ShoNet's fundraising presentation at LCRN June 2013
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To help you raise those vital funds to keep your organisation afloat and to find resources for those all important projects, LCRN has partnered with IT company Shonet to provide this free workshop with many handy tips on fundraising. The training session will focus on: • How to get the best out the free salesforce database. • Sharing our experience in fundraising for clients and the best ways to manage and track relationships and contacts. • How to research the best information to write a winning bid. Here is a detailed programme of what was covered.
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ShoNet's fundraising presentation at LCRN June 2013
- 1. Fundraising Training Event (Three key areas: Teaching, Exercises and System Building) Clyde Williams – ShoNet Systems 11th June 2013
- 2. The PLATFORM Nurturing the entrepreneurial spirit 2Ⓒ Clyde Williams, Sho-net Systems Agenda 9.30 – 11.00 Five key areas fundraisers need to focus on to minimise efforts wasted on “Un-winnable” bids 11:00 – 11:15 Tea/Coffee 11:15 – 11:30 Building blocks for a solid marketing effort; Customer – Sona Mahtani, Selby Centre 11:30 – 12:30 Managing relationships the key to fundraising success 14/06/13
- 3. The PLATFORM Nurturing the entrepreneurial spirit 3Ⓒ Clyde Williams, Sho-net Systems Fundraisers can improve if They reduce time wasted on unwinnable bids They are able to get access to the right people They recognise that the top person is not always the right person 14/06/13
- 4. The PLATFORM Nurturing the entrepreneurial spirit 4Ⓒ Clyde Williams, Sho-net Systems 1st Idea – Avoid unwinnable bids Top performers • Weed out unwinnable opportunities • Focus resources on those they can win • Have an agreed means of making these decisions 14/06/13
- 5. The PLATFORM Nurturing the entrepreneurial spirit 5Ⓒ Clyde Williams, Sho-net Systems A typical fundraising scenario What are the facts you need to uncover before you invest your precious energy in chasing this opportunity? 14/06/13
- 6. The PLATFORM Nurturing the entrepreneurial spirit 6Ⓒ Clyde Williams, Sho-net Systems What about asking … Is it worth winning? • What’s the degree of RISK? • Is this of strategic value? • Is it profitable? 14/06/13
- 7. The PLATFORM Nurturing the entrepreneurial spirit 7Ⓒ Clyde Williams, Sho-net Systems Let’s build our system To the Donation Object add • Opportunity Assessment section • Add key fields 14/06/13
- 8. The PLATFORM Nurturing the entrepreneurial spirit 8Ⓒ Clyde Williams, Sho-net Systems 2nd Idea – Fundraising from High Net Worth Individuals 1- Identify 2- Research 3- Plan 4- Involve 5- Ask 6- Close 7- Thank 8- Steward 14/06/13
- 9. The PLATFORM Nurturing the entrepreneurial spirit 9Ⓒ Clyde Williams, Sho-net Systems Let’s build our system To the Contact Object add • Status, with these 8 values 14/06/13
- 10. The PLATFORM Nurturing the entrepreneurial spirit 10Ⓒ Clyde Williams, Sho-net Systems 14/06/13 3rd Idea – Timing of the ask There is a time and place for everything A common mistake is to ask too early
- 11. The PLATFORM Nurturing the entrepreneurial spirit 11Ⓒ Clyde Williams, Sho-net Systems 14/06/13 4th Idea – Pipeline management “The most useful report”- quote from a extremely successful fundraiser Report building demonstration A very powerful coaching tool
- 12. The PLATFORM Nurturing the entrepreneurial spirit 12Ⓒ Clyde Williams, Sho-net Systems 14/06/13 5th Idea – Major difference between … “Action” and “Interaction”- quote from a extremely successful fundraiser
- 13. The PLATFORM Nurturing the entrepreneurial spirit 13Ⓒ Clyde Williams, Sho-net Systems 14/06/13 Managing relationships, the key to fundraising success How well do you know the key people in donor organisations? What information do you collect on the key people?
- 14. The PLATFORM Nurturing the entrepreneurial spirit 14Ⓒ Clyde Williams, Sho-net Systems 14/06/13 What you need to know about key players …
- 15. The PLATFORM Nurturing the entrepreneurial spirit 15Ⓒ Clyde Williams, Sho-net Systems 14/06/13 Organisation chart – the official position
- 16. The PLATFORM Nurturing the entrepreneurial spirit 16Ⓒ Clyde Williams, Sho-net Systems 14/06/13 But who really makes the decision?
- 17. The PLATFORM Nurturing the entrepreneurial spirit 17Ⓒ Clyde Williams, Sho-net Systems Visualise Relationships We all know that relationships are key to fundraising success How about building pictures of your key supporters personal networks 14/06/13
- 18. The PLATFORM Nurturing the entrepreneurial spirit 18Ⓒ Clyde Williams, Sho-net Systems 14/06/13 Ultimately success depends on … Helping donors achieve their goals Courage and a clear view of the value you bring to a traditional powerful/powerless relationship Your ability to clearly communicate your value proposition to the right people
- 19. The PLATFORM Nurturing the entrepreneurial spirit 19Ⓒ Clyde Williams, Sho-net Systems 14/06/13 My guiding principles You are more likely to get big money from funders who have supported you before Sustainable fundraising is about funders committing to your mission as well as your programs These ideas cannot be implemented without effort
- 20. The PLATFORM Nurturing the entrepreneurial spirit 20Ⓒ Clyde Williams, Sho-net Systems 14/06/13
Editor's Notes
- Introduction I was at Lords on 18 th May 2001 with my good friend Andrew Browne, for the 1 st day of the test match between England and Pakistan. It was a wash out, but it provided lots of opportunity to chat. Andrew said “relationships matter more to senior people”.
- Introduction I was at Lords on 18 th May 2001 with my good friend Andrew Browne, for the 1 st day of the test match between England and Pakistan. It was a wash out, but it provided lots of opportunity to chat. Andrew said “relationships matter more to senior people”.
- Introduction I was at Lords on 18 th May 2001 with my good friend Andrew Browne, for the 1 st day of the test match between England and Pakistan. It was a wash out, but it provided lots of opportunity to chat. Andrew said “relationships matter more to senior people”.
- Introduction I was at Lords on 18 th May 2001 with my good friend Andrew Browne, for the 1 st day of the test match between England and Pakistan. It was a wash out, but it provided lots of opportunity to chat. Andrew said “relationships matter more to senior people”.
- Introduction I was at Lords on 18 th May 2001 with my good friend Andrew Browne, for the 1 st day of the test match between England and Pakistan. It was a wash out, but it provided lots of opportunity to chat. Andrew said “relationships matter more to senior people”.
- The people with the most influence on decisions are not necessarily the ones with the highest rank. They could be the ones with subject matter expertise, or others on the committee not wanting to go against a strongly held positive or negative view – Atul Patel. What are your chances of winning? Point out the CEO’s information and your ability to use your experience to question the accuracy of the information and to make a plan of action Beware of titles; important sounding titles does not always equate to power and influence Influence does not run along official organisational lines Influence = Achievement + Recognition Global Sales School: “Companies compete but it is People who win” A recent personal example of a public appointment A chair of a public body was seeking suitable candidates for a non-executive position and was disappointed at results of a recent advert She needed suitable candidates preferable from ethnic minority communities She used her personal network to identify me She visited me at my office for an informal chat Later we had lunch to explore me interests and availability She informed me when the new adverts went out in the Sunday Times At the interview with a panel of 3, it was mentioned that the adverts attracted a strong field of candidates She walked me to the door and said “I think everything is going to be alright”