Institute of Fundraising Trust Fundraising Conference Know ...€¦ · Know your audience Anna...
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Institute of Fundraising Trust Fundraising Conference Know your audience Anna Vaughan MInstF (Dip) Founder, Glow Fundraising and Vice Chair, Cultural Sector Network, Institute of Fundraising Melanie Aram MInstF (Dip) Development Director, Bush Theatre
Transcript of Institute of Fundraising Trust Fundraising Conference Know ...€¦ · Know your audience Anna...
Institute of Fundraising Trust Fundraising Conference
Know your audience
Anna Vaughan MInstF (Dip)
Founder, Glow Fundraising
and Vice Chair, Cultural Sector Network, Institute of Fundraising
Melanie Aram MInstF (Dip)
Development Director, Bush Theatre
Before approaching trusts: assess your project
• Build knowledge of your project – talk to senior staff, project managers, look through architect’s plans if a capital campaign.
• Research other projects being undertaken by other organisations – assess competition
• Know why your organisation is undertaking a programme of work – is in response to an internal or external need?
• What outputs, outcomes and impact will the project have in the future?
The Right Fit?
• Look at competing projects and see who funded them
• Prospect research – which trusts have relevant criteria
• What are the programme outcomes major trusts & foundations want to achieve?
• Trustee or organisational links to trust prospects
• In order to draw up a table of potential gifts and plan your approaches strategically.
Researching Trusts and Foundations
• Past funders of your organisation (if any)
• Trustee or organisational links to trust prospects
• Lists of donors at other organisations similar to yours
• Directory of Social Change publications (www.dsc.org.uk) and website www.trustfunding.org.uk - a small annual fee
• Funding Central – www.fundingcentral.org.uk - free resource
• Charity commission website: www.charity-commission.gov.uk - for annual reports and accounts featuring further information about trust criteria, who they support and how much they are likely to donate.
• Trusts’ own websites (if they have them)
Using a gift table and strategic plan
• Predict levels of donations
• Timetabling approaches
• Allocating trusts either for a single campaign or to different projects
in your organisation matched to their criteria
• Accountable document for trustees and senior management,
encouraging them to get involved
Trust Gift Table predicted for the Bush Theatre Capital Campaign
Gift size No. of gifts Total gifts
£250,000 1 £250,000
£150,000 2 £300,000
£100,000 2 £200,000
£50,000 4 £200,000
£25,000 2 £50,000
£10,000 3 £30,000
TOTAL FORECAST 14 £1,030,000
Strategic planning document from the Bush Theatre Capital Campaign
Name of Funder Secured Applied About to
apply Conversati
on secured Active
prospect Potential
to
approach
Decision
date Prospect solicitor
Trust A £250,000 Secured Chair of Board
Trust B £150,000 Secured Chair of Capital Committee
Trust C £150,000
Secured Trustee
Trust D £100,000
Secured Trustee
Trust E £75,000 Secured Chief Executive
Trust F £60,802 Secured Artistic Director
Trust G £54,600 Secured Chief Executive
Trust H £50,000 Secured Director of Development
Trust I £25,000
Secured Trustee
Trust J £10,000 Secured Director of Development
Trust K £5,000 Secured Director of Development
Trust L £5,000 Secured Trusts Officer
Trust M £3,711 Secured Trusts Officer
Trust N £1,000
February 2016 Trusts Officer
Trust O £4,000 February 2016 Trusts Officer
Trust P £25,000 May 2016 Director of Development
Trust Q £10,000 July 2016 Director of Development
Trust R £150,000
November 2016 Chief Executive
Trust S £50,000 September 2016 Chair of Capital Committee
Trust T £30,000 September 2016 Trustee
Trust U £25,000 TBC Trustee
TOTAL £939,113 £39,000 £150,000 £180,789 £25,000 £1,333,902
What does a good case for support contain?
• The unique selling points of your organisation
• An outline of your mission and strengths
• The nature of your work and need it meets
• Endorsements from outsiders/partners
• An action plan containing timetable/numbers of participants
• The expected impact/results of the organisation/project
• A budget for the activity
• The fundraising goal and strategy to achieve this
• Funding request and how it matches the funder’s criteria
Developing your case for support
• Speak to key team people – internal and external
• Know the history of your organisation – donors have long memories
• Obtain supporting quotes from audiences, artists, beneficiaries, professionals associated with your organisation
• Understand your budget and the fundraising need
• Test case for support on current donors and trustee board
• Change in response to feedback before approaching funders
• Ensure it is in a format that can be changed to match each funders’ criteria
Inspirational message from the leader of the organisation
History and Recent Achievements
The project vision with clear outcomes
Project Plans
Project budget and fundraising target
Supporting Quotes
Bush Capital Campaign: the results?
• In 1 year raised nearly £4 million
• Included contributions from Arts Council England, Section 106 (a local council can enter a 106 agreement with a local developer to provide contributions to local projects) and local Corporate donations
• Total raised from Trusts and Foundations in 12 months: £939,000 with 8 new funders engaged so far.
• On track to raise £300k more than originally predicted from trusts, and have achieved this in less time than we anticipated.
• Successful position from which to engage individual donors to help close the remaining funding gap.
Any questions?
Anna Vaughan MInsF (Dip)
Founder Glow Fundraising
also Vice-Chair, Cultural Sector Network, Institute of Fundraising
W: www.glowfundraising.co.uk
