Canadian Society of Association Executives 16 October, 2013 Successful Fundraising Strategies

Daniel P. Brunette President, AFP Ottawa Chapter Manager, Development and Donor Services,

       Setting the stage Terminology Prime motivators The big questions The big mistakes Q&A Resources

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

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

       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        Communitarian (26%): Doing Good where you belong Devout Investors Socialite Repayer Altruist Dynast (21%): Doing Good is God’s Will (15%): Doing Good is Good Business (11%): Doing Good Is Fun (10%): Doing Good in Return (9%): Doing Good Feels Right (8%): Doing Good Is a FamilyTradition

Universities and Colleges 1% Arts and Culture 1 % Religion 40% Disaster relief 20% 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% Health 15% Social Services 11% International Aid 8%

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  3 rd 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 Prospects Discovery Cultivation Stewardship Ask Yes!

Thank you Maybe No … for now NO!

P L A T T E R C A T

apacity ffinity imeframe & ersonal notes inks to people and cause ffluence indicators ype of gifts ype of philanthropist/member njoyable things /Hobbies 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.

 #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

       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!

 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

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 ***

      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 E-mail: c/o Jessica Harris The Willow Group 1485 Laperriere Avenue Ottawa, ON K1Z 7S8 Phone: 613-590-1412 [email protected]

Thank you!

Daniel P. Brunette [email protected]

613-236-1616 ext. 224