INTRODUCING

DMI

Downes Murray International (DMI) isSouth Africa’s leading fundraising and donor

communications agency, with a trackrecord spanning more than 30 years.

Since its origin within an advertising agency in the late '50 s, DMI has provided fundraising

expertise to not-for-profit organisationsand continues to do so - passionately

and purposefully.

We’re proud to work with worthy causesacross numerous sectors as their trusted

partner in fundraising and donor stewardship .

Email: info@dmi.co.za * www.dmi.co.zaTelephone 031 584 5000 * Fax 031 584 5005 P O Box 394, Gillitts, 3603.Block A, Ground Floor, The Brook, 2 Old Main Road, Gillitts.

Increased income and donor retention, diversefunding sources, engaged supporters, better channelintegration, best practice stewardship ... these are thetrue measures of fundraising success that DMI helpsits non-profit clients to achieve.

From digital fundraising, strategic planning andcompelling content creation to telephonefundraising, bequest promotion, databasemanagement – and everything in between – DMIunderstands the science and heart of fundraising.

We are inspired by our clients and believewholeheartedly in their missions.

Talk to us about your vision and how we cansupport it – we’d love to hear from you.

YOUR PARTNER INFUNDRAISING SUCCESS

FUNDRAISING IS

SCIENCEBECAUSE

HOW WEWORK

COMMITMENTCO-OPERATION

CONSENSUS

In whichever way DMI might be of service toyou, our experience proves that successdepends on three factors: consensus,commitment and co-operation.

The relationship between DMI and its clients isan open, honest partnership; ultimately,success or failure belongs to both of us.

Like other professionals, DMI chargesstandard fees for the services and materials itprovides. In observance of the Southern AfricaInstitute of Fundraising (SAIF) Code of Ethics,DMI does not enter into commission-basedagreements.

We view all donations to our clients as privatetransactions between donor and organisation,and have no contact whatsoever with anymoney raised.

WHY WORKWITH DMI?

OBJECTIVITY

SUSTAINABILITYFOCUS

Exclusive fundraising and donor focusWe’re 100% fundraising-focused, withdecades of experience and success to proveit. Working with DMI means having the benefitof a full team – including specialists in variousareas of fundraising – to support all aspects ofyour programme.

Objectivity and comparative advantageOften, DMI can see an organisation’s situationmore clearly than those involved on a dailybasis. This objectivity is valuable as it helps usto identify opportunities and strategies thathave worked for organisations with similarprofiles to yours.

Sustainability and saving timeCharities that work with DMI free up significanttime to pursue other sources of funding andto attend to donor nurturing: keys to building adiverse, sustainable fundraising programme.

DMIEXPERTISE

FULL SPECTRUM

SERVICES

• Feasibility studies• Consultancy services• Direct mail fundraising• Newsletters• Donor stewardship programmes• Online fundraising• Fundraising audits• Total development guidance• Website design• Capital campaigns• Major gifts drives• Church stewardship• Educational fundraising• Bequest promotion• Executive staff selection and training• Volunteer training• Creative and production services• Data file management• Strategic planning• Training• Telephone fundraising• Cause-related marketing

THE CONSULTANCYSERVICE

Our consultancy service can help you to:* Recognise the specific areas of your fundraising needs;* Identify the potential of your constituencies to meet those needs;* Implement a tailor-made programme to raise funds, using your own team;* Train those who are involved in fundraising;* Monitor your programme;* Select and train executive staff;* Put in place systems which will take you into the future.

For this role, like any other professionalagency, we sell our time on an hourly basis tocover both expertise and hands-on work. Feesare based on estimates of time and theservices of DMI staff whose expertise may berequired. If travel and accommodation arenecessary, these will be included in the fees.

Consultancy services typically see senior DMIstaff members fulfilling the role of guides andmentors to the organisation over a pre-agreedperiod. This time is managed through acombination of face-to-face appointments,email and telephonic communication.

DIRECT MAIL, PRINT, ARTWORK, DESIGN,

COPYWRITING

Direct mail, print, media production materials,artwork, design and copywriting are DMIspecialities and are separately budgetedaround the time they are required.

These items require individual costing, andthese costs, together with any computer listmanagement services, would be co-ordinatedby DMI on a pre-quoted basis.

DESIGN

LASER PERSONALISATION

PRINTING

LIST MANAGEMENT

MEDIA PRODUCTION

ART

Copywriting

FEASIBILITY ANDPLANNING STUDY

Before any advice can be given, it is essentialto understand the organisation’s presentsituation, the prevailing fundraising climateand the opinions and attitudes of key peoplewithin the organisation and its constituencies.

The feasibility and planning study offers sharpinsight into many factors influencing yourfundraising programme, now and in the future.

Its real value lies in that:* It reveals any proposed programme’s chances of success, based upon the strengths of the organisation and its case for support. It also provides objective, professional insight into how best to build upon these strengths, and overcome any weaknesses.

* It provides a comprehensive plan for moving forward, either with a proposed programme, or with an alternative programme that more closely matches the organisation’s current needs and potential.

FEASIBILITY ANDPLANNING STUDY

(CONTINUED)

* It encourages constituent support for your organisation and the proposed plans by involving key individuals at an early stage. The process by which the study is conducted - with its resulting recommendations - helps to build confidence in the programme by pointing your organisation in the right direction.

* A feasibility and planning study can be carried out in general terms for any organisation, and also in project terms; for example, before embarking upon a large capital campaign, in which case it is essential.

In brief, a feasibility and planning study will:• Test the needs • Find the appeal leadership potential• Find the support • Establish targets• Identify who will give • Identify who will work, and • Produce a plan of action.

'Donors don’t give to institutions. They investin ideas and people in whom they believe.'

G.T. Smith

FUNDRAISINGAUDIT

Fundraising audits are provided for non-profitorganisations that are already well establishedin the field of fundraising, but want anobjective review of their programme and itseffectiveness.

The audit involves an assessment of theorganisation’s fundraising activities, analysis ofresults, examination of future directions andrecommendations for future activities.

Offered as a short-term service, thefundraising audit can lead to improvements orrefinements where a solid fundraisingprogramme already exists; and it can alsointroduce new ideas to help realise morepotential opportunities for funding.

The audit is useful in the measurement ofexisting methods, and as a means of stayingup-to-date and competitive with otherorganisations all seeking the charitable Rand.

INTEGRATEIMPROVEINNOVATE

DIRECT MAILFUNDRAISING

With vast experience in direct mail, DMI has atone time or another guided almost everymajor direct mail fundraising programme inSouth Africa.

Statistical information built up over the years,together with constant testing of new ideasand mailing lists, gives us the edge. Our directmail campaigns aimed at both local andoverseas donor markets bring in fundingtotalling over R65 million each year.

Our media services department provides fullcreative strategy, expert list selection,copywriting, artwork and design, plus co-ordination of print and production through toactual mailing.

In addition, we can provide acknowledgementand thanking systems, and training for youradministrative staff in the handling of a directmail programme.

ONLINE FUNDRAISINGAND WEBSITE DESIGN

Our creative department offers a full service –from website design and website hosting – toonline fundraising campaigns, managing youronline donor database and creatingpromotional campaigns to drive potentialdonors to your website.

Experience has proved that the bestfundraising programme is a fully integratedprogramme, encompassing offline and online- including social media.

The websites of non-profits must be speciallytailored for fundraising purposes. Without this,they fail to generate income and expand the

organisation's support base.

CAPITAL CAMPAIGNS

In the life of every organisation, the occasionalcapital need will present itself – a need thatwill only be met by a ‘one-off’ capitalfundraising campaign to raise enough moneyto meet this purpose.

Provided that a feasibility and planning studyshows that the capital need is understood andseen as urgent by the client’s constituency,and that the leadership, workforce and donorpotential all exist, DMI can direct your capitalappeal.

Depending on the circumstances, DMI canprovide full or part-time counselling in allaspects of a capital campaign – includingdrawing up the case for support, listingprospects, finding appeal leadership, settingtargets, as well as coaching and directing theappeal committee.

At the end of the campaign we counsel ourclients during the pledge fulfilment period andmop-up activities, and examine directions forongoing fundraising opportunities.

MAJOR GIFTS DRIVES

A major gifts drive lies between your regularbudget fundraising and a capital campaign.Usually, it’s a programme aimed at raisingamounts of R500 000 or less for a specificproject, or to provide an expensive piece ofequipment or facility.

Although a major gifts drive is similar to acapital appeal, it differs from it in that thetarget amount is almost always raised fromless than 100 gifts.

Unlike a capital campaign, a major gifts drivecan continue from year to year, as newprojects or needs are identified. Almost acapital campaign in miniature, a major giftsdrive also needs professional guidance andthe involvement of top volunteers.

In good times and bad, we know thatpeople give because you meet needs,

not because you have needs.-Kay Sprinkel Grace

CHURCHSTEWARDSHIP

In the area of church stewardship, DMI canoffer special techniques which eliminate muchof the face-to-face calling of the past.

Phenomenal successes in this country haveresulted in increases of up to 300 percentover previous giving, without any drop inSunday plate income.

Already operating in churches across the fullspectrum – from upper income to under-resourced – this effective method ofrevitalising existing church stewardship orintroducing it for the first time, is available tosuit the requirements of all religious groups.

'People don't buy what you do; theybuy why you do it. And what you do

simply proves what you believe.'Simon Sinek

BEQUESTPROMOTION

Experts in the fundraising field believe thatbequests will account for over one-third of allfundraising income in the future.

DMI can help your organisation to set up abequest promotion programme, and at thesame time, show you a unique opportunity togive something in return for donor loyalty overthe years.

We begin with an intensive stage during whicha bequest officer is selected and trained,bequest literature written, prospects identifiedand contacted, and administrative systemsput in place.

The ‘follow-on’ maintains the programme andadds extra dimensions including activities forcommitted donors and the introduction of aBequest Society.

Already successfully in place for several DMIclients, this programme often takes threeyears to bear first fruit, and from then on canprovide a significant portion of your income,which becomes measurable in advance.

CAUSE-RELATEDMARKETING (CRM)

Although relatively new to South Africa, CRMis destined to become a major part of thefundraising mix for non-profits. It is a strategicalliance between a commercial enterprise anda cause, for mutual benefit.

Well-managed CRM programmes can lead tomany positive benefits for both partners. Forthe charity, these include heightened brandawareness, increased cause promotionopportunities, cultivation of new donors andfinancial benefit. For the brand or businesspartner, benefits range from increased salesto emotional engagement of consumers andthe enhancement of brand loyalty.

DMI is able to identify potential partners,negotiate the terms and conditions of theagreement, and manage the campaign fromplanning through to implementation,execution and exit. This is handled on aconsultancy basis with ongoing liaisonbetween DMI, the brand and the charity.