The Role of PFOs and relationships with Charities Presented by Johanna Wright – Managing Director Anne Bailey – Client

1. The Role of PFOs and relationships with Charities Presented by Johanna Wright – Managing Director Anne Bailey – Client Relations Consultant Sharing the Caring

2. Agenda • Overview of marketplace. • StC background. • Benefits to charities. • What makes a good promotion? • Hints on the processes involved. • Interaction with benefits providers. • Summary.

3. Overview of Marketplace • The StC Business model. • Association of Payroll Giving Organisations. • Single Agreement list.

4. APGO Members

5. The market • It is a competitive market. • Charity clients – the basket. • PFOs are invited to pitch by many large corporates. • Business Development. • The importance of client relations.

6. STC background • 22 years of experience. • Ownership and relationships with agencies. • Longstanding relationships with many charities. • Experienced fundraisers giving nationwide coverage including N.I.

7. Benefits to charities of working with a PFO • Cost efficient fundraising resource. • Average “life” of a payroll giving donor 7-8 years. • Tax benefit included in the gift – no extra admin to reclaim this. • It’s in the PFO’s interest to ensure donors come to fruition. • PFOs have years of experience of dealing with the associated PGAs.

8. Who we work with • StC has long standing fruitful relationships with big name household brands such as Tesco, Lloyds, Marks & Spencer and Sainsbury’s; some for more than 15 years. • Experience of promoting charities of the year – leading the ask with this info. • Keeping our customers happy and loyal. • Always working as hard for our charities as for our corporate clients, making Payroll Giving a win-win.

9. What makes a good promotion? • Good planning prior to booking. • Walkabouts – desk to desk. • High traffic areas – restaurants, foyers. • Intranet and newsletter articles, well publicised internally without overkill! • Follow up campaigns, online giving. • Strong internal support and permission to visit. Internal support can range from Director’s email to matching gifts. • Charity support, giveaways, incentives.

10. Can we promote to clients with flex benefits? • Yes – but there can be challenges. • Have to charge a daily rate where unable to sign up donors (i.e. when our presence is for “information only”). • Small window to promote (some providers allow only one week for any amendments).

11. Selling the product • Strong selling points – all PFOs have their own USP and approach. • Keeping good client relations – reporting, sharing feedback. • Don’t be afraid to pitch against the competitors.

12. Summary • Long established schemes are still producing new donors; nearly 4,000 between 3 of our longest standing corporate clients last year. • This means the potential is there with companies who have the scheme and those yet to introduce it.

13. Questions • Please feel free to ask any questions.