Fundraising in a competitive          world        ICAWC Conference     Thursday 18th October 2011         Panikos Efthimi...
Standing out in a crowdpanikose@hotmail.com
Lots of charities need       support
Who are your competitors?panikose@hotmail.com
Chasing money –       remember!panikose@hotmail.com
Why people support charities•   Share your values•   Personally affected•   Connected to somebody affected•   Want to have...
Getting through to people•   be distinct and appealing•   demonstrate value-for-money and impact•   motivate and be motiva...
Do you have a clear case for         support?                                         NEED                                ...
Hello Salespeople…• YES WE ARE ALL  SALESPEOPLE…BUT WE NEED  TO KNOW (WELL) WHAT WE ARE  SELLING!   panikose@hotmail.com
What is your unique selling               point?• “How are you different?”• “So many charities are like you”• “Your servic...
Demonstrating impactpanikose@hotmail.com
What is the difference you           make?“Money flows to those who demonstrateimpact, to those who don’t just showthat a ...
Use the power of your          stories• personal stories and comments are  much more effective than a corporate  voice• en...
Impact of your website              EngagementBrand       Your digital presence   Donor                                   ...
How we generate income          (UK)• Gifts – voluntary donations, philanthropy,  individuals, companies• Grant funding – ...
SWOT and PESTpanikose@hotmail.com
Sources of incomeCash and cheques           SharesTrading/shops              Direct DebitsEvents                     Stand...
An income mix – in theoryHIGH RISK   LOW RISK        HIGH ROI   LOW ROI   TIME     panikose@hotmail.com
A key and vital question...What is the smallest number of donors(individuals) or funders (organisations) it wouldtake to l...
THINK AHEA...panikose@hotmail.com
panikose@hotmail.com
panikose@hotmail.com
Social Networking =            money?Short answer…. you shouldn’t be asking the  question!social media is about demonstrat...
Looking after hard earned            incomeJust as an organisation   needs a fundraising  plan, an organisation also needs...
Of course this is not us...If you don’t know where youare going you are almost certainto end up somewhere else            ...
Speak to me…☺• Panikos Efthimiou panikose@hotmail.com 07950 793687     panikose@hotmail.com
panikose@hotmail.com
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ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World

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ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World

  1. 1. Fundraising in a competitive world ICAWC Conference Thursday 18th October 2011 Panikos Efthimiou panikose@hotmail.com
  2. 2. Standing out in a crowdpanikose@hotmail.com
  3. 3. Lots of charities need support
  4. 4. Who are your competitors?panikose@hotmail.com
  5. 5. Chasing money – remember!panikose@hotmail.com
  6. 6. Why people support charities• Share your values• Personally affected• Connected to somebody affected• Want to have fun and excitement• Want to help local community• Empathy and sympathy• Feel good.....and lots of other reasons too! panikose@hotmail.com
  7. 7. Getting through to people• be distinct and appealing• demonstrate value-for-money and impact• motivate and be motivated• offer lots of choice…and fun too!• engage and communicate…make them special• ask them what they want…it may be very little• define your target audience• nurture and keep them loyal• treat them as individuals… panikose@hotmail.com
  8. 8. Do you have a clear case for support? NEED NEED COMMUNICATION COMMUNICATION RESULTS RESULTSCREDIBILITYCREDIBILITY (IMPACT) (IMPACT) (HISTORY) (HISTORY) • Credibility PROFILE PROFILE UNIQUE (USP) UNIQUE (USP) MISSION MISSION panikose@hotmail.com
  9. 9. Hello Salespeople…• YES WE ARE ALL SALESPEOPLE…BUT WE NEED TO KNOW (WELL) WHAT WE ARE SELLING! panikose@hotmail.com
  10. 10. What is your unique selling point?• “How are you different?”• “So many charities are like you”• “Your services are identical”• “If you didn’t exist what would happen?”• “Why not merge/collaborate with other charities?” panikose@hotmail.com
  11. 11. Demonstrating impactpanikose@hotmail.com
  12. 12. What is the difference you make?“Money flows to those who demonstrateimpact, to those who don’t just showthat a need exists, but who alsohighlight how they are helping toalleviate it”
  13. 13. Use the power of your stories• personal stories and comments are much more effective than a corporate voice• encourage supporters to engage with you by showing what you’ve done, can do, want to do e.g. stories in fundraising literature, on websites, short presentations at events
  14. 14. Impact of your website EngagementBrand Your digital presence Donor Care Usability
  15. 15. How we generate income (UK)• Gifts – voluntary donations, philanthropy, individuals, companies• Grant funding – funding to deliver specified outcomes (Trusts & Foundations, Lottery, Europe)• Contracts – contractual agreements with local authorities, central government,• Trading – goods and services (selling to public, companies, charities, social enterprise) panikose@hotmail.com
  16. 16. SWOT and PESTpanikose@hotmail.com
  17. 17. Sources of incomeCash and cheques SharesTrading/shops Direct DebitsEvents Standing OrdersCompanies Payroll GivingOnline EuropeStreet collections LotteryTrusts and Contractsfoundations StatutoryMajor donors LegaciesSocial investment Door to door panikose@hotmail.com
  18. 18. An income mix – in theoryHIGH RISK LOW RISK HIGH ROI LOW ROI TIME panikose@hotmail.com
  19. 19. A key and vital question...What is the smallest number of donors(individuals) or funders (organisations) it wouldtake to lose half your income?• More than 50 = Good News• 26 – 50 = Good but be aware• 11 – 25 = Becoming vulnerable• 10 or less = Diversify quickly panikose@hotmail.com
  20. 20. THINK AHEA...panikose@hotmail.com
  21. 21. panikose@hotmail.com
  22. 22. panikose@hotmail.com
  23. 23. Social Networking = money?Short answer…. you shouldn’t be asking the question!social media is about demonstrating your impact, building relationships, and publicising your charitydo that well then you can ask for money! panikose@hotmail.com
  24. 24. Looking after hard earned incomeJust as an organisation needs a fundraising plan, an organisation also needs a financial plan to ensure that itmanages its funds in the most efficient manner
  25. 25. Of course this is not us...If you don’t know where youare going you are almost certainto end up somewhere else (Mark Twain) panikose@hotmail.com
  26. 26. Speak to me…☺• Panikos Efthimiou panikose@hotmail.com 07950 793687 panikose@hotmail.com
  27. 27. panikose@hotmail.com

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