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ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World
ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World
ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World
ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World
ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World
ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World
ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World
ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World
ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World
ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World
ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World
ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World
ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World
ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World
ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World
ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World
ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World
ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World
ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World
ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World
ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World
ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World
ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World
ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World
ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World
ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World
ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World
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ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World

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  • 1. Fundraising in a competitive world ICAWC Conference Thursday 18th October 2011 Panikos Efthimiou panikose@hotmail.com
  • 2. Standing out in a crowdpanikose@hotmail.com
  • 3. Lots of charities need support
  • 4. Who are your competitors?panikose@hotmail.com
  • 5. Chasing money – remember!panikose@hotmail.com
  • 6. Why people support charities• Share your values• Personally affected• Connected to somebody affected• Want to have fun and excitement• Want to help local community• Empathy and sympathy• Feel good.....and lots of other reasons too! panikose@hotmail.com
  • 7. Getting through to people• be distinct and appealing• demonstrate value-for-money and impact• motivate and be motivated• offer lots of choice…and fun too!• engage and communicate…make them special• ask them what they want…it may be very little• define your target audience• nurture and keep them loyal• treat them as individuals… panikose@hotmail.com
  • 8. Do you have a clear case for support? NEED NEED COMMUNICATION COMMUNICATION RESULTS RESULTSCREDIBILITYCREDIBILITY (IMPACT) (IMPACT) (HISTORY) (HISTORY) • Credibility PROFILE PROFILE UNIQUE (USP) UNIQUE (USP) MISSION MISSION panikose@hotmail.com
  • 9. Hello Salespeople…• YES WE ARE ALL SALESPEOPLE…BUT WE NEED TO KNOW (WELL) WHAT WE ARE SELLING! panikose@hotmail.com
  • 10. What is your unique selling point?• “How are you different?”• “So many charities are like you”• “Your services are identical”• “If you didn’t exist what would happen?”• “Why not merge/collaborate with other charities?” panikose@hotmail.com
  • 11. Demonstrating impactpanikose@hotmail.com
  • 12. What is the difference you make?“Money flows to those who demonstrateimpact, to those who don’t just showthat a need exists, but who alsohighlight how they are helping toalleviate it”
  • 13. Use the power of your stories• personal stories and comments are much more effective than a corporate voice• encourage supporters to engage with you by showing what you’ve done, can do, want to do e.g. stories in fundraising literature, on websites, short presentations at events
  • 14. Impact of your website EngagementBrand Your digital presence Donor Care Usability
  • 15. How we generate income (UK)• Gifts – voluntary donations, philanthropy, individuals, companies• Grant funding – funding to deliver specified outcomes (Trusts & Foundations, Lottery, Europe)• Contracts – contractual agreements with local authorities, central government,• Trading – goods and services (selling to public, companies, charities, social enterprise) panikose@hotmail.com
  • 16. SWOT and PESTpanikose@hotmail.com
  • 17. Sources of incomeCash and cheques SharesTrading/shops Direct DebitsEvents Standing OrdersCompanies Payroll GivingOnline EuropeStreet collections LotteryTrusts and Contractsfoundations StatutoryMajor donors LegaciesSocial investment Door to door panikose@hotmail.com
  • 18. An income mix – in theoryHIGH RISK LOW RISK HIGH ROI LOW ROI TIME panikose@hotmail.com
  • 19. A key and vital question...What is the smallest number of donors(individuals) or funders (organisations) it wouldtake to lose half your income?• More than 50 = Good News• 26 – 50 = Good but be aware• 11 – 25 = Becoming vulnerable• 10 or less = Diversify quickly panikose@hotmail.com
  • 20. THINK AHEA...panikose@hotmail.com
  • 21. panikose@hotmail.com
  • 22. panikose@hotmail.com
  • 23. Social Networking = money?Short answer…. you shouldn’t be asking the question!social media is about demonstrating your impact, building relationships, and publicising your charitydo that well then you can ask for money! panikose@hotmail.com
  • 24. Looking after hard earned incomeJust as an organisation needs a fundraising plan, an organisation also needs a financial plan to ensure that itmanages its funds in the most efficient manner
  • 25. Of course this is not us...If you don’t know where youare going you are almost certainto end up somewhere else (Mark Twain) panikose@hotmail.com
  • 26. Speak to me…☺• Panikos Efthimiou panikose@hotmail.com 07950 793687 panikose@hotmail.com
  • 27. panikose@hotmail.com

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