Session Five - 3:45pm - 4:45pm
Fundraising As Sales: What can the Development Profession Learn from the Sales World?
Fundraising is often compared to sales. Indeed much of the language we use – building pipelines, generating leads, closing asks – is inspired by the sales world. So what can Development professionals learn from sales? In this session, we will hear from two senior fundraisers, who made the transition from sales at different points in their career. They will share their experiences of working on both sides of the fence, and will cover areas such as: how do sales people build relationships with their clients? Is fundraising less ruthless from sales? Are sales techniques only relevant in corporate giving, or can they help those of us working with individuals too? And most importantly: do sales people have all the answers?
The key to successful high level fundraising is so often in taking a peer-to-peer approach. Through case studies this session proposes ways of motivating senior volunteers to open up their contacts and support asks and making sure that fundraising is at the top of your Board’s agenda.
This session includes case studies from two of the country’s foremost cultural organisations, followed by a panel discussion chaired by the Chief Executive of a smaller, regional music organisation who will challenge the panel to explore common ground and look at how their experience can translate to organisations with limited fundraising resource.
This session has kindly been sponsored by
Humour is essential in business today as it is in our personal lives. Find ways to present yourself in a more relaxed, authentic style and develop your own personal story. Improve your self-confidence and esteem, communicate more effectively and memorably, and find out how to engage with passion.
Fundraising Needs Nationwide: RAISE: Arts, Culture and Heritage - One Year On
In Spring 2018 the IoF Cultural Sector Network and Young Arts Fundraisers embarked on an ambitious four year programme of support for fundraising and development professionals working within the arts, culture and heritage sector, with funding from Arts Council England. One year on, what have we learned? In this session, leading voices from RAISE’s launches in Yorkshire and the South West will discuss the challenges that cultural sector fundraisers face in the regions and how we can address them. Whether you are an early career fundraising professional or a seasoned development director, come and share the burning issues you face in your own area of the country.