UK trust fundraising ‐ Learning to say thank you

Abstract In the United Kingdom, Charities Aid Foundation (CAF) data suggest that grant‐making trusts are currently responsible for supplying over 13 per cent of an ‘average’ charity's income (approximately four times the amount committed by corporate donors). Remarkably however, very little is known about the behaviour of such organisations and the contact strategies that are used by charities to solicit their support. This paper reviews the findings of a postal survey of 350 grant‐making trusts and identifies the criteria most commonly used to perform an initial sift of proposals and to develop a final short list to appraise for support or rejection. The findings clearly show that charity applications to trusts have increased dramatically over the past three years. Regrettably however, trusts perceive that there has been an accompanying decline in the standards of application being made. Trusts report that they are now frequently subjected to ill‐considered ‘blanket’ mailings from charities that often take no account of the specific aims and objectives of the trust. In general, the research also identified that applicants appeared to have undertaken very little research prior to submission of their application and if successful, would be unlikely to thank the trustees, nor to indicate what had been achieved as a result of their generosity.