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Using data and reason to inform strategy, presented at South Asian International Fundraising Workshop, India Aug 2008

Using data and reason to inform strategy, presented at South Asian International Fundraising Workshop, India Aug 2008

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  • Introduction

Pareto Presents Growth Starts Here A Strategic Planning Toolkit Presented Pareto Presents Growth Starts Here A Strategic Planning Toolkit Presented Presentation Transcript

  • Growth starts here: A strategic planning toolkit for senior decision makers Presented by: Sean Triner © Pareto Fundraising 2008
  • © Pareto Fundraising 2008
  • © Pareto Fundraising 2008
  • © Pareto Fundraising 2008
  • Introducing Sean Triner
    • www.paretofundraising.com
    © Pareto Fundraising 2008
  • © Pareto Fundraising 2008
  • © Pareto Fundraising 2008
  • © Pareto Fundraising 2008
  • 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:  
  • © Pareto Fundraising 2008 1.The Big Picture 2.Why major donor programs usually fail 3.Identifying 4.Communicating 5.Asking 6. More communicating
    • Introduction
    • Strategic planning
    • Facts and Evidence
    • Plan for growth
    © Pareto Fundraising 2008
  • © Pareto Fundraising 2008 1.The Big Picture 2.Why major donor programs usually fail 3.Identifying 4.Communicating 5.Asking 6. More communicating
    • Introduction
    • Strategic planning
    • Facts and Evidence
    • Plan for growth
    © 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 ....
    © Pareto Fundraising 2008
    • 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....
    © Pareto Fundraising 2008
    • 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...
    © Pareto Fundraising 2008
  • © Pareto Fundraising 2008 1.The Big Picture 2.Why major donor programs usually fail 3.Identifying 4.Communicating 5.Asking 6. More communicating
    • Introduction
    • Strategic planning
    • Facts and Evidence
    • Plan for growth
    © Pareto Fundraising 2008
  • © Pareto Fundraising 2008 Planning What is strategic? What is tactical? Why plan? Pros and cons Tools for planning
  • Using data to drive growth since 2003 Legacy and Income Growth © Pareto Fundraising 2008
  • ? © Pareto Fundraising 2008
  • The Toolkit © Pareto Fundraising 2008
  • © Pareto Fundraising 2008
  • © Pareto Fundraising 2008 Click here – but be warned, this charity video is shocking The video was present on this link in Aug 08..
  • © Pareto Fundraising 2008
  • © Pareto Fundraising 2008 1.The Big Picture 2.Why major donor programs usually fail 3.Identifying 4.Communicating 5.Asking 6. More communicating
    • Introduction
    • Strategic planning
    • Facts and Evidence
    • Plan for growth
    © Pareto Fundraising 2008
  • © Pareto Fundraising 2008
  • 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
  • © Pareto Fundraising 2008
  • The danger of the anecdote © Pareto Fundraising 2008
  • The danger of the anecdote © Pareto Fundraising 2008
  • 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
  • © Pareto Fundraising 2008
  • Overall Fundraising Strategy © Pareto Fundraising 2008 Consider Corporate Government Trusts & foundations
  • © Pareto Fundraising 2008
  • Source and © Giving USA Foundation ™ Giving in the USA, 2006
  • © Pareto Fundraising 2008
  • Giving in the USA, 2006 Source and © Giving USA Foundation ™
  • Source and © Giving USA Foundation ™ Giving in the USA, 2006
  • © Pareto Fundraising 2008 Giving in the USA, 2006 Source and © Giving USA Foundation ™
  • 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 © Pareto Fundraising 2008
  • Overall Fundraising Strategy © Pareto Fundraising 2008 Consider Corporate & Events Government Trusts & foundations
  •  Raised about £1,000 © Pareto Fundraising 2008
  • © Pareto Fundraising 2008  Raised about £30,000
  • 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
  • © Pareto Fundraising 2008 © Pareto Fundraising 2008
  • 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
  • ? © Pareto Fundraising 2008
  • © Pareto Fundraising 2008
  • 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
  • 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
  • © 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
  • © Pareto Fundraising 2008
  • © Pareto Fundraising 2008
  • © 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 ....
  • ? © Pareto Fundraising 2008
  • © Pareto Fundraising 2008
  • 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
  • A mixed bunch © Pareto Fundraising 2008 © Pareto Fundraising 2008
  • © Pareto Fundraising 2008 © Pareto Fundraising 2008
  • STRATEGIC DATA - informs TECHNICAL DATA - used © 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
  • Getting personal… …and building loyalty © Pareto Fundraising 2008 © Pareto Fundraising 2008
  • Getting more information © Pareto Fundraising 2008 © Pareto Fundraising 2008
  • s © Pareto Fundraising 2008 © Pareto Fundraising 2008
  • © Pareto Fundraising 2008 © Pareto Fundraising 2008
  • More modern surveys please © Pareto Fundraising 2008 © Pareto Fundraising 2008
  • © Pareto Fundraising 2008 © Pareto Fundraising 2008
  • 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
  • . . © Pareto Fundraising 2008 © Pareto Fundraising 2008
  • . . © Pareto Fundraising 2008 © Pareto Fundraising 2008
  • © Pareto Fundraising 2008 © Pareto Fundraising 2008
  • © Pareto Fundraising 2008 © Pareto Fundraising 2008
  • The Lost Dogs’ Home success © Pareto Fundraising 2008
  • ? © Pareto Fundraising 2008
  • © Pareto Fundraising 2008 1.The Big Picture 2.Why major donor programs usually fail 3.Identifying 4.Communicating 5.Asking 6. More communicating
    • Introduction
    • Strategic planning
    • Facts and Evidence
    • Plan for growth
    © Pareto Fundraising 2008
  • © 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
  • Your plan © Pareto Fundraising 2008
  • Your plan © Pareto Fundraising 2008
  • Your plan © Pareto Fundraising 2008
  • 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
    © Pareto Fundraising 2008
  • 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
    © Pareto Fundraising 2008
  • © Pareto Fundraising 2008
  • What is your story?
  • © Pareto Fundraising 2008
  • © Pareto Fundraising 2008
  • Thank you © Pareto Fundraising 2008 © Pareto Fundraising 2008
    • 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.
    • We encourage you to share this document but do ask that should you decided to use any of the information in a presentation beyond your organisation that you first email us on [email_address]
    © Pareto Fundraising 2008