session1 principles and strategy tees nhs

www.mba-consulting.co.uk

Good morning!

Fundraising and Marketing Workshop

Getting started

• Housekeeping• Introductions• Aims and structure• Key Principles (The 3 Cs)• The Fourth C

Housekeeping

• Loos• Fire bell• Workbook• Phones

Your learning goals?

Evaluation

“Look, someone

has to raise the money!!”

THE 3C’s OF SUCCESSFUL FUNDRAISNG

Fundraising is

Commitment …

3 components of success

Key Funding Markets

The Funding Relationship Continuum

Formal Informal

Contract Service Level

Grant Gift

The Corporate Funding Continuum

Formal Informal

CRM Sponsorship Grant Gift

Rank Them

Fundraising

is about

‘Contacts…’

“the proposal does not stand alone. It must be part of a process

of planning and of research, of outreach to, and cultivation of

potential foundation and corporate donors.”

“The Foundation Center’s Guide to Proposal Writing, 3rd ed. (New York: The Foundation Center, 2001), by Jane C.Geever.

Maximum Effectiveness

Person to person by committed peers

Committed peer to group with follow up by staff

Peer to peer, specifically targeted letter

Personalised mailing

Targeted event or function

General mailing

Leaflet drop

Minimum Effectiveness

How many rich people

do you know?

How many people can you influence?

1 Person

6 People

31 People

156 People

90,000

27,000,000

How trusts in the North East are linked by shared trustees

Tyneside Trust

Joicey Trust

Carr-Ellison

Tyne and Wear Foundation

Hadrian Trust

Millfield House

Brough Charitable Trust

Willan Trust

How trusts in the North East are linked by shared trustees (2)

ManningTrust

St. Hilda’s Trust

William Leech Charity

RothleyTrust

John Bell’s Trust

ContinuationTrust

Appeal anatomy 1: Highland Hospice• Target: £600,000 PA Revenue plus £1,000,000 capital appeal

• Staff : One appeal fundraiser and one revenue fundraiser. Acted as secretariat/administration.

• Strategy: Chair- Chartered Accountant with links to high net worth individuals. Supported by committee to bring in contacts, organise events and ask for money. Each committee member had a ‘sphere of influence’. Research showed 300 trusts- lists were circulated to committee members.

• Outcomes: Raised £243,000 from trusts and £46,000 from companies in 21 months. 52 personal introductions/letters of support from committee members produced 65% of positive responses and raised £157,450.

Champions

• Church

• Celebrity

• Local Politics

• Statutory authorities

• Customers/users

• Academe

• Business

• Media

• Expert NGO’s

• Prince Charles• Reception 80

guests• £75,000 to restore

Cotswold canals

Waterways Trust

The Glasgow Cup

•Amnesty

•Paul McStay (Celtic)

•Ally McCoist (Rangers)

•5-a-side

• £6,000

Influence

CommunicationFundraising is about …

Communication

Getting the balance right – Take 1

“The situation at this football club remains the situation at this football club and that will continue to be the case until such time as the situation changes” –

English Football Boss Peter Kenyon commenting on a possible change of manager.

Communication

Getting the balance right – Take 2

“We are a cherry tree in a garden filled with hungry finches. Our heavily laden boughs offer rich pickings for the siskin and the linnet, though thankfully the rosy hued crossbill is more interested in the pine nut”-

Yugoslav Football Boss Haka Flugg commenting on a possible change of manager.

“Read over your compositions, and where ever you meet with a passage which you think is particularly fine, strike it out!”

Samuel Johnson

What goes wrong with language?

Jargon

“The resources allow a fluid response to mobilise our assets based on analysis that is inputted to HQ.”

A Northumbria Police spokesman commenting on the new motorbikes

bought by the force

Cambridgeshire police produced a leaflet with ‘the most pointless

headline in history’ according to Campaign for Plain English –

“police continue to target offenders”

“a multi-agency project catering for holistic diversionary provision to young people for positive action linked to the community safety

strategy and the pupil referral unit”?

A Go Kart Track

Birmingham professor David BoothHe applied for a £170,000 grant to unlock the mysteries of ‘the cognitive measurement of consumer criteria for manufacturer parameter values in biscuit texture’. In other words, the link between a biscuit’s texture and the pleasure from eating it.

Safeway advert for new store in Chapel-en-le-Frith‘Ambient replenishment controller’

‘to install a component into the structural fabric’.From an NVQ (National Vocational Qualification) document describing the laying of a brick.

Message from Planet ZogRe: Annual Report text

Dear Mark

I’m not entirely sure that the text for the annual report Section ‘New Directions’tells the whole story. Could you therefore replace the text:

‘We work together in partnership with other organisations to create and delivereducational and learning opportunities for local people.’

‘The shift in strategic direction is encapsulated in the conceptualisation of theAction Zone, which is an holistic, integrated action research response to tacklingproblems of social disadvantage inner cities through learning.’

Phrases that came out of a workshop at Shotton Hall in 2006 help G.P.s understand their patients

‘shizcourtlopzagayn’‘thebairnsfullacahd’

‘Avebeenabitootakilter’‘Thelasssezshizfhallinwrang’‘Avebrowtmeganniescakky’

Complex

Orwell’s Golden Rules of Writing

“Ask ‘what am I trying to say? … Ask ‘could Ihave put it more shortly? … Never use afigure of speech that you are used to seeingin print … Never use a long word when a short onewill do … If it is possible to cut out a word, alwayscut out a word … Never use jargon if you can thinkof an everyday equivalent”

George Orwell

Acronyms

Youth Opportunities Building Scheme

Supporting Hartlepool In The Environment

Stabling and Habitation Implementation Team

Urban Partnerships. Stanley Hall InitiativeTeam.Community Resource Education andEmployment Centre.

www.UPSHITCREEC

Good Language

Simple

Direct

Natural

Visual

Focused

Core Costs

Just Giving

8,000,000 people

7,500 charities have raised

£485,000,000

Christmas is coming!

The Coco Ball:

•200 people x £60 = £12,000

•Auction = £10,000

•Raffles and games = £3,000

Total: £25,000

Profit: £20,000

Payroll Giving and Tax Effective Giving

Blackbaud: eTapestry

Lottery in a Box

Adventure Challenge

Net outlay of £10,000

Outlay of £22,000

session1 principles and strategy tees nhs

uk communication

uk fundraising

north east

linked

word

www

balance

influence

Education

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