1. Pamela Sutton-Legaud CFRE MBA Senior Consultant - AskRIGHT
10 essential steps to help you create a successful fundraising strategy
Pamela Sutton-Legaud CFRE MBA
Senior Consultant - AskRIGHT

2. Introduction Who I am What I know What I’ll talk about today
What you will come away with
Where to go from here

3. TODAY’S PRESENTATION How Important Is Fundraising Income?
The Structure of Philanthropy
Market Trends
What’s Happening with Donations?
10 Essential steps to help you create a successful fundraising strategy
Passion!
Commitment
Write it Down!
Allocate Resources
Gather Information
Create Impact
Collaborate/Create Leverage
Match your Channels to your Strategy
Digital and Integrated Fundraising
Build a culture of philanthropy
Summary

4. HOW IMPORTANT IS FUNDRAISING INCOME?
Only 8% of NFP revenue is from donors, corporates, trusts – 75% is from government

5. THE STRUCTURE OF PHILANTHROPY
The HNWI, structured philanthropy and bequest areas of giving, while smaller, are the fastest growing and over the next decade are set to form a much more significant part of the giving landscape.
The financial value of volunteering to the sector is 1.7 times that of donations and bequests
Source – Australian Taxation Office (ATO), Australian Bureau of Statistics (ABS), Giving Australia 2016, JBWere Philanthropic Services

6. MARKET TRENDS What you may not know…
Mass market donors currently make up almost half of total donations. This is expected to fall to around one third by 2036
The higher cost of many non-deductible fundraising strategies such as events and lotteries discourages growth in tax-deductible giving.
More women donate and at most age brackets, they donate a larger proportion of taxable income but with lower salaries they donate less dollars.
The proportion donating and amounts given rises with income, although under 60% of those earning over $1 million per year claiming a deduction for donations.
Source: JB Weir The Support Report 2018
Around 35% of tax payers claim tax deductible donations

7. WHAT’S HAPPENING TO DONATIONS?
Bequests are set to grow with an ageing population and rising house values.
There has been strong growth in large and visible giving and in structured giving through PAFs. Grants made through these will grow to 17% of all giving by 2036, up from 7% in The causes supported by this group varies from mass market giving.
The return on investment in fundraising has fallen consistently over the last decade due partly to competition, however it is still attractive at around $5 raised for each $1 spent.
Source: JB Weir The Support Report 2018

8. 1. WHAT’S YOUR PASSION? Everything begins with a passion!
Why did your organisation start?
What problem was it trying to solve?
Why are you here?
However, it only takes you so far…

9. 2. COMMITTMENT TIME, TALENT & TREASURE
Your Executive – the leadership must lead the way
Your Staff – need to share commitment to philanthropy
Your Budget – commit resources
Your Time – make it a priority

10. 3. WRITE IT DOWN Plan your work and work your plan Allocate a budget
A idea in your head is just a dream – write it down
and turn it into a plan
Write down your vision
Written plans can be:
Shared
Compared
Edited
Refined
Allocate a budget
Set measurable targets
Be SMART!

11. 3. WRITE IT DOWN WHAT’S IN A PLAN? Current situation
SWOT – Strengths, Weaknesses, Opportunities, Threats
Objectives – what are you aiming to do?
Data management – good data management is mandatory
Target audience – who will you talk to about your strategy?
Strategy – What is your approach?
Methodology – How will you implement your strategy?
Budget - what financial resources will you commit?

12. Allocate Resources 4. ALLOCATE RESOURCES
Who’s responsible for fundraising? Dedicated resources make a big difference
How will your board contribute?
How can you utilize volunteers?
What is your fundraising budget?

13. 5. GATHER INFORMATION What are you trying to achieve?
Who will help you?
How does the project you’re fundraising for meet your organizational goals?
Who will do the work?
How much will it cost?
How will you achieve it?
By when?

14. 6. CREATE IMPACT Have a strategy If you are a charity
If you are a corporate wanting to work with charities/nfp
If you want fundraising income
If you want to engage with sponsorship
NO STRATEGY = HIGH ACTIVITY/LOW IMPACT

15. 7. COLLABORATE Look for partners
Look for those doing similar/related work
Share resources
Build capacity

16. 7. CREATE LEVERAGE Examples of great leverage in Australia:
Chuck Feeney Atlantic Philanthropic made grants to 23 organizations across Queensland, Victoria, New South Wales and Tasmania, and co-funded the creation of eight new research institutes. Atlantic Philanthropic leveraged more than $2 billion in matched giving from state and federal governments and other donors. 
David Thomas Challenge remains among the biggest single private environmental pledges made and was a matching-funds program. It generated total grants of $28.1m for biodiversity conservation programs and projects with private Australians giving $12.6m.
Matching grants work! Ask your donors to consider a challenge grant. Look at giving days.

17. 8. MATCH YOUR CHANNELS TO YOUR STRATEGY
Consider the type of donors you can service/attract/invest in

18. 9. DIGITAL & INTEGRATED FUNDRAISING
Online campaigns – Movember, Dry July, Febfast
Crowdfunding – Pozible,
One to one – , sms, apps
Integrated campaigns – annual appeals

19. 10. BUILD A CULTURE OF PHILANTHROPY
It’s a journey
Leaders need to lead
Find ways for staff and to engage and participate
Share your strategy
Create a communications strategy to go with your fundraising strategy
Be inclusive

20. SUMMARY Where to focus: Board members lead the way
Commit, Commit, Commit
Write a plan, invest resources
Consider how much you are utilizing/valuing your volunteers
Develop and implement a sensitive bequest strategy
Look beyond mass fundraising – consider HNWI, PAFs, T&F
Share your vision, live your passion

21. QUESTIONS?
Harvard University embarked on its first fundraising campaign in According to some measures, it now receives an average of A$3.83 million a day.
THANK YOU!