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Page 1: Canadian  Society of Association Executives 16 October, 2013

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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Successful Fundraising Strategies

Thank you!

Daniel P. Brunette

[email protected] ext. 224


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