Welcome  Kalos orisate    Benvenuto  Irashaimasu Bienvenidos  Jonathon and Matthew from ADRA Claire and David from Amnesty...
© Pareto Fundraising 2008
The bubble bursts What about the charity world?
Sean with beneficiaries hide  © Pareto Fundraising 2008
© Pareto Fundraising 2008
<ul><li>My favourite Charity:  </li></ul><ul><li>The Sumba Foundation </li></ul><ul><li>How you support:  Regular gift fro...
© Pareto Fundraising 2008
The big picture <ul><li>Pictures from the news about the recession, FTSE photos with lots of red etc </li></ul>
Where money comes from
AUD$61.2m AUD$30.1m © Pareto Fundraising 2008
2006 charitable giving USA  Individuals AUD$ 524.25 75.6% Foundations   AUD$42.82 12.4% Bequests   AUD$26.83 7.8% Corporat...
Source and © Charities Aid Foundation, Charity Trends 2005 - highlights
© Pareto Fundraising 2008
What has happened so far
Income in 1 st  Half 2006 v 2007 v 2008 23 Australian and NZ benchmarked charities
Income in 1 st  Half 2006 v 2007 v 2008 23 Australian and NZ benchmarked charities
© Pareto Fundraising 2008 Key Measures to monitor during ‘Recession’ <ul><li>Acquisition volumes  </li></ul><ul><li>Acquis...
© Pareto Fundraising 2008 What is a worry:  current donors
© Pareto Fundraising 2008
© Pareto Fundraising 2008 Donations
© Pareto Fundraising 2008 Major Donors
© Pareto Fundraising 2008
© Pareto Fundraising 2008 Events
T Look after current donors Thank Properly Frequent Communications Phone your top donors Donor care letters
© Pareto Fundraising 2008 Most important: Good appeals and upgrades  People giving is the best retention device Good upgra...
© Pareto Fundraising 2008 What is a worry:  new donors
© Pareto Fundraising 2008
Return on Investment © Pareto Fundraising 2008
Cost of fundraising excl bequests © Pareto Fundraising 2008
Cost of fundraising incl bequests © Pareto Fundraising 2008
Income v Cost against COF © Pareto Fundraising 2008
Income v Net  © Pareto Fundraising 2008
© Pareto Fundraising 2008 But donors want effective fundraising!?
© Pareto Fundraising 2008
<ul><li>My favourite Charity:  </li></ul><ul><li>The Sumba Foundation </li></ul><ul><li>How you support:  Regular gift fro...
© Pareto Fundraising 2008 Recession Suicide
Sue-Anne Wallace CEO, Fundraising Institute Australia © Pareto Fundraising 2008
Chris Washington-Sare Head of Fundraising and Marketing, Greenpeace Australia-Pacific © Pareto Fundraising 2008
© Pareto Fundraising 2008 Recession Strategy
© Pareto Fundraising 2008 Key Measures to monitor during ‘Recession’ <ul><li>Acquisition volumes  </li></ul><ul><li>Acquis...
Weekly Monthly Quarterly
Nobody Knows Anything <ul><li>=mc Global Fundraising Study </li></ul><ul><li>Causes least effected by the economic climate...
Selected Greenpeace Countries
Factors Influencing Our Plans <ul><li>Global Economic Meltdown </li></ul><ul><ul><li>May make acquisition harder </li></ul...
Core Fundraising Tactics ‘09 <ul><li>Focus cold acquisitions on regular  giv ing </li></ul><ul><li>Focus on upgrading </li...
Planning Scenarios <ul><li>Aspirational </li></ul><ul><li>Business As Usual  </li></ul><ul><li>Prudent </li></ul><ul><li>T...
Ten tips For managing fundraising in a recession © Pareto Fundraising 2008
Board and management <ul><li>Net not COF </li></ul><ul><li>Plan long term and don’t commit recession suicide </li></ul><ul...
Apply the Pareto Principle <ul><li>Concentrate on high yield activities like major donors, bequests and regular giving </l...
Look after your donors <ul><li>Implement supporter relationship management strategy & accept it is not cheap </li></ul><ul...
Get more donors <ul><li>Regular givers still best bet.  They are not cheap, and expect TWO years before you see a decent n...
© Pareto Fundraising 2008
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Pareto Fundraising Recession Forum November 2008

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What will the a recession mean for charities and the fundraising they do to help their beneficiaries? That was the question asked being answered at Pareto Fundraising's recession proofing forum held in Sydney, 19th November 2008

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  • ANYONE read my whitepaper? Seen the recession blog?
  • Pareto Fundraising Recession Forum November 2008

    1. 1. Welcome Kalos orisate Benvenuto Irashaimasu Bienvenidos Jonathon and Matthew from ADRA Claire and David from Amnesty International Susan and Debra from Australia for UNHCR Michelle from Berry Street Victoria Brad from Garvan Research Foundation Chris and Stewart from Greenpeace Australia Pacific Kerry and Alexandra from Inspire Foundation Nicci and Philip from National Heart Foundation of Australia Mary and Nicky from Royal Australian College of Physicians Manisha from The Cancer Council of NSW Donna and Sonia from WSPA Sara from Pareto Phone Gavin, Dan, Martyn, Justine, Tai, Rob, Martin P, Martin S, Rachel, Warrick, and Sharon from Pareto Fundraising
    2. 2. © Pareto Fundraising 2008
    3. 3. The bubble bursts What about the charity world?
    4. 4. Sean with beneficiaries hide © Pareto Fundraising 2008
    5. 5. © Pareto Fundraising 2008
    6. 6. <ul><li>My favourite Charity: </li></ul><ul><li>The Sumba Foundation </li></ul><ul><li>How you support: Regular gift from credit card & occasional donation </li></ul><ul><li>Why? </li></ul><ul><li>I went to see them at Christmas last year and met loads of the kids. It was fantastic, we met .... </li></ul>© Pareto Fundraising 2008
    7. 7. © Pareto Fundraising 2008
    8. 8. The big picture <ul><li>Pictures from the news about the recession, FTSE photos with lots of red etc </li></ul>
    9. 9. Where money comes from
    10. 10. AUD$61.2m AUD$30.1m © Pareto Fundraising 2008
    11. 11. 2006 charitable giving USA Individuals AUD$ 524.25 75.6% Foundations AUD$42.82 12.4% Bequests AUD$26.83 7.8% Corporations AUD$14.98 4.3% Source: Giving USA Foundation™ © Pareto Fundraising 2008 Total = $295.02 billion ( $440.95billion)
    12. 12. Source and © Charities Aid Foundation, Charity Trends 2005 - highlights
    13. 13. © Pareto Fundraising 2008
    14. 14. What has happened so far
    15. 15. Income in 1 st Half 2006 v 2007 v 2008 23 Australian and NZ benchmarked charities
    16. 16. Income in 1 st Half 2006 v 2007 v 2008 23 Australian and NZ benchmarked charities
    17. 17. © Pareto Fundraising 2008 Key Measures to monitor during ‘Recession’ <ul><li>Acquisition volumes </li></ul><ul><li>Acquisition ROI </li></ul><ul><li>Attrition among RG’s </li></ul><ul><li>Attrition among major donors / high value donors </li></ul><ul><li>Attrition among low value donors </li></ul><ul><li>Unsolicited gifts </li></ul>
    18. 18. © Pareto Fundraising 2008 What is a worry: current donors
    19. 19. © Pareto Fundraising 2008
    20. 20. © Pareto Fundraising 2008 Donations
    21. 21. © Pareto Fundraising 2008 Major Donors
    22. 22. © Pareto Fundraising 2008
    23. 23. © Pareto Fundraising 2008 Events
    24. 24. T Look after current donors Thank Properly Frequent Communications Phone your top donors Donor care letters
    25. 25. © Pareto Fundraising 2008 Most important: Good appeals and upgrades People giving is the best retention device Good upgrades = good customer care* *even for failed sales!
    26. 26. © Pareto Fundraising 2008 What is a worry: new donors
    27. 27. © Pareto Fundraising 2008
    28. 28. Return on Investment © Pareto Fundraising 2008
    29. 29. Cost of fundraising excl bequests © Pareto Fundraising 2008
    30. 30. Cost of fundraising incl bequests © Pareto Fundraising 2008
    31. 31. Income v Cost against COF © Pareto Fundraising 2008
    32. 32. Income v Net © Pareto Fundraising 2008
    33. 33. © Pareto Fundraising 2008 But donors want effective fundraising!?
    34. 34. © Pareto Fundraising 2008
    35. 35. <ul><li>My favourite Charity: </li></ul><ul><li>The Sumba Foundation </li></ul><ul><li>How you support: Regular gift from credit card & occasional donation </li></ul><ul><li>Why? </li></ul><ul><li>Their cost of fundraising is really low and I am impressed by their effective admin systems... </li></ul>© Pareto Fundraising 2008
    36. 36. © Pareto Fundraising 2008 Recession Suicide
    37. 37. Sue-Anne Wallace CEO, Fundraising Institute Australia © Pareto Fundraising 2008
    38. 38. Chris Washington-Sare Head of Fundraising and Marketing, Greenpeace Australia-Pacific © Pareto Fundraising 2008
    39. 39. © Pareto Fundraising 2008 Recession Strategy
    40. 40. © Pareto Fundraising 2008 Key Measures to monitor during ‘Recession’ <ul><li>Acquisition volumes </li></ul><ul><li>Acquisition ROI </li></ul><ul><li>Attrition among RG’s </li></ul><ul><li>Attrition among major donors / high value donors </li></ul><ul><li>Attrition among low value donors </li></ul><ul><li>Unsolicited gifts </li></ul>
    41. 41. Weekly Monthly Quarterly
    42. 42. Nobody Knows Anything <ul><li>=mc Global Fundraising Study </li></ul><ul><li>Causes least effected by the economic climate: </li></ul><ul><ul><li>Children’s causes </li></ul></ul><ul><ul><li>I nternational relief </li></ul></ul><ul><ul><li>M edical r esearch </li></ul></ul><ul><ul><li>F aith - based causes </li></ul></ul><ul><li>Guidestar Survey </li></ul><ul><li>Causes most effected by the economic climate: </li></ul><ul><ul><li>Disease-related groups </li></ul></ul><ul><ul><li>Mental health </li></ul></ul><ul><ul><li>Faith-based groups </li></ul></ul>
    43. 43. Selected Greenpeace Countries
    44. 44. Factors Influencing Our Plans <ul><li>Global Economic Meltdown </li></ul><ul><ul><li>May make acquisition harder </li></ul></ul><ul><li>Credit Card Processing </li></ul><ul><li>Southern Ocean Campaign </li></ul><ul><ul><li>Potential backlash due to strategic evolution </li></ul></ul>
    45. 45. Core Fundraising Tactics ‘09 <ul><li>Focus cold acquisitions on regular giv ing </li></ul><ul><li>Focus on upgrading </li></ul><ul><li>Aggressive re-activation </li></ul><ul><li>Review 5 year plans regularly </li></ul><ul><li>Invest in bequests </li></ul>
    46. 46. Planning Scenarios <ul><li>Aspirational </li></ul><ul><li>Business As Usual </li></ul><ul><li>Prudent </li></ul><ul><li>Ten tips </li></ul>
    47. 47. Ten tips For managing fundraising in a recession © Pareto Fundraising 2008
    48. 48. Board and management <ul><li>Net not COF </li></ul><ul><li>Plan long term and don’t commit recession suicide </li></ul><ul><li>Stop putting off long term investments (eg bequests) </li></ul><ul><li>Accept donors are not cheap </li></ul>© Pareto Fundraising 2008
    49. 49. Apply the Pareto Principle <ul><li>Concentrate on high yield activities like major donors, bequests and regular giving </li></ul><ul><li>Look at how other charities are performing and where growth is really coming from </li></ul>© Pareto Fundraising 2008
    50. 50. Look after your donors <ul><li>Implement supporter relationship management strategy & accept it is not cheap </li></ul><ul><li>Be rigorous about tactics – number of mailings, length of letters etc. Accept fact, not prejudice </li></ul>© Pareto Fundraising 2008
    51. 51. Get more donors <ul><li>Regular givers still best bet. They are not cheap, and expect TWO years before you see a decent net return </li></ul><ul><li>Understand the implied life-time value of such donors – look beyond next year or even three years </li></ul>© Pareto Fundraising 2008
    52. 52. © Pareto Fundraising 2008

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