Finding Selling Points

1
Finding Selling Points

• DAVID BALL
• Librarian, Bournemouth University
• dball_at_bournemouth.ac.uk

2
Im NOT going to talk about

• Official funding routes
• Funding bodies
• PFI
• Programmes
• Institutional politics

3
I AM going to talk about

• Unofficial funding routes
• Charities and trusts
• Philanthropy - corporate and individual
• Sponsorship
• Dark arts of fundraising

4
The Land of Euphemism

• The Development Office
• Gift opportunities
• Planned giving
• Activating donors
• Externalisation

5
Charities and Trusts

• Type of institution - not state funded
• Purpose of funding - not core business
• Independent institutions
• Special projects - archive or gallery

6
Philanthropy

• Corporate
• Ca. 286m in 2000/01 (CAF)
• To create goodwill - local
• Association
• Personal contact - MD, Chairman, Board
• Individual
• Activation
• Personal contact - VC, Librarian

7
Sponsorship

• Offers some rights and association
• What are your gift opportunities?
• The Building a room a floor a PC lab a
  courtyard an atrium an art work a carrel a
  chair a brick a paviour equipment new stock

8
Fundraising Fundamentals

• Compelling statement of value
• First rule - start 10 years before you need the
  money
• Capital campaign - on a bedrock of general
  fundraising
• Time, resources, commitment, focus, a strong
  vision

9
Handy Tips

• Use your Development Office
• Import a professional
• Go for gold - 90 of cash from 10 of donors
• Be a barrow boy - look for the hook
• This isnt begging!!