Mobilise for change

3 Days 220 Delegates 36 Countries

1 Goal

61% of the world’s population

6.92 million cancer cases annually – 49% of all cancers diagnosed worldwide

4.56 million deaths each year –

56% of all deaths worldwide

13.84 million cancer cases diagnosed

9.12 million deaths

By 2020 there will be 8.6 million new cancers

diagnosed in this region

Mobilise for change

Charity runs

Relay For Life

Dragon Boating

Global collaboration opportunities

World Cancer Day (February) World No Tobacco Day (May) Pink Ribbon (October)

Tips for successful fundraising

1. Set a target 2. Know your mission 3. Know your community 4. Share your story 5. Make the ask personal 6. Follow up 7. Say ‘Thank you’

Gallup 2015 Civic Engagement Index

Gallup 2015 Civic Engagement Index

Gallup 2015 Civic Engagement Index

Gallup 2015 Civic Engagement Index

Gallup 2015 Civic Engagement Index

Top 10 non-profits on the web UNICEF (6M Facebook likes)

Human Rights Watch (2.1M Facebook likes)

Museum of Modern Art (1.9M Facebook likes)

Human Rights Campaign (2.3M Facebook likes)

Do Something (2.2M Facebook likes)

ACLU (668,000 Facebook likes)

Doctors Without Borders (1.2M Facebook likes)

Kiva (281,000 Facebook likes)

Rotary Foundation (425,000 Facebook likes)

Sierra Club (521,000 Facebook likes)

Donor Development campaigns Direct Mail

• Appeals - 4 x ‘warm’ campaigns per year (Mar, May, Aug, Nov)

– 2 ‘major’ appeals at Tax and Christmas time

– 2 ‘shoulder’ appeals in March and Aug

• Acquisitions – ‘cold’ mailings (to attract ‘new’ donors)

– Using rented mailing lists/swaps and coops

– Use of ‘premium’ mailing packs ie. Inclusion of small ‘gifts’ like address labels etc

• Donor Care – 2 x per year – January and July

– A thank you communication and ‘where their money is going’

– No direct $ asks, but it still raises funds

Supporter Survey - Normally sent once per year (mainly used to engage with bequestors or potential bequestors)

Donor Development campaigns • Gift in Memory - Donations made in memory of a person lost to cancer (eg. in lieu of flowers at funerals)

• Let’s Celebrate - Donations in lieu of gifts for birthdays/weddings etc

• Telemarketing Campaigns - Conversion, Upgrade from an ‘appeal’ donor to a ‘regular giver’

• Regular Giving Program (Breakthrough supporters) F2F, D2D, Online, DM Acquired, Telemarketing (5000 RGS)

• Bequests Program

Mail packs – Warm appeals • Compelling case study

• Letter from CEO

• ‘Lifts’ targeting both heart (person’s cancer journey) and head (research CCQ is funding that is relevant to case study)

• ‘Ask’ value based on previous donation history.

• Personalised text throughout – eg. referencing the date they last donated etc.

Mail packs - Acquisition • Compelling case study

• Letter from CEO

• ‘Lifts’ targeting both heart (person’s cancer journey) and head (research CCQ is funding that is relevant to case study)

• ‘Gifts’ to entice donation – eg. Address labels, shopping bag, notepads

Online campaigns supporting appeals

Videos & teleconferences to support - Links to video included in EDMs and Facebook posts - Teleconference – interview with researcher and Jeff Dunn

https://www.youtube.com/watch?v=cdQzSHF-2vw

Creating good ‘customer’ experiences

• In order for us to achieve these goals we need to: 1. Show the value/impact of our mission (Donor care)

2. Provide exceptional donor experience/customer service

3. Focus our message on the donor (ie. look what you have helped us achieve vs look what we have done)

Importance of good donor experience! - Always aim to show the value/impact of our mission (Donor

care)

- Provide exceptional donor experience/customer service through all communications

- Focus our message on the donor (ie. look what you have helped us achieve vs look what we have done)

Thank you is such a strong word!

We thank our wonderful supporters via….

• Thank you letter/receipt (within 24 hours)

• Thank you phone call (to those we have phone numbers for..)

• Handwritten notes/personalising communication wherever possible

Retaining donors – why so important?

• Competition in the marketplace – so many charities are vying for the same donors!

• Costs to acquire new donors vs retain existing donors • There will always be ‘natural’ attrition, but we aim to

reduce the number of donors we lose due to other reasons

Post campaigns

To help continually improve it’s important to: • Measure/report on return on investment • Did you achieve your target/budget • Compare Year on Year values or weekly if you have the

data. Also important to ‘know your donor’ • Demographics – how old are they? Mostly male or

female? What are their giving behaviours?

Breakthrough Initiatives 2016

• Value Exchange • Digital Survey

The Bequest Conversation The ‘D’ Word

Gifts in Wills are a beautiful way to keep giving to a charity after death.

It is a lasting and a final legacy of a committed supporter

A gift to a charity in a Will is the highest honour a charity can receive.

CCQ raised 7.8 Million dollars in 2015 from gifts in Wills

Relay For Life

• Since1996, the American Cancer Society’s signature activity has become a global movement.

• Global Relay For Life® (GRFL) events are now held in more than 20 countries worldwide.

• Through Global Relay For Life, survivors are given the spotlight to show that there is life after diagnosis.

• These “Global Heroes of Hope” inspire other community members who have been touched by cancer.

• They are a testament to the progress that has been made in the fight against cancer and are changing the face of survivorship worldwide.

• The events are community driven, which is key to the success of Relay.

Questions??

Donor Development programs

Incidence Mortality Sex Cancer Number % Cancer Number % Persons Lung 1,059,866 15% Lung 946,680 21%

Stomach 702,767 10% Liver 569,401 12% Breast 670,260 10% Stomach 528,782 12% Colorectum 626,718 9% Colorectum 337,503 7% Liver 597,149 9% Oesophagus 300,386 7% All cancers excl. non-melanoma skin cancer

6,918,487 100% All cancers excl. non-melanoma skin cancer

4,559,209 100%

Men Lung 751,080 20% Lung 675,104 25% Stomach 482,147 13% Liver 409,399 15% Liver 432,574 11% Stomach 354,174 13% Colorectum 358,235 9% Oesophagus 209,184 8% Oesophagus 241,496 6% Colorectum 188,196 7% All cancers excl. non-melanoma skin cancer

3,780,892 100% All cancers excl. non-melanoma skin cancer

2,722,017 100%

Women Breast 670,260 21% Lung 271,576 15% Lung 308,786 10% Breast 235,342 13% Cervix uteri 287,018 9% Stomach 174,608 10% Colorectum 268,483 9% Liver 160,002 9% Stomach 220,620 7% Colorectum 149,307 8% All cancers excl. non-melanoma skin cancer

3,137,595 100% All cancers excl. non-melanoma skin cancer

1,837,192 100%

LEADING CANCER DIAGNOSES AND DEATHS IN THE ASIA-PACIFIC REGION (2012)