18TH EASTERN AFRICA FUNDRIASING WORKSHOP Whitesand’s Beach Resort, Mombasa, KENYA 5 to 9 December 2011
18th Eastern Africa Fundraising Workshop Tuesday 6th December 2011 Main Course “Becoming a Giant: Playing in the Premier League!” Workshop 4 Climate Change: Where is the money? Time 11.00 – 12.30 December 2011© PEN
Session Objectives To Develop an understand of: Where the potential funding is for your work and your organisation? What are the current trends within each different funding source? Advantages and disadvantages of different funding sources and how to connect with each of them! December 2011© PEN
Participants profile December 2011© PEN
Buzz Groups Share your understanding: Where is the Money? Biggest challenges we face? December 2011© PEN
Potential DONORS WHO ARE THEY? WHERE ARE THEY? WHY DO THEY GIVE?
5 Streams of Income and Resources INDIVIDUALS High, Medium, Low and No Income CORPORATIONS & BUSINESSES Multi-national, national, local GOVERNMENTS Multi-lateral, National, Local INSTITUTIONS Foundations, Trusts, NGOs, Faith-Based, Academic OURSELVES Generated Income / Other December 2011© PEN
WHY INDIVIDUALS GIVE? Concern for Others Want to make a difference Sense of Duty Religious Beliefs Profile in Community Expectations of Others Surplus Income/Time Give Life Purpose Guilt December 2011© PEN
WHY BUSINESSES GIVE? Market a Product Profile Company Employee Motivation Corporate Social Responsibility CEO Commitment Contribute to Social Good December 2011© PEN
WHY GOVERNMENTS GIVE? Deliver Services Access Expertise Involve Civil Society Political Interest Democratisation Impact on Poverty Self Interest MONGOs December 2011© PEN
WHY INSTITUTIONS GIVE? Their Mandate Founders Intent Pursue Established Strategy & Objectives Research, Education, Health, etc Charity Innovation December 2011© PEN
WHY WE GENERATE INCOME UNUTILISED PUBLIC ASSETS OPPORTUNITY TO INCREASE INCOME USING EXISTING RESOURCES GREATER INDEPENDENCE. Unrestricted Income! EXPANDING PROFILE AND YOUR NETWORKS December 2011© PEN
RELATIONSHIP BUILDING December 2011© PEN
Buzz groups Why is it important to build relationships between PBOs and their donors? December 2011© PEN
Ways of building a relationship Develop an ongoing process to get to know donors Understand their interests, disinterests, motivators and aspirations Identify the value match between the donor and your organisation Develop communications and cultivate strategies to build the relationship Build mutual understanding and commitment Provide adequate and appropriate acknowledgement and recognition for donors Learn to listen to the donor “Never Stop Building Relationships” December 2011© PEN
Remember “It is always more cost effective to keep existing donors than to find new ones” December 2011© PEN
FUNDRAISING TRENDS December 2011© PEN
Foreign and Local Sources of Income NGO Income - KENYA Ks. 68 Billion, 2005/06 Ks. 103 Billion, 2009/10 Foreign Sources: 88% (2009/10) Local Sources: 12% (2009/10) Earned Income (8.7%) Government Agencies (1.8%) Community Contributions (0.4%) Corporate Donors (0.8%) Member Subs + Directors Contributions (0.6%) NGO Income - SOUTH AFRICA (2004) Foreign Sources: 4% Local Sources: 96% Government Agencies (42%), Earned Income (29%), Corporate Donors (25 %)
Donor Giving to PBOs EA Trends Local vs. International
Funding Sources to PBOs EA Trends
THANK YOU December 2011© PEN