This document discusses major gift fundraising in the UK and beyond. It provides statistics on individual giving in the UK from 2006-2009, showing the total amount donated and the average amounts per donor. It also shows that the top recipients of million pound donations are higher education, international aid and development, and arts and culture. The document then outlines the science and art of major gift fundraising, explaining factors like how long it takes and the importance of the seven stages of fundraising. It introduces The Catalyst Fund, which has a target of raising £2 million over three years.
UGC NET Paper 1 Mathematical Reasoning & Aptitude.pdf
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1. Everything You Always Wanted to
Know about Major Gift Fundraising
at The WST*
(*but were afraid to ask)
2. Major Gift Fundraising in the UK (+ beyond)
• Individual Giving in UK 2006/07 - 2008/09
2006/07 2007/08 2008/09
Proportion of adults giving (%) 54 56 54
Total number of donors (millions) 26.8 27.7 26.9
Estimated total annual amount donated, inflation
adjusted (£billion) 10.3 11.2 9.9
Mean amount per donor £29 £33 £31
Median amount per donor £10 £11 £10
*source CAF/NCVO 09/2009
4. Major Gift Fundraising in the UK (+ beyond)
The Distribution of all million pound donations
Higher Education
Education
(not
universities)
Health
Overseas
(outside UK,
not
development)
International
Aid &
Development
Environment &
Animals
Other public
service
benefit
Religious
organisations
& causes
Human Services
& Welfare
Arts &
Culture
5. Major Gift Fundraising in the UK (+ beyond)
(1)
Higher Education
(6)
Education
(not
universities)
(4)
Health
(9)
Overseas
(outside UK,
not
development)
(3)
International
Aid &
Development
(8)
Environment &
Animals
(10)
Other public
service
benefit
(7)
Religious
organisations
& causes
(5)
Human Services
& Welfare
(2)
Arts &
Culture
6. The Science and Art of (Major Gift) Fundraising
• How long does it take?
• What’s different for the WST?
• Is it expensive?
7. The Science and Art of (Major Gift) Fundraising
• So how does it actually work?
• Pareto principal – 80/20
• The seven stages of fundraising
1.
Research
2.
Enquiry
3.
Plan
4.
Involve
5.
Ask /
Apply
6.
Funded
7.
Thank /
Reward
8. What do we hope to Achieve?
The
Catalyst Fund
Target: £2 Million
over 3 years
9. What do we hope to Achieve?
• What can we do for you?
• What can you do to help?
Intro:
GK background in fundraising
Tell you a bit about
Fundraising and major gift fundraising in the UK and beyond
The Science and Art of Major Gift Fundraising
What we hope to achieve with the major gift fundraising programme at WST
Questions? – Generally happy to answer questions through out…
Major Gift Fundraising in the UK and beyond
Size of market
Why do rich people give
Major Gift Fundraising in the UK and beyond
Size of market
Why do Rich people give?
Million Pound + Gifts
Major Gift Fundraising in the UK and beyond
Size of market
Why do Rich people give?
Million Pound + Gifts
How long does it take?
Typical lead time for a major gift is about 18 months, it can be much quicker, but sometimes also much longer.
Example from higher education – 90% of major gift donors made a low level giift within early years of graduation. Previous donors are much more likely to give again than new donors
How do people give?
Cheque, bank transfer, direct debit, credit card, share gifts,
What’s different for the WST?
Brand new operation, no large mailing list of lower level supporters to ‘upgrade’ –
Low public profile may extend cultivation lead time
Research has shown that once people learn about us, only very few don’t agree that our work deserves support
Is it expensive?
Most recruitment activity is undertaken at an initial loss, with charities achieving a return of only 50-70p for every £1 invested. Of course undertaking this work does still generate a very satisfactory return, but it does so only over the full term of the relationship developed with each supporter.
Development activity generates a very good rate of return and it is not unusual for charities to achieve £4 - £5 back for every £1 invested. So the balance between recruitment and development activity adopted by a particular charity will drive the fundraising ratios it is able to report.
According to CAF and NCVO, 'Less than one third of donors account for 83p of every £1 given to charity. Fundraising charities are clearly very reliant upon a core of 2.1 million very committed, relatively generous supporters.'
So how does it actually work?
80/20 principal
The Pareto principle (also known as the 80-20 rule,[1] the law of the vital few, and the principle of factor sparsity) states that, for many events, roughly 80% of the effects come from 20% of the causes.[2][3] Business management thinker Joseph M. Juran suggested the principle and named it after Italian economist Vilfredo Pareto, who observed in 1906 that 80% of the land in Italy was owned by 20% of the population; he developed the principle by observing that 20% of the pea pods in his garden contained 80% of the peas.[3] It is a common rule of thumb in business; e.g., "80% of your sales come from 20% of your clients."
The seven stages of Fundraising and cultivation
Research
(research and draw up prospect list and evaluate and judge potential)
Enquiry
(Getting to know the prospect, their motives and interests)
Plan
(Identifying which specific areas of our work they are interested in)
Involve
(Identify opportunities for the prospect to participate in events, meet experts, regular targeted communications, (Project visits)
Apply/Ask
(Peer to peer ask, verbal ask, back up with written information, depending on prospect and anticipated way of giving may also include ‘formal’ proposal)
Funded
(Pledge received, money banked and receipted ) Thanks and recognition)
Reward/Thank
(Thanks, recognition and stewardship)
Systematic approach
Individual Cultivation plans
Cultivation events – plan – execute – follow up
Keep connection
Catalyst Fund
Raise £2 Million over next 3 years (unrestricted funds)
How?
Need to build our prospect pool – 60 gifts – approx 300 asks!
What can we do for you?
Flexible funds may help your project!
Major donors may also help with matching funds for projects
Meet interesting people
Invite influencers and decision makers from funders and foundations to our cultivation events
What you can do to help?
Point out leads for possible prospects (suspects)
Keep me informed about projects, special occasions, mile stones etc
Pass on information about prospects, updates of contact details, press articles, online, ideas for cultivation events etc
Help with contacts inside the BBC
Talk to prospects/donors on request (meetings, events)
Attend cultivation events (Tuesday nights thanks and invite examples)
Logistical back up (mention Nitu finance re payments for restaurant dinner)