Everything You Always Wanted to Know About Development (UBC CFIS)

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CFIS Development Lunch & Learn presentation August 2009 …

CFIS Development Lunch & Learn presentation August 2009
UBC

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  • LARRY
  • LARRY Ask audience to introduce themselves. Explain where Development fits at UBC. K: click for photo
  • LARRY K: click for text
  • MELANIE
  • MELANIE At end, ask if there are any questions so far.
  • RYAN At end, ask audience member to read next slide
  • Audience
  • RYAN
  • LARRY
  • RYAN Ask audience to think of a donation they made. Ask for volunteer for an example and walk them around the cycle. At end, ask audience member to read next slide. K: click for FR Cycle
  • Audience
  • RYAN (explain this is ‘C’ in finger spelling) At end, ask audience member to read next slide.
  • Audience FYI (don’t read aloud) In the 1970s, Henry A. Rosso and two partners founded the Fund Raising School in San Francisco. It moved to Indianapolis in 1988, a year after the Center on Philanthropy was created. The aim of the Center was not only to consider fund raising issues, but also philanthropy as a broad subject including volunteerism and public policy. Its creators envisioned an academic program, which has been realized. The Center was conceived by a group of individuals including Henry A. Rosso, fund raising consultant and the first director of the Fund Raising School in San Francisco; The founders of the Center believed that the nonprofit sector and philanthropy was one of the "most misunderstood, understudied, under documented and least visible" aspects of American life. To address these issues, the Center was created with financial support from Lilly Endowment, one of the country's largest private foundations. IUPUI, numerous foundations and individuals that recognize philanthropy as a critical element in community building http://learningtogive.org/papers/paper142.html
  • LARRY
  • LARRY
  • LARRY At end, ask audience member to read next slide. K: only when Larry is done, click for text “#1 reason”
  • Audience
  • RYAN K: only when RYAN is done, click once for 1 st graphic
  • RYAN Ideas we want to communicate: Good stewardship leads to repeated and increased donations. It is easier to get a donation from a previous donor than from a new one. At end, ask if there are any questions so far.
  • MELANIE
  • MELANIE
  • MELANIE At end, ask audience member to read next slide.
  • Audience
  • RYAN
  • RYAN At end, ask if there are any questions so far. Then, ask audience member to read next slide. K: Only when RYAN is done, click for “Remember the people!” and 2 nd graphic
  • Audience
  • KARIN
  • KARIN K: Click only 1 st graphic
  • KARIN
  • KARIN K: Click only 1 st graphic
  • KARIN
  • KARIN
  • KARIN
  • KARIN
  • KARIN
  • KARIN K: answer question, then click for next line
  • KARIN
  • KARIN
  • LARRY K: only when Larry is done, click for animation
  • LARRY K: only when Larry is done, click for animation
  • LARRY K: only when Larry is done, click for animation
  • KARIN K: only when done, click for animation
  • KARIN K: only when done, click for animation
  • KARIN Also hand out FAQ brochure K: only when done, click for animation
  • KARIN At end, ask if there are any questions so far.
  • RYAN Also hand out IES letter.
  • RYAN Ask if there are any questions. Thank everyone for coming

Transcript

  • 1. What You Always Wanted to Know About Development!
  • 2. Your Hosts: Nancy Cardozo, Major Gifts Officer Lindsay Funk, Administrative Assistant Karin More, Development Coordinator Melanie Scott, Development Writer RyanN Smith, Development Officer Larry Sproul, Director
  • 3. How does Development work?
    • It’s all about people!
  • 4. What is fundraising? dictionary.reference.com
    • fund-raising [fuhnd-rey-zing] – noun the act or process of raising funds, as for nonprofit organizations or for a political cause. Also, fundraising. Origin: 1935–40
  • 5. What is fundraising? AFP Dictionary
    • FUNDRAISE - verb [no object] to seek donations from various sources for the support of an organization or a specific project.
    • FUNDRAISER, FUND RAISER - noun a person, paid or volunteer, who plans, manages, or participates in raising assets and resources for an organization or cause.
    • FUNDRAISING - noun the raising of assets and resources from various sources for the support of an organization or a specific project. . adjective, fundraising, fund-raising.
  • 6. OUTLINE OF TODAY’S EVENTS
    • The fund-raising process
    • Gathering information:
      • for prospect lists
      • for briefing notes
      • for project proposals
      • for donor reports
    • Processing incoming funds
    • Alumni and current students as future alumni
  • 7.
    • Fundraising is not an event; it is a process.
    • Edgar D. Powell
  • 8.
    • THE FUNDRAISING PROCESS
    • A big idea
    • Fundraising cycle
    • Prospect identification
    • Building relationships
    • Solicitation/the ask
    • Recognition and stewardship
  • 9. A BIG idea
  • 10. Fundraising cycle
      • A strategic, ongoing process
  • 11.
    • Most donors do not give because they have the capacity; they give because they want to make a difference!
    • Anonymous
  • 12. Prospect identification
    • The 3 C’s of finding support:
      • 1. Connection - Donor has a link to the cause
      • 2. Concern - Donor cares about the cause
      • 3. Capacity - Donor has resources to give
  • 13.
    • People tend not to give to causes, they give to people with causes.
    • Henry A Rosso
  • 14. Building relationships
    • How to attract a donor:
      • Show your passion for the project
      • Share the potential impact of the project
      • Exemplify integrity and accountability
      • Represent the credibility and reputation of the university
  • 15.
    • Successful fundraising is the right person, asking the right prospect for the right amount for the right project at the right time in the right way.
    • Henry A Rosso
  • 16. Solicitation… Making the ask
    • Who makes the ask?
        • # 1 reason people don’t give: Nobody asked!
  • 17.
    • We should never forget that no Fundraising effort ever succeeds unless one person asks another person for money.
    • Andrew D. Parker Jr.
  • 18. Recognition and stewardship
    • What donors want:
      • Appropriate acknowledgement
      • Fullfillment of our commitments to them
      • Reporting on the continuing impact of their gift (narrative and financial reporting)
  • 19. Good Stewardship
  • 20.
    • GATHERING INFORMATION
    • For prospect lists
    • For briefing notes
    • For project proposals
    • For donor reports
  • 21. Gathering information …for prospect lists
    • Please help provide names and contact information of:
      • Prospects (individuals and organizations who meet the 3C’s criteria)
      • Natural partners
      • Alumni
  • 22. Gathering information …for briefing notes
    • Please help provide information on your unit, including:
      • Key achievements and recognition
      • Key projects
      • Key individuals (faculty, researchers, etc.)
  • 23.
    • Stories are to non-profits as statistics are to corporations.
    • Anonymous
  • 24. Gathering information …for project proposals
    • Please help provide:
      • Vision and mission of the unit
      • Background on the unit
      • Purpose of the project (the problem it is trying to solve)
      • Potential outcomes/impact of the project
      • Timelines and budgets
      • Potential naming opportunities
      • Profiles of key individuals (faculty, researchers, etc.)
  • 25. Gathering information …for donor reports
    • Please help provide:
      • Project activities
      • Project outcomes and achievements
      • Project impact: the human story
      • Financial report
    • Remember the people!
  • 26.
    • Fundraising requires both optimism and realism. Without the first, few if any gift solicitation efforts would be made. Without the second, few if any would succeed.
    • Howard L. Jones
  • 27.
    • PROCESSING INCOMING FUNDS
    • Donors
    • Donations, gifts in kind, sponsorship
    • Tax receipts
    • Funds/PGs
    • Tracking donations
    • Criteria for Viking database
    • Sending donation deposit info to CFIS
  • 28. Donors
    • Only people can be donors…right?
    •  
  • 29. Donations
    • What is the definition of a donation/gift?
    • Canadian Revenue Agency (CRA):
      • In most cases, a gift is a voluntary transfer of property without valuable consideration to the donor.
    • www.cra-arc.gc.ca
  • 30. DONATIONS
    • Can anything besides cash be a donation?
  • 31. Gifts in kind
    • What is a gift-in-kind?
      • Gifts-in-kind, also known as non-cash gifts, are gifts of property. They cover items such as artwork, equipment, securities, and cultural and ecological property.
    • www.cra-arc.gc.ca
  • 32. Gifts in kind
    • Can free rent be considered a gift-in-kind?
    • One of the criteria for a gift is that there be a voluntary transfer of property. In this situation, no property is being transferred… However, you may pay rent on a property to an individual and later accept a gift of all or part of the payment, as long as the gift is voluntary.
    • www.cra-arc.gc.ca/E/pub/tg/charitiesnews-22
  • 33. Gifts in kind
    • Can someone donate their services and have that be considered a gift-in-kind (gift of time)?
      • A contribution of service, that is, of time, skills or efforts, is not property and, therefore, does not qualify as a gift or gift in kind for purposes of issuing official donation receipts.
    • www.cra-arc.gc.ca
  • 34. Gifts in kind
    • NOTE:
      • A charity should not issue an official donation receipt to a service provider in exchange for an invoice marked "paid". This procedure raises questions as to whether in fact any payment has been transferred from the charity to the service-provider and, in turn, whether any payment has been transferred back to the charity.
    • www.cra-arc.gc.ca/tx/chrts/prtng/gfts/srvcs-eng.html
  • 35. Sponsorship
    • What constitutes sponsorship?
    • Sponsorship is when a business makes a donation to a charity and, in return, receives advertising or promotion of its brand, products or services.
    • www.cra-arc.gc.ca/tx/chrts/prtng/gfts/spnsr-eng.html
  • 36. Tax Receipts
    • How does a donor get a tax receipt for a gift?
    • Can UBC issue a foreign tax receipt?
      • www.supporting.ubc.ca/givingoptions/internationalgifts.html
    • IRS Tax Exemption Letter for a US donor.
    • What is UBC’s Charitable Business Number?
      • It is 10816 1779 RR0001.
      • www.supporting.ubc.ca/givingoptions/donatenow.html
    • Other questions?
  • 37. Funds/PGs
    • Does it really matter what fund/PG I put the donation into?
      • Yes, it does. The CRA regulations state that:
      • If a charity has raised funds or accepted a donation for one of its specific purposes, it cannot simply use these funds for another purpose.
  • 38. Funds/PGs
    • Do we have to wait for a PG to be set up before we can accept a donation?
  • 39. Criteria for inclusion of funding sources (donations) in Viking database
    • Development Officer (DO) was directly involved in the fund-raising cycle for the donation.
    • Faculty member/Researcher/Principal wish to see the contributor recognized as a donor.
    • The contributor wishes the gift recognized as a donation. We can do this even if the gift is not tax deductible.
    • …2
  • 40. Criteria for inclusion of funding sources (donations) in Viking database (cont’d)
    • Project has already been identified on Viking and monitoring total contributions to project is expected.
    • Stewardship of funding source (donor) has potential to result in increased resource allocation over time.
    • …3
  • 41. Criteria for inclusion of funding sources (donations) in Viking database (cont’d)
    • Recognition of the funding source (donor) will enhance the profile of CFIS and its reporting units.
    • The contributor is a UBC alumnus.
    • The contribution is a gift in kind or has tax receipt implications.
  • 42. When should I send deposit info about a donation to the CFIS Development Coordinator?
    • Please send a copy of the deposit information when:
      • The money is a donation and a tax receipt is expected, or
      • The money is a philanthropic reimbursement by an outside organization or individual for an expense that has already been paid.
  • 43. What deposit info about a donation should I send to the CFIS Development Coordinator?
    • Please send:
      • A copy of the deposit form and
      • A copy of the cheque (or wire transfer info, proof of securities transfer and sale, etc.)
  • 44. When do I NOT need to send deposit info?
    • We don’t need the deposit info when:
      • The money is a fee for service (e.g. consulting, room rental, royalties) or for the sale of a product (e.g. books, subscriptions, equipment, etc.), or
      • The money is for research that is funded by CIHR, SSHRC, CFI, Michael Smith Foundation for Health Research (UBC Research Services attends to these organizations)
  • 45. Tracking donations
    • How does the Development Coordinator know about the donation deposits?
    • How does UBC keep track of donations?
    • Why does UBC keep track of donations?
  • 46.
    • ALUMNI and CURRENT STUDENTS as FUTURE ALUMNI
    • Alumni like to support students
    • Alumni are already invested in the university
    • ~60% of donations come from alumni
    • We all can help students build a sense of connectedness to UBC
    • It’s all about building relationships!
  • 47. This is just the beginning!
  • 48. CFIS Development Room 164 – 1855 West Mall Vancouver, BC V6T 1Z2
    • Nancy Cardozo 604-822-1313
    • Lindsay Funk 604-827-3498
    • Karin More 604-822-9274
    • Melanie Scott 604-822-0631
    • Ryan Smith 604-8224376
    • Larry Sproul 604-827-5556