1. International fundraising:
Challenges and rewards
Presented by:
Sarah Archer, Director: Fundraising
and
Randall Adams, Coordinator: International Fundraising
Stellenbosch University

2. Local vs international funding income: 2014 - 2017
Add 2017 figures at 30 Sept 2017
Comment on exceptionally strong local funding base – unusual for SA environment

3. Why fundraise internationally?
Add map – see Jill’s version

4. Number of international vs local donors – 2016 figures
Countries with Largest Donor base:
Alumni & Institutional Donors, 2016
South Africa
1050
United Kingdom
149
Germany 29
Netherlands 25
Switzerland 6
Belgium 12
United States 20

5. The implications
International at SU
Big cost, big reward
Potential

6. Global fundraising trends
The rise of new fundraising markets
Regular monthly giving is on the increase, driven by face-to-face fundraising
Giving to higher education globally
Changes in donor focus and interest
Relationships are KEY
Why is there a question mark on 2nd point?

7. How we do international fundraising
Key approaches
SU as stepping stone
Raise international Profile
Highlight high-calibre Internationally recognised thought leaders:
Developing depth
Aligning efforts
Supporting tools
International Giving Structures
USA: Friends of SU
UK: SU/UK Trust

8. How we do international fundraising
Having an International Presence
Fully functioning local team to support international fundraising efforts
Doing our homework

9. DAR: International trip schedule - 2017
Date
Country
City
Meeting secured
9 – 19 Feb
France
Belguim
Switzerland
Paris
Basel
Geneva
Luxembourg
9 meetings
15 – 24 Feb
Belgium
USA
Liechtenstein
New York
Toronto
Washington
7 meetings
24 – 28 April
San Francisco
Los Angeles
15 – 22 May UK
Germany
London
Munich
14 meetings
2 Alumni Events
June
Boston, Atlanta
Seattle, SanFran
12 meetings
7 Alumni Events
Date
Country
City
Meeting secured
9 – 13 Oct
Hong Kong
Singapore
7 meetings
2 Alumni Events
30 Oct – 3 Nov
USA
California
Seattle
Chicago
Washington DC
6 – 21 Nov UK
Belgium
Netherlands
London
Brussels
Ghent
Leuven
Amsterdam
De Hague
Tilburg
Rotterdam
23 meetings
5 Alumni Events
Total
86 Meetings
18 Alumni Events
Explain repeat visits: initial contact and then follow-up/deepening

10. Type of donor/prospect visited: 01-11.2017

12. Portfolio contribution to overall income received 01-09.2017
Fix chart labels and whiten text

13. SU’s challenges in international fundraising

14. External challenges Global recession
South Africa’s political and economic context
South Africa 20+ years post-apartheid: No longer a post-emergency funding priority
SU’s historical reputation

15. Addressing external challenges
Showcasing transformational data

16. Addressing external challenges
Showcasing strong innovation, research and excellence offering

17. Addressing external challenges
Showcasing strong innovation, research and excellence offering

18. Addressing external challenges
Positioning SU as a preferred partner in Africa
Showcasing partnerships on the continent

19. Internal challenges Expensive!!
Perception of overseas trips vs #FeesMustFall
Expectations of University project leaders
Funding squeeze

20. Addressing internal challenges
Expose internal stakeholders to the entire prospect-to-donor timeline

21. Addressing internal challenges
Collaboration
Diversify funding base
Continue to build local and international partnerships
Generating goodwill, build relationships, raising profile that would translate into funding over time

22. Rewards and achievements
Getting onto the radar of big international foundations
Opportunities for collaboration
“Money in the Bank”

23. So how are we doing? ASPIHE Report
ASPIHE Report (11 universities in SA, 2015)
SU performance (2016)
No. of international donors
Only two universities of the 11 universities had more than 30 international donors.
SU had 172 international donors. Whilst there is huge scope for SU to increase the international donor pool, it is interesting to note that, on this front, we are doing well in relation to other universities.
% of donors who are international
Only 7% of the donors were international.
14% of all SU donors were international.
% of income from international donors
The contribution from international donors made up 52% of income.
International donors contributed only 29% of income.
Expenditure vs income
A direct relationship is evident between levels of expenditure on fundraising and alumni relations, and income. The higher the institutions’ expenditure on generating philanthropic income, the higher the income received.
SU expanded its fundraising team and engaged in a proactive and busy international programme targeting new donors and rekindling old relationships.
Jones, S: (2017). “2016 Annual Survey of Philanthropy in Higher Education: ASPIHE,” Inyathelo – The South African Institute for Advancement, Cape Town.