18-23 April 7-12 November www.nationalartsfundraisingschool.co
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New sessions: major donors, capital campaigns and new media
World Youth Guitar Festival, Nigel Pearce
ale e, Guy Ve ghes Danc David Hu
www.nationalartsfundraisingschool.com
2010
Manchester Art Gallery
The Spider’s Web, Sian Evans & Jaqui Ho from BA (Hons) Choreography, Falmouth Unive rsity, Kate Mount
za’, in the Piaz ‘The Light uction of ust’s prod Theatre Tr Leicester e Ashmore , Katherin May 2009
The National Arts Fundraising School
No Fit State Circus as part of Leicester Theatre Trust’s production ‘Lift Off’, November 2008, Graeme Robertson
1 School
3 Tutors
6 days
10 topics
21 years
1,050 fundraisers
£100M raised so far
es Sheffield Theatr
What’s your fundraising 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.
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.
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!
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
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5 things you won’t get anywhere else...
www.nationalartsfundraisingschool.com
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.
Check out our latest video of NAFS participants talking about the programme, at www.nationalartsfundraisingschool.com 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.
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
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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.
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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.
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
www.nationalartsfundraisingschool.com
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: • • • • • • • •
marketing managers local authority arts officers development officers communications directors chief executives sponsorship managers artistic directors festival organisers
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.
World Youth Guitar Festival, Nigel Pearce
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 nonprofit books for 2009 by the New York Times Online.
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.
Outstanding company
Wicker Man, uncredited
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).
Manchester Art Gallery
nce, Guy Veale David Hughes Da
Leading expertise
Over 800 organisations have already benefited from the school. They include: Aldeburgh Music Arts Council England Arts and Minds Battersea Arts Centre Belfast City Council British Council Chichester Festival Theatre City of London Sinfonia Derby Playhouse Edinburgh Festival Fringe Society Hallé Orchestra Imperial War Museum Jersey Arts Centre Kneehigh Theatre Lyric Theatre Hammersmith Leeds Museums and Galleries Manchester Art Gallery National Gallery Poetry Society Royal Academy of Dance Royal Liverpool Philharmonic Scottish Ballet Scottish Opera Sinfonia VIVA Sheffield Theatres Tate Liverpool Thanet District Council The Young Vic Toonspeak Theatre Welsh National Opera West Yorkshire Playhouse
Emma Goad, Head of Development, Sherman Cymru
www.nationalartsfundraisingschool.com
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Programme
www.nationalartsfundraisingschool.com
Sunday
Monday
Tuesday
Wednesday
Thursday
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
1.30 Start
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
Trusts & Foundations 2 • understanding foundations • problem statements • practice
Sponsorship Case Study • delegates work on case study
Effective Communication Skills 2 • building donor rapport • reinforcing key messages • building credibility
Strategy 2 • fundraising cycles • defining competitors • defining structure
Foundation Case Study (guest speaker)
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
The guest speaker sessions were excellent – they gave a real insight into the funder’s perspective. Lee Newman, Corporate Development Officer, Tate Liverpool
Sponsorship Case Study • delegates work on case study
Informal social event
Kerry Curtis, Marketing and Audience, Development Manager, Russel-Cotes Art Gallery and Museum
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
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 Ho ans & Jaqui Web, Sian Ev th The Spider’s aphy, Falmou s) Choreogr from BA (Hon te Mount University, Ka
The Relationship Fundraising session really opened my eyes to individual giving, and made me realise that this source has massive potential for RusselCotes. 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!
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Friday
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Guest speakers
20 years on… 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.
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.
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
The NAFS Alumni Network
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www.nationalartsfundraisingschool.com
“Cinders”, Sherman Cymru, Toby Farrow
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.
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.
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
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, lifeenhancing, and fun!
www.nationalartsfundraisingschool.com
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The practical details
Booking form
The National Arts Fundraising School
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: 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 moneyback 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.
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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
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Post this form to: The Management Centre, Freepost, LON 17777, London, SW4 6BR
o I’m enclosing a cheque for £1,785 +VAT, payable to Second Wave Consulting
•
Fax this form to us on 0207 978 2125
o please invoice me using ref no:
I would like to book a place on the National Arts Fundraising School:
Please send / email my invoice to:
o 18-23 April 2010 o 7-12 November 2010 o Please make my booking provisional Name:
Please give details of any specific dietary, access or other requirements below:
Job title: Organisation: Address:
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.
www.nationalartsfundraisingschool.com
Kim Gowland, Principal Manager: Audience Development, Manchester City Art Galleries
Postcode:
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.
Telephone:
Signature:
Email:
Date:
Terms and Conditions • • •
If you cancel your place more than 28 days before the School, there is no charge. If you cancel your place 15-28 days before the School, the full fee will have to be paid. However, you may nominate another participant to come in 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. If you cancel your place less than 15 days before the School, the full fee is payable. You may, however, nominate another participant to attend in 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.
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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 on the School! David Jane, Head of Development Belgrade Theatre, Coventry
“Cinders”, Sherman Cymru, Toby Farrow
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
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www.nationalartsfundraisingschool.co www.nationalartsfundraisingschool.com The Management Centre | Second Wave Consulting Blue Jay Works 117 Gauden Road London SW4 6LE Tel: 020 7978 1516 Fax: 020 7978 2125 www.managementcentre.co.uk The Management Centre (UK) Ltd trading as The Management Centre Company registration: 4663203 VAT No: 813 9204 44 Second Wave Consulting (UK) Ltd trading as Second Wave Consulting Company registration: 014663208 VAT No: 814 500 466 © The Management Centre 2010