1. Sarah Gee Managing Partner How to win Friends and influence people

2. © Indigo Ltd 2012 Everyone needs Friends? What are Friends? Who has them? Why? Motivations for giving What you want to achieve How to choose which road to take Pitfalls Questions

3. © Indigo Ltd 2012 Everyone needs Friends? From Wikipedia: Friendship is a relationship between two people who hold mutual affection for each other. The value of friendship is often the result of friends consistently demonstrating the following: The tendency to desire what is best for the other Sympathy & empathy Honest, even in situation where it may be difficult for others to speak the truth Mutual understanding and compassion; ability to go to each other for emotional support Enjoyment of each other’s company Trust in one another The ability to be oneself, express one's feelings and make mistakes without fear of judgment

4. © Indigo Ltd 2012 Why people give to the arts To support the arts To enjoy the benefits To develop social standing Source: Arts & Business

5. © Indigo Ltd 2012 Chair Endowers Music Director’s Circle Patrons Friends Pyramid of Giving

6. © Indigo Ltd 2012 A joined up approach Frequent attender Free Mailing List Priority Mail List (£5 per year) Friend (£40 per year) Regular attender Irregular attender New attender Non attender Regular donation Single donation Frequency Membership Giving Major donors Legacies

7. © Indigo Ltd 2012 Do you want: Unrestricted income? Body of Advocates? First level of fundraising pyramid? Loyalty scheme? Added value? Access to benefits? Gift Aid? What are you trying to achieve?

8. © Indigo Ltd 2012 What’s in a name? The price of friendship Gift Aid The first step of a long and happy relationship Pitfalls of friendship

9. © Indigo Ltd 2012 Town Hall Symphony Hall Birmingham £15 per annum Advance information on events through weekly e-newsletter Waived booking fees Discounts on bar and refreshments City of Birmingham Symphony Orchestra £40 per year Advance concert information with priority booking Invitations to special members' events, with the opportunity to meet CBSO players, visiting soloists and conductors Invitation to the annual 'thank you' reception Opportunities to attend open rehearsals at Symphony Hall Quarterly magazine Discounts on CDs at select retailers Case studies

10. © Indigo Ltd 2012 Any questions? Sarah Geesarah.gee@indigo-ltd.com Arts Marketing Associationwww.a-m-a.co.uk