Hilary Burwell, National Galleries of Scotland Presentation from the Museums Galleries Scotland 'Fortune Favours the Brave' conference, September 2013.

1. Being bold with your
fundraising
Hilary Burwell
National Galleries of Scotland

2. Objectives of session
 Crash course
 Different types of fundraising
 Different types of donors
 How to manage and be strategic with your fundraising
 Applying knowledge to museum scenarios
 Sharing experiences

3. Why We’re Here
 ASK THE AUDIENCE
 Reduction in funding for many museums
 The need for money!
 Sustainability
 MGS Strategy
 MGS HLF Catalyst Umbrella Fund

4. Fundraising is fun!
‘Development’ - does what it says on the tin
The people are interested and interesting
Takes you in directions you might not expect
Keeps you up to date and on your toes

5. Different types of fundraising
SPONSORSHIP
 For publicity
 For benefits
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Profile
Access to audiences
Hospitality
Staff engagement – family workshops etc
 For Corporate Social Responsibility (CSR)

6. Different types of fundraising
 PHILANTHROPY
 TRUSTS & FOUNDATIONS
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Different shapes and sizes
Transparent motivations
Require evaluation against application
Are still people
 Hints and tips for applications
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Read the guidance
Make contact
Follow the rules
Images images images

7. Different types of fundraising
 PHILANTHROPY
 INDIVIDUALS
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Major Gifts
Memberships
Donation boxes
Online giving
Text giving
Crowdsourcing
Gift Aid Visitor

8. Managing your fundraising
 Always link your FUNDRAISING STRATEGY with your
CORPORATE PLAN
 Use your BOARD
 Have a convincing VISION
 Invest in RESEARCH
 Be realistic with your TARGETS and TIMETABLE
 Make the ASK
 Manage your gifts – good DATABASE and regular meetings.
 Have a STEWARDSHIP plan
 TALK to one another
 Develop a TOUGH SKIN

9. Managing and looking after your
donors - 7 Stages of fundraising
1.IDENTIFY
7.STEWARD
2.RESEARCH
6.THANK
3.CULTIVATE
5.CLOSE
4.ASK

10. Managing and looking after your
donors - 7 Faces of Philanthropy
 Understanding giving motivations
 Prince & File – Seven Faces of Philanthropy
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The Communitarian
The Devout
The Investor
The Socialite
The Altruist
The Repayer
The Dynast

11. Managing and looking after your
donors – The Donor Pyramid
Legacies
Bequests
Major Gifts
Capital Campaigns
Special Campaigns
Annual Giving
Membership Programmes
Special Events
Annual Campaigns
One-site / First Time Giving
Donation Boxes
Gift Aid Visitors
Volunteers
Online Donations
Telephone Campaign
Visitor Awareness and Quality Experience

12. Managing and looking after your
donors – Final Tips
 Donor Recognition
 Thanks
 Keep in contact
 Keep a good database and USE IT
 Remember no-one was ever offended by being asked for
their support.

13. FINAL THOUGHTS
What’s specific to Museums &
Galleries?
WHAT DO WE THINK MAKES MUSEUMS & GALLERIES
PARTICULARLY ATTRACTIVE TO FUNDERS?