The 20 essential actions all fundraisers must take to succeed in these challenging times


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The 20 essential actions all fundraisers must take to succeed in these challenging times

  1. 1. The 20…or more essential actions ALL fundraisers MUST take tosucceed in these challenging times Brussels, Friday 9 December 2012 Daryl Upsall Chief Executive, Daryl Upsall Consulting International
  2. 2. dočekati радушный прием
  3. 3. Speaker Profile• 28 years in fundraising• Based in Madrid• Raised over 1000 million Euros for Greenpeace and over 250 million for Spanish NGOs• Worked in 48 countries• Runs leading international NGO consultancy and recruitment agency• Co-owner leading Spanish telephone agency, The Fundraising Company and Fundraising Contacts call centre in Argentina• Co-owns Face to Face FR companies Fundraising Iniciativas and International Fundraising with businesses in Italy, Portugal, Brazil, Chile, Mexico, Argentina and South Africa
  4. 4. Client List - International HQs • International Cocoa Initiative• ActionAid International • International Crisis Group• ALSAC/St Jude Hospital • International Deaf Childrens Society• Age Concern International • International Institute for Strategic Studies• Bioversity International • Mama Cash• Blackbaud • Merlin• Borneo Orangutan Survival Foundation (BOS) • MORI• CARE International • MSF Access to Medicines Campaign• Charles Darwin Foundation • MarViva• Christian Aid • Oak Foundation• Christian Blind Mission • Pew Environment Group• Christian Childrens Fund • Plan International• Center for International Forestry Research (CIFOR) • Red Cross (IFRC)• Club de Madrid • Red Cross (ICRC)• Concern Worldwide • Save the Children International Alliance• Covenant House/Casa Allianza • Social Accountability International• Deaf Child Worldwide • SOS Kinderdorf International• Drugs for Neglected Diseases Initiative (DNDi) • Surfrider Foundation• ECPAT • The Antarctica Project• European Critical Care Foundation • The Brooke• Finn Church Aid • The Climate Group• Foodwatch • The Global Fund• Foundation Theodora • Transparency International• DARA Foundation • UN – Food and Agriculture Organisation• Global Reporting Initiative • UNESCO• Greenpeace International • UNHCR• Habitat for Humanity International • UNICEF• HelpAge International • United Bible Society• Hole in the Wall Gang Camps • Wetlands International• Human Rights Watch • World Association of Girl Guides and Girl Scouts• IFAW • World Café - Europe• Institute for War and Peace Reporting • WSPA • WWF International
  5. 5. Outline of Session• Cover some 20 essential actions that any successful fundraising team MUST undertake if it is to achieve long term and sustainable growth.• Provide a practical checklist for YOU to be ready to achieve professional success in fundraising 5
  6. 6. Charitable Giving ? 7
  7. 7. Some simple...but important questions• Who here actually asks donors for money personally?• Who in this room is a monthly donor to their charity• Who is a major donor?• Who has left a legacy in their will to their charity ?
  8. 8. DONATEIf you do notgive how can youask others togive 9
  9. 9. Action 1DONATEIf you do notgive how can youask others togive 10
  10. 10. Action 2 Do something! • No time for excuses • No time for blaming the crisis • Time for a hard review at your own fundraising performance • Focus on what is important 11
  11. 11. ....and remember...we are looking for solutions not problems the solutions are to be found here!
  12. 12. 13
  14. 14. Why do people give to charity? What are their intrinsic motivations for giving to any charitable cause?• Most importantly donors are motivated by their own experiences and values.• Maslow’s hierarchy of needs reveals many of the reasons that people donate fall into the higher categories of love/belonging/social needs, esteem needs, and self-actualization. 15
  15. 15. Top 5 reasons that people generally donate to charitable causes1. Personal Experience• Donors will often feel an affinity for a cause for a variety reasons related to their life experiences.• This is most evident in causes that relate to health.• If someone has been diagnosed at some time in his or her life with a serious illness, or one of their close friends or family members has, they are acutely aware of the needs of patients 16
  16. 16. Top 5 reasons that people generally donate to charitable causes2. Giving is a good thing to do..• Majority of people simply believe in the value of giving itself.• Some give out of an accepted moral or spiritual obligation.• Others subconsciously know that it just feels good to give• Giving is good. It just feels good• A recent study looked into people’s brains with MRIs while they made decisions to give.• Dr. Jorge Moll, the lead researcher on the study, said what they saw “strongly supports the existence of ‘warm glow’ at a biological level. 17
  17. 17. Top 5 reasons that people generally donate to charitable causes3. To do something active about a problem or issue..• Making a donation gives the donor personal power over a complex issue that is much larger than himself.• Making financial donations is also a way to take a stand on an issue.• Political candidates, lobbying organizations and hot button issue groups all receive contributions from people who are voting with their dollars. 18
  18. 18. Top 5 reasons that people generally donate to charitable causes4. Motivated by personal recognition and benefits... “You appeal to donors’ egos – or to their desire to heighten their public image – when you offer to recognize their gifts in an open and tangible way.” Mal Warwick• Many people like to be publicly acknowledged for their gifts to charity• People donate because you give them something tangible in return.• Donating allows them to associate with a well known person or social set. 19
  19. 19. Top 5 reasons that people generally donate to charitable causes5. They want to make a difference.• People want to make an impact in the lives of an individual person.• They would like to see a lasting and tangible change as the result of their contribution.• Others want to see an immediate impact, e.g. food distributed to those who are hungry and other types of emergency aid.• Others have a long term vision for a societal change they want to see take place. 20
  21. 21. Let’s start with the case for support E.g. An international children’s charity• You are not asking for SOS Children’s Villages• You are not asking for SOS Austria or Venezuela etc• You are not asking for a “committed gift”• You are not asking for a “loving home”
  22. 22. The case for support You are asking for the children and for them to have a loving home...and that is what people will give to People give to people
  23. 23. The best fundraising is about “asking properly” Do you want to help children? 25
  24. 24. Telling the story• Its not really the story of the founder• Its not the story of the charity• Its not the story of the number of countries you work in or fact you serve thousands of beneficiaries• It is the difference you make to the lives of individual children, refugees, people with cancer and their story
  25. 25. UNHCR Telling Stories 27
  26. 26. Telling stories The stories can be from any of your stakeholders• Beneficiaries• Staff and volunteers• Celebrities• Donors• Social services/teachers• Other NGOs• Etc
  27. 27. Think about your audience for fundraisingHelp me? “He was panicking when he called. 3am, no sleep, close to the edge. After half an hour, he yawned, laughed, said ‘thank you’ and could he phone again if it all got too much? We said yes, whenever he needed.” Chair, 24 hour helpline
  28. 28. What makes a good story?A good story is: Good stories feature:• simple: it doesn’t try to cover • a strong character: a person too many bases at the centre who we care• short: no more than a minute about long, easy to remember, no • a turning point: a change or script needed resolution.• active: the story is about doing • Stories are not always things serious.• true: telling a true story is a • Touches of humour and chance to talk honestly about lightness can show that you the organisation realise your organisation• told for a purpose has limitations too. Source: Richard Spence from The Change Triad.
  29. 29. 5 Ways Nonprofits Can Tell A Better Story1. Tell The Story Of One2. Use A Compelling Plot3. Be Authentic4. Appeal To Emotion5. Use Social Networking Source: Maryanne Dersch
  30. 30. SOS children from all over the world say “THANK YOU” for YOUR support.Thank you for the good wishes. I enjoyschool and am in Grade II now. I alwaysplay safe at home. Thank you for yoursupport. I wish you the best. I love you.Child from SOS Childrens Village Umtata in SouthAfrica
  31. 31. SOS children from all over the world say “THANK YOU” for YOUR support.I wish for all children who are ontheir own to get to live in an SOSChildrens Village so that they,too, can have a real life like theirfriends at school.Girl from SOS Childrens VillageSarajevo in Bosnia-Herzegovina
  33. 33. Is your NGO a Lovemark yet?
  34. 34. Remember only thecustomer/donor candecide Lovemarkstatus. And they’llonly do it for brandsthat are up there inthe top right, wherethe sun alwaysshines.
  35. 35. Action 6LEARN FROM STEVE JOBS 37
  36. 36. How essential are non-profits to donors? “…are there many non-profit organizations out there that would be similarly mourned as Steve Jobs if they disappeared overnight?” 38
  37. 37. How essential are non-profits to donors? “Unfortunately, many nonprofits wouldn’t be missed. They’re competent, good, and provide life-changing services, but they have yet to wow their donors.” 39
  38. 38. How essential are non-profits to donors? Here’s what James Read of agency Grizzard thinks Steve Jobs would do if he were your CEO:1. Paint a compelling vision for a better world and offer donors relevant, concrete ways they can partner with your organization to make it a reality.2. Anticipate what your donors want. He would make sure they received timely receipts, reports on what their gifts accomplished, and surprise them (in a positive way) with all the good that’s getting done.3. Weave a compelling experience for your donors. Through the stories he told, your organization’s website, and every other touch-point, he would pull your donors into the excitement and drama of how your organization is changing the world.4. Make sure that your non-profit delivered amazing value for every dollar your donors contribute. 40
  39. 39. Action 7GET TO KNOW YOURDONORS 41
  40. 40. Who are our supporters typically and who could they be in the future? 42
  41. 41. Who are trying to recruit? • It’s not the general public • Its the professional middle class who can usually afford to give • Remember that 80% of your income will come from 20% of your donors
  42. 42. Traditional Charity Donors Typically in mature They.. fundraising markets • Were recruited by direct mail• North – European & American • Read what they are sent by• Middle class charity, ie newsletters, mail• 55-75 + years appeals• Educated • Are loyal donors and trust• Professional/retired charity• More women than men • Donate by cheque, cash and• Indigenous nationals some via their bank• Have a landline telephone • Will remember charity in their• Live in same home 20+ years Will (Anglo-Saxon)• Have savings/assets 44
  43. 43. Traditional Charity Donors Typically in mature They.. fundraising markets • Were recruited by direct• North – European & mail American • Read what they are sent• Middle class by charity, ie newsletters,• 55-75 + years mail appeals• University educated • Are loyal donors and trust• Professional charity• More women than men • Donate by cheque, cash and some via their bank• Indigenous nationals • Will remember charity in their Will (Anglo-Saxon) 45
  44. 44. 46
  45. 45. Typical older donor profile Thanks to the generosity of the late Elmer and Dorothy Eade of King City, deserving nursing students at Hartnell College will be able to pursue their dreams of becoming members of the nursing profession. • Mr. and Mrs. Eade, who died in 2002 and 2000, respectively, established a $600,000 scholarship endowment that will benefit Hartnell nursing students. 47
  46. 46. Changing Donor Demographics
  47. 47. Who is a new 21st Century Donor? Typical profile.. They..• Anywhere on the planet • Were recruited by F2F,• 18-55 years old telephone, internet, SMS• Middle class • Do NOT read what they• Male or female are sent by charity• Educated • Are promiscuous donors and don’t fully trust• Profesional charity• Wired/connected • Donate via their bank• Move home regularly • Not thought about their• Communicate via mobile will• In debt 49
  48. 48. Who is a new 21st Century Donor? Typical profile.. They..• Anywhere on the planet • Were recruited by F2F,• 18-55 years old telephone, internet, SMS• Middle class • Do NOT read what they• Male or female are sent by charity• Educated • Are promiscuous donors and don’t fully trust• Profesional charity• Wired/connected • Donate via their bank• Move home regularly • Not thought about their• Communicate via mobile will• In debt 50
  49. 49. What demographic of donor is this department hoping to reach?Younger people? Older adults?18-25 years old. 56-70 years oldYounger adults? Elderly?26-35 years old 70-90 years oldMiddle aged?36 -55 years old 51
  50. 50. What fundraising communication may need speak to a different demographic?Younger people Older adults• SMS/text • Child sponsorship appeals and• Email newsletters/appeals reports• Emergency appeals • Direct mailYounger adults • Printed newsletter• As above • Annual reports• Face to face showcards & • Legacy materials welcome packs Elderly• Loving Home • As aboveMiddle aged? • Legacy newsletter• Face to face FR materials • Short printed newsletter• Child sponsorship and annual report 52
  51. 51. Legacies – the donors last gift
  52. 52. Demographics…what do you think? 54
  53. 53. Demographics…what do you think? 55
  55. 55. Be a fundraising professional – study, learn, research YOU MUST!• Attend conferences like this...and others• Read the keys books, magazines• Visit webs such as SOFII to great case studies 57
  56. 56. Be a fundraising professional – study, learn, research• Check fundraising blogs• Join fundraising Linkedin groups• Follow cutting edge debates - The Agitator• Look outside your organisation and this market After 28 years in fundraising I am still realising how much I still need to learn 58
  57. 57. 59
  58. 58. 60
  59. 59. LinkedinVakblad Fondsenwerving (500+) 61
  60. 60. More information here Recommended reading:Tiny Essentials of Monthly Committed Giving - HarveyMcKinnonRelationship Fundraising – Ken BurnettFriends for Life – Ken BurnettAsking Properly – George Smith The Showcase of Fundraising Innovation and Inspiration The Agitator - packed with nonprofit fundraising and marketing strategies, trends and tips
  61. 61. Learn from the “gurus”Book early for 2012...see Ilja for more details
  62. 62. Learn the best practiceAfter 28 years in fundraising I am still realising how much I still need to learn 64
  63. 63. Action 9ANALYSE AND PRIORITISE 65
  64. 64. Know where you are...research and focus Internally Externally 66
  65. 65. Know your KPIs – what to measure and why and what to do about it!
  66. 66. Do you reality know you average gift...and the rest? Change Average Average Attrition in Upgrade gift of gift of at average d your your different gift average sign fulfilled gift following gift? ups? donors? levels? attrition? What about: • “Lifetime value • Recency, frequency value • Who your most valuable donors are • Which demographic group gives the most • The impacts of your action on attrition
  67. 67. Focus on where you make money now...and more in the future • Who knows what this is? • Who uses it? • Who uses it regularly? 70
  68. 68. Focus on where you make money now...and more in the future • Invest in cash cows...heavily whilst the ROI is right for you • Invest in developing rising stars • Deal with the problem child • Close down the dead dog 71
  69. 69. Focus where the REAL long term and sustainable money is
  70. 70. Make sure you know your fundraising product cycle Product Life Cycle plus Boston Matrix Cash cow Problem Child Direct Mail/eventsSMS/web/social media Face to Face/ Telephone DRTV/Events Rising Star Dead Dog 73
  71. 71. Analyse and Prioritise • Do proper data analysis • Focus on the “cash cows” • This means monthly giving • Kill the truly underperforming programmes” • Focus on your donors and your relationship with them • Invest where it counts, where its working - do not start cutting budgets 74
  72. 72. Just focus on the “cash cow” and a few of the tools .....Committed giving - socios• Telephone fundraising• New media• SMS - Texting• DRTV/ DR Radio• Face to Face......but most importantly the integrated use of the above
  73. 73. Why focus on committed donors?• It has a high return on investment• It creates your “most valuable donors”• It’s predictable so you plan your programme into the future• It builds long-term, sustainable income you can build upon
  74. 74. Why focus on committed donors?• You can focus on the donor relationship and building the lifetime relationship on and create “friends for life”• It provides the opportunity to cross- sell other products
  75. 75. Key elements of successful committed giving programmes• People focused• Human stories and pictures• Based on “real experiences”• Brings the donor closer to the cause• Language and tone more natural• Tangible, transparent, authentic, urgent• Gives supporters and their family something to do for the programme
  76. 76. Key elements of successful monthly giving programmes• Is priced right for the market• Easy to join• Works on multi-channels• Has an appropriate premium that adds to the cause and reminds donors of their reason for supporting• Has a clear and appropriately priced “shopping list”• Makes a clear link between the lives of the donor and the cause
  77. 77. Key elements of successful committed giving programmes• They answer the donor’s often unspoken question, ‘What’s in it for me?’• Very personalised in its communication• Very clear what the product does and the costs• Has a clear rationale for why a monthly gift is important• Are engaging, tangible, easily affordable and provide ongoing feedback of a high quality• Has excellent donor relationship management
  79. 79. Integration of Fundraising• Back-end Organisational Integration: Tracking all donors and constituents, and developing communications, fundraising, and CRM strategies to hold and upgrade them.• Channel Integration: Using, for example, mail to drive web transactions, convert web donors via postal mail, internet to telephones, email to lift postal mail response rates etc
  80. 80. Breakdown Silos PRODUCT LED SEMI INTEGRATED FULLY INTEGRATED SUPPORTER LEDDirect Marketing Programme DM products Volunteer Programme Event products All Fundraising Campaigns Event Programme Campaigns Programme Programmes Programme All charity Volunteer products supporters Personal pledge Customer Service Customer Campaign products Service Service experience • Multiple databases held by different parts of the • One database for all • One database and organisation fundraising support management strategy for • Varying levels of all supporters • No holistic overviews or management of supporter collaboration with different • Full understanding of relationships departments value of multiple • Better understanding of relationships • Limited cross sell or multiple engagement value of engagement and • Service focused on multiple relationships building value
  81. 81. Integration… SOS Spain 10:1 ROI,Web > phone pop-up to Bread Daily committed gift $12,000Press > web phone call one CAD local pressPress > SMS >phone Shelter mention Email @ 30% conversion remindersEmail > DM SMS data capture 8 -10% uplift to monthly gift 70%F2F > web Landmines email response <break even Gift AidWeb/email > by 2 GP Brazil months events 42%phone or mail website upgrade online then Daryl Upsall Consulting phone + DM International SL
  82. 82. Back End – Organisational Integration Focus on maximising the value of supporters Redefine Encourage Supporter Value multiple engagements Create a Breakdown Silos Fundraising ‘Integrate’ culture within Service
  83. 83. Integrated Back End – USA Red Cross Fundraising for Tsunami Management Action Response to Tsunami/Earthquake AP2695 Orientation Greg Johnson Nancy Ajello and SLA REDM Backup John Bowers Workspaces Manager Process Improvement Training Overarching Query Training Carol Ossi Business Systems Manager Electronic Christine Jones Helen Gianviti SLA Spherion Development Systems Access to Matching Gift Process Improve Training Support Temp Staff Network logon and RE7 Access Control Confidential Benchmarking/ROI Records Greg Yankou Gerald Bolden Geri Adams Enhance QueryTool Admin Support Admin Support Monitor and Enhance IMO/IHO Gizmo (Temp) Benchmark (Temp) ROI Matching Gift Process Improvement Access Responds to SSC Reni Cole Gehan Babikir Eric Bradshaw Requests Re: Secure Secure Vital Records Statistical John Bowers Production Coordination Assistant Manager DMP Missing Gifts Storage Sign Out (Temp) Import Error Correction Production Analyst Business Systems and problem batches Initial Review Donneaka Winford Emily Rowland Keona Briscoe Daily Global Changes Vital Records Vital Records Vital Records Feedback Michelle Jackson Matching Gifts (Temp) (Temp) (Temp) Supervisor Data Integrity Final Review on Staff Release to SSC Production Jennifer Porter Ana Portillo Gift Fulfillment Gift Fulfillment Matching Gift Support Matching Gift Support Melrose King Kim Davis Donna McKenzie Portland Cunningham Pam Cheers Supervisor Data Entry Gift Fulfillment Marco Spruill Daily Early Shift LL1 Regular Shift Daily Late Shift LL1 Bank One, Wire Matching Gift Support Matching Gift Supervisor 7am - 11am Supervisor 11am - 3pm Supervisor 3pm - 9pm Printing, Coding, Data Entry Process Support Matching Gift SWL1-105 DMP QC Floor Supervisory Team Work Spaces SWL1-106 SWL1-107 Young, Cheryl Wilson, Ebenezer Darchelle Garnett Snodgrass, CarrieLynn Baker, Georgina Wendy Lowe Preston, Dorothy Melinda Warner Ashley Barnard Post QC Regular Shift 8:30am - 5pm 7am - 3pm Regular Shift 8:30am - 5pm 7am - 3pm 3pm - 9pm 9am - 5pm Batch Entry Douglas, Dante Keith Osborne IMO/IHO; PostQC Dmp Regular ShiftWalker, Charlene Bare, Keith Francis Basoah Regular Shift 8:30am - 5pm 7am - 3pm 3pm - 9pm 7am - 3pm Bonnie Brown Nida Munir Post QC Pam Cheers Richard Boateng Regular Shift 8:30am - 5pm Hawkins, Diane Eva Foushee Ayesha Henderson Batch Entry Brown, Kevin Noon - 3pm 7am - 3pm Regular ShiftLaTaunya Cannon Regular Shift 8:30am - 5pm 7am - 3pm 3pm - 9pm FRN-OCRA Post QC Tanika Sewell Chris Sutton Noon - 9pm Adade, Kwadwo Stilley, Stefanie Michele Diggs Andrea Lyles Long, Aaron 7am - 3pm 3pm - 9pm 7am - 3pm Donna McKenzie Pledge/Proposal Entry Regular Shift 8:30am - 5pm 11am - 3pm Regular Shift Regular Shift 8:30am - 5pm Sorrell, Andre JerJuan Hamilton Nancy Jones BOG Lanre Folayan Gwen Jones Kiesha Mobley 3pm - 9pm Eden, Ihsan 7am - 3pm 3pm - 9pm Cole, Kathryn Regular Shift 8:30am - 5pm Batch Entry Regular Shift 8:30am - 5pm Seferash, Asfa-Wossen Kiante Roach Margaret Kheiry P. Cunningham Regular ShiftDemirea Coreley Odetta Jordan 3pm - 9pm Tiffany Lyles 7am - 3pm 3pm - 9pm 9am-11am and 3pm-5pm Regular Shift 8:30am - 5pm Regular Shift 8:30am - 5pm Zimmerman, Darnell Judy Marshall Jeremiah Mitoko Julius Adoo Batch EntryEdward Blackmore 7am - 3pm 3pm - 9pm TBD Regular Shift Regular Shift 8:30am - 5pm Regular Shift 8:30am - 5pm Cynthia Mason Portia Frazier Woody Ikhido 7am - 3pm 3pm - 9pm TBD Regular Shift 8:30am - 5pm Regular Shift 8:30am - 5pm
  84. 84. Action 11GET THE BACK OFFICE RIGHT 87
  85. 85. Getting the back office and systems isn’t easy
  86. 86. Recommendations• Update databases regularly, establishing a frequent contact programme (2 to 3 times per year), preferably “spoken”…• Dynamize welcome letters by including relevant and updated information i.e. adding a PD and speaking about an ongoing action or project (i.e., Haiti/Chile). 89
  88. 88. Speed up your processes with new donors F2F recruited donors in Spain Acquisition Week 1 Before Reception of Week 2 forms at office Data entry and validation Week 2 and 3 Letter mailing Mailing of Mailing of Week 4 members’ data invoice Welcome Week 5 Sending of changes in Week 6 Welcome 91
  89. 89. Speed up your processes with new donors F2F recruited donors in Spain Week 1 Acquisition Now Week 2 Reception of forms at office Week 3 Data entry, validation and Welcome Week 3 Mailing of Mailing of Letter mailing members’ data invoice 92
  90. 90. Banking and thanking
  91. 91. Action 12INNOVATE...OR DIE ! 94
  92. 92. “Business as usual” is not good enough for fundraisers • The world is changing fast • Economic uncertainty • Donor expectations are higher • More competition for donors attention • More organisations fundraising • “Old” fundraising techniques bringing diminishing returns 95
  93. 93. 96
  94. 94. Do you need to innovate?• All fundraising involves risk…but calculated• No prefect fundraising formula lasts for ever• Donors way of giving is changing• What worked with one generation may not with the next• You cannot afford to be left behind 97
  95. 95. The market is changing in Belgium• Schools, universities, museum, theatres, hospitals, cultural institutions are NOW entering fundraising• Growing number of private initiatives of engaged citizens setting up their own charities• Small private development aid initiatives now raising as much as traditional development aid NGOs 98
  96. 96. Time to face up to the challenges of the Belgian market• Significant government budget cuts to charities that rely on such funding• Relative lack of hard data on giving and the Belgian fundraising market…but could be stagnating• Fundraising not well internally integrated and respected within NGOs• Lack of willingness in NGOs to invest in training/education of fundraisers• Pubic acceptance of overhead costs and fundraising costs?? 99
  97. 97. Time for fresh thinking • When was the last time you truly came up with a new approach to fundraising? • When did you look at you fundraising department and then start with a blank sheet of paper? • Have you ever zero budgeted? 100
  98. 98. Track and adapt corporate trends and innovation
  99. 99. Integrate and Innovate! “It is not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change.” Charles Darwin 102102
  100. 100. KISS....a word of warning NASA and the pen Daryl Upsall Consulting International SL
  101. 101. Action 13EMBRACE-EXPLOIT NEW &SOCIAL MEDIA 104
  102. 102. Embrace New media
  103. 103. Use new media to generate leads to convert to committed donors 106
  104. 104. Embrace Social media 107
  105. 105. Do you still feel like this?
  106. 106. Putting it all together
  108. 108. Vision Visión
  109. 109. Optimism Optimismo
  110. 110. Ambition Ambición
  111. 111. Passion Pasión
  112. 112. Cooperation Cooperación
  113. 113. Innovation Innovación
  114. 114. Investment $37 billion Inversión
  115. 115. Information Información
  116. 116. Integration Integración
  117. 117. Combination + Combinación
  118. 118. Courage Daryl S E A 121 Corage
  119. 119. Humour Humor 122
  120. 120. Any Questions ?
  121. 121. “The only thing we have to fear is fear itself” Franklin D. Roosevelt, Inaugural Address, March 4, 1933,
  122. 122. Go raise money…oreven more money! Your causes need it!
  123. 123. Gracias merci grazie mille 126
  124. 124. Daryl Upsall Consulting International SL Tel: + 34 91 829 0772 Calle Caleruega 79, Plta 7 28033 Madrid 127
  125. 125. 128
  126. 126. Lunch!