IoF Corporate SIG: Account Management Takeover Kathryn Young, Senior Account Manager Alzheimer’s Society Worked at AS for over 3.5 years in corporate fundraising from a part-time assistant to senior AM Worked on LBG account for 2 years – started as an exec at the beginning and then managed

Lloyds Banking Group

£6.6m 2 years Lloyds Banking Group 4 people in the team £2 million target One exec based full time at LBG 80,000 colleagues

Top tips for Account Managers 1 You don’t need to have all the answers 2 Don’t be a fluffy fundraiser 3 Share the story – inspire and engage 5 You don’t need to have all the answers: Listen and learn Take time to understand the business and build ideas from here Attend internal welcome days, workshops and team meetings It’s okay to take actions and research your best answers Don’t be a fluffy fundraiser: - Entering into a commercial partnership The ‘Yes’ people – don’t commit if you can’t deliver – be honest and keep corporate updated Manage expectations Tone of voice on emails – no smiley faces! Don’t be scared to challenge – rely on your own expertise Earn respect – be seen as a partner and not just a charity representative Share the story Impact is always on our mind – but make sure you reach as many people as possible Charity pages and newsletters are not always read Ask for feedback from key stakeholders Is fundraising dead? More than just financial support Think strategically – what can you offer to help extend your partnership LBG – Dementia Friends, trained staff to be Dementia Friendly, Pro Bono and Financial Charter Always collaborate You can’t do it on your own! Who are your stakeholders in the business Let’s take a look at LBG key stakeholders Don’t forget to recognise – LBG charity Hero Award Is fundraising dead? 6 Always collaborate

Collaborate with key stakeholders Senior Stakeholders Charity Champions Graduates Business Areas One of the main challenges is communication – with 80,000 and different work streams Need to rely on relationships with key stakeholders

Collaborate with key stakeholders Senior Stakeholders Charity Champions Graduates Business Areas Senior Stakeholders – Monthly Steering Committee with Directors from across the Group; gave them actions; re structured, chair needs to be on board, don’t be afraid to set targets, set out expectations in role, send information in advance - Invite them to everything that you host – usually will come. Charity Champions – feedback, days, calls, case studies, Don’t forgot to recognise Graduates - £480k – need a lot of support make sure you can offer it. Eager to learn, challenges. Business Areas – own relationships with Retail bank but very different needs and objectives. Own challenges

Top fundraisers 1 2 3 4 5 Graduate Challenge – £900,000 (2 events) Tea and Talk – £500,000 (4 events) 3 Costa Rica Cycle Challenge – £260,000 4 Commercial Banking Challenge - £230,000 (2 events) 5 Sahara Trek – £210,000