Status: Closed - another successful assignment for Oakleigh Resourcing

Role: Trusts and Foundations Consultant

Client: British Council

Department: Partnership and Business Development

Reporting to: Head/Director PBD

Location: British Council Offices, Spring Gardens, London SW1A

Duration of job: Permanent

Remuneration: Up to £65,000 (depending on experience) plus London Weighting Allowance, Pension, 32 days holiday and impressive family friendly policies

Purpose of job:

  • To set and implement a strategy to grow income-generating relationships with UK-based trusts and foundations



This is a senior and demanding job, requiring expert fund raising knowledge and skills, the drive and ability to operate from start-up and the ability to navigate and leverage a complex, global network of staff.

Two years ago, the British Council set out a vision to be a partnering organisation in everything that we do.  Our plan is to double our partnership income by 2014/2015 to over £60m and become much less dependent on the HMG grant.  We are looking to establish genuine and transformational partnerships - we see the benefits of partnering in terms of income, impact, innovation and influence.

We already have partnerships with some world class organisations, including the Premier League, HSBC, Nokia and Microsoft.  However, to achieve our targets we will need a step-change in our culture and ways of working which puts partners' needs first.  We also need to make sure we develop attractive product and service portfolio which are commercially viable and attractive for partnerships.

The role of the central Partnership and Business Development team in which this role sits, is to drive the change through the organisation,and specifically to:

  • Set the organisational strategy and framework for partnerships
  • Incubate a business development approach for UK trusts, Arts sponsorship, and some UK based global partners
  • Drive a step-change in the Global Partnerships team and in the organisation's partnering and culture capability

Accountabilities, responsibilities and main duties:


  • Build positive relationships with prospects, through personal networks and working with colleagues on marketing and cultivation activities such as events and visits.  Accountability for building and maintaining a pipeline of an agreed number of warm prospects for five, six and seven figure partnerships.
  • Develop and present compelling concepts and proposals, including detailed budgets, working across the organisation as needed.
  • Negotiate and close deals with trusts and foundations, including agreeing and documenting budgets and reporting requirements.  Accountability for securing an agreed number and total value (e.g. £500,00) of new agreements.
  • Manage the process of donor acknowledgement, reporting and stewardship.
  • Line manage one member of staff, including task management for the significant proportion of their time devoted to trust fundraising, focused on the Arts.


  • Develop a strategy to significantly grow the British Council's reputation with and income from trusts and foundations, and put in place clear systems for tracking progress, including pipeline and other KPIs.
  • Identify trusts and foundations with the potential to be significant partners for the British Council and build understanding of prospects through desk research and networking.
  • Be a source of expertise on relevant external trends in the trusts and foundations market.

Working across the organisation

  • Work in partnership with the Education and Society SBU to develop a sub-strategy focused on this core area of business, including personal accountability for agreed pipeline and income targets.
  • Secure buy-in from key regions and business areas in the British Council to trust fundraising strategies.  Build their capacity to provide the concepts, proposal, budgets, reporting and other content necessary for fundraising from non-UK based trusts.
  • Liaise with other staff involved in trust fundraising, particularly in the US, to develop common approaches or tools where relevant.

Other important features or requirements of the job

  • Occasional travel may be required around the UK and to overseas programmes.
  • Out-of-core-hours working likely to be necessary around key application deadlines.  However, the organisation does operate smart working including ability to work from home where needed.
  • The postholder must have the right to work in the UK

Person Specification:

Behaviours (the Behaviours dictionary can be viewed on the British Council website)


  • Creating shared purpose
  • Connecting with others
  • Making it happen
  • Working together
  • Being accountable
  • Shaping the future

Skills and Knowledge


Trusts and Foundations knowledge:

  • Expert knowledge of the Trusts and Foundations operating landscape e.g. how they operate; how they are structured; and key decision makers.
  • Legal and due diligence considerations.
  • Active networks in relevant UK trusts and foundations.

Securing income:

  • Knows how to secure income and has a track record of doing so.
  • Setting income and expenditure budgets and forecasts, tracking pipelines.

Research skills:

  • Knowledge of trends and best practice in T&F fundraising.
  • Knows where to go and how to access market intelligence.

Relationship building:

  • Enjoys building and maintaining trust based relationships

Communication skills:

  • Excellent communications skills with an ability to present credibly (both in writing and orally) to internal and external stakeholders.


Knowledge of British Council areas of work

  • Knowledge of areas relevant to Education and Society would be an advantage.



  • A proven track record of securing funds from Trusts and Foundations, minimum individual six figure sums and, preferably, including seven figures.
  • Experience of working in a large and complex organisation, getting buy-in to ideas and approaches.


  • Some international experience would be an advantage.

The Assessment Process

The assessment process provides both parties with the opportunities to assess the cultural and team fit, individual and organisation aspirations, and details of key objectives, priorities for the role.  Elaine Rippon is the retained consultant for this assignment.

To apply for this position please email your CV with current remuneration, stating which role you are interested in, to Alison Harkness at This email address is being protected from spambots. You need JavaScript enabled to view it. or call Elaine Rippon on 01477 5344491 to discuss further.  Closing date: 24th September 2013.