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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
Overview
Fundraising
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
Landscape…Continued
Source of Funds
Individuals & Families Private and Public Foundations Other Qualified Donees Government Employee Groups Associations/Clubs Corporations / Businesses (Philanthropy vs. Sponsorship)
Why people give…
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!!!
Faces of Philanthropy…
Seven Faces of Philanthropy - Russ Alan Prince, and Karen Maru File, 1994
Communitarian (26%): Doing Good where you belong
Devout (21%): Doing Good is God’s Will Investors (15%): Doing Good is Good
Business Socialite (11%): Doing Good Is Fun Repayer (10%): Doing Good in Return Altruist (9%): Doing Good Feels Right Dynast (8%): Doing Good Is a FamilyTradition
Where does the $10.6B go?
Universities and Colleges 1%
Arts and Culture 1 % Law, advocacy and politics 1%
Development and Housing 1%
Other Groups 1%
Sports and Recreation 2%
Education & Research 3%
Environment 3%
Grant making, Fundraising & voluntarism 6%
Hospital 6%
International Aid 8%
Social Services 11%Health 15%
Disaster relief 20%
Religion 40%
Philanthropic Giving Pyramid
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
The Fundraising Cycle
Suspects
Prospects
Discovery
NO!
No…for now
Maybe
Stewardship Yes!
Ask
Cultivation
Thank you
C apacityA ffinityT imeframe &P ersonal notesL inks to people and cause A ffluence indicatorsT ype of gifts T ype of philanthropist/member E njoyable things /HobbiesR ed Flags
Useful Information
◦ 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;
Common Mistakes#1 Improper issuance of Tax Receipts
◦ 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.
Common Mistakes – #1 Improper issuance of Tax Receipts
#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
Common mistakes
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!
Horror story examples
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
Other “value added” approaches
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 ***
Quotable quotes to ponder
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
Resources
AFP Ottawa Chapter Officec/o Jessica HarrisThe Willow Group
1485 Laperriere AvenueOttawa, ON K1Z 7S8
Phone: 613-590-1412E-mail: [email protected]
