Danielle M. Roy and Jean-Yves Samson

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Conference by Danielle M. Roy and Jean-Yves Samson at the 2011 Montréal Networking Forum (Paris, April 6 and 7, 2011).

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Danielle M. Roy and Jean-Yves Samson

  1. 1. BIENVENUE•WELCOME<br />KEY TOOLS FOR FINANCIAL SUCCESSMontréal Networking Forum<br />Paris, Thursday, April 7th, 2011<br />
  2. 2. WELCOME WORDS<br />PANNELISTS<br /><ul><li>Danielle M Roy, DRCE, Montréal</li></ul> http://www.drce.ca<br /><ul><li>Jean-Yves Samson, Philanthrôpia, Paris</li></ul>http://www.philanthropia.net<br />
  3. 3. AGENDA <br />
  4. 4. HOW SHOULD INTERNATIONAL ASSOCIATION DIVERSIFY THEIR FINANCING BASES?<br /><ul><li>Membership
  5. 5. Government programs
  6. 6. Financing campaigns
  7. 7. Annual events
  8. 8. What is an innovative partnership for the new paradigm shift? </li></li></ul><li>FINANCING CAMPAIGN<br />STEPS OF FINANCING CAMPAIGN PREPARATION<br /><ul><li>Critical Success Factor and Readiness Assessment
  9. 9. Strategy Development
  10. 10. Feasibility Study</li></li></ul><li>CRITICAL SUCCESS FACTORS& READINESS ASSESSMENT<br /><ul><li>Dedicated Financing unit with adequate resources
  11. 11. financial and human
  12. 12. volunteers/ambassadors
  13. 13. “Case for support” rooted in Organization mission
  14. 14. Strong, committed leadership
  15. 15. Strong public image
  16. 16. Network of potential partners</li></li></ul><li>STEPS OF FINANCING DEVELOPMENT<br />Strategy Development<br />Case for support<br />Target<br />Feasibility Study<br />Test of concept with internal and external stake holders<br />Test of potentialamong prospective partners and/or donors<br />Campaign<br />Strategic planning<br />Solicitation and communication<br />Development of donor and partner loyalty and ongoing giving<br />
  17. 17. STEP 1 : STRATEGY DEVELOPMENT<br /><ul><li>Rationale for this step:
  18. 18. Identification of strategic directions
  19. 19. 5-year mission and vision
  20. 20. Mobilise a leadership team
  21. 21. Identification of campaign projects
  22. 22. Methodology
  23. 23. Pilot project committee
  24. 24. Communication strategy(internal and external)
  25. 25. Case for support</li></ul>Strategy Development<br />
  26. 26. STEP 2: FEASIBILITY STUDY<br />Test of Concept<br /><ul><li>Methodology
  27. 27. 5 to 7 experts in association financing andthe organization’s field of activity
  28. 28. Presentation of project and strategy
  29. 29. Qualitative interviews
  30. 30. Results
  31. 31. Campaign Projects Assessment
  32. 32. Assessment of ability to raise funds
  33. 33. Strategic recommendations for a fundraising campaign</li></ul>Feasibility Study<br />
  34. 34. STEP 2: FEASIBILITY STUDY<br />Test of potential<br /><ul><li>Methodology
  35. 35. 100 to 120 prospects in order to get20 to 25 interviews
  36. 36. Target : actual and prospective partners – selection based on market research study
  37. 37. Prospect Research
  38. 38. Results
  39. 39. Financial Target
  40. 40. Network of potential partners
  41. 41. Some major partners are interested</li></ul>Feasibility <br />Study<br />
  42. 42. INTERNATIONAL CONGRESS FINANCING<br /><ul><li>Revenues generated by conferences and international congresses
  43. 43. Elaborating a sponsorship program</li></li></ul><li>SOURCES OF REVENUES GENERATED BY CONFERENCES AND INTERNATIONAL CONGRESSES<br /><ul><li>Registration
  44. 44. Exhibition sales
  45. 45. Advertising
  46. 46. Sponsorship
  47. 47. Grants</li></li></ul><li>WHY DO YOU NEED A SPONSORSHIP PROGRAM?<br /><ul><li>The success of an event, no matter what it is, depends on solid and adequate financing.
  48. 48. A structured approach is essential to the success of promotional efforts made towards hundreds of companies and organizations throughout the world.
  49. 49. Solicitation on a continuous basis+ Enormous amount of follow-ups= A specialized team dedicated to reachingpredeterminedmonetary objectives</li></ul> <br />
  50. 50. THE SPONSORSHIP PROGRAMCONTENTS<br />DEVELOPING A SALES AND PROMOTIONAL DOCUMENT<br /><ul><li>Official letters of support
  51. 51. Committees
  52. 52. Program Overview
  53. 53. Invited Speakers
  54. 54. Attendance profile and demographics
  55. 55. Not-to-be-missed activities
  56. 56. Destination
  57. 57. General Information (Accommodation, travel info)
  58. 58. And……</li></li></ul><li>THE SPONSORSHIP PROGRAMCONTENTS<br />DETAILING PROPOSED VISIBILITY <br /><ul><li>Determine traditional key options
  59. 59. Identify new potential opportunities
  60. 60. Determine visibility benefits</li></li></ul><li>THE SPONSORSHIP PROGRAMDESIGN<br /> PERCEPTION IS KEY.<br /> You need to convince your sponsors that they will get their money’s worth. How?<br /><ul><li>Strong and attractive design
  61. 61. Professional look and layout
  62. 62. Solid contents
  63. 63. Easy-to-get information
  64. 64. Great destination
  65. 65. Highlight the event’s best selling points</li></li></ul><li>KICK-OFF ANDSTRATEGIC PLANNING<br /><ul><li>Congress history
  66. 66. General orientations: targets and history
  67. 67. Future and past events (comparatives)
  68. 68. Development of the sponsorship program
  69. 69. Financial target</li></li></ul><li>KICK-OFF ANDSTRATEGIC PLANNING<br /><ul><li>Congress history
  70. 70. General orientations: targets and history
  71. 71. Future and past events (comparatives)
  72. 72. Development of the sponsorship program
  73. 73. Financial target</li></li></ul><li>SALES AND MARKETING<br />CYCLES*<br /><ul><li>Development/Improvements to the list of potential sponsors, exhibitors and advertisers
  74. 74. Centralized information on a secured database
  75. 75. Sponsorship Marketing (mix marketing)
  76. 76. Participation in targeted events* for sales and promotion purposes
  77. 77. Sales of sponsorships, advertising and exhibit spaces (negotiations)
  78. 78. Administrative follow-up</li></ul>* Awareness Campaigns<br />
  79. 79. THE SPONSORSHIP MARKETING TEAM<br />
  80. 80. SALES AND MARKETING FLOW CHART FOR SPONSORSHIP, EXHIBITION AND ADVERTISING SALES<br />
  81. 81. FINANCING CAMPAIGN<br />IMPLEMENTATION<br /><ul><li>Private Financing Development Planning & Implementation
  82. 82. International Prospect Research</li></li></ul><li>STEP 3: FINANCING CAMPAIGN IMPLEMENTATION <br />Strategy Development<br /><ul><li>Strategic planning: solicitation plan,communication plan, budgets
  83. 83. Establishment of teams (campaign office)
  84. 84. Recruitment of campaign committee:top priority partners
  85. 85. Establishment of campaign steering committee
  86. 86. Establish internal and external communication plans
  87. 87. Realization of solicitations
  88. 88. Development of partner loyalty</li></ul>Feasibility <br />Study<br />Campaign<br />March 2010<br />
  89. 89. INTERNATIONAL PROSPECT RESEARCH<br /><ul><li>Objective: acquire funding for your organization’s projects and operations.
  90. 90. Forging Partnerships with International Corporate Funders
  91. 91. Partnership is the key word – The days of “simply writing cheques” are long gone!
  92. 92. Long-term relationship building – the quid pro quo
  93. 93. Timelines and agendas in alignment (partnership building takes time and dedication)
  94. 94. The Starting Point: Alignment of interests
  95. 95. What is your mandate?
  96. 96. Who targets similar/compatible activities?
  97. 97. Who are the competitors?</li></li></ul><li>INTERNATIONAL FINANCING (CONT'D)<br /><ul><li>Identification of Prospective Partners: Elements of Prospect Research
  98. 98. High-level Compatibility – Identify companies by development sector (e.g., health, environment, education, etc.).
  99. 99. Geographic targeting – Identify regions where companies have subsidiaries.
  100. 100. Focused Compatibility – Identify specific types of projects supported by corporate subsidiaries.
  101. 101. Identification of Partnership or Grant-making criteria.</li></li></ul><li>INTERNATIONAL FINANCING (CONT'D)<br /><ul><li>Sources of Information & Research Methodology
  102. 102. Google is your best friend!
  103. 103. Who are the corporate partners of organizations in your field of service?
  104. 104. On-line newspaper searches - e.g., ABI
  105. 105. Business databases - e.g., Mergent
  106. 106. Few examples:
  107. 107. Microsoft in India for Education Program “Ilead”
  108. 108. Orange Spain in Dominican Republic</li></li></ul><li>COFFEE BREAK<br />Back in 30 minutes!<br />
  109. 109. CASES STUDIES INTERNATIONAL FINANCING<br />
  110. 110.
  111. 111. AEA INTERNATIONALSOLLICITATION STRATEGY<br />Case for support (Project management)<br />International sollicitation structure with agents within regions: Americas, Asia (India), Africa, Europe<br />Specific strategy: different projects per region with centralized coordination<br />Results: Over 3M€after the first 3 years<br />
  112. 112.
  113. 113.
  114. 114. DATA SOURCES<br />Mergent Business Database – identification of U.S. companies with subsidiaries in AEA regions; companies with annual revenues > $1bn.<br />Forbes Global 2000<br />Fortune 500<br />Fund Finder Database (for fee service - trial subscription)<br />Fundsnet Services On-line (free on-line service)<br />SRA International Foundation List (free on-line service)<br />
  115. 115.
  116. 116. AGENCE INTERNATIONALE DE LA FRANCOPHONIE(FIRST STEPS)<br />Pilot committee<br />Case for support : Pilot projects<br />Feasibility study<br />Campaign office <br />Campaign committees: <br />Europe<br />America<br />Asia<br />Africa<br />
  117. 117. CASES STUDIESINTERNATIONAL CONGRESS<br />
  118. 118. 8TH IBRO WORLD CONGRESS OF NEUROSCIENCE<br />
  119. 119. 8TH IBRO WORLD CONGRESS OF NEUROSCIENCE<br />
  120. 120. 8TH IBRO WORLD CONGRESS OF NEUROSCIENCE<br />
  121. 121. 8TH IBRO WORLD CONGRESS OF NEUROSCIENCE<br />
  122. 122. 8TH IBRO WORLD CONGRESS OF NEUROSCIENCE<br />
  123. 123. ICOGRADA DESIGN WEEK BRISBANE 2010<br />
  124. 124. ICOGRADA DESIGN WEEK BRISBANE 2010<br />
  125. 125. ICOGRADA DESIGN WEEK BRISBANE 2010<br />
  126. 126. IDF 2011 WORLD DIABETES CONGRESS<br />
  127. 127. IDF 2011 WORLD DIABETES CONGRESS<br />
  128. 128. IDF 2011 WORLD DIABETES CONGRESS<br />
  129. 129. IDF 2011 WORLD DIABETES CONGRESS<br />
  130. 130. IDF 2011 WORLD DIABETES CONGRESS<br />
  131. 131. IDF 2011 WORLD DIABETES CONGRESS<br />
  132. 132. IDF 2011 WORLD DIABETES CONGRESS<br />
  133. 133. IDF 2011 WORLD DIABETES CONGRESS<br />
  134. 134. 62ND INTERNATIONAL ASTRONAUTICAL CONGRESS<br />
  135. 135. 62ND INTERNATIONAL ASTRONAUTICAL CONGRESS<br />
  136. 136. 62ND INTERNATIONAL ASTRONAUTICAL CONGRESS<br />
  137. 137. WORLD CANCER CONGRESS UICC 2012<br />
  138. 138. 35TH IOSCO ANNUAL CONFERENCE<br />
  139. 139. 35TH IOSCO ANNUAL CONFERENCE<br />
  140. 140. 35TH IOSCO ANNUAL CONFERENCE<br />
  141. 141. 13TH WORLD CONGRESS ON PAIN<br />
  142. 142. 13TH WORLD CONGRESS ON PAIN<br />
  143. 143. 13TH WORLD CONGRESS ON PAIN<br />
  144. 144. 13TH WORLD CONGRESS ON PAIN<br />
  145. 145. WORKSHOP<br />
  146. 146. WORKSHOP<br />
  147. 147. METHODOLOGY<br /><ul><li>Choose a Topic: International financing or congress
  148. 148. Take 10 minutes to complete the Partnership project definition guide
  149. 149. We will analyze 2 of the projects (comparatives)
  150. 150. Group therapy </li></li></ul><li>CONCLUSION<br />FINANCING IS AN ART!<br />MAKE SURE YOU HAVE WHAT IT TAKES…<br /><ul><li>Network of influential contacts
  151. 151. Resources & Tools
  152. 152. Public Awareness
  153. 153. Sales Task Force
  154. 154. Professional Documents</li></li></ul><li>Q & A<br />COMMENTS?<br />Thank you for listening.<br />
  155. 155. USEFUL NAMES<br /><ul><li>CIDA
  156. 156. IDRC
  157. 157. Canadian Councils
  158. 158. USAID
  159. 159. EU - DFID – SIDA – DANIDA – SDC – Dutch Coop.
  160. 160. Multilateral Development Banks
  161. 161. UN Systems (UNHCR, UNDP, UNICEF etc)
  162. 162. World Bank
  163. 163. Foundations (Gates, Ford, Hewlett Packard, MasterCard,Frey Foundation & McCall McBain)
  164. 164. Government agencies in emerging economies</li></li></ul><li>TAKE ADVANTAGE OF EXISTING TOOLS CHARITY PORTALS AND FUNDER PORTALS<br />UNITED KINGDOM<br /><ul><li>GuideStar (advanced search = keyword or country name)
  165. 165. Charity Commission
  166. 166. UK: GrantsOnline – 25 pounds</li></ul>FRANCE<br /><ul><li>Centre Français des Fondations</li></li></ul><li>TAKE ADVANTAGE OF EXISTING TOOLS<br />UNITED STATES<br /><ul><li>Foundation Center – three products for international programs all < $150
  167. 167. Charity Navigator (advanced search + map for international organizations)</li></ul>CANADA<br /><ul><li>CRA Charities Listings</li></ul>LATIN AMERICA<br /><ul><li>Latin America Donor Index</li></li></ul><li>USEFUL LINKS<br />GRANT FUNDERS <br /><ul><li>Big Online</li></ul>http://www.bigdatabase.ca/ <br /><ul><li>European Foundation Centre</li></ul>http://www.efc.be/NewsKnowledge/Pages/NewsKnowledge.aspx<br /><ul><li>The Asia Foundation</li></ul>http://www.asiafoundation.org/about/grant-guidelines.php<br /><ul><li>Asian Pacific Foundation of Canada</li></ul>http://www.asiapacific.ca/grants <br /><ul><li>Eastern Africa Association of Grantmakers</li></ul>http://www.eaag.org/ <br /><ul><li>The Africa Foundation</li></ul>http://www.africafoundation.org/about/ <br /><ul><li>The Advocates for Human Rights</li></ul>http://www.stopvaw.org/NGO_Funding_Resources2.html<br />
  168. 168. USEFUL LINKS<br /><ul><li>AgenceFrançaise de développement</li></ul>http://www.afd.fr/jahia/Jahia/home<br /><ul><li>Confédération Suisse</li></ul>http://www.deza.admin.ch/en/Home/About_SDC/Invitations_to_tender/Contributions_for_NGO<br /><ul><li>Affaires étrangères et commerce international Canada</li></ul>http://www.international.gc.ca/education/funding_assistance-aide_financiere.aspx?lang=eng<br /><ul><li>Departement for International Development</li></ul>http://www.dfid.gov.uk/Working-with-DFID/Funding-opportunities/Not-for-profit-organisations/PPAs/<br />
  169. 169. USEFUL LINKS<br /><ul><li>USAID</li></ul>http://www.usaid.gov/our_work/global_partnerships/fbci/opportunities/micro_dev.html<br /><ul><li>MccallMacBainFoundation</li></ul>http://www.mccallmacbain.org/grants/procedures/<br /><ul><li>Frey Foundation</li></ul>http://www.freyfdn.org/contact<br /><ul><li>Funds for NGOs</li></ul>http://www.fundsforngos.org/<br /><ul><li>Fundingopportunities for NGOs, non-for-profit and researchers</li></ul>http://www.iapad.org/funding_sources.htm <br /><ul><li>Norwegian Agency for Development Cooperation</li></ul>http://www.norad.no/en/Support+and+tender<br />
  170. 170. USEFUL LINKS<br /><ul><li>Agence canadienne de développement international</li></ul>http://www.acdi-cida.gc.ca/acdi-cida/acdi-cida.nsf/eng/JOS-6812375-MH8?OpenDocument<br /><ul><li>DFID UKAid</li></ul>http://webarchive.nationalarchives.gov.uk/+/http://www.dfid.gov.uk/dif<br /><ul><li>The William and Flora Hewlett Foundation</li></ul>http://www.hewlett.org/what-we-re-learning/strategy/the-nonprofit-marketplace<br /><ul><li>Government of Alberta Culture and Community Spirit</li></ul>http://culture.alberta.ca/otherinitiativesprogram/<br /><ul><li>Awards for All</li></ul>http://www.awardsforall.org.uk/england/apply.html<br /><ul><li>Western Union Foundation</li></ul>http://corporate.westernunion.com/foundation_guidelines.html<br />
  171. 171. USEFUL LINKS<br />GRANT WRITING<br /><ul><li>The GrantmanshipCenter:</li></ul>http://www.tgci.com/index.shtml<br /><ul><li>The Foundation Center: </li></ul>http://foundationcenter.org/getstarted/learnabout/tools.html<br /><ul><li>Imagine Canada</li></ul>http://library.imaginecanada.ca/tir_proposal_writing<br /><ul><li>Writing a Good Grant Proposal</li></ul>http://research.microsoft.com/en-us/um/people/simonpj/papers/Proposal.html<br /><ul><li>Writing the Research Grant Proposal</li></ul>http://www.einstein.yu.edu/ogs/Guide/Writing.htm<br />
  172. 172. USEFUL LINKS<br /><ul><li>Microsoft Find Nonprofit Resources</li></ul>http://www.microsoft.com/about/corporatecitizenship/communityinvestment/ngo/en/us/default.mspx<br /><ul><li>GuideStar</li></ul>http://www.guidestar.org.uk/<br /><ul><li>UK: GrantsOnline</li></ul>http://www.grantsonline.org.uk/<br /><ul><li>Centre Français des Fondations</li></ul>http://www.cf-fondations.fr/annuaire-du-cff/<br /><ul><li>Latin America Donor Index</li></ul>http://www.lacdonors.org/adv_search<br /> <br />

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