donations. evolving landscape, renewing optimism philanthropic trends caisap conference

DONATIONS

Evolving landscape,renewing optimism

Philanthropic Trends CAISAP Conference

The base statisticssector snapshot

overall giving

individual giving

Many organizations

60,000

85,000

50,000

55,000

60,000

65,000

70,000

75,000

80,000

85,000

90,000

1989

1990

1991

1992

1993

1994

1995

1996

1997

1998

1999

2000

2001

2002

2003

2004

2005

2006

2007

2008

2009

the base statisticssector snapshot

2-year decline in giving…

the base statisticsoverall giving

0

2

4

6

8

10

12

1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009

Giv

ing i

n $

bil

lions

0

2

4

6

8

10

12

Individuals Corporations Foundations Total

…including individuals…

the base statisticsindividual giving

$-

$1.00

$2.00

$3.00

$4.00

$5.00

$6.00

$7.00

$8.00

$9.00

$10.00

1991 1992 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009

Charitable donations by Canadians ($ billions)

…and now % giving down slightly too.

$0

$250

$500

$750

$1,000

$1,250

$1,500

0%

5%

10%

15%

20%

25%

30%

35%

40%

Avg. Donation % of Filers

the base statisticsindividual giving

The landscape evolvesdonor confidence

demographics

technology

accountability

competition

Renewed donor confidence…

The generations are shifting…

1971-2030

the landscape evolvesdemographics

…with more complexity…

Source: FDU Magazinethe landscape evolvesdemographics

…and diversityVisible Minorities in Canada

0% 10% 20% 30% 40% 50% 60% 70%

Halifax

Saskatoon

Winnipeg

Montreal

Ottawa

Calgary

Vancouver

Toronto

Canada

2006 (Actual)

2031 (Projected)

Source: Statistics Canada

the landscape evolvesdemographics

Just a few new tech choices…

the landscape evolvestechnology

…more accountability than ever…

• Increased scrutiny of donors and ‘public’• Demand for ‘fiscal accountability’

– Governance renewal and reaffirmation

• Imagine Canada’s Standards Initiative• More scrutiny re cost per dollar raised, but

also more understanding of what it takes to be successful

• CRA Guidance

the landscape evolvesaccountability

…and more sophisticated competition

Increased number of charities

Increased sophistication of profession

Increased needs and

demands for funds

Dramatically increased competition for ‘mind-share’:– Public goodwill and

profile

– Alumni and new students/families

– Parents/past parents/grandparents

– Faculty/Staff

=+

+

the landscape evolvescompetition

Generating renewalalignment & collaboration

engagement & impact

diversification

leadership development

More we work together…• Alignment of Board(s)

– To the strategic priorities of the School– To the Advancement function and priority work of the

Head– To defining the philanthropic agenda– To embracing their philanthropic leadership position

• Alignment of Faculty/Staff– With a philanthropic culture– With Advancement expectations– With ethic of engagement among departments

(Admissions, Bursar, House Parents, and Advisors)

generating renewalalignment & collaboration

…more effective we will be

• Much more collaboration than ever before

• Creating caring alumni

• Embracing and advancing a culture of School excellence

generating renewalalignment & collaboration

Reaching your ‘traditional’ groups

• Deepening relationships with donors and volunteers• Developing engagement strategies for donors and

prospects for the long haul– Keeping the conversation going with potential donors– Using a customer management model while remaining

authentic• Same holds true for volunteers

– Looking for ways to keep them engaged over long periods of time

– Concept of maintaining “mindshare”

generating renewalengagement & impact

Defined audiences, new strategies

• Engaging donor groups in the vision of the School– Presenting “today’s School” to older alumni– Thinking of School beyond tuition costs for parents– Defining capacity, interest and intent– “Re-engagement” strategies take time/patience– Consider “lifetime” relationship of parents –

present and future– Realistic expectations of international $$

• Younger generation– New technology– Four generations in the workplace


Moving beyond just alumni/parent ‘connections’…

How are you currently using volunteers in fundraising?

0.0%

10.0%

20.0%

30.0%

40.0%

50.0%

60.0%

70.0%

80.0%

90.0%

100.0%

Identifyingprospects

Openingdoors toprospects

Prospectivedonor

cultivation

Solicitationactivities

Stewardshipactivities

Other

Snapshot: 2010 KCI client poll


…with customized approaches…

• No “one size fits all” when it comes to involving alumni and parents– Dependent on your School’s stage of development– Using peer pressure to advantage– Parents/alumni can train their peers

• Regardless of stage, role clarity is critical– Clearly understand and communicate role you want them

to play at recruitment stage

• Measuring performance of volunteers (scorecards)• Ultimately, ideal is a ‘partnership model’


…including in campaigns• Flatter volunteer structures

– Executive Committee/Cabinet model– Case Component model

• To Chair or not to Chair?– No Chair model– Co-Chair model– Revolving Co-Chair model

• Increased Board involvement– No longer just downloaded to campaign volunteers

• Fewer meetings, more one-on-one


All eggs…one basket… bad idea

• Recession showed us value of diversification– Top performers consistently had diversity of fundraising

activities

• Diversification of fundraising programs to address all 4 generations

• Strategic retooling and tactical facelift of programs• Aging Boomers (A,P,PP,GP,F/S,PF/PS) bodes well

for charitable giving– Now is the time to build planned giving programs

• Concept of donor equity evolving

generating renewaldiversification

Technology: new tools in the toolbox…

Are you using any of the following in your fundraising strategies?

0.0%

10.0%

20.0%

30.0%

40.0%

50.0%

60.0%

70.0%

Text messagedonations

Facebook Twitter Youtube Other



Technology: new tools in the toolbox…

• Facebook and Twitter– used to mobilize groups and spread messages– Utility as fundraising tool not yet proven

• Mobile philanthropy growing– Gifts made via mobile philanthropy to Haiti demonstrate

the power of this vehicle– Organizations now using iPhone and Blackberry

applications to enable “point of sale” donations• Sector grappling with how best to make it work• First things first

– Focus on enhancing your web presence, email quality, and enabling more donor control


…with impact across three key areas

Data ManagementProspect identification Appeal segmentation Performance analysis

CommunicationsBroader engagementCustomize messagesFoster collaboration

FundraisingShift from ‘donate now’

to ‘fundraise now’


Tech questions to ask• What are you trying to achieve?

• What is the capacity of the tools?

• Are you willing to resource (money and human)?

• If on a limited budget, what are you willing to drop?


Looming ‘leadership gap’…

• Capacity of organization limited by capacity of the people in the organization

• Shifting demographics mean need to focus on talent management and leadership development– Aging Boomers retiring– Entrance of new generations into the workforce– “Cross-pollination” seen as healthy

• Succession planning is precursor to good leadership and key to talent management– At all levels of the organization– In consultation with senior management and involving the staff

under consideration– Open and transparent

generating renewalleadership development

…and the importance of ‘both Qs.’

IQ• Intellect• ‘Threshold’

capability for executives

• Cannot be learned

• Can be reinforced

EQ• Personal

capabilities or competencies

• Typifies outstanding leaders

• Can be learned• Not nice to

have… but need to have


…and the importance of ‘both Qs.’

IQ• Intellect• ‘Threshold’

capability for executives

• Cannot be learned

• Can be reinforced

EQ• Personal

capabilities or competencies

• Typifies outstanding leaders

• Can be learned• Not nice to

have… but need to have

Hire for EQ, not just IQ…

Hire for leadership potential, not

just tactical skill.


What does it mean for you?

Journey of a thousand miles…

• Opportunities– Defining the philanthropic agenda (Board & School)– Building internal champions for advancement– Presenting “today’s School and its future” to older stakeholders (A,PP,GP,PF/PS)– Planned Giving geared to demographics

• Challenges– Setting realistic expectations– Mining the database– Competition/positioning– Institutional cultural and thinking shift required in considering development and MG FR

as School priorities particularly as it relates to “asking” and raising giving sights– Raising giving participation levels among parents and alumni– Robust MG pipeline development– Resisting “just in time” cultivation and solicitation pressures from Boards– Engaging Foundation Board in fundraising activities


what does it mean for you?

Journey of a thousand miles…

• ‘Minimum requirements’ remain– Sharp, relevant case for giving– Respect for donors individually– Flexibility in giving options– Patience with extended timelines for cultivation and

decision-making

• In 2011 ALL organizations must:– Revisit strategic and operational plans– Conduct a prospect audit– Get out there


Slow and steady

• Not a matter of abandoning long held fundraising principles

• Adopt an orientation of openness to emerging opportunities

• Take a thoughtful look at how they fit in organizational realities

• Plan the integration of tools and techniques• Develop structures and strategies to maximize

strength and capitalize on new opportunities


donations. evolving landscape, renewing optimism philanthropic trends caisap conference

Documents

year average

evolving landscape

gdp growth