1. Presentation Title MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers David Saint Chairman

2. Presentation Title Why are you here? MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

3. Presentation Title Towards a framework for a Funding Strategy MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

4. Presentation Title To provide a framework for co-ordinated fundraising To establish fundraising priorities To ensure the effective allocation of resources To ensure that we are building for the future To provide an Action Plan WHY HAVE A FUNDING STRATEGY? MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

5. Presentation Title Fundraising is a means, not an end MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

6. Presentation Title How much do you need to raise? How much is it possible to raise? Are these sums compatible? Differentiate between revenue and capital requirements MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

7. Presentation Title The relationship between Fundraising Strategy and Organisational Strategy MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

8. Presentation Title COULD YOU AMPLIFY THIS A LITTLE? MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

9. Presentation Title VISION MISSION VALUES MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

10. Presentation Title BRAND VISION MISSION VALUES STRATEGIC OBJECTIVES MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

11. Presentation Title BRAND VISION MISSION VALUES STRATEGIC OBJECTIVES RESEARCH MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

12. Presentation Title BRAND VISION MISSION VALUES STRATEGIC OBJECTIVES RESEARCH MARKETING STRATEGY OPERATIONS STRUCTURE & MANAGEMENT MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

13. Presentation Title BRAND VISION MISSION VALUES STRATEGIC OBJECTIVES RESEARCH MARKETING STRATEGY OPERATIONS STRUCTURE & MANAGEMENT SUPPORT FUNCTIONS – IT, HR, PREMISES…. MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

14. Presentation Title BRAND VISION MISSION VALUES STRATEGIC OBJECTIVES RESEARCH MARKETING STRATEGY OPERATIONS STRUCTURE & MANAGEMENT SUPPORT FUNCTIONS – IT, HR, PREMISES…. FINANCE STRATEGY MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

15. Presentation Title BRAND VISION MISSIO N VALUES STRATEGIC OBJECTIVES RESEARCH MARKETING STRATEGY OPERATIONS STRUCTURE & MANAGEMENT SUPPORT FUNCTIONS – IT, HR, PREMISES…. FUNDING STRATEGY FINANCE STRATEGY MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

16. Presentation Title BRAND VISION MISSIO N VALUES STRATEGIC OBJECTIVES RESEARCH MARKETING STRATEGY OPERATIONS STRUCTURE & MANAGEMENT SUPPORT FUNCTIONS – IT, HR, PREMISES…. FUNDING STRATEGY FINANCE STRATEGY RISK ANALYSIS KPIs ACTION PLANS ORGANISATIONAL STRATEGY MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

17. Presentation Title BRAND VISION MISSION VALUES FUNDRAISING STRATEGIC OBJECTIVES RESEARCH MARKETING STRATEGY OPERATIONS STRUCTURE & MANAGEMENT SUPPORT FUNCTIONS – IT, HR, PREMISES…. FUNDRAISING BUDGETS RISK ANALYSIS KPIs ACTION PLANS FUNDRAISING STRATEGY MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

18. Presentation Title To feel good To gain approval To reinforce self images Connection with the cause Moral obligation To achieve personal objectives but most of all.. MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers WHY DO PEOPLE GIVE?

19. Presentation Title MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers ….because somebody asks

20. Presentation Title A guide to asking Know exactly what you want Ask the people most likely to give Present the case from their point of view Remember you have the right to ask ASK Make it easy to respond Follow up MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

21. Presentation Title Building the Case for Support MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

22. Presentation Title A description of the project, what it involves, and what it will cost MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

23. Presentation Title An assessment of the benefits of the project… …who will benefit and in what way? MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

24. Presentation Title The cost-effectiveness of the project… …why it represents good value for money MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

25. Presentation Title Why the organisation is well placed to deliver this project, including its track record, credentials of the key people involved, etc. MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

26. Presentation Title How the project fits with the interest of the donor MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

27. Presentation Title Be as specific as possible about the following: 1.Context: A description of the problem or opportunity; why this is necessary important and (if it is) urgent. 2.A description of the project, what it involves, and what it will cost to deliver. Timescale. 3.An assessment of the benefits of the project – who will benefit, and how? 4.Cost effectiveness of project – is it good value for money? 5.Track record of the organisation – is it well placed and credible to deliver this project? 6.Plans for monitoring and evaluation of inputs, outputs, outcomes and impact 7.How the project will be funded overall (other income sources. Include set up costs and running costs) 8.How does the project fit with the interests of the specific donor? WHAT IS A ‘CASE FOR SUPPORT’? MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

28. Presentation Title Inspirational! Martin Luther King didn’t stand up and say “I have a Business Plan”. He stood up and said “I have a dream” WHAT IS A ‘CASE FOR SUPPORT’? MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

29. Presentation Title An Overview of Funding Sources MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

30. Presentation Title £600,000 annual target = £50,000 per month Or £10,154 per week x 52 weeks Or £600,000 annual target = 6 events raising £100,000 each Or £600,000 annual target = 2310 people giving £5 per week x 52 weeks Breaking fundraising targets into manageable chunks: MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

31. Presentation Title Sources: Statutory bodies Trusts Companies Community orgs Individuals THE FUNDRAISING MIX MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

32. Presentation Title Statutory Individuals MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

33. Presentation Title The picture excluding statutory sources: Individuals Trusts MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

34. Presentation Title in an average campaign…. 20% of Donors will provide 80% of the total Of these 1 Donor will usually provide 10% of the total and 2 or 3 Donors will provide another 10% of the total MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

35. Presentation Title Grant/Donation seeking MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers TYPES OF APPROACH Offering goods and services

36. Presentation Title SIZE OF GIFT NUMBER OF GIFTS TOTAL VALUE STATUTORYTRUSTSCOS.OTHER ORGS INDIV IDUALSEVENTS MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers A ROCK AND A HARD PLACE

37. Presentation Title StrengthsWeaknesses OpportunitiesThreats MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers THE SWOT ANALYSIS

38. Presentation Title dead dogrising star problem childcash cow More costs Less costs Less income more income MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers THE BOSTON MATRIX

39. Presentation Title Questions to ask your fundraisers MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

40. Presentation Title “Can I see your fundraising strategy and outline projections for the next 3 years?” (Be sure you have provided them with your costed organisational strategy for the same period!) MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

41. Presentation Title “Can I see your fundraising plan for the next year, with income and expenditure budgets?” MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

42. Presentation Title “Can you take me through the assumptions you have made in arriving at these figures?” MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

43. Presentation Title “Can you talk me through the ways in which the planned activities should produce the net income we seek?” (a slightly different way of asking the previous question) MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

44. Presentation Title “Which aspects of the plan are the most at risk, and why?” MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

45. Presentation Title “ Can you explain to me the rationale behind those activities that seem to have a very poor cost:income ratio?” MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

46. Presentation Title “What steps do you have in mind to deal with our projected shortfall?” MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

47. Presentation Title “What more can I do to help you achieve our targets?” MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

48. Presentation Title On a regular (probably monthly) basis: “Let’s talk through your actual income and expenditure against budget so I can understand what is going well, and where problems may be arising. Do we need to adjust our cash flow, or our full year forecast? MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

49. Presentation Title Questions and Discussion MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers

50. Willow House, 47 West Street, Sutton, Surrey, SM1 1SJ For more information, contact David Saint at: 020 8642 4122 Office@actionplanning.co.uk www.actionplanning.co.uk THANK YOU FOR LISTENING CHASE2016 Sponsors MANAGING THE FUNDRAISING FUNCTION – A guide for non-fundraisers