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At the heart of the programme is an intensive six-day residential School. Every School is different and designed around the participants and we also update the content to include very latest ideas. What stays the same is a high quality of input and the focus on applying the learning to your situation.

Find out more about the world’s most intensive programme:

NAFS April 2018 Day

A typical day by day timetable

Sunday, Day 1

Arrive when you can, ready to get going!
  • Register and meet fellow delegates. We provide a light sandwich lunch from 12.00.

13:30

Key Fundraising Ideas
Find out key principles behind successful fundraising
  • intros, aims, groundrules
  • key fundraising principles
  • your value proposition

15:00

Break

15:30

Building Strategy 1
Create a framework for long-term success
  • NAFS strategy model
  • creating case statements
  • analysing your situation

17:00

Building Strategy 2
Find out the ‘rules’ of fundraising you need work in
  • fundraising cycles
  • fundraising trends
  • developing propositions

19:30

Dinner

Monday, Day 2

9:00

Trust & Foundations
Our research will show you how to shape a powerful proposal
  • understanding foundations
  • writing problem statements
  • drafting winning proposals

10:30

Break

11:00

Individual Giving 1
Secure regular income from supporters
  • relationship fundraising
  • supporters to donors
  • hygiene factors & motivators

12:30

Lunch

13:30

Individual Giving 2
Create a framework for long-term success
  • developing relationships
  • creating supporter journeys
  • stewardship and donor love

15:00

Break

17:00

Money From Memberes
  • clustering supporters
  • memberships to superclubs
  • value/cost payoff

19:30

Dinner

Tuesday, Day 3

9:00

Major Donors 1
Discover the secrets of Major Donor success
  • what is a major donor/HNWI?
  • engaging major donors
  • managing high value relationships

10:30

Break

11:00

Major Donors 2
Find out how to ask a HNWI for major cash
  • understand donor psychology
  • understand donor psychology
  • making a face-to-face ask

12:30

Lunch

13:30

Corporate Engagement 1
Learn how to make the most of business support
  • corporate engagement spectrum
  • business giving trends
  • negotiating corporate deal

15:00

Break

15:30

Corporate Engagement 2
Make sure you secure the best possible deal
  • clustering supporters
  • memberships to superclubs
  • value/cost payoff

17:00

Sponsorship Case Study
Work with others on a sponsorship pitch
  • small group work on case
  • developing ideas
  • matching to donor need

19:30

Dinner
Work together with others on a real case study
  • Evening work in small groups

Wednesday, Day 4

9:00

Share and Compare
Share ideas and experience with fellow participants
  • challenges & successes
  • sharing key learning
  • review of fundraising materials

10:30

Break

11:00

Major Campaigns
Discover how to handle major high value projects
  • endowments and campaigns
  • key campaign stages
  • dos and don’ts of BIG projects

12:30

Lunch

13:30

Communication Skills 1
Learn the key skills and techniques for impact
  • pitching principles
  • building supporter confidence
  • personal impact skills

15:00

Break

15:30

Communication Skills 2
  • building rapport
  • reinforcing key messages
  • creating personal credibility

17:00

Sponsorship Case Study
  • small group work on case
  • developing your presentation
  • matching sponsor needs

Thursday, Day 5

8:30

Live Video Pitch
  • video presentation exercise
  • observation and review
  • action-learning

10:30

Break

11:00

Feedback and Review
Get personal feedback on your approach to asking
  • team coaching feedback
  • research opportunities or
  • library resources

12:30

Lunch

13:30

Using BE in Fundraising
Benefit from the latest in fundraising psychology
  • how supporters decide
  • system 1 & 2 models
  • key heuristics & applications

15:00

Break

15:30

Digital Fundraising
Discover how you can make digital work for you
  • digital channels: +/-
  • engaging donors online
  • website analysis

19:30

Dinner
Party time!

Friday, Day 6

9:00

Making Legacies Count
Discover how to maximise this key new stream
  • why legacies & types
  • key audiences & motivators
  • marketing legacies

10:30

Break

11:00

Writing a Strategy
Pull together your ideas on how to fundraise
  • writing a strategy
  • applying NAFS strategy model
  • sharing with stakeholders

12:00

Action Planning
Identify action you want to take and the support you need
  • questions and challenges
  • developing a personal plan
  • identifying development needs

12:30

Close and Depart
As you head home feel confident we’ll offer 365 days of support
  • we’ll end the day with lunch and then you can begin the journey home
The Poetry Archive
I would strongly recommend the National Arts Fundraising School. It’s very comprehensive – covering all aspects of fundraising, is excellently structured and left me feeling incredibly.
— Nicola Wheldrake – Marketing & Development Manager, The Poetry Archive

Benefit from 26+ key modules

Every NAFS programme is adapted from the results of your pre-programme questionnaire. Over six intensive days you’ll increase your knowledge and confidence in different sources: individual giving; major donors; legacies; trusts; and commercial sponsorship. We’ll also share techniques and channels: endowments, capital campaigns, face to face, direct mail, proposals and online.

This year we also have a number of updated and new modules.

Principles of Fundraising

Successful fundraising is underpinned by a number of key principles drawn from disciplines as varied as psychology, sociology and marketing. We’ll share them with you show how to apply them in practical fundraising settings.

Choosing a fundraising structure

Often the way you’re organised – legally and from a people perspective – can make a massive difference to your ability to attract funds. We’ll look at the options available and help you establish the best structure for success.

Creating a Value Proposition

To succeed in competitive world of fundraising you need a Value Proposition — a way of distinguishing your offering from others. We’ll show you how to create and share an effective Value Proposition — making your agency stand out.

Developing a fundraising strategy

All of the modules are linked to the idea of developing an integrated strategy unique to your organisation and its specific ambitions. Over the six days we’ll ensure that all the sessions are relevant ot you developing your own strategy.

Writing a fundraising strategy

So you’ve got lots of strategic thoughts, and some good ideas, but how do you shape them into a robust plan that you can share with senior managers or the Board? In this module we help you write a plan to win support and investment.

Donor Demographics

NEW!
What are the differences between, say, millennials and boomers?  In terms of attitudes, channels and propensity to give? We explore some of the surprising similarities and difference and how to make use of them.

Relationship Fundraising

Key to any contemporary strategy is a powerful individual giving approach — bringing in audiences and turning them from supporters to donors. In two modules we show how to build an inclusive and sustainable individual fundraising strategy.

Action planning

The final module of the week will help you crystallise the key learning and identify specific steps for practical action back at work. You’ll have the chance to buddy up with a fellow participant to seek help and support.

Storytelling for fundraisers

NEW!
Stories, our most ancient way of communicating, are a powerful way to share ideas. They are more memorable than simple data. We’ll show you how to shape your philanthropic ask with an impactful story.

Engaging major donors

UPDATED
Despite the unstable financial climate major donors are still able to make a massive difference to many cultural agencies. This session explores how to identify and engage with major donors.

Building engaging supporter journeys

UPDATED
If you’re going to be successful in the individual donor space you need to have a supporter journey and a stewardship strategy. These complementary tactics shape how you can align the whole organisation around fundraising and support for donors.

Making the ask in person

UPDATED
How confident are you at asking major donors and business leaders for money? This session offers skills and tactics which will allow you to influence others in one to one settings. You’ll get personal feedback on your impact.

Success in social media and online

UPDATED
Is this the next big thing or… a diversion? This session offers an insight into what is working in social media terms and how you can make the web worker harder for you — promoting donor and potential donor engagement.

Pitching to make an impact

This session offers you the practical opportunity to actually ‘pitch’ for money in front of an audience and then get detailed video feedback on your effectiveness. Before the pitch your coach will offer insights and practical tips on how to make an impact.

Focused Foundation Fundraising

Trusts and foundations contribute up to £4B to UK charities with significant sums committed to arts, education, culture and heritage. But to secure your share you have to understand how foundations work. We’ll share the 7 steps to success.

Sponsorship and CSR

Companies are still investing in the arts. But the money is proving tougher to get. Over two modules we show you how to maximise your chances of sponsorship success – and how to turn one-off success into a long-term relationship.

Major appeals + endowments and how to run them

UPDATED
At some point in your fundraising career you’ll have to run a major appeal project – an endowment or capital project. This session explains how to use the donor pyramid, donor wedge and gift tables as key frameworks to guide you to success.

Behavioural economics and neurofundraising

NEW!
Understand the latest thinking on how your donors make decisions and the implications this has for us as fundraisers. In this session we’ll be sharing insight from a major six-month research project.

Setting up a development board

Volunteers can be a huge resource for you – helping bring contacts and ideas to the table. But these development boards need careful management and a clear brief. We’ll explore how to recruit to such a board and how to keep them on track.

Writing Powerful proposals

Often the only way you can communicate with a funder or donor is in written form. We’ll share the results of =mc’s research which shows that structuring your proposal differently can increase your chances of fundraising success by up to 25%.

Building a Legacy Programme

UPDATED
One of the fastest growing areas for arts and culture is legacies – and if you have an older audience they can be a major source of support. But how do you create a legacy programme without seeming too cold and calculating? We’ll show you the key steps.

Crowdfunding: magic and myths

UPDATED
Does crowdfunding really work for the arts? In a fast-paced session we’ll look at examples of what works and what definitively doesn’t work when raising money from the crowd — helping you to avoid expensive mistakes.

Case for Support

NEW!
At the core of your fundraising sits the Case for Support. But how do you make yours stand out? We’ll introduce you to the NAFS Case for Support Playbook, allowing you to share you messages clearly and powerfully to different audiences.

Stewardship and Donor Love

Securing donors is only part of the challenge. How do you steward them… and make them feel really loved? In this session we’ll explore how to keep donors and supporters on board for a long-term relationship.

Memberships versus Superclubs

Memberships alone are not enough to drive successful fundraising and can actually be a drag on resources. To succeed you need to turn your membership into a superclub — matching benefits to contribution.

Measuring success

NEW!
How do you measure real success in fundraising? In this module we’ll explore the advantages and disadvantages of different approaches — Return on Investment (RoI) versus Life Time Value (LTV).

Specialist roundtables

There are special challenges for some organisations. Separate from the main sessions we offer a number of specialist sessions targeted at specific groups. Among the options are:

Raising money for local authorities

If you’re a local authority there are specific challenges in fundraising. We’ll explore how to work with these efficiently – making your work attractive and engaging to donors and funders. We’ll also look at the implications of trust status.

Touring and non-venue-based organisations

What are the challenges if you don’t have access to ticket data and a stable audience? How can you overcome them? In this targeted session specially for you we explore techniques to work round these issues.

Charity or not?

NEW!
Maybe you’re a partnership or social enterprise. Do you need to become a charity? And if you do what are the advantages and disadvantages? In this session we offer detailed information to answer all your questions.

Back Up Materials: all in one place

Over six days you couldn’t take notes for all the topics we cover. Don’t worry we’ve got your back. Every delegate gets a detailed 300+ page manual with key information.

Wigmore Hall Logo
Bernard, Dana, and Julia are fantastic facilitators, and clearly care deeply about fundraising. Having passionate leaders with such high levels of acuity made it easy to give all your time and take risks on the course.
Caspar Cech-Lucas — Fundraising Manager, York Museums Trust

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