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Canadian Society of Association Executives
16 October, 2013
Successful Fundraising Strategies
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Daniel P. Brunette
President, AFP Ottawa Chapter
Manager, Development and Donor Services,
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Setting the stage Terminology Prime motivators The big questions The big mistakes Q&A Resources
Overview
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Fundraising
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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
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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
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Source of Funds Individuals & Families Private and Public Foundations Other Qualified Donees Government Employee Groups Associations/Clubs Corporations / Businesses (Philanthropy vs. Sponsorship)
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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!!!
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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
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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%
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Philanthropic Giving Pyramid
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Why fundraise? Operations Core programming Special Projects Grantmaking Endowments /Investment Funds /Reserves Partnerships
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How do you do it? (Continued)
Revenue Generation – Fundraising -Philanthropy
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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)
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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
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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
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The Fundraising Cycle
Suspects
Prospects
Discovery
NO!
No…for now
Maybe
Stewardship Yes!
Ask
Cultivation
Thank you
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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
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◦ 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
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◦ 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
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#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
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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
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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
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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
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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]
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