danielle m. roy and jean-yves samson

BIENVENUE • WELCOMEKEY TOOLS FOR FINANCIAL SUCCESS

Montréal Networking Forum

Paris, Thursday, April 7th, 2011

WELCOME WORDS

• Danielle M Roy, DRCE, Montréal

http://www.drce.ca

• Jean-Yves Samson, Philanthrôpia, Paris

PANNELISTS

http://www.philanthropia.net

AGENDA

FINANCING CAMPAIGN

STEPS OF FINANCING CAMPAIGN PREPARATION• Critical Success Factor and Readiness Assessment• Strategy Development• Feasibility Study

CRITICAL SUCCESS FACTORS& READINESS ASSESSMENT

• Dedicated Financing unit with adequate resources• financial and human• volunteers/ambassadors

• “Case for support” rooted in Organization mission

• Strong, committed leadership

• Strong public image

• Network of potential partners

STEPS OF FINANCING DEVELOPMENT

Feasibility Study

Test of concept with internal and external stake holders

Test of potentialamong prospective partners and/or

donors

Strategic planning

Solicitation and communication

Development of donor and partner loyalty and ongoing giving

Case for supportTarget

Campaign

Strategy Development

STEP 1 : STRATEGY DEVELOPMENT

Strategy Development

• Rationale for this step: • Identification of strategic directions• 5-year mission and vision• Mobilise a leadership team• Identification of campaign projects

• Methodology • Pilot project committee• Communication strategy

(internal and external)• Case for support

STEP 2: FEASIBILITY STUDYTest of Concept

• Methodology• 5 to 7 experts in association financing and

the organization’s field of activity• Presentation of project and strategy• Qualitative interviews

• Results• Campaign Projects Assessment• Assessment of ability to raise funds• Strategic recommendations for a fundraising

campaign

Feasibility Study

STEP 2: FEASIBILITY STUDYTest of potential

• Methodology• 100 to 120 prospects in order to get

20 to 25 interviews • Target : actual and prospective partners –

selection based on market research study• Prospect Research

• Results• Financial Target• Network of potential partners• Some major partners are interested

Feasibility Study

INTERNATIONAL CONGRESS FINANCING

• Revenues generated by conferences and international congresses• Elaborating a sponsorship program

SOURCES OF REVENUES GENERATED BY CONFERENCES AND

INTERNATIONAL CONGRESSES

• Registration• Exhibition sales• Advertising• Sponsorship• Grants

WHY DO YOU NEED A SPONSORSHIP PROGRAM?

• The success of an event, no matter what it is, depends on solid and adequate financing.

• A structured approach is essential to the success of promotional efforts made towards hundreds of companies and organizations throughout the world.

• Solicitation on a continuous basis+ Enormous amount of follow-ups= A specialized team dedicated to reachingpredetermined monetary objectives

THE SPONSORSHIP PROGRAM CONTENTSDEVELOPING A SALES AND PROMOTIONAL DOCUMENT

• Official letters of support• Committees • Program Overview• Invited Speakers• Attendance profile and demographics• Not-to-be-missed activities• Destination• General Information (Accommodation, travel info)• And……

THE SPONSORSHIP PROGRAM CONTENTSDETAILING PROPOSED VISIBILITY

• Determine traditional key options

• Identify new potential opportunities

• Determine visibility benefits

THE SPONSORSHIP PROGRAM DESIGN

PERCEPTION IS KEY. You need to convince your sponsors that they will get their money’s worth. How?

• Strong and attractive design• Professional look and layout• Solid contents• Easy-to-get information• Great destination• Highlight the event’s best selling points

KICK-OFF ANDSTRATEGIC PLANNING

• Congress history

• General orientations: targets and history

• Future and past events (comparatives)

• Development of the sponsorship program

• Financial target

KICK-OFF ANDSTRATEGIC PLANNING

• Congress history

• General orientations: targets and history

• Future and past events (comparatives)

• Development of the sponsorship program

• Financial target

SALES AND MARKETINGCYCLES*

• Development/Improvements to the list of potential sponsors, exhibitors and advertisers

• Centralized information on a secured database

• Sponsorship Marketing (mix marketing)

• Participation in targeted events* for sales and promotion purposes

• Sales of sponsorships, advertising and exhibit spaces (negotiations)

• Administrative follow-up* Awareness Campaigns

THE SPONSORSHIP MARKETING TEAM

SALES AND MARKETING FLOW CHART FOR SPONSORSHIP, EXHIBITION AND ADVERTISING SALES

FINANCING CAMPAIGN

IMPLEMENTATION

• Private Financing Development Planning & Implementation• International Prospect Research

STEP 3: FINANCING CAMPAIGN IMPLEMENTATION

Strategy Development • Strategic planning: solicitation plan,

communication plan, budgets• Establishment of teams (campaign office)• Recruitment of campaign committee:

top priority partners• Establishment of campaign steering committee• Establish internal and external

communication plans• Realization of solicitations• Development of partner loyalty

Feasibility Study

Campaign

March 2010

INTERNATIONAL PROSPECT RESEARCH• Objective: acquire funding for your organization’s projects and

operations.

• Forging Partnerships with International Corporate Funders• Partnership is the key word – The days of “simply writing

cheques” are long gone!• Long-term relationship building – the quid pro quo• Timelines and agendas in alignment (partnership building

takes time and dedication)

• The Starting Point: Alignment of interests• What is your mandate? • Who targets similar/compatible activities? • Who are the competitors?

INTERNATIONAL FINANCING (CONT'D)• Identification of Prospective Partners: Elements of Prospect

Research• High-level Compatibility – Identify companies by

development sector (e.g., health, environment, education, etc.).

• Geographic targeting – Identify regions where companies have subsidiaries.

• Focused Compatibility – Identify specific types of projects supported by corporate subsidiaries.

• Identification of Partnership or Grant-making criteria.

INTERNATIONAL FINANCING (CONT'D)

• Sources of Information & Research Methodology • Google is your best friend!• Who are the corporate partners of organizations in

your field of service? • On-line newspaper searches - e.g., ABI• Business databases - e.g., Mergent

• Few examples: • Microsoft in India for Education Program “Ilead”• Orange Spain in Dominican Republic

COFFEE BREAK

Back in 30 minutes!

CASES STUDIES INTERNATIONAL FINANCING

• Case for support (Project management)• International sollicitation structure with agents within

regions: Americas, Asia (India), Africa, Europe• Specific strategy: different projects per region with

centralized coordination• Results: Over 3M€ after the first 3 years

AEA INTERNATIONALSOLLICITATION STRATEGY

3 Association

campaign committee initiates first contact

Specific Case for

Support

5 Consideration

Meetings with Partner’s representative HQ+local

and Project reporting

1 Prospect Research

USA & EU Global companies with

subsidiaries in regions

Specific project development needed

2 Briefing of Association regional

members and agents

4 Negociations and

tracking of decision process

6 Stewardship

Annual tour

Events & partner’s meetings

International Coordination

(Web based CRM)

Donor Prospect Research Criteria/Filters for AEA

General Criteria/Filters:Specific Themes B

enin

Bur

kina

Fas

o

Cam

bodi

a

Chi

na

Dom

inic

an R

epub

lic

Gui

nea

Fran

ce

Hai

ti

Indi

a

Laos

Mad

agas

car

Mal

awi

Mal

i

Mor

occo

Mya

nmar

Nig

er

Sene

gal

Sri L

anka

Switz

erla

nd

Tanz

ania

Togo

Viet

nam

K-12 education GeneralChildren's education GeneralEducation/Training for Adolescents/Youth LEWomen and girls education WGAccess to education AQE

Specific Criteria/Filters:Early childhood education ECDisaster prevention and mitigation education EPCEmergency response and sustainable reconstruction EPCHealth education HEHIV/AIDS and preventive actions HENutrition HEEndemic diseases HEHygiene in the living environment HEEducation for the disabled (physical, mental, motor) IELiteracy LELivelihood education/vocational training LEEntrepreneurship development LEMigration rights education and intercultural education MMinorities and migrant populations education MDiaspora development education MHuman rights education SDWCSustainable development SDWCEnvironmental education SDWCCitizenship and Peace education SDWCWomen’s entrepreneurship education WGWomen’s leadership education WG

AEA countries where criteria/filters apply are shaded in red.

DATA SOURCES• Mergent Business Database – identification of U.S. companies

with subsidiaries in AEA regions; companies with annual revenues > $1bn.

• Forbes Global 2000• Fortune 500• Fund Finder Database (for fee service - trial subscription)• Fundsnet Services On-line (free on-line service)• SRA International Foundation List (free on-line service)

AGENCE INTERNATIONALE DE LA FRANCOPHONIE

(FIRST STEPS)1. Pilot committee2. Case for support : Pilot projects3. Feasibility study4. Campaign office 5. Campaign committees:

a) Europeb) Americac) Asiad) Africa

CASES STUDIESINTERNATIONAL CONGRESS

8TH IBRO WORLD CONGRESS OF NEUROSCIENCE

8TH IBRO WORLD CONGRESS OF NEUROSCIENCE

8TH IBRO WORLD CONGRESS OF NEUROSCIENCE

8TH IBRO WORLD CONGRESS OF NEUROSCIENCE

8TH IBRO WORLD CONGRESS OF NEUROSCIENCE

ICOGRADA DESIGN WEEK BRISBANE 2010

ICOGRADA DESIGN WEEK BRISBANE 2010

ICOGRADA DESIGN WEEK BRISBANE 2010

IDF 2011 WORLD DIABETES CONGRESS

IDF 2011 WORLD DIABETES CONGRESS

IDF 2011 WORLD DIABETES CONGRESS

IDF 2011 WORLD DIABETES CONGRESS

IDF 2011 WORLD DIABETES CONGRESS

IDF 2011 WORLD DIABETES CONGRESS

IDF 2011 WORLD DIABETES CONGRESS

IDF 2011 WORLD DIABETES CONGRESS

62ND INTERNATIONAL ASTRONAUTICAL CONGRESS

62ND INTERNATIONAL ASTRONAUTICAL CONGRESS

62ND INTERNATIONAL ASTRONAUTICAL CONGRESS

WORLD CANCER CONGRESS UICC 2012

35TH IOSCO ANNUAL CONFERENCE

35TH IOSCO ANNUAL CONFERENCE

35TH IOSCO ANNUAL CONFERENCE

13TH WORLD CONGRESS ON PAIN

13TH WORLD CONGRESS ON PAIN

13TH WORLD CONGRESS ON PAIN

WORKSHOP

WORKSHOP

METHODOLOGY

• Choose a Topic: International financing or congress

• Take 10 minutes to complete the Partnership project definition guide

• We will analyze 2 of the projects (comparatives)

• Group therapy

CONCLUSIONFINANCING IS AN ART!MAKE SURE YOU HAVE WHAT IT TAKES…

• Network of influential contacts• Resources & Tools• Public Awareness• Sales Task Force• Professional Documents

Q & A

COMMENTS?

Thank you for listening.

GRANT FUNDERS• Big Online

http://www.bigdatabase.ca/ • European Foundation Centre

http://www.efc.be/NewsKnowledge/Pages/NewsKnowledge.aspx

• The Asia Foundationhttp://www.asiafoundation.org/about/grant-guidelines.php

• Asian Pacific Foundation of Canadahttp://www.asiapacific.ca/grants 

• Eastern Africa Association of Grantmakershttp://www.eaag.org/ 

• The Africa Foundationhttp://www.africafoundation.org/about/ 

• The Advocates for Human Rightshttp://www.stopvaw.org/NGO_Funding_Resources2.html

USEFUL LINKS

USEFUL LINKS

• Agence Française de développementhttp://www.afd.fr/jahia/Jahia/home

• Confédération Suisse

http://www.deza.admin.ch/en/Home/About_SDC/Invitations_to_tender/Contributions_for_NGO

• Affaires étrangères et commerce international Canada

http://www.international.gc.ca/education/funding_assistance-aide_financiere.aspx?lang=eng

• Departement for International Development

http://www.dfid.gov.uk/Working-with-DFID/Funding-opportunities/Not-for-profit-organisations/PPAs/

USEFUL LINKS• USAID

http://www.usaid.gov/our_work/global_partnerships/fbci/opportunities/micro_dev.html

• Mccall MacBain Foundationhttp://www.mccallmacbain.org/grants/procedures/

• Frey Foundationhttp://www.freyfdn.org/contact

• Funds for NGOshttp://www.fundsforngos.org/

• Funding opportunities for NGOs, non-for-profit and researchers

http://www.iapad.org/funding_sources.htm 

• Norwegian Agency for Development Cooperationhttp://www.norad.no/en/Support+and+tender

USEFUL LINKS

• Agence canadienne de développement international

http://www.acdi-cida.gc.ca/acdi-cida/acdi-cida.nsf/eng/JOS-6812375-MH8?OpenDocument

• DFID UKAidhttp://webarchive.nationalarchives.gov.uk/+/http://www.dfid.gov.uk/dif

• The William and Flora Hewlett Foundation

http://www.hewlett.org/what-we-re-learning/strategy/the-nonprofit-marketplace

• Government of Alberta Culture and Community Spirithttp://culture.alberta.ca/otherinitiativesprogram/

• Awards for Allhttp://www.awardsforall.org.uk/england/apply.html

• Western Union Foundationhttp://corporate.westernunion.com/foundation_guidelines.html

GRANT WRITING• The GrantmanshipCenter:

http://www.tgci.com/index.shtml• The Foundation Center: 

http://foundationcenter.org/getstarted/learnabout/tools.html• Imagine Canada

http://library.imaginecanada.ca/tir_proposal_writing• Writing a Good Grant Proposal

http://research.microsoft.com/en-us/um/people/simonpj/papers/Proposal.html

• Writing the Research Grant Proposalhttp://www.einstein.yu.edu/ogs/Guide/Writing.htm

USEFUL LINKS

• Microsoft Find Nonprofit Resourceshttp://www.microsoft.com/about/corporatecitizenship/communityinvestment/ngo/en/us/default.mspx

• GuideStarhttp://www.guidestar.org.uk/

• UK: GrantsOnlinehttp://www.grantsonline.org.uk/

• Centre Français des Fondationshttp://www.cf-fondations.fr/annuaire-du-cff/

• Latin America Donor Indexhttp://www.lacdonors.org/adv_search

USEFUL LINKS