Hilary Burwell, National Galleries of Scotland
Presentation from the Museums Galleries Scotland 'Fortune Favours the Brave' conference, September 2013.
1. Being bold with your
fundraising
Hilary Burwell
National Galleries of Scotland
2. Objectives of session
Crash course
Different types of fundraising
Different types of donors
How to manage and be strategic with your fundraising
Applying knowledge to museum scenarios
Sharing experiences
3. Why We’re Here
ASK THE AUDIENCE
Reduction in funding for many museums
The need for money!
Sustainability
MGS Strategy
MGS HLF Catalyst Umbrella Fund
4. Fundraising is fun!
‘Development’ - does what it says on the tin
The people are interested and interesting
Takes you in directions you might not expect
Keeps you up to date and on your toes
5. Different types of fundraising
SPONSORSHIP
For publicity
For benefits
Profile
Access to audiences
Hospitality
Staff engagement – family workshops etc
For Corporate Social Responsibility (CSR)
6. Different types of fundraising
PHILANTHROPY
TRUSTS & FOUNDATIONS
Different shapes and sizes
Transparent motivations
Require evaluation against application
Are still people
Hints and tips for applications
Read the guidance
Make contact
Follow the rules
Images images images
7. Different types of fundraising
PHILANTHROPY
INDIVIDUALS
Major Gifts
Memberships
Donation boxes
Online giving
Text giving
Crowdsourcing
Gift Aid Visitor
8. Managing your fundraising
Always link your FUNDRAISING STRATEGY with your
CORPORATE PLAN
Use your BOARD
Have a convincing VISION
Invest in RESEARCH
Be realistic with your TARGETS and TIMETABLE
Make the ASK
Manage your gifts – good DATABASE and regular meetings.
Have a STEWARDSHIP plan
TALK to one another
Develop a TOUGH SKIN
9. Managing and looking after your
donors - 7 Stages of fundraising
1.IDENTIFY
7.STEWARD
2.RESEARCH
6.THANK
3.CULTIVATE
5.CLOSE
4.ASK
10. Managing and looking after your
donors - 7 Faces of Philanthropy
Understanding giving motivations
Prince & File – Seven Faces of Philanthropy
The Communitarian
The Devout
The Investor
The Socialite
The Altruist
The Repayer
The Dynast
11. Managing and looking after your
donors – The Donor Pyramid
Legacies
Bequests
Major Gifts
Capital Campaigns
Special Campaigns
Annual Giving
Membership Programmes
Special Events
Annual Campaigns
One-site / First Time Giving
Donation Boxes
Gift Aid Visitors
Volunteers
Online Donations
Telephone Campaign
Visitor Awareness and Quality Experience
12. Managing and looking after your
donors – Final Tips
Donor Recognition
Thanks
Keep in contact
Keep a good database and USE IT
Remember no-one was ever offended by being asked for
their support.
13. FINAL THOUGHTS
What’s specific to Museums &
Galleries?
WHAT DO WE THINK MAKES MUSEUMS & GALLERIES
PARTICULARLY ATTRACTIVE TO FUNDERS?