give! Allow supporters to become advocates – if you must!

22. But where are the funding sources? www.funderfinder.org.uk www.trustfunding.org.uk Directory of Social Change SMIDOS introduction to fundraising – just £4 in the foyer!

23. GOOD HUNTING!

24. SMIDOS PROVIDES Fundraising Training Consultancy support on Fundraising Strategies