Increase income from corporate, foundation and governmental donors: a training session from MOVE Congress 2015, opened with a workshop introducing to new fundraising trends and concepts, lead by Marvin Radford, ISCA Head of External Relations and Fundraising. The session was continued by Kai Trol, ISCA Development Director, to shed more light specifically on corporate fundraising. More on the topic: http://www.slideshare.net/NowWeMOVE/move-congress-2015-innovative-fundraising Erasmus + updates by Michal Rynkowski, Directorate General for Education and Culture, European Commission: http://www.slideshare.net/NowWeMOVE/move-congress-2015-erasmus-sport-programme-updates More about MOVE Congress: http://www.movecongress.com/

1. Resource Development
Focus Corporate
Kai Troll, Director Development ISCA
kt@isca-web.org

2. Background
• ISCA, Director Development (2015 - )
• Best Buddies Europe, MENA & Africa, Chairman (2014 - )
• European Association Summit , Advisory Committee (2015/2016)
• Clinton Global Initiative , Health Matters Group (2014 - )
• International Diabetes Federation, Director Global Partnerships
(2014-2015)
• Special Olympics International, Director Strategic Development
(2001-2014)
• Boston Consulting Group, Consultant (1998-2001)
• Up with People, Regional Director Europe & Asia (1991-1997)

3. Who do we have in the room?

4. Your Current Funding Model
based on…?
1. Membership Fees
2. Government/Institutional Funding
3. Industry Sponsors
4. Foundation Funding
5. Congress / Conference
6. Other

5. Current Funding Sources?
1, 2, 3, 4, 5
or more Sources of Income?

6. Goal
Create multi-year funding models, based on
more than one or two sources of funding in
order to be able to invest in mission driven
projects and initiatives.
Creating a good balance between restricted
and unrestricted funding.

7. My messages to you…
> What IF…
> Plan your success / Planning is essential
> What is your USP?
> Get the message right
> Do you have the right team?
> Is change supported by leadership, board?
> Inspire Change

8. 3 key Q’s to understand the significance of your
organisation and that will lead to more funds:
1. Problem ?
2. Solution ?
3. How is ISCA / your organisation part
of that solution ?

9. Arguments
Example: NCDs

10. 387 million
2014
Example Diabetes - A huge and growing
problem
592 million
2035

11. If diabetes were a country….

13. 4.9 million deaths per year
50% of deaths under 60
years of age
Intersects with all
dimensions of
development
US$612 billion
11% of worldwide healthcare
expenditure
The costs are escalating

15. ISCA’s Case

16. Basics - Sponsorship
Definition Sponsorship
Sponsorship is a business relationship between a provider of funds,
resources or services and an individual, event or organisation which
offers in return for rights and benefits that may be used for
commercial advantage in return for sponsorship investment.
In short:
Sponsorship = ROI

17. Basics - Sponsorship
Key Trend in Sponsorship:
Put audience / people engagement
at the heart of everything.
> Cash & dash is dead
> Creativity is key
> Partnership is the new paradigm
> Get your R & B right

18. Basics - CSR
Corporate Social Responsibility
CSR is not what you DO.
CSR defines who you ARE.

19. Resource Development / Funding Model
Corporate
Congress &
Conferences
Institutional /
Government
Foundations
(Corporate/Phil)
Donor Platform
/
Donor
Development
Special
Events Licensing Merchandising Membership Fees
High-Net-
Worth
Individuals

20. Corporate Partnership
How can corporates engage?
Funding Partner Employee Fundraising Activities
Foundation support Volunteering
Strategic Partnership Payroll Giving / Matching
Donations
Special Event Sponsor Corporate Committee
Value-In-Kind (VIK) Cause Marketing
Maximising corporate engagement opportunities:

21. What types of sponsor could attrack MOVE
Week and Events (Cash & VIK)
Sporting Goods | Sport Retail | Sport Accessories
Financial Services (Insurances / Retail Banks)
Healthy Food | Healthy Lifestyle
Retail
FMCG
Media Partner (local, regional, national)
Foundations (Corporate or Philanthropic)
Pharma
Service Club
Lottery

22. Partnership proposal
• Introduction
• Goals of the Partnership
• Structure of Partnership
• 2016 – 2018 Successes
• Key Milestones
• Corporate Activation Opportunities
• Costs & Fees

23. Define your Rights & Benefits
Each partnership level receives different level of Rights and Benefits.
Rights Benefits
Rights are activated by a
corporate partner in order
to help activate their part
of a partnership /
sponsorship
Acknowledgement /
recognition, services and
activities that WE / YOU
provide to the partner in
order to activate and
leverage a partnership

24. Best Practises
1. Employee Fundraising – AllianceBoots
2. Case of Support – SO
3. Cause Marketing – Tesco / Diabetes UK
4. Celebrity Involvement – Kevin De Bruyne

25. Alliance Boots + EORTC Partnership
EORTC = European Organisation for
Research and Treatment of Cancer
• Each business across the
Alliance Boots contributed to a
group-wide fundraising target of
€5m in 5 years (2011 – 2016)
• In the UK, Alliance Healthcare's
major employee fundraising efforts
were centered around specific
initiatives

26. 26
‘Our 36 year-old
daughter with
intellectual disability
still goes to her
pediatrician’. A mother of a
person with ID.
A DISPARITY IN HEALTHCARE IS REVEALED
26

27. 27
HEALTH STATUS OF SPECIAL OLYMPICS
ATHLETES
BMI > 30 (ADULTS)
SKIN OR NAIL CONDITION
NEVER HAD AN EYE EXAM
FAILED HEARINGTEST
49%
UNTREATEDTOOTH DECAY
LOW BONE DENSITY
Percent of athletes suffering from the following health problems:
36%
26%
39%
20%
10%
Findings from past National and Local Games

28. Staff and customers were invited to get tested for the condition, which already
directly affects nearly four million nationally.
Tesco encouraged every one of its 300,000 employees to support the
partnership. Their fund-raising efforts, in-store and in local communities,
raised the £18m in less than two years.
The collaboration also went far beyond fundraising. Tesco highlighted the risk
and dangers of developing type 2 diabetes through its stores, pharmacies,
magazine and social media. Customers and employees were able to check
whether they were at risk through online resources and in-store pharmacies.
Tesco raises £18m with Diabetes UK
A collaboration between Tesco and Diabetes UK has
raised £18m at the same time as highlighting the
risks and dangers of developing diabetes.

29. Use Celebrities to support your cause
Kevin De Bruyne, Footballer

30. Working Group Session
> 3 – 4 groups
> Select group leader to present
> 15-20 min.
1. What does your organisation need to
improve fundraising?
2. What support would it need?

31. Working Group Session
1. What does your organisation need to
improve fundraising?
2. What support do you need?
Group leader Presentations
10 min.

32. What IF...
.... you would do a few things differently,
could you / we raise more funds?

33. Recap
> What IF…
> Plan your success / Planning is essential
> What is your USP?
> Get the message right
> Do you have the right team?
> Is change supported by leadership, board?
> Inspire Change