Big Ideas = Big Gifts Kay Sprinkel Grace AFP Toronto November 18, 2013 8:30 a.m. to 10:30 a.m. 1 What We Will Cover What are your expectations and needs? How to create and market a big idea working with internal resources and donors What donors want relative to impact and return on investment Ways to build and maintain relationships throughout the duration of a big idea Ways to create a pipeline of big ideas 2 In the Beginning. Think back on how your organization got started 3 1
What Was The Dream That Founded Your Organization? Take a few minutes and write a few notes: 1. On what dream was our organization founded? (for example, cure cancer, keep children from suffering from malnutrition, provide a cultural experience for the community) 2. How are we working now towards that dream? What is getting in our way? 3. What is our new big idea? 4 How Did That Dream Become a Reality? What were the conditions that were present that led to success? Internal External Leadership Commitment Which of them still exist? Which should be rebooted? 5 How to Create and Market a Big Idea Understanding the Marketplace: Who Are Your Donors? What Do They Dream About? Taking Time to Dream Ourselves Working Internally 6 2
Snapshot of Canadian Donors HJC/Blackbaud Study 2013 Most Canadians give. 9/10 Civics (born before 1945 give) but their numbers are dwindling Baby Boomers (born 1946-64) are the big market, but watch out for Gen X (born 1965 to1980) Most do not plan to expand their giving in 2014 Why do you think that is? 7 Canadian Cross-Generation Giving Summary (HJC/Blackbaud) Civics 87% give 25% of total giving 2.4 million donors $1,507 average annual gift Boomers 78% give 32% of total giving 5 million donors $ 942 average annual gift Gen X 79% give 27% of total giving 4.8 million donors $ 831 average annual gift Gen Y 62% give 15% of total giving 3.4 million donors $ 639 average annual gift 8 What Canadian Donors Like A friend or a friend s child or grandchild - - who approaches them on behalf of a cause or charity (across all generations, 84% responded to these personal asks) Direct mail or email appeal from a cause they know personally These approaches rely on relationships the only way to learn and communicate a big idea or dream 9 3
Engaging Our Communities How do you listen to your community? How well do you focus on relationships? In your stewardship of current donors, is there a mechanism for listening for their next dream? What messages do you send do your constituents? Are you results or needs focused? Reach or impact focused? 10 Taking Time to Dream Ourselves Jim Hodge of the Mayo Clinic said at the IU Symposium in November that we should be taking 30% of our time to dream When we convey ideas to donors or members of the staff, do we invoke Martin Luther King ( I have a dream ) or do we say I have a plan? In our internal working with non-development staff, do we reach out for program dreams and big ideas? 11 Fear and Dreams The Boundaries of Risk: Fear is the Enemy of Risk Dreams are the Inspiration Why Money Sits on the Sidelines 12 4
Impact of the GFC on Risk Inhibition of courage/risk Getting back to zero became the new success measure Psychic Poverty permeated our messages and reinforced donors sense of scarcity We submerged the idea of abundance in our determination to survive 13 Donor Advised Funds Capturing generosity: downside? A Donor Advised Fund (DAF) is today's fastest growing charitable giving instrument offered to committed philanthropists, their families and professional advisors. A Canada Gives DAF offers the same funding choices and executive privileges as a private foundation, but is a much more flexible and cost-effective alternative. People need the tax receipt before the end of the calendar year, but they haven t figured out what their charities are going to be. Advisor.ca, 2010 14 The Five I s of Giving What inspires donors to fund big ideas: Issues: action on what they care about Impact: making a visible difference Investment: a return in the form of community benefit Involvement: they will define it Innovation: the next big idea High Impact Philanthropy, Kay Sprinkel Grace and Alan Wendroff, 2001 15 5
How We Build and Maintain Relationships for Big Ideas Gaining Passion for Big Ideas That Work 16 Values Issues Passion The Values Basis of Philanthropy 17 Philanthropy Based in values Development Uncovers shared values Fund Raising Gives people opportunities to act on their values 18 6
Never Doubt How Strongly Values Influence Decisions A sample from the Forbes 400 Global Philanthropists said the following were the principal drivers for their philanthropy: 70% = personal values 36% = faith 35% = sense of obligation or duty 32% = family legacy 31% = to add value to society 19 Values in Philanthropic Investment I am an investor, that s what I do. So it is my nature to evaluate return on investment in everything I do. With philanthropy it is no different except that I look at dividends in terms of impact on the lives of children, and where I can really make a positive difference in kids lives, I am pleased. T. Denny Sanford, $600 million hospital donor in South Dakota 20 Values Vision Action Big Ideas are Based in Vision.Not for Your Organization, but For Your Community 21 7
Think Big (Even If You Are Small) Project Open Hand Green School Yards 22 Big Ideas = Partnerships A lot of conversation was about catalyzing innovation at this critical moment in time when needs so outweigh what any of us individually can solve. How can philanthropy work with government and other partners to take risks, to identify solutions, to catalyze change, to pilot innovative ideas? Jean Case, on the White House conference 23 Philanthropic Partnerships Attendees at the Forbes 400 Global Conference said they partner to accelerate impact: 40% partner with businesses 28% partner with other nonprofits 22% partner with government agencies 7% partner with other private funders 24 8
Impatience for Impact/Results Melinda Gates calls herself an impatient optimist. She is not alone. At the Forbes Conference, these expectations were voiced regarding visible results from investment: 44% - Less than 10 years 33% - 10 19 years 15% - Beyond a lifetime 9% - 20 years 25 Action Engagement Results Big Ideas Partners Momentum - Impact 26 Strategies for Engaging Donors in a Big Idea/Dream To be seen as an organization donors will choose for impact investments: Focus on the next big idea Open yourselves to partnerships to make your dream and vision and big idea(s) work Be sure you do not lose sight of your mission Let your communities know that your vision is not about your organization, but about them 27 9
Impact Ideas Trust Impact Creating a Pipeline of Big Ideas and Engaged Donors 28 What Is Your BIG IDEA? Write it down Take it back with you Share it with staff (development and program) who will be ignited by it Develop a strategy for engaging others in the dream Reach out to donors you know who just might be the partner you have been seeking 29 For Want of an Idea. What One Hospital Learned About Having a BIG IDEA 30 10
Seven Ways to Attract Big Gifts 1. Have a big idea/dream they can invest in 2. Show your leadership and vision 3. Engage your communities more deeply than ever: listen 4. Become impatient with the sector s pace 5. Create and sustain partnerships 6. Risk 7. Dream 31 Closing Thoughts we cannot discover new oceans unless we have the courage to lose sight of the shore. Andre Gide Courage is more exhilarating than fear and in the long run it is easier. Eleanor Roosevelt 32 Big Ideas = Big Gifts Kay Sprinkel Grace www.kaygrace.org kaysprinkelgrace@aol.com 33 11