Valerie Harland
Head of Development

Why have a development trust?

What is Bristol Museums Development
Trust?

DEVELOPMENT ?
bringing about change, by encouraging others to invest

It’s all about relationships
Whatever the funding source

Funding sources
• Private individuals
• Charitable trusts
• Companies
• Statutory (ACE/HLF)

Developing your ‘case for support’
Why should I invest in you?
• Use your FABs:
• Take one FEATURE of your work (a collection, community activity, learning)
• Describe its ADVANTAGES
• Which BENEFITS arise as a result?

Your FABs
• FEATURES: TNA’s workshops at The National
Archives in Kew
• ADVANTAGES: school students can work directly with real documents
• BENEFITS: develop research & information processing skills, leading to higher achievement across all subject areas

Private individuals
High net worth individuals
• Need to get to know them – ‘cultivate’
• Behind the scenes tours
• Takes time to build relationships
• Think of smaller ‘projects’ to attract initial support (conservation)

Private individuals
Visitor giving
• Do you have a donation box?
• If you are a charity, Gift Aid envelopes?
• How to build up a database – convert users/visitors in to donors?
• Show need for fundraising: in newsletters, leaflets

Charitable trusts?
• Research: trustfunding.org
• What’s your track record – do you have a database of your previous trust funders?
• Produce a spreadsheet of your target trusts, with deadlines
• Match with your list of potential projects
• Plan ahead: a small grant now might help secure a grant from a larger trust

Companies
• What can you offer companies:
- client entertainment
- brand awareness
- networking for business to business
• Is there scope for donations in kind?
• Benchmark your corporate offer with similar organisations
• Do you have the capacity to manage corporate relationships?

Getting started
• How much do you need to raise?
• Break it down into project ‘chunks’
• Think about all of your contacts
- Prospects vs champions
• Research: but not TOO much
• Start with ‘warm’ leads

Resources
• Institute of Fundraising
• NCVO
• Linked-In Groups
• Books: Giving is good for you
(mindset of philanthropists)

Strategic Approach
• Raising money takes time
• Planning is vital
• Be realistic
• But be optimistic too!

Questions & Answers