Programme outline
Day 1
Welcome
- Introductions
- Key fundraising principles
- Defining your brand
"We start on a Sunday because there's so much to pack in - also keen for delegates to get to know each other"
Strategy 1
- 7 stage =mc model
- Creating case statements
- Analysing the sitiuation
Strategy 2
- Fundraising cycles
- Defining competitors
- Choosing structure
"Day one lays the foundation for high level fundraising - key ideas covered"
Day 2
Strategy 3
- Key sources: trends and typology
- Making the ask
- Maintaining relationships
"We've put together all the major resources on research - books, online databases, the lot!"
Research
- Web research
- Using the NAFS library
- Individual research time
Trusts & Foundations
- Understanding foundations
- Barriers to success
- Decision making processes
Creating Powerful Cases
- What is a case statement?
- Structuring cases
- Using cases with donors
External Speaker
Speaker: Colin Mckenzie, Director, Charleston Trust
"Colin's been there and done it. Learn from the experiences of one of the UK's leading fundraisers - find out more on our 'Guest speakers' page
Day 3
Relationship Fundraising 1
- Individual giving potential
- Engaging donors
- Donor triangle/wedge
Individuals are the largest single source of funds for charities - but forming fundraising relationships is important
Relationship Fundraising 2
- Building relationships
- Clustering donors
- Super clubbing
Major Donors
- What is a major donor?
- Major donor engagement
- Managing major donors
Major donors have to be part of your portfolio - but how do you contact them and connect them?
Communications Case Study
- Deciding approaches
- Case study work
- Small groups
Day 4
Securing Business Sponsorship 1
- The sponsorship spectrum
- Characteristics of sponsorship
- Key trends
"Business support is important and prestigious but in these harsh time it's changing - we share how..."
Securing Business Sponsorship 2
- Hygiene factors and motivators
- Access points
- Pricing sponsorship
Effective Communications Skills 1
- 'Pitching' for money
- Building sponsor confidence
- Presenting complex ideas
Effective Communications Skills 2
- Building donor rapport
- Reinforcing key messages
- Building credibility under pressure
Communications Case Study
- Work on case study in teams
- Deciding structure and roles
- Handling stress tips
Day 5
Case Study: Video presentation
- Teams presenting
- Corporate role play
- Action/learning
"Up early today and into 'business' clothes. Prepare for the video feedback session"
Feedback and Review
- Feedback and coaching from =mc or
- Research opportunities or
- Personal review
Using Social Media in Fundraising 1
- Types of social media
- Using social media effectively
- Integrating social media in your own work
"Social media is 'hot' - but is it useful in fundraising?"
Running a Capital Campaign OR Using Social Media in Fundraising 2
Running a capital campaign
- Feasibility studies
- Campaign stages: private and public
- Linking campaign and other work
Or
Using Social Media in Fundraising 2
- Types of social media trends
- Case studies
- Social media action plan
"Tough choices to make...advanced social media or running a major capital campaign?"
Informal Social Event
"Let your hair down a little at our social evening"
Day 6
Making Legacies Count
- Legacy motivators & hygiene factors
- Engaging other donors
- Marketing legacies to audiences/supporters
Writing a Fundraising Strategy
- Key elements in a strategy
- Applying the 7 stage model
- Balancing resources and outcomes
Action planning
- Review personal skills
- Set goals
"You need to pull it all together - so strategy and action planning finish the week"