Nottingham Business School, Nottingham Trent University

Institute of Data and Marketing (IDM)

UK Director Of Fundraising at Samaritan's Purse

Working as an associate consultant across a range of clients, providing strategic reviews, cases for support, developing appeals and committed giving products.

Freelance

Fundraising and Communications Consultancy

Outline of Responsibilities:

• Leading the UK Communications (Individual Giving, Digital Giving etc.)  and Supporter Care Teams, maintaining brand position, generating income over £4m per annum, and developing long lasting and mutually fulfilling relationships with supporters
• Central promotion of the flagship campaign Operation Christmas Child generating circa £2m income and multi £ million of gifts in kind  
• Online, social, plus print communications and appeals.


Specific Project Work/Achievements:

• Lead role in raising over £2m for relief work in Ukraine in  2021-2022 in addition to having already exceeded financial year income target
• Grew shoebox online gifts as part of Operation Christmas Child from around 10K in 2018, to 50K in 2020. Growing income from this stream to £1m from a £200K baseline 
• Redeveloped the Christmas virtual Gift Catalogue, (hard copy and online) and grew income from £49K in 2018  to £118K per year in 2021
• Developed and led a UK based Covid -19 appeal to utilise supply chains to deliver hundreds of thousands of masks and surgical gloves to UK third sector care projects, such as homeless shelters and food banks.
• Planned and delivered numerous successful appeals that exceeded budget, including clean water in Ethiopia, food relief in Afghanistan and apprenticeships in Syria.

Samaritan's Purse

UK Director Of Fundraising

Outline of Responsibilities:

• Leading a team of seven across Fundraising, Communications, Database and Website functions with a combined annual budget of £800K
• The development and implementation of integrated Fundraising, Communications/PR and Strategic positioning strategies 
• Generating annual gift and legacy income in excess of  £3.5 million from current donors and new income streams


Specific Project Work/Achievements:

• Key role in organisational strategic repositioning plus a re-brand encompassing: consolidated organisational focus, core messaging, tone of voice, new visual identity, a new website, plus digital and offline collateral 
• Reversed a declining income trend by diversifying income streams, building Major Donor, Trust and Community fundraising programmes while refreshing existing mature income streams. For example:
• Community fundraising grown from around £5K in 16-17 to generating over £53K in the first 4 months alone of 18-19. 
• The existing mature individual giving programme was grown by over £260K
• Developed key new core fundraising propositions that have multi-year longevity, including a holiday fund and a partnership grant fund which between them have generated over £323K
• Launched an organisational wide campaign to engage with new supporters, that recruited on average 303 campaign members a month 
• Effectively responded to GDPR and new fundraising legislation laying the organisations ground work for handling regulatory change
• Increased social media reach by over 1,000%
• Achieved a significant increase in media exposure including coverage in many Christian media publications and Radio stations alongside The Guardian, The Observer, The Mail, The Sun, The Express, The Mirror, The Telegraph, BBC1, culminating in a full Songs of Praise episode 
• Developed partnerships to deliver the organisations key objectives including with The Trussell Trust, Hospital chaplains, The Prison fellowship and CAP.

Scripture Union England and Wales

Head of Fundraising and Communications

Head of Fundraising

Outline of Responsibilities:

• Leading and  developing the Individual, Churches, Community, Trust  and Legacy  fundraising     strategy to grow the number of Church Urban Fund supporters and income
• Managing the Data Service strategy and team to establish excellent supporter care, data structures, targeting and business information
• Strategic planning, one and three year scope, for £2m+ income and £440K+ expenditure. Leading the research, development and establishment of new CUF fundraising products and propositions
• Co-ordinate and develop online fundraising capacity

Specific Project Work/Achievements:

• Grew income across Individuals, Churches and Community by 15% year on year, expenditure was reduced leading to a 37% increase in net income 
• Trust fundraising income grown by 33% from 2010 to 2012 
• Development of a new regular giving sponsorship programme recruiting direct debits givers with ave first gift of £9.27 a month, forecast to break even within 1.5 years
• Launch of cold recruitment campaign recruiting first cash gift at an ave of £35.34 and ROI of 0.95:1
• Developed the first in the charities series of promotional videos which went on to win a Jerusalem Trust award for short form video
• Recruited and led a team of nine with clear roles and co-ordinated activity across disciplines, providing an integrated fundraising programme.
• Introduced new products and customer relationship management systems, including direct debits, recruitment and retention programmes to develop balanced and diverse income streams

Church Urban Fund

Outline of Responsibilities:

• Leading and developing the Individual giving acquisition and retention strategy to grow income including regular givers and high value donors.
• Developing and monitoring CUF’s Legacy strategy to grow income
• Managing the data systems and processes to support all the organisations fundraising activity


Specific Project Work/Achievements:

• Developed the most successful Christmas appeal with a 37% 0-12 month response rate average gift of £40, and an ROI of 12:1
• Grew Individuals income by 23% from 2009 to 2011
• Recruited and managed a professional data team, which working together allowed us to clean the database, better segment and target, while providing much improved levels of donor care

Head of Individual Relationships

Outline of Responsibilities:

• This role was a fixed term contract to support an old colleague with an appeal that was running late 
• Managing central direct marketing of mass participation appeals plus strategic planning for growth and development of operations and systems to support fundraising

Specific Project Work/Achievements:

• Ensuring a key appeal was delivered on time after staff vacancies had created a potential overrun
• Implementing a new web and support system for appeals
• Working with data services to develop new coding and segmentation structures

The National Autistic Society

Appeals Manager

Outline of Responsibilities:

• Leading ten staff, with three direct line reports, across the Appeals, Community HQ, Volunteering and Events teams. 
• Products with combined income over £4.8m, including flagship Christingle appeal that alone had an income target of £1.2m. Budget setting and management of expenditure over £750K 
• Strategic planning and support for integrated direct marketing campaigns, plus sporting and challenge events, sponsored walks, and recognition of our 180K Community volunteers/supporters
• Development of one and three year strategies

Specific Project Work/Achievements:

• In 08/09 income was gown to over £4.85m and a combined expenditure saving of over £60K
• Ensured that what was previously three separate teams were combined into one effective function
• Development of new appeals, while streamlining existing activities, and building online support
• Systems put in place to allow us to claim nearly £500K of gathered gift aid for the first time 
• Worked to create a comprehensive Divisional wide map of over 50K donors and volunteers  to develop integrated supporter journeys, and  ensure wider cross Divisional Team partnerships

The Children's Society

Community Fundraising Operations Manager

Outline of Responsibilities:

• Developing, implementing and reporting on the one and three year Individual giving strategy for recruitment and retention. This included direct mail, payroll giving, gift aid administration and membership programs
• Management of the Fundraising Database Assistant and varied volunteers
• Management of the sporting events program, including the London and Edinburgh Marathons
• Maintaining the databases, systems and processes necessary to service the needs of donors
• Planning and implementation of direct marketing for the I CAN's first annual mass participation fundraising event the 'Chatterbox Challenge' part of a strategic partnership with Tesco Baby and Toddler Club
• Management of the legacy programme, including income administration and marketing

Specific Project Work/Achievements

• Income from Individual giving exceeded target each year
• In its first year the Chatterbox Challenge raised £116,000 exceeding target and increased to over £155,000 in year two and still continues today
• Legacy income exceeded target at over £280,000 in 01/02

Paul Stockwell