The National Arts Fundraising School 2016 brochure

The National Arts Fundraising School 2016 Transforming your fundraising potential

17-22 April 6-11 November Book with confidence: full money-back guarantee

www.nationalartsfundraisingschool.com

Transforming your fundraising potential The National Arts Fundraising School is the UK’s leading fundraising training programme designed exclusively for the arts and cultural sector.

More than 1,200 orchestras, museums, galleries, theatres, community arts companies, festivals and dance companies have benefited from the School.

So far the learning they’ve gained has helped them raise over £250M. As arts organisations look to adapt to ongoing Arts Council and Local Authority cuts, the ability to raise money from trusts, individuals and companies becomes ever more important. Whether you are a full-time fundraiser, a senior manager or board member with some responsibility for fundraising, or somebody that has never fundraised before, the National Arts Fundraising School is designed to help you know where to look and how to ask. For over 26 years former participants have shown that the skills and know-how we share deliver success. More than that we guarantee success.

Read and view alumni testimonials and success stories at www.nationalartsfundraisingschool.com Over six intensive, challenging days you’ll increase your knowledge of different funding sources, including individual giving, major donors, trusts and foundations, online engagement, corporate sponsorship and legacies.

Whether you’re experienced or new to fundraising, you’ll access innovative ideas, invigorate familiar approaches and tap into fundraising opportunities you’d never considered before. You’ll also develop skills in powerful communication with donors.

Above all you’ll build a rigorous, resilient fundraising strategy.

“I’d certainly recommend the School. It has excellent content, a quirky but carefully judged ‘tone’ and pace, and plenty of variety. Guaranteed to build knowledge and confidence. By the end of six days I personally felt much more motivated about the possibility of fundraising to help keep the arts stable as we continue to sail through very choppy waters.”

Ian Tabbron Senior Relationship Manager – North, Arts Council England

Five things you won’t get anywhere else…

1. Enjoyable, memorable, intensive learning

Every session is carefully designed to stay with you long after the School. We use a mix of expert presentations, group exercises and activities, coaching, case studies, online research opportunities, and time to read and reflect. The range of approaches guarantees you learn and retain a huge amount in a relatively short period of time.

2. Outstanding programme leaders

The School is led by Bernard Ross, Philly Graham and David Burgess, three top fundraising consultants with over 55 years experience between them, in both UK and international arts fundraising. There are guest speakers from other organisations sharing insights on issues as diverse as online giving and raising money from the EU. And you’ll have the chance to share knowledge and experience with your fellow participants.

3. Putting theory into practice

The School’s approach is deeply practical. We’ll show you how the models and approaches we cover are relevant to your organisation and how best to use them to overcome challenges and build on opportunities. Building your strategy and portfolio as you go along, you leave the School with a well-developed action plan to put into place on your return to work.

4. Outstanding back-up resources

We reinforce the programme content to help you consolidate your learning in the weeks, months, and even years to come. A key learning element is a comprehensive 350-page workbook and a range of online resources. During the School you have access to our extensive fundraising reference library – including databases of major fundgivers and key texts from the UK, USA and Europe.

5. Money-back guarantee

We’re so confident that what you learn will bring tangible results that we offer you a unique money-back guarantee. If you don’t raise a sum at least equal to the School fee within 12 months of completing the programme, we’ll refund the fee.

All of it. Guaranteed.

“A fantastic, productive and very worthwhile investment.”

Jen Slapp Development Coordinator Interplay Theatre

www.nationalartsfundraisingschool.com THE ROYAL PAVILION, BRIGHTON. PHOTO COURTESY OF ROYAL PAVILION AND MUSEUMS FOUNDATION

Leading expertise The National Arts Fundraising School is run by The Management Centre (=mc), the UK’s leading consultancy working to transform the performance of ethically-driven organisations worldwide.

Bernard Ross is a Director of =mc and Director of the National Arts Fundraising School. For over 30 years, he has acted as a fundraising consultant to a wide range of arts and cultural bodies, ranging from the National Gallery to Scottish Opera, and from Holburne Museum, Bath to York Early Music Festival.

He is co-author of The Influential Fundraiser: Using the Psychology of Persuasion to Achieve Outstanding Results, and editor of Global Fundraising.

Philly Graham is a Learning and Development Consultant at =mc and Deputy Director of the School. She brings to the event significant fundraising experience, especially in commercial sponsorship and CSR gained while working at Alzheimer’s Society where she handled partnerships with major companies such as Tesco and Homebase.

Since joining =mc she’s worked with major charities like Macmillan Cancer Support, ActionAid and WWF-UK.

David Burgess is a Fundraising Consultant at =mc and Deputy Director of the School. Before joining =mc David worked for a range of UK arts organisations, including the Royal Exchange Theatre, Manchester, English Touring Opera and Glyndebourne. David brings a wealth of knowledge in fundraising and specialises in foundations, legacies and developing individual giving programmes.

At =mc David’s recent customers include Blackpool Museum, Museo Paleontologico Egidio Ferulgio (a national dinosaur museum in Argentina) and Babcock University in Nigeria.

“Fabulous fun in spite of the hard work.

The School leaders were all excellent and their very different styles of delivery were a great complement to and foil for each other. Love the fact that it’s professional and serious – but with a definite smile about it.”

Jacqueline Greaves Director, JG Projects

www.nationalartsfundraisingschool.com PHOTOGRAPHY: ROB KENNEDY UNDER THE VAULTED SKY, ROSEMARY LEE, 2014. PRODUCED BY ARTSADMIN. PHOTO BY HUGO GLENDINNING

Key modules 22 different modules available in 6 intensive days For a session-by-session, day-by-day breakdown of the outline programme, see www.nationalartsfundraisingschool.com/theprogramme. You’ll also find more detailed information about each of the modules on our website.

The exact content of the programme for each School depends on the pre-programme questionnaire, which each participant completes.

This ensures each School matches the specific requirements of the participants. In 2016 we also have one new and five updated modules.

• NEW! Behavioural Economics and Psychology: understand how your donors make decisions and the implications this has for us as fundraisers.

• UPDATED! Donor journeys and stewardship: developing a strategy to engage and develop donors so you too can be successful in the individual donor space.

• UPDATED! Maximising major donors: exploring how to identify and engage with major donors – the fastest growing source of philanthropic funds.

• UPDATED! Legacies: one of the biggest growth areas for arts organisations, this session shows you how to develop and promote your legacy programme.

• UPDATED! Making the ask: practise skills and tactics which will allow you to influence others in 1-2-1 settings. Includes video feedback on your impact.

• UPDATED! Social Media and online fundraising: find out how the use of digital channels can support and improve your fundraising.

• Developing a fundraising strategy: at the core of the programme is an emphasis on developing a long-term strategic approach – focusing on high pay-off streams.

• Principles of fundraising: successful fundraising is underpinned by principles from disciplines as varied as psychology, sociology and marketing. Discover what they are.

• Choosing a fundraising structure: often the way you’re organised can make a massive difference to your fundraising. We’ll look at the options available.

• Researching sources: introducing donor research techniques and discovering the pros and cons of all the major databases.

• Major appeals and how to run them: clarify the specific tactics needed to run a major appeal over a fixed timescale.

• Raising money for local authorities: if you’re a local authority there are specific challenges you have to face. We’ll explore how to work with these challenges.

• Touring and non-venue based organisations: what are the challenges for organisations that don’t have access to ticket data and how can we overcome them?

• Crowdfunding: does crowdfunding really work for the arts?

We’ll look at examples of what works and what doesn’t work – helping you to avoid expensive mistakes.

• Writing a fundraising plan: discover the key elements in a strategic plan to win support internally for your ideas.

• Foundation fundraising: they contribute up to £2billion to charities with significant sums to the arts. You have to understand how foundations work and the secret of proposals.

• Commercial investment – sponsorship to CSR: companies are still investing. How do you maximise your chances of success with corporates?

• Setting up a development board: development boards need careful management and a clear brief. How to keep them on track.

• Making your case: You need to align everyone internally and engage external donors. Learn the four key frameworks and increase your chances of success by 25%.

• Legacies: as baby boomers reach legacy age they can be a major source of income. Learn how to create a legacy programme that helps engage older supporters.

• Making an impact: you’ll have the opportunity to be filmed ‘pitching’ for money in front of an audience – and then to be coached on your effectiveness.

• Action planning: the final module will help you crystallize practical steps to take to ensure your learning is turned into action back at work.

“Thank you! What an amazing and inspiring week. So much learning and so many seeds sown. Your generosity of ideas, knowledge and reflections were all gratefully received.

So much is going to happen at Rhythmix thanks to you - watch this space!”

Lucy Stone Strategic Director, Rhythmix

www.nationalartsfundraisingschool.com PHOTO COURTESY OF RHYTHMIX. PHOTOGRAPHY © PAT POPE WWW.PATPOPE.COM

Outstanding company Is it for me?

If you’re just beginning in fundraising, the National Arts Fundraising School will kick-start your career with a thorough grounding in all key areas. And if you’ve got years of experience behind you, it will refresh and renew your existing approaches – giving you the confidence to expand your portfolio. Whatever your job title, if you have responsibility for fundraising, you’ll find the programme inspiring and engaging, and the networking opportunities invaluable.

Our pre-course online questionnaire ensures that the content and pace of each School is pitched at the right level for all participants.

Who attends the School?

The learning you take away from the School will be significantly enriched by the work you do with participants from different organisations and with different jobs. Whether it’s an arts centre, an orchestra, a gallery or an opera company, you’ll be among: • marketing managers • local authority arts and cultural officers • development officers • communications directors • chief executives • sponsorship managers • artistic directors • festival organisers

Over 1,200 organisations have already benefited from the School. They include large national institutions, leading edge arts agencies, local authorities and smaller local or community bodies keen to become more sustainable or replace cuts. See below for just some of our past attendees: • Arts Council England • Battersea Arts Centre • Birmingham Museums Trust • Bournemouth Symphony Orchestra • Brighton Dome and Festival • Donmar Warehouse • Edinburgh Festival Fringe Society • Glyndebourne • Great North Run Culture • Hackney Empire • Hull Truck Theatre • Imperial War Museum • LAMDA • Manchester Art Gallery • National Centre for Early Music • National Gallery • National Theatre Wales • Norfolk Museums Service • Opera North • Peter Pan Moat Brae Trust • Poetry London • Royal Liverpool Philharmonic • Royal Opera House • Scottish Ballet • Spitalfields Music • Nottinghamshire County Council • Tate Liverpool • Scottish Youth Dance

Need to know more?

To find out more about the programme, or read alumni testimonials and success stories visit www.nationalartsfundraisingschool.com

“I would recommend the School to people working at all levels.

The course navigated different skill and experience levels adeptly and seemed to give all participants the space to grow within their own abilities.”

Emily Crossland Education Development Manager The National Centre for Early Music

“I had a fantastic week and came away feeling motivated and confident. The course was really well presented, informative and a lot of fun! I can already see how attending has benefitted my work. ” Emma Tropman Trusts & Foundations Officer, Welsh National Opera

www.nationalartsfundraisingschool.com WNO MADAM BUTTERFLY – CHERYL BAKER (MADAM BUTTERFLY). PHOTO BY JENI CLEGG

Guest speakers Each School benefits from the outside expertise of guest speakers.

For the 2016 Schools, we are delighted to welcome:

Howard Lake is Director of Fundraising UK, the UK’s leading web fundraising consultancy. He will offer two high level sessions on the different social media techniques and their relative value: how to link marketing and fundraising in social media, and how to maximise returns on a small budget.

“The manual is very thorough, and well structured and presented for easy reference – a brilliant tool.”

Miranda Rowlands SHARED Enterprise Project Officer Norfolk Museums Service

Geoffrey Brown is a freelance consultant providing European and international advisory and information services, especially regarding funding to enable arts & culture organisations to undertake transnational projects. He is currently Director of EUCLID. Before that Geoffrey was Coordinator of the UK Cultural Contact Point, from 1999-2009, and Advisor to Visiting Arts, from 2010-2012. His session will cover the nature of European programmes that are relevant to UK cultural charities, and how you can access funds.

Find out more about each of the guest speakers at www.nationalartsfundraisingschool.com/leaders-and-speakers

“Yes I’d recommend the School. It was a hugely effective and very practical intensive course in fundraising, suitable even for someone like me who is not solely a fundraiser.”

Nicholas Bone Artistic Director, Magnetic North Theatre Productions

Practical details When?

17-22 April 2016 6-11 November 2016

Where?

At the tranquil Deans Place Hotel, on the edge of the Sussex Downs. It’s a demanding week, so when there is a break you’ll appreciate the chance to unwind in the comfortable surroundings.

All of the bedrooms have en-suite facilities, TV and telephone.

How much?

1,950 + VAT. This includes • five nights’ accommodation • all meals • the 350-page National Arts Fundraising School handbook • electronic back-up materials All prices are in GBP

Help to pay?

The National Arts Fundraising School is widely regarded within the sector as a sound investment, and each year many participants receive grants from external bodies to help fund their place.

Find out more about potential funding opportunities at: www.nationalartsfundraisingschool.com/funding Don’t forget that your place at the National Arts Fundraising School comes with a unique money-back guarantee. If you haven’t raised a sum at least equal to the School fee within 12 months of completing the programme, we’ll refund the whole fee.

How to book?

“It was a unique experience that has changed the way I approach all of my work, not just fundraising. It’s made me much more of a go getter both in work and personally, and less fearful of asking for money to make something great happen!”

Joanna Steele Arts Engagement Coordinator Sutton Council

Each year the Schools quickly become fully booked. (For 2015 we had a waiting list of 10 for the November programme.) To ensure you don’t miss out reserve your place in the first instance by making a provisional booking at: www.nationalartsfundraisingschool.com/booking-form And don’t worry, if you cancel your place more than 28 days before the School, there’s no charge.

www.nationalartsfundraisingschool.com

BOOK NOW – 2016 dates: 17-22 April 6-11 November

FREE tips and tools: for free fundraising tips and tools for people working in the arts and cultural sector, see www.nationalartsfundraisingschool. com/downloads – yours to download and use.

“Since I came to the School in 2014 a lot has changed. The fundraising team – six of us – has raised over £7m, and I’ve been directly responsible for £1.2m of that.

Oh, and I’ve been promoted. So on both a team and personal level this has definitely been my most successful period to date!”

“The School gave me the skills and confidence to fundraise through many different channels and I left with a clear plan of how to do that. Since attending in 2014 I’ve raised over £2M from a wide variety of sources including public funding, trusts, individuals and legacies.”

Vicki Kelsall Senior Deputy Head of Fundraising, LAMDA

Rachel Cockett Director of Development, Birmingham Museums Trust

FRONT COVER IMAGE LAMDA’S 2015 PRODUCTION OF RENT, DIRECTED BY JOHN BAXTER. PHOTOGRAPH BY RICHARD HUBERT SMITH © LAMDA LIMITED, 2015.

The Management Centre Mill House, 8 Mill Street, London, SE1 2BA Tel: 020 7978 1516 www.managementcentre.co.uk

www.nationalartsfundraisingschool.com The Management Centre (UK) Ltd trading as The Management Centre

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© The Management Centre 2015