First published on Institute of Fundraising blog 13th August 2012

The August IoF London Region First Thursday, aimed at young and new fundraisers, was very busy, with lots of new faces. I've summed up the fundraising lessons for those who missed it.

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Aimed at young and new fundraisers, the August First Thursday was hosted in collaboration with the Black Fundraisers Network and we were treated to two fantastic speakers:
The first was Terry Ryall of the youth volunteering charity, Vinspired. She gave us a great insight in to the history of this six year old organisation, where she has been Chief Executive from the start. Given a large amount of government funding in 2006 the organisation initially had a large grant making arm and it was fascinating hearing Terry explain how she planned ahead knowing that a similar cash injection was unlikely to happen again and how Vinspired has developed over the years.
One of the key point Terry made was about strategy, both as an organisation and for fundraising; you have to have a plan for the future to know what you are fundraising for! Other key things Terry urged us to take on board where:

1. What is your USP? Why should people give to you not someone else (this needs an emotional aspect.)
2. Build a good reputation; you don't want funders to say "I wouldn't work with them." Manage your organisation’s as well as your own reputation.
3. Strong relationships and account management - don't let these fizzle out. If someone stops funding you don’t just stop communicating with them.
4. Have a portfolio of products and services which you can pull out when an opportunity presents itself - don't create bespoke products for funders. 
5. Network! Many of us are not naturals at this but should learn to do it. Set yourself an achievable goal when you go to an event ie come away with one new person’s contact details.

And a few don’ts from Terry as well:

1. Don't over promise.
2. Don’t create new if you don't have to.
3. Don't forget your overheads – it could cost you to run a programme which someone has said they’ll fund.
4. Don't fundraise in isolation – develop internal relationships as well.
5. Don't forget to make the ask. Use the relationships you are building up, don’t be shy to ask for money if it says “fundraiser” on your business card!

We also heard from David Shosanya, a professional speaker, coach and facilitator who's achievements include co-founding the Street Pastors initiative, sitting on the Number 10 Downing Street Community Advisory Group and raising £1 million from a dinner with 200 guests. From his extensive experience with different charities as a philanthropist, ambassador and strategist, David shared some of his top tips for fundraisers:

• Know your cause and have clarity of vision – you have to be able to articulate the cause succinctly to people (David suggests we can sometimes have a “diarrhoea of ideas and constipation of expression” - none of us will be forgetting that analogy any time soon!)
• Be meticulous and targeted with your donor research - don't use a scatter gun approach, be a trained marksman.
• Big problems and big statistics can overwhelm people. Help them see how their contribution can help in a tangible way.
• If you want to raise money you have to have conviction and passion. Be personally invested - it's not just a job.
• Read – if someone's written a book about it be humble enough to read it. A book a week can make you exceptional!
• Identify people who are better than you, hang out with the best - invite them out for lunch. If someone helps you send them a present, they'll remember you. Ask someone to mentor you and learn from them.
• Networking doesn't have to be complicated. Be polite; say hello to people, smile, shake hands, say good bye. Cultivate a likeability.
• Take responsibility for your own learning.
• Invest in yourself - it gives people permission to invest in you because you take it seriously.

I hope some of these nuggets have got you thinking and inspired you. I highly recommend checking out the IoF’s regional and special interest group events; there's a lot you can learn in an evening!