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Plotting your path to success in fundraising


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Presentation by TPP Not for Profit at The Institute of Fundraising London Region Conference 2012

Published in: Career
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Plotting your path to success in fundraising

  1. 1. Plotting your path to successWhat you really need to make your fundraising career shine
  2. 2. Who are we?• TPP Not for Profit, the charity recruitment specialist• Rob Hayter, Associate Director• Graham Drew, Consultant• Alice Preston, Senior Consultant
  3. 3. Why are we different?• 16+ years experience with large variety of clients• All of our consultants are sector specialists• Large network of potential candidates• Shared values with the third sector• Cover all types of charity role• Cover all levels of staff• Cover permanent, contract & temporary
  4. 4. Supporting the sector• Free professional development seminars• Free advertising for volunteer roles• Free venue hire including interviewing and boardroom space• Free salary surveys
  5. 5. Plotting your path to success
  6. 6. How are you perceived?• Individual Giving Fundraisers• Corporate, Major Donor, Trust Fundraisers• Community & Events Fundraisers
  7. 7. Where do you want to go?• Fundraising Manager• Team Lead / Head of• Director of Fundraising (possibly combined role)• Consultant• CEO? (only 13% come from fundraising)
  8. 8. What type of organisation?• The cause – are you going to be a good fundraiser or a great fundraiser?• Different types of organisation rely on different forms of funding• Make sure your experience matches up “work out early on which organisations you’d be happy making a donation to – you’re much better off working for one of those than for any others”
  9. 9. Large or small?• Do you join a smaller organisation in order to experience multiple income streams, or a large organisation to follow internal career advancement?• Need to plan, but mission most important• Good to have mix of experience of different sized organisations & different roles
  10. 10. Breaking the bottleneck• Need to be specialist to progress initially – but how do you then get broader knowledge?• Think strategically – broaden income streams if you need to – budgeting experience – line management experience – responsibility for income (including reporting figures to the SMT) – strategic planning for fundraising experience
  11. 11. How did they do it?“took on acting roles “internal shadowing of differentinternally when there disciplines, external buddying withwas a gap and took on specialists in other income streams,special projects” internal and external mentors” “networking, reading and “moved from Lead at a going on courses” large charity to Director at a medium-sized one” “built and managed new income streams” “involved myself in relevant projects”“working on cross-fundraisingprojects”
  12. 12. Broadening experience• Start of your career is time to move around – try new things• Can be easier to change roles within current org, rather than apply elsewhere• Take on tasks no-one else wants – good opportunity to show problem solving
  13. 13. Broadening experience• Go beyond your job description – demonstrates commitment to managers and possibility for internal promotion, or useful for broadening experience to go elsewhere• Make your own opportunities, e.g. when someone leaves, good chance to take on their responsibilities, e.g. in Marketing or Communications
  14. 14. Broadening experience• Take on challenging roles rather than going for the “easy sell” option• Volunteer with other organisations to do different roles
  15. 15. Networking• Network like mad• Find out what your peers are doing/thinking• Follow leaders on Twitter and blogs• Join LinkedIn groups• IoF special interest groups• Presenting & speaking• Have elevator pitch prepared
  16. 16. Mentoring• Third sector is keen on sharing knowledge – take advantage• Coaching & mentoring• Experienced fundraisers generally flattered if asked to help you• Find more than one and prepare before sessions• Shadowing / buddying
  17. 17. Volunteering• Take on trustee roles at other orgs – broadens your view• Experience outside of workplace extremely valuable• Knowledge of governance• Every board wants a fundraising trustee
  18. 18. Training• Research training, qualifications and association membership• Not just for your direct area• Qualifications demonstrate commitment “I think the Institute of Fundraising is an essential organisation and take notice of this when looking at candidates and even more so the Certificate in FR – not so much the qualification itself, but what is says about the attitude of the person who has got it”
  19. 19. TPP CPD Voucher• £100 to spend with IoF when placed by TPP
  20. 20. Line management experience• Volunteers• Interns• Group assistants• Take responsibility for training new hires• Cover for colleagues / manager• Take responsibility for team & budget
  21. 21. Line management skills• Need practical skills and experience to undertake recruitment, training and appraisals• Managing staff targets• Motivating staff to meet targets• Forecasting and reforecasting• Taking responsibility for team success (and failure)
  22. 22. Soft skills• Be aware of your weaknesses and work on them!• These are hard to learn and need lots of practice – get a mentor
  23. 23. Love your numbers• Work on getting strong grasp of numbers and budgets, even if it’s not your responsibility yet• Relate everything back to ROI• Look at the bigger picture – Where does the money go? – How are beneficiaries benefiting? – What is the Impact?
  24. 24. Keep up to date• Fundraising techniques are constantly changing• Need to know how new technology integrates with old techniques• Don’t need to know exactly how to do things – your staff will do that – you need to take on board the big picture and ideas at senior level
  25. 25. Stay in your job• Don’t change jobs too much – need 3-4 years at most jobs• Employers look for loyalty• Need to have experience of managing campaigns from start to finish• Need to show results from your work• Others will take credit for your achievements
  26. 26. When you do move…• Look for a challenge• Much more impressive to start from scratch than to build on success of others• Don’t concentrate solely on the salary
  27. 27. CV Advice• Focus on accomplishments, not duties – “directed operations on x programme” – “supervised x volunteers” – “implemented x policy” – “facilitated launch or expansion of x” – “reorganised x procedure”• Quantify your achievements
  28. 28. CV Advice• Show leadership, even if “from within the team”• Make connections between education/training and achievements• Show how you’ve solved problems• Create online portfolio – examples of all work you’ve been responsible for (plus from volunteering)
  29. 29. Grasp opportunities• Keep CV and LinkedIn profile up to date – be ready to move quickly• Make your own opportunities – ask• Senior posts – more likely to be headhunted. Need to be self-aware and always have ‘game face’ on
  30. 30. Any questions?