individual giving at dougie mac -...

Individual Giving at Dougie Mac Jill Bowler

Douglas Macmillan Hospice

IOF North West Conference, Chester 2018

Individual Giving in a hospice setting

What’s covered:

• What Individual Giving means to us at Dougie Mac

• How we have changed in our structure

• What income streams do well for us

• Why I think we do well

• Challenges we face

• Questions – Other Areas for Discussion

What Individual Giving means to us at Dougie Mac

Who delivers the income & how we have changed in structure

Head of Legacies, Individual Giving & Trusts

Trusts & Philanthropic Officer – 4 days

Legacy Officer – Wills & Probate – 3 days

Individual Giving Support – 3 days

Individual Giving Fundraiser – 5 days

Individual Giving volunteers – 3 x half days

Individual Giving adhoc volunteers

What Income Streams Do Well For Us

What Income Streams Do Well For Us

0

10000

20000

30000

40000

50000

60000

70000

80000

Regular Giving Patient Donations Newsletters MAWM

2015/2016

2016/2017

2017/2018

What Income Streams Do Well For Us

0

200000

400000

600000

800000

1000000

1200000

1400000

1600000

1800000

2000000

Legacies IMO LUAL

2015/2016

2016/2017

2017/2018

Why I think We Do Well

• Business Acumen – planning, monitoring, clear goals

• Income Focussed – breakdown into months – bite size

• Whiteboard in the office

• Regular updates

• Good communication - Team Talk

• Relationship Management – little cards – phone calls

• Trust & Rapport

• Connection

• The right people

• Team work

• Passion for the cause – tell a story

Passion For the Cause – sharing the message

• A presentation – think of style, content, audience, result

• Use experience, someone who has benefited from the cause, tell their story

• Be brave and talk about what you want to achieve by the news – tell them what the money is for, tell them how much we need, tell them what a difference it makes & to whom.

• Overcome the difficult conversations – especially if it’s about bereavement – get some training in place on how to deal with them & overcome the awkward words etc

• Deliver your sales pitch wherever & whenever

Dougie Mac Choir concert

Did it work?

• Did you believe me?

• Did it inspire you?

• Did my passion shine through?

• Did I make it clear how much the cause needs?

• Was it clear how they could help to raise money?

• Could you relate to it (right language etc)?

• Was it real? And was the ask achievable?

• Would you want to donate?

Challenges we face

• Budget & cash flow

• GDPR

• Staff resources

• People management

• Tired & lack of resilience…too sensitive

Questions & Answers

Believe in yourself…and shine!

Thank you.

Jill Bowler

Head of Legacies, Individual Giving & Trusts

Tel: 01782 344308

jillbowler@dmhospice.org.uk

@jillybowler