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Canadian Society of Association Executives 16 October, 2013

Canadian Society of Association Executives 16 October, 2013. Successful Fundraising Strategies. Daniel P. Brunette President, AFP Ottawa Chapter Manager, Development and Donor Services,. Overview. Setting the stage Terminology Prime motivators The big questions The big mistakes Q&A

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Canadian Society of Association Executives 16 October, 2013

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

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

  3. Overview • Setting the stage • Terminology • Prime motivators • The big questions • The big mistakes • Q&A • Resources

  4. Fundraising

  5. 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

  6. Landscape…Continued • 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

  7. Source of Funds • Individuals & Families • Private and Public Foundations • Other Qualified Donees • Government • Employee Groups • Associations/Clubs • Corporations / Businesses (Philanthropy vs. Sponsorship)

  8. 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!!!

  9. 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

  10. Where does the $10.6B go?

  11. Philanthropic Giving Pyramid

  12. Why fundraise? • Operations • Core programming • Special Projects • Grantmaking • Endowments /Investment Funds /Reserves • Partnerships

  13. How do you do it? (Continued) • Revenue Generation – Fundraising -Philanthropy

  14. 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)

  15. 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

  16. 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

  17. The Fundraising Cycle Suspects Cultivation Prospects Maybe Discovery Ask No…for now NO! Stewardship Yes! Thank you

  18. Useful Information 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

  19. Common Mistakes#1 Improper issuance of Tax Receipts • 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;

  20. Common Mistakes – #1 Improper issuance of Tax Receipts • 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.

  21. Common mistakes • #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

  22. Horror story examples • 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!

  23. Other “value added” approaches • 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

  24. Quotable quotes to ponder 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 ***

  25. Resources • 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 HarrisThe Willow Group1485 Laperriere AvenueOttawa, ON K1Z 7S8Phone:  613-590-1412E-mail: secretariat@afpottawa.ca

  26. Successful Fundraising Strategies Thank you! Daniel P. Brunette dbrunette@cfo-fco.ca 613-236-1616 ext. 224

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