“It’s not about you – it’s about them”

The secrets of successful fundraising

Outline• Why do bids/pitches fail?• How can we improve our success rate?• Why should you receive support?• Where’s the best place to look for

money?• How long might it take to arrive?• What else do I need to know?• Questions

Why do bids fail?

O wad some Pow'r the giftie gie usTo see oursels as ithers see us!

Robert Burns

How can we improve our success rate?• Case for Support• Proper costings• Research• Lead-in times• Contacts• No dead donkeys

Case for Support• Mission & values• Importance & urgency• Specific objectives• History & credibility• What would happen if organisation

failed/project didn’t happen• How the donor can help

Where should I look for income?• Trusts & Foundations• Corporate Sector• Individual Giving• Public Sector (incl. Lottery)• Community Activities

Trusts & Foundations• Exist solely to make a difference by supporting others• Usually give to charities• Have remits (geographic, user group, interest, etc.)• Can support projects or revenue (incl. posts)• Need initial investment in research time to tailor

applications• Once shortlist selected, offer good return on time

investment• Budget for full cost recovery• Need little servicing during duration• Can be hard to make personal contact (but not

impossible)• Won’t fund indefinitely – keen on legacy/sustainability• Can be ‘recycled’ into another request• Turn around time: 3-9 months

Corporate Sector• Could be sponsorship, membership, CSR or in-kind• Always a business relationship so exchange of

benefits• Can take months to research, network, approach,

etc.• High ‘wastage’ rate in research/approach phase• Must take care to budget in full costs of servicing

relationship• Good potential PR opportunities

• Average lead-in time: 12-18 months

Individual Giving• Bucket collections• Crowdfunding• Direct mail• Regular low-level giving (eg memberships)• Higher level giving one-off• Regular higher level giving• Legacies

• Biggest potential pot – varied timeline• Requires strong Case for Support• Needs real support, increasingly online

Public Sector• Local authorities cash-strapped• Lottery funds on the rise (and rapidly)• Worth looking for non-arts support eg Office for

Communities & Local Government, Big Society, etc.

• Possible support from European Union

• Lead-in time: 6 weeks +

Community Fundraising• Events• Raffles• Sales• Promise auctions• Sponsored leg waxing

• Great for PR and involvement • Can soak up immense amounts of time for low

returns• Lead-in time: very varied

Fundraised IncomeTrusts & Foundations

3-9 months Initial research time-consuming but little more work post-application, other than reporting. Great ROI overall, providing full cost recovery is implemented.

Corporate Sector

Up to 18 months

A business relationship for mutual benefit, so think as in their shoes. Lots of research & networking required. Full costs of servicing must be build into price.

Individual Giving

Very varied, depending on scale

Everything from bucket collections to membership scheme to legacies. Biggest potential area. Requires strong case for support, and awareness, increasingly online

Public Sector 6 weeks upwards

Dependent on matching criteria and timings, but good potential. Third party applications fare well. Not just arts-related

Community Activities

Very varied, but usually short-term

Again, dependent on community awareness and support. Can be huge drain on resources, but great PR.

Is fundraising a good use of resources?•What do we need money for?

•Why would we merit support?

•What’s the best use of our time?

• And what’s realistic, given current and/or future resources?

How can trustees help?“Give, get, or get off!”

• Contacts

• Donations

• Time

• Expertise

Questions?

Contacts•Kristian Thomas•Meera Syall• Lenny Henry• Robert Plant• Frank Skinner• Julie Walters

• Ruby Turner• Bill Oddie•Denise Lewis• Simon Rattle•Nigel Mansell• Cat Deeley

Stay in touch

Sarah Geewww.indigo-ltd.com

Sarah.Gee@Indigo-Ltd.comTw: @IndigoLtd