<Title of session> Fundraising techniques <Date and time of session> Wednesday 14th May 2014Session reporter: Tu Ngo

Summary of the content of the session:Speakers: Terrence Chee (Moderator), Abbie Jung, Birger Stamperdahl, Abhijit Ray

Fundraising techniques

Each speaker took turns introducing their work and business models behind their organizations.

- For next generation of philanthropy: educating registered non-profit organizations in HK and the US. Revenue stream from individual and foundations for capacity building. Management fees for next generation education, deal sourcing, deal structuring process. Advisory services fees. Workshops. Focusing on early stage ventures.

- For Give2Asia community foundation: donor-advised. Our presence on the ground results in expertise in partnerships with Asian foundations. Fee-driven, no endowment. Want to become more education to donors, the longer they work, the more they engaged, understand impacts and make good recommendations on which organizations to support. Corporations make philanthropy from headquarters but feedback from local, connecting with field staff, third party monitor in that chain to get some expert guidance.

- For Unitus Capital: For profit entity. Mission driven fund. Money for only social enterprises. Many advisors with capital. Our role is to create ecosystem. It’s only six years, 1 billion raised. Making footprints is a long process. Value is not money, entrepreneurs know products but !maybe not go to market strategy, creating demands, pricing. Strategy planning n long term relationship. Sector agnostic. Focusing on growth.

Returns:

- Next generation philanthropy: blend venture philanthropy n investment. value in social driven with the potential for financial sustainability. Not meeting traditional funders.

- Give2Asia: small grants: metrics set forth by grantees, monitor and assess did they achieve their goals. Our projects are so small that the metric gets down to really basic returns, do what they set out to do. Specific projects can have specific training on returns. Process us the goal. In the future, how do we create sustainable models that bring together multiple grantees to show impacts over time within specific communities.

- Unitus Capital: money has to be accounted for.

The speakers agreed on the importance of creating impacts by working with entrepreneurs. Investors and entrepreneurs should not also get bogged down with metrics, but build business

impact in the core by design, the impact is there because the products and services are affordable with intent. It’s a long term game. Impacts must be documented. Each impact investor has its own metric.

Creating values to individual donors for example in one country seems like one feasible option. These organizations serve to bring vast networks of projects to donors. For corporations they are interested in multiple countries, risk averse and complicated demands like third party advise guidance.

Unitus Capital is interested in long tern social returns, VC, hedge funds for short term, not strict commitment to IRR. Focus on number of clients, affordable pricing, reduce blindness etc. Some areas will not have returns. Some 10 some 100. Design issues.

Fundraising techniques:

- Know your audience.

- Proven strong partnership, sense of ownership - including the donors in the conversation as a partner to have some stake in the project.

- Pain point – how do you solve their problems – it’s not about helping.

- How do I plan my program to create value

Major conclusions of the session:- Depending on the organizations’ stages, there are different funders or investors who are interested. Focusing on creating shared impacts is a must, regardless of which stage the organizations are in.

Feedback/Take-Aways for AVPN: - Some members of the audience expected concrete workshops on tips to improve their own fundraising strategy and techniques. The framing of the questions and answers could have been more tailored to that as opposed to more tailored to the work of the funds presented.