CORPORATE & FOUNDATION GIVING

Transcription

1 CORPORATE & FOUNDATION GIVING R. S C O T T F O R T N U M, M A, A C F R E D E C E M B E R 0 5, for Performing Arts Alliance / Alliance des arts de la scène , rue York Street Ottawa, ON K1N 9J6 Tel./tél.:

2 AGENDA Introduction Donor Pyramid Annual Gifts/Major Gifts/Sponsorship Relationship Building Online portals: GrantStream Strategy

3 THE DONOR PYRAMID PLANNED GIVING Bequests Planned Gifts MAJOR GIVING Investment Involvement Endowment Campaigns Capital and Special Campaigns Major Gifts (Individual, Corporate, Foundations) ANNUAL GIVING Support Group Organizations Special Events / Benefits Annual Giving Campaign / Direct Mail Program Selected Publics All the Public - Everyone in the Area Interest Information Identification

4 THE DEVELOPMENT PROCESS donor growth MAJOR DONOR Fund Development ANNUAL DONOR stewardship Fund Raising special events, raffles, etc. donor acquisition PROSPECT SUSPECT

5 DONOR ENGAGEMENT Image courtesy of

6 TYPES OF SUPPORT Annual Gifts Major Gifts (Campaign) Sponsorship Sometimes what we call sponsorship is actually philanthropy with significant recognition True sponsorship contractual business relationship withy defined rights and benefits HST Considerations (more than 50% radio/tv/ Newspaper advertising)

7 SPONSORSHIP VS DONATION Sometimes what we call sponsorship is actually philanthropy with significant recognition True sponsorship contractual business relationship with defined rights and benefits HST Considerations (more than 50% radio/tv/ Newspaper advertising)

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11 REASONS COMPANIES SUPPORT Increasing brand loyalty / Brand differentiation / Brand image Creating company or product awareness and visibility Driving retail traffic or sales Highlighting community responsibility, or corporate social responsibility (CSR) Building new and deeper community networks Enhancing company's credibility and educating the public about products and services The opportunity to have the public sample a new product or provide demonstration of a product or service Entertaining clients (can be important when sponsoring cultural or athletic events) Targeting a niche market Recruiting, retaining or motivating employees Fostering talent and teaching new skills to employees

12 WHY FOUNDATIONS SUPPORT Matching of mission with priorities and focus areas Relationships

13 GIFT ACCEPTANCE/AGREEMENTS Who will you accept support from? What level of donor input is acceptable / ethical? What recognition will you offer? How will you deal with exclusivity?

14 RELATIONSHIP BUILDING

15 RELATIONSHIPS Corporate & Foundation decisions often made by committee or group Internal champion Committee is made up by individuals Must have a strong match with organizational priorities

16 WHY USE VOLUNTEERS Volunteers legitimize the cause. They encourage participation because of their standing in the community. Volunteers expand staff capabilities. Staff simply cannot reach all of the organization s prospects effectively. Volunteers are uniquely capable of assisting in the identification of prospective donors. The process of peer review and rating is effective.

17 DEALING WITH ONLINE GRANTING PORTALS Concise Specific Demonstrate impact & benefit matching the prospect s needs Grant Writing vs. Online Grant requests Relationship building pays off here!

18 STRATEGY Corporations & Foundations are excellent prospects Annual Giving/Major Giving/Sponsorship Identify Prospects Match the donor with the need Demonstrate your impact and match How are you different Understand your position and policies Communicate the request Onward and Upward!

19 RESOURCES Introduction to Corporate Fundraising UK Video Explore beyond straight gifts/cash sponsorship Corporate giving coming with more strings attached, Globe and Mail, Oct. 28, 2011 A Corporate Sponsorship Toolbox, by the Canadian Heritage Partnering Framework Industry Definitions, by Partnership Group Donations or Sponsorship? Know the Rules, Reap the Rewards, by Carters Professional Corporation Corporate Giving in Canada: The Latest Data, Trends and Implications, by Imagine Canada