NAFs Brochure 2011

The National Arts Fundraising School 2011

www.nationalartsfundraisingschool.com

Transform your fundraising potential

3-8 April6-11 November East Sussex

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1 school

3 tutors

6 days

10 topics

23 years

1,100 fundraisers

£100M raised so far

During the current climate of funding cuts, we’re delighted our theatre has been awarded over £1.45 million. The proof of the School is in the money!

David Martin, Executive Director, Oldham Coliseum Theatre

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. Over 1,100 museums and galleries, theatres, festivals, dance companies – and many more, have benefited from the School. So far the learning they gained has helped them raise over £100M.

Like it or not, the arts are not immune from cuts in public spending. To not only survive but also thrive, you must be able to tap into the many alternative sources that are out there. And you need to know where to look. That’s what the National Arts Fundraising School is designed to help you with. Over 23 years, all the individuals and organisations we’ve worked with have demonstrated that the skills and know-how we share work. Everyone has achieved fundraising success as a result.

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 will also develop skills in communication, presentation, and building a rigorous, resilient fundraising strategy.

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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 Eibhlín Morley – top fundraising consultants with over 50 years experience between them, including UK and international arts fundraising. There are guest speakers from funding organisations such as the Pilgrim Trust 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. 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 at least equal to the course fee within 12 months of completing the programme, we’ll refund the whole fee.

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

www.nationalartsfundraisingschool.com 3

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The week is demanding, invigorating, and fun!

Along with all the tools and techniques I learned at the School, the biggest thing I took away with me was the confidence to ask for money. I have just submitted a funding bid for £300,000. Before NAFS I would have never thought so big.

Emma Hoare, General Manager, Attik Dance

The National Arts Fundraising School is run by The Management Centre (=mc) – the UK’s leading consultancy working to transform the performance of ethically-driven organisations worldwide – in association with its sister company, Second Wave Consultancy (2WC).

Bernard Ross is a Director of =mc and of the National Arts Fundraising School. For over 25 years, he has acted as a fundraising consultant to a wide range of bodies in the arts and cultural world, including MLA (Museums, Libraries & Archives), 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.

Eibhlín Morley is a Consultant with diverse experience in development and fundraising. She brings to the School a strong track record in stakeholder engagement and major gifts fundraising for the Third sector. Prior to joining =mc she was a development manager at the University of London.

As a Consultant with =mc, Eibhlín specialises in fundraising strategy, major donors and fundraising in a Higher Education setting. She is currently advising the Hall for Cornwall on their major donor and legacy fundraising and supporting the British Council on their international major donor work.

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 then worked as Deputy Director for Fundraising at one of the UK’s largest children’s charities,

Action for Children. 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

The knowledge and experience of the tutors ensured it was a relevant and stimulating week that will pay huge dividends for our fundraising. Previous delegates advised me it was the best training course they had been on, and I couldn’t agree more.

Peter Tompkins, Vice Chairman of the Board of Trustees, Amberley

Museum and Heritage Centre

www.nationalartsfundraisingschool.com4

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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

Since I attended the School we have successfully launched a Corporate Membership programme. I strongly recommend the School to other arts fundraisers, whatever their level. Not only has it refreshed and added to my skills, I have also come away with a network of other fundraisers to talk to when challenges arise.

Marnie Whiting, Fundraising Manager, The Holburne Museum


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Outstanding company

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 Birmingham Symphony OrchestraCity of London SinfoniaEdinburgh Festival Fringe SocietyHall for CornwallHallé OrchestraImperial War MuseumJersey Arts CentreKneehigh TheatreLyric Theatre HammersmithLeeds Museums and GalleriesManchester Art GalleryMiracle TheatreNational GalleryPoetry SocietyRoyal Academy of DanceRoyal Liverpool PhilharmonicRoyal Opera HouseScottish BalletSinfonia VIVASheffield TheatresTate LiverpoolThe Young VicWelsh National OperaWest Yorkshire Playhouse

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SuNdAy MoNdAy TuESdAy WEdNESdAy ThuRSdAy FRIdAy

9.00 - Strategy 3

• key sources: trends and typology

• making the ask

• maintaining relationships

9.30 - Making Legacies Count

• legacy motivators

• key tactics

• marketing legacies to audiences

11.00 - Research

• published sources

• web research

• using the NAFS library

11.00 - Relationship Fundraising 2

• building relationships

• clustering donors

• super clubbing

11.00 - Effective Business Sponsorship 2

• hygiene factors and motivators

• access points

• pricing sponsorship

11.00 - Feedback and Review

• team feedback and coaching

• research opportunities

• personal review

11.15 - Writing a Fundraising Strategy

• write a fundraising strategy

• apply the 7 stage model

• deciding priorities

14.00 - Welcome

• introductions

• key fundraising principles

• defining your organisational brand

13.30 - Trusts & Foundations 1

• understanding foundations

• barriers to success

• writing winning proposals

13.30 - Major donors

• what is a major donor?

• major donor engagement

• managing major donors

13.30 - Effective Communication Skills 1

• pitching for money

• building sponsor confidence

• key skills

13.30 - using New Media in Fundraising

• types of new media

• integrating new media in your work

• free time

12.15 - Action Planning

• review personal skills

• outline organisational plan

• identify goals

16.00 - Strategy 1

• 7 stage =mc strategy model

• creating case statements

• analysing your situation

17.30 - Strategy 2

• fundraising cycles

• defining competitors

• defining structure



• problem statements

• practise

17.15 - Foundation Case Study

(guest speaker)

15.30 - Sponsorship Case Study

• delegates work on case study


• building donor rapport

• reinforcing key messages

• building credibility



15.30 - 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

6

The School helped me see how our museum can make better use of the opportunities out there. And I’ve since secured a grant of almost £5,000. I’ve found the creative, can-do, relationship-focussed approach to fundraising is an excellent template for many other areas of work too.

Zoe Hendon, Senior Curator, Museum of Domestic Design and Architecture

The School was brilliant and inspiring, and has hugely improved my approach. We’ve since been working with =mc consultants to take our fundraising even further.

Rachel Barclay, Development Officer,

Hall for Cornwall


• individual giving

• engaging donors

• donor triangle & donor wedge

www.nationalartsfundraisingschool.comSuNdAy MoNdAy TuESdAy WEdNESdAy ThuRSdAy FRIdAy

9.00 - Strategy 3

• key sources: trends and typology

• making the ask

• maintaining relationships

9.30 - Making Legacies Count

• legacy motivators

• key tactics

• marketing legacies to audiences

11.00 - Research

• published sources

• web research

• using the NAFS library


• building relationships

• clustering donors

• super clubbing


• hygiene factors and motivators

• access points

• pricing sponsorship

11.00 - Feedback and Review

• team feedback and coaching

• research opportunities

• personal review

11.15 - Writing a Fundraising Strategy

• write a fundraising strategy

• apply the 7 stage model

• deciding priorities

14.00 - Welcome

• introductions

• key fundraising principles

• defining your organisational brand



• barriers to success

• writing winning proposals

13.30 - Major donors

• what is a major donor?

• major donor engagement

• managing major donors


• pitching for money

• building sponsor confidence

• key skills

13.30 - using New Media in Fundraising

• types of new media

• integrating new media in your work

• free time

12.15 - Action Planning

• review personal skills

• outline organisational plan

• identify goals

16.00 - Strategy 1

• 7 stage =mc strategy model

• creating case statements

• analysing your situation

17.30 - Strategy 2

• fundraising cycles

• defining competitors

• defining structure



• problem statements

• practise

17.15 - Foundation Case Study

(guest speaker)




• building donor rapport

• reinforcing key messages

• building credibility



15.30 - 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

7

We were thrilled to be one of only five organisations in our region recently accepted onto the “Big Arts Give Christmas Challenge.” In this single programme I have been able to apply many of the tools I learned at the School in dealing with trusts and major donors – areas we have never targeted previously.

Stephen Dolman, Deputy Director, Beam

I would absolutely recommend the School to other arts fundraisers. I’ve already used my new skills to win three new sponsorship deals for the Society. Ruth Dawson, Marketing

Officer, Sussex Past


• the sponsorship spectrum

• characteristics of sponsorship

• key trends

8.45 - Case Study

• video presentation exercise

• delegates filmed

• action / learning

Each School benefits from the outside expertise of one or more guest speakers. For the 2011 Schools, we are delighted to welcome:

Jenny oppenheimer has been working with The Pilgrim Trust, a UK-based independent grant-making organisation. Over the last 3 years she has introduced an online application protocol and helped to enhance communication between the Trust and applicants, by developing the website and convening grantee meetings. As well as this, she assesses and manages a caseload of grant applications. At the School Jenny will share with us her insider knowledge on successful applications. Jenny is currently seconded to work as Grants Manager on a £2M programme jointly funded by the Corston Independent Funders Coalition and the Ministry of Justice.

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.

Guest speakers

I had a fantastic time at the School and came away feeling really inspired and motivated. It has opened up loads of new possibilities in our fundraising. I was delighted to secure our first tour sponsor this summer.

Annie Ukleja, General Manager, Miracle Theatre


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Marina Jones, Trusts & Foundations Manager of the Royal opera house, attended the National Arts Fundraising School 8 years ago.

Having been brought up in a family with a passion for theatre, it was not surprising I was drawn to a career in the arts. My first job after I graduated was at the Orange Tree Theatre, which I’d visited as a child. I worked there for about a year as the Press and Marketing Assistant. Then a job came up in fundraising to work on the capital project to raise funds for a building extension. The move into fundraising seemed like a natural progression – and it suited me better than marketing. Having no previous experience in fundraising, I asked around about the best way to quickly get essential skills and knowledge. And everyone said the National Arts Fundraising School. So I booked on the next one available. That was 2002 – and I haven’t looked back since.

Bernard’s enthusiasm was infectious. After the School I returned to Orange Tree feeling completely energised and ready to take on any fundraising challenge. The capital project – launched by the theatre’s patron, Lord Richard Attenborough – was a great success. The building was completed on time and on budget. In fact, my parents live nearby, and every time I pass the building I get a great feeling, thinking ‘I made that happen.’

18 months later I moved to the Lyric Theatre, Hammersmith as the Senior Development Officer. As this role involved working on several different streams of funding, the breadth of topics covered at the School proved to be extremely useful. And it meant I could hit the ground running.

One of my most rewarding experiences while at the Lyric was working on a programme with refugees and asylum seekers who were artists in their country of origin. It involved mentoring a group to run theatrical and artistic projects in local schools. The programme was also a fundraising success – I raised £60,000 from the Home Office.

Generally, I tend to think about fundraising successes in two ways – those that are worth a lot, and the ones that are particularly challenging to win. Whatever its size, being given a grant from a highly selective funder feels like a triumph. At the School I got a fantastic insight into the funder’s mind. I learned what they’re looking for, how they think, and how I can modify my approach to match their interests whilst remaining true to the integrity of the work we want to achieve. This knowledge has been a distinct advantage to me over the past eight years.

After two years at the Lyric I moved to the Polka Theatre. There I worked for three years as Head of Development, operating as a one-person fundraising team. That was hard! Then, finally, in 2008 I moved to the Royal Opera House to work as the Trusts and Foundations Manager.

What’s stayed with me from the School above all is the idea that everything can be turned into a fundraising project. This hit home again recently at the Royal Opera House when I got a grant to update the men’s toilets… Bernard is right: the funding opportunities are there for those who know how to look for them – and have the tenacity to pursue them.

Three words to describe the School? Enlightening, inspirational and fun!


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8 years on...

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At the School I got a fantastic insight into the funder’s mind…This knowledge has been a distinct advantage to me over the past eight years.

Marina Jones, Trusts and Foundations Manager, Royal Opera House


Where is the school? The National Arts Fundraising School is held at 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 night’s accommodation, all meals and the 350-page National Arts Fundraising School handbook.

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

And 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 at least equal to the course fee within 12 months of completing the programme, we’ll refund it. The whole fee.

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

The practical details

Despite being new to fundraising, I was never made to feel under-qualified or inexperienced. The skills I learnt 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

Attik D

ance

www.nationalartsfundraisingschool.com 11

• 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 3-8 April 2011

o 6-11 November 2011

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:

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.

www.nationalartsfundraisingschool.comThe 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

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Photo: Lois Greenfi

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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 at the School.

David Jane, Head of Development, Belgrade Theatre, Coventry

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NAFs Brochure 2011

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