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“It’s not about you – it’s about them”

“It’s not about you – it’s about them”. The secrets of successful fundraising. Outline. Why do bids/pitches fail? How can we improve our success rate? Why should you receive support? Where’s the best place to look for money? How long might it take to arrive? What else do I need to know?

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“It’s not about you – it’s about them”

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  1. “It’s not about you – it’s about them” The secrets of successful fundraising

  2. Outline • Why do bids/pitches fail? • How can we improve our success rate? • Why should you receive support? • Where’s the best place to look for money? • How long might it take to arrive? • What else do I need to know? • Questions

  3. Why do bids fail? O wad some Pow'r the giftiegie us
To see oursels as ithers see us! Robert Burns

  4. How can we improve our success rate? • Case for Support • Proper costings • Research • Lead-in times • Contacts • No dead donkeys

  5. Case for Support • Mission & values • Importance & urgency • Specific objectives • History & credibility • What would happen if organisation failed/project didn’t happen • How the donor can help

  6. Where should I look for income? • Trusts & Foundations • Corporate Sector • Individual Giving • Public Sector (incl. Lottery) • Community Activities

  7. Trusts & Foundations • Exist solely to make a difference by supporting others • Usually give to charities • Have remits (geographic, user group, interest, etc.) • Can support projects or revenue (incl. posts) • Need initial investment in research time to tailor applications • Once shortlist selected, offer good return on time investment • Budget for full cost recovery • Need little servicing during duration • Can be hard to make personal contact (but not impossible) • Won’t fund indefinitely – keen on legacy/sustainability • Can be ‘recycled’ into another request • Turn around time: 3-9 months

  8. Corporate Sector • Could be sponsorship, membership, CSR or in-kind • Always a business relationship so exchange of benefits • Can take months to research, network, approach, etc. • High ‘wastage’ rate in research/approach phase • Must take care to budget in full costs of servicing relationship • Good potential PR opportunities • Average lead-in time: 12-18 months

  9. Individual Giving • Bucket collections • Crowdfunding • Direct mail • Regular low-level giving (eg memberships) • Higher level giving one-off • Regular higher level giving • Legacies • Biggest potential pot – varied timeline • Requires strong Case for Support • Needs real support, increasingly online

  10. Public Sector • Local authorities cash-strapped • Lottery funds on the rise (and rapidly) • Worth looking for non-arts support eg Office for Communities & Local Government, Big Society, etc. • Possible support from European Union • Lead-in time: 6 weeks +

  11. Community Fundraising • Events • Raffles • Sales • Promise auctions • Sponsored leg waxing • Great for PR and involvement • Can soak up immense amounts of time for low returns • Lead-in time: very varied

  12. Fundraised Income

  13. Is fundraising a good use of resources? • What do we need money for? • Why would we merit support? • What’s the best use of our time? • And what’s realistic, given current and/or future resources?

  14. How can trustees help? “Give, get, or get off!” • Contacts • Donations • Time • Expertise

  15. Questions?

  16. Contacts • Kristian Thomas • MeeraSyall • Lenny Henry • Robert Plant • Frank Skinner • Julie Walters • Ruby Turner • Bill Oddie • Denise Lewis • Simon Rattle • Nigel Mansell • Cat Deeley

  17. Stay in touch Sarah Gee www.indigo-ltd.com Sarah.Gee@Indigo-Ltd.com Tw: @IndigoLtd

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