1. Top Ten Tips Ed Charles Head of Fundraising & Marketing at Kent Wildlife Trust

2. In no particular order Know thine enemy Product Clarity of purpose Your donors Research, research research – plan, plan plan Beg, borrow and steal Letters Innovate Social media A new verb – to Schultz

3. Know thine enemy Marketplace is complex and crowded Industry leaders, similar serving the same cause, and those of a similar size Competitor objectives and ambition Past, present and future strategies Mystery shopping

4. Product What exactly is your product? Tricky for non- profits Product lifecycle What will your donor get and for how long? What will they do next? Portfolio analysis

5. Clarity of purpose

6. Your donors- ask them 1.Personal interviews 2.Telephone interviews 3.Postal questionnaires 4.E-mail questionnaires 5.Focus groups / group discussion

7. Research, research research – plan, plan plan Understand where you are now Identify where you want to be PEST analysis SWOT analysis Market analysis Internal analysis Strategy and budget

8. Beg, borrow and steal (best practice) No need to re-invent the wheel Learn from others’ mistakes / successes Ask – people will always tell Look around – the answer is blowing in the wind Be distinct – what’s the USP? Be realistic Mix and match

9. Letters – over used phrases 1. I am writing... 2.Thanks to people like you... 3.Help us change / transform lives... 4.Your gift will be used wherever the need is greatest... 5.You are helping to build a brighter / better future... 6.You really are making a difference... 7.It really is greatly appreciated... 8.Worth an extra 28p at no extra cost to you... 9.Like to know more about any aspect of our work... 10.Please do not hesitate to contact me / us... 11.One of our team will be happy to help... Letters end with a full stop. A goodbye.

10. Innovate Not about inventing the next best thing Not a light bulb moment Refining or improving a process Adopting change – process / behaviour Freedom to fail Not all innovation is good

11. Social Media is not the answer Create a Community - create new relationships and strengthen existing ones Appear Human- pictures, videos, and a narrative to tell the human stories that inspire Be a Leader - turn your organisation into an authority Call to Action - must have goals Maintain Your Relationships – post regularly and respond quickly

12. Schultz vb – To take the least favourite part of consumer’s interaction with our brand and turn it into the part they most enjoy.

13. Thank you for listening