Leading Communities Mr Patrick Moriarty Director Training and Development www.ourcommunity.com.au
Today’s Program • Fundraising - developing an annual fundraising plan • The components • Addressing the issues • Building Community Partnerships • Identification • Partnerships • Engagement • Grant Applications for schools • Understanding the Australian grants landscape • Identifying and searching out grants • Describing your school in the best light • Outlining a grant proposal • Monitoring, Evaluating and Reporting Back
Why do we bother with fundraising? From the pilot project we found that • 47% never submitted a grant to philanthropy (42% business) • 42% 500 or more students vs 10% less than 100 • Commitment and enthusiasm (8% exc, 32% good)
Creating the Annual Fundraising Strategy • Participative • Simple • Priorities for fundraising • Creative
All Schools Need Funds Fund Raising is Essential for establishing andSUSTAININGSocial Capital
The Annual Fundraising Strategy Assign fundraising as a priority responsibility (Why are you fundraising?) Develop an inclusive strategy Work out the elements – what mix? Gain School Council approval Communicate widely and often Keep fresh e.g. Akuna Long Lunch “as this was getting a bit stale changed to Akuna under the starts”
Ambivalence about fundraising? Is the fundraising function highly enough valued in the school and in the school community? What fees would result if fundraising did not occur?
Who leads the Fundraising Plan and Action • Options • A designated staff member (or part thereof) • The parent body • A specifically designated committee with parents, interested staff, students
A simple fundraising mix • Grants: • Affinity - members, friends, supporters, alumni – business memberships • Individual donations leads to wills, bequests and life insurance: • Community events: • Sponsorships: • Business opportunities:
Annual Fundraising Strategy • Grants - Gov, Corporate, Philanthropic • Affinity - members, friends, supporters, alumni, business memberships • Individuals - donations, wills, bequests, life insurance • Community events: sausage sizzle, Annual School Concert • Sponsorships: Major or minor • Business Opportunities: Hiring Hall, Facilities, Catering for Tenders
Grant making within a fundraising context 75% of all funds raised come from individuals – donations and bequests and not from grants
Members, Friends and Alumni = More Funds • Relationship Building • Establishing an expanding database • is there an opportunity for student involvement • Communication – 4 newsletters a year • is there an opportunity for student involvement • Ask for additional donations for special projects • Invite affinity network to all events
To Build Individual Donations After relationships and initial donation start to flow from the affinity groups, schools can start to lock away - Wills, bequests and life insurance policies 67% rated donor data base as poor
The OC Donations Online Facility: the Australian Giving Centre • www.ourcommunity.com.au/giving/main.jsp • Younger donors • Double the amount of the donation (average $125) • Attracting donors to the hub as well as the organisations • Adding to the data base • Another source of marketing for donations
Community Events Community events should be fun and if the aim is to make money, make sure that they make money……..and remember to invite everyone on the donor data base( BUILDING RELATIONSHIPS IS NECESSARY TO ATTRACT DONATIONS)
The community event business plan • $ Aim • Offset Costs (donated, in kind) • Minimise Expenditure (single pt of control) • Increasing NET profit every year
Business opportunities • Does the product/activity have to ‘fit’ the school? • Is there a market where the issues of equity can be addressed? • Should the business be a separate entity? • Can students be involved? • Are there ethical issues?
The Business Plan • When will the business break even? • Will the real costs be covered? • How much surplus will be reinvested in the business? • Is there a business?
Let’s try and answer some of these key questions • Who is accountable for overall fundraising now – would you change this for any component? • Who is in the fundraising group? • Relationship to Parent Association • What components of the fundraising strategy can you realistically expect to develop over the next 6 months?
Values In the next ten minutes discuss who you will or won’t deal with?
Community Partnerships: The Mix Business as a Collection Point Volunteering In-kind Donations Pro-bono or Discounted Services Sponsorship Skills and Knowledge Mentoring Sharing/Donation of premises and other Infrastructure Employment/Work Experience Community Involvement Programs Monetary Donations Scholarships & Awards
Forming Partnerships – The Benefits to Schools • Projects and achievements • Improved Morale • Increased knowledge and skills • Profile and Influence • Opportunity to develop alternative paths
Forming Partnerships – The Start • What are your values? • What does your school community need/want? • Who could help? • How could they help? • Why would they help?
Values? • Would your school community want your school partnering with: • Fast food? • Alcohol? • Gambling? • Local Government? • An environmental group? • It is important therefore to set some ground rules upfront with your school community - Is this a school debate?
What do you want/need? • Develop a “wish list” what are you trying to achieve through a partnership? • Increased profile for school in community • Motivate School Community • Increase capacity or skills • Helps establish Long-Term Fund Raising Strategy • Demonstrate that school is part of community • MORE THAN JUST MONEY OR GOODS – (although money is also very welcome)
Who Are the Partners? • Other Schools – a school cluster for bigger impact? • Local Community Groups (sport? environment?) • Local Government (programs, facilities) • Major Corporations? • Local businesses? What type? What do they bring?
Business as a Collection Point For example: Collecting on behalf of a School: • The business having a collection “tin” or box in school colours for a nominated school on its front counter for donations from customers or visitors. Paying an amount to a school on goods sold: • The business providing a percentage of the sale price on an item/items to their community group partner. • The business donating to their partner a 50c gift for every one of a specially marketed item (cakes, wine) sold.
Volunteering • Individual volunteering: • Could see individual business staff reading to children at library, or planting trees with school for an environment group in an area they are trying to rehabilitate. • Employee volunteering: • Could see business staff working together to build or improve a school playground, or to act as marshals/guides for a special event held by the school.
Volunteering – my favourite • Joining a school council or committee: • Where business staff can provide expertise in a role on the school council or committee.
In-kind Donations • Donations of goods: • A restaurant/cafe donating food for a breakfast program. • Donations of services: • Hairdressers providing free haircuts for children in need. • Donations of resources: • Business allowing school partner to use your photocopier to print off flyers • Sharing key promotional vehicles: • This could see a business advertise an upcoming school event or promote school enrolment in its newsletters or advertising and vice versa for the school.
Scholarships & Awards • Creating a scholarship: • Business and community group partners can work together to create a scholarship in a field of mutual interest – benefiting the scholarship winner and the community. • Creating an award: • An award can be established which can again reflect the areas of interest of both business and the school.
Sponsorship needs marketing Marketing the messagePositioning the sponsorThe ethics of particular sponsors for schoolscorporates; government – local ……..and large NGO’s who want to take their programs to schools56% rated their ability to identify and sell an opportunity as poor36% of those that had sponsors rated the sponsors happiness with arrangement as poor
Sponsorship - marketing • Make a list of all marketing vehicles • Newsletter • Events • Conferences • Media • - local newspaper • - community broadcasting station • Signage (position, position, position) • Can you think of this valuation as a cluster/partnership ?
Starting the relationship One tactic - Principal for a day – • the CEO/ owner of business • President of Rotary/Lions/Probus • local government mayor/councilor • Larger NGO • Famous past student?
Forming Partnerships – The Approach • Don’t ask for your partner to solve the world – ask for them to tip their toe in the water (build the relationship) • Develop a professional approach – tell them why you are a good fit for them? • Don’t undersell the school community - value your assets – reputation • Professional – research the organisation (annual reports, what else they have done in your community) • If you know any staff (or better still have a parent who is a staff member or manager) talk with them and work out who to approach
The Top 10 Tips for developing successful partnerships • Don’t ALWAYS start by asking for MONEY • Start by getting a clear view about what it is exactly you want the partnership to achieve – what does each party bring to the table • Express it simply – in a written format and also broken down into overheads (no more than 10) • A face to face meeting to present the vision (FIND THE DECISION MAKER) • An agreement drawn up with the details and questions resolved - sometimes takes a number of meetings.
The Top 10 Tips for developing successful partnerships • Establish regular meetings to discuss the progress and mutual satisfaction with the project • Gradual deepening of the relationship – This can be by broadening the relationship or by engaging the partner in other events • Internally think about planning for next steps in the relationship • Don’t assume the partnership is forever – plan for the separation (in advance – who keeps the dog) • Thank the partner – in writing, in meetings, in public
The 11th tip If you want to end a partnership QUICKLY – • Walk across the road and invite a competitor to be involved • Never thank a partner • Always expect something and never give in return • Let the relationship stagnate • Send a submission like these…..
Forming Partnerships – Communication • Communicating with your partners regularly is critical if you want to build the relationship. • Set up regular meetings • Provide partner with information that they can use in their own communications (photo opportunities) • Demonstrate what you have achieved (e.g. survey school community?) • Tell them what you have done for them – and value it (who else is paying what – e.g. sporting clubs, charities) • Thank them (regularly)
Your table is the group • Brainstorm as many partners as possible • Select the most likely strategic partner • List your marketing values • Outline the different ways in which you can partner • Select the starting point
Homework - School Partnerships • Identify 2 partners (NGO’s, business, local government) • Spell out ways in which you intend to set up the partnership; e.g. collection points, volunteering, scholarships etc. • Estimate the value of school – all assets and marketing vehicles – don’t undersell
Grant Session Objectives • Understanding the Australian grants landscape • Identifying and searching out grants • Describing your school in the best light • Outlining a grant proposal • The grant seeking golden rules
How well do you fare? • Sourcing grants - knowing where the $ are • Process for applying • Application itself • Relationship managementSPAR
An Overview of Grants in Australia • Government - Federal • - State • - Local • Philanthropy • Corporate – grants vs sponsorship