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FUNDING from EUROPE

South Africa Institute of Fundraising

by Christoph Schmocker
23 July 2015
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FUNDING from EUROPE – Get there…

 Are you ready?

 Fundraising Strategy

 Fundraising Tools

 Fundraising in Europe
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MY ORGANISATION – Raison d’être

Why people donate to us?

 We are a successful NGO, because…

 We offer….

 Our comparative advantage is…

 …and

 when we’ll become ‘useless’?

 with who we should merge?

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MY ORGANISATION – Values

VALUES ( EXERCISE)

 Each one writes 5 down

 Collect them on a flip chart

 6-7 most mentioned?

 Drop 3

 Add one new one

UNIQUE SELLING PROPOSITION

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FUNDRAISING STRATEGY – Have a plan

 Market Analyse

 Donor Needs

 Donor Segmentation

 Donor Pyramid

 Fundraising Process

 Cultivation Plan

 Offering – Options
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FUNDRAISING STRATEGY – Define KSI

 GOAL

 R 4 p.a. from EUROPE

 PRINCIPLES

 30% of donors pay 70% of

funds?

 OBJECTIVES

 2 visits – 40 meetings – 10
proposals

 R 3m from ? European
Foundations

 Put 10% in Endowment

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FUNDRAISING STRATEGY – Homework

 MARKET ANALYSES

 Which Markets

 DONOR NEEDS

 Emotions – Values –
Recognition

 DONOR SEGMENTATION

 Buyer-Donor-Member-Major
Donor
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FUNDRAISING STRATEGY – Your way

 FUNDRAISING PROCESS

 Packaging

 Prospect Research

 1st Contact

 Meeting in Europe

 Proposal

 Follow up

 Decision
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FUNDRAISING STRATEGY – Cultivation

 DONOR CULTIVATION PLAN

 How many times we contact our

donor

 2 Newsletters

 Annual Report

 Donor Recognition Event

 Controversial Media Article

 Cultivation Basics
- Personal Call to thank the
donation
- Happy Birthday Card
- Check if donor comments on
media
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EUROPE – Secrets you may know…

 Longest railway network is in…

 Original ‘croissant’ was invented in…

 Location, sells most chocolates…

 Which country has not one mosquito…

 ?
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EUROPE – Facts & Figures

 110 000 Foundations in Europe1

 420 independ. Foundations in France1

 13 046 Foundations in Switzerland1

 381 charitable Foundations created

in 2013 in Switzerland2

 159 charitable Foundations liquidated

in 2013 in Switzerland2

 200-250 Donor Advised Funds in CH3

1 Source: European Foundation Centre and CEPS

2 Source: Report on Foundations in Switzerland, 2014
3 Source: WISE Philanthropy, Geneva, 2015
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EUROPE – Are Europeans different?

What Europeans expect

 Be on time  Respect

 Schedule 30 days ahead  Predictability

 Good Governance  Security

 Want to understand  Transparency

 Say you are wrong  Accountability

 No duplications  Efficiency

 Who wants who more  Know the game

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EUROPE – Europeans like…

 Nelson Mandela

 South African Wine

 ?
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EUROPE – Europeans like Logical Frameworks
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EUROPE – European Donors

 Find the right topic

 For the right prospect

 In the right format

 At the right moment

 With the right ‘door opener’ and…

 …have other options ready

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EUROPE – Donor Advised Fund

Definition DAF

A Donor Advised Fund, or DAF, is a

philanthropic vehicle established at a
public charity. It allows donors to make a
charitable contribution, receive an
immediate tax benefit and then
recommend grants from the fund over
time.

An easy way to think about a Donor

Advised Fund is like a charitable savings
account: a donor contributes to the fund
as frequently as they like and then
recommends grants to their favourite
charity when they are ready.
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Give the ones you love wings to fly,

roots to come back,
and reasons to stay.
Dalai Lama