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Welcome to ‘Developing a Successful Trusts Programme’
Jo Byron
and Jane Selman
This workshop will cover top tips on how to;
Hone your research skills to identify and prioritise the trusts that are most likely to give you a grant
Write a strong case for support
Make your applications more visually appealing
Create systems to maximise your effectiveness
Utilise networks to increase your chances of success
Prospecting and Profiling
Prospecting and Profiling
Prospecting and Profiling
Research Tips
1. Pay attention to your warm donors
2. Find trusts: directories & charity commission
3. Generate a prospect list
4. Look at annual accounts & actual gifts
5. Create wealth code
6. Use a gift pyramid - to identify trust work plan
7. Identify prospect pool ratio 1:3/1:5
Devising a Gift Pyramid
£25,000 + 22 applications @ £1,011,530
£10,000 + 67 applications
@ £894,859
£5,000 + 77 applications
@ £405,380
Under £1,000 92 applications
@ £36,450
22% success rate =
= £222,537 = £196,869 = £89,184 = £89,685 = £8019
TOTAL = £606,294
£1,000 + 215 applications
@ £407,657
TOTAL = 473 APPLICATIONS
@ £2,755,876
Category
A
B
C
D
E
Writing Successful Applications
What Funders Really Want to Know
Evidence of need How you will meet that need - outputs The difference you will make - outcomes What will change in society - impact How you will prove it – monitoring and evaluation
What does this mean in practice? Example
Evidence of Need: The borough has the highest percentage of children and young people NEET (not in education, employment or training) in the UK. Intervention through a specialist training course can increase likelihood of long term employment by up to 30%.
Objective: To re-engage young people in learning and keep them in school/secure further education/employment.
Output: Run 11-week courses on creative digital skills, literacy and numeracy for 14-25 year olds.
Outcome: Learn work skills, gain nationally recognised qualifications, develop social skills, self confidence, self belief and motivation.Impact: Increased attendance at school, improved attitude, 25% participants find jobs, volunteer placements or apprenticeships within 6 months. Monitoring : Observations at project sessions, survey, face to face interviews with participants, staff and partners.Evaluation: External, independent evaluation report will be commissioned.
Making your applications stand out from the rest
• Appealing to the HeadEnsure you meet all the criteria Use facts, figures and strong statistics. Make a logical case for support that is watertight.Follow a linear process
(need, objectives, outputs, outcomes, impact, monitor, evaluate, report).Demonstrate your effectiveness.
Making your applications stand out from the rest
• Appealing to the heartTell the story
(Despair to transformation)Use emotive language
(both negative and positive)Include testimonials, quotes,
case studiesHelp the assessor to empathise
Making your applications stand out from the rest
65% of the UK population process and retain information visually.Use evocative language that will bring the
subject to life. Brand your applications, designing interesting
templates using colours, pictures and quotes. Demonstrate statistics visually with flow charts
and diagrams.Break up large chunks of text to make it easier
for the assessor to read
Example 1
Example 2
Structuring a Trusts Programme
Prospect pool to income pipeline
Shows:• Who to apply to this year, and when• Who will do it (which FR)• How much to apply for• What project to apply for• Which are priorities
Benefits:• Everybody knows what each
other is working on• ROI can be calculated• Success rate can be calculated• Enough trusts for target• Avg. gift
Building relationships with Trusts
“…from hello to thank you..”
“..from thank you to… great to hear from you again!”…
Building relationships with Trusts
Building relationships with Trusts
Any questions?
Jo Byron Jane Selman
Fundraiser Fundraiser
[email protected] [email protected]
Tel: 07807 845056 07932 529753
