1. Proposed overview for ACU fundraising day The market who raises what, how Using actual transactional data from Benchmarking study of 68 major charities and annual reports of another 100 or so Types of non-governmental fundraising, pros, cons and scale Corporate, trusts, events, face to face, major donors, mail, phone, online, mobile Including breaking these down into types of campaign Brand and propositions Developing the offer how to motivate The essence of great story telling Budgeting Managing upwards the barriers to growth Boards, cost of fundraising issues, unrealistic expectations All illustrated with case studies Interaction would be through lots of questions from me, then group work looking at fundraising mix, branding, proposition and story telling (which will be their favourite bit); mixing people up so that they are not in the same groups as their colleagues.

2. About me 3. About me 4. Pareto Fundraising 5. What about you? Introductions 6. The Most Important Thing in Fundraising Maths. (Sorry). 7. But maths doesnt work without a cause 8. Tell me about your cause 9. But maths doesnt work without a cause Your brand must be about your beneficiaries Every single communication should reinforce this brand position including what you just told me Lets look at your charities website (or your favourite charitys) 10. Charities that do it well from the start Cancer Council NSW Make a Wish Oasis (Salvation Army) 11. Every Single person In a charity needs to tell STORIES 12. ANALYTICAL -Your Growth - Your donor Behaviour -Used for targeting ENVIRONMENTAL -How much is given - Growth - Competition PERSONAL -Transactions - Legacy status - Pet name STRATEGIC DATA - informs TECHNICAL DATA - used 13. Focus Groups Focus GroupsI 14. Focus Groups Focus GroupsI For actually marketing bequests! 15. Questions for you as a donor Prefer email or mail? How often? Which pack? 16. The Big Picture 17. Write Down : Where does non-Gov charity money come from? Corporate donations Trusts / Foundations Legacies / Bequests Events Individuals NOT Government Pareto Fundraising 18. INDIVIDUAL DONORS IN YOUR FUNDRAISING MIX Group work 19. The Big Picture Overall Fundraising Strategy 20. The Big Picture Overall Fundraising Strategy Government 21. The Big Picture Overall Fundraising Strategy Government Trusts & foundations 22. The Big Picture Overall Fundraising Strategy Government Trusts & foundations Consider Corporate & Events 23. Chasing the corporate dollar 24. Source and Giving USA Foundation Giving in the USA 25. Source and Giving USA Foundation Giving in the USA 26. Source and Giving USA Foundation Giving in the USA 27. Source and Giving USA Foundation Giving in the USA 28. CAF Charity Trends, 2006 Source and Charities Aid Foundation, Charity Trends 2006 $16bn $1.8bn 29. Giving in the USA, 2009 Source and Giving USA Foundation Column1 0 0% Corporations $14.50 5% Foundations $41.21 13% Bequests $22.66 7% Individuals $229.28 75% 30. Growth from Individuals $0 $20,000,000 $40,000,000 $60,000,000 $80,000,000 $100,000,000 $120,000,000 $140,000,000 1995-6 1996-7 1997-8 1998-9 1999-00 2000-1 2001-2 2002-3 2003-4 2004-5 2005-6 Ind Non-Ind 31. My last job GBP ('000) Income Inc/ F'Raiser Income Inc/ F'Raiser Bequests 871 871 1,154 1,154 Trusts and Foundations * 1,412 1,412 1,892 757 Direct Marketing 1,309 261 1,878 375 Corporate 62 62 170 68 * 60% comes from the National Lottery Case Study - MIND (UK - Largest Mental Health Charity) 1999/00 2002/03 32. The Big Picture Overall Fundraising Strategy Government Trusts & foundations Consider Corporate & Events 33. The Big Picture Overall Fundraising Strategy Government Trusts & foundations Consider Corporate & Events Consider Associations, g roups 34. The Big Picture Overall Fundraising Strategy Government Trusts & foundations Consider Corporate & Events Consider Associations, g roups Individuals Long term growth 35. The Big Picture Overall Fundraising Strategy Government Trusts & foundations Consider Corporate & Events Consider Associations, g roups Individuals Long term growth The Giving Constituency 36. The Big Picture Overall Fundraising Strategy Government Trusts & foundations Consider Corporate & Events Consider Associations, g roups Individuals Long term growth The Giving Constituency Bequests / Legacies Major Donors Regular Giving 37. Regular Giving Long Term Growth Individual giving is currently the ONLY long term solution for growth Individuals Long term growth Donor care Major Donors Bequests 38. Charity Begins at Home? 39. $- $50,000,000 $100,000,000 $150,000,000 $200,000,000 $250,000,000 $300,000,000 Top Aus charities >$20m f/r income (exc Unis) from annual reports 40. Charity Begins at Home? 41. Lets leave Powerpoint 42. Individual Giving Trends Data 43. Gross income by year $0 $50 $100 $150 $200 $250 $300 $350 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 Income Millions Year Gross Individual Giving Income by Year Bequest Cash Regular Gift PFBM9_IncomeSummary_v1.xlsm 44. 0 50 100 150 200 250 300 Dec-05 Mar-06 Jun-06 Sep-06 Dec-06 Mar-07 Jun-07 Sep-07 Dec-07 Mar-08 Jun-08 Sep-08 Dec-08 Mar-09 Jun-09 Sep-09 Dec-09 Mar-10 Jun-10 Sep-10 Dec-10 Mar-11 Jun-11 Sep-11 Dec-11 12 Month Moving Income Index by Gift Type 12 Months to Dec 05 = 100 Bequest Cash Regular Gift PFBM9_IncomeSummary_v1.xlsm 45. New Recruits 53 0 50,000 100,000 150,000 200,000 250,000 300,000 350,000 400,000 2004 2005 2006 2007 2008 2009 2010 2011 Cash Regular Gift PFBM9_Analysis_ALL_v5.xlsm 34% 66% 32% 68% 46. New Recruits Value (1st yr value) $0 $5 $10 $15 $20 $25 $30 $35 $40 2004 2005 2006 2007 2008 2009 2010 Millions Cash Regular Gift PFBM9_Analysis_ALL_v5.xlsm 43% 57% 43% 57% 47. Average bequest by year $54 $57 $57 $53 $60 $59 $49 $50 $46 $50 $0 $10 $20 $30 $40 $50 $60 $70 2011 2010 2009 2008 2007 2006 2005 2004 2003 2002 Average Bequest Amount Thousands Year PFBM9_IncomeSummary_v1.xlsm 48. The Second Most Important Thing in Fundraising Maths. (Sorry, but again it is) Age. why is age important in fundraising? 49. The only two STRATEGIC ways to raise $ from young people (