Daniel Brunette - October 16 2013 Luncheon Presentation

Report
Canadian Society of Association Executives
16 October, 2013
Successful Fundraising Strategies
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
Landscape
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86,422 Charities (+ Qualified Donees)
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75,000 Not-for-profits without Charitable status
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2844 Charities in the National Capital Region
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84% of the population aged 15 and over give (+/- 24 Million people).*
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$10.6 billion given annually by individuals.*
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$446 per donor on average per year, virtually unchanged from 2007.*
* = Canada Survey of Giving, Volunteering and Participation , Statistics Canada 2010
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
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Individuals & Families
Private and Public Foundations
Other Qualified Donees
Government
Employee Groups
Associations/Clubs
Corporations / Businesses (Philanthropy vs. Sponsorship)
 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!!!
Seven Faces of Philanthropy - Russ Alan Prince, and Karen Maru File, 1994
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Communitarian
Devout
Investors
Socialite
Repayer
Altruist
Dynast
(26%):
(21%):
(15%):
(11%):
(10%):
(9%):
(8%):
Doing
Doing
Doing
Doing
Doing
Doing
Doing
Good
Good
Good
Good
Good
Good
Good
where you belong
is God’s Will
is Good Business
Is Fun
in Return
Feels Right
Is a FamilyTradition
Arts and Culture 1 %
Law, advocacy and
politics 1%
Universities and Colleges
Development and
1%
Housing 1%
Other Groups 1%
Sports and Recreation 2%
Religion 40%
Education & Research 3%
Environment 3%
Grant making,
Fundraising &
voluntarism 6%
Disaster relief 20%
Hospital 6%
International Aid 8%
Health 15%
Social Services 11%
Why fundraise?
 Operations
 Core programming
 Special Projects
 Grantmaking
 Endowments /Investment Funds /Reserves
 Partnerships
How do you do it?
(Continued)
Revenue Generation – Fundraising -Philanthropy
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)
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
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
Suspects
Cultivation
Prospects
Maybe
Discovery
Ask
Yes!
Stewardship
Thank you
No…for now
NO!
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
◦ 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;
◦ 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.
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#2 Lack of planning (Strategic, Funding etc)
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#3 Failure to keep good records
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#4 Ineffective Board or lack of governance
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#5 Failure to invest in talent/expertise
◦ CRA, PIPEDA, CNCA etc
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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!
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Pro-Bono work
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Delegates and/or ambassadors
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Professional Advisors to Charities or Community causes
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Speaker Bureau of key influencers / Speakers
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Advocacy efforts for the NFP Sector
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College and University Clubs
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Mentorship programs
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 ***
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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
AFP Ottawa Chapter Office
c/o Jessica Harris
The Willow Group
1485 Laperriere Avenue
Ottawa, ON K1Z 7S8
Phone: 613-590-1412
E-mail: [email protected]
Thank you!
Daniel P. Brunette
[email protected]
613-236-1616 ext. 224

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