Canadian Society of Association Executives
16 October, 2013
Successful Fundraising Strategies

Daniel P. Brunette
President, AFP Ottawa Chapter
Manager, Development and Donor Services,

 Setting the stage
 Terminology
 Prime motivators
 The big questions
 The big mistakes
 Q&A
 Resources

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86,422 Charities (+ Qualified Donees)
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75,000 Not-for-profits without Charitable status
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2844 Charities in the National Capital Region
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84% of the population aged 15 and over give (+/- 24 Million people).*
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$10.6 billion given annually by individuals.*
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$446 per donor on average per year, virtually unchanged from 2007.*
* = Canada Survey of Giving, Volunteering and Participation , Statistics Canada 2010

HR Council (Not-For-Profit Sector)
 75% of Not-for-Profits have less than 10 employees
 76% of Not-for-Profits Sector employees are women
 89% self-identified as White or Caucasian
 88% are satisfied with their job
 30% (+/-) have been with their employer 10 +years

 Individuals & Families
 Private and Public Foundations
 Other Qualified Donees
 Government
 Employee Groups
 Associations/Clubs
 Corporations / Businesses (Philanthropy vs. Sponsorship)

 Compassion for those in need (89%)
 Personal belief in a cause and desire to help (85%)
 Desire to contribute to their communities (79%)
 Personally affected by an organization’s cause (61%)
 Religious obligations or beliefs (29%)
 Income tax credit (23%).
 Top reason people do not give… They are not asked!!!

Seven Faces of Philanthropy - Russ Alan Prince, and Karen Maru File, 1994
 Communitarian (26%): Doing Good where you belong
 Devout
 Investors
 Socialite
 Repayer
 Altruist
 Dynast
(21%): Doing Good is God’s Will
(15%): Doing Good is Good Business
(11%): Doing Good Is Fun
(10%): Doing Good in Return
(9%): Doing Good Feels Right
(8%): Doing Good Is a FamilyTradition

Universities and Colleges
1%
Arts and Culture 1 %
Religion 40%
Disaster relief 20%
Law, advocacy and politics 1%
Development and
Housing 1%
Other Groups 1%
Sports and Recreation 2%
Education & Research 3%
Environment 3%
Grant making,
Fundraising & voluntarism 6%
Hospital 6%
Health 15%
Social Services 11%
International Aid 8%

 Operations
 Core programming
 Special Projects
 Grantmaking
 Endowments /Investment Funds /Reserves
 Partnerships

(Continued)
Revenue Generation – Fundraising -Philanthropy

Revenue Generation / Fundraising / Philanthropy
 Membership fees
 Membership categories
 Membership “top up” donation
 Cross promotion within communications
 Job postings
 Sponsorships
 Event fees conference, trade shows, cross promotion, price differentials)

(Continued)
Revenue Generation – Fundraising -Philanthropy
 Cash gifts (receiptable or non receiptable)
 Cost Reduction
 In-Kind gifts
 Legacy Gifts
 3 rd party events
 Foundation model
 Other

 Value Proposition / Case for Support
 Information Management
 Process management
 The Elevator Pitch
 Subject matter knowledge
 Audience knowledge
 The ask (Right person, right time, right way, right amount)
 Ethics & Transparency
 Relationships

Suspects
Prospects
Discovery
Cultivation
Stewardship
Ask
Yes!
Thank you
Maybe
No … for now
NO!

C apacity
A ffinity
T imeframe
&
P ersonal notes
L inks to people and cause
A ffluence indicators
T ype of gifts
T ype of philanthropist/member
E njoyable things /Hobbies
R ed Flags

◦ Memberships
◦ court ordered transfer of property to a charity;
◦ the payment of a basic fee for admission to an event or to a program;
◦ the payment of membership fees that convey the right to attend events, receive literature, receive services, or be eligible for entitlements of any material value that exceeds 80% of the value of the payment;
◦ a payment for a lottery ticket or other chance to win a prize
◦ the purchase of goods or services from a charity;
◦ Advantage or consideration exceeds 80% of the value of the donation;

◦ Advantage or consideration exceeds 80% of the value of the donation;
◦ a gift in kind for which the fair market value cannot be determined;
◦ donations provided in exchange for advertising/sponsorship;
◦ gifts of services (for example, donated time, labour);
◦ gifts of promises (for example, gift certificates donated by the issuer)
◦ pledges;
◦ loans of property;
◦ use of a timeshare; and the lease of premises.

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#2 Lack of planning (Strategic, Funding etc)
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#3 Failure to keep good records
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#4 Ineffective Board or lack of governance
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#5 Failure to invest in talent/expertise
◦

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Pre & post meeting discussions
Research profiles at the meeting
Crisis Management Plan
CRA Filing and Compliance
Personal Information Protection and Electronic
Documents Act (PIPEDA)
Canada Not-For-Profit Corporation Act (CNCA)
Etc…
Learn from them!


Pro-Bono work

Delegates and/or ambassadors

Professional Advisors to Charities or Community causes

Speaker Bureau of key influencers / Speakers

Advocacy efforts for the NFP Sector

College and University Clubs

Mentorship programs

1-Luck is when planning meets opportunity (Seneca –Greek philosopher)
2-What’s your Iowa? (Betsy Myers)
3-“Don’t fear the reaper…” (Blue Oyster Cult)
4- Play where the puck will be. (Wayne Gretzky)
5-Two certainties in life, death and taxes…Philanthropy can help with both.
And...
***The HBB (hit by a bus) rule overrules ***

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Association of Fundraising Professionals: www.afpnet.org
Canada Revenue Agency: www.cra-arc.gc.ca/charitylists/
Charity Village: www.charityvillage.com
Imagine Canada: www.sectorsource.ca/
CFRE Reading List: www.cfre.org/pdf/CFRE-Reading-List.pdf
Global Philanthropy: www.globalphilanthropy.ca
AFP Ottawa Chapter Office c/o Jessica Harris
The Willow Group
1485 Laperriere Avenue
Ottawa, ON K1Z 7S8
Phone: 613-590-1412
E-mail: secretariat@afpottawa.ca

Daniel P. Brunette dbrunette@cfo-fco.ca
613-236-1616 ext. 224