Critical Success Factors Sustainability Though Philanthropy · Ideas for introducing and...

27
Critical Success Factors Sustainability Though Philanthropy Staff Session Presented by Philanthropy Squared for CREATIVE PARTNERSHIPS AUSTRALIA November 2017 1

Transcript of Critical Success Factors Sustainability Though Philanthropy · Ideas for introducing and...

Page 1: Critical Success Factors Sustainability Though Philanthropy · Ideas for introducing and cultivating Board contacts • Sign letters & other comms • Meet and greet current donors

Critical Success Factors

Sustainability Though Philanthropy

Staff Session

Presented by Philanthropy Squared forCREATIVE PARTNERSHIPS AUSTRALIA

November 2017

1

Page 2: Critical Success Factors Sustainability Though Philanthropy · Ideas for introducing and cultivating Board contacts • Sign letters & other comms • Meet and greet current donors

Overall Giving in Australia 2015

Source: © Centre for Social Impact & Social Policy Research Centre, UNSW. ‘Australian Charities Report 2015’.

| Experience from the Sector |

Creative Partnerships - November 2017 2

Page 3: Critical Success Factors Sustainability Though Philanthropy · Ideas for introducing and cultivating Board contacts • Sign letters & other comms • Meet and greet current donors

Source: © John McLeod, JB Were. ‘Australian Giving Trends: Signs of Life’. December 2015

There are a variety of sources of Philanthropy

Breakup of Charitable Donations in Australia (2014)

| Experience from the Sector |

Creative Partnerships - November 2017 3

Page 4: Critical Success Factors Sustainability Though Philanthropy · Ideas for introducing and cultivating Board contacts • Sign letters & other comms • Meet and greet current donors

Source: © John McLeod, JB Were. ‘Australian Giving Trends: Signs of Life’. December 2015

Distributions from PAFs have been rising steadily

Cumulative PAF Distributions (2014)

| Experience from the Sector |

Creative Partnerships - November 2017 4

Page 5: Critical Success Factors Sustainability Though Philanthropy · Ideas for introducing and cultivating Board contacts • Sign letters & other comms • Meet and greet current donors

Source: © Australian Major Performing Arts Group. ‘Tracking Changes in Corporate Sponsorship & Private Giving 2015—Summary’.

Major Performing Arts Companies: Sources of Private Sector Revenue 2014

| Experience from the Sector |

Creative Partnerships - November 2017 5

Page 6: Critical Success Factors Sustainability Though Philanthropy · Ideas for introducing and cultivating Board contacts • Sign letters & other comms • Meet and greet current donors

Source: © Australian Major Performing Arts Group. ‘Tracking Changes in Corporate Sponsorship & Private Giving 2015—Summary’.

Major Performing Arts Companies: Private Giving 2001–2014

| Experience from the Sector |

Creative Partnerships - November 2017 6

Page 7: Critical Success Factors Sustainability Though Philanthropy · Ideas for introducing and cultivating Board contacts • Sign letters & other comms • Meet and greet current donors

Critical Success Factors

• Vision

• Leadership (internal and external)

• Prospects

• Development Programs

• Resources and Skills

Page 8: Critical Success Factors Sustainability Though Philanthropy · Ideas for introducing and cultivating Board contacts • Sign letters & other comms • Meet and greet current donors

A concise and compelling vision that will enthuse and excite potential donors

• Why do you exist?

• WHY you?

• Why now?

• Translated into a convincing organisational strategy

• Informs the case for support

• Call to action

• https://www.ted.com/talks/simon_sinek_how_great_leaders_inspire_action#t-652564

• Is your story well told and understood? Discussion / comments

• https://www.youtube.com/watch?v=buA3tsGnp2s

• Actions….

Creative Partnerships - November 2017 8

| Compelling Vision |

Page 9: Critical Success Factors Sustainability Though Philanthropy · Ideas for introducing and cultivating Board contacts • Sign letters & other comms • Meet and greet current donors

Leadership capable of inspiring, responding to and managing change

The roles of CEO and Executive

• Oversee implementation of development strategy

• Interact credibly with internal and external constituencies

• Manage and motivate volunteers

• Success / horror stories

• Questions / discussion / comments

• Actions….

| Strong Internal Leadership |

Creative Partnerships - November 2017 9

Page 10: Critical Success Factors Sustainability Though Philanthropy · Ideas for introducing and cultivating Board contacts • Sign letters & other comms • Meet and greet current donors

Volunteers and ambassadors who provide external credibility and endorsement

The roles of boards and patrons

• Access to new networks

• Consolidation of existing networks

• Validate the cause to other constituencies

• Act as role models - lead by example

• Board Development Sub-committees

• Success / horror stories (Not in a million years!)

• Actions….

The best volunteer is a satisfied donor

| Committed External Leadership |

Creative Partnerships - November 2017 10

Page 11: Critical Success Factors Sustainability Though Philanthropy · Ideas for introducing and cultivating Board contacts • Sign letters & other comms • Meet and greet current donors

Ideas for introducing and cultivating Board contacts

• Sign letters & other comms

• Meet and greet current donors

• Invite contacts to exclusive event/opening nights / presentations

• Host a small house party for presentation on key area of priority

• Accompany executive staff on cultivation or solicitation meetings

• Host a consultation dinner on the case for support

• Lead a Giving Circle for a specific project

• Make thank you calls to new donors

| Committed External Leadership |

Creative Partnerships - November 2017 11

Page 12: Critical Success Factors Sustainability Though Philanthropy · Ideas for introducing and cultivating Board contacts • Sign letters & other comms • Meet and greet current donors

Ability to identify prospect pool from existing networks

• Audience/visitors/families/friends

• Current and past donors

• Board members

• Other interested parties

CAPACITY and INCLINATION

| Meaningful Prospect Base |

Creative Partnerships - November 2017 12

Page 13: Critical Success Factors Sustainability Though Philanthropy · Ideas for introducing and cultivating Board contacts • Sign letters & other comms • Meet and greet current donors

TIME

Horizon 1

INTEREST

DONOR

Horizon 2 Horizon 3

Awareness

Interest

Engagement

Commitment

Ownership

1

2

3

4

5

The Donor Commitment CurveWhy it takes up to 3 years…

| The donor journey |

Creative Partnerships - November 2017 13

Page 14: Critical Success Factors Sustainability Though Philanthropy · Ideas for introducing and cultivating Board contacts • Sign letters & other comms • Meet and greet current donors

• Does this organisation deliver real impact in the field?

• Is it well run or will they squander my money?

• Who’s involved that I know and/or respect?

• What do they want money for?

• What difference will my gift make?

| Questions a donor asks him/herself |

Creative Partnerships - November 2017 14

Page 15: Critical Success Factors Sustainability Though Philanthropy · Ideas for introducing and cultivating Board contacts • Sign letters & other comms • Meet and greet current donors

| Programs to inform and engage |

Creative Partnerships - November 2017 15

What’s your strategy?

Strategic intent• “To increase philanthropic

support to…. all its key stakeholders and communities”

Key Priority• Awareness raising - Communicate• Friend raising - Engage• Fundraising – Invite Commitment

• Could use the Critical success factors as headings

Page 16: Critical Success Factors Sustainability Though Philanthropy · Ideas for introducing and cultivating Board contacts • Sign letters & other comms • Meet and greet current donors

| Strategic Planning |

Creative Partnerships - November 2017 16

Strategic Objectives• Use the same document to set

your yearly operational plans and programs around your strategy

• Useful way to track progress using traffic lights

• Discussion / comments / what works for you?

• Actions….

Page 17: Critical Success Factors Sustainability Though Philanthropy · Ideas for introducing and cultivating Board contacts • Sign letters & other comms • Meet and greet current donors

| Strategic Planning |

Creative Partnerships - November 2017 17

Strategy Action Outcomes or measures (KPIs) Responsible Due by/Status

Develop vision and case for

supporting…….. that only

philanthropy can achieve

Devise over-arching narrative for private support for ….. and agree key messages with leadership

Narrative / Case documents written & presented to council for approval by CEO

Director Development

October 2017

Communications plan to weave key messages through all relevant ………publications

1. Plan written and approved by Director Development

2. Plan actively being implement

Director Development & Manager Communication

November 2017

Sample only

Page 18: Critical Success Factors Sustainability Though Philanthropy · Ideas for introducing and cultivating Board contacts • Sign letters & other comms • Meet and greet current donors

Cultivation and stewardship program that is targeted and inviting

• Events

• Communications

• All fundraising communication are written for the Donor

• Formal and informal interaction

• Recognition

Make it personal

| Programs to inform and engage |

Creative Partnerships - November 2017 18

Page 19: Critical Success Factors Sustainability Though Philanthropy · Ideas for introducing and cultivating Board contacts • Sign letters & other comms • Meet and greet current donors

Communicate

Raise awareness of the organisation, its vision, mission and programs & the need for

support

Engage

Build sense of belonging & ownership about the future among key networks

of influence and support

Invite commitment

Reinforce shared values & build relations with existing networks by

making a call to action & demonstrating the impact of giving

Fundraising starts here

Development cannot succeed in isolation. All marketing, engagement & cultivation activity must prepare the way for a fundraising relationship

| Understanding the Donor Journey |

Creative Partnerships - November 2017 19

Page 20: Critical Success Factors Sustainability Though Philanthropy · Ideas for introducing and cultivating Board contacts • Sign letters & other comms • Meet and greet current donors

| “Text Book” Fundraising Program |

Creative Partnerships - November 2017 20

Page 21: Critical Success Factors Sustainability Though Philanthropy · Ideas for introducing and cultivating Board contacts • Sign letters & other comms • Meet and greet current donors

• What’s working for you and what’s not?

• Discussion / comments

• Samples of what has worked for small to medium organisations

• special tours / meet the artist – Art Gallery

• telephone connections – to donors to thank, invite, check satisfaction

• opening night pre or post events

| Programs to inform and engage |

Creative Partnerships - November 2017 21

Regular Donors

Major Gifts

Bequests

Page 22: Critical Success Factors Sustainability Though Philanthropy · Ideas for introducing and cultivating Board contacts • Sign letters & other comms • Meet and greet current donors

• Prompt, personalised acknowledgement of the gift

• Reassurance that their funds have been spent as intended

• Measurable results on their gift at work before being asked again

| Stewardship - what donors want |

Creative Partnerships - November 2017 22

Page 23: Critical Success Factors Sustainability Though Philanthropy · Ideas for introducing and cultivating Board contacts • Sign letters & other comms • Meet and greet current donors

• Gift acceptance & management

• Acknowledgement

• Recognition

• Reporting

• Supported by written manual of policies & procedures and

allocated accountabilities

| Stewardship – four key elements |

Creative Partnerships - November 2017 23

Page 24: Critical Success Factors Sustainability Though Philanthropy · Ideas for introducing and cultivating Board contacts • Sign letters & other comms • Meet and greet current donors

| Stewardship Matrix |

24Creative Partnerships - November 2017

Page 25: Critical Success Factors Sustainability Though Philanthropy · Ideas for introducing and cultivating Board contacts • Sign letters & other comms • Meet and greet current donors

Professional expertise to guide the process and adequate resources for the task at hand

• What staffing and experience is needed?

• Can you run programs without fundraising staff?

• The Fundraiser is the Choreographer

• Drive and coordinate activity

• Ensure adequate budgets to fulfill the task

• Develop systems for tracking prospects

• Discussion / comments / samples

| Professional Skills and Resources |

Creative Partnerships - November 2017 25

Page 26: Critical Success Factors Sustainability Though Philanthropy · Ideas for introducing and cultivating Board contacts • Sign letters & other comms • Meet and greet current donors

What about databases?

• Provide cogent and accessible data

• What’s the bare minimum?

• And what do we really want from our database?

• Are you using more than one database / spreadsheet to keep or track donor information?

• Does it take more than 30 minutes to find and generate data in a report for bosses and boards?

• Discussion / comments (sample - small research institute / peak bodies / user groups/ your own research – web search..

| Professional Skills and Resources |

Creative Partnerships - November 2017 26

Page 27: Critical Success Factors Sustainability Though Philanthropy · Ideas for introducing and cultivating Board contacts • Sign letters & other comms • Meet and greet current donors

Remember People give to people

People expect to be asked; don’t

disappoint them

Show the prospect how rather that how

much

Corporates = No deal no relationship

Individuals = No relationship no deal

Start big; you can always go smaller

The best prospects are satisfied donors

“If we don’t look after our donors; someone

else will”

| Fundraising Truisms |

Creative Partnerships - November 2017 27