4. “Computerised letters
feign personal
engagement, tiny
sums are cited to
heal wretched lives.
How callous are we
to fling them in the
bin?”
Libby Purves
The Times. 18 May, 2015,
“A curb on predatory charities is long overdue”

5. “How can we respect
it when it won’t even
question its own
misbehaviour because
it’s a “charidee” and
therefore axiomatically
virtuous…Big Charity
is becoming a
monster.”
Libby Purves
The Times. 18 May, 2015,
“A curb on predatory charities is long overdue”

7. The Times. 9 January, 1885,
“Measured by money, the
London charities are the
equals of several
independent Governments.
Their revenues are more
than twice that of the Swiss
Confederation. They slightly
exceed that of Sweden, and
greatly that of Denmark.”
£4,447,436
The Times. 9 January, 1885,

8. “Measured by money, the
London charities are the
equals of several
independent Governments.
Their revenues are more
than twice that of the Swiss
Confederation. They slightly
exceed that of Sweden, and
greatly that of Denmark.”
The Times. 9 January, 1885,
£6,572,000,000
(relative to total output of UK economy)

9. The Times. 9 January, 1885,
“Several thousands of
trained secretaries,
assistant secretaries, and
clerks have to earn a
comfortable subsistence out
of the subscriptions. A vast
army of messengers,
collectors, and canvassers
has next to be fed before
the ostensible objects of
charity are admitted to pick
up the remaining crumbs.”
The Times. 9 January, 1885,

10. 1886

11. “We show the artisan who
knows and detests the
results of misguided charity,
that there is a better way.
We constantly win to our
side the impulsive donor,
not merely by showing her
where her charity has failed,
but also by helping her to
make it succeed.”
The Courier. 15 June, 1906,

12. “Councillor Edwards said he
was requested by the local
C.O.S. to provide a weekly
sum towards providing a
pension for a man he knew
but he resented the request
to bind himself to a sort of
ground rent for an indefinite
period of time. He thought
that a direct insult and
refused to reply to the
letter.”
The Courier. 15 June, 1906,

13. “Mr. W. H Leach said that in
that particular case, Mr
Edwards was looked upon
as an “appropriate source”
of charity and he was sorry
that he proved to be not so
(laughter).”
The Courier. 15 June, 1906,

14. “Mr. J.S. Phillpotts said that
if Mr. Edwards had gone to
the office he would have
realised how simple the
matter really was. He would
not have been bound to give
a sum weekly, but could do
so as he chose. It was
astonishing how people
read into letters things
which were not there.”
The Courier. 15 June, 1906,

17. The organisers of flag days are determined to kill the fund that lays the golden egg . . .
Last week we had a flag day on behalf of the Star and Garter Home . . . two or three
days later there was a flag day on behalf of a home for waifs and strays. Today ladies
were selling flags for the provision of YMCA Huts . . . three street collections within the
space of a week tends to destroy a movement which had been splendidly supported by
the public.
Liverpool Post, May 1916.

18. The Guardian. 3 February, 1927
“There can be no logical
defence of the practice…of
relying upon the average
man’s fear of seeming mean
to extract from him a
contribution to a cause about
which he may care nothing
and which he might be ill able
to support.”

19. The Mercury. 28 February, 1936
“There is always an outburst of
protests against the flag day
method of collecting funds for
charity. ‘We are sick and tired of
them’ say some. ‘There are too
many.’
“A tree may have been allowed
to bear too much fruit, but it is
no remedy to cut down the tree
at it’s roots.”

21. Sheffield Daily Telegraph. 25 July, 1939
“The number of door-to-
door charity collections
has increased by 500
per cent, during the past
five years, and the
business has become
so prosperous that
residents in good class
districts may receive as
many as 30 calls a
week.”
“In one case
investigated recently, it
was disclosed that only
2 1/2d out of every 20
shillings collected went
to charity.”
£233 million

22. UK top tax rates
0.00%
20.00%
40.00%
60.00%
80.00%
100.00%
120.00% 1
4
7
10
13
16
19
22
25
28
31
34
37
40
43
46
49
52
55
58
61
64
67
70
73
76
79
82
85
88
91
94
97
100
103
106
109
112
115

23. 10%of household income
went to charity.
Some Statistics of Middle-Class Expenditure. Edward Grubb. 1895.

24. 0.9%
2%
3.2%

25. “The redistribution of income has radically changed the financial
patterns of charities. It is by now a truism to say that contributions
of thousands, or even hundreds, of pounds are almost a thing of
the past. Money must be raised in small amounts from people whose
traditions of benevolence are different from those of their predecessors,
though no less sincere: who are less accustomed to giving a cheque to
a worthy cause than a helping hand to a neighbour too ill to do her
washing.”
The Guardian. 7 December, 1956

26. The Times. 29 June, 1969
“Whereas
supporters were
once numbered
in tens, now they
total thousands
or hundreds of
thousands.”

27. Save the World

28. Video 1
The tragedy of the commons

29. March 2011
Fundraisingdetective.com

30. Fundraisingdetective.com
491 mailings
from
115 charities

31. Fundraisingdetective.com
12 Charities mailed
38% of all packs
8 are not members of the
FRSB
37% packs came from
non-FRSB members
70% organisations are
FRSB members
63% of packs came
from FRSB members

32. 26 charities account for
46% of all complaints
793 charities reported
no complaints
Fundraising Standards Board Complaints Report 2015

33. 92 charities
No longer at this address – 35 stopped
Please stop mailing request – 32 stopped
Please stop mailing request x 2 – 7 stopped
The Times. 24 May, 2015

34. “Care home costs exceeded her income by some margin, and I
persuaded her to abandon most of the standing orders. Many
charities continued to mail her despite being told of her
circumstances on multiple occasions.”
The Times. 24 May, 2015

35. “I sometimes wonder whether the letter 'P' in the acronym names
of the RSPCA and the NSPCC, doesn't actually stand for
'prevention’…but for 'promotion' instead..”
The Times. 24 May, 2015

36. Source: Charities Aid Foundation. UK Giving. 2014
2006 2007 2008 2009 2010 2011
10.7 12.6 11.9 10.613.0 11.211.2
2012/13
No real growth in amounts given by individuals
10.6
2014
£ billions. Numbers adjusted for inflation

37. Source: Charities Aid Foundation. UK Giving. 2014
56% 56% 54% 57%58% 55%56%
No real growth in number of donors
2006 2007 2008 2009 2010 2011 2012/13 2014
57%

38. Source: Charities Aid Foundation. UK Giving. 2014
2006 2007 2008 2009 2010 2011
26% 29% 30% 31%29% 32%31%
2012/13
No real growth in people giving via direct debits
30%
2014

39. Moneysupermarket.com. July 2014
Utility bills
Mobile phones
Insurance

40. Why don’t
you just put
it in the bin?

41. Video 2
This morning. 1 July 2015

42. “...the stark nakedness and
simplicity of the conflict with which
humanity is oppressed - that of
getting angry with and wishing to
hurt the very person who is most
loved.”
John Bowlby

43. 50%
20%
25%5%

44. 50% 20%
25%
Not afraid of entering in to
relationships or being abandoned
Positive view of others, but low
feelings of self-esteem. Seek high
levels of closeness. Blame
themselves when things go wrong.
Positive view of themselves but a
negative view of others and close
relationships. They guard
themselves from pain or
abandonment by avoiding
relationships.
Negative view of themselves and
others. Protects self-esteem. Are
often needy but also fearful of being
close to others. Often suppress own
feelings because of need to please.
5%

47. “Behavior in which
attempts to promote the
welfare of another, or
others, results instead in
harm that an external
observer would conclude
was reasonably
foreseeable.”

48. Distinguishing pathological altruism
• The distress in the other is not sufficient to
warrant the costs or risks to the actor.
• The actor will complain about the
consequences of their altruism.
• The values or needs within the altruist that
motivate the behaviour may be irrational.
• The specific benefit of the altruism is of no real
benefit to anyone and a reasonable person
would have foreseen this.

49. Give me a place to stand, and I will move the earth.

51. Video 3
Old spice ad

56. Note: Graph shows appeal funds secured (as defined in the Ross-CASE survey) over time, with recurring gift values projected over 1 year.
Week one of each appeal is counted from the date of the first appeal gift, which may not reflect the date the appeal began.

58. £0
£20,000
£40,000
£60,000
£80,000
£100,000
£120,000
£140,000
£160,000
2004 Oct
Appeal
2007 May
Appeal
2008 May
Appeal
2009 Jun
Appeal
2009 Jul
Appeal
2010 Mar
News
2010 Sep
Appeal
2010 Sep
News
2011 Feb
Appeal
2011 Oct
Appeal
2012 May
Appeal
2012 Jul
Reminder
Gross Income over time
£

59. Some people
psychologically
struggle to say no

60. What charities could do…
• Be open and transparent
with donors.
• Work together for the
benefit of the voluntary
sector.
• Promote tax-reliefs to their
donors at every
opportunity.
• Invest in major gift
fundraising.
• Invest in the training and
development of trustees.
• Engage young people.

61. “How can we respect
it when it won’t even
question its own
misbehaviour because
it’s a “charidee” and
therefore axiomatically
virtuous…Big Charity
is becoming a
monster.”
Libby Purves
The Times. 18 May, 2015,
“A curb on predatory charities is long overdue”

62. Four characteristics of charities
• We must be respected as…
• We must lead the sector…
• Our approach is most effective because…
• Our voice must be heard…

63. Why narcissistic CEOs kill their
companies
Don Hambrick. Penn State
• Entitlement – I insist upon getting the respect that is due to
me.
• Leadership/Authority – I like to be the center of attention.
• Superiority – I am better than others.
• Self-absorption/Self-admiration – I am preoccupied with how
extraordinary and special I am.

66. -4000
-2000
0
2000
4000
6000
8000
10000
2010 2011 2012 2013 2014
Donations, gifts and unrestricted grants
Legacies
Fundraising costs
Donations - FR costs
Action on Hearing Loss
Rebrand

68. 0
2000
4000
6000
8000
10000
12000
14000
2007 2008 2009 2010 2011 2012
Donations
Legacies & In-mem
Fundraising expenditure
Profit
Parkinson’s UK
Rebrand

69. The reason for the rise in voluntary income
was "going back to good, old-fashioned
fundraising".
He said the charity had put an emphasis on
interacting with its existing donors by holding face-
to-face meetings, contacting them by telephone
and sending out "really good" thank-you letters.
"We put a lot of time and energy into really thinking
about how we welcome, support and involve our
supporters," he said.
Third Sector. 30 September, 2013
Paul Jackson-Clark, Director of Fundraising

70. The rules of branding
• Changing the logo generally has no financial
impact.
• Changing the graphic standards or visual
identity has a small negative impact.
• Changing the organisations name leads to a
25% to 50% loss of revenue.
• Changing the cause identification leads to a
20% to 30% loss of revenue.

71. AVG £30,000+

72. AVG £20,000+

76. Doubled Income
ROI: 2.3
Highest grossing
issue since 2009

77. Hit target in three
weeks
£510k gross income

78. Branding AcquisitionInterruption Fashion

81. Disgusted or Delighted. NFP Synergy. 2004

86. RoI in 1st Year
0
1
2
3
4
5
6
7
8
£1 pack Insert
Pre-nursery
Post-nursery
30%
drop
16%
increase

87. “Doing the same
thing over and
over again and
expecting
different results."

89. 2%
£100,000

90. The audit
Once a year, all current and a
sample of lapsed donors must
be given the opportunity to
rate how they think they have
been treated.
The recipients can also flag up
charities who they feel have
acted improperly.
All recruitment packs, calls,
texts, emails, personal
solicitations must offer the
donor the chance to email or
call with opportunities to
complain and have their name
added to a stop list.
Results are published in the
charities annual report. The
best performing receives an
award.

92. dontaskme.com

93. Recognise best practice
Best 5 year growth rate
Best attrition
Best ROI
Best innovation
Best
implementation of
the promise

94. We will not put undue
pressure on you.
If you do not want to give…we
will respect your decision.
If you tell us that you don’t
want us to contact you in a
particular way we will not do
so.
We take care not to cause
unreasonable nuisance.
The Fundraising
Promise
The Fundraising Promise is
a key part of our scheme. It
outlines how our members
will behave when doing their
fundraising and ensures
fundraising is legal, honest,
open, transparent and
accountable.

95. Salvation Army
£-
£10,000
£20,000
£30,000
£40,000
£50,000
£60,000
2008 2009 2010 2011 2012 2013
Legacies
Total donations (members and public)
Fundraising (exp)
‘000’s