Face-to-face is one of the most successful ways to bring thousands of compassionate supporters to charities and nonprofits. Background of F2F fundraising, KPIs, tactics and how to plan for F2F fundraising

1. Face-to-Face fundraising and how
it can help your organisation?
13 November 2019

2. Background of Face-to-face Fundraising (F2F)
• Started 20 years ago in Austria and is now spread out to the world
• Methods: direct dialogue, door to door, street fundraising, dialoguing..etc
• Who does it? Almost everybody. We call them facers, frontliners, recruiters, team
leaders, etc.
• What is that? It’s a fundraising tactic that allows charities and non-profits to engage
with the public in an effective and compelling way to reach new donors.
• Where does it take place? can take place in anywhere such as on the street, door to
door, events, parks, inside shops, bars and cafes, wild animal park, workplace,
malls, airports, metro stations, hospitals, transport hubs or simply wherever the
public is.

3. F2F KPIs
Sign up
rate
•How many monthly donors are your team on the street signing up per day per person?
•How many of them give you the emails, bank numbers and cell phone numbers correctly
Fulfilment
rate
•How many percent of the people who signedup with you either on paper or online ended
up making through the payment downthe line.
Attrition
rate
•How many of them drop op, on what percentage?
Average gift
•The average number people donate over the periodof, lets say 12 months
Cost per
donor
•What does it cost to recruit them?
Return on
Investment
•Once calculate all of the above, you get the ROI and your break-even period

4. SIGN UP RATE
• Sign up rate: How many leads per hour, per day, or per shift. How many donors per
hour, per day, or per shift? There is the difference between in house and outsource
resource for face to face:
Paying for time
• Your sign up rate determines your
cost per contact/lead
• Your fulfilmentrate determines
your cost per donor
• A key metric for in house
operations
Paying per donor
• Donor costs are fixed
• Sign up rate less a concern
• Don't ignore it as it affects the
efficiency of your campaign,and
the performance of your vendor

5. FULFILMENT RATE
Fulfilment: Occurs only when those who have agreed to become a pledge donor
actually make their first automatic payment. Fulfilment can also refer to the process
required to get people to start paying. A donor is only donor when they donate.
Do you really have a face to face new donor?
-When she has said yes on the street?
-When she has filled in the form?
It is only when the money has already been in the bank.

6. DOOR TO DOOR TACTIC
• There are many benefits of door to door practise
-Audience segmentation
-Higher average donor age
-Data availability since people tend to have all their private banking details in their own
home
-Opportunity beyond large urban centres
-Suitable for wider range of fundraiser profiles
-Better fulfilment and attrition rates
-Higher average gift
• On the other hand, there are also some challenges for D2D
-Specific housing and demographic issues: locked front door
-Security concerns and access to donors
-Working schedules to engage with employed donors
-Self-exclusion or opt-out
-Legal issues

7. STREET FUNDRAISING – QUICK FACTS
• Street fundraising helps charities reach supporters they may not
otherwise be able to contact
• There are strict rules governing how fundraisers may approach people
• Street fundraising is the ‘shop front’ for many charities so it’s important
they send the right impression – they will want to know if you have had a
bad experience

8. THE COST OF FACE TO FACE
Most canvassers don’t work directly for the charity. They work for agencies
that organize the mechanics of canvassing.
Many passionately believe in the cause and love that they can make a living
and do good at the same time. Some canvassers may work for several
charities, exposing them to different causes.
But face-to-face is expensive – travel, salaries, materials, databases, follow-
up systems, SMSs, email, videos, welcome packs, welcome videos, admin
processes and systems, stamps… none of these are free.
Like any marketing, expensive doesn’t mean bad. The question is whether
it’s effective in achieving its purpose.

9. PLANNING F2F FUNDRAISING
• The length and long-term objectives of the campaign and how it fits in with your
overall fundraising strategy
• What internal resources the organisation can devote to this form of fundraising. A
face-to-face campaign requires an investment of time and resources by a charity to
ensure it is run effectively, with appropriate materials, planning and preparation, and
carried out by fundraisers who are trained to a high standard
• Partnering with fundraising agencies to carry out face-to-face campaigns. If using a
partner agency, charities have to undertake due diligence, agree contracts, and
ensure compliance with all rules and regulations
• Who you will need to work with in your organisation to talk about the activity – for
example, face-to-face fundraising can be high-profile and may attract local interest
and media attention. You might want to involve trustees, volunteers,
media/communications teams or others to get a joined up approach
• Responding to the needs of people in vulnerable circumstances. If you are
fundraising in a public place, you may well come across individuals who are in a
vulnerable circumstance. Fundraisers should be aware of issues and trained to be
able to respond appropriately to an individual’s situation and needs.