Zoe Macalpine is creating a plan for her first six months as the new manager of major gifts at Marie Curie. She will focus on gaining a full understanding of the existing major gifts program, meeting key stakeholders, and establishing a plan to increase income from individual donors, trusts, and special events. Her goals are to build on current successes, prioritize top donors and prospects, identify quick wins as well as long-term opportunities, and ensure consistent communication that demonstrates value to donors.

1. Where next for major gifts at Marie Curie Story so far £1.5m – individuals/ £2.2m – trusts/ £1.3 – special events Huge opportunities with trusts and individuals Packaging up products Something for everyone Restricted vs unrestricted income April 6th 2011 April Zoe Macalpine

2. Increasing income from Trusts Usually restricted Marie Curie research institute Nine hospices Invite funders to visit Regional applications Need thorough research Call where possible before an application April 6th 2011 April Zoe Macalpine

3. Hospices “Hospices being at the hub of communities” Regional approaches Links in Scotland, Wales and NI Building on capital appeals Network mapping April 6th 2011 April Zoe Macalpine

4. Regional fundraising teams “Putting patients and families first” Regional events County patrons Building on what’s there already Room for new donors April 6th 2011 April Zoe Macalpine

5. Increasing income from Individuals 29,000 people helped last year How many families convert to supporters? How many of those potential HNWIs? Screen database Cream of the crop Long game April 6th 2011 April Zoe Macalpine

6. My first six months Gain full understanding of what’s already here Manager’s vision What works well? What doesn’t? Meet direct line reports and other MGMs Gain understanding of top donors/ prospects Establish desk based potential Meet regional teams Meet donors April 6th 2011 April Zoe Macalpine

7. My first six months Meet the Executive committee Meet the Board of Trustees – if appropriate Vice presidents Regional advisory boards Explore networks Build relationship with them Useful for peer to peer/ leverage April 6th 2011 April Zoe Macalpine

8. Elements critical to success Consistent and clear communication “Always demonstrate value for money” Clarity over top donors/ top prospects Mapping out target – known/ unknown Ability to prioritise donors Quick wins Long game Don’t set sights too low Be ambitious.... But realistic April 6th 2011 April Zoe Macalpine