This presentation was deliveed by Lucy Caldicott @LucyCaldicott, Catherine Miles @Cadders68 and Liz Tait @LizTait at the Institute of Fundraising National Convention aimed at those who may not want to be a Director of Fundraising but want to have a fundraising career all the same. In this presentation they show you what makes people stand out at each level of seniority and what’s different about each level.
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Climbing the ladder
1. Lucy Caldicott, Fundraising Director CLIC Sargent
@LucyCaldicott
Liz Tait, Fundraising Director Battersea Dogs & Cats
Home @liztait
Catherine Miles, Fundraising Director Anthony Nolan
@Cadders68
What does it take to be a great Fundraiser at
each career stage?
Climbing the ladder
2. Today’s session
What skills, experience and attributes do you need to
be a great Fundraiser?
What do you need at each career level?
Top tips on climbing the career ladder
Discussion on top tips in personal development
Questions from the floor
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3. Questions from you
On post it notes, write down any
questions you want to ask about
any aspect of career
development or how we reached
the top
You have 3 minutes!
We’ll group these and
answer at the end.
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6. Experience
Track record in:
Demonstrating commitment to:
oThe cause
oPersonal development
oManaging successful projects/ initiatives/ relationships
oAchieving results against targets
oDelivering a step change
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7. What makes a great Fundraiser
at each level?
Officer/Executive
Flexibility
Gets stuff
done!
Self
Sufficient
Reliable
Asks when
necessary
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8. What makes a great Fundraiser at
each level?
Manager
Key difference here is
people management –
don’t know if you’re any
good until you try it
Not doing everything
oneself but still some
doing
Objective
setting
Performance
Management
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9. What makes a great Fundraiser
at each level?
Head of Team
Managing
people who
manage
people
Setting
direction of
travel
Empowering
people combined
with delivery
Building strong
working
relationships
across other
teams
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10. What makes a great Fundraiser
at each level?
Director
Cabinet
role
Knowing when
to step in with
direct reports
Learning how
to influence
across
organisation
Translating
organisational
strategy into team
strategy, business
plan, work plans
Building the
right top
team
Board
relationships
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11. Top tips on climbing the ladder
1. Think about your own ambitions – what’s the right level for
you?
2. Network with your peers/leaders (IoF
groups, conferences, webstrings, informal chats) and use
mentors if possible.
3. Strive to understand donors and their motivations
4. Know your numbers / understand budget setting
5. Develop your leadership and management skills
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12. Top tips on climbing the ladder
1. Be prepared to take risks and make mistakes
2. Take personal responsibility and accountability for decisions
3. Recognise that you don’t have to be great at everything
4. Recognise that a strength at one level can become a
weakness higher up
5. Take responsibility for your own development
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13. Snowball exercise
• On a post it note, write down 1 idea or activity you’ve done or
seen someone do which has really helped your personal
development (1 min)
• Turn to the person next to you and tell them briefly about this
idea (4 mins)
• Turn to the pair next to you and share your pair’s ideas with
them (8 mins)
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On arrival, have post it notes & chocolates on tables
Each point flies in
Graphic wipes inRelationship management – with suppliers, donors, trustees, other teams – all to achieve the outcomes you needProject management – including managing multiple priorities, delivering against deadline Financial and budgeting – from managing projects to budget, to developing income stream budgets and longer term projectionsCreative – including copywriting, concept/ product development, new ways of solving problems, knowing how to engage/standoutPresentations – including personal impact, presenting to donors, teams, fundraisersNetworking – ability to build networks with key influencers, donors, suppliers, peers in sector
Bubbles appear one by oneSelf awareness – including knowing what you don’t know, asking for help, drawing upon other’s skills, building a balanced teamDrive – relentless pursuit of objectivesTenacity – to keep driving forward, perseverance, to be a change-agentResilience – ability to bounce back, ability to cope under pressure (usually self inflicted)Ambition – for the cause and to deliver impact for beneficiariesResults focused – ability to deliver, driven by desire to hit or exceed targetsSolutions focused – problem solving ability, Passion – for the cause, for fundraising, for your donors and for your beneficiariesPositivity – enthusiasm, glass half full, making the impossible possible
Bullets float in. Second bubble appears. Bullets float in.Experienceis important – but it’s usually the special skills and attributes over and above experience that really counts – as well as a track record in delivering results and managing successful projects, initiatives, relationships etc. Track record in:Managing successful projects/ initiatives/ relationshipsDelivering against targetsDelivering a step change – not just achieving targets, but creating a lasting change or a significant change for the charity orprogrammeDemonstrating commitment to:The cause – staying long enough to make a significant differenceYour own development – those who have shown a commitment to mastering their craft (to be as good as possibly can be in your discipline through learning etc) plus a wider understanding of fundraising (not just own discipline) – those who take on extra projects over and above the day job
Bubbles x5 fly inThese apply no matter what level you are thoughFlexibility to support other teams will mark you out
Bubbles x 4 fly inPeople management –Quite a steep learning curvePeople who are good at getting things done can find it hard to let goOften promoted from being a peer to being a boss at more junior levelsCross team working and bigger picture
Can be hard to figure out what own role is
Attributes that make you a good fundraiser, don’t necessarily make you a good Head of or Director Keeping an eye on the process by which things get done, not doing the doing Making sure your direct reports involve you in the right things – when should you be involved in a pitch? When should you review a written proposal? When should you sign off direct mail copy? Can’t do it all and won’t build the most effective team if you try to
Each bullet flies inThink about your own ambitions – what’s the right level for you? Not everyone wants to become a Director and there’s nothing wrong with that. What’s going to make you happy?Network with your peers/leaders (IoF groups, conferences, webstrings, informal chats) and use mentors if possible. There’s a lot of great free advice out there, both online and via informal chats. Make the most of it!Strive to understand donors and their motivations – this is key, and what sets great Fundraisers apart. Know your numbers / understand budget setting –make sure you understand net income, ROI, benchmark performanceDevelop your leadership and management skills
Each bullet flies inBe prepared to take risks and make mistakes – but take responsibility for themTake personal responsibility and accountability for decisionsRecognise that you don’t have to be great at everything Recognise that a strength at one level can become a weakness higher up – eg focus and attention to detail is brilliant at Executive level, but could make you to a control freak Head of teamTake responsibility for your own development and develop your self awareness. Think about when you’ve been successful and less successful. What did you do in each case? What are you great at and what do you need to work at?
On a post it note, write down 1 idea or activity you’ve done or seen someone do which has really helped your personal development (1 min) This could be seeking feedback from someone you trust; learning about a new area of fundraisingTurn to the person next to you and tell them briefly about this idea They will then tell you about their idea. (4 mins)Turn to the pair next to you and share your pair’s ideas with them and vice versa (8 mins)Note down the ideas you like best and think you might use