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Canadian Society of Association Executives 16 October, 2013 Successful Fundraising Strategies.

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Presentation on theme: "Canadian Society of Association Executives 16 October, 2013 Successful Fundraising Strategies."— Presentation transcript:

1 Canadian Society of Association Executives 16 October, 2013 Successful Fundraising Strategies

2 Daniel P. Brunette President, AFP Ottawa Chapter Manager, Development and Donor Services,

3  Setting the stage  Terminology  Prime motivators  The big questions  The big mistakes  Q&A  Resources

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5 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

6 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

7  Individuals & Families  Private and Public Foundations  Other Qualified Donees  Government  Employee Groups  Associations/Clubs  Corporations / Businesses (Philanthropy vs. Sponsorship)

8  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!!!

9 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

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13 Why fundraise?  Operations  Core programming  Special Projects  Grantmaking  Endowments /Investment Funds /Reserves  Partnerships

14 How do you do it? (Continued) Revenue Generation – Fundraising -Philanthropy

15 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)

16 How do you do it? (Continued) Revenue Generation – Fundraising -Philanthropy  Cash gifts (receiptable or non receiptable)  Cost Reduction  In-Kind gifts  Legacy Gifts  3 rd party events  Foundation model  Other

17 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

18 Suspects Prospects Discovery NO! No … for now Maybe Stewardship Yes! Ask Cultivation Thank you

19 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

20 ◦ 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;

21 ◦ 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.

22  #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

23  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!

24  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

25 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 ***

26  Association of Fundraising Professionals:  Canada Revenue Agency:  Charity Village:  Imagine Canada:  CFRE Reading List:  Global Philanthropy: AFP Ottawa Chapter Office c/o Jessica Harris The Willow Group 1485 Laperriere Avenue Ottawa, ON K1Z 7S8 Phone:

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28 Thank you! Daniel P. Brunette ext. 224


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