The National Arts Fundraising School 2010

www.nationalartsfundraisingschool.com

The National Arts Fundraising

18-23 April7-12 November

2010


School New sessions: major donors, capital campaigns and new media

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1 School

3 Tutors

6 days

10 topics

21 years

1,050 fundraisers

£100M raised so far

1. Enjoyable, memorable – intensive – learning: every session is carefully designed to stay with you long after the School. We use a mixture of expert presentations, group exercises and activities, coaching, case studies, online research opportunities and time to read and reflect. The range of approaches guarantees you learn and retain a huge amount in a relatively short period of time.

2. The best people: the School is delivered by Bernard Ross, Julia Bellingham and Alex Jelly – top fundraising consultants with over 50 years experience between them, including UK and international arts fundraising. We have had guest speakers from funding organisations such as the John Ellerman Foundation, the Paul Hamlyn Foundation and service providers such as UK Fundraising. And last, but by no means least, there is you and your fellow participants – each with your own knowledge and experience to share and learn from.

3. Putting theory into practice: the School isn’t just about abstract fundraising concepts – it’s deeply practical. The models and theories we use give you the tools to establish which are relevant to your organisation and how you might best use them to overcome challenges and build on your opportunities. Building your strategy and portfolio as you go along, you leave the School with a well-developed action plan to put into place on your return to work.

4. The best resources: a key learning element of the School is a comprehensive 350-page workbook, covering both the programme content and additional information that will help you to consolidate your learning in the weeks and months to come. During the School you have access to our extensive fundraising reference library – including databases of major fundgivers and key fundraising texts from the UK, USA and Europe.

5. Money-back guarantee: we’re so confident that what you learn will bring tangible results, that we offer you a unique money-back guarantee. If you don’t raise a sum equal to the course fee within 12 months of completing the programme, we’ll refund the fee in its entirety.

5 things you won’t get anywhere else...

The key thing for me was finding out about the different sources of funding out there, and thinking about how to tap into them. After the School I successfully secured £10,000 for the Palace from a single source.

Sally Wilson, former Development Co-ordinator, Watford Palace Theatre


Following The National Arts Fundraising School I immediately started applying the learning and things have been going brilliantly! In addition to performing in our sell-out Edinburgh festival show, I have secured £12,000 in additional statutory fundraising. Another exciting update is that we are attracting record levels of interest in our website – the School’s language tips are paying dividends!

Matt Foster, Director of Development, David Hughes Dance

What’s yourfundraising potential?

The National Arts Fundraising School is the UK’s only residential fundraising training programme designed exclusively for the arts and cultural sector. Since the first school in 1988, over 700 museums and galleries, theatres, festivals, dance companies, and many more artforms have benefited from the School. We keep in touch with our alumni and regularly hear about their fundraising successes. So far, the learning they gained has helped them raise over £100M.

Over six intensive, challenging days you will increase your knowledge of different funding sources, including major donors, trusts and foundations, individual giving, sponsorship and legacies. Whether you’re experienced, or new to fundraising, you’ll get new ideas for familiar approaches and tap into fundraising sources you’d have never considered before.

You’ll also develop skills in communication, presentation, and in building a rigorous, resilient fundraising strategy.

The week will be demanding, invigorating, and fun!

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Check out our latest video of NAFS participants talking about the programme, at www.nationalartsfundraisingschool.com

The National Arts Fundraising School is run by The Management Centre (=mc) – the UK’s leading consultancy working to transform the performance of not-for-profit organisations worldwide. The school is run in association with its sister company Second Wave Consulting (2WC).

Bernard Ross is a Director of =mc and of the National Arts Fundraising School. For over 20 years, he has acted as a fundraising consultant to a wide range of bodies in the arts and cultural world, including the UK Film Council, Scottish Opera, and the Photographer’s Gallery. He is co-author of The

Influential Fundraiser – listed as one of the top five non-profit books for 2009 by the New York Times Online.

As a Director of =mc, Bernard regularly consults for not-for-profits around the world. He has worked on fundraising projects for leading organisations such as Greenpeace, UNICEF, NSPCC, Cancer Research UK and Sightsavers International.

Alex Jelly is a Fundraising Consultant with =mc. She has extensive experience managing major capital and endowment campaigns, including a £20M campaign for the RSA. She has also spent time serving as a trustee and works with boards to enhance the fundraising potential of their organisations.

As a Fundraising Consultant with =mc, Alex specialises in strategic, corporate, trust, community and major donor fundraising. She is currently working on strategic fundraising reviews for the Mental Health Foundation and Arthritis Research Campaign, and recently delivered fundraising training for MLA South East.

Julia Bellingham is a Senior Learning and Development Consultant at =mc and Deputy Director of The National Arts Fundraising School. She originally comes from a commercial background and was then Deputy Director for Fundraising at one of the UK’s largest children’s charities,

Action for Children (formerly NCH). She brings a wealth of knowledge and experience in fundraising and specialises in foundations, sponsorship and communications skills.

As a Senior Learning and Development Consultant with =mc, Julia coaches fundraisers in presentation, communication and influencing skills, and designs and delivers fundraising training programmes. Recent customers include The British Council, Arts and Business, and MLA South West.

Leading expertise

It was a wonderful week of inspiration and learning. Within a week of the course, I redrafted four sponsorship proposals – and shortly after that we secured the biggest title sponsorship that Cambridge Folk Festival has ever received. It has given me all of the tools and confidence I need to approach my fundraising.

Elaine Midgley, Arts Development Manager, Cambridge City Council

Is it for me? If you’re just starting out in fundraising, the National Arts Fundraising School will kick-start your career with a thorough grounding in all the key areas. And if you’ve got years of experience behind you, the School will refresh and renew your existing approaches – and give you the confidence to expand your portfolio. Whatever your job title, if you have responsibility for fundraising, you’ll find the programme content inspiring and engaging, and the networking opportunities invaluable.

Our pre-course questionnaire ensures that the content and pace of the course is pitched at the right level.

Who attends the School? Your experience of the School will be significantly enriched by meeting and working with participants from organisations different to yours, whether it’s an arts centre, an orchestra, a gallery or an opera company. You’ll be among:

• marketingmanagers • localauthorityartsofficers • developmentofficers • communicationsdirectors • chiefexecutives • sponsorshipmanagers • artisticdirectors • festivalorganisers

Outstanding company

As someone who has been fundraising for a number of years, I must admit I was a little sceptical about attending a six-day School, but I was proved wrong very quickly. By the end of the first afternoon I knew I was in for an informative week that would challenge the way I fundraise. It was so much more than other fundraising courses I have attended over the years and I would recommend it to all other arts fundraisers.Emma Goad, Head of Development, Sherman Cymru

Over 800 organisations have already benefited from the school. They include:

Aldeburgh MusicArts Council EnglandArts and MindsBattersea Arts CentreBelfast City CouncilBritish CouncilChichester Festival TheatreCity of London SinfoniaDerby PlayhouseEdinburgh Festival Fringe SocietyHallé OrchestraImperial War MuseumJersey Arts CentreKneehigh TheatreLyric Theatre HammersmithLeeds Museums and GalleriesManchester Art GalleryNational GalleryPoetry SocietyRoyal Academy of DanceRoyal Liverpool PhilharmonicScottish BalletScottish OperaSinfonia VIVASheffield TheatresTate LiverpoolThanet District CouncilThe Young VicToonspeak TheatreWelsh National OperaWest Yorkshire Playhouse

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1.30 Start

Case Study Review• key sources: trends and typology• making the ask• maintaining relationships

Relationship Fundraising 1• individual giving• engaging donors• donor triangle & donor wedge

Effective Business Sponsorship 1• the sponsorship spectrum• characteristics of sponsorship• key trends

Video Case Study• video presentation exercise• delegates video-ed• action /learning

Making Legacies Count• legacy motivators• key tactics• marketing legacies to audiences

Research• published sources• web research• using the NAFS library

Relationship Fundraising 2• building relationships• clustering donors• super clubbing

Effective Business Sponsorship 2• hygiene factors and motivators • access points• pricing sponsorship

Feedback and Review• team feedback and coaching • research opportunities• personal review

Strategy Review and Action Planning• review personal skills• outline organisational plan• identify goals

Welcome• introductions• key fundraising principles• defining your organisational brand

Trusts & Foundations 1 • understanding foundations?• barriers to success• witing winning proposals

Major donors• what is a major donor?• major donor engagement• managing major donors

Effective Communication Skills 1• pitching for money• building sponsor confidence• key skills

using new Media in Fundraising(guest speaker)• types of new media• integrating new media in your work• free time

12.30 Close

Strategy 1• stage =mc strategy model• creating case statements• analysing your situation

Strategy 2• fundraising cycles• defining competitors• defining structure

Trusts & Foundations 2 • understanding foundations• problem statements• practice

Foundation Case Study (guest speaker)

Sponsorship Case Study• delegates work on case study

Effective Communication Skills 2• building donor rapport• reinforcing key messages• building credibility

Sponsorship Case Study• delegates work on case study

Small organisation Case Study• working with a small team• maximising leverage• working with your board

Or

Running a Capital Campaign• feasibility studies• campaign stages• linking campaign and other work

Informal social event

Programme

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The Relationship Fundraising session really opened my eyes to individual giving, and made me realise that this source has massive potential for Russel-Cotes. Since attending the School I’ve been working it into our strategic plan, and now I’m incredibly optimistic about the future of our fundraising!

Kerry Curtis, Marketing and Audience, Development Manager, Russel-Cotes Art

Gallery and Museum

Relationship Fundraising 1• individual giving• engaging donors• donor triangle & donor wedge

Foundation Case Study (guest speaker)

The guest speaker sessions were excellent – they gave a real insight into the funder’s perspective.Lee Newman, Corporate

Development Officer, Tate Liverpool

Effective Business Sponsorship 1• the sponsorship spectrum• characteristics of sponsorship• key trends

I found the sessions on commercial sponsorship particularly valuable. As well as ticking off some of the things I have been doing right, I came away with new skills, which I have effectively put into practice – raising £15,000 from memberships and sponsorships and a further £8,500 from in-kind contributions!

Jess O-Neill, Partnerships Development Officer: Spnsorship, Sheffield Theatres

Video Case Study• video presentation exercise• delegates video-ed• action /learning

I will always remember the experience of being filmed doing a ‘pitch’. It meant, for the first time ever, that I saw how I might appear to a potential donor or sponsor. It was possibly more of an eye-opener than I was expecting! Since then I think very carefully about just how I want to come across when asking for money.

Colin McKenzie, Chief Executive,

The Charleston Trust

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20 years on…

For the 2010 Schools, we are delighted to welcome howard Lake, director of Fundraising uK. In addition, we will have speakers from grant making organisations, giving you an insight into the fundgiver’s perspective – in the past we have welcomed speakers from the John Ellerman Foundation and the Paul hamlyn Foundation.

howard Lake is Director of Fundraising UK, the UK’s leading internet fundraising consultancy. After many years as a professional fundraiser for Oxfam GB and Amnesty International, Howard undertook pioneering research in the 1990s into the use of the internet by charity

fundraisers. As a result, in 1996 he founded Fundraising UK. Howard continues to run Fundraising UK, and is editor of its publication, UK Fundraising, helping charities in the UK and internationally use the internet as a tool to enhance and extend their existing fundraising activities.

Guestspeakers

The trainers not only taught us the essentials of what is clearly a highly technical skill, they looked after us outside the formal sessions. I was particularly impressed by the opportunities to discuss our individual funding concerns.

Rebecca Hannah-Grindall, General Manager, Fuel Theatre

Colin McKenzie, Chief Executive of the Charleston Trust, attended one of the earliest national Arts Fundraising Schools, twenty years ago. he talks to us about his experiences since the School.

I’m one of those fundraisers who fell into the job rather than having it as a career plan. After graduating with a degree in art history, my first job was PA to the Head of Fundraising at the Barbican Centre. Not surprisingly, I gained a lot of practical experience. After two years my manager left and it was suggested that I should apply for her job. Much to my surprise I was appointed and at the tender age of 24 was Head of Fundraising.

Although I’d learned a lot about fundraising from working with someone so knowledgeable, I was well aware there were gaps in my understanding – I just didn’t know what all of them were! Convinced that I could benefit from some kind of systematic unpacking of fundraising techniques and approaches – and, of course, other people’s experiences – I booked myself onto one of the earliest National Arts Fundraising Schools. It turned out to be transformational, not least in that it was my first exposure to Bernard Ross. His boundless energy and enthusiasm together with his great sense of humour made the week enormously enjoyable and everything seem possible. He was then, and still remains, a bottomless well of ideas and inspiration.

The structure of the School made everyone think about things in a different way – even the things we ‘knew’ how to do. There are some aspects of fundraising that make it like any other job. That is, once you’ve got used to doing things one way it’s a challenge to think about (let alone adopt) new approaches – and yet so important. As they say, if you do what you’ve always done, you’ll get what you’ve always got. Bernard forced us to be creative, to think laterally and to look at what we were doing from the donor’s point of view.

Since attending the School I’ve sent many of my staff on it – first from the Barbican and then from the National Gallery where I was Development Director for 12 years. When we appointed our Development Manager here at Charleston (where I have been Chief Executive since 2006) it carried a lot of weight that she was also an alumni of the School.

Every success I’ve had in fundraising over the last 20 years owes something, not only to the fundamental principles of fundraising and good practice that it teaches, but also to the awareness it instilled in me that there are endless possibilities within fundraising. As Bernard probably continues to say, there is never a shortage of sources of money for the persistent fundraiser!

I can’t recommend the National Arts Fundraising School highly enough – there is nothing else in the UK that offers anything like the breadth and depth it covers. And I defy any fundraiser not to benefit from the experience. you want three words to sum it up? Inspiring, life-enhancing, and fun!

Every success I’ve had in fundraising over the last 20 years owes something, not only to the fundamental principles of fundraising and good practice that it teaches, but also to the awareness it instilled in me that there are endless possibilities within fundraising.

Colin McKenzie, Chief Executive of the Charleston Trust


“Cind

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The nAFS Alumni network

You’ll automatically gain membership when you book onto the National Arts Fundraising School. Benefit from bi-annual alumni events giving you the chance to network, develop new skills and discuss your own challenges and opportunities with other arts fundraisers and Management Centre consultants.

Where is the school? The National Arts Fundraising School is held at the Dean’s Place Hotel, on the edge of the Sussex Downs. It’s a demanding week, so when there is a break you’ll appreciate the chance to unwind in the comfortable and tranquil surroundings. All of the bedrooms have en-suite facilities, a TV and telephone.

how much does the school cost? The cost is £1,785 + VAT. This includes five nights accommodation, all meals and the 350-page National Arts Fundraising School workbook.

Is it possible to get help to pay for my place? The National Arts Fundraising School is widely regarded within the sector as a sound investment, and each year many participants receive grants from external bodies to help fund their place. Find out more about potential funding opportunities at our regularly updated web page:

www.nationalartsfundraisingschool.com/funding

Don’t forget that your place at the National Arts Fundraising School comes with a unique money-back guarantee: if you haven’t raised a sum equal to the course fee within 12 months of completing the programme, we’ll refund the fee in its entirety.

how do I book my place? Each year the Schools quickly become fully booked. You can reserve your place in the first instance by making a provisional booking. We will hold that place for as long as possible while you sort out funding. There are three ways to book:

1. online: fill out our simple online form at www.nationalartsfundraisingschool.com

2. By fax: fax the form opposite to 020 7978 2125

3. By Post: send the form opposite to The Management Centre, Freepost, Lon 17777, London, SW4 6BR

• Postthisformto:The Management Centre, Freepost, Lon 17777, London, SW4 6BR

• Faxthisformtouson0207 978 2125

I would like to book a place on the National Arts Fundraising School:

o 18-23 April 2010

o 7-12 november 2010

oPleasemakemybookingprovisional

Name:

Job title:

Organisation:

Address:

Postcode:

Telephone:

Email:

o I’m enclosing a cheque for £1,785 +VAT, payable to Second Wave Consulting

o please invoice me using ref no:

Pleasesend/emailmyinvoiceto:

Pleasegivedetailsofanyspecificdietary,access or other requirements below:

I accept The Management Centre and Second Wave Consulting’s terms and conditions (see below). I am authorised by my organisation to make this booking.

Signature:

Date:

The practical details

The School was inspirational and a lot of fun. We learned the skills to make ourselves and our organisations stand out from the crowd, whether making a case, giving a presentation or simply telling a story. I would definitely recommend the National Arts Fundraising School to anyone involved in fundraising or fundraising communications.

Kim Gowland, Principal Manager: Audience Development,

Manchester City Art Galleries

Booking formThe National Arts Fundraising School

Terms and Conditions• Ifyoucancelyourplacemorethan28daysbeforetheSchool,thereisnocharge.• Ifyoucancelyourplace15-28daysbeforetheSchool,thefullfeewillhavetobepaid.However,youmaynominateanotherparticipanttocomein your place at no extra cost. Alternatively, you can transfer your place to a later date for an administration charge of £100. Please note that once you have transferred, you cannot transfer a second time or receive a refund if you cancel your place.• Ifyoucancelyourplacelessthan15daysbeforetheSchool,thefullfeeispayable.Youmay,however,nominateanotherparticipanttoattendin your place at no extra cost.

The Management Centre and Second Wave Consulting reserve the right to cancel a programme at any time without liability. Should this occur, participants will be offered an alternative date, a refund or a credit note.




The National Arts Fundraising School has been invaluable. Since attending, I have been involved in capital partnership fundraising campaigns totalling some £3.1M. I couldn’t have raised this much money without the skills I gained on the School!

David Jane, Head of Development Belgrade Theatre, Coventry

Despite being new to fundraising, I was never made to feel under-qualified or inexperienced. The skills I learnt were invaluable to me and vastly accelerated my development in the field. I have just secured my first two foundation grants, totalling £75,000!

Lisa Bradshaw, Development Officer, Liverpool Biennial of

Contemporary Art

The Management Centre | Second Wave Consulting Blue Jay Works117 Gauden RoadLondon SW4 6LETel: 020 7978 1516Fax: 020 7978 2125www.managementcentre.co.uk

The Management Centre (UK) Ltd trading as The Management CentreCompany registration: 4663203VAT No: 813 9204 44

Second Wave Consulting (UK) Ltd trading as Second Wave ConsultingCompany registration: 014663208VAT No: 814 500 466

© The Management Centre 2010

“Cind

ers”, Sherm

an C

ymru, Toby Fa

rrow

The National Arts Fundraising School 2010

Documents

Transcript of The National Arts Fundraising School 2010