Feb 10/091 Fundraising in Challenging Economic Times Annual Giving Congress July 14, 2009 Dianne Lister, LL.B., CFRE Vice President, External Relations & Advancement

Feb 10/092 Keynote Outline What is the challenge? Tell the truth Focus on what matters Be effective and show outcomes Be generous with your gratitude Communicate, communicate

Feb 10/093 Dianne Lister Bias Stick with the basic principles Stay the stewardship course No magic bullet for “difficult times” Be calm Re-evaluate your commitment to the cause

Feb 10/094 What is the Challenge? Current economic recession Credit crunch Environmental concerns Global de-stabilization Loss of control Loss of confidence in a predictable future Loss of consumer confidence – decrease in assets, job losses, working longer than planned

Feb 10/095 What is the Challenge? Different concerns for each segment of society Different for each donor, prospect, industry and sector

Feb 10/096 What is the Challenge? Individuals = impact on disposable income; impact on assets Foundations = impact on value of endowments, reduced pay-out rates Corporations = impact on profitability or survival Service organizations = impact on memberships, fees, funding priorities

Feb 10/097 What is the Challenge? Fundraising = transactional Philanthropy = relationship building Community development = well being of all with focus on marginalized Sustainable communities = long term view of healthy, productive, collaborative communities

Feb 10/098 Tell the Truth Internal (staff, alumni, students) External (donors, funders, media) - budget cuts; human resources - priorities for program delivery - plans for short, medium term - role of philanthropy in institution

Feb 10/099 Focus on What Matters Values driven decision making Strategic framework informing operations Agility and integration Relevancy Why this, why now, what happens in the future?

Feb 10/0910 Be Effective and Show Outcomes Succinct case for investment in all communications Reduce “fundraising spin” and emotion Tailor communications to donors + prospects Demonstrate institutional track record Direct link between charitable funds and outcomes (e.g. student endorsements for bursary support)

Feb 10/0911 Be Effective and Show Outcomes Reduce and “green” operating costs – increase presence on-line; web-based; ; pod-casts; green print materials Demonstrate ROI Embrace ethical decision making

Feb 10/0912 Be Generous with Gratitude Sincere recognition and lots of it! Thank you calling campaigns Personal touch in follow-ups Loyalty and retention Meaningful dialogue and updates Solutions based approach to facilitating giving

Feb 10/0913 Communicate, communicate The good, the bad, and the inspiring Three “Rs” –Responsive (acknowledge challenges facing institutions and individual citizens) –Respectful –Resilient (stay the course)

Feb 10/0914 Opportunity in Challenging Times Have a plan but also be open to the new paths created by challenges. “ If you don’t know where you are going, any road will get you there.” Louis Carroll