ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World
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ICAWC 2012 : Panikos Efthimiou Fundrainsing in a Competitive World
- 1. Fundraising in a competitive world ICAWC Conference Thursday 18th October 2011 Panikos Efthimiou panikose@hotmail.com
- 2. Standing out in a crowd panikose@hotmail.com
- 3. Lots of charities need support
- 4. Who are your competitors? panikose@hotmail.com
- 5. Chasing money – remember! panikose@hotmail.com
- 6. Why people support charities • Share your values • Personally affected • Connected to somebody affected • Want to have fun and excitement • Want to help local community • Empathy and sympathy • Feel good .....and lots of other reasons too! panikose@hotmail.com
- 7. Getting through to people • be distinct and appealing • demonstrate value-for-money and impact • motivate and be motivated • offer lots of choice…and fun too! • engage and communicate…make them special • ask them what they want…it may be very little • define your target audience • nurture and keep them loyal • treat them as individuals… panikose@hotmail.com
- 8. Do you have a clear case for support? NEED NEED COMMUNICATION COMMUNICATION RESULTS RESULTS CREDIBILITY CREDIBILITY (IMPACT) (IMPACT) (HISTORY) (HISTORY) • Credibility PROFILE PROFILE UNIQUE (USP) UNIQUE (USP) MISSION MISSION panikose@hotmail.com
- 9. Hello Salespeople… • YES WE ARE ALL SALESPEOPLE…BUT WE NEED TO KNOW (WELL) WHAT WE ARE SELLING! panikose@hotmail.com
- 10. What is your unique selling point? • “How are you different?” • “So many charities are like you” • “Your services are identical” • “If you didn’t exist what would happen?” • “Why not merge/collaborate with other charities?” panikose@hotmail.com
- 12. What is the difference you make? “Money flows to those who demonstrate impact, to those who don’t just show that a need exists, but who also highlight how they are helping to alleviate it”
- 13. Use the power of your stories • personal stories and comments are much more effective than a corporate voice • encourage supporters to engage with you by showing what you’ve done, can do, want to do e.g. stories in fundraising literature, on websites, short presentations at events
- 14. Impact of your website Engagement Brand Your digital presence Donor Care Usability
- 15. How we generate income (UK) • Gifts – voluntary donations, philanthropy, individuals, companies • Grant funding – funding to deliver specified outcomes (Trusts & Foundations, Lottery, Europe) • Contracts – contractual agreements with local authorities, central government, • Trading – goods and services (selling to public, companies, charities, social enterprise) panikose@hotmail.com
- 17. Sources of income Cash and cheques Shares Trading/shops Direct Debits Events Standing Orders Companies Payroll Giving Online Europe Street collections Lottery Trusts and Contracts foundations Statutory Major donors Legacies Social investment Door to door panikose@hotmail.com
- 18. An income mix – in theory HIGH RISK LOW RISK HIGH ROI LOW ROI TIME panikose@hotmail.com
- 19. A key and vital question... What is the smallest number of donors (individuals) or funders (organisations) it would take to lose half your income? • More than 50 = Good News • 26 – 50 = Good but be aware • 11 – 25 = Becoming vulnerable • 10 or less = Diversify quickly panikose@hotmail.com
- 23. Social Networking = money? Short answer…. you shouldn’t be asking the question! social media is about demonstrating your impact, building relationships, and publicising your charity do that well then you can ask for money! panikose@hotmail.com
- 24. Looking after hard earned income Just as an organisation needs a fundraising plan, an organisation also needs a financial plan to ensure that it manages its funds in the most efficient manner
- 25. Of course this is not us... If you don’t know where you are going you are almost certain to end up somewhere else (Mark Twain) panikose@hotmail.com
- 26. Speak to me…☺ • Panikos Efthimiou panikose@hotmail.com 07950 793687 panikose@hotmail.com