The Future of Fundraising Timothy L. Seiler, Ph.D., CFRE Director, The Fund Raising School April 23, 2014 Indianapolis 2014 The Salvation Army Community Resource and Development Conference Sessions

If past is prologue …

2012 Contributions: $ billion by source of contributions (in billions of dollars – all figures are rounded)

2012 Contributions: $ billion by type of recipient organization (in billions of dollars – all figures are rounded)

Total giving: (in billions of dollars)

Giving by individuals, (in billions of dollars)

Pride Apology

The Study of High Net Worth Philanthropy Commitment to Nonprofits In 2011, 95% of HNW donors gave to a charity. In 2011, the average amount given by HNW households was $52,770 (a decrease of 7% from 2009). Focus on major gifts Disproportionately high share of all individual giving in the U.S. comes from HNW individuals Top 1% gave 37% of all itemized contribution deductions in Top 0.1% gave 18%.

Charitable Giving Forecast for the Next Three to Five Years Among High Net Worth Households Percentage (%) Source: 2012 Bank of America Study of High Net Worth Philanthropy

How Decisions About Charitable Giving Were Made in the High Net Worth Household in 2011 Percentage (%) Source: 2012 Bank of America Study of High Net Worth Philanthropy

The Study of High Net Worth Philanthropy Commitment to Nonprofits In 2011, 95% of HNW donors gave to a charity. In 2011, the average amount given by HNW households was $52,770 (a decrease of 7% from 2009). Focus on major gifts Disproportionately high share of all individual giving in the U.S. comes from HNW individuals Top 1% gave 37% of all itemized contribution deductions in Top 0.1% gave 18%.

High Net Worth Donors Reporting Giving Based on Motivation Type in 2011^ Percentage (%) ^Respondents were asked to rank answers from 1 to 5, with 1 being “strongly disagree” and 5 being “strongly agree.” Responses shown here represent those respondents who were collapsed into the agree categories. *2009 and 2011 results are statistically significant (2009 data not included here). Source: 2012 Bank of America Study of High Net Worth Philanthropy

Old School Fundraising Demand Side Philanthropy “scarcity” Scolding Model Duty/Obligation Organization-centered “Needs”-Driven Giving is a contribution Fundraising is just about money

New School Fundraising Supply Side Philanthropy “abundance” Discernment Model Inclination Donor-centered Values-driven Giving is creating change Fundraising nurtures generosity

“Is that idea big enough?” Jim Hodge

Inspirational Aspirational