Louise Darby and John Tween, Framework

1. Starting up & running a small
in-house face to face
fundraising team
 Louise Darby, Fundraising Manager
 John Tween, Supporter Communications Officer

2. About us
 Nottingham-based charity
 Tackling homeless
 Working across East Midlands

3. Fundraising at Framework
 £20m statutory income
 Fundraising team established 2008
 4,000 community ‘supporter’ base in ‘08

4. Why face to face?
££££ Income from donors

1 2 3
2008 /9 2009/10 2010/11

5. Why in-house?
 Budget
 A ‘way in’: test & prove - internal buy in
 Made a pilot possible
 We want to recruit / train our own people
 (Risk / reputation management)
 Direct line: FrameworkF2F  donors

6. Benefits of an in-house team
Team engagement
 Fundraisers, not “chuggers”
 Volunteering and events
 Welcome calls and corporate
engagement
 Social media and web activity
 Press coverage as local
advocates of F2F
 Team generate ideas

7. Benefits of an in-house team
Short hierarchy
 Reactive to other opportunities
 Direct supporter feedback & quality control
 Supporter-to-fundraiser feedback

8. Benefits of an in-house team
Monitoring
 Internal mystery shopping
 Reactive training based on
communications strategy
 Consistent feedback

9. Impact of working locally
 We only fundraise where we work
 Can help with service delivery:
 Rough sleepers hotline info
 Improved ‘charity fundraising’ awareness
internally
 More demonstrable ‘we are local’ USP

10. Lessons learned
 Staff attrition  Recruiting
 A team of three vulnerable people
 Opportunities for  Standing Orders vs
former clients Direct Debits
 Incentives

11. Results one year on
 Recruited a working team
 Learning about what a Face to Face
resource / focus can bring to Framework
 Recruited 500 new supporters (200%)
 Early signs of individual development
 Building attrition models