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breaking into Europe
 

breaking into Europe

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    breaking into Europe breaking into Europe Presentation Transcript

    • Finding money in Europe FFI’s experiences over the past year Stuart Sherriff – Trust Manager Innovative conservation since 1903
    • Quick overviewLooking at:• Why FFI looked to Europe• What we’ve found over the past 12 months• What I’d consider before embarking on something similar Innovative conservation since 1903
    • Context• FFI set up as world’s first international conservation charity in 1903 – global• Projects in 46 countries across Africa, Americas, Asia, and Eurasia.• Tend to operate where we can have biggest impact, i.e. where conservation is weak.• 108 staff in Cambridge, 300 around the world• Turnover £17.3m in 2011 Innovative conservation since 1903
    • Why Europe?How much do trusts give away?• Hard to be sure, but looking at government figures…• US $47billion• Europe €83 billion?• Other hubs? – Singapore? – Australia? – Russia? – Middle East? Innovative conservation since 1903
    • Maturity of PhilanthropyDifference between established philanthropymarkets and emerging markets:• Founders v Trustees• Wealth• InterestEmerging markets require Major Donor style fundraising Innovative conservation since 1903
    • Country UK Germany Switzerland NetherlandsNumber of Foundations 8,800 18,162 20,000 8,000Assets ? €100 bn €61 bn €60 bnExpenditure €2.4 bn €22 bn €1.7 bn €215 mEmployees 150,000 128,194 ?English widely spoken? Yes Yes Yes YesGlobal - former colonies? Yes Yes Yes YesSignificant giving? Yes Yes Yes YesPhilanthropic perspective Yes Yes Yes YesCount of Yes 4 4 4 4Country France Italy Spain PortugalNumber of Foundations 2,264 4,720 12,921 800Assets €14 bn €85 bn €17 bn ?Expenditure €5 bn €11.5 bn €5.2 bn ?Employees 59,126 106,000 95,942 ?English widely spoken? No No No NoGlobal - former colonies? Yes Yes Yes YesSignificant giving? Yes Yes No NoPhilanthropic perspective No No No NoCount of Yes 2 2 1 1Country Turkey Sweden Finland IrelandNumber of Foundations 3,000 15,558 2,800 25Assets €34 bn €49 bn €12 bn €790 mExpenditure €3.2 bn ? €290 m €70 mEmployees 13,195 ? ? 110English widely spoken? No Yes Yes YesGlobal - former colonies? No No No NoSignificant giving? Yes No No NoPhilanthropic perspective No No No NoCount of Yes 1 1 1 1 Innovative conservation since 1903
    • Where in Europe? Innovative conservation since 1903
    • Trust Fundraising at FFISince 1980 the database said we’d raised Region Sum paid % Average Europe 2,111,985 10.19% 66,000 UK 15,432,641 74.43% 482,270 Rest of World 42,519 0.21% 1,329 USA 3,147,991 15.18% 98,375 Grand Total £20,735,138 100% £647,973 Innovative conservation since 1903
    • Trust Fundraising at FFI• In the three years (2008-11) we’d raised Region Sum paid % Average Europe 744,679 10.82% 248,226 UK 5,310,445 77.14% 1,770,148 Rest of World 8,666 0.13% 2,889 USA 820,725 11.92% 273,575 Grand Total £6,884,516 100% £2,294,839 Innovative conservation since 1903
    • Activities over the past year• So far in 2012 we have brought in Region Sum paid % Average Europe £350,760 31% £350,760 UK £621,040 55% £621,040 USA £158,387 14% £158,387 Grand Total £1,130,187 100% £1,130,187 Innovative conservation since 1903
    • How did we get there?• August 2011 – decision to do Europe Prospect Researcher secured• October 2011 – new prospects identified Data merged and purged, low hanging fruit identified• November 2011 – First contact Data scrutinised and relevant approaches commenced• November 2012 – Review and refocus Innovative conservation since 1903
    • Prospect Research• Results: 2,421 trusts around the world Row Labels Count Africa 234 Americas 825 Asia Pacific 550 Eurasia 89 Europe 711 International 12 Grand Total 2,421 Innovative conservation since 1903
    • Prospect ResearchFormer FFI trust fundraiser• Knew the organisation well• Knew the CEO well• Didn’t need the work (so was cheap!) Innovative conservation since 1903
    • Prospect Research• Not all trusts were relevant• Not all trusts were new• After a merge and purge we had: Region Count of Trust Europe 519 Ret of the World 1,085 UK 532 USA 80 Grand Total 2,216 Innovative conservation since 1903
    • Country Trusts Country TrustsAustria 7 Liechtenstein 4Belgium 18 Luxembourg 5Bulgaria 1 Norway 7Czech Republic 2 Poland 3Denmark 14 Portugal 8Ireland 1 Romania 9Finland 5 Slovakia 1France 46 Spain 34Georgia 4 Sweden 32Germany 91 Switzerland 89Hungary 2 The Netherlands 70Ireland 6 Turkey 39Italy 21 Grand Total 519 Innovative conservation since 1903
    • Network Mapping• We looked at the 519 trusts identified in Europe and circulated the biggest• We asked SMT, Regional Directors, Council, several major donors, trusts and individuals(anyone who would listen) Innovative conservation since 1903
    • First approaches• Concentrated on Germany in the first instance (Eurasian Director is based there)• Had two (relevant) documents translated and we started emailing and posting. – Background doc to FFI – Overview of some of our work – Request to meet Innovative conservation since 1903
    • The next few months• We contacted 160 trusts• We met with 17 trusts Innovative conservation since 1903
    • Income in 2012Relationship Country GiftStewardship Belgium 250,000Stewardship France 125,000Stewardship Germany 32,380Stewardship Ireland 47,000Stewardship Italy 20,000Stewardship Netherlands 25,000Stewardship Switzerland 10,000Stewardship Switzerland 10,000 Innovative conservation since 1903
    • Key message for FFI• An introductory meeting with a trust is the first step in developing a relationship, which may take several years to develop.• Our plan was always to look at soliciting gifts over a three to five year timescale.• We have successfully managed to raise our profile with those whom had previously never heard of FFI. Innovative conservation since 1903
    • Tracking activities on the databaseUnsuitable Not appropriate for FFI, archive detailsIdentification Marked out as a potential future funderEngagement Contacted; the funder knows of FFICultivation Meeting is planned / has taken placeSolicitation FFI is/has submitted a request for supportStewardship Grant received, future reporting/asks scheduled Innovative conservation since 1903
    • Results to date Stewardship Solicitation Cultivation Engagement Unsuitable Prospects Identification Innovative conservation since 1903
    • ProjectionsFoundation 2012 2013 2014 2015Trust 1 250,000 250,000 250,000 250,000Trust 2 40,000 32,000 24,000 0Trust 3 32,380 50,000 50,000 100,000Trust 4 16,000 16,000 16,000 16,000Trust 5 20,000 20,000 30,000 30,000Trust 6 22,000 22,000 22,000 24,000Trust 7 10,000 0 0 0Trust 8 10,000 10,000 20,000 30,000Trust 9 0 50,000 50,000 100,000Trust 10 0 50,000 100,000 200,000Trust 11 0 0 50,000 50,000Trust 12 0 0 25,000 25,000Trust 13 0 0 50,000 50,000Trust 14 0 0 25,000 75,000Trust 15 0 0 38,000 50,000TOTAL 400,380 500,000 750,000 1,000,000 Innovative conservation since 1903
    • NetworkingEuropean Foundation CentreEstablished in 1989, the European Foundation Centre is aninternational membership association of foundations andcorporate funders. In 23 years our membership has grownsteadily from an initial group of 7 founding members to 231 Innovative conservation since 1903
    • EFC MembershipAdessium Foundation Oxfam GBAlexander von Humboldt-Stiftung Prins Bernhard CultuurfondsEuropean Climate Foundation Rabobank FoundationFondation Charles Léopold Mayer Robert Bosch StiftungFondation Mava The Prince Albert II of Monaco FoundationMama Cash Foundation The Sigrid Rausing TrustOak Foundation VolkswagenStiftung Innovative conservation since 1903
    • Innovative conservation since 1903
    • Innovative conservation since 1903
    • If I were to do it all again?I wouldn’t change a thing…But I would make sure I had the following:• Work going on in countries of interest• Support from the highest levels• Time to devote to this Innovative conservation since 1903
    • Work going on in countries of interestIf you’re looking to engage trusts in France: 1 Democratic Republic of the Congo Africa 67,827,000 16 Burundi Africa 8,519,005 2 France Europe 65,447,000 17 Benin Africa 9,212,000 3 Canada North America 34,207,000 18 Switzerland Europe 7,782,520 4 Madagascar Africa 21,146,551 19 Togo Africa 6,780,000 5 Cameroon Africa 19,958,692 20 Central African Republic Africa 4,410,873 6 Ivory Coast Africa 21,571,060 21 Republic of the Congo Africa 4,043,318 7 Burkina Faso Africa 16,287,000 22 Gabon Africa 1,501,000 8 Niger Africa 15,891,000 23 Comoros Africa 734,750 9 Senegal Africa 12,861,259 24 Equatorial Guinea Africa 700,40110 Mali Africa 14,517,029 25 Djibouti Africa 888,71611 Rwanda Africa 10,277,282 26 Luxembourg Europe 506,95312 Belgium Europe 10,827,951 27 Vanuatu Oceania 239,65113 Guinea Africa 10,324,437 28 Seychelles Africa 86,52514 Chad Africa 11,274,337 29 Monaco Europe 35,40715 Haiti Caribbean 10,188,000 Innovative conservation since 1903
    • Support from the highest levels• Director of Fundraising, CEO, Chair• Project staff• Putting the word out around the organisation to capitalise on serendipity, or ‘creating your own luck’. Innovative conservation since 1903
    • Time to devote to this• Simply put, this endeavour has cost me about half a trust fundraiser in time, hard when we have been charged with growing income from trusts in this financial year. (we’ve already more than doubled income in 2 years)• Make sure you don’t commit to this if you can’t keep up the day job too!• Returns need to be seen over 3-5 years• Whilst we were up 60% in the same financial year we didn’t expect it. Innovative conservation since 1903
    • Thank you• Questions? Innovative conservation since 1903