1. It’s a Small World: Customizing Fundraising Strategies for Global Audiences
May 1, 2017
Slides 1-3
3 minutes
It’s a Small World: Customizing Fundraising Strategies for Global Audiences
May 1, 2017
1:45-3 p.m.

2. Introductions Ann Updegraff Spleth Chief Operating Officer
Kiwanis Children’s Fund
Eric Schmelling
Chief Philanthropy Officer
The Rotary Foundation of Rotary International
Rebecca Teel Daou
Executive Administrator
Lions Clubs International Foundation
Bernadette Lane
Senior Vice President of Special Projects
CCS Fundraising
Lindsay Marciniak
Senior Vice President
ALL

3. Objectives Identify global philanthropic trends
Discuss customized fundraising strategies
Highlight best practices
Learn about fundraising resourcing for global philanthropy
LINDSAY/BERNADETTE

4. United States Giving at record high Individuals drive philanthropy
Uncertainty amid a new administration
Slides 4-15
9 minutes
LINDSAY/BERNADETTE
Giving in 2015 reached a record high - $ billion
Total giving increased by 4.1%
67% of growth in total giving due to 3.8% increase in individual giving
Fidelity Charitable now raises more private support than any non-profit in America – donor-advised funds will become increasingly important
Charitable giving is projected to rise 3.6% in 2017 and 3.8% in 2018
General uncertainty about the new administration’s policies and their potential impact on the economy have some non-profits worried that charitable giving may decline
Source: Giving USA 2016; Chronicle of Philanthropy

5. Latin America Education is the top philanthropic priority
View of philanthropy is expanding
Impact investing growing rapidly
LINDSAY/BERNADETTE
Education is the top philanthropic priority across the region; viewed as the key to regional economic development and reducing social inequality
View of philanthropy is expanding. Historically, many Latin American philanthropists believed that education and healthcare sector was the responsibility of the government, but interviewees stated that they were interested in how individual philanthropy could supplement and drive change in those sectors.
Outcome-based approach to social invest and agnostic approach to methodology: philanthropy driven by a desire for tangible, measurable outcomes, but particular method for achieving those outcomes not important.
Lack of regulation breeds both creativity and distrust:  frustration by the lack of data transparency and professionalism in the non-profit sector; However, lack of regulation meant means greater flexibility to try new methods and partnerships.
Family philanthropy is tied to individual giving
Impact investing is growing rapidly:  Capital committed by impact investment funds in Latin American increased from $160M USD in 2008 to roughly $2B USD in 2013, representing  12-fold increase in just five years.  Brazil has the largest regional share, followed by Mexico and Colombia.
Source: From Prosperity to Purpose: Perspectives on Philanthropy and Social Investment among Wealthy Individuals in Latin America, 2015

6. Europe Dynamic philanthropic landscape
Increasing interest in venture philanthropy
Generally, the northern countries give at a higher proportion than the southern countries
LINDSAY/BERNADETTE
Countries with the highest proportion of individual donors giving at all levels are the Netherlands (83%), Switzerland (70%) and Poland (70%)
Generally, speaking, it is the countries of northern Europe where the highest proportions are to be found, those in the south the lowest
Charitable giving on the part of the general public in Belgium, Germany and France is rising, while in Spain, the Netherlands and the UK it is declining
Germans, Belgians and Swiss, international and humanitarian aid is a priority
French and Spanish donors primarily give to “their most vulnerable fellow citizens”
France, 37% of donations go to social welfare initiatives, while combating poverty and programs supporting children are the main concerns of Spanish donors
Increasing expectation that companies should play a part in the solution of social problems, a view that is enshrined in the UN’s recently launched Sustainable Development Goals (SDGs)
Growth of the European Venture Philanthropy Association (EVPA), the umbrella body of European venture philanthropy funds, attests to the increasing interest in venture philanthropy 
Source: Coutts Million Dollar Report, 2016

7. Asia Structured giving on the rise
Increased philanthropic collaboration
New faces of philanthropy
Continuous rise as an economic powerhouse – more than 500 billionaires
Donors are becoming more structured in their charitable giving. Not only are they thinking through their values, the issue areas they care about, and how much they want to give, but they are also exploring innovative channels and vehicles through which they achieve their philanthropic goals.
While anonymity has traditionally been a hallmark of donors in Asia, those involved in philanthropy and CSR increasingly see part of their role as speeding the pace of philanthropic evolution through active collaboration.
Younger people and women are increasing involved in philanthropy
Source: Philanthropic Times are Changing in Asia, JP Morgan, 2016

8. Spotlight: China Large-scale philanthropy on the rise
Education sector receives the most support
Shift toward more “professional” philanthropy
LINDSAY/BERNADETTE
Large-scale philanthropy is on the rise – economic reforms in China 30 years ago have paved the way for billionaires to emerge
Giving is most often to education and least often to environmental causes
Donors may select more straightforward recipients, such as universities, disaster relief funds, or government-backed charities, because the state still heavily regulates philanthropic activity
Donors are beginning to create private foundations, which signals a shift toward more professional philanthropy
Donors made 60% of their contributions near their home regions. As a result, China's poorest areas received less than 2% of donations
Source: Forbes “The Faces of China’s New Philanthropy,” 2016

9. Companies act makes contributions by profitable companies mandatory
Spotlight: India
Companies act makes contributions by profitable companies mandatory
Foreign philanthropy rising
Strategic giving aimed at social change
LINDSAY/BERNADETTE
Philanthropic donations in India are ahead of donations in other developing countries
Reflecting greater global interest in India, foreign philanthropic funding more than doubled from FY04 to FY12
Companies Act – makes contributions by large, profitable companies mandatory; requires companies formulate clear CSR priorities and disclose them publicly through an annual report or on company website
Most philanthropic causes are education and child welfare; least philanthropic causes are environmental and arts/culture
Considerable growth in institutional philanthropy over last 10 to 15 years
Wealth has risen as well as social needs
Region is home to about 30% of the world’s High Net Worth Individuals (HNWI – more than US$1 million in liquid assets)
India home to nearly 2,100 ultra HNWI which is more than US$50 million in liquid assets
In 2013, 28% of adult Indian population gave money to charity, up from 14% in 2009
Trending toward more strategic giving aimed at achieving significant social change
Source: Bain & Company “India Philanthropy Report,” 2015

10. Australia and New Zealand
Giving has stayed relatively static the past few years
“Culture of philanthropy” is becoming more important as government funding is decreasing
Bequest giving on the rise
LINDSAY/BERNADETTE
Giving to higher education up 26% (new funds secured) in 2015
Culture of philanthropy is becoming increasingly important as government funding for non-profits is decreasing
New Zealand
Giving levels remain consistent from , which is double that of 2006, attributed to generosity after the 2010 Christchurch earthquakes
Individuals give second most globally in terms of percentage of GDP (first is the U.S.)
individual bequests increased from $122 million in 2011, to $157.1 million in 2014 – an increase of 29%
Australia
14.9 million Australians gave $12.5 billion to non-profit organizations over 12 months in  This compares with $10.1 billion given to charities and not-for-profit organizations in 2005. 
81% of Australians donated money to non-profit organizations in , with an average donation amount of $ Compared with 2005, fewer people are giving larger amounts. 
Planned givers donate six times more than spontaneous givers.
In , large business gave $9 billion and small and medium enterprises gave $8.5 billion
Sources: Giving Australia 2016; Giving New Zealand, 2014; CASE

11. Middle East Philanthropy is intrinsic to Arab culture and religion
Philanthropy is private, informal, often anonymous
Donors give to causes overseas
LINDSAY/BERNADETTE
Estimating the scale of philanthropy and the charitable sector is challenging. Most philanthropy is private, and is frequently informal and often anonymous. Traditionally reticent about speaking of their charitable work, some philanthropists are, however, now choosing to speak publicly about their giving to encourage and inspire others to do likewise.  
Traditionally, the rich culture of altruism in Islam has been focused on the act of giving to those in need, without expecting recognition
(Million dollar) giving down in 2015 compared to recent previous years, which may be as a result of falling oil prices
Vast majority of $1M donations (80% of the total number of gifts) went to organizations overseas to a range of causes: human services (7 donations), government (6 donations), health (2 donations) and education (1 donation).
Key emerging trend has been focus by donors of impact of their giving, in part because of the greater use of technology
Source: Coutts Million Dollar Report,

12. Africa Philanthropy rooted in national identity
Greater desire for ethical philanthropy
Increasing domestic support for philanthropic infrastructure
LINDSAY/BERNADETTE
Source: Africa’s Wealthy Give Back, 2014

13. Key Takeaways Philanthropy is on the rise worldwide
Donors are becoming more sophisticated
While individuals drive giving, foundations and corporations shouldn’t be overlooked
Focus on ethics and impact
LINDSAY/BERNADETTE

14. BEST PRACTICES FOR GLOBAL AUDIENCES

15. Fundraising Constants
Compelling Case
Major Gifts
Recognition
LINDSAY/BERNADETTE

16. Kiwanis Children’s Fund
Slides 19-23
16 minutes
ANN
Provide overview of Kiwanis Children’s Fund’s work around the globe and any key trends you’re seeing in philanthropy

17. Kiwanis Children’s Fund
The Eliminate Project
$110 million global fundraising campaign
Partnership with UNICEF to eliminate maternal and neonatal tetanus (MNT), a life-threatening, vaccine-preventable bacterial infection in newborns
At the time, neonatal tetanus claimed the life of one baby every nine minutes
Involved all members of the Kiwanis family
ANN
Questions:
What were the initial messaging challenges to various global audience?
How did you recognize the necessity to tweak your case to fit what international audiences were interested in?
What key messages and/or visuals did you change to be more globally focused?
How did you customize messages appropriately for various regions and then implement your strategy? (discuss role of volunteers and leadership - resourcing)
What kinds of reactions have you been receiving since the rebranding?
Discuss how field visits introduced top global donors to the cause as well as each other, which reinforced the case/message
Share that many Kiwanis foundations around the world are inquiring about adopting the new name

18. Kiwanis Children’s Fund
Secured US$110 million in cash and pledges
41 countries eliminated MNT
Rebranded Kiwanis International Foundation as The Kiwanis Children’s Fund
Maintained Charity Navigator rating that went from 0 to 4 stars
Secured a $1.5 million grant from The Lilly Endowment to build capacity
58% of individual and club pledges fulfilled
Maintained leadership engagement to assist with ongoing organizational needs
74,000+ gifts; 31,000 donors
75% of the individual donors were first time donors
31% of the clubs who gave campaign gifts were first time donors
Secured 25 gifts of $100K+ and 154 gifts of $25K+
Secured government support from the U.S. and Canada

19. Kiwanis Children’s Fund
Process for Assessment
Identified key questions
Global focus groups
Personal interviews
Surveys
Developed case for support initial concept
Tested widely, in all languages
Revised based on results

20. Kiwanis Children’s Fund

21. Kiwanis Children’s FundP
Healthy Children
Educated Children
Leadership Development
Priority Children’s Issues
ANN
Questions:
What were the initial messaging challenges to various global audience?
How did you recognize the necessity to tweak your case to fit what international audiences were interested in?
What key messages and/or visuals did you change to be more globally focused?
How did you customize messages appropriately for various regions and then implement your strategy? (discuss role of volunteers and leadership - resourcing)
What kinds of reactions have you been receiving since the rebranding?
Discuss how field visits introduced top global donors to the cause as well as each other, which reinforced the case/message
Share that many Kiwanis foundations around the world are inquiring about adopting the new name

22. Telling Your Story Rooted in demonstrated need
Compelling and consistent
Justify your organization’s mission and purpose
Demonstrate the effects of your mission
Let donors understand how they can help
Show measurable impact
LINDSAY/BERNADETTE

23. Rotary Foundation of Rotary International
Slides 26-30
16 minutes
ERIC
Provide overview of Rotary Foundation's work around the globe and any key trends you’re seeing in philanthropy

24. Rotary Foundation of Rotary International
World Headquarters & 7 International Offices
Korea Office
Seoul, South Korea
World Headquarters Evanston, IL, USA
Europe/Africa Office Zürich, Switzerland
Japan Office Tokyo, Japan
South Asia Office New Delhi, India
Brazil Office
São Paulo, Brazil
South Pacific and Philippines Office Parramatta, Australia
Southern South America Office Buenos Aires, Argentina
Questions for Eric:
How did you develop your global major gifts strategy?
How do you identify prospects across the world? What criteria do you use?
How do you customize your approach for individuals in different countries?
Who do you involve in solicitations? How is it different based on regions of the world?
How do you resource your major gifts plan?
Which countries have embraced major giving?
Highlight a few countries specifically
Discuss associate structure for tax deductibility

25. Rotary Foundation of Rotary International
Endowment/Major Gift Advisers 41
zone-based volunteers
Training
Major Gifts
Events

26. Rotary Foundation of Rotary International
Millions

27. Rotary Foundation of Rotary International
Millions

28. Raising Money Discover Cultivate Brief Ask CUSTOMIZE
LINDSAY/BERNADETTE
Discuss why major gifts are an important element to fundraising strategies internationally
Discuss how you may customize a major gifts strategy for different regions of the world

29. Keys for Success Right Purpose Right Amount Right Person Right Time
Right Solicitor
Relevant Factors
LINDSAY/BERNADETTE

30. Lions Clubs International Foundation
Slides 35-38
16 minutes
REBECCA
Provide overview of Lions Clubs International Foundation’s work across the globe and any key trends you’re seeing in philanthropy

31. Lions Clubs International Foundation
Melvin Jones Fellowship
Recognizes donations of $1,000+
75% of foundation’s revenue
Progressive Melvin Jones Fellowships:
54 recognition levels beyond initial $1,000+
Questions for Rebecca:
How did you use your recognition program to drive your signature level gift?
Do you proactively target donors for this level, and if so, how does that vary by region?
How did you resource your effort?
How has visible recognition prompted people to give internationally?
What trends are you seeing in regions where recognition is more popular?
How is recognition helping to drive philanthropy in Japan and Taiwan?

32. Lions Clubs International Foundation
Donors from Japan, Korea and Taiwan account for more than half our financial support each year. This is also an area where recognition is critical.
In , LCIF received about $12 million from these three regions and provided almost 35,000 pieces of recognition. In seven years, financial support has doubled to nearly $25 million.

33. Lions Clubs International Foundation
Donor recognition pieces totaled more than 65,000, just for these three area. Pins, plaques, stage recognition and access to our officers is critical to the donor and to our foundation.
It is interesting to note that while the donations from Japan have remained the same, the amount of recognition has increased greatly. They now identify donors to receive their contributing member pins. Prior to , very few of the donors were identified by the clubs.
We seek opportunities to say “thank you” and respond to the Lions’ appetite for recognition.

34. Recognizing Your Donors
Thank and steward your donors
Provide a marketing tool for securing financial support
Facilitate conversations with prospective donors
Provide a tangible, personal connection to the mission
Underscore an organization’s case for support and raise philanthropic sights
Stimulate volunteers and staff to identify prospective donors
LINDSAY/BERNADETTE
The purpose of providing donor recognition is obviously to thank our generous supporters, as well as stewardship (the active process of bringing donors closer to your organization).
But there are several other purposes that donor recognition opportunities provide. Donor recognition provides a marketing tool for philanthropic support and helps to raise donor’s sights.
These opportunities can also serve as a foot in the door to discuss a donor’s next gift or a special funding opportunity.
Another important advantage that donor recognition can provide is the chance to provide a tangible, personal connection to your programs and services, especially when they are not easily represented by physical items, such as a building.

35. Questions?
ALL
15 minutes for questions from the audience

36. Thank You Ann Updegraff Spleth Eric Schmelling auspleth@kiwanis.org
Rebecca Teel Daou
Bernadette Lane
Lindsay Marciniak