individual giving at dougie mac -...
TRANSCRIPT
Individual Giving at Dougie Mac Jill Bowler
Douglas Macmillan Hospice
IOF North West Conference, Chester 2018
Individual Giving in a hospice setting
What’s covered:
• What Individual Giving means to us at Dougie Mac
• How we have changed in our structure
• What income streams do well for us
• Why I think we do well
• Challenges we face
• Questions – Other Areas for Discussion
What Individual Giving means to us at Dougie Mac
Who delivers the income & how we have changed in structure
Head of Legacies, Individual Giving & Trusts
Trusts & Philanthropic Officer – 4 days
Legacy Officer – Wills & Probate – 3 days
Individual Giving Support – 3 days
Individual Giving Fundraiser – 5 days
Individual Giving volunteers – 3 x half days
Individual Giving adhoc volunteers
What Income Streams Do Well For Us
What Income Streams Do Well For Us
0
10000
20000
30000
40000
50000
60000
70000
80000
Regular Giving Patient Donations Newsletters MAWM
2015/2016
2016/2017
2017/2018
What Income Streams Do Well For Us
0
200000
400000
600000
800000
1000000
1200000
1400000
1600000
1800000
2000000
Legacies IMO LUAL
2015/2016
2016/2017
2017/2018
Why I think We Do Well
• Business Acumen – planning, monitoring, clear goals
• Income Focussed – breakdown into months – bite size
• Whiteboard in the office
• Regular updates
• Good communication - Team Talk
• Relationship Management – little cards – phone calls
• Trust & Rapport
• Connection
• The right people
• Team work
• Passion for the cause – tell a story
Passion For the Cause – sharing the message
• A presentation – think of style, content, audience, result
• Use experience, someone who has benefited from the cause, tell their story
• Be brave and talk about what you want to achieve by the news – tell them what the money is for, tell them how much we need, tell them what a difference it makes & to whom.
• Overcome the difficult conversations – especially if it’s about bereavement – get some training in place on how to deal with them & overcome the awkward words etc
• Deliver your sales pitch wherever & whenever
Dougie Mac Choir concert
Did it work?
• Did you believe me?
• Did it inspire you?
• Did my passion shine through?
• Did I make it clear how much the cause needs?
• Was it clear how they could help to raise money?
• Could you relate to it (right language etc)?
• Was it real? And was the ask achievable?
• Would you want to donate?
Challenges we face
• Budget & cash flow
• GDPR
• Staff resources
• People management
• Tired & lack of resilience…too sensitive
Questions & Answers
Believe in yourself…and shine!
Thank you.
Jill Bowler
Head of Legacies, Individual Giving & Trusts
Tel: 01782 344308
@jillybowler