The document outlines the agenda and objectives of a workshop on festival fundraising and sponsorship held by the British Council in Vietnam in June 2011. Over the course of 10 sessions, participants will learn about developing a fundraising strategy and sponsorship portfolio, identifying potential sponsors, and creating proposals to generate support for the Dong Mo International Arts Festival. By the end of the workshop, participants aim to have created a fundraising plan to present on the last day.

1. William Culver-Dodds
Associate Director

6. British Council Vietnam
Festival Workshop
June 2011
Programme Objectives
• Enhance knowledge, skills and understanding
effectively to prepare and / or oversee the
development of a festival fundraising strategy
• What are the elements that can be part of
sponsorship and fundraising portfolio
• Develop a fundraising and sponsorship plan for the
Vietnam Festival proposal

7. British Council Vietnam
Festival Workshop
June 2011
10 Sessions
1. Sponsorship and Fundraising Planning
2. Why Businesses Sponsor
3. Understanding what Festivals have to Offer
4. Identifying Potential Sponsors
5. Creating the Sponsorship Proposal

8. British Council Vietnam
Festival Workshop
June 2011
10 Sessions
6. The Sales Process
7. Contracting and Servicing the Sponsorship
8. Individual Giving
9. Co-Productions
10. Foundations and International Funders

9. British Council Vietnam
Festival Workshop
June 2011
Sunday Monday Tuesday Wednesday
i) Coproducing
10.00 – 11.15 Introduction Festival Offer Sales Process
ii) International
Break
Identifying Contracts and Group
11.30 – 1.00 Planning
Sponsors Servicing Presentations
Lunch
Why Business Sponsorship Individual Group
2.00 – 3.30
Sponsors Proposals Giving Presentations
Break
DMIAF DMIAF DMIAF
3.45 – 4.45 Plenary
group work group work group work

10. British Council Vietnam
Festival Workshop
June 2011
Activity per Session
• Introduce topic
• Look at festival case studies
• Undertake an activity
• Discuss in groups in relation to DMIAF
• Whole group feedback

11. British Council Vietnam
Festival Workshop
June 2011
Goal for the Week . . .
• Aim is to develop a fundraising plan for Dong Mo
International Arts Festival & present on Friday
• Opportunities for group discussion each session
• 1:1 and /or group discussion end of every day

15. Festivals Portfolio
© Culver-Dodds Cultural Consultancy

16. © Culver-Dodds Cultural Consultancy

18. H20 festival
Bringing Yorkshire’s
landscape to life
© Culver-Dodds Cultural Consultancy

19. Sponsorship Awards
• Brand Sponsorship of the Year
• Cultural Branding Award
• Arts Business and Employees Award
• Community Project of the Year
• Harrogate Business Tourism Award

20. © Culver-Dodds Cultural Consultancy

21. H20 festival
Bringing Yorkshire’s
landscape to life

24. Festivals Portfolio
© Culver-Dodds Cultural Consultancy

26. Festivals Portfolio
© Culver-Dodds Cultural Consultancy

27. Festivals Portfolio
© Culver-Dodds Cultural Consultancy

28. © Culver-Dodds Cultural Consultancy

29. Festivals Portfolio
© Culver-Dodds Cultural Consultancy

30. Festivals Portfolio
© Culver-Dodds Cultural Consultancy

31. Festivals Portfolio
© Culver-Dodds Cultural Consultancy

36. British Council Vietnam
Festival Workshop
June 2011
What is Fundraising?
Fundraising is the process of soliciting and
gathering contributions as money or other
resources, by requesting donations from
individuals, businesses, charitable
foundations, or governmental agencies

37. British Council Vietnam
Festival Workshop
June 2011
What is Sponsorship?
“An investment which yields a commercial
return for the sponsor. The investment can be
made in financial, material, or human terms”
Kim Skildum-Reid

38. British Council Vietnam
Festival Workshop
June 2011
What is Sponsorship?
“A cash and / or in-kind fee paid to a property
(such as a festival) in return for the
exploitable commercial potential associate
with that property”
Prof. Stan Getz

39. British Council Vietnam
Festival Workshop
June 2011

40. British Council Vietnam
Festival Workshop
June 2011
Questions to ask before you begin...
• How much money is needed?
• Is the purpose just to raise money or is it also to
raise awareness?
• What is your supporter base?
• What resources are available to support the
fundraising?
• What is the timescale?

41. British Council Vietnam
Festival Workshop
June 2011
Should your Festival Seek Sponsorship?
• Does your festival have the right benefits that can be
offered?
• Are your major stakeholders likely to approve of
commercial sponsorship?
• Are there companies that are not suitable as sponsors?
• Does the festival have the resources necessary to sell and
operate a sponsorship?

42. British Council Vietnam
Festival Workshop
June 2011
Fundraising Planning Process
After the break . . .
What are the revenue streams that contribute to a
sponsorship and fundraising portfolio?
After lunch . . .
Why do businesses sponsor?

43. British Council Vietnam
Festival Workshop
June 2011
TEA BREAK