Cancer Research UK

Russell Delew, Director of Major Giving and Appeals, Cancer Research UK, says:

“Simon [Pennington] had already done a one-off training session for our team on ‘making the ask’. To be very honest, we were great at relationship building but not so confident when it came to asking for large gifts. We noticed the benefits straight away. There was less fear of failure and people in the team seemed happier to share their experiences (good and bad) for others to learn from.

“So, about a year later, when we were about to launch the largest appeal in our history, More Partnership was one of the organisations we invited to tender for the feasibility study. While other consultancies came in with very set ideas, Simon and his team listened. Their experience and professionalism also made them credible with our senior management. They won the pitch hands down.

“We started out with ten key questions. Through the feasibility study, More Partnership answered them all and many more. They helped us to understand the motivations of our major-gift prospects and the challenges ahead for a charity more attuned to mass support. They told it like it was, rather than giving us what we wanted to hear. And they kept us informed along the way.

“At the same time, they represented us incredibly well with our high-level supporters and prospects. The great feedback we got from them only served to increase our senior managers’ faith in their findings.

“I was also bowled over by Patricia in the More Partnership head office. I’m sure her tenaciousness in organising 45 external interviews in just a few months really contributed to the extraordinary speed of this huge project.

“Meanwhile, back in London, Simon and his colleagues felt like an extension of our own team. It was a pleasure to work with More Partnership and I look forward to us working together again as we develop our campaign strategy and deliver against these ambitious targets.”