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!
December 2011© PEN

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
December 2011© PEN

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”
December 2011© PEN

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. THANK YOU
December 2011© PEN