the black fundraisers’ network the black pound: major donors in the black community
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THE BLACK FUNDRAISERS’ THE BLACK FUNDRAISERS’ NETWORKNETWORK
THE BLACK POUND:THE BLACK POUND:Major Donors in the Black Major Donors in the Black
CommunityCommunity
PresentersPresenters Midé AkerewusiMidé Akerewusi Head of High Value AppealsHead of High Value Appeals ScopeScope
Glen FendleyGlen Fendley Fundraising ConsultantFundraising Consultant GF ConsultingGF Consulting
Ground Breaking StuffGround Breaking Stuff Growing Interest in BME Philanthropy Growing Interest in BME Philanthropy
Over Last 3 yearsOver Last 3 years
Diversity In Fundraising SIG Diversity In Fundraising SIG
MD Code of Practice – Silent on DiversityMD Code of Practice – Silent on Diversity
USA Taking Black $ SeriouslyUSA Taking Black $ Seriously
Black Fundraisers’ NetworkBlack Fundraisers’ Network
So What Do We Have?So What Do We Have? Lack of ResearchLack of Research Lack of Leading Lights Lack of Leading Lights Lack of Examples or Case StudiesLack of Examples or Case Studies Lack of Black Wealth Register Lack of Black Wealth Register Lots of Prejudices & AssumptionsLots of Prejudices & Assumptions Lots of Fear and PhobiasLots of Fear and Phobias Lots of Other Fish in the SeaLots of Other Fish in the Sea
Some Questions Some Questions What is the Black £ ?What is the Black £ ? Who do they give to?Who do they give to? How do Black People Give?How do Black People Give? Why do Black People Give?Why do Black People Give? Why is Black Giving Important?Why is Black Giving Important? Who Cares anyway?Who Cares anyway?
BME or Black?BME or Black?
““Anybody of African heritage; Anybody of African heritage; including Africans, African-Americans, including Africans, African-Americans, African-Caribbean and African South African-Caribbean and African South Americans and those who identify Americans and those who identify with the Black experience but may be with the Black experience but may be of dual heritage” of dual heritage”
Delroy Constantine-Simms, Exeter UniversityDelroy Constantine-Simms, Exeter University
Black Wealth in the UKBlack Wealth in the UK Emperor Septimius Emperor Septimius
Severus Severus
First Black UK SovereignFirst Black UK Sovereign
From Leptis Magna From Leptis Magna
Reconstructed Hadrian's Reconstructed Hadrian's Wall in AD 197Wall in AD 197
The Rise of Black WealthThe Rise of Black Wealth
Equiano – One of Equiano – One of 40,000 Black People 40,000 Black People in UK in 18in UK in 18thth Century Century
Estate Worth £950 Estate Worth £950 (£100K) in 1797(£100K) in 1797
Sarah Forbes Sarah Forbes Bonetta Bonetta
God Daughter of God Daughter of Queen VictoriaQueen Victoria
Black People in the UK Black People in the UK TodayToday
UK Population 60MUK Population 60M
1.2M Africans and African Caribbean in UK1.2M Africans and African Caribbean in UK
70% of Black people live in London70% of Black people live in London 70% of Black People are Christians70% of Black People are Christians
Form 60% of Church Attendees in LondonForm 60% of Church Attendees in London
32 Billion Reasons32 Billion Reasons Black & Asian Spending Power £32bn Black & Asian Spending Power £32bn
The UK Black Hair Care Market £46.5m in 2004The UK Black Hair Care Market £46.5m in 2004
Black Women Spend Six Times More on Their HairBlack Women Spend Six Times More on Their Hair
Over 90% of Business Experts Think Ethnic Minority Consumers Over 90% of Business Experts Think Ethnic Minority Consumers Should be Targeted Should be Targeted
Ethnic Food Sales are Rising 14% a Year in EuropeEthnic Food Sales are Rising 14% a Year in Europe
Marketers need to understand the ‘Black Market’ to benefit from Marketers need to understand the ‘Black Market’ to benefit from the Black Poundthe Black Pound
Today’s Minority = Tomorrow’s MainstreamToday’s Minority = Tomorrow’s Mainstream
Some Quotes…Some Quotes…
““It is part of human nature to ask, to give and It is part of human nature to ask, to give and to receive”to receive”
““Black people do give – but they give Black people do give – but they give differently” differently”
““Black philanthropy is alive and growing”Black philanthropy is alive and growing”Midé Midé
AkerewusiAkerewusi
What is a Major Donor?What is a Major Donor?
““A major donor is an individual or family with the potential to A major donor is an individual or family with the potential to
make or procure a gift which would have a significant impact on themake or procure a gift which would have a significant impact on the
work being conducted, who is approached and/or cultivated using work being conducted, who is approached and/or cultivated using
personal relationship development fundraising techniques for the personal relationship development fundraising techniques for the
mutual benefit of the organisation and the donor. The gift may be of mutual benefit of the organisation and the donor. The gift may be of
capital, revenue, time or influence.”capital, revenue, time or influence.”The Institute of FundraisingThe Institute of Fundraising
11999 vs. 2005999 vs. 2005
Large major fundraising campaign prospect list in Large major fundraising campaign prospect list in 19991999 87% white entrepreneurs or aristocracy87% white entrepreneurs or aristocracy 6% Asian rich6% Asian rich 2% European wealthy2% European wealthy 4.5% United States4.5% United States 0.5% other0.5% other
Large major fundraising campaign prospect list in 2005Large major fundraising campaign prospect list in 2005 73% white entrepreneurs or aristocracy73% white entrepreneurs or aristocracy 17% Asian rich17% Asian rich 5% United States5% United States 4% European wealthy4% European wealthy 0.5% Black British0.5% Black British 0.5% other0.5% other
Strategic Infrastructure
InternalReadiness
Case for
Support
Project & Funding
Knowledge
Project Champions
Un
de
rsta
nd
ing
M
oti
vat
ion
s t
o
Giv
e
Prospect Research
Qualify & Develop “Donor Plans”
Engagement & Cultivation
Invite Prospect to “Invest”
Stewardship of Gift
Un
co
veri
ng
Sh
ared
Val
ue
sSnapshot of Successful Major Gifts Fundraising
GF Consulting ©
Identify
Research
Involve
Engage
The Ask
Recognition
Stewardship
The Seven Stagesin Major DonorDevelopment
GF Consulting ©
Major Gifts Fundraising CycleMajor Gifts Fundraising Cycle
Point of Entry
Introduce others
Ask
Follow up call
““Raising More Money”Raising More Money”
ModelModel
GF Consulting ©
Strategic InfrastructureStrategic Infrastructure
“Case for Support” transformational outcomes / explains why you are the best positioned
to achieve this vision
Project funding requirements and packaging Packaged / tailored / range of gift levels
Internal Readiness Shared commitment/ clear roles / time and resource
Project Champions / Leadership Committed group of volunteers / fundraising capacity / access /
advocates
GF Consulting ©
CapacityConcern
Connection
Donor Motivation - Uncovering Shared Values
•Religious•Identity•Pride•Network•Give something back
Empathy
Emotional
GF Consulting ©
Can This Be?Can This Be?
"The list of young British money-"The list of young British money-makersmakers
silently shouts the truth - that in spite silently shouts the truth - that in spite ofof
the warmer climate of race relations the warmer climate of race relations in in
Britain, we [Black people, excluding Britain, we [Black people, excluding Asians] are not making it." Asians] are not making it."
TREVOR PHILIPSTREVOR PHILIPS
Traditional Methods of Traditional Methods of Black GivingBlack Giving
Patronage – African & Caribbean SocietiesPatronage – African & Caribbean Societies
‘‘Spray & Pray’Spray & Pray’
Zakat 2.5% Cash, Gold and Silver Zakat 2.5% Cash, Gold and Silver
CharityCharity
Tithes - 10% of What You HaveTithes - 10% of What You Have
RemittanceRemittance
Baroness Scotland – Baroness Scotland – Access to WealthAccess to Wealth
Influential, charming, popular peerInfluential, charming, popular peer Cultivated and engaged her via privileged Cultivated and engaged her via privileged
consultation and obtaining her adviceconsultation and obtaining her advice She offered to write to Lord SainsburyShe offered to write to Lord Sainsbury Lord Sainsbury project visit and engagementLord Sainsbury project visit and engagement Significant financial support six months later Significant financial support six months later
GF Consulting ©
The Lawyer – Major DonorThe Lawyer – Major Donor
Researched charity’s database of regular donorsResearched charity’s database of regular donors Identified member of a black lawyer network in Identified member of a black lawyer network in
the Citythe City Invited him and other potentially affluent black Invited him and other potentially affluent black
individuals to a privileged briefing receptionindividuals to a privileged briefing reception Inspirational project visit with transformational Inspirational project visit with transformational
vision vision Motivated to host a dinner with his networks Motivated to host a dinner with his networks He also personally gives £22,500 per year and He also personally gives £22,500 per year and
gives pro-bono legal advicegives pro-bono legal advice
GF Consulting ©
The Ex-footballer – The Ex-footballer – Project ChampionProject Champion
Made him a patron for the letterheadMade him a patron for the letterhead Research revealed that he gives significantly to Research revealed that he gives significantly to
his churchhis church Engaged him in work / met beneficiaries of the Engaged him in work / met beneficiaries of the
charitycharity Highlighted funding difficultiesHighlighted funding difficulties Motivated to reduce reliance on statutory Motivated to reduce reliance on statutory
funding etc.funding etc.– Personally covered core costs for three years, Personally covered core costs for three years, – regularly provides auction memorabilia, regularly provides auction memorabilia, – gives access to his networks and gives access to his networks and – is an effective “call to action” speaker at fundraisersis an effective “call to action” speaker at fundraisers
GF Consulting ©
Baroness Young - AdvocacyBaroness Young - Advocacy
Passionate white middle class charity Passionate white middle class charity committed to social justice in Nigeriacommitted to social justice in Nigeria
Needed credible black advocatesNeeded credible black advocates Baroness Young engaged in work and scaleBaroness Young engaged in work and scale Agreed to host three events including major Agreed to host three events including major
reception at House of Lordsreception at House of Lords Her personal invites = Her personal invites = 100% attendance100% attendance Clearly attracted influential people to eventsClearly attracted influential people to events
GF Consulting ©
It’s More Blessed to Give It’s More Blessed to Give Than to ReceiveThan to Receive
Black church membership grown by 18% compared Black church membership grown by 18% compared with a 5% drop for churches nationally. with a 5% drop for churches nationally.
35% of Pentecostal Church Members are Black35% of Pentecostal Church Members are Black
Black Church Case Study Black Church Case Study – 9,000 Congregation9,000 Congregation– £7.4 million Annual Income£7.4 million Annual Income– £25m in Assets £25m in Assets – £6.5 million Raised in Tithes & Commerce £6.5 million Raised in Tithes & Commerce – £22 million 10,000-seater church Capital Project.£22 million 10,000-seater church Capital Project.
Unreported PhilanthropyUnreported Philanthropy
““Remittances constitute a transfer from relativelyRemittances constitute a transfer from relatively
richer to relatively poorer and often female-headedricher to relatively poorer and often female-headed
households…to a great extent, migration andhouseholds…to a great extent, migration and
remittances are part of a livelihood and povertyremittances are part of a livelihood and poverty
reduction strategy of the individual migrant and reduction strategy of the individual migrant and their families.”their families.”
Migrant Remittances & Microfinance in Africa – Cerstin Sander 2003Migrant Remittances & Microfinance in Africa – Cerstin Sander 2003
The Remittance MarketThe Remittance Market
Total Remittances to Developing World £80BNTotal Remittances to Developing World £80BN International Aid to Developing World £40BNInternational Aid to Developing World £40BN Total remittance Sub-Saharan Africa is £2.5BNTotal remittance Sub-Saharan Africa is £2.5BN Very Attractive Exchange RatesVery Attractive Exchange Rates High Volume Destinations - Nigeria and GhanaHigh Volume Destinations - Nigeria and Ghana Average Ghanaian Annual Remittance £650 and Average Ghanaian Annual Remittance £650 and
£9,000£9,000
Top Remittance Companies Top Remittance Companies
MoneyGram (4,000), Western Union (2,688), Other MoneyGram (4,000), Western Union (2,688), Other (14,000)(14,000)
Charitable Uses For Charitable Uses For RemittanceRemittance
ConsumptionConsumption School FeesSchool Fees Medical ExpensesMedical Expenses Land Purchase & DevelopmentLand Purchase & Development LivestockLivestock BuildingBuilding InvestmentsInvestments
The SectorsThe Sectors
SportSport MediaMedia Peers and PoliticiansPeers and Politicians BusinessBusiness MusicMusic Film, TV & TheatreFilm, TV & Theatre CateringCatering LegalLegal
Some Black Networks Some Black Networks Black EnterpriseBlack Enterprise The VoiceThe Voice Choice FMChoice FM 1990 - Trust Black Information Link1990 - Trust Black Information Link Black Professional NetworkBlack Professional Network Commission for Racial EqualityCommission for Racial Equality The Mayor’s OfficeThe Mayor’s Office
Black Policemen’s FederationBlack Policemen’s Federation Society for Black LawyersSociety for Black Lawyers Black BusinessBlack Business Black Professional NetworkBlack Professional Network The Scarman TrustThe Scarman Trust The Black Fundraisers’ NetworkThe Black Fundraisers’ Network
So What Does It All Mean?So What Does It All Mean? It’s still early daysIt’s still early days An emerging source of income An emerging source of income Black people becoming wealthy, famous, Black people becoming wealthy, famous,
influential and powerfulinfluential and powerful Some of that wealth (probably a greater Some of that wealth (probably a greater
proportion will be spent on philanthropy)proportion will be spent on philanthropy) Black people more in tune to giving as is Black people more in tune to giving as is
fundamental to their culturefundamental to their culture Black Voluntary sector needs to think Black Voluntary sector needs to think
about how it will tap wealthabout how it will tap wealth
What We NeedWhat We Need More Insight into the Black PoundMore Insight into the Black Pound
Clearer Understanding of the varied Ways Black Clearer Understanding of the varied Ways Black People GivePeople Give
More publicity for Black Major DonorsMore publicity for Black Major Donors
More Research into Mainstream Giving to Black More Research into Mainstream Giving to Black CharitiesCharities
More Research Into Black People Giving to More Research Into Black People Giving to MainstreamMainstream
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