Sentor Solutions Ltd is a financial services provider based in London, UK, which specialises in corporate finance and trustee services.

1. Seminar by Sentor Solutions 2016: Corporate Finance and
Trustee Services
SEMINAR: FUNDRAISING FOR TRUSTEES AND THE
PUBLIC SECTOR

2. Why is fundraising so important?
• A successful fundraising programme can change a charity’s future.
• It can secure the resources that your charity needs to deliver its mission and
increase its impact, while establishing long-term supporter relationships.
• Ultimately, it can enable a sustainable future for your organisation, its services
and beneficiaries.
Seminar by Sentor Solutions 2016: Corporate Finance and
Trustee Services

3. "Getting fundraising right is vital to the
reputation of your charity. It’s one of the key
drivers of public trust and confidence in
charities."
Sarah Atkinson, Director of Policy and Communications – Charity Commission
Seminar by Sentor Solutions 2016: Corporate Finance and
Trustee Services

4. What do you need to do?
Every charity and trustee’s role is different, but all trustees will need to take an
active interest in their charity’s fundraising programme, which includes:
• Agreeing a sustainable fundraising strategy, considering both opportunities and
risks
• Ensuring the charity complies with best practice, always treating supporters fairly
and with respect
• Setting clear policies defining the organisation's approach to sensitive issues
• Instilling an open and accountable approach, handling any complaints
appropriately Seminar by Sentor Solutions 2016: Corporate Finance and
Trustee Services

5. What do you need to know about
fundraising?
While you may not need to be a fundraising expert, you do need to know that it is
being done properly and that means legally, responsibly and ethically.
• Will your fundraising strategy secure a sustainable future and enable the
organisation to achieve its objectives?
• Are your fundraising activities in keeping with the purpose, values and culture of
the charity?
• What are the opportunities and risks?
• What does this mean for you?
Seminar by Sentor Solutions 2016: Corporate Finance and
Trustee Services

6. What it means to fundraise legally
Check that your charity complies with fundraising regulations, including:
• Self-regulation of fundraising – charities registered in England and Wales are
required to maintain best practice. Register your charity with the Fundraising
Regulator.
• Statutory laws enforced by the Charity Commission in England and Wales,
Charity Commission Northern Ireland and Scottish Charities Regulator.
• Non-sector legislation – e.g. data protection regulations (Information
Commissioner’s Office) and lotteries (Gambling Commission).
Seminar by Sentor Solutions 2016: Corporate Finance and
Trustee Services

7. What it means to fundraise responsibly
There may be an urgent need for funds, but never lose sight of the need for a
responsible, ethical approach.
• Look at your fundraising activities from your supporters’ perspective – how will it
make them feel, how are they likely to react?
• Treat all supporters fairly and with respect.
• Ensure that your fundraisers act appropriately when dealing with potentially
vulnerable people.
• Review and adapt – consider changes to the broader social / economic / political
landscape, as well as fundraising regulations and updates to best practice,
reflecting this in your ongoing fundraising planning.
Seminar by Sentor Solutions 2016: Corporate Finance and
Trustee Services

8. What it means to fundraise ethically
Make sure you follow best practice, always being legal, open, honest and
respectful. Take care to:
• Avoid conflicts of interest with regard to acceptance/refusal of donations
• Ensure that all charity funds are used appropriately
• Always be clear about fundraising costs
• Treat donor data responsibly
• Have an agreement for all working with third parties
• Include relevant information about fundraising in your annual return
Seminar by Sentor Solutions 2016: Corporate Finance and
Trustee Services

9. How to plan for a sustainable future
• Make sure you have a long-term, clear and realistic fundraising strategy
• Know who manages and delivers your fundraising; staff, volunteers or third parties
• Monitor your fundraising activity, identifying what has worked and what hasn't
• Regularly review and assess risks, setting policies for any potentially difficult or
sensitive situations (eg acceptance / refusal of donations, protecting the vulnerable)
• Invest in fundraising, ensuring your fundraisers have the right level of resources and
training
Seminar by Sentor Solutions 2016: Corporate Finance and
Trustee Services

10. "A trustee should champion fundraising
across the organisation, enabling all staff to
have the confidence and knowledge to inspire
potential donors."
Rob Cope – Trustee, Relief International
Seminar by Sentor Solutions 2016: Corporate Finance and
Trustee Services

11. Is your fundraising strategy sustainable?
Consider the following questions:
• What resources do we need to meet these plans?
• What methods / campaigns do we rely on – is the mix appropriate?
• What activities have been most successful / what are we most dependent on?
• How much is restricted income and how much is unrestricted?
• Do our fundraising and finance strategies line up?
• Is the cost to income ratio acceptable?
• Will these activities enable us to meet our fundraising goals – short or long term?
Seminar by Sentor Solutions 2016: Corporate Finance and
Trustee Services

12. Make sure your fundraising approach fits
With the ability to see the bigger picture, you are best placed to ensure that the
fundraising approach is in keeping with the purpose, values and culture of the charity.
• Look at the rules set out in the charity’s governing document and make sure you
stay true to your charity’s objectives.
• Ask yourself if the fundraising approach and methods used reflect the values of the
charity
• Ensure that fundraising activities are in keeping with the organisational culture and,
vice versa, that the culture is one that recognises and champions good fundraising
Seminar by Sentor Solutions 2016: Corporate Finance and
Trustee Services

13. Weighing up the opportunities and risks
• Encourage your fundraisers to be innovative but not reckless – they should always
consider the risks (both financial and reputational)
• If you have any high cost fundraising activities, know why this is and what is the
likely return
• Have a clear complaints policy, with oversight of any areas of common concerns
• Don’t spread yourself too thin – where possible, have a diversified range of
fundraising activities
• When making difficult decisions, ensure that the decision you have reached is
something that you, your board colleagues, staff and volunteers would be willing to
stand up for.
Seminar by Sentor Solutions 2016: Corporate Finance and
Trustee Services

14. Help your charity achieve its fundraising potential
• Make sure that fundraising is an organisational priority, tabled at every board
meeting
• Promote a culture where everyone understands the importance and impact of
good fundraising
• Contribute objectively to fundraising plans, strategy and risk management
• Support fundraising staff, volunteers and others in their role, ensuring they are
sufficiently resourced
• Offer your professional skill, expertise and contacts to guide approaches to new
markets, talking to your own contacts and networks about the charity's work,
sharing your enthusiasm Seminar by Sentor Solutions 2016: Corporate Finance and
Trustee Services

15. Our 5 Golden Rules
• Everything begins with a strategy - have a clear fundraising strategy and ensure it
is integrated into your overall strategic planning
• Think long term - ensure sustainable planning is at the heart of your fundraising
• Do the right thing - always consider the legal and ethical implications of your
fundraising
• Don’t put all your eggs in one basket - where possible, diversify your fundraising
strategy
• Play your part - what can you do to ensure that your organisation’s fundraising
achieves its potential?
Seminar by Sentor Solutions 2016: Corporate Finance and
Trustee Services