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Agenda

Integrated Fund Development : Strategies and Tactics for Sustainability in an Era of Intensifying Competition. Agenda. A Changing Environment Building A Foundation of Sustainable Support Required Support Structures Case Studies Wrap-Up & Questions. A Changing Environment.

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Agenda

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  1. Integrated Fund Development: Strategies and Tactics for Sustainability in an Era of Intensifying Competition

  2. Agenda • A Changing Environment • Building A Foundation of Sustainable Support • Required Support Structures • Case Studies • Wrap-Up & Questions

  3. A Changing Environment • Too Many Organizations Competing for the Same Dollars • Continued Reduction in Traditional Sources of Funding (ie: government monies) • Lack of Revenue Generation Expertise • Increasing Need to Provide Service • Competition for the same dollars within an organization

  4. Building a Foundation of Support • Audit of Current Revenue Generation Program • Identify Improvement Areas • Buy-In From the Leadership • Short & Long-Term Goals • System to Monitor Progress • Gradually Reduce Reliance on More Vulnerable Sources of Funding

  5. Building a Foundation of Support • Mix of Funding Important to Ensure Funds in Place While Long-Term Support is Developed • Core of Plan to Include Long-Term Relationships • Future Major and Planned Gifts to (one day) replace more vulnerable funding sources • Data System in Place To Support Development

  6. Establishing Support Structures • Full Volunteer Participation – Board to lead or separate leadership council? • Availability – Is this a #1 priority? • Data Systems – Are the data systems in place to support relationship building? • Analysis of Data is a Driver to Identify High Potential Focus Areas • Revenue Agreements – are revenue sharing agreements needed?

  7. Case Studies – Canadian Red Cross Society • Impending Loss of Government Support • Inefficient Fundraising Programs – including 55 separate direct mail-outs in Ontario alone • Separate Data Systems • Little or No Effort to Build Long term Relationships with Current Supporter Base • Revenue Generation Programs Siloed at each Separate Location

  8. Case Studies – Canadian Red Cross Society • Built Case to Integrate 55 Direct Mail-Out Programs into One Single Integrated Direct Response Program • Realized increased sophistication, economies of scale, other direct response techniques such as data analysis • Allowed 55 Program Administrators to Become Relationship Builders

  9. Case Studies – Canadian Red Cross Society • Single More Sophisticated Program Feeder for Separate Relationship Building Programs • Working together – one program; new integrated structure • Implementation of Data System that supported a Fully Integrated System

  10. Case Study – Local Toronto Based Agency • Anticipated Reduction in Traditional Sources of Funding • At the Same time, Increase in Service Needs (waiting lists for the first time) • Applied For and Received 2-year Trillium Start-Up Support

  11. Case Study – Local Toronto Based Agency • Started DM program to Begin to Build Base of Support • Branded and Established Monthly Giving Option • Created Major and Planned Giving Options/Products

  12. Case Study – Local Toronto Based Agency • Changed Focus of Board • Volunteer Board Training • Identified Relationship Opportunities • Relationship Managers • 100% Funding Participation from all Staff and Volunteers

  13. Case Study - Local Women’s Shelter • Continue to Build Base of Committed Supporters • Score ‘high potential’ Supporters • Simple Activities including: hand notes on out going fundraising letters, invites to parties, grand openings • Have committed to 7-8 moves per scored prospect in a 24 month period

  14. Wrap-Up • What are changes you can make right away to get the process started? • All Organizations Seeking Revenue from the public should have a Relationship Program in Place • Create a Menu of Major and Planned gift opportunities – make it easy for donors • The Data System Needs to Support Long-term Relationship Development

  15. Wrap-Up • All Revenue Generation Activities Must be Integrated • Put a Simple Monitoring/Follow-up System in Place to Keep it Moving • Make move opportunities easy for your relationship builders

  16. Wrap-Up – Cont’d • Relationship Building will lead to Major and Planned Gifts • Major and Planned gifts provide the Long-Term Sustainable Security an Organization Needs

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