1. Bill King CEO www.groupifc.com
In it for the long term
Bill King
CEO
Welcome to this session on Major Donor stewardship. First things first, let me introduce myself….
I have worked on major donor campaigns for most of my career, first as a staff member, and for the past 8 years as a consultan. Over that time I’ve helped organsiations including hospitals, schools and colleges, disability charities, arts organisations and others, to raise millions of pounds from philanthropists, both here in the UK and overseas.

2. I firmly believe that as fundraisers we need to respond to the way money is moving in society. I am sure you will hear a lot over the course of this conference about new and exciting ways to engage younger donors; about digital, technology and new ideas and approaches. That’s great. I love hearing what people are doing and how innovative approaches are opening up new markets. I am really excited about the opportunities presented by contactless payment methods, by virtual reality and so on.
However, the simple truth is that money is moving to the rich. There are more of them than ever before and they are richer than ever. Yet again, the 2018 Rich list shows an increase in the wealth of those at the top of society – 10% over the past year. The divide between the rich and the rest is growing; what that means for society is a discussion we could all have, but I don’t see it changing anytime soon.

3. And the rich are giving, and giving at levels we have rarely seen before. its really not true that all rich people are like Mr Burns. Most of them, certainly that I have met, are genuine human beings There is a phrase which our Chair, John Baguley uses about moving from success to significance and that is what they are doing: they have made their money – or in some cases inherited their money, but now they want to make a real difference.

4. They want to change the world. And we give them that opportunity
They want to change the world. And we give them that opportunity. It’s the privilege of being a Fundraiser; to actually provide the link between those who want to help – and who have the resources to do so - and those in need. Its what I love about the job and why I’m proud to be a Fundraiser - and why you should be too.

5. The Donor “Relationship”
This is the third in a series of panel sessions we have run at convention on the major donor fundraising process.
I know comparing the donor relationship to a romantic one is a bit hackneyed, but hey, it’s a useful – if limited – analogy so I’m going to stick with it.
So; two years ago we kicked things off by discussing the cultivation process, which we called the Dating Game, when we looked at how you can move people from that first contact to making the first gift. Last year we discussed the asking process itself; that first commitment; which - if you are sticking to the metaphor, you can compare to the wedding ceremony. And this year we are moving beyond that – to consider how we can keep things going long term, to ensure that first gift isn’t the last one, that the relationship lasts and how we can turn those donors into passionate and committed champions of your cause.
One of the things I am proudest of in my career, is the role I had before I became a consultant. I was Development Director for Chetham’s School of Music. For those of you who don’t know the school, it is in Manchester, and it is the world’s premier specialist music school for 8-18 year olds. We ran a £31m capital campaign for a new school building – which was – considerably - more than 10 times larger than any campaign it had run before. We succeeded, and I’m very proud of that, but actually what makes me happiest when I look back on it, is that, about 5 years after I left, the school ran another campaign, to raise an additional £7m for a state of the art concert hall – and all the major donors who gave to that campaign, were ones we had engaged in the earlier one. It showed that what we had put in place had worked; that we had laid the foundations for a genuine and lasting relationship.

6. Our Panel
So, today we are going to discuss how we, as fundraisers, can develop those genuine lasting and fruitful relationships with majors donors. How we can go beyond that first gift to create a longer term – possibly life-long – partnership, which will benefit both parties; giving charity and donor the opportunity to create the change they want to see in the world.
I’m now going to pass things over to our panel. I think you’ll agree we have put together a great panel, with a huge amount and variety of experience. First we will hear from Rhiannon Mckay-Smith, Development Director of the Lowry. Then Chris Burgess, Chief Executive of the Royal Free Charity and finally from David Pollock a philanthropist and Patron of the Princes Trust.
Each will talk for about 10 minutes about their personal experiences, and then we will have some time for questions afterwards.

7. The Lowry: a regional arts centre approach to stewardship Rhiannon McKay-Smith Director of Development

9. The Lowry: a regional arts centre approach to stewardship Rhiannon McKay-Smith Director of Development

11. Performing Arts Programme

12. LS Lowry Collection & Visual Arts Programme

13. Learning & Engagement

14. TOP TIPS

15. 1. Be a human not a fundraiser

16. 2. Involve donors creatively

17. 3. Thank and look after donors

18. LESSONS LEARNT 1. Perspective on regional donors 2. Flexibility 3
LESSONS LEARNT Perspective on regional donors Flexibility Parting well

19. turning a problem into a long term relationship
Chris Burghes
CEO

20. Pears Building

21. Key lessons Lead – be proactive CEO/Director of Fundraising’s job
Be open and honest
Manage your board
Share the pain
Be careful about asking for more funds?

22. David Pollock

23. Questions?