Agenda

• Introduction – What you will get out of today – About me – Focused on YOU – A framework for fundraising

• PART 1: Winning Propositions • PART 2: Where to look for funding, and how to

assess what to go for (or “Pipeline” for short) • PART 3: Applications Clinic • Close

What will I get out of today?

• A strong proposition • Know how to find and assess the RIGHT

funding opportunities • How to write a better funding

application

Improved funding potential

Ben Patient

• Nearly 20 years in business development and marketing

• Private sector marketing agencies, bidding to local and national government for charities and soc ents

• Run my own successful business in Hong Kong • Freelance marketing consultant for social

enterprises and charities

FOCUS ON YOU

A framework for fundraising

Income Delivery Purpose

VALUES & ETHICS

PART 1: Winning Propositions

PART 1: Winning Propositions

• Here’s the “science” • Example • Proposition workshop • Rinse and repeat

YOU What does the listener want?

ME Why me? Add inspiration!

IT The key features and evidence

VISION A compelling vision of the future with your service fully funded.

My proposition…

Proposition workshop step 1

• Get into pairs • Decide who will go first • Tell your partner “who they are” • Give elevator pitch in 2 MINUTES OR LESS! • Then swap over

Proposition workshop step 2

Write down, for the proposal you received… • What was the core idea? • What are the benefits to you (in your given

character) of the proposal? • What was the impression you got of the

person making the proposal?

Propositions wrap up

• Inspirational: You, Me and It • Compelling: Vision of the future • Practice, Repeat and Refine!

Any questions?

BREAK

• Next Part 2… • Where to look for funding and how to assess

what to go for • Including Networking

Pipeline

• What is it? • Where to look • Networking • Assessing

opportunities

Pipeline thinking

All options

Feasible options Priorities WIN?

Where to look

My networking approach

Contact Management

Listening skills

Proposition Business Cards

Focus vs Open Mind

Assessing opportunities

Feasibility

Risk

Chance of win

Effort/time

BREAK

• Next Part 3… • Application forms

Applications clinic