Going international will be the main growth factor for charities within the next 10 years! Anonymous
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1 Going international will be the main growth factor for charities within the next 10 years! Anonymous
2 Développer une stratégie de collecte à l étranger Developing a strategy for international fundraising Valerie Daher ACF DEVELOPMENT Gerhard Pock DONICITE FUNDRAISING
3 How did ACF select new countries for fundraising?
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8 ACF non ACF 2010 private giving to developing countries Selected countries Focus on following slide Pakistan maximum score Note: For detailed sources, method and assumptions please see appendix CTM #6-18Apr13-KP-Par-v1.pptx 27 non ACF ACF market growth ($bn, estimated) Selected countries Pakistan Venezuela Venezuela Russia Brazil Brazil Sweden Norway Thailand Italy Netherlands Spain South Korea Hong Kong Finland Greece Denmark Mexico Portugal France Taiwan Belgium Indonesia Switzerland Malaysia South Africa Austria Philippines Argentina New Zealand Bulgaria Colombia Turkey Czech Republic Poland Singapore Chile Ireland Israel Romania Hungary Slovakia India Russia South Africa Poland Turkey Bulgaria Colombia Israel Taiwan Indonesia Argentina Hungary Slovakia Chile Philippines Romania Czech Republic Portugal Greece India Thailand Germany Australia United States Singapore Malaysia Japan Mexico Belgium New Zealand South Korea Finland Norway Ireland Switzerland Austria Sweden Hong Kong Canada Denmark Spain Australia Italy France Germany Netherlands United Kingdom Excludes China and the Middle-East Note: Matrix positioning of existing HQs is based on external data only and does not account for ACF situation and intrinsic performance Note: For market growth score, the 2nd best country (after the US) also receives maximum score for improved readability Note: For detailed sources, method and assumptions please see appendix CTM #6-18Apr13-KP-Par-v1.pptx 27 Japan United States United Kingdom Canada Note: Matrix positioning of existing HQs is based on external data only and does not account for ACF situation and intrinsic performance Note: For market size and growth scores, the 2nd best country (after the US) also receives maximum score for improved readability; For INGO score, all countries above 50% market share get Excludes China and the Middle-East Copyright 2013 by The Boston Consulting Group, Inc. All rights reserved. Copyright 2013 by The Boston Consulting Group, Inc. All rights reserved. Japan TBD TBD Germany Australia TBD TBD Norway Sweden Netherlands Hong Kong Switzerland Belgium Italy CTM #6-18Apr13-KP-Par-v1.pptx 27 Brazil TBD TBD TBD Singapore South Africa TBD TBD TBD Taiwan Mexico South Korea (Colombia) CTM #6-18Apr13-KP-Par-v1.pptx 27 TBD TBD Copyright 2013 by The Boston Consulting Group, Inc. All rights reserved. Copyright 2013 by The Boston Consulting Group, Inc. All rights reserved. Progressive selection of 3 countries for deep dive ~200 countries in the world 2 countries for ACF fundraising offices ~50 countries representing 95% of worldwide GDP ~15 countries with highest potential & feasibility ~3 countries with all required capabilities A B C Filter: GDP Filter: Potential / feasibility matrices Filter: Must-have factors Filter: Selection by IEC members and ACF Dev members based on business plans Draft for discussion only Draft for discussion only US China Japan Germany France UK Brazil Italy Russia Canada India Australia Spain Mexico South Korea Indonesia Turkey Netherlands Saudi Arabia Switzerland Sweden Poland Norway Belgium Iran Taiwan Argentina South Africa... Prioritization matrix high potential low potential Draft for discussion only Blue Ocean prioritization matrix High Blue Ocean potential low feasibility Low Blue Ocean potential Low feasibility high feasibility High feasibility Country selection summary (1/2) "Must have" "Nice to have" Individual Vendors Tax donors are "Space" in deduction Startup/ Good Can buy/ Language are avail & available & market for status ongoing infrastruc exchange or cultural Country attractive skilled ACF potential costs ture databases fit Draft for discussion only Country selection summary (2/2) "Must have" "Nice to have" Individual Vendors Tax donors are "Space" in deduction Startup/ Good Can buy/ Language are avail & available & market for status ongoing infrastruc exchange or cultural Country attractive skilled ACF potential costs ture databases fit Business plans 8
9 A GDP filter applied to narrow selection to wealthiest countries GDP filter reasoning Top 50 countries in terms of 2012 GDP, covering ~95% of total GDP GDP is a leading indicator of a country's overall wealth Fundraising opportunities most attractive in wealthiest countries GDP per capita considered, but overweighs small, very wealthy countries 1 where HNWI are likely targets, not middle class individuals United States China Japan Germany France United Kingdom Brazil Italy Russia Canada India Australia Spain Mexico South Korea Indonesia Turkey Netherlands Saudi Arabia Switzerland Sweden Poland Norway Belgium Islamic Republic of Iran Taiwan Argentina South Africa Austria United Arab Emirates Colombia Thailand Venezuela Denmark Malaysia Nigeria Chile Greece Singapore Hong Kong Finland Egypt Israel Pakistan Philippines Portugal Ireland Algeria Czech Republic Note: China and some Middle-Eastern / African countries (in grey) excluded from study due to regulatory, political and religious restrictions on fundraising 0 9
10 B Two types of markets studied
11 Potential criteria B Potential criteria a Feasibility criteria Potential / feasibility matrix 1 Private market size Country prioritization matrix 2 Private market growth high potential 3 Market share (%) of key international NGOs A Small number of competitors low potential 2 Private market growth low feasibility high feasibility Operational feasibility (ease of doing business) Regulatory barriers and political risk (Political stability index) Compatibility with ACF (language, culture) 11
12 C 15 countries selected for further study. Final country selection via "must have" factors Individual donors are available & attractive Good infrastructure Must have Vendors are available & skilled "Space" in market for ACF Nicetohave Can buy / exchange databases Tax deduction status potential Language & cultural fit Startup/ongoing costs 12
13 Germany and Italy were selected as the leading potential countries for ACF Country Individual donors are avail & attractive Vendors are available & skilled "Space" in market for ACF Tax deduction status potential Startup/ ongoing costs Good infrastructure Can buy/ exchange databases Language or cultural fit Germany Italy Positive Negative 13
14 That s how were born 2 new ACF offices!
15 Useful sources of information European Fundraising Association AFP (Association of Fundraising Professionals) The Resource Alliance «Global Fundraising : how the world is changing the rules of Philanthropy» Penelope Cagney and Bernard Ross Global Charity Job International Fundraising Leadership Forum THINK World Markets Fundraising Report (most recent version 2013) Many great fundraising blogs e.g. fundraising 101, Bernard Ross...
16 And Your new best friends
17 Développer une stratégie de collecte à l étranger Developing a strategy for international fundraising Gerhard Pock
18 Field report WWF CEE Field report Greenpeace CEE
19 Eight perfect ways to wreck your fundraising
20 Eight perfect ways to wreck your fundraising 1. Ignore Mr. Ansoffs matrix
21 New Tool Known Tool Ansoff Matrix for Fundraisers Known Market Chance to succeed New Market Chance to succeed Chance to succeed Chance to succeed
22 New Tool Known Tool Ansoff Matrix for Fundraisers Known Market New Market Chance to succeed 80 % Chance to succeed Chance to succeed Chance to succeed
23 New Tool Known Tool Ansoff Matrix for Fundraisers Known Market New Market Chance to succeed 80 % Chance to succeed 50 % Chance to succeed 60 % Chance to succeed
24 New Tool Known Tool Ansoff Matrix for Fundraisers Known Market New Market Chance to succeed 80 % Chance to succeed 50 % Chance to succeed 60 % Chance to succeed 20 %
25 Eight perfect ways to wreck your fundraising 2. Choose a market without knowing it
26 Eight perfect ways to wreck your fundraising 3. Use your fundraising mix as it is
27 Eight perfect ways to wreck your fundraising 4. Do it beside your other activities
28 Eight perfect ways to wreck your fundraising 5. Work out your budget on a beer met
29 Income Predictions SLOVENIA income SLOVAKIA income CZECH REP. income BULGARIA income ROMANIA income HUNGARY income FY12FY13FY14 FY15 FY16 FY17 FY18 FY19 FY20
30 Eight perfect ways to wreck your fundraising 6. Think too small in staff, time and money
31 Net Profit Predictions YEAR
32 NGO Strategies
33 Eight perfect ways to wreck your fundraising 8. Believe all the culture is different 7. Ignore cultural differences
34 Eight perfect ways to wreck your Fundraising 1. Ignore Mr. Ansoffs matrix 2. Choose a market without knowing it 3. Use your fundraising and marketing as it is. 4. Do it beside your other activities. 5. Work out your budget on a beer met. 6. Think too small in ressources, time and money 7. Ignore cultural differences 8. Believe all the culture is different
35 WWF PLAN : Full Fundraising-Programs in HU, AT, RO and BG
36 WWF PLAN : Full Fundraising-Programs in HU, AT, RO, BG and CZ, SLK, SLO
37 FUNDRAISING DEVELOPMENT BUT HOW?
38 6 Rules for success
39 1. The best fundraising staff
40 1. The best fundraising staff a. Only hire experienced staff b. Invest in training (time, money, ressources) c. Invest in market related salaries in order to keep this staff
41 2. The most attractive product
42 3. Excellent database
43 4. testing testing testing
44 4. testing, testing, testing, a. Take small and well tested steps. b. No Not invented here syndrome c. Always test before saying NO and optimize results with further testing.
45 5. copy copy copy
46 5. copy, copy, copy a. Screen national competitors and copy their success b. Use competent partners and their know-how c. Copy from yourselves, from your network and from you
47 6.Focus
48 6 Rules for success 1. The best fundraising staff 2. The most attractive product 3. Excellent database 4. Testing, testing, testing 5. Copy, copy, copy 6. Focus...and...
49 and furthermore
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