Canadian Society of Association Executives 16 October, 2013
Successful Fundraising Strategies
Daniel P. Brunette President, AFP Ottawa Chapter Manager, Development and Donor Services,
Setting the stage Terminology Prime motivators The big questions The big mistakes Q&A Resources
Landscape
86,422 Charities (+ Qualified Donees)
75,000 Not-for-profits without Charitable status
2844 Charities in the National Capital Region
84% of the population aged 15 and over give (+/- 24 Million people).*
$10.6 billion given annually by individuals.*
$446 per donor on average per year, virtually unchanged from 2007.*
* = Canada Survey of Giving, Volunteering and Participation , Statistics Canada 2010
HR Council (Not-For-Profit Sector) 75% of Not-for-Profits have less than 10 employees 76% of Not-for-Profits Sector employees are women
89% self-identified as White or Caucasian 88% are satisfied with their job 30% (+/-) have been with their employer 10 +years
Individuals & Families Private and Public Foundations Other Qualified Donees Government Employee Groups Associations/Clubs Corporations / Businesses (Philanthropy vs. Sponsorship)
Compassion for those in need (89%) Personal belief in a cause and desire to help (85%) Desire to contribute to their communities (79%) Personally affected by an organization’s cause (61%) Religious obligations or beliefs (29%) Income tax credit (23%). Top reason people do not give… They are not asked!!!
Seven Faces of Philanthropy - Russ Alan Prince, and Karen Maru File, 1994
Communitarian Devout Investors Socialite Repayer Altruist Dynast
(26%): (21%): (15%): (11%): (10%): (9%): (8%):
Doing Doing Doing Doing Doing Doing Doing
Good Good Good Good Good Good Good
where you belong is God’s Will is Good Business Is Fun in Return Feels Right Is a FamilyTradition
Arts and Culture 1 %
Law, advocacy and politics 1%
Universities and Colleges
Development and
1%
Housing 1% Other Groups 1% Sports and Recreation 2%
Religion 40%
Education & Research 3% Environment 3% Grant making, Fundraising & voluntarism 6%
Disaster relief 20%
Hospital 6%
International Aid 8% Health 15% Social Services 11%
Why fundraise? Operations Core programming Special Projects Grantmaking Endowments /Investment Funds /Reserves
Partnerships
How do you do it?
(Continued)
Revenue Generation – Fundraising -Philanthropy
How do you do it? Revenue Generation / Fundraising / Philanthropy Membership fees Membership categories Membership “top up” donation Cross promotion within communications
Job postings Sponsorships Event fees conference, trade shows, cross promotion, price differentials)
How do you do it?
(Continued)
Revenue Generation – Fundraising -Philanthropy Cash gifts (receiptable or non receiptable) Cost Reduction In-Kind gifts Legacy Gifts 3rd party events Foundation model Other
What is important? Value Proposition / Case for Support Information Management Process management The Elevator Pitch Subject matter knowledge Audience knowledge The ask (Right person, right time, right way, right amount)
Ethics & Transparency Relationships
Suspects
Cultivation
Prospects
Maybe Discovery
Ask
Yes!
Stewardship
Thank you
No…for now
NO!
C apacity A ffinity T imeframe & P ersonal notes L inks to people and cause A ffluence indicators T ype of gifts T ype of philanthropist/member E njoyable things /Hobbies R ed Flags
◦ Memberships ◦ court ordered transfer of property to a charity; ◦ the payment of a basic fee for admission to an event or to a program; ◦ the payment of membership fees that convey the right to attend events, receive literature, receive services, or be eligible for entitlements of any material value that exceeds 80% of the value of the payment; ◦ a payment for a lottery ticket or other chance to win a prize ◦ the purchase of goods or services from a charity; ◦ Advantage or consideration exceeds 80% of the value of the donation;
◦ Advantage or consideration exceeds 80% of the value of the donation; ◦ a gift in kind for which the fair market value cannot be determined; ◦ donations provided in exchange for advertising/sponsorship; ◦ gifts of services (for example, donated time, labour); ◦ gifts of promises (for example, gift certificates donated by the issuer) ◦ pledges; ◦ loans of property; ◦ use of a timeshare; and the lease of premises.
#2 Lack of planning (Strategic, Funding etc)
#3 Failure to keep good records
#4 Ineffective Board or lack of governance
#5 Failure to invest in talent/expertise ◦ CRA, PIPEDA, CNCA etc
Pre & post meeting discussions Research profiles at the meeting Crisis Management Plan CRA Filing and Compliance Personal Information Protection and Electronic Documents Act (PIPEDA) Canada Not-For-Profit Corporation Act (CNCA) Etc…
Learn from them!
Pro-Bono work
Delegates and/or ambassadors
Professional Advisors to Charities or Community causes
Speaker Bureau of key influencers / Speakers
Advocacy efforts for the NFP Sector
College and University Clubs
Mentorship programs
1-Luck is when planning meets opportunity (Seneca –Greek philosopher) 2-What’s your Iowa? (Betsy Myers) 3-“Don’t fear the reaper…” (Blue Oyster Cult) 4- Play where the puck will be. (Wayne Gretzky) 5-Two certainties in life, death and taxes…Philanthropy can help with both. And... ***The HBB (hit by a bus) rule overrules ***
Association of Fundraising Professionals: www.afpnet.org Canada Revenue Agency: www.cra-arc.gc.ca/charitylists/ Charity Village: www.charityvillage.com Imagine Canada: www.sectorsource.ca/ CFRE Reading List: www.cfre.org/pdf/CFRE-Reading-List.pdf Global Philanthropy: www.globalphilanthropy.ca AFP Ottawa Chapter Office c/o Jessica Harris The Willow Group 1485 Laperriere Avenue Ottawa, ON K1Z 7S8 Phone: 613-590-1412 E-mail:
[email protected]
Thank you! Daniel P. Brunette
[email protected] 613-236-1616 ext. 224
