Slides used by Peter Lewis, CE at Institute of fundraising, at the Big Local ‘levering in funding' event, organised as part of the Local Trust programme of networking and learning events for Big Local residents. The event took place on Tuesday 10 October 2017.

1. Excellent fundraising for a better world
Introduction to Fundraising

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NCVO (2014)

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Source: https://data.ncvo.org.uk/a/almanac16/finance-overview/

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0
5
10
15
20
25
Sources of voluntary income, 2000-1 to 2014-15 (£bn
2014-15 prices)
Individual Government National Lottery
Voluntary sector Private sector Investment

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% of total donation amount received by each cause 2016

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Code of Fundraising Practice
What does it do?
 Provides a guide to the law and best practice in
relation to fundraising activity throughout the
United Kingdom
 Covers a wide range of activities
 Gives current guidance and thinking; the Code is
reviewed and updated whenever a need is
identified.

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Respectful
Open
Honest
Accountable to the
Public
Ensure that fundraising is:

10. Code of Fundraising Practice:
Cash Handling
20.2 a) Cash MUST be collected,
counted and recorded by two
unrelated individuals, wherever
possible. (Collection boxes MUST*
only be examined and opened by
the promoter of the collection (eg.
a charity’s fundraising manager)
and one other responsible person
or by an official of a bank).
b) Unsecured cash MUST never be
left unattended or in an
unattended environment.

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IoF’s Five Golden Rules
1. Everything begins with a vision & a strategy -
have a clear fundraising strategy to support it
2. Think long term - ensure sustainable planning is
at the heart of your fundraising
3. Do the right thing - always consider the legal and
ethical implications of your fundraising
4. Don’t put all your eggs in one basket - where
possible, diversify your fundraising strategy
5. Play your part - what can you do to ensure that
your organisation’s fundraising achieves
its potential

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Who are the stakeholders in
your fundraising?
Your
fundraising
Donors
Local
community
Press
Beneficiaries
Suppliers
Trustees

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Case for Support
A clear, compelling and concise
argument which convinces potential
donors of your vision for the future.

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‘What you ACHIEVE (by doing it) can
motivate even the stoniest of hearts!
In the Nonprofit World…
What you DO is of no interest to
anyone…except you!

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Sources
 Grant-making Trusts and Foundations
 Corporate Sector
 Individuals
 Groups eg Churches, Mosques, WI,
Rotary
 Trading e.g. shops, merchandise
 Public Sector

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Individuals,
19.4
Government,
15
Voluntary
sector, 3.8
Investments, 3
Private sector,
2.1
National
Lottery, 0.5
Sector income
NCVO 2016

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Grant-making Trusts & Foundations
Mainly registered charities, set up by:
• Individuals or Families, during their
lifetime or after their death
• Companies - Santander Bank Foundation;
Vodafone Foundation
• Groups – The Honourable Company of Air
Pilots; Rotary International; WWF; Save
the Children

18. Top Foundations 2016
GIVING TRENDS:TOP 300 FOUNDATION GRANT-MAKERS 2016 REPORT
www.acf.org.uk/policy-practice/research-publications/giving-trends-top-300-foundation-grant-makers-2015-report
Grants Assets
1. Wellcome Trust £673.0 £17,125
2. Leverhulme Trust £81.4 £2,144
3. Children’s Investment Fund £80.8 £2,622
4. Comic Relief £78.6 £113
5. Garfield Weston Found £57.8 £10,852
6. Monument Trust £47.6 £102
7. BBC Children in Need £38.7 £51
8. Esmee Fairbairn £35.9 £837
9. Wolfson Foundation £30.9 £729

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Corporate Sector
Marketing relatedEmployee related

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Top 10 Mass Participation Events 2016
1. Cancer Research UK, Race for Life = £48M
2. Macmillan’s Coffee Morning = £29.5M
3. Walk the Walk, Moonwalk = £8M
4. Macmillan, Brave the Shave = £7.2M
5. Alzheimer’s Society, Memory Walk - £6.6M
6. The Movember Foundation = £5M
7. Cancer Research UK, Shine - £4.5M
8. Macmillan, Go Sober October = £4.2M
9. Save the Children, Xmas Jumper Day= £4M
10.Cancer Research UK, Dryathlon = £2.8M
Source: Third Force News, 10 August 2017
http://thirdforcenews.org.uk/lists/the-UKs-25-biggest-fundraising-events

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The Sunday Times Giving List 2017
Source: Sunday Times Giving List 2017
Wealth £M Donated to
Charity £M
1. Jamie Cooper 337 204.9
2. Lord Sainsbury 560 196.3
3. Sir Clive Cowdery 147 44.7
4. Steve Morgan 831 229.8
5. Dame Janet de Botton 200 50.4
6. Sir Chris Hohn 820 204.9
7. Lord Verjee 165 33.9
8. Jeremy Coller 250 42.8

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Legacies
£2 billion every year to
charitable causes
Charitable legacies are free of
inheritance tax

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Maximise Gift Aid
Gifts of money from Individuals who are tax-payers:
 Auctions
 Donated goods
 Sponsored events
 Collecting boxes
 Volunteer expenses
 Gift Aid Small Donations Scheme

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Income per £1 invested

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Timescale v Income Potential
NFP Synergy
https://nfpsynergy.net/state-sector-2011

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Building the Relationship
• Be prompt
• Be personal
• Use handwritten notes
• Be responsible
• Be specific
• Be appropriate
• Be accurate

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Remember….

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Social Media
@ioftweets
/Institute of Fundraising
Institute of Fundraising
Blog: http://www.institute-of-fundraising.org.uk/blog

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Contact Us
Institute of Fundraising
Tel: 020 7840 1000
Website: www.institute-of-fundraising.org.uk
E-mail: info@institute-of-fundraising.org.uk
Registered Charity No: 1079573 in England & Wales, SC038971 in Scotland
VAT Registration No: 547 8930 96

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Classic Example of using the
Four Pillars to Create a Powerful
Case Statement
Vision
Enemy
Hero
Recipient
RNLI

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VISION ENEMY HERO RECIPIENT
RNLI

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RNLI
VISION ENEMY HERO RECIPIENT
No deaths at
sea

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RNLI
VISION ENEMY HERO RECIPIENT
No deaths at
sea
The cruel sea

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RNLI
VISION ENEMY HERO RECIPIENT
No deaths at
sea
The cruel sea That tough
bearded
volunteer
crewman

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RNLI
VISION ENEMY HERO RECIPIENT
No deaths at
sea
The cruel sea That tough
bearded
volunteer
crewman
Day Sailor
who was
unprepared

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Vision
Hero
Enemy

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Bath Abbey
VISION ENEMY HERO RECIPIENT
A welcome
and
hospitality for
anyone who
visits
The floor is
collapsing and
the very fabric
of the building
is at risk
Congregation,
local
community
and lovers of
English
heritage
Residents of
Bath and
visitors from
around the
world

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Portsmouth Historic
Dockyard – Boathouse 4
Boatbuilding and Heritage
Skills Training Centre
VISION ENEMY HERO RECIPIENT
Protect and
develop the
traditional craft
of wooden
boatbuilding
Lack of skilled
craftsmen and
the damage
done to historic
ships such as
HMS Victory
Boathouse 4
Heritage Skills
and
Boatbuilding
Training Centre
Our rich
maritime
heritage;
wooden ships
of all kinds,
such as HMS
Victory and the
long term
unemployed