16th March 2015 Toynbee Hall, London
FUNDRAISING FOR ARTS & HERITAGE ORGANISATIONS CONFERENCE Showcasing innovation in the culture sector
Excellent fundraising for a better world
Confirmed speakers Caroline Usher Director of Development, The British Museum
Emma Black Head of Individual Giving, Science Museum
Peter Lewis CEO, IoF
Mary Atkins Director of Development, Norwich Cathedral
Martin Kaufman Chair of Cultural Special Interest Group Bernard Donoghue Director, Association of Leading Visitor Attractions Rosemary Gilbert Head of Development, The National Army Museum Andrew McIntyre Business Development Manager, Derby Theatre Catriona Sinclair Individual Giving Executive, Science Museum
Excellent fundraising for a better world
Crispin Truman CEO, Churches Conservation Trust Kate Pugh CEO, Heritage Alliance Clare Wood Head of Development, MK Gallery Lucie Kennedy Director of Marketing and Development, Chetham’s School of Music Simon Jenkins Journalist, Guardian
Showcasing innovation in the culture sector
A
s the full force of statutory funding cuts is felt, the demand Fundraising for arts and heritage organisations is forever growing. This conference will present you with the opportunity to ensure you are in touch with what is going on in your sector and are able to continue to innovate and grow your income whatever your size.
Covering a wide range of disciplines and type of organisation the conference will give you an in-depth look at what your peers are doing and will inspire you to think of new avenues to explore that may work to improve your fundraising. This programme looks at everything from legacies to capital appeals corporate fundraising and much, much more. Aimed at fundraising heads and team members, as well as trustees and volunteer leaders, it will look at how you can embed giving and philanthropy throughout your organisation using the vast array of creative options now available.
Arts and Heritage Organisations Monday 16th March
Morning 09.00 Registration and refreshments 09.30 Opening remarks from the Chair Caroline Usher, Director of Development, The British Museum 09.40 Introduction to the IoF Cultural Special Interest Group Peter Lewis, CEO, IoF Martin Kaufman, Chair of Cultural Special Interest Group 09.50 Opening plenary “The State of the Nation - the arts, culture and tourism context for fundraising” The presentation will highlight what visitors to the UK’s leading attractions like to do, what they expect, what they prioritise and what the context for fundraising will be in the next few years.” Bernard Donoghue, Director, Association of Leading Visitor Attractions 10.30 Benchmarking your fundraising performance The arts sector is undergoing significant change, both in the levels of its public funding and in its business models and approaches to earned income. This upheaval not only stretches those models to breaking point but presents significant challenges to staff and boards as they look for sustainable alternatives. Here are a few questions that benchmarking could help you answer: • How does your level of grant dependence compare to your peers? • What percentage of your income should you set as a target in areas such as subscriptions and membership, donations, sponsorship, trusts and foundations, royalties, contracts and commissions? • How does your expenditure on the direct costs of your programme compare to your peers? • Are there areas of spend in your overheads where your peers have made cost savings that you should consider making as well? Rosemary Gilbert, Head of Development, The National Army Museum 11.10
Coffee and networking
11.30 Visitor giving partnerships Plus One is a partnership of some of Derby’s key arts organisations i.e. Derby Theatre, QUAD and Deda, plus Barnardo’s, aimed at increasing individual giving to the arts. It has also supported young care leavers to act as ambassadors for the project. The £33k funding raised is from a combination of individual giving, Barnardo’s and The Mighty Creatives. On recent visits to Derby Theatre both Ed Vaizey (Culture Minster) and Helen Goodman (Shadow Culture Minster) went on record to praise the project as an example of best practice. Andrew McIntyre, Business Development Manager, Derby Theatre 12.10 Visitor giving at heritage sites Heritage sites are lucky in that they have an interested and enthused group of potential supporters who come through their doors on a daily/weekly basis. At the Science Museum Group they have begun to engage with their visitors about fundraising by establishing a dedicated Visitor Giving team who speak directly to their visitors with the aim of raising awareness of their charitable status and soliciting donations. Their team has been running for just over 4 years now and they have seen an amazing increase in visitor donations going from £70,000 in 2009/10 to £2.02 million in 2013/14. This session will reveal how they have achieved this growth. Catriona Sinclair, Individual Giving Executive, Science Museum Emma Black, Head of Individual Giving, Science Museum 13.00
Lunch and networking
Excellent fundraising for a better world
AfternooN 14.00 How to turn research into a successful legacy campaign This session will help fundraisers understand how to take research findings and convert them into a knowledge base for a legacy campaign. Come and see how research from the Office of Civil Society, The IoF Legacy SIG and Remember a Charity was used to consider and create marketing tools, both online and traditional and to segment existing data to initiate Norwich Cathedral’s first legacy campaign Mary Atkins, Director of Development, Norwich Cathedral 14.40 Challenges facing the heritage sector This discussion will look at a range of topics that are challenging the heritage sector and beyond. This will include, how can heritage projects face up to the challenges of continuing years of cuts and austerity? How should we sell ourselves? Are we still relevant or are we just ‘entertainment’?’ Crispin Truman, CEO, Churches Conservation Trust Kate Pugh, CEO, Heritage Alliance 15.20
Coffee and networking
15.40 Capital appeals and beyond Capital fundraising for culture: a view from the regions – This session will provide an overview of the fundraising campaign for a major cultural capital project: the expansion of MK Gallery in Milton Keynes. The session will cover the approach taken in securing the £10 million fundraising target, highlighting the campaign’s successes and its challenges from feasibility stage to signing the main contract agreement. The session will also cover the implications of capital fundraising for projects based outside of London and the impact of government, social and economic changes during the campaign period. Question and answer session follows. Clare Wood, Head of Development, MK Gallery 16.00 Major donor appeal to strengthen fundraising capacity for the future In 2008, Chetham’s School of Music launched a £31m appeal for a new school building. As a small although internationally renowned institution, it had few existing donors and little history of attracting large scale support. This session will look back on how the School took a major donor approach, building on its networks and succeeding in raising the funding it needed to complete its new school building from a variety of sources. It will then look at how the School has maintained and expanded those networks, strengthening its fundraising capacity and resilience as it looks forward to the next phase of its development. Lucie Kennedy, Director of Marketing and Development, Chetham’s School of Music 16.20 Closing plenary: looking forward Arts and cultural activities provide major social, health, economic and environmental benefits for us all and this presentation seeks to make observations on the current environment and help inspire arts organisations to fundraise and sustain their work through a varied set of income streams. Simon Jenkins, Journalist, Guardian Samir Savant, Director of Development, Royal College of Music Sue Davies, Managing Director, National Funding Scheme Kevin Chapman, Director, RADA in Business 17.00 Closing remarks from the Chair Caroline Usher, Director of Development, The British Museum
Great panel of speakers, fantastic opportunities to network with peers and really worthwhile attending. Â Laetitia Webb
Norwich Theatre Royal
Excellent fundraising for a better world
Showcasing innovation in the culture sector Prices IoF Individual Member Non-Member Commercial
£ 195.00 £ 250.00 £ 300.00
or JOIN IoF when you book your conference place and benefit from both discounted membership and conference attendance at member rate: GROUP tickets available for IoF Organisational members – Send three delegates for just
£ 500.00
If you work in the NFP sector, why not join IoF when you book? You will benefit from the member’s rate for the conference AND 12 months’ Associate membership!
How to book Through the website: www.institute-of-fundraising.org.uk/culture Or call the IoF Events Team on: 0207 840 1040 Email: events@institute-of-fundraising.org.uk Connect with us: @ioftweets #iofculture
Learn to successfully interact with your supporter
base and beyond to maximise engagement
Hear what is happening in the rest of the
sector and discover new techniques that can be implemented into your organisation
Develop and invigorate your own arts and
heritage fundraising programme with insightful ideas
www.institute-of-fundraising.org.uk/culture @ioftweets
Institute of Fundraising 020 7840 1040 events@institute-of-fundraising.org.uk www.institute-of-fundraising.org.uk
Excellent fundraising for a better world