OPERA EUROPA COPING WITH THE FINANCIAL CRISIS

Challenges and Opportunities A Fundraisers Perspective

Andrew Higgins Head of Membership and Development

Glyndebourne Revenue ModelGlyndebourne Revenue Model

£23 million annual turnover £23 million annual turnover The Glyndebourne Festival is a The Glyndebourne Festival is a

privately funded charity – no privately funded charity – no government funding government funding

Three Key Sources of Revenue Three Key Sources of Revenue Box Office -61%Box Office -61% Membership and Fundraising 30% Membership and Fundraising 30% Commercial/Other – 9% Commercial/Other – 9%

£7.6 million needs to be identified annually through contributed income

Where does it come from?

80%

14%

6%

Individual Support Corporate SupportTrust and Foundations

Where The Funding Comes From

“Contributed income from individuals (membership and donations) have increased from £2.77 million in 2006 to £6.17 million in 2010. Individual support represented 14.5% of turnover in 2006 rising to 29.3% of turnover in 2010”

Glyndebourne Business Plan (2011)

In this climate funding from individuals is key In this climate funding from individuals is key

Methods of Individual Methods of Individual GivingGiving

Membership Structure for Access to Membership Structure for Access to Purchase Tickets (Festival Society, Purchase Tickets (Festival Society, Associate Membership, Funding Associate Membership, Funding Membership) Membership)

Production and Syndicate Support Production and Syndicate Support New Generation Programme – long term New Generation Programme – long term

artistic and audience development artistic and audience development Annual Fund Annual Fund Digital Syndicate Digital Syndicate Planned Giving and LegaciesPlanned Giving and Legacies

IndividualsIndividuals Lifetime Plan for Giving – Securing the next Lifetime Plan for Giving – Securing the next

gift nowgift now Syndicate Support – sharing the load. Syndicate Support – sharing the load. Diversification of Funding Base (NGP)Diversification of Funding Base (NGP) Be aware of tax efficient giving Be aware of tax efficient giving Prospect Cultivation – Use of Trustees and Prospect Cultivation – Use of Trustees and

current supporters current supporters Planned Giving and Legacies – Building the Planned Giving and Legacies – Building the

Future Funding Base Future Funding Base Bringing Donors Together – Getting to Bringing Donors Together – Getting to

Know You Know You

Motivating IndividualsMotivating Individuals Case for Private Funding (without you Case for Private Funding (without you

it won’t happen) it won’t happen) Diversify funding ask – listen and be Diversify funding ask – listen and be

creative creative Donor Care and Stewardship – Donor Care and Stewardship –

sometimes it’s the little things….sometimes it’s the little things…. Make them feel a part Make them feel a part Give them the best experience possible Give them the best experience possible

(not the best we can do, but the best (not the best we can do, but the best that can be done anywhere) that can be done anywhere)

Thank them and set up the next ask! Thank them and set up the next ask!

Planned Giving/Legacies Planned Giving/Legacies Identify potential supporters when Identify potential supporters when

they are still alive they are still alive The John Christie Society – 56 The John Christie Society – 56

members and growing members and growing In Memoriam campaigns In Memoriam campaigns Add to ask for major supporters (have Add to ask for major supporters (have

you thought about your will) you thought about your will) Sectionalizing interest for legacy Sectionalizing interest for legacy

income – use principle to be a revenue income – use principle to be a revenue generator generator

Make the lawyers job easy – cultivation Make the lawyers job easy – cultivation

Corporate Support Corporate Support Key building corporate membership Key building corporate membership

(renewal and acquisition) – link to (renewal and acquisition) – link to ticket access. ticket access.

Have bigger conversations with Have bigger conversations with corporates around all assets corporates around all assets

Identify different budget sources in a Identify different budget sources in a company for opportunity company for opportunity

Employee engagement/build Employee engagement/build ambassadors in the company ambassadors in the company

Plan for the upturn – it will come Plan for the upturn – it will come Corporate Relationship Marketing Corporate Relationship Marketing

AND NOW A WORD FROM OUR

SUPPORTERS…..