Martin Kaufman has been involved in fundraising management and consulting for nearly 18 years, half of them at Brakeley, the international fundraising consultancy. He has recently become ‘poacher turned gamekeeper’ to head up Development at the Museum of London, remaining a Senior Associate of Brakeley. In addition to a wide range of UK institutions, his Brakeley consulting and training practice - across 70 clients and many other organisations - has taken him to Europe and the Far East. He has assisted higher education institutions, as well as arts and cultural, in planning and implementing major gift campaigns and programmes, learning how to raise their game, work with volunteer leaders, and start to ask successfully. Before joining Brakeley, he ran the Lottery appeal for the Hackney Empire Theatre, a Victorian variety hall in London’s East End; was Director of Development at the Architectural Association, the international architectural school and learned society; helped set up the London School of Economics Foundation in the early 1990s; and ran the National Trust’s appeal to restore 16th century Sutton House as an education and arts centre. This is his third year at the Institute of Fundraising Scotland Conference, and yet again regrets that there is no competition to enable him to sing ‘My Way’ while pretending to do Scottish dancing.