Corporate Gifts Delhi Ncr

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Corporate Gifts Noida Presented by: Erin Morantz, CFRE, KCI Ketchum Canada Inc.- Consultant Agenda – – – – – – – – Understanding the language Understanding the fundraising environment Understanding the donor Understanding fundraising programs Understanding the development process Understanding the role of volunteers Understanding the role of information management Understanding the role stewardship and recognition – Glimpse at how the current economic downturn is affecting philanthropy Fundraising Buzz Words • • • • • • • • • • • • Endowment Acquisition • Gift In Kind Annual Giving • Major Gifts Bequest • Moves Management Capital Campaign • Planned Giving Case statement • Prospect / Qualified Cultivation Prospect Direct Mail • Recognition Donor • Renewal Donor Acquisition • Solicitation Donor Pyramid • Stewardship Donor Retention • Volunteer Philanthropy in Canada • Over 80,000 charities in Canada • 6.8% gross domestic product • 12% of Canadians employed in the charitable sector • Revenues total $112 billion per year • 78% of individuals 15 years and older donate money to charity Wide Distribution Distribution of Charities Distribution of Support from Individual Canadians The statistics tell us… – Individual giving will be the cornerstone of successful development programs with major gifts leading the way – Donors are more sophisticated and want “impact” and involvement Who or what is a donor? • • • • • • Individuals & Families Corporations / Businesses Employee Groups Foundations Government Associations/Clubs Why do people give?  to demonstrate power  belief in the mission  tax and financial planning considerations  immortality  gain influence, professional advancement  peer approval  ego gratification/self esteem  recognition from peers  diminish negative feelings, guilt, fear, anger  express deep emotion grief (memorial) or Joy (commemorative)  give something back  for the joy of it.  identify with a worthy cause of goal  sincere desire to help/care Why do people give? BECAUSE THEY ARE ASKED!!!!!! What are Donors Looking for? • Positive image • Vision, uniqueness, urgency • Impact on community / society • Strong strategic planning / financial management • Prioritized needs • Clear description and outcomes of the project(s) to be funded • “Fit” with the donor • Sense of permanence Donor Bill of Rights • • • • • • • • • Information about mission, use of donated resources and organizational leadership Access to financial statements. Assurance that gifts will be used as intended Receive appropriate acknowledgement and recognition. Assurance that gifts handled with respect and with confidentiality Expect all relationships with organization be professional in nature. To know if those seeking donations are volunteers, employees of the organization or hired solicitors. To remove their name from mailing lists Freedom to ask questions. Fund Raising Pyramid Bequests Major gifts Annual Gifts Special Events or Fundraisers Donor Pyramids Annual Gifts • Made from a donor’s cash flow • Do not require financial planning • Support the ongoing needs of an organization – they are the sustaining gifts • Many gifts at lower levels are sought “Ladder of Effectiveness” • 1. Personal visit by a team • 2. Personal visit by one person • 3. Solicitation by personal letter with a follow-up phone call • 4. Solicitation by personal letter • 5. Group direct mail Major Gifts • Generally require thought or planning on the part of a donor • Fewer solicitations for larger gift amounts • Generally, the gifts support an organization’s long-term goals • Donors can be individuals, corporations or foundations • The key is that someone must ask for a significant gift face to face Corporate Giving • Corporations often have established giving criteria by which they judge programs and organizations seeking support • They are not generally annual donors. Instead, they provide major gifts for programs and capital • The face of corporate giving in Canada is changing in a number of ways Corporations Looking Beyond Dollars • • • • Strategic partnerships Longer timelines Greater scrutiny, higher expectations Need to manage competition and increase in requests • Their context: spotlight on corporate governance, continued increase in competition, globalization Planned Giving • Includes gifts of shares, wills and bequests, life insurance, etc… • Usually, only the most sophisticated organizations will have an organized planned giving program • However, it never hurts to make donors aware of the options for giving available to them. The Donor Development Process ESTATE OR PLANNED GIVING Bequests / Legacies Planned Gifts Investment Involvement MAJOR GIVING Endowment Campaigns Capital and Special Campaigns Interest Major Gifts from Individuals, Corporations and Foundations ANNUAL GIVING Special Events Annual Appeal, Direct Mail, Telemarketing Small Gifts from the Public-at-Large Information Identification Donor Development Cycle No Interest IDENTIFICATION (prospecting phase) No Contact Initial Contact Interest I ncreasing engagement & involvement CULTIVATION (pre-gift phase) Additional gift interest Discuss gift The Ask Continuing involvement SOLICITATION (gift phase) STEWARDSHIP (Post-gift Phase) Acknowledgement Yes, gift made The decision No interest No, but interested The Constituency Circle Board PAC Staff Students Donors Employers, suppliers, successful alumni People or organizations with similar interests Why do people volunteer? – – – – – – – Altruism Desire to make a difference Desire for status Employer encouraged employee Desire to develop skills and expertise Desire to build personal relationships Because they were asked Primary function of Volunteers • Governance – i.e. serving on a board of directors – Set policy, establish direction, hire/fire CEO, ensure fiscal integrity and financial health • Program – i.e. being a Big Sister or Big Brother – Helping to organize a fundraising event • Development – i.e. fundraising (i.e. face to face solicitation) Staff obligation to volunteers • Empower • Lead while appearing to follow • Provide opportunities for meaningful volunteer work • Disclose appropriate information to enable them in their volunteer duties • Provide orientation and training • Provide job descriptions • Conduct performance evaluations/give effective feedback • Provide appropriate and frequent recognition Information Needed • Biographical: – Individuals: name, address, contact #’s, spouse, employer – Organization: name, address, contact #’s, contact names, email address • Relationship to charity – Giving history, alumni status, volunteer involvement • LAI / Prospect Info – Link to the organization, giving ability, areas of interest, cultivation status • Cultivation & Solicitation Activity – Record of donor contact (call reports, briefing notes, action tracking, proposals submitted) – Recognition & stewardship provided How is Donor/Prospect Information Used? • To identify potential donors along with their LAI (Link, Ability, Interest) • To track gifts for receipting and recognition purposes • To track giving patterns in order to determine RFA (recency, frequency, amount) • To track and coordinate “moves” with the prospect/donor How is Donor/Prospect Information Collected? • Personal contacts • Participation records (giving history, volunteer history, past contact between donor and charity) • Public information (internet, newspapers, research sites, business journals, directories) Ethics & Confidentiality • FOIPP (Freedom of information; protection of privacy) • APRA Code of Ethics: Confidentiality, accuracy, relevance, accountability, honesty • Donor Bill of Rights • Code of Ethical Fundraising Practices Difference between Stewardship & Recognition • Stewardship is the process of ensuring the donor’s gift is used as intended and that the use, impact and results of their gift are communicated back to the donor, thereby gaining their confidence • Recognition is one element of effective donor stewardship. Recognition can be used to honour a gift (annual) or the relationship (cumulative) or both. Recognition Methods • • • • • • Naming opportunities Donor walls Donor thank you events Plaques/mementos Thank you letters & phone calls Meetings with senior leadership Stewardship Methods • Stewardship reports • Newsletters • Meeting with key constituents involved in the funded area. • Invitation to events pertaining to the funded area (i.e. ground breakings, awards ceremonies). • Tours The key to good stewardship is communication. Helpful resources • Henry A. Rosso, Achieving Excellence in Fundraising – the Bible of fundraising • Association of Fundraising Professionals • Canadian Association of Gift Planners • fundraising articles by Mal Warwick More helpful links • resources/giftrange/giftcalc.aspx An online gift range chart calculator • Ketchum Canada Inc. and publishers of Philanthropic Trends More helpful links • • • • A showcase for fundraising • Lots of resources and tips on online fundraising