corporate gifts delhi ncr

Corporate Gifts NoidaPresented by:Erin Morantz, CFRE, KCI Ketchum Canada Inc.- Consultant

corporate-gifts-india.co.in

AgendaUnderstanding the languageUnderstanding the fundraising environmentUnderstanding the donorUnderstanding fundraising programsUnderstanding the development processUnderstanding the role of volunteersUnderstanding the role of information managementUnderstanding the role stewardship and recognitionGlimpse at how the current economic downturn is affecting philanthropy


Fundraising Buzz WordsAcquisitionAnnual GivingBequestCapital CampaignCase statementCultivationDirect MailDonorDonor AcquisitionDonor PyramidDonor Retention

EndowmentGift In KindMajor GiftsMoves ManagementPlanned GivingProspect / Qualified ProspectRecognitionRenewalSolicitationStewardshipVolunteer


Philanthropy in CanadaOver 80,000 charities in Canada 6.8% gross domestic product12% of Canadians employed in the charitable sectorRevenues total $112 billion per year78% of individuals 15 years and older donate money to charity


Wide DistributionDistribution of CharitiesDistribution of Support from Individual Canadians corporate-gifts-india.co.in

Chart1

50

20

10

8

5

3

4

Volunteerism8%

Charts for Trends (Spring 2002)

InternalExternalTotal

Religion0041

Social Welfare0019

Education0016

Community Benefit015

Health7

Other002

00Total

Religion50

Health20

Social Service10

Philanthropy & volunteerism8

Education & Research5

Culture & Recreation3

Other4


0

0

0

0

0

0

Distribution of registered charities 2001

Internal Participants

External Participants

50

20

10

8

5

3

4

Distribution of donations

Chart1

41

7

19

15

16

2

Community Benefit15%


InternalExternalTotal

Religion0041

Social Welfare0019

Education0016

Community Benefit015

Health7

Other002

00Total

Religion41

Health7

Social Welfare19

Community Benefit15

Education16

Other2


0

0

0

0

0

0

Distribution of registered charities 2001

Internal Participants

External Participants

Distribution of donations

The statistics tell usIndividual giving will be the cornerstone of successful development programs with major gifts leading the way

Donors are more sophisticated and want impact and involvement


Who or what is a donor?Individuals & FamiliesCorporations / BusinessesEmployee GroupsFoundationsGovernmentAssociations/Clubscorporate-gifts-india.co.in

Why do people give?to demonstrate power tax and financial planning considerations gain influence, professional advancement peer approval ego gratification/self esteem recognition from peers identify with a worthy cause of goal sincere desire to help/care

belief in the missionimmortality diminish negative feelings, guilt, fear, anger express deep emotion - grief (memorial) or Joy (commemorative) give something back for the joy of it.


Why do people give?BECAUSE THEY ARE ASKED!!!!!!


What are Donors Looking for?Positive imageVision, uniqueness, urgencyImpact on community / society Strong strategic planning / financial managementPrioritized needsClear description and outcomes of the project(s) to be fundedFit with the donorSense of permanence


Donor Bill of RightsInformation about mission, use of donated resources and organizational leadershipAccess to financial statements. Assurance that gifts will be used as intendedReceive appropriate acknowledgement and recognition. Assurance that gifts handled with respect and with confidentiality Expect all relationships with organization be professional in nature.To know if those seeking donations are volunteers, employees of the organization or hired solicitors. To remove their name from mailing listsFreedom to ask questions. corporate-gifts-india.co.in

Fund Raising PyramidBequestsMajor gifts Annual Gifts Special Events or Fundraisers corporate-gifts-india.co.in

Donor Pyramidscorporate-gifts-india.co.in

Annual GiftsMade from a donors cash flowDo not require financial planningSupport the ongoing needs of an organization they are the sustaining giftsMany gifts at lower levels are soughtcorporate-gifts-india.co.in

Ladder of Effectiveness1. Personal visit by a team2. Personal visit by one person3. Solicitation by personal letter with a follow-up phone call4. Solicitation by personal letter5. Group direct mailcorporate-gifts-india.co.in

Major GiftsGenerally require thought or planning on the part of a donorFewer solicitations for larger gift amountsGenerally, the gifts support an organizations long-term goalsDonors can be individuals, corporations or foundationsThe key is that someone must ask for a significant gift face to facecorporate-gifts-india.co.in

Corporate GivingCorporations often have established giving criteria by which they judge programs and organizations seeking supportThey are not generally annual donors. Instead, they provide major gifts for programs and capitalThe face of corporate giving in Canada is changing in a number of wayscorporate-gifts-india.co.in

Corporations Looking Beyond DollarsStrategic partnerships Longer timelines Greater scrutiny, higher expectations Need to manage competition and increase in requests Their context: spotlight on corporate governance, continued increase in competition, globalization


Planned GivingIncludes gifts of shares, wills and bequests, life insurance, etcUsually, only the most sophisticated organizations will have an organized planned giving programHowever, it never hurts to make donors aware of the options for giving available to them.corporate-gifts-india.co.in

MAJOR GIVINGANNUAL GIVINGBequests / LegaciesPlanned GiftsSpecial Events Annual Appeal, Direct Mail, TelemarketingSmall Gifts from the Public-at-LargeESTATEORPLANNEDGIVINGEndowment CampaignsCapital and Special CampaignsMajor Gifts from Individuals,Corporations and FoundationsThe Donor Development ProcessInvolvementInterestInformationIdentificationInvestmentcorporate-gifts-india.co.in

Donor Development Cyclecorporate-gifts-india.co.in

The Constituency CircleBoardPACStaffStudentsDonorsEmployers, suppliers, successful alumniPeople or organizations with similar interestscorporate-gifts-india.co.in

Why do people volunteer?AltruismDesire to make a differenceDesire for statusEmployer encouraged employeeDesire to develop skills and expertiseDesire to build personal relationshipsBecause they were askedcorporate-gifts-india.co.in

Primary function of VolunteersGovernancei.e. serving on a board of directorsSet policy, establish direction, hire/fire CEO, ensure fiscal integrity and financial healthProgrami.e. being a Big Sister or Big BrotherHelping to organize a fundraising eventDevelopmenti.e. fundraising (i.e. face to face solicitation) corporate-gifts-india.co.in

Staff obligation to volunteersEmpowerLead while appearing to followProvide opportunities for meaningful volunteer workDisclose appropriate information to enable them in their volunteer dutiesProvide orientation and trainingProvide job descriptionsConduct performance evaluations/give effective feedbackProvide appropriate and frequent recognitioncorporate-gifts-india.co.in

Information NeededBiographical:Individuals: name, address, contact #s, spouse, employerOrganization: name, address, contact #s, contact names, email addressRelationship to charityGiving history, alumni status, volunteer involvementLAI / Prospect InfoLink to the organization, giving ability, areas of interest, cultivation statusCultivation & Solicitation ActivityRecord of donor contact (call reports, briefing notes, action tracking, proposals submitted)Recognition & stewardship providedcorporate-gifts-india.co.in

How is Donor/Prospect Information Used?To identify potential donors along with their LAI (Link, Ability, Interest)To track gifts for receipting and recognition purposesTo track giving patterns in order to determine RFA (recency, frequency, amount)To track and coordinate moves with the prospect/donorcorporate-gifts-india.co.in

How is Donor/Prospect Information Collected?Personal contacts

Participation records (giving history, volunteer history, past contact between donor and charity)

Public information (internet, newspapers, research sites, business journals, directories)corporate-gifts-india.co.in

Ethics & ConfidentialityFOIPP (Freedom of information; protection of privacy)

APRA Code of Ethics: Confidentiality, accuracy, relevance, accountability, honesty

Donor Bill of Rights

Code of Ethical Fundraising Practicescorporate-gifts-india.co.in

Difference between Stewardship & RecognitionStewardship is the process of ensuring the donors gift is used as intended and that the use, impact and results of their gift are communicated back to the donor, thereby gaining their confidenceRecognition is one element of effective donor stewardship. Recognition can be used to honour a gift (annual) or the relationship (cumulative) or both.corporate-gifts-india.co.in

Recognition MethodsNaming opportunitiesDonor wallsDonor thank you eventsPlaques/mementosThank you letters & phone callsMeetings with senior leadership


Stewardship MethodsStewardship reportsNewslettersMeeting with key constituents involved in the funded area.Invitation to events pertaining to the funded area (i.e. ground breakings, awards ceremonies).Tours

The key to good stewardship is communication.corporate-gifts-india.co.in

Helpful resourcesHenry A. Rosso, Achieving Excellence in Fundraising the Bible of fundraisinghttp://www.afpvancouver.org/ Association of Fundraising Professionalshttp://www.cagp-acpdp.org/en/default.aspx Canadian Association of Gift Plannershttp://www.malwarwick.com/learning-resources/ fundraising articles by Mal Warwick


More helpful linkshttp://www.blackbaud.com/company/resources/giftrange/giftcalc.aspx An online gift range chart calculatorhttp://www.kciphilanthropy.com/ Ketchum Canada Inc. and publishers of Philanthropic Trends


More helpful linkswww.charityvillage.com www.givingandvoluntering.ca www.globalphilanthropy.ca http://www.sofii.org/ A showcase for fundraisinghttp://www.networkforgood.org/ Lots of resources and tips on online fundraising


**ERINOur purpose with this presentation is to give you a very high level overview of the basic theories and principals of fundraising in the hopes that it will provide you with some understanding and insight into the fund development process that will help you with your respective roles. We understand that there is quite a diverse group here can we see by a show of hands, how many of you work for an organization where you are the only paid fundraiser? Please keep your hands up as I ask the next few questions. How many of you work for organizations where there is less than 5 paid fundraising staff? Less than 10?

How many people have a database?

How many of you have an annual giving program?

A major gifts program?

A planned giving program?

This presentation is a quick overview of fundraising theory, for those of you who are new to it. And because its the topic du jour, weve sporadically included information about the economy and the impact it is having on philanthropy. Along the way, wed like to share some personal anecdotes and stores that we hope will make some of this theory seem more real and practical.

Feel free to jump in with questions and comments as we go along. *HEATHER*ERIN Questions from questions

*HEATHER Who do Canadian donors support? (Source: 2000 NSGVP) Religious organizations continue to receive half of all donationsHealth care donations up to 20% from 18%Social service organizations declined slightly from 11% to 10%Education and research about 5%International charities approx 3%

ERIN Talk about what were hearing in the market place from donors with regards to how they are changing their giving focus due to the current economic climate *HEATHER 85% of money donated in Canada comes from individuals or family foundations Individuals continue to make 7,8,9 figure gifts however we are seeing that due to the economic downturn donors are taking longer to make decisions after an ask and gifts at the 7+ figure level are harder to come by. Donors are definitely being more cautious in making long term commitments. Bad news for large scale campaigns like Im working on. The good news though, is that organizations are seeing record numbers of smaller donations come in. Again, theres no research or stats to back this up yet, but it would seem that because everyone is feeling the pinch they feel like they have to take more responsibility and support people who are not doing as well as they are.

ERIN Tell a story from current campaign *ERIN

Basically any group or individual who chooses to make a gift they dont have to make to a registered non profit organization is considered a donor. Give examples for each donor category.

Non profits can include:associations (like Trial Lawyers Association of BC), political parties, public sector bodies (i.e. hospitals and colleges) or charitable organizations whose primary mission is to secure donations to benefit the cause they represent Only registered charities and political parties however can issue tax receipts

*HEATHER *

*ERIN cover the slide

HEATHER it would be great if you have any specifics here about what donors to international causes want*We will be distributing a list of websites and other resources to you the Donors Bill of Rights can be found on the Association of Fundraising Professionals (AFP) website. The vast majority of registered charities subscribe to the Donor Bill of Rights and the Code of Ethical Conduct in Fundraising Practices. These rights and codes are adopted by all associations related to fundraising (i.e. association of fundraising professionals, association of health care philanthropy, Canadian association of gift planners). Most charities post the donor bill of rights on their website and include it in some of their literature.*ERIN *ERIN If you take a look at the traditional donor pyramid, the largest # of people are the enquirers and the smallest number of donors is the legacies but when you look at where the $s come from it is totally reversed.*HEATHER *ERIN*ERIN*ERIN talk about the economy as it relates to corporate giving ANNNECDOTES*ERIN *HEATHER story *ROSEThe application of the Five Is helps move donors up the pyramid. Not all donors will move up, but some will continue to make ongoing and bigger investments in the organization.*ERIN Another, more detailed way, to look at the five Is is through the donor development cycle (or cultivation cycle or the relationship cycle). While this process works for all fundraising activities, it is especially critical in the major, capital and planned giving categories of fund development.

The cycle always begins with the identification of potential donorsCareful research should tell us who the prospect is, who they know, how much they might be capable of giving and what their areas of interest are. If they make the cut, then a program of cultivation is established. Cultivation is the steps you take to inform, interest and involve a potential donor. Cultivation activities can include meetings, tours, invitation to events, volunteer involvement.When the time is right (which is usually sooner than people think it is), then the prospect is solicited for their support. If they say no you put them back to cultivation and start all over again. No is only no for now, not forever. If they say yes, you recognize them appropriately. Recognition can involve thank you letters, plaques, donor walls, donor thank you receptions and a bunch of other stuff.Stewardship is the act of informing a donor about the use and impact of their gift. Good stewardship can keep a donor engaged with an organization and prepare them to be solicited yet again. And then you begin cultivating again.Sometimes its hard to understand the difference between stewardship and cultivation. Basically stewardship is for gifts that have already been given, whereas cultivation is for future gifts. But the better stewardship you give, the less cultivation youll need to do for future gifts.

*HEATHER Particularly when you move into major and capital campaign gifts, there is a method for applying the cultivation cycle based on who is closest to your organization.

When it comes to securing large, and even transformational, gifts, fundraising should always begin with those who are closest to the organization. They have already proven their commitment to the institution.

Consider the college student heading off to school who needs tuition and living expenses. Who is he going to turn to for this funding? The next door neighbour? The parents of a friend? No, he will first turn to the people who have a vested interest in his success his parents. That same principle applies in fundraising. You first turn to the people who most want to see you succeed. *HEATHER *HEATHER Volunteers are one of the single most valuable assets a charitable organization can have. They can open doors, raise money, deliver services, and help ensure the charity meets its obligations to the community.Volunteers are especially critical to the success of major giving and capital campaign projects. Their leadership, influence and respect in the community can help open doors that the institution may not be able to open on their own.*HEATHER *ERIN*ERIN*HEATHER ways of finding prospects *HEATHER *ERIN*ERIN*ERIN

corporate gifts delhi ncr

Documents

role stewardship

joy of

corporate gifts noidapresented

individual canadians

joy commemorative

kci ketchum canada

erin morantz

helpcare belief