News & Insight
People Power – My Kingdom for a Beach
The day started at the FINZ Conference (Fundraising Institute of New Zealand) with a blast of energy as Duane Major […]Continue reading
Top Ten Ways in which charities need to adapt for the future
I’m writing this blog on the way to New Zealand, where I will speak at the FINZ Conference (Fundraising Institute of new Zealand).
My first session is in the CEO’s forum. Here are the two questions that I was asked to cover:Continue reading
Kiwi Crystal Ball
I am just preparing to travel to New Zealand to present at the FINZ Conference (Fundraising Institute of New Zealand).
My first session will be for CEOs. Please may we ask for your thoughts, especially if you are CEO yourself, on the two questions that we will be discussing:Continue reading
New Zealand bound
I’m looking forward to being back in New Zealand with FINZ (the Fundraising Institute of New Zealand) and am honoured that they have asked me back as a Key Note Speaker.Continue reading
One of the best days of your life
This is how the new Vice-Chancellor, Sir Anthony Seldon, introduced graduation day to 2,000 guests over the weekend.
He likened the Rite of passage to birth or marriage and invited the graduands to applaud their families and the sacrifice that they had made to show their appreciation for one another; to recognise the care and attention lavished on them by their tutors.Continue reading
Return beyond measure
“If you can’t measure it, you can’t manage it.” This has been attributed to Peter Drucker and famously adopted by McKinseys.
Philanthropy thrives on vision; on bringing the defiantly impossible problem under control; or turning the most fanciful notion of perfection into a reality. But how can we measure our progress towards such ideals? What is the purpose of being able to report on the impact that you are having?Continue reading
What happens when it’s a NO?
In our course the other day – The Foundations in Philanthropy – we talked about how to cope with rejection. There is enough of this when you are raising big gifts. I wanted to share a further thought about this: there is a process and it feels like the grief cycle.Continue reading
Philanthropy in a great city – Bath
Bath is a city founded on wealth and prosperity. The word ‘Philanthropy’ derives its meaning from the Greek meaning ‘for the love of humanity’. Bath and its gorgeous surrounds were created for the enjoyment of its people; founded on culture, learning, graceful architecture, and the world famous Spa.
29% of charitable giving comes from London and over 60% of the UK’s wealth. So what are the implications for philanthropy in a regional city like Bath?Continue reading
Making the Ask – Closing the gift
Let the donor know that you have listened and absorbed their response, whilst keeping it conversationalContinue reading
Making the Ask – Silence and listening
Perhaps the hardest part comes with keeping silent. You’ve made the ask. Now it’s the donor’s turn to respond.Continue reading
Making the Ask – The Invitation
This is sometimes called ‘the invitation’. It’s useful to commit this part, once you gave settled on the appropriate words, to memory. The ask script is as important as your vision and mission statements.Continue reading
The Ask Script
When you are making the ask, expect to cover each part of a structured discussion in 20-25 minutes.Continue reading
Making the ask and when to do it?
The ask should be made after a process of engagement. Significant gifts can take between 24-36 months of careful cultivation. On occasion, especially if there is an element of self solicitation, then you can ask more quickly. But as a general rule, there should be at least three opportunities to engage with the work, leadership and impact of the organisation.Continue reading
Making the Ask – Who should do it?
It is important that the ask is made by someone who is a respected peer. For example, if the prospect is a CEO, then it would help if they were asked by another CEO or the Chairman. This is where it is particular important to cultivate a wide network of influential friends and to build a development board of people who can gain access to their peer group.Continue reading
Making a hash of making the ask
The fundraiser, Dr Henry Drucker, cited three reasons why people do not give:
They are never askedContinue reading
They are not asked well
They are not thanked
Making the Ask – and enjoying it
Making the ask (also called making the offer or invitation) strikes fear into the hearts of many. But it can be one of the most fulfilling parts of the process. It is rewarding and pleasurable and can lead to a closer relationship with supporters.Continue reading
Ready for change?
Following the recent Etherington review, there are new legal and reporting requirements for all trustees.
The media has given great airtime to the recent scrutiny of charitable giving. Alongside negative headlines in the tabloid press, useful guidance has emerged around the responsibilities of trustees for fundraising.Continue reading
Trends in Philanthropy
There has been a phenomenal increase in levels of wealth of wealth over the last three decades.
Today there are 12 million people worldwide who are classified as ‘high net worth individuals’. Their collective wealth is estimated at $55.8 trillion.Continue reading
Location, Location, Location
During our Foundations in Philanthropy course, we will ask organisations to reimagine themselves to prepare for major new fundraising.Continue reading
Where better to do this than on the Strand, at the glorious Somerset House?
Take care with regulation
It seems that people on all sides are agreed that there should be more regulation of fundraising. There may be a need to improves standards, but so many fundraisers already operate at a level that is sophisticated, respectful and subtle. They are successful because of the level of trust that is shown by them and that is invested in them. Fundraising is a persuasive act of courtship that is about engagement and understanding.Continue reading
Capital M for Mentor
Mentor was a person. When Odysseus left for the Trojan War, he left his only son, Telemachus, in the care of his friend, Mentor.Continue reading
Why do funders like mergers?
Funders and philanthropists often complain about how hard it is to make grants or gift because (they say) there are too many similar organisations doing overlapping work.
If only more of them would get together. After all, an organisation (to them) is only a channel…Continue reading
A tribute to Professor Mike Cawthorne, our client and friend
Whilst on holiday we were utterly shocked to learn of the death of Professor Mike Cawthorne, Dean of Sciences at Buckingham UniversityContinue reading
Deadline to give – a step too far?
I love the National Trust. We’ve been family members for as long as I can remember.
The direct marketing is usually good. The latest message included an ask. I was wondering when they’d finally get round to it. But the ask included a deadline: make your gift before. It looks like the final demand from a utility company.Continue reading
Big gifts follow big ideas
Lorna Somers, Development Director at McMaster University, Ontario, Canada, is an inspiration. She was recently in the UK doing a one-day seminar for Deans and Senior Academics, with CASE Europe, which we were pleased to have sponsored.Continue reading
Tilting the right way and redressing the balance.
What a great thing for CASE Europe to invite a major donor to talk to a room full of academics and fundraisers in its Seminar for deans and Senior Academics, sponsored by the Philanthropy Company. Dr Rory Brooks CBE is the founder of an investment firm, MML capital. He and his wife, Elizabeth, have funded the Brooks World Poverty Institute at the University of Manchester.Continue reading