1. 18TH EASTERN AFRICA FUNDRIASING WORKSHOP
Whitesand’s Beach Resort, Mombasa, KENYA
5 to 9 December 2011

2. 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

3. 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!
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4. Participants profile
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5. Buzz Groups Share your understanding: Where is the Money?
Biggest challenges we face?
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6. Potential DONORS WHO ARE THEY? WHERE ARE THEY? WHY DO THEY GIVE?

7. 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
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8. 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
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9. WHY BUSINESSES GIVE? Market a Product Profile Company
Employee Motivation
Corporate Social Responsibility
CEO Commitment
Contribute to Social Good
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10. WHY GOVERNMENTS GIVE? Deliver Services Access Expertise
Involve Civil Society
Political Interest
Democratisation
Impact on Poverty
Self Interest
MONGOs
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11. WHY INSTITUTIONS GIVE? Their Mandate
Founders Intent
Pursue Established Strategy & Objectives
Research, Education, Health, etc
Charity
Innovation
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12. WHY WE GENERATE INCOME UNUTILISED PUBLIC ASSETS
OPPORTUNITY TO INCREASE INCOME USING EXISTING RESOURCES
GREATER INDEPENDENCE. Unrestricted Income!
EXPANDING PROFILE
AND YOUR NETWORKS
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13. RELATIONSHIP BUILDING
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14. Buzz groups
Why is it important to build relationships between PBOs and their donors?
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15. 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”
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16. Remember
“It is always more cost effective to keep existing donors than to find new ones”
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17. FUNDRAISING TRENDS
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18. 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 %)

19. Donor Giving to PBOs EA Trends
Local vs. International

20. Funding Sources to PBOs EA Trends

21. Increased individual giving through social mobilization
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22. Increased used of New Media opportunities to mobilize resources
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23. Increased engagement with the Media
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24. Enhanced Transparency and Accountability
PBOs have come under increased scrutiny to hold their own governance system up to the light – Board governance, financial transparency and accountability, programme implementation and assessment of impact etc. This mechanism is increasingly being used by the corporate sector, governments and individuals as a viable mechanism to vet PBOs they wish to support or partner with.
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25. PBO – Corporate Partnership
The corporate sector has diverse resources which it is willing to utilize for the good of the society through credible organizations. These resources can be tapped through the marketing departments (sponsorship), community affairs departments, CSR / Corporate Affairs department, corporate foundations etc.
The corporate sector is looking for an opportunity to partner with the NGO sector as opposed to giving a one off support or intervention. The corporate sector is no longer focusing on CSR but Corporate Social Investment. They are viewing their partnership with NGOs as an investment and will keep asking the inevitable question – what is it in for me?
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26. More resources from Government
The government has more diversified resources which are designated for development at the community level.
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27. Devolved Government Funding
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28. Increased focus on LRM
There is less dependency on external funding. Organizations are now looking inwardly and tapping to the enormous resources available locally. These resources are with the individuals, communities, Governments, PBOs & Foundations / Trusts and the corporate sector. Organisations are also responding to call for proposals advert in the local dairies etc.
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29. Innovations on developing sustainability mechanisms for PBOs
Many PBOs are now thinking more about how they would sustain the good work they are doing. This has resulted in PBOs diversify their resource base by engaging in Social Enterprises, Endowment Funds, and Income Generation.
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30. Small Group Activity
What reasons you have observed that motivate various donors to work with you? 
Who are the easiest donors to work with? Who are the most difficult? Why? 
What strategies have you developed to work with certain types of donors? 
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31. General Principles of Fundraising
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32. FUNDRAISING PRINCIPLES
1. Believe in your cause. Fundraising is not about
money!
2. Know your donor. Research and Plan Ahead!
3. Focus on Building a Relationship. Friend-raising not
Fundraising!
4. Education and information are integral to fundraising!
5. Be consistent with your Ethics. Know your values
and stick to them!
6. People give to people.
7. You don’t get what you don’t ask for!
8. Always tell the truth, if things go wrong, say so!
9. Remember to say Thank You