Pareto Presents Growth Starts Here A Strategic Planning Toolkit Presented

Growth starts here: A strategic planning toolkit for senior decision makers Presented by: Sean Triner © Pareto Fundraising 2008

Introducing Sean Triner

www.paretofundraising.com

Your name _ Sean Triner ___________ Your organisation __ Pareto Works____ Your email __ sean@paretoworks.com_ Your Phone # _ 0407 255676 _______ x

‘ Rules’

Find someone who meets the criteria – not you!

The same person can not be used to complete more than two boxes.

Even if you know someone meets the criteria, you must talk to them to complete their ‘score’

First to ten shout ‘BINGO!’ or

Person with most at ten minutes wins

© Pareto Fundraising 2008 Has more than one pet Name: Marco Organisation: Greenpeace More than 10,000 donors Name: Organisation: Plays a musical instrument Name: Organisation: Most of charity money from corporate Name: Dianne Organisation: Kids Klub Less than 200 donors Name: Dianne Organisation: Kids Klub Asked someone, face to face, for INR 400k Name: Organisation: Been fundraising for > five years Name: Dianne Organisation: Kids Klub New to fundraising Name: Organisation: Has a fundraising event that raises > INR1m Name: Organisation: Works for an international NGO Name: Organisation:

Introduction

Strategic planning

Facts and Evidence

Plan for growth

Introduction

Strategic planning

Facts and Evidence

Plan for growth

My favourite Charity: The Sumba Foundation

How you support: Regular gift from credit card & occasional donation

Why?

I went to see them at Christmas last year and met loads of the kids. It was fantastic, we met ....

My fundraising strategy driver

Growth? Stability? Diversification? Other?

My fundraising strategy targets Next year Three years / five years Net / Gross / Return on investment etc © Pareto Fundraising 2008

My fundraising strategy

Because of the need to diversify from our reliance on events and corporates, our plan is to keep the income from those secure, whilst investing our surplus in a new regular giving program. We will also be investing more in....

Data / information we collected to come up with that strategy

Corporate and events have been growing, but seem to be harder every year and our demand for services is greater. World Vision seem to do well from regular giving, and I went to a training...

Introduction

Strategic planning

Facts and Evidence

Plan for growth

Using data to drive growth since 2003 Legacy and Income Growth © Pareto Fundraising 2008

? © Pareto Fundraising 2008

The Toolkit © Pareto Fundraising 2008

Introduction

Strategic planning

Facts and Evidence

Plan for growth

STRATEGIC DATA - informs TECHNICAL DATA - used © Pareto Fundraising 2008

ANALYTICAL

Your Growth

Your donor

Behaviour

Used for targeting

ENVIRONMENTAL

How much is given

Growth

Competition

PERSONAL

Transactions

Legacy status

Pet name

The danger of the anecdote © Pareto Fundraising 2008

ANALYTICAL

Your Growth

Your donor

Behaviour

Used for targeting

ENVIRONMENTAL

How much is given

Growth

Competition

PERSONAL

Transactions

Legacy status

Pet name

Overall Fundraising Strategy © Pareto Fundraising 2008 Consider Corporate Government Trusts & foundations

Source and © Giving USA Foundation ™ Giving in the USA, 2006

Giving in the USA, 2006 Source and © Giving USA Foundation ™

Source and © Giving USA Foundation ™ Giving in the USA, 2006

Source and © Giving USA Foundation ™ Giving in the USA, 2006 Individuals US$222.89bn 75.6% Foundations US$36.50bn 12.4% Bequests US$22.91bn 7.8% Corporations US$12.72bn 4.3%

$16bn Source and © Charities Aid Foundation, Charity Trends 2005 $1.8bn

? © Pareto Fundraising 2008 © Pareto Fundraising 2008

Overall Fundraising Strategy © Pareto Fundraising 2008 Consider Corporate & Events Government Trusts & foundations

 Raised about £1,000 © Pareto Fundraising 2008

Individuals – Long term growth Overall Fundraising Strategy © Pareto Fundraising 2008 © Pareto Fundraising 2008 Consider Corporate & Events Consider Associations, groups Government Trusts & foundations The fundraising circle of death...

US$51m INR2,233,903,745 US$25.6m INR1,110.371,243 © Pareto Fundraising 2008

Australian BM partners total income © Pareto Fundraising 2008 US$75m INR 2,864,840,258

USA Canada Australia UK Germany Taiwan Hong Kong S Korea New Zealand Switzerland $200 $400 $600 $800 $1000 US$ Top 10 World Visions © Pareto Fundraising 2008

Global voluntary income growth Driven by individuals © Pareto Fundraising 2008

Individuals – Long term growth Bequests / Legacies Major Donors Regular Giving The Giving Constituency Overall Fundraising Strategy © Pareto Fundraising 2008 © Pareto Fundraising 2008 Consider Corporate & Events Consider Associations, groups Government Trusts & foundations

Balance © Pareto Fundraising 2008 © Pareto Fundraising 2008

ANALYTICAL

Your Growth

Your donor

Behaviour

Used for targeting

ENVIRONMENTAL

How much is given

Growth

Competition

PERSONAL

Transactions

Legacy status

Pet name

Pareto Principle (80/20 rule) © Pareto Fundraising 2008 © Pareto Fundraising 2008 Decile Cumulative Gross Income Count Cumulative Count % of Donors Cumulative % of Donors 1 $47,980,678.80 45 45 0.0% 0.0% 2 $95,961,357.60 292 337 0.2% 0.3% 3 $143,942,036.40 716 1,053 0.6% 0.9% 4 $191,922,715.20 1,291 2,344 1.1% 1.9% 5 $239,903,394.00 2,171 4,515 1.8% 3.7% 6 $287,884,072.80 3,557 8,072 2.9% 6.6% 7 $335,864,751.60 5,712 13,784 4.7% 11.2% 8 $383,845,430.40 10,018 23,802 8.2% 19.4% 9 $431,826,109.20 19,807 43,609 16.1% 35.5% 10 $479,806,788.00 79,193 122,802 64.5% 100.0% 122,802 122,802 100.0% 100.0%

Charity A: Attrition by age © Pareto Fundraising 2008

Net return by area © Pareto Fundraising 2008 Monthly giving © Pareto Fundraising 2008

Income per Fundraiser © Pareto Fundraising 2008 © Pareto Fundraising 2008

# of donors

# of new donors

Average donation

2 nd gift rate by type of donor (corporate, Gov, ind)

Appeal response rate

Income per fundraiser

Net income by type of fundraising

Annual retention – how many donors give one year and again next year

List the key analyses you have done. Eg.

ROI © Pareto Fundraising 2008

© Pareto Fundraising 2008 My favourite Charity: The Sumba Foundation How you support: Regular gift from credit card & occasional donation Why? I went to see them at Christmas last year and met loads of the kids. It was fantastic, we met ....

STRATEGIC DATA - informs TECHNICAL DATA - used Benchmarking (Pareto Insight) © Pareto Fundraising 2008

ANALYTICAL

Your Growth

Your donor

Behaviour

Used for targeting

ENVIRONMENTAL

How much is given

Growth

Competition

PERSONAL

Transactions

Legacy status

Pet name

ANALYTICAL

Your Growth

Your donor

Behaviour

Used for targeting

ENVIRONMENTAL

How much is given

Growth

Competition

PERSONAL

Transactions

Legacy status

Pet name

3. Do you think you know more about the terrible effects of cardiovascular disease now than you did 10 years ago? 1  Yes, I know more about the effects of cardiovascular disease now than I did 10 years ago 2  No, I don’t know more about the effects of cardiovascular disease that I did 10 years ago 4. It’s important to understand how many of our supporters have been touched by cardiovascular disease so that we can promote our support and research programs effectively. Have you ever been affected by cardiovascular disease? 1  Yes 2  No Thank you so much for your help © Pareto Fundraising 2008 © Pareto Fundraising 2008

Introduction

Strategic planning

Facts and Evidence

Plan for growth

Individuals – Long term growth Bequests / Legacies Major Donors Regular Giving The Giving Constituency Overall Fundraising Strategy © Pareto Fundraising 2008 © Pareto Fundraising 2008 Consider Corporate & Events Consider Associations, groups Government Trusts & foundations

More resources to plan

Strategy

Key thinking and skills to ensure fundraising success – James Huitson

Benchmarking for success – me!

Individuals

Major Donors next week! How you make much more money next week – James Huitson

More resources to help plan

Individuals - continued

The fundamentals of direct mail – Christiana Stergiou

Brilliant donor care to optimise in fundraising - Christiana Stergiou

Six steps to legacy success: Your complete legacy strategy in 90 minutes – Christiana Stergiou

What is your story?

The Pareto Group exists to make the world a better place, by expanding the not-for-profit sector's capacity worldwide to ensure as many beneficiaries are helped as possible.

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