Overcoming your fundraising phobia: fundraising for non-fundraisers

1. Overcoming your fundraising phobia:fundraising for non-fundraisers Jonathan Farnhill Chief Executive Elect, Royal School for the Deaf Exeter Regional Chair, Institute of Fundraising Email: jonathan@farnhill.org.uk Web: www.farnhill.org.uk 15 years in marketing for charities, multi-naitonal and local, specialist and generic roles, managerial and operational Moved from the cause with the greatest support (hospices) to the ones with the least (childhood disability) PR stands for press release not public relations15 years in marketing for charities, multi-naitonal and local, specialist and generic roles, managerial and operational Moved from the cause with the greatest support (hospices) to the ones with the least (childhood disability) PR stands for press release not public relations

2. Regional Chair, Institute of Fundraising SW Fundraising for 15 years Popular and non-popular causes Specific and generic roles Currently at Royal School for the Deaf Exeter Why am I here?

3. A bit of context Funders have a different perspective Don�t know about you Care about outputs more than processes Don�t know jargon

4. A bit of context Fundraising is competitive Be a bit better than the others Are you comfortable with this?

5. A bit of context Fundraising is good for you It encourages reflection It develops project management skills It raises awareness of the charity It gives the charity an external focus

6. A bit of context Fundraising is about partnerships It is not about moral superiority It is not about a quick buck It is about engaging and involving funders

7. Curing the phobia A twelve step self-help guide There is more to know than this!

8. Agree what you want money for, how much and for how long Step 1: identify need 5 truths about the nature of the universe and a man�s belonging inside it Life is hard You are not that important Your life is not about you You are not in control You are going to die5 truths about the nature of the universe and a man�s belonging inside it Life is hard You are not that important Your life is not about you You are not in control You are going to die

9. Audit your paid staff, volunteers and trustees to identify skills, experience and contacts Step 2: internal audit 5 truths about the nature of the universe and a man�s belonging inside it Life is hard You are not that important Your life is not about you You are not in control You are going to die5 truths about the nature of the universe and a man�s belonging inside it Life is hard You are not that important Your life is not about you You are not in control You are going to die

10. Look for potential funders, then get to understand them Step 3: research sources 5 truths about the nature of the universe and a man�s belonging inside it Life is hard You are not that important Your life is not about you You are not in control You are going to die5 truths about the nature of the universe and a man�s belonging inside it Life is hard You are not that important Your life is not about you You are not in control You are going to die

11. Who can fill these roles? precious artiste nerd show off bean counter schmoozer gopher lion tamer Step 4: establish team 5 truths about the nature of the universe and a man�s belonging inside it Life is hard You are not that important Your life is not about you You are not in control You are going to die5 truths about the nature of the universe and a man�s belonging inside it Life is hard You are not that important Your life is not about you You are not in control You are going to die

12. Agree what sources can be approached and what can�t, and why in order to ensure the fundraising is coherent with the charity Step 5: agree ethics 5 truths about the nature of the universe and a man�s belonging inside it Life is hard You are not that important Your life is not about you You are not in control You are going to die5 truths about the nature of the universe and a man�s belonging inside it Life is hard You are not that important Your life is not about you You are not in control You are going to die

13. Explain what difference you make, not how you do it e.g.: �we enable 50 people a year to gain employment� not �we provide empowering and impartial employment advice� Summarise your organisation in this way in two sentences Step 6: impact statement 5 truths about the nature of the universe and a man�s belonging inside it Life is hard You are not that important Your life is not about you You are not in control You are going to die5 truths about the nature of the universe and a man�s belonging inside it Life is hard You are not that important Your life is not about you You are not in control You are going to die

14. What fundraising activity will raise the most for the least cost? Under-promise and over-perform Do this in solely financial terms Step 7: cost/benefit 5 truths about the nature of the universe and a man�s belonging inside it Life is hard You are not that important Your life is not about you You are not in control You are going to die5 truths about the nature of the universe and a man�s belonging inside it Life is hard You are not that important Your life is not about you You are not in control You are going to die

15. Timescales, resources, success criteria �what, to whom, how, for what effect, by when, at what cost?� Step 8: plan it 5 truths about the nature of the universe and a man�s belonging inside it Life is hard You are not that important Your life is not about you You are not in control You are going to die5 truths about the nature of the universe and a man�s belonging inside it Life is hard You are not that important Your life is not about you You are not in control You are going to die

16. Communicate to rest of organisation Gain their support Step 9: buy-in 5 truths about the nature of the universe and a man�s belonging inside it Life is hard You are not that important Your life is not about you You are not in control You are going to die5 truths about the nature of the universe and a man�s belonging inside it Life is hard You are not that important Your life is not about you You are not in control You are going to die

17. Get to know your potential funders Build relationships �never ask for money until you see the whites of their eyes� Step 10: relationships 5 truths about the nature of the universe and a man�s belonging inside it Life is hard You are not that important Your life is not about you You are not in control You are going to die5 truths about the nature of the universe and a man�s belonging inside it Life is hard You are not that important Your life is not about you You are not in control You are going to die

18. Step 11: ask for money 5 truths about the nature of the universe and a man�s belonging inside it Life is hard You are not that important Your life is not about you You are not in control You are going to die5 truths about the nature of the universe and a man�s belonging inside it Life is hard You are not that important Your life is not about you You are not in control You are going to die

19. Regularly review Use this to feed in to planning process Step 12: monitoring 5 truths about the nature of the universe and a man�s belonging inside it Life is hard You are not that important Your life is not about you You are not in control You are going to die5 truths about the nature of the universe and a man�s belonging inside it Life is hard You are not that important Your life is not about you You are not in control You are going to die

20. Join the Institute of Fundraising Access your local network Take more training Join the e-group Look after yourself 5 truths about the nature of the universe and a man�s belonging inside it Life is hard You are not that important Your life is not about you You are not in control You are going to die5 truths about the nature of the universe and a man�s belonging inside it Life is hard You are not that important Your life is not about you You are not in control You are going to die