Learning from others 2

In the second of this series, we put successful fundraisers under the spotlight to share their tips for a fulfilling fundraising career.

Rowena Lewis joined the Fawcett Society in 2007 and is responsible for all fundraising initiatives at the organisation. Fawcett campaigns for equality between women and men in the UK on pay, pensions, poverty, justice and politics.

Trust your instincts

'Sometimes, you just have a belief in what’s right to do' says Rowena Lewis, 'and you should just go with it.' The Fawcett Society’s successful Gender Equality Forum was a new idea – and because of this there was no existing ‘model’ for its success. Yet it’s proved to be very effective, diversifying the charity’s current income portfolio and also creating an opportunity for corporate partners to learn and debate important issues with leading policy makers.

It was also an instinctive pull to fundraising which set Rowena on her path. At university, as a languages student, she got involved in a telephone alumni appeal to enable disabled access to her faculty. It was at this point that she discovered a flair for fundraising.

On moving to London, Rowena joined face-to-face fundraising firm Fruitful Fundraising, where she worked for two years, progressing to a team leader. This included fundraising on behalf of 30 different charities, including Barnardo’s and Shelter. 'I have to say, to this day it’s the best job I have ever had', she says.

Face-to-face fundraising is all about the basic principles of making an ask and creating a 'bridge between donor and fundraiser'. Rowena also says it taught her how to recognise what prospective donors are looking for.

'I wouldn’t have carried on with fundraising if it wasn’t for face-to-face' she says.

Be creative

In the future, fundraisers will need to be 'more creative and fleet of foot', according to Lewis. In today’s political and economic climate small and large charities alike will need room to manoeuvre to keep up with the competition.

Making connections to sources of funding is also a creative process.

Working at Fawcett, a small niche charity, means that there isn’t enormous opportunity to approach traditional corporate CSR budgets.

Yet, by linking the organisation’s campaigning objectives - around gender equality – to fundraising strategy, the charity was able to begin to broker partnerships with employers.

This opportunity now represents £50k of unrestricted income to Fawcett, which is significant for a charity with a £600k turnover.

Don’t forget the fundamentals

'Put yourself in the shoes of your prospect' is another piece of advice from Rowena Lewis. 'Ask yourself ‘What do they need or want to see happen, and how does your charity fulfill that’'? 'Listen to all those around you', she adds. It’s important to make the right ask but also to consider the full cycle in fundraising – so, thinking about what comes ‘after the ask’ too.

Seek inspiration

Rowena Lewis cites the late Luke Fitzherbert, Jo Swinhoe and the PFRA’s Nick Henry as fundraisers who are also role models. Of Swinhoe, she says 'she’s a really strong and inspirational female role model in fundraising'. Rowena also says that the street fundraising community continues to set a good example with many of those having practiced face-to-face having progressed in very strong fundraising careers.

For inspiration going forward, Lewis says she would like 'to see more high profile female fundraisers'. She also has nothing but praise for Matthew Sherrington from Everychild:

'He moves me every time he talks about fundraising. That’s the impact I’d like to have on my donors.'