Corporate Fundraising Skills
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- Colin Peter Norton
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1 Corporate Fundraising Skills
2 Programme 2:00 Welcome by IoF Corporate Special Interest Group 2:05 Understand your offering/ Corporate Fundraising mechanisms 2.15 Prospect research to suit every budget 2.45 Pitching to corporates finding a common language 3:15 Break 3:30 Account Management 4:00 Surgery Session 4:45 Building a peer advice network 5:00 Close
3 Welcome Housekeeping facilities, phones, fire exit Don t forget to: 1. Sign up to the webgroup 2. Access the slides from today s presentations (& previous events): 3. Get discounted IOF membership by using the Corporate Fundraising code - CORFUN/GROUP 4. Introduce yourself to Lee Grant, Head of Membership Communities, IoF 5. Make as many new contacts as possible via our Events 6. Tweet today - #iofcorp
4 Understand your offering Speaker: Anna Betts, Teenage Cancer Trust What kind of organisation are you? What kind of capacity do you have? What can you offer to a company (that no one else can?)
5 Mechanisms Donations Charity of the Year / staff fundraising / employee fundraising Sponsorship Employee engagement volunteering / team building Corporate hospitality Strategic partnership Cause marketing / Cause related marketing (CRM) / commercial participator agreements Gift in Kind products or services, pro bono Consultancy offered by charity Payroll giving Issue led campaigns
6 Prospect Research to suit every budget Speaker: Jeremy Gould, Corporate Fundraising Officer, FSID Background / Principles Definition: the gathering and analysis of information from a wide variety of sources, both publicly available and those unique to your organisation (such as your supporter database). (IoF website) Challenges: Prospect research is time-consuming and complex, as each piece of research needs to be tailored to the individual prospect being researched and relevant to the requirements of your organisation, but it is a proven cost-effective way of raising significant funds. (IoF website) Before you start: Ethical policy do you have one? Background reading:the Prospect Research Toolkit -
7 Free resources! Prospect Research to suit every budget Internet (Changing Business Guide) News: Twitter, Google/Yahoo news alerts, bulletins from PR Week, Marketing Week, Brand Republic etc Westminster library free to join for anyone in UK, access their databases Your organisational contacts / networks / database LinkedIn (Basic Account)
8 Prospect Research to suit every budget Cheap resources! Companies House: WebCheck (pay as you go, 1 per document), subscription service ( 4 per month) DSC Guide to UK Company Giving 2011/12 ( 75 - book) LinkedIn (Business Account) (from monthly)
9 Prospect Research to suit every budget More expensive resources! Marketing Managers Yearbook (219+VAT), access online & print Companygiving.org.uk (from 260+VAT for 1 user licence) Mint UK Lexus Nexis ( normally shared with Media and Major Donor teams) Dedicated in-house researchers or research agencies
10 Prospect Research to suit every budget Q&A: Challenges? Budget Time
11 Pitching to corporates finding a common language Speakers: Steve Wickham, Director, The Giving Department, Nick Daniel, Senior Planner, CST The Gate,
12 Tea and Coffee Break Take some time to meet your fellow corporate fundraisers and enjoy and nice cup of tea!
13 Account Management Speakers Nicola O'Donnell, Senior Corporate Fundraising Manager, Rainbow Trust Children's Charity Katie Heyward, Trust and Corporate Fundraising Manager, Friends of the Elderly
14 Surgery session Your host: Lucy Gower, Lucy Innovation 3 Themes: Research / Pitching / Account Management 10 mins Build on the main challenges already identified - what are the main challenges for those in each group? 20 mins Discussion & suggestions for how to solve (experts to facilitate, Iof Corp SIG Committee members to scribe) 15 mins Report back top 3 challenges & solutions from each group s facilitator / Committee member 15 mins Building a peer advice network (Lucy Gower)
15 Thank you for attending Before you leave please remember : To fill in your feedback forms You can get discounted IOF membership if you have attended this event To sign up to The presentations will be available on the IOF website and we will you to let you know when they are there
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