Janet Walker - University of Winnipeg
Janet Walker - University of Winnipeg
Janet Walker - University of Winnipeg
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FUNDRAISING: Today’s New Reality<br />
Canadian Conference <strong>of</strong> Deans<br />
<strong>of</strong> Arts, Humanities, and Social Sciences<br />
Presented by <strong>Janet</strong> <strong>Walker</strong><br />
April 24 2009<br />
With appreciation to<br />
The Association <strong>of</strong> Fundraising Pr<strong>of</strong>essionals
FUNDRAISING: Today’s New Reality<br />
PROPOSED AGENDA:<br />
<br />
Overview Presentation<br />
<br />
Group Scan - Experience<br />
<br />
Roundtable Discussion
KEY CONCEPTS<br />
Philanthropy<br />
1 a love <strong>of</strong> humankind. 2 the disposition or effort to<br />
promote the happiness and well-being <strong>of</strong> one’s fellow<br />
people, especially by gifts <strong>of</strong> money, work, etc.<br />
philanthropist<br />
Philanthropy is the mystical mingling <strong>of</strong> a joyous giver,<br />
an artful asker and a grateful recipient
KEY CONCEPTS<br />
Canada Revenue Agency Policy:<br />
CSP – GO1: At law, a Gift is a voluntary transfer <strong>of</strong> property without<br />
consideration<br />
CSP – C13: Any advantage (i.e. consideration) received or obtained by<br />
the donor in respect <strong>of</strong> the transfer must be clearly<br />
identified and its value ascertainable, and there must be<br />
a clear intent to enrich the qualified donee<br />
CSP – S13: Sponsorship fees are amounts paid to a registered charity<br />
that are not gifts because the sponsor receives<br />
something in exchange. They are usually paid to support<br />
a charity event in return for advertising or some other<br />
consideration
PLAN TO SUCCEED<br />
Effective fund raising is both an Art and a Science
DONOR PYRAMID<br />
PLANNED GIFTS<br />
Bequests<br />
Planned Gifts<br />
Endowment<br />
Campaigns<br />
MAJOR GIFTS<br />
Capital and Special<br />
Campaigns<br />
Major Gifts from Individuals<br />
Major Gifts from<br />
Corporations & Foundations<br />
ANNUAL<br />
GIFTS<br />
Volunteer-led Annual Giving Campaign Activities<br />
Benefits and Special Events; Groups & Guilds<br />
Membership and Membership Organizations…<br />
Direct Mail Testing, Acquisition and Renewal…<br />
Selected Publics …Everyone
PLAN TO SUCCEED<br />
The Five ‘R’s:<br />
The Right person asking the Right person<br />
at the Right time in the Right amount for<br />
the Right project
Linkage, Ability & Interest (LAI)<br />
START<br />
HERE:<br />
1. IDENTIFY<br />
Prospect<br />
Research
Linkage, Ability & Interest (LAI)<br />
START<br />
HERE:<br />
1. IDENTIFY<br />
Prospect<br />
Research<br />
2. INFORM<br />
Contact & Cultivate
START<br />
HERE:<br />
1. IDENTIFY<br />
Prospect<br />
Research<br />
Linkage, Ability & Interest (LAI)<br />
2. INFORM<br />
Contact & Cultivate<br />
3. INTEREST<br />
Create the Joyful<br />
Giver
Linkage, Ability & Interest (LAI)<br />
START<br />
HERE:<br />
1. IDENTIFY<br />
Prospect<br />
Research<br />
2. INFORM<br />
Contact & Cultivate<br />
3. INTEREST<br />
Create the Joyful<br />
Giver<br />
4. ENGAGE<br />
<br />
<br />
Make the<br />
Artful Ask
Linkage, Ability & Interest (LAI)<br />
START<br />
HERE:<br />
1. IDENTIFY<br />
Prospect<br />
Research<br />
2. INFORM<br />
Contact & Cultivate<br />
3. INTEREST<br />
Create the Joyful<br />
Giver<br />
4. ENGAGE<br />
<br />
<br />
Make the<br />
Artful Ask<br />
<br />
6. INVOLVE<br />
Invoke the Grateful Recipient<br />
(Stewardship & Accountability)
Linkage, Ability & Interest (LAI)<br />
START<br />
HERE:<br />
1. IDENTIFY<br />
Prospect<br />
Research<br />
2. INFORM<br />
Contact & Cultivate<br />
3. INTEREST<br />
Create the Joyful<br />
Giver<br />
4. ENGAGE<br />
<br />
<br />
Make the<br />
Artful Ask<br />
7. COMMIT<br />
Next Giving Interest<br />
<br />
6. INVOLVE<br />
Invoke the Grateful Recipient<br />
(Stewardship & Accountability)
Linkage, Ability & Interest (LAI)<br />
START<br />
HERE:<br />
1. IDENTIFY<br />
Prospect<br />
Research<br />
2. INFORM<br />
Contact & Cultivate<br />
3. INTEREST<br />
Create the Joyful<br />
Giver<br />
4. ENGAGE<br />
<br />
<br />
Make the<br />
Artful Ask<br />
7. COMMIT<br />
<br />
Next Giving Interest<br />
6. INVOLVE<br />
Invoke the Grateful Recipient<br />
(Stewardship & Accountability)
REVIEW OF ROLES … Partnership<br />
The <strong>University</strong>:<br />
<br />
<br />
<br />
<br />
<br />
Establishes the Vision & Outlines the Need<br />
Develops the Case for Support<br />
Manages the Project<br />
Absolutely Key to successful Donor Stewardship<br />
Gains the support <strong>of</strong> Public-sector
REVIEW OF ROLES … Partnership<br />
The Development Office / Foundation:<br />
<br />
<br />
<br />
<br />
<br />
‘Responds’ and Takes Initiative (stated U priorities)<br />
Plans and delivers the Campaign<br />
Has and builds community connections (peer-to-peer)<br />
Develops Proposals/Raises the funds<br />
Stewards the Gift
NEW REALITY<br />
UNCHARTED TRERRITORY<br />
AHEAD OF THE CURVE<br />
New Reality:<br />
<br />
<br />
<br />
Shares are Out<br />
Cash is King<br />
Queen is Current<br />
Uncharted Territory:<br />
<br />
<br />
Preservation <strong>of</strong> Capital<br />
Reviewing Investment Policies<br />
Be Ahead <strong>of</strong> the Curve!
Revenue Development in Tough Times<br />
<br />
Donors understand increased needs and will respond!<br />
<br />
Canadian philanthropic culture maturing<br />
<br />
Large transfer <strong>of</strong> wealth still anticipated<br />
<br />
Baby boomers in prime giving years<br />
<br />
Charities build long-term relationships<br />
<br />
Historically, fundraising has been resilient during<br />
economic downturns
Revenue Development in Tough Times<br />
<br />
<br />
<br />
<br />
<br />
<br />
<br />
Get out the door!<br />
Focus on current supporters and renewals<br />
Alumni, Students and Parents<br />
Acknowledge concerns and return to mission<br />
Reconsider timeline for ask<br />
Maximize anniversary occasions for gift solicitation<br />
No donor should be taken for granted!
Revenue Development in Tough Times<br />
<br />
New sources <strong>of</strong> revenue<br />
<br />
Approach better performing sectors<br />
<br />
Balance leadership giving with intermediate gift<br />
growth<br />
<br />
Alternative to stock, e.g. cash, deferred giving, gifts in<br />
kind<br />
<br />
Good research is key
Stewardship in Tough Times<br />
<br />
Ramp up!<br />
<br />
Focus on relationship aspects beyond giving<br />
<br />
Personalized communication<br />
<br />
Reporting and accountability<br />
<br />
Keep building long-term relationships
RECOMMENDED REFERENCE MATERIAL<br />
Hank Rosso’s<br />
Achieving Excellence in Fundraising<br />
Henry A. Rosso & Associates<br />
Thanks! A Guide to Donor-Centred Fundraising<br />
Penelope Burke<br />
The Seven Faces <strong>of</strong> Philanthropy<br />
Russ Alan Prince & Karen Maru File<br />
AFP’s Ready Reference Series<br />
Association <strong>of</strong> Fundraising Pr<strong>of</strong>essionals (AFP)
QUESTIONS…<br />
In the <strong>University</strong> where I work,<br />
Private Fund Development is<br />
well established<br />
TRUE<br />
FALSE
QUESTIONS…<br />
I have – or will have – an active role in private<br />
Fund Development<br />
TRUE<br />
FALSE
QUESTIONS…<br />
My <strong>University</strong> is currently conducting a<br />
Capital Campaign<br />
We have reached over 60% <strong>of</strong> our goal<br />
We are confident in reaching our goal
QUESTIONS…<br />
<br />
I am a confident fundraiser<br />
<br />
I do not like fundraising<br />
<br />
I do not fully understand what is expected
ROUNDTABLE TOPICS >><br />
I’d like one <strong>of</strong> the<br />
Roundtable Topics to be …
ROUNDTABLE DISCUSSION
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