v.7.3 philanthropy for us and international research - jb and mp
TRANSCRIPT
International Fundraising Analytics
Jason Briggs, Research & Prospect Manager, and Miryam Prasetyo, Prospect ResearcherThe University of Sheffield
Part 1 – Philanthropy for Us Reporta) Backgroundb) Construct c) Impactd) Critique
Part 2 – What have we learnt aboute) How to improve international
research?f) How to get analytics at the
heart of decision making?
Part 3 – Q & A
Part 1: Philanthropy For Us Report
1. Fundraising in the Far East, specifically Singapore, Hong Kong and China for 10 years - desire for enhanced results
2. Ad hoc international research - at the whims of senior intuition – piles!
Prompted fresh look at international strategy
Background
Our Question
‘Which countries, other than the UK or US, show the most amount of philanthropic potential for us ?’
Major donations as the target!
Coutts - Million Dollar Donor Report
BNP Paribas - Individual Philanthropy Index
Charities Aid Foundation - World Giving Index
Knight Frank - The Wealth Report
Big Mac Index
Barclays - Global Giving: The Culture of Philanthropy
Six Key International Reports
Issues – into the jungle
• Different presentations
• 70+ countries covered
• Difficult to compare
• Difficult to draw consistent conclusions
Issues – our internal data
• Consider findings with own internal data:
1. Where graduates live
2. Access to information
Create system to cohesively marry:
1) The findings of the reports2) Internal data
1) Report findings
2) Internal data
= Conclusions
for us
+
Objective
External Data1. Wealth Distribution
wealth of a country – UHNWI as indicator2. Philanthropic Tendencies
number and value of major donations made3. Gift Value
value of currency
Internal data4. Alumni Presence
total numbers of our graduates in each country5. Local University Presence
satellite campuses or partnerships in these countries6. Research Resources
subscription data visibility and language skills
Construct – Step 1: Six Categories
Construct – Step 2: Scoring System
Created a uniform coding system allowing information associated with each country to be easily compared
1. Sort data into categories
2. Line up the categories for each country
3. Line up all countries
CountriesData
Priority
Step 2: Scoring System
External Data Internal Data
PFU Score
1. WD (Wealth Distribution)
2. PT (Philanthropic Tendencies)
3. GV (Gift Value)
4. AP (Alumni Presence)
5. LP (Local Presence)
6. RR (Research Resources)
. . .
483%
91%
16%
Low
146,520
No
Yes
24% Less than 27
$0
72.7%
4%
-12%
41%
0
High
-68.8%
69% 1,173
$16,920,000,000
* Values show the minimum and maximum range across all countries
Yes
No
Step 2: Scoring System
External Data Internal Data PFU Score
1. WD (Wealth Distribution)
2. PT (Philanthropic Tendencies)
3. GV (Gift Value)
4. AP (Alumni Presence)
5. LP (Local Presence)
6. RR (Research Resources)
WD Score
PT Score
GV Score
AP Score
LP Score
RR Score
A-F A-F A-F A-F A-F A-F
x3 x3 x2 x1 x1 x1
5-0 pts 5-0 pts 5-0 pts 5-0 pts 5-0 pts 5-0 pts
15-0 pts 15-0 pts 10-0 pts 5-0 pts 5-0 pts 5-0 pts
PFU score for each country is the sum total of all weighted category scores for that country:PFU Score = WD Score + PT Score + GV Score + AP Score + LP Score + RR ScoreMaximum PFU score = 15 pts + 15 pts + 10 pts + 5 pts + 5 pts + 5 pts = 55 pts
Step 2: Scoring System
Step 2: Scoring System
PFUScore
0
PFUScore55
The higher the PFU Score,the higher the philanthropic potential for Sheffield!
min –
– max
Example, Indonesia
Metrics Rating Points Weighting Total
1 Wealth Distribution F 0 x3 0
2 Philanthropic Tendencies A 5 x3 15
3 Gift Value F 0 x2 0
4 Alumni Presence C 3 x1 3
5 Local TUOS Presence D 2 x1 2
6 Research Resources D 2 x1 2
PFU Score =22
(out of 55)
Step 2: Scoring System
Step 3: Final Product – PFU Ranking
*Macro view
Detail on ‘2. Philanthropic Tendencies’
Step 3: Final Product – PFU Ranking
*Micro view
Impact
• micro and macro analysis
Results
This created our own joint Top 5
Position Country PFU Score
1st Sweden 412nd Ireland, Netherlands, Canada,
Australia39
3rd Denmark, Switzerland 374th UAE, Israel, New Zealand 365th Austria 35
Comments on Results• Ireland – joint 2nd PFU
ranking, English speaking, calling campaign started
• Mainland Europe – clear indicators, Sweden #1, Netherlands #2, Switzerland #3 etc
Comments on ResultsFar East
• Singapore 0% of their $1m donations go overseas, 26th PFU ranking.
• China, only 1% of $1m donations go overseas, 47th PFU ranking
• Hong Kong only 5% of $1m go overseas. However, emphasis on Higher Education, 7th PFU ranking. Exception.
Cultural differences?
• Senior Management Team decision
Comments on Results
Consequence• Recruited Arabic speaking
researcher• Zakat (2.5% each year –
unique!)
GCC (Gulf Cooperation Council ) Countries • Massive 95% of their $1m donations
to overseas projects, Higher Education is a preferred cause
• UAE contributed 80% of this total, coming joint 4th in our PFU ranking.
Decision • Senior Management Team
1. Reallocation of resources - closer look at GCC
2. Recruited 1 day week worker who can speak Arabic to research
3. Discovered encouraging cultural information - Zakat
Other impact
Data-led strategy • Not a coffee table report, real insight, real
decisions!• Positive analytical culture
Critique
Positives
Challenges
Critique – Challenges
• Gaps in data
• Subjective score boundaries
PercentPercentile
• What to do about expats?
• Emphasis on external data
Critique – Challenges
Critique – Positives
• Clarity – allows for a range of information to be easily compared
• Easy to use for many usersm.michael-weidemann.com https://www.timeshighereducation.com/news/uk-better-competitors-international-student-satisfaction-
report-finds
• Contemporary – uses latest reports
• Easy to update
Critique – Positives
The Future!
Include a greater number of reports to mitigate gaps in data
Decide on more objective grade boundaries for scoring
Part 2: What have we learnt?
a)How to improve international research?
b)How to get analytics at the heart of decision making?
Part 2: What have we learnt?
How to improve international research
1. Do not try to be omniscient! • Doing international research is
high risk: • Takes a lot more time • Results ‘patchy’…because of language and cultural gulf!
• Why try?
International students• £3,000 per year (same as
most research resources), 1 day a week
• More efficient• Quality results!
How to improve international research
2. Record everything!• Get systems in place
to record your work
• Can asses samples on how each country is doing
• Helps secure investment – as can prove accurate deadlines
How to improve international research
3. Set rules
• International research is very varied because the world is very varied.
• Set rules to help consistency for ‘top level’ reporting
Gift Capacity• same formula• same currency
Translating• Key paragraphs• Names
a)How to improve international research?
b)How to get analytics at the heart of decision making?
Part 2: What have we learnt?
How to get analytics at the heart of decision making?
1. Take initiative – Have confidence! • Don’t wait around• Counter historical habits • We are best placed to
do this!• Senior management
response, very happy!
How to get analytics at the heart of decision making?
2. To be thorough• One or two shots at
proving analytics is the way to make decisions!?
• Thorough enough to withstand ‘intuition addicts’• And facilitate
conclusive decisions
Reduces risk of reallocation
How to get analytics at the heart of decision making?
3. Be inclusive
Real impact only occurs where everyone commits to the decisions!
• How to reduce commitment issues?
• Avoid closed door decision making• Include everyone in the
analytics process. • Ask staff for
metrics/opinion • Be open to changes
• Result• Secures a shared sense of
ownership - 100% commitment
• Higher impact
4. Brand analytics projects!• Try naming your projects
to gain more gravitas• It makes it real and more
attractive somehow, gains its own personality
How to get analytics at the heart of decision making?
Prospect Research Institute
‘10 Steps to Deliver on International Prospecting’
http://www.prospectresearchinstitute.org/10-steps-deliver-international-prospecting/
Conclusion - Philanthropy for You
• Invite you to think - what would your PFU score be?
GIFT!• Easily transferred to other
decisions too, like;
• Where best to recruit our international students?
• Where best to do a calling campaign?
In summary, the approach is not infallible of course, it is just the beginning of a much better way of making decisions:
Data led decisions, not intuition led decisions!
Conclusion - Philanthropy for You