Filed under: charity, convention, fundraisers, not for profit, Third Sector, Uncategorized | Tags: conference, Director of Fundraising, fundraising, Institute of Fundraising, IoF, learning, National Convention
Well I’m just packing my case to set off for the 2012 Institute of Fundraising National Convention. I’m looking forward to catching up with colleagues and friends and regaining a little sanity in what is an incredibly crazy busy year for me.
I have lots of great things going on, which pleases me greatly! But sleep and ‘me time’ are pretty much on hold right now. Thus these few days in a learning environment with people I respect, admire and in some cases aspire to, are of huge importance to me.
One of the things you have to work out as a director of fundraising, is how to deal with the isolation of being the boss – and at the same not being the ‘same’ as the rest of the senior management team.
You want me to explain? Ok here goes, I can but try …..
Fundraising, no matter how well an organisation tries, is the funny add on that people don’t fully understand. We don’t deliver services. Some of us have little contact with beneficiaries. Yet we are these crazy mad passionate people who raise millions and millions for our causes.
How do we do that? They ask. We do it because beneath the passion and enthusiasm is professionalism and intellect. We don’t just shake tins!
Business plans, risk analysis, in depth forecasts and cash flows, financial monitoring, key performance indicators, event planning, business cases to raise finance, meetings with the great and the good, marketing, media, trading …… shall I go on!
No need, you all know this already!
So whilst at conference this year remember and celebrate the brilliant job you do.
Learn from colleagues – and not just in the sessions. My greatest insights have come from the conversations I have had with my peers each year.
I need these three days! They keep me going for the rest of the year!
So fundraisers, don’t underestimate how important these few days are. Make the most of it!
I shall see you there. I am speaking on Tuesday afternoon. I will be at the party!
Enjoy!
Filed under: charity, fundraisers, Third Sector | Tags: Charitable, charity, Forgive, Gay, Help others, Inform, Lesbian
Yesterday I ‘enjoyed’ my first gay abuse.
Am I gay? No.
Was I with a gay person at the time? Yes, two in fact.
Myself and two of my best friends. Taking a happy stroll in the sun, on our way out to enjoy breakfast.
On our way we passed a group of young and clearly bored/uninformed/homophobic/stupid/rude (you choose) teenagers. Male and female.
As we passed them – and I recall smiling at them as we did so – one of the girls sneered ‘lesbians’.
To which one of her peers laughed, and thus spurred her on. And so the young perpetrator then shouted her euphoric abuse until we were almost out of her sight.
We laughed. The old adage ‘sticks and stones…..’ came to mind.
But at the same time it was rather sad and concerning. Young people today I had hoped would be better informed and aware. After all statistics say that at least six per cent of people in the UK are gay. There were easily 15 teenagers in their little posse.
So my thoughts go thus:
At least one of them is highly likely to be gay.
Several of them will have been uncomfortable at the rudeness of the abuse – and so feel guilty.
Most of them won’t really think their ‘leader’ was clever or intelligent.
Perhaps this dominant female is going to be the gay statistic in their gang?
Maybe, for our young abuser, being angry with passing strangers made dealing with her own day to day life a little easier ( in which case she has my forgiveness ).
Learnings: be informed; forgive easily; keep on smiling.
Action: create a poster re the statistics on the number of gay people in the UK today. Add a gay advice line number to poster. Laminate said poster. Attach laminated poster to lamppost by the steps teenage posse hang out at.
Aaahhhh : feel better now.
Always find a way to help others!
Filed under: Uncategorized | Tags: face to face, fundraising, street fundraising
(as featured at http://www.institute-of-fundraising.org.uk/blog/)
This week I was reading a thread of comments on LinkedIn about street fundraising. It became quite heated, with strong opinions, and many valid statements throughout the debate on whether street fundraising is good or bad.
It made me really think about not only how we work, but how we support each other in our fundraising efforts. I am happy to state that I personally do not like street fundraising, but equally I don’t like inserts in newspapers and magazines, or door drops that litter my letterbox (in fact inserts and non personalised charity appeals usually end up in my bin!).
However, regardless of my personal likes and dislikes, as a fundraising professional I keep all of these and all other methods in my fundraising toolbox. WHY? Well because they work. They are business tools that allow me and my fundraisers to deliver our primary objective – to generate income to allow my charity to deliver services and create a better future for our beneficiaries.
Love or hate the ‘marmite’ of our profession we know that it works. It sits within the ready list of ‘no brainer’ activities we can draw upon to increase number of donors and income.
Whichever tools are my least favourite I won’t slate them. Because surely that would devalue, not only the particular discipline, but fundraisers, fundraising, and ultimately the charities and the sector itself.
Unfortunately street fundraising gets bad press: from those outside of and from those within the fundraising profession. Not surprising when it is always the bad apples that get the press inches – nothing new there, it makes for a juicier news story!
However, I also wonder if some people just don’t want to have the needs of others put under their nose. Always easier to keep our blinkers on I know. Guilt is a mean feeling that we want to keep at bay… and those street fundraisers do put it right out there under our noses – no wonder we often pull our blinkers tighter and walk right on by!
Yes we know it works. And yes whilst most street fundraisers behave courteously and appropriately there are unfortunately a few that let the side down. As a sector we have worked hard together to redress this, working with IoF, PFRA, and FRSB. We will continue to do so.
It saddens me when anyone devalues this fundraising tool and therefore the potential contribution of the ‘man/woman on the street’, by slating face to face street fundraising. You will note that I refuse to use the portmanteau of charity and mugging in this text – this is not a term to embrace but one to throw out of our sector’s vocabulary, in my humble opinion.
We need street and door fundraising. It is an ideal way to reach the masses who may not otherwise seek out or hear about the important work our charities are doing.
I’m about to undertake a door to door test campaign. It will generate a return of almost 300% over five years. And that’s without calculating income that will continue beyond five years. A 300% financial return to deliver services is an easy choice.
As my esteemed sector colleague Sean Triner said just the other day (during the LinkedIn debate I refer to): “… I am a fan of face to face. Nothing in modern times has added more money to charity coffers to make the world a better place than this technique. It has got an entire new generation of people who didn’t give, giving. People aged 30-55 are not donor age, yet give millions.” I wholeheartedly agree with Sean.
I think that our job is to give our various audiences what they want once we have managed to engage with them. It doesn’t matter whether that engagement is achieved through inserts, telephone, door drops, internet, face to face, street, door or chance meeting in a lift. Until we respect all these channels to engaging new audiences we will be missing out on potential supporters and donors from all walks of life.
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Filed under: Uncategorized | Tags: charity, conscience, donors, fundraising, Institute of Fundraising, yorkshire
Good morning fundraisers.
Today I am thinking about triggers! No, not Tiggers – although when you get it right you might find yourself jumping around like a happy Tigger !
When you write your next appeal letter, or have that next vital conversation with a potential donor, remember this:
Conscience comes from emotions!
The emotional trigger is what kicks the conscience in.
And it is the conscience that then reacts and turns a concerned observer into a donor.
WITHOUT that emotional trigger you could end up with a database overly full of concerned observers !
Write well, read and review, and if that trigger isn’t there. Start again. If you don’t ‘feel’ it, no one else will.
That’s my little offering for the day.
Di
Filed under: Uncategorized | Tags: charity, charity management, communications, fundraising, fundraising strategy, strategy, yorkshire
Are you ‘talking’ to people so they actually ‘hear’ you?
At a recent meeting with HSBC and PriceWaterhouseCoopers they told me that we need to be planning for a four year economic recovery period. Unrestricted income has been shrinking and large numbers of charities have reduced income. So now is the time to really think about your communications with all stakeholders. Below I have listed a few things I believe we should all be thinking about at this time!
Unrestricted charitable income is shrinking:
Throughout 2011 it was widely discussed across the charitable sector that:
- traditional unrestricted charity income (including legacies) is shrinking
- charitable giving across all disciplines is down
- many charities are turning to income generation using social enterprise models to ‘sell’ services, expertise, and training
- donors are giving to a reduced number of charities. Recent research has shown the following. The average number of charities donors support:
1980s 5-7
1990s 3-5 giving level not gone down but giving to fewer
2000s 2-3 BUT for some (higher value donors) their giving level has gone up
- only 8% of donors give £100 or more!
Recession trends:
- Over 90% of charities are currently experience real term reductions in income.
- Eight out of ten expect further reductions
- 11% remain unsure about the future
- Numbers experiencing reductions of 10 – 30% have doubled since the last PWC report (December 2010)
- Charities in receipt of statutory income are feeling the effects as £1.2 billion cuts come in by October 2011.
(source: PWC and CFDG, Managing in a Downturn 2011)
So, for all of us it is ever more crucial that our communications are reaching the people we need to reach, whether they are current or future beneficiaries, or current or future donors! Are your stakeholders ‘hearing’ your messages?
Age cohorts (each generation ‘talks’ and ‘listens’ differently):
With the rise of social media rapidly changing our communications environment it is crucial that throughout the whole of your communications that you consider and respond to the fact that different age cohorts behave very differently.
Are you looking carefully enough at how you are connecting with each cohort in the future for maximum results?
Are you working with the various teams across your organisation to ensure that you are gathering relevant knowledge?
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Seniors |
1901-1924 |
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Silent |
1924-1945 |
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Baby Boomers |
1946-1964 |
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Generation X |
1965-1977 |
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Generation Y |
1978-1994 |
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The way the age cohorts respond:
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Age Cohort: |
Print: |
Telephone: |
Street: |
Internet: |
Mobile: |
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Seniors |
X |
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Silent |
X |
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Baby Boomers |
X |
X |
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X |
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Generation X |
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X |
X |
X |
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Generation Y |
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X |
X |
X |
Note: Generation X and Generation Y NEVER respond to mail! Currently, however, our content through other channels is not yet strong enough, eg: email newsletters.
This week, consider your various communications and take some time to look at how they fit (or indeed do not fit) into the different cohorts. You may find you have some changes to make!
DON’T EVER FORGET THAT FROM ONE BLADE OF GRASS WE CAN GROW A LAWN
Every £1 donated to charity goes towards changing someone’s life or positively changing our environment. My charity www.epilepsy.org.uk, and every charity – we need you.
KEEP ON GIVING
Filed under: charity, fundraisers, not for profit, Uncategorized | Tags: charity, credit crunch, donations, fundraiser, fundraising, Google Wave, Institute of Fundraising, not for profit, recession, Third Sector, thought for the day
Di Flatt
This is my personal blog so always remember that these are my views and thoughts and not those of my charity. If I do say anything as ‘Epilepsy Action’ then I will make that loud and clear.
Future challenges for fundraising
We are in turbulent times. Changes that take place now may stay with us for many years or indeed change the face of fundraising forever in certain areas.
Whilst some organisations will just make the most of what they can at this time, for others the recession will really begin to clarify thinking. Changes will be put in place that will lead to stronger, longer and more business like relationships between organisations (both charity and non charity) that may stay with us for the long term.
Following many discussions with my fundraising colleagues across the sector, there are certain things I feel we need to be very aware of:
Developing a fundraising ethos across the whole of our organisations, for example our procurement officers, building managers, service delivery departments – we need to be speaking to them about working with suppliers to our organisations as a source of support. We already have a link with these organisations as purchasers of their services and goods. Whilst often they may not be in a position to offer direct financial support this does not rule out charity of the year status and them undertaking some employee fundraising throughout the year, or indeed as a one off event. Equally we could be advertising the charity events we are already doing to these groups.
Developing fundraising with younger people, it is imperative that we begin to reach younger people and to get them more involved in fundraising and charity support. Some organisations are more suited to this on the large scale, such as the charities that can put on multiple mass participation events across the country (eg CRUK and Race for Life). However smaller charities should also be looking to develop this type of thing on a local or regional basis. A number of smaller charities working with a similar client base could work together to produce a series of mass participation events across the country thus building the brand and publicity of the event, taking it from being seen as local to national.
In the run up to 2012 and the Olympics young people will be thinking about sport. So sport events aimed at the younger age group will hopefully prove successful. We as charities need to capitalise on the events that are already happening around us and the Olympics is a prime example of something we should be tapping into as a resource for ideas.
Corporate support, is changing by the day right now. CSR has developed significantly over recent years but many charities do not seem to have taken this on board. Particularly some of the smaller, regional charities. We are in a recession and we need to build relationships with corporate organisations in a different way to how it has been approached previously. CSR is no longer about philanthropy. We need to be looking at this in terms of corporate engagement and not as pure fundraising.
Some charities I have spoken to still seem to be seeking funding and gifts in kind as their first option with corporates. Yet this is the last thing the corporates I speak to are looking for right now. They don’t have the budgets for donation giving any more.
It is important that charities take on board the corporate position and quickly. If we do not change then we will risk ruining any chance of engagement with corporates as they will just begin (and some already do) their own charitable events and support things directly and not through current charities.
It is imperative that we look at what corporate organisations need. They are not looking to just hand out funding any more. We need to put things on a direct business to business relationship. The things that corporates are looking for right now, and in this order are:
- A fit with their corporate objectives.
- A fit with their brand.
- Staff involvement – good for morale and PR.
- Networking.
- Are we campaigning for the same or similar goals or objectives.
- Charity of the year is still there, but the emphasis is on employee fundraising.
- Match giving to events staff participate in – but again there is less of this at present and it is at the bottom of their preference list.
Only then will they look at gifts, direct funding etc. We need to be building good strong business to business partnerships. I think these types of partnerships will work better, and be stronger. I also believe this will change the face of corporate fundraising for the long term – if this works well then why would the corporate wish to go back to the old way.
It is no longer a case of ‘what we want from you’ it is now a case of:
‘What can we do for each other?’ and ‘What can we achieve together?’
There will be more demand for co-branding recognition – corporates will want to be seen to be partnering with charities.
This may shift from being always the big well known charities to showing that they are willing to work with more local/regional or niche charities. From discussions I have had with some corporates there is a perception that some of the big charities have enough income falling through the door each day, so perhaps it is time for them to spread their support at this time of economic downturn.
Of course being realistic this is likely to be just ‘talk’ as the corporates will still want to enjoy the biggest reach and publicity – but we need to be aware of this.
Corporates are currently inundated with requests so they are spoilt for choice – if we do not change ourselves to fit into their needs then we will most definitely lose out.
Trusts and Foundations, this is a difficult area and there is much discussion about this at the moment.
Most trusts use careful risk management to ensure that if investments go down that they can continue to undertake their work with charities.
However there is much talk about trusts tightening their belts and some (even larger trusts) only continuing to give to those charities they have already committed to supporting.
From experience trusts will say this to attempt to limit the number of requests, so we should not be discouraged from at least approaching them. However, we absolutely must go in with a very tailored approach to each trust.
The days of scatter gun approaches is long gone. Applications must be targeted and strong, closely fitting the trust’s criteria and showing how the work requiring funding will bring about positive change.
I have seen a number of small trusts disappear this summer, certainly my own budget is missing around £30k to £40k of funding from long term funders. Most of this is due to those trusts having to close due to the economy.
Also trusts are leaning towards supporting sustainability right now and not new developments. Charities with decent reserves are not being funded so will become less secure themselves as time goes on.
Legacies, although some legacy income is reduced due to property sales etc being down. I believe this remains a strong area for growth.
It is not current money so people can feel secure with their day to day finances and still feel good about doing something for their charity(ies) by adding them to their will. We need to capitalise on this.
People will not stop dying so we ignore the legacy market at our peril. Particularly for older people who will have budget concerns right now, most especially those who rely on interest on savings etc – their charitable giving may go down – but they may be happy to transfer that life giving into a legacy.
Individual giving, in direct contrast to what I have said above – I have seen a couple of large donations to our appeals this last couple of months from quite elderly supporters who feel they should give it now and not wait – as the charity needs it now.
This is a real reflection as to how turbulent things are right now. We cannot second guess the donor. I guess the one thing we must all remember right now is that it is never about us – it is all about the donor.
Many charities get this wrong and will continue to push the charity story – this is what we have to change. We have to look at every individual donor (be they an individual person, a trust, a company) and look at what it is that they are seeking and develop our offerings, stories, requests around that.
It brings us right back to those wise words of ‘win –win’. Win-win solutions are the key right now.
So what can you do? Now this is the tough bit. We cover all these things at conferences and at national convention – but I sometimes wonder if people really hear it. I have suggested to the Institute of Fundraising that perhaps a series of ‘how to’ sheets could be developed. A ‘how to fundraise in a recession’ series perhaps.
Finally – technology is changing by the day – we are all (well many of us) now using twitter and facebook etc fairly well. But next comes google wave – and if you haven’t read up on this then you need to.
Things are changing so quickly. We need to be working out how we use all this technology to reach all our donors and most especially the younger donors.
Well guys – these are my thoughts for today! Send me your thoughts and ideas and stories on the challenges we are all facing right now (to diannemflatt@hotmail.com ) and I will use them in the next piece.
Take care of yourselves – think outside of the usual boxes – and remember we will all meet failure on the way to success!
My big idea – I know some of you will be waiting for an update on ‘my next big thing’ – well hang in there. A few meetings to go and things to organise and then all can be revealed.
DON’T EVER FORGET THAT FROM ONE BLADE OF GRASS WE CAN GROW A LAWN
Every £1 donated to charity goes towards changing someone’s life or positively changing our environment. My charity www.epilepsy.org.uk, and every charity – we need you.
KEEP ON GIVING
Di x
Filed under: charity, not for profit, Third Sector | Tags: charity, Di Flatt, fundraiser, fundraising, Institute of Fundraising, not for profit, Third Sector
Di Flatt
I have had the busiest few weeks since the IoF National Convention – which it has to be said was the best yet in mine and many others’ opinions. A lot of hard work and energy combined with fun and laughter took place across the three days. Fundraisers and suppliers from across the sector came together to share ideas, breakthroughs, problems and concerns – alongside award winning work celebrated at the National Fundraising Awards Dinner.
Whilst this was all happening around me I felt my usual buzz of ideas constantly bubbling through me. One idea that had been forming for a few weeks flickered through my mind again and again fizzing like bubbles in a champagne flute to the top of my thoughts. I eventually shared this idea with a couple of my most trusted fundraising colleagues and was delighted they too thought this idea was one that could really take off.
I have been working on this Next Big Thing every day ever since – perhaps sometimes only for half an hour here and there. I have a note pad and pen beside my bed for those middle of the night thoughts that need to be captured before they are lost – and some of these have proven so far to be the best ones!
So this brings me to today or should I say tonight.
Here I am heading rapidly towards my Next Big Thing, experiencing a rollercoaster of terrifying yet exciting waves of emotion as I move this forward day by day, week by week.
Next week I am meeting with a potential supplier, mindful that this could potentially revolutionise his relatively small business – is he prepared for that? Indeed is he the right supplier?
I am meeting with people from a national magazine to discuss potential photo shoots – for which I need people of suitable celebrity status! There are so many things and so many people to organise and enthuse.
Currently, and I really do mean currently here right now this evening at my own dining table, I am drawing up ‘commercially in confidence’ contractual agreements for all concerned parties. Everything will be embargoed until we go live!
I am filled with fear as to whether I can pull this off – yet full of bravery and perhaps bravado that yes of course, I can and will make this happen. However time is short and I feel that I would like to have a couple of extra available days each week. It is so hard to have to rely on so many other people.
I have booked some annual leave – yet I know I will fill these days with discussions and meetings to progress the idea further. So many meetings need to take place yet.
As part of this I will be working with another charity; at least one magazine and perhaps two, my supplier, an events company and at least one large club. Next job is to seek meetings with potential merchandise outlets.
Three fifteen am this morning I awoke thinking – is this the right supplier? I have to get this right.
Absolutely I have to get this right – not only for my charity and the charity I have decided to partner with. But also for other charities across the sector.
I have once again employed that most necessary concept of K.I.S.S.
KEEP IT SIMPLE STUPID
This Next Big Thing is simple enough to ripple throughout the sector. Simple and with a ready target market. A market already willing and able to participate.
I have adrenalin running through my veins and my head is buzzing with ideas around how this could really work so well.
For now I need to complete this paperwork. Keep noting down on paper the constant stream of ideas and options. And maybe have some sleep.
More phone calls and planning tomorrow.
I feel as if I have told you nothing. All I can say for now is WATCH THIS SPACE.
The NEXT BIG THING is coming.
As you have heard me say before – never ever focus on the dark but switch on your lights. Play big, serve the world, and give others permission to do the same. Keep on giving and we will keep on receiving.
Take care, goodnight and I shall tell you all more soon.
DON’T EVER FORGET THAT FROM ONE BLADE OF GRASS WE CAN GROW A LAWN
Every £1 donated to charity goes towards changing someone’s life or positively changing our environment. My charity www.epilepsy.org.uk, and every charity – we need you.
KEEP ON GIVING.
Di x
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