IoFS CONFERENCE 2016:

Fundraising Strategy in a

Changing World

Susan Robinson FInstF

Declaration

All material provided is either

existing research, which is credited,

or it is a combination of ‘best

practice’, experience and personal

opinion.

However, this is not a substitute for

professional, legal or financial advice.

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Fundraising

“Fundraising…is the process of soliciting and

gathering voluntary contributions of money or

other resources, by requesting donations from

individuals, businesses, charitable foundations, or

governmental agencies.”

Fundraising Strategy 4

Where are we now?

Where do we want

to be?

How are we going to

get there?

Where are we now? 5

Fundraising Audit:

PEST/STEEPLE Analysis

Competitor Analysis

Collaboration Analysis

Market Analysis

Internal Analysis

SWOT Analysis

Fundraising Management: Adrian Sargeant & Elaine Jay

Brexit Timeline

Referendum – 23 June 2016

Autumn Budget Statement – 23 Nov 2016

Trigger Article 50 by end March 2017

Scottish Council Elections - 4 May 2017

Scottish Govt. funding guarantee ends Dec 2018

Complete Art. 50 negotiations by end of March

2019

UK elections – 7 May 2020

Data Protection changes…

The General Data Protection Regulation (GDPR) applies

from 25 May 2018

Consent from individuals to the processing of their

personal data must be unambiguous and given by means

of clear affirmative action.

The deadline for subject access requests has been

reduced from 40 days to one month.

Must notify the ICO within 72 hours if personal data has

been lost, destroyed or accessed without authority and

there is likely to be a risk to the rights of individuals.

Data Protection…

Individuals will have a right to be forgotten in certain

circumstances and a right to object to processing

(including profiling).

The maximum fine available for a serious breach of

the GDPR will be 4% of worldwide turnover or €20

million, whichever is higher.

Fundraising Preference Service

Final draft of FPS proposes (not yet ratified):

Fundraising organisations spending more than

£100,000 or more pa should come within the scope

of the FPS

FPS will apply to individuals and across the main

channels of communication: addressed mail;

telephone (landline & mobile); email; SMS.

Customer Choice

www.fundraisingregulator.org.uk/support-advice-for-donors/the-fundraising-preference-service/

Charities & Trustee Investment

(Scotland) Act 2005

Sets out certain specific requirements in relation to fundraising.

These include:

the requirement for your charity to have a formal agreement

in place with the professional fundraiser that is acting on your

behalf

the requirement to provide information to your donors, setting

out the payment arrangements you have with the fundraiser

regulations controlling the collection of money from the public

how your charity can get an interdict to prevent fundraising

on its behalf.

Charities and Benevolent Fundraising

(Scotland) Regulations 2009

The Scottish Government brought in further Regulations in 2009 that introduced new requirements, as follows:

the information that your charity must provide to a donor

what must be contained in the fundraising agreement between your charity and those fundraising on your behalf.

Available from: www.oscr.org.uk

Self-Regulation of Fundraising

The Fundraising Regulator is responsible for setting the Code of

Fundraising Practice and its associated rule books for street

and door fundraising which outline the standards expected of

all charitable fundraising organisations across the UK.

Self-Regulation of Fundraising

Individual charities are the first point of contact for any

complaints about fundraising practices. Where a charity is

unable to resolve the complaint, the complainant can

escalate it to one of the following:

• In Scotland, it will be an Independent Standards and

Adjudication Panel with the secretariat provided by OSCR.

• In England and Wales it is the Fundraising Regulator

Scottish Fundraising Complaints 15

Stage 1:

Complain to the Charity direct

Stage 2:

Appeal to the Charity Trustees

Stage 3:

Refer to the Independent Panel

https://fundraisingcomplaints.scot/make-a-complaint-scotland

Scottish Charity Surveys 2016 – General Public

Research Findings

June 2016

http://www.oscr.org.uk/hot-topics/ surveys-show-strong-support-for-charities-in-scotland

Participatory Budgeting 17

Participatory budgeting (PB) is a process of

democratic deliberation and decision-making,

and a type of participatory democracy, in

which ordinary people decide how to allocate

part of a municipal or public budget.

Participatory Budgeting

Following a manifesto

commitment from the SNP,

Participatory Budgeting has

been developing rapidly

across Scotland over the past

18 months.

For example, Glasgow City Council is committing to spend

£100M through PB in the next financial year.

Website: http://pbscotland.scot/

Foundation Giving Trends 2016 19

Grant-giving in 2014/15 reached a record £2.7bn – beating the previous high of £2.5bn in 2008/09

“Our new analysis of 16,500 grants shows that education & training is by far the biggest recipient category of grant-making, followed by health and arts/culture.”

Source: ACF http://www.acf.org.uk/policy-practice/research-publications/foundation-giving-

trends-2016

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21 Source: ACF http://www.acf.org.uk/policy-practice/research-publications/foundation-giving-trends-2016

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Search for Funders – improving & still free!! 23

www.fundingscotland.com/

Top Ten Events 2014 24

1. Cancer Research UK, Race for Life, £51.5m

2. Macmillan, World’s Biggest Coffee Morning, £25.1m

3. Movember Foundation, Movember, £11m

4. Cancer Research UK, no makeup selfie, £8m

5. Walk the Walk, Moonwalk, £7.5m

6. Cancer Research UK, Dryathlon, £5m

7. British Heart Foundation, London to Brighton, £4.3m

8. Macmillan Cancer Support, Go Sober October, £4.3m

9. Cancer Research UK, Shine, £4.2m

10.Macmillan Cancer Support, ice bucket challenge, £3.8m

Source: “Viral campaigns fuel £21m growth in mass participation

Fundraising” Civil Society Online Accessed: 30 Jul 2015

Dilemma – what is the glass? 25

People and communities have deficiencies and needs

Individuals and communities have skills and talents

What is an Asset Based Approach? 26

Purpose:

Break the ‘grant culture’ and grow assets

Challenge professional interventions

Break the ‘golden handcuffs’

Growing Community Assets

Communities do not grow stronger

through people being supported by

institutions – they grow stronger

through people supporting each

other

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Communities have six key assets 28

Citizens

Associations

Institutions

Land

Economic Exchange

Stories

Co-production 29

What is Co-production? 30

“It is about involving people not only in

the rowing and the steering of the boat,

but also in actually building it.”

Mr Sandy Watson OBE DL, Chairman NHS

Tayside

What’s driving these changes? 31

The Christie Commission (2013)

Community Empowerment Scotland Act (2015)

Public Service Reform : locality planning and effective

partnership working

Co-production model: shared role, catalysts, mutuality,

networks, assets and capacity

“Co-production is the process of active dialogue and

engagement between people who use services and those

who provide them.” Sir Harry Burns

Internal Analysis: 32

Monitoring & Evaluation 33

Meeting the needs of external

compliance or learning for internal

improvement?

Flexible, proportionate, appropriate….

What Funders want in reporting….

One size does not fit all funders

Relationships matter

Most funders want to know what you did, what difference you made, and what you learned

Funders cannot always avoid specialised words

Organisations that get support to build their skills on monitoring, evaluation and reporting often report more effectively than those who have had no support

Support is about good communication.

“Harmonising Reporting Implementation” May 2012

Evaluation Support Scotland & Scottish Funders Forum

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Maximise Gift Aid

Gifts of money from Individuals who are tax-payers:

Auctions

Donated goods

Sponsored events

Collecting boxes

Volunteer expenses

Gift Aid Small Donations Scheme

Reflect… 36

Where do we want to be??? 37

Mission

Vision

Mission

All-embracing statement of what is to be achieved, in fulfilment of the mission

Example:

“The NSPCC’s mission is

to end cruelty to children.”

Vision

Idealistic

How your charity SEES the world

How you charity can achieve its ideals and

the objects for which it was established

Example:

“The NSPCC’s vision is of a society where all

children are loved, valued and able to fulfil

their potential.”

Have clear objectives….

What do you want

to achieve?

Income

Profile

Educate

Acknowledge

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Case for Support 41

A clear, compelling and concise argument which convinces potential donors of the beneficiaries’ vision for the future.

How are we going to get there? 42

Strategies

Operational

Plans

Budgets

Schedules

Monitoring:

Targets, KPIs

Contingency

Fundraising Management: Adrian Sargeant & Elaine Jay

Ansoff Matrix

Improve existing

approach

Least risky

New techniques

to existing supporters

Intermediate risk

Existing techniques

to new groups

Intermediate risk New

Existing New

Exis

tin

g

New techniques

with new groups

Most risky

Fundraising technique

Ta

rge

t g

rou

ps

or

au

die

nc

es

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Tactics

Innovate

Identify a brand new opportunity

Replicate

Copy an event or activity that works for others

Repeat

Continue running events that you’ve run successfully

before

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Consider how to make approaches 45

Then write it down…. 46

Fundraising Ideas that rocked the

world… 47

Band Aid and Live Aid

Moonwalk

Ice bucket challenge

No makeup selfie

Movember

UNICEF at Glasgow Commonwealth

Games

Third Force News: http://thirdforcenews.org.uk/lists/fundraising-

ideas-that-rocked-the-world Accessed: 5 Oct 2015

Someone has to be first…. 48

Go for it!!

Contact Me

CVS Inverclyde

Unit 9, Ladyburn Business Centre

20 Pottery Street

Greenock

PA15 2UH

Tel: 01475 711 733

Email: susan.robinson@cvsinverclyde.org.uk

Website: www.cvsinverclyde.org.uk

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