Fundraising From The Community

Welcome Back

PART 1:Creating a strategy• Key challenges• How we should respond• Tools

PART 2: Implementing the strategy• Case Studies (Including Ansoff’s Matrix)• Supporter and volunteer motivation / Managing Volunteers

Strategy

Tools

A Wide Church ….

• Legacies• Membership / Friends Schemes• Lotteries• Non Uniform Day - Give a donation to attend

school / college in your own clothes.• Fancy Dress - Pay to come to work in fancy

dress.

A Wide Church ….

• Guess the Baby competition - photos of the staff / colleagues as babies.

• Fashion Show / Concert / Play / Musical Evening

• Trivia Quiz - Pop / Sport / General Knowledge / etc.

• Car Boot Sale• It's a Knock Out

A Wide Church ….

• Sponsored Silence, Haircut, or Walk• Five / seven a side football / rugby /

hockey / etc.• Dine at Mine’ evening• Choir Competition or Carol Singing• Raffles• Zip Wire Challenge or abseiling• Collecting Boxes

Beggars the questions

• Where to focus?• How often to launch something new?• How long to keep flogging a dying horse?• What’s an acceptable ROI?

The Pareto Principle, or …

… the rule of 80/20

20%

80%

20%

80%

Activities

Results

Low hanging Fruit

A Ladder

Time

Retu

rn

Childhood Youth Maturity Decline

The Product Life Cycle

Time

Gro

wth

Childhood Youth Maturity Decliine

The Product Life Cycle

Market growth

(Cash usage)

Market share

(Cash generation)High

High

Low

Low

STAR

CASH COW DOG

Problem Children

Market growth

(Cash usage)

Market share

(Cash generation)High

High

Low

Low

STAR

CASH COW DOG

QUESTION MARK

Community Council of Berkshire

Infrastructural support

Infrastructural support (CVS competition)

Climate ChangeBME Work

Travellers/

Refugees Trustee belief

But reality is …

Use the Boston Matrix to map out your current offerings.

Session 2: Implementation

What we’ll cover

• Case Studies: Barnsley Hospice and The Peace Hospice

• Volunteer Motivation

Case Study

Participation in decline?

Customer focus

What are the customers’ needs?

The Strategy

The Offer

Lone Rangers

Amazing Amigos

The Fundraising Pack

Fundraising Pack Options

• Sponsorship Form

• Sweepstake kit

• Raffle tickets to sell

• Donation bag stickers

High Sheriffs

Case Study

Message from a walker...

I was going to sign up as a Lone Ranger as I don't like asking for sponsorship. People are struggling to pay bills and I feel uncomfortable asking when times are hard. My friend convinced me to choose Amazing Amigo because I could ask for clothing donations and still be raising money. I didn’t realise that for every bag of clothes I could get, I was in effect raising £19 of sponsorship. In the end, I collected 13 bags and raised £247I never thought I'd be able to raise that much!

“

”

“We wanted to convert people who didn’t like asking for money into fundraisers, by convincing them that it wasn’t as scary as it sounded”

Clare Richards, Deputy Fundraising Manager

Sign Ups

75%

2% 23%

Year Total Income No of Walkers

2011 £102,237 1333

2012 £83,380 1245

2013 £73,750 733

2011 2012 2013

£76.69 £66.97 £100.61

Total Income & Walkers

Average Income Per Walker

Total Income and Walkers

The Future

Outcomes Cross promoting across fundraising platforms means...

Retail clothing donations have increased

Income from the Lottery Raffle Tickets increased by 14%

Walkers who used raffle tickets have become regular Lottery Players

Part 2:

3 Year Participation

100

853

550

2011 20132012

3 Year Participation

100

853

550

2011 20132012

630 NEWPeople

Ansoff

Pete Watson says …“This just goes to show that if you think outside the box a little bit, and make your running event slightly different – you can massively increase your audience. The net is cast so much wider to catch people who are not just into running and fitness”

PETE WATSON, Peace Hospice

Volunteers

Reasons Volunteers Quit

• 1. A sense that their service is not valuable.• 2. A sense that they are not viewed as a person, only as a

"worker."• 3. A sense that their contribution is not as valid as others.• 4. A lack of community.• 5. A lack of connection with a bigger purpose.• 6. Poor leadership and management.• 7. Poor communication/direction.• 8. Lack of appreciation.• 9. Failure to recognize them as a donor.• 10. Lack of development of them as a person.

• Training.“If it is important enough to do, it’s important enough to train volunteers in how to do it!”

• Affirmation.“We often forget that people need to know that they matter more than what they do.”

• Feedback.“Authentic, love-based feedback does much to develop servants into strong leaders.”

• Evaluation. ‘The outcome remains just as important”• Recognition.“Recognition acknowledges people for what they

do.”• Reflection.“What did you learn about yourself? People decide in

the reflection whether they will do this again and if they will let it change their lives.”

The Volunteer Functions Inventory

• 6 Motivations• Each with 5 Reasons• Volunteers are asked to rank the reasons in

order of preference

Social

• My friends volunteer• People I'm close to volunteer• People I know share an interest in community

service• Others with whom I am close place a high

value on community• Volunteering is an important activity to the

people I know best.

Values

• I am concerned about those less fortunate than myself

• I am genuinely concerned about the particular group I am serving

• I feel compassion toward people in need• I feel it is important to help others• I can do something for a cause that is

important to me.

Career

• Volunteering can help me get my foot in the door at a place where I would like to work

• I can make new contacts that might help my business or career

• Volunteering allows me to explore different career options

• Volunteering will help me succeed in my chosen profession

• Volunteering will look good on my CV.

Understanding

• I can learn more about the cause for which I am working.

• Volunteering allows me to gain a new perspective on things.

• Volunteering lets me learn through direct hands-on experience.

• I can learn how to deal with a variety of people. • I can explore my own strengths

Protective

• Doing volunteer work relieves me of some of the guilt over being more fortunate than others

• Volunteering helps me work through my own personal problems.

• Volunteering is a good escape from my own troubles.

• No matter how bad I've been feeling, volunteering helps me to forget

• By volunteering I feel less lonely

Esteem

• Volunteering makes me feel important.• Volunteering increases my self-esteem.• Volunteering makes me feel better about

myself.• Volunteering is a way to make new friends.• Volunteering makes me feel needed

Recruitment

• Consider the values, aspirations, beliefs and circumstances of your target audience

• Extrapolate their most likely motivations. Administer the VFI.

• Tailor Persuasive messages.

Tailor a pitch

• Older, retired people• Students• Church goers• Professional people