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HCF Training - Building Sustainability Workshop

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HCF Training - Building Sustainability Workshop

  1. 1. Building Sustainability Miquel Leon-Canete & Sarah Elliott 14th September 2018
  2. 2. Agenda • Why do we need to plan? • Fundraising methods • Understanding the funder • How HCF Training and Development can help you
  3. 3. Why do we need to plan?
  4. 4. A comprehensive plan is at the core of sustainability for any charity • Many small charities and start-ups operate without a fundraising plan ‒ Someone has an idea for an event or a campaign, we simply put together a committee or volunteer group and go for it ‒ We ask friends and family to help us raise money for our cause ‒ We may send out a letter here and there, and do some donor meetings, and when the bank account seems to be low, they often go into “panic mode” and race around trying to find cash to keep the doors open • Many larger mature organisations chase the money and lose focus • But this is definitely not the best way to run your charity. Even if your charity is flush with cash, running an un-organised and un-planned fundraising operation is a recipe for stress, headaches, and potentially… financial ruin
  5. 5. Why you need a fundraising strategy “Why can’t I just raise money from wherever I can get it? Why do I need a plan?” 1. Provides focus – a detailed fundraising plan creates focus and order in the chaotic world of fundraising 2. Defines responsibilities – a fundraising plan determines who does what, and adds accountability to your fundraising efforts 3. Sets deadlines – a good fundraising plan tells you when you need the money 4. Provides a credible fundraising tool – Your fundraising plan shows why you need the money and lets your supporters know you are serious about your mission 5. Measures progress – a detailed fundraising plan lets you measure your fundraising progress, thus allowing you to make needed adjustments before it is too late
  6. 6. Finally – you will raise more money You will have time to… …. do the work required to court major donors …. to plan an incredible gala …. to develop a year-end fundraising campaign or to get your web site donation process working smoothly
  7. 7. Fundraising Methods
  8. 8. INDIVIDUALS PROS • The most effective of all fundraising methods. Nothing beats personally asking someone to give. • Gifts can be large. • Do your board members have wealthy contacts? • Personal relationships can increase the chances of repeat giving or perhaps a legacy • In person, it's harder to say no. • A gift from an individual paves the way for more gifts, as well as other kinds of help. (Gift Aid) CONS • Very labour intensive. • May involve an intermediary (e.g. solicitor) trying to sell your organisation • You need a file of biographical data on potential donors - research can be time-consuming. • Most people hate to ask for gifts, because they fear rejection. (But the fear can be conquered!)
  9. 9. CORPORATES PROS • A "win-win". The company gets credit (CSR); you receive support • Could increase your organisation's visibility via the link to a high-profile company • Corporate collaboration often leads to corporate philanthropy. Once you establish relationships they're much more likely to say "yes" to your grant proposal • Collaboration is the future. Very few businesses are willing to give "something for nothing" anymore CONS • "Who knows who" is key. If you don't have a "contact" to open corporate doors, you won't get far • Developing relations takes time. You must be willing to put in months of alliance-building before seeing a payoff • You may have to educate companies as well as your staff about how valuable corporate collaborations can be for both parties
  10. 10. GRANTS PROS • You can receive generous amounts of money. • Once you have obtained one grant, you are more likely to receive others. • Receiving grants is a good way to build your organisation's visibility and credibility. CONS • Time needed to research the funder before writing the application • The grant writer needs skills/experience and be familiar with your organisation • Competition is fierce, and the success rate is low. On the average day, roughly 2,700 grant proposals are submitted; fewer than 200 will receive funding. • There will be strings attached to grants – it will not be unrestricted funding • Most grants are short term, often just for projects. When they run out, you have to start again
  11. 11. COMMUNITY EVENTS PROS • Attract new supporters • Raise your organisation's visibility. • Involve a large number of people • Encourage board involvement • Pull diverse groups together • Help build mailing lists • Unite people in a common goal and increase commitment CONS • Take time, planning, and organisational skills. • Involve risks e.g. weather, a competing event on the same day, celebrity no-show, other factors outside your control • The money raised may not justify all the time involved
  12. 12. EARNED INCOME FROM TRADING PROS • Generates unrestricted income • Enables self-sufficiency, not dependent on asking for donations/grants • It strengthens your organisation by diversifying your income • It can help improve your organisation's image and visibility • It forces you to be sensitive to your customers, which will improve the way you serve your clients CONS • Requires market research, business planning, and financial projections. Needs time and skills. • Needs adoption by the board. All must be committed to entrepreneurship. • Business-minded management vital for success; with pay to match • Cash or loan may be needed for up front investment, and to help through inevitable down turns in the market
  13. 13. Understanding the Funder
  14. 14. Main potential income sources Individuals Corporates Trusts/Foundations Community Statutory Funding – Grants/Contracts Who donates to your organisation? Donor motivations Donor needs and preferences Donor behaviour Key question – Can you sell your services? Who can/will pay?
  15. 15. The grant programmes you learn about today • What is the history of this grant programme? • What is most important to the people reviewing my application? (e.g. Scoring criteria; programme outcomes) • What tone and type of language does the funder use? (e.g. highly technical, casual & creative, very formal, etc.) • Will the reviewers be subject matter experts in our area of work? • What percentage of the funder’s overall grant portfolio does this particular programme represent?
  16. 16. How we can help …
  17. 17. The Income Spectrum GIFT ECONOMY GRANT FUNDING COMMISSIONED CONTRACTS OPEN MARKET DONOR FUNDER PURCHASER CONSUMER ASKING EARNING Income diversification => Potential development needs?
  18. 18. Do you have the right skills to thrive? • Is your fundraising team the best it can be to succeed in a competitive world? • Do you have a fundraising strategy that is up to date and fit for purpose? • Do you have a good enough understanding of the potential sources of income for your organisation? The right knowledge, skills and planning will help to maximise your return in investment from fundraising
  19. 19. Advice and Guidance Training Programme Workforce Development Grants Teacher/Tutor Training Organisation Development Building Potential
  20. 20. HCF Training Programme Will help organisations to: • Be well run (governance, management) • Operate legally and safely • Become sustainable (funding, marketing)
  21. 21. £ Building Sustainability : 2018-19 Programme Get Fit for Funding • What you need to get started with fundraising • How to build a case for support • Review potential methods of fundraising 4 dates Creating a Fundable Project • Put your project idea into a structured format • How to approach funders questions • Explain the difference your project will make 3 dates Donors & Legacies Corporate Fundraising Trusts & Foundations Community Fundraising Public Service Contracts Get Seen, Get Heard, Get Support Basics of marketing and how to apply the techniques to support your fundraising Introduction to Social Value Learn about Social Value and how to apply it to your project to support fundraising and marketing
  22. 22. Fundraising Strategy Development • 3 x 3 hour workshops delivered in house to your team • 1. Analysis of the organisation and its needs • 2. Identify and choose priority income sources • 3. Develop the plan • Outcomes: ‒ Your bespoke fundraising plan ‒ Tools, templates and techniques for future reviews
  23. 23. www.hcftraining.org.uk • Searchable courses directory • Specialist and Online Provision • Details of all HCF Training projects • Find training providers and venues • Device responsive – fully accessible via tablets and mobiles • Encourage colleagues and your peers in the sector to sign-up to receive HCF bulletins

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