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Programme outline


Please note that case studies often involve evening work.

The programme may be subject to change depending on the results of the pre-course questionnaire.

Day 1: Sunday

1.30

Tea & coffee

2.00

Welcome

  • introductions
  • key principals
  • strategy review

3.30

Break

4.00

Strategy 1

  • 7 stage model
  • case statements
  • situational analysis

5.30

Strategy 2

  • fundraising cycles
  • competitors
  • structure

7.30

Dinner

 

Day 2: Monday

9.00

Strategy 3

  • key sources
  • making the ask
  • maintaining relationships

10.30

Break

11.00

Research techniques

  • published resources
  • web research
  • using the NAFS library

12.30

Lunch

1.30

Trends & typology

  • portfolio fundraising
  • five partners
  • fundraising trends

3.00

Break

3.30

Trusts & foundations 1

  • how do foundations work?
  • barriers to success
  • winning proposals

5.00

Break

5.15

Trusts & foundations 2

  • problem statements
  • practice
  • co-consultancy

6.00

Close & review

7.30

Dinner


Day 3: Tuesday

9.00

Foundation presentation case study

(Guest speaker)

10.30

Break

11.00

Relationship fundraising 1

  • individual giving
  • upgrading donors
  • donor triangle & wedge

12.30

Lunch

1.30

Relationship fundraising 2

  • building relationships
  • clustering donors
  • super clubs

3.00

Break

3.30

Relationship Fundraising 3

  • case studies

4.15

Break

4.45

Sponsorship case study

  • course participants work on case study

7.30

Dinner


Day 4: Wednesday

9.00

Commercial sponsorship 1

  • the sponsorship spectrum
  • characteristics
  • key trends

10.30

Break

11.00

Commercial sponsorship 2

  • hygiene factors and motivators
  • access points
  • pricing Sponsorship

12.30

Lunch

1.30

Sponsorship communication skills 1

  • pitching for money
  • building sponsor confidence
  • key skills

3.00


Break

3.30

Sponsorship communication skills 2

  • Building rapport
  • Reinforcing key messages
  • Audio visual use?

5.00

Break

5.30

Sponsorship case study

  • participants work on case study

7.30

Dinner


Day 5: Thursday

8.45

Sponsorship case study

  • video presentation exercise

10.30

Break

11.00

Sponsorship case study

  • feedback and coaching
  • research
  • free time

12.30

Lunch

1.30

Corporate sponsor presentation case study

3.00

Break

3.30

Choose a session

  • running a major campaign
  • influencing the 121 ask
  • library research
  • free time

4.30

Any questions panel

5.15

Break

7.30

Dinner

10.00

Informal social event


Day 6: Friday

9.30

Legacies

  • Legacy value
  • Key tactics
  • Marketing legacies

1.45

Break

11.15

Theory into practice

  • Write a fundraising strategy
  • Apply the 7-stage model
  • Decide priorities



Action planning

  • review personal skills
  • outline organisational plans
  • identify goals

1.00

Lunch & depart

NAFS

The programme was the most challenging, fun and rigorous training I’ve ever experienced. It has transformed my approach to fundraising and given me the confidence and tools to plan and deliver a new fundraising strategy.

Clare Norburn, Co-Artistic Director, Brighton Early Music Festival



NAFS was a truly inspirational and highly relevant programme. The use of real examples from people with direct experience in arts fundraising was invaluable. It's given me a clearer focus on my fundraising strategy and the confidence to put the learning into practice! Many thanks to the course leaders for their engaging presentations that put all the theory into context.

Sarah Giles, Development Officer, Hall for Cornwall



The course was informative, useful and facilitated well.The networking opportunities were invaluable - I really enjoyed having both the delegates' experiences and the trainers knowledge to draw on. On par with, or even better than, sliced bread or getting the green light on Brighton & Hove Albion's new stadium!

Alan Issler, Principal Library Manager, Brighton & Hove City Library Services



I never imagined that I would gain so much from one week. I've got more knowledge about fundraising, but the knowledge is just the tip of the iceberg – I learnt so much from other arts organisations and gained a raft of transferable skills. I owe much of this to the trainers, who personally invested in the week with their transformative energy.

Paul Fitzpatrick, Producer, Catherine Wheels Theatre Company



The course was brilliant – the best training course I’ve been on! The whole structure was great and carefully balanced. The trainers delivered a wide variety of topics, while not compromising on detail. The exercises, mixed with the tools and theory, helped me clarify my thinking and apply the learning to deliver more effective fundraising.

Michael Hance, Director, Scots Language Resource Centre

NAFS


I really can't fault the course. The trainers achieved a perfect balance of knowledge and experience with effective and fun delivery methods. The whole week was both inspirational and hugely informative, and I would recommend this to those who are both experienced and new to fundraising.

Annie Davies, Corporate Development Officer, Royal Liverpool Philharmonic Orchestra



The School gave me a range of incredibly useful fundraising tools. I immediately applied this to my fundraising strategy and have had numerous successes leading up to the opening of The Lightbox. It was an inspirational and transformative week - a really worthwhile investment!

Sarah Bayes, Development Manager, The Lightbox, Museum and Gallery



The course is crucial for opening up new avenues of funding opportunities that many in the arts have probably never even considered. As a relatively small organisation, I was delighted when I made a successfull pitch and raised £6,000.

Rachel Smillie, Director, The Village Storytelling Centre



I would absolutely recommend NAFS to others and I have already suggested that my colleagues get to experience it. It was hard work, very informative and overall an excellent few days. I learnt so much to apply to my fundraising strategy!

Paula Thelwell, Head of Business Development, Jersey Heritage Trust



This has been by far the best training course I have been on. The sessions were all practical, fun and highly-engaging - all of which helped me to absorb loads of new information. I learnt so much about fundraising that I feel I can go back to work and make a real differnce. A big thank you to the trainers - you really opened my eyes about what 'real' fundraising should be about.

Marge Ainsley, Marketing & Development Manager, Harris Museum & Art Gallery



NAFS has boosted my confidence and was extremely valuable. The individual feedback was some of the most useful feedback I have ever received in a professional context. I thought the trainers did a brilliant job to command our attention for so long! Overall I had a great time, I had fun and I learnt loads.

Kate Hilton, Marketing Officer, Kirkgate Centre



For the first time I understood in detail the whole spectrum of fundraising sources available to the arts and the different approaches needed to secure them. I now feel much more confident about delivering our campaigns – and approaching new sources which I would not have previously considered

Jackie McNerney, General Manager, Kneehigh Theatre

Transforming the performance of not-for-profit organisations