Strategic Growth Toolkit for Senior Leaders

Growth starts here: A strategic planning toolkit for senior decision makers Presented by: Sean Triner © Pareto Fundraising 2008

[object Object],© Pareto Fundraising 2008

Your name _ Sean Triner ___________ Your organisation __ Pareto Works____ Your email __ sean@paretoworks.com_ Your Phone # _ 0407 255676 _______ x ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],© Pareto Fundraising 2008 Has more than one pet Name: Marco Organisation: Greenpeace More than 10,000 donors Name: Organisation: Plays a musical instrument Name: Organisation: Most of charity money from corporate Name: Dianne Organisation: Kids Klub Less than 200 donors Name: Dianne Organisation: Kids Klub Asked someone, face to face, for INR 400k Name: Organisation: Been fundraising for > five years Name: Dianne Organisation: Kids Klub New to fundraising Name: Organisation: Has a fundraising event that raises > INR1m Name: Organisation: Works for an international NGO Name: Organisation:

© Pareto Fundraising 2008 1.The Big Picture 2.Why major donor programs usually fail 3.Identifying 4.Communicating 5.Asking 6. More communicating ,[object Object],[object Object],[object Object],[object Object],© Pareto Fundraising 2008

[object Object],[object Object],[object Object],[object Object],© Pareto Fundraising 2008

[object Object],[object Object],My fundraising strategy targets Next year Three years / five years Net / Gross / Return on investment etc © Pareto Fundraising 2008

[object Object],[object Object],© Pareto Fundraising 2008

Using data to drive growth since 2003 Legacy and Income Growth © Pareto Fundraising 2008

The Toolkit © Pareto Fundraising 2008

STRATEGIC DATA - informs TECHNICAL DATA - used © Pareto Fundraising 2008 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The danger of the anecdote © Pareto Fundraising 2008

Overall Fundraising Strategy © Pareto Fundraising 2008 Consider Corporate Government Trusts & foundations

Source and © Giving USA Foundation ™ Giving in the USA, 2006

Giving in the USA, 2006 Source and © Giving USA Foundation ™

Source and © Giving USA Foundation ™ Giving in the USA, 2006 Individuals US$222.89bn 75.6% Foundations US$36.50bn 12.4% Bequests US$22.91bn 7.8% Corporations US$12.72bn 4.3%

$16bn Source and © Charities Aid Foundation, Charity Trends 2005 $1.8bn

? © Pareto Fundraising 2008 © Pareto Fundraising 2008

Overall Fundraising Strategy © Pareto Fundraising 2008 Consider Corporate & Events Government Trusts & foundations

 Raised about £1,000 © Pareto Fundraising 2008

Individuals – Long term growth Overall Fundraising Strategy © Pareto Fundraising 2008 © Pareto Fundraising 2008 Consider Corporate & Events Consider Associations, groups Government Trusts & foundations The fundraising circle of death...

US$51m INR2,233,903,745 US$25.6m INR1,110.371,243 © Pareto Fundraising 2008

Australian BM partners total income © Pareto Fundraising 2008 US$75m INR 2,864,840,258

USA Canada Australia UK Germany Taiwan Hong Kong S Korea New Zealand Switzerland $200 $400 $600 $800 $1000 US$ Top 10 World Visions © Pareto Fundraising 2008

Global voluntary income growth Driven by individuals © Pareto Fundraising 2008

Individuals – Long term growth Bequests / Legacies Major Donors Regular Giving The Giving Constituency Overall Fundraising Strategy © Pareto Fundraising 2008 © Pareto Fundraising 2008 Consider Corporate & Events Consider Associations, groups Government Trusts & foundations

Balance © Pareto Fundraising 2008 © Pareto Fundraising 2008

Pareto Principle (80/20 rule) © Pareto Fundraising 2008 © Pareto Fundraising 2008 Decile Cumulative Gross Income Count Cumulative Count % of Donors Cumulative % of Donors 1 $47,980,678.80 45 45 0.0% 0.0% 2 $95,961,357.60 292 337 0.2% 0.3% 3 $143,942,036.40 716 1,053 0.6% 0.9% 4 $191,922,715.20 1,291 2,344 1.1% 1.9% 5 $239,903,394.00 2,171 4,515 1.8% 3.7% 6 $287,884,072.80 3,557 8,072 2.9% 6.6% 7 $335,864,751.60 5,712 13,784 4.7% 11.2% 8 $383,845,430.40 10,018 23,802 8.2% 19.4% 9 $431,826,109.20 19,807 43,609 16.1% 35.5% 10 $479,806,788.00 79,193 122,802 64.5% 100.0% 122,802 122,802 100.0% 100.0%

Charity A: Attrition by age © Pareto Fundraising 2008

Net return by area © Pareto Fundraising 2008 Monthly giving © Pareto Fundraising 2008

Income per Fundraiser © Pareto Fundraising 2008 © Pareto Fundraising 2008

ROI © Pareto Fundraising 2008

© Pareto Fundraising 2008 My favourite Charity: The Sumba Foundation How you support: Regular gift from credit card & occasional donation Why? I went to see them at Christmas last year and met loads of the kids. It was fantastic, we met ....

STRATEGIC DATA - informs TECHNICAL DATA - used Benchmarking (Pareto Insight) © Pareto Fundraising 2008 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

STRATEGIC DATA - informs TECHNICAL DATA - used © Pareto Fundraising 2008 © Pareto Fundraising 2008 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

3. Do you think you know more about the terrible effects of cardiovascular disease now than you did 10 years ago? 1  Yes, I know more about the effects of cardiovascular disease now than I did 10 years ago 2  No, I don’t know more about the effects of cardiovascular disease that I did 10 years ago 4. It’s important to understand how many of our supporters have been touched by cardiovascular disease so that we can promote our support and research programs effectively. Have you ever been affected by cardiovascular disease? 1  Yes 2  No Thank you so much for your help © Pareto Fundraising 2008 © Pareto Fundraising 2008

More resources to plan ,[object Object],[object Object],[object Object],[object Object],[object Object],© Pareto Fundraising 2008

Strategic Growth Toolkit for Senior Leaders

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