FACE TO FACE FUNDRAISING TODAY – CRISIS OR EVOLUTION? Daryl Upsall FInstF Daryl Upsall & Associates SL 21 November 2017 1 © Daryl Upsall & Associates SL 1 Hei © Daryl Upsall & Associates SL 2 DARYL UPSALL FInstF • Daryl is a senior international fundraiser with over 34 years of experience most of which at a director level. • Former International Fundraising Director, Greenpeace International. Known for his leadership & innovation he pioneered digital fundraising and is a co-creator of what is known as face to face fundraising during the 1990s. • Led the “Votes for Freedom” election fundraising campaign for Nelson Mandela and the ANC…in his spare time. • Co-owns fundraising agencies in Spain, Portugal, Italy, Colombia, Mexico and Peru. • His is a Fellow of the UK Institute of Fundraising (UK) & until last year, Vice-Chair, Association of Fundraising Professionals (USA) responsible for education & professional development. © Daryl Upsall & Associates SL 3 WHAT WE DO Daryl Upsall Consulting International and Daryl Upsall & Associates provide practical support to help non profit organisations (NPOs) boost their income and organisational growth. We have worked with the world’s leading INPOs & UN agencies, as well as smaller national NPOs in more than 60 FUNDRAISINGcountries: Market Assessment MARKET STUDIES RECRUITMENT Mentoring Fundraising & Training Strategy Recruitment © Daryl Upsall & Associates SL 4 WHERE IT ALL BEGAN….20 YEARS AGO © Daryl Upsall & Associates SL 5 5 WHERE IS F2F NOW… …and China too © Daryl Upsall & & Associ Associatesates SL 6 6 ActionAid UK © Daryl Upsall & Associates SL 7 Save the Children South Africa and Korea © Daryl Upsall & Associates SL 8 UNHCR Thailand © Daryl Upsall & Associates SL 9 Save the Children UK © Daryl Upsall & Associates SL 10 FACE TO FACE IS HAPPENING IN CHINA China Charity Fair in Shenzhen, 23 – 25 September, 2016 © Daryl Upsall & & Associ Associatesates SL 11 11 EVER CHANGING WORLD OF F2F SUPPLIERS © Daryl Upsall & & Associ Associatesates SL 13 13 AND REGULATING BODIES © Daryl Upsall & & Associ Associatesates SL 14 14 SO WHERE IS FACE TO FACE RIGHT NOW? = © Daryl Upsall & & Associ Associatesates SL 15 15 FACE TO FACE UNDER ATTACK -MEDIA AND PUBLIC OPINION © Daryl Upsall & Associates SL 16 FACE TO FACE RULES….BUT FOR HOW LONG? © Daryl Upsall & & Associ Associatesates SL 17 17 © Daryl Upsall & Associates SL 18 AUSTRALIA – appco F2F © Daryl Upsall & & Associ Associatesates SL 19 19 AUSTRALIA – appco F2F © Daryl Upsall & & Associ Associatesates SL 20 20 AUSTRALIA – appco F2F “The explosive allegations made in the statement of claim coupled with the videos that have been released to the media suggest there is a disturbing underbelly to the business of raising money for charities.” © Daryl Upsall & & Associ Associatesates SL 21 21 THE MEDIA IN CANADA WAS KIND TO F2F IN 2011 © Daryl Upsall & & Associ Associatesates SL 22 22 F2F UNDER ATTACK IN 2007 AND 2014 IN CANADA “On a bad day, you’re always aware that an international charity is losing money because they hired you. Never before has quitting something felt so charitable.” © Daryl Upsall & & Associ Associatesates SL 23 23 F2F UNDER ATTACK IN 2007 AND 2014 IN CANADA “On a bad day, you’re always aware that an international charity is losing money because they hired you. Never before has quitting something felt so charitable.” © Daryl Upsall & & Associ Associatesates SL 24 24 SECTOR OPINION Here is what folks are saying “Unusually, F2F has had a couple of years off the front pages in the UK now that the media has discovered there are other types of fundraising they can put a skewer through and chuck on the barbecue. But I predict a return to its number 1 position in the media's hit list in 2017.” Ian MacQuillin, Director, Rogare at Plymouth University © Daryl Upsall & & Associ Associatesates SL 25 25 Opinions on different fundraising methods I am contacted too often by charities in this way I try to avoid it I find it very annoying I am happy to be asked to donate in this way I understand it is an effective way of raising Via a cash collection/ collecting tin -9% -14% -8% 34% 31% Through a television advert with a telephone number… -15% -13% -7% 20% 36% Adverts/ leaflets in newspapers/ magazines -10% -13% -5% 19% 35% Through the radio -8% -13%-3% 17% 32% Online advertising -15% -16% -5% 16% 30% Via an appeal mailing/ letter -20% -16% -9% 15% 25% Via email -21% -16% -5% 15% 21% Approached face-to-face on the street by a fundraiser -31% -25% -10% 13% 22% Via text message through mobile phone -27% -17% -4%8% 13% On your doorstep -44% -20% -8% 7% 13% On the telephone -45% -17% -7%5% 10% Which of the following best sum up your feelings towards each of the following types of charity fundraising? Base: 1,000 adults 16+, Britain. Source: Charity Awareness Monitor, Jul 16, nfpSynergy © Daryl Upsall & Associates SL 26 Annoying and effective methods of fundraising I find it very annoying I am happy to be asked to donate in this way Via a cash collection/ collecting tin -9% 34% Through a television advert with a telephone… -15% 20% Adverts/leaflets in newspapers/magazines -10% 19% Through the radio -8% 17% Online advertising -15% 16% Via an appeal mailing/ letter -20% 15% Via email -21% 15% Approached face-to-face on the street by a… -31% 13% Via text message through mobile phone -27% 8% On your doorstep -44% 7% On the telephone -45% 5% Which of the following best sum up your feelings towards each of the following types of charity fundraising? Base: 1,000 adults 16+, Britain. Source: Charity Awareness Monitor, Jul 16, nfpSynergy © Daryl Upsall & Associates SL 27 The fundraising aggravation vs effectiveness matrix Effective for fundraisers Ineffective for fundraisers Annoying to the Effective but annoying Ineffective and annoying. These public types of fundraising. These types of fundraising should be include doorstep and avoid like the plague. Luckily telephone as the two prime there are no clear candidates examples perhaps email Acceptable to the Effective and acceptable Ineffective but acceptable public types are fundraising are fundraising types include radio sadly also fairly rare. and TV ads, cash collections and Perhaps the most effective online ads. So while the public fundraising that annoys the like them and think they are least are appeal letters. effective, fundraisers find their ROIs low © Daryl Upsall & Associates SL 28 The fundraising aggravation vs effectiveness strategies Effective for fundraisers Ineffective for fundraisers Annoying to the Effective but annoying. Ineffective and annoying. It would public The strategy for these be a perverse fundraiser who fundraising types must be continue fundraising in the category. to maximise income and The key though is to know how minimise aggravation donors/public see each fundraising type Acceptable to the Effective and acceptable. Ineffective but acceptable. Despite public The strategy for these must public ‘happiness’ with certain types be to ensure continued of fundraising they are often scarcely effectiveness while always used. Public explanation of what explaining why they work fundraising works and why might be well. a good starting point © Daryl Upsall & Associates SL 29 © Daryl Upsall & Associates SL 30 SO HOW DO WE BREAK THE DOWNWARD F2F TREND IN PUBLIC CONFIDENCE AND INCOME? Peter Hills Jones, chief executive of the Public Fundraising Association, says that income from face-to-face fundraising is now falling. Income from street fundraising fell from an estimated £14.6m in 2014/15 to £12.3m in the year to March 2016, and doorstep fundraising revenue fell from £83m to £70m over the same period. Third Sector, 26 April 2016 © Daryl Upsall & Associates SL 31 © Daryl Upsall & Associates SL 32 WHERE IS FACE TO FACE IN ITS LIFECYCLE? © Daryl Upsall & Associates SL 33 WHERE IS THE FACE TO FACE IN ITS PRODUCT LIFE CYCLE TODAY IN EUROPE? ? © Daryl Upsall & & Associ Associatesates SL 34 34 F2F LIFE CYCLE Who is investing here today in face to face fundraising? © Daryl Upsall & & Associ Associatesates SL 35 35 HOW F2F ROI DEVELOPMENT COMPARES © Daryl Upsall & & Associ Associatesates SL 36 36 CHALLENGES FOR FACE TO FACE IN CANADA © Daryl Upsall & Associates SL 37 HOW DO YOU CUT THROUGH AND GET YOUR MESSAGE HEARD? • People are being bombarded by messages everywhere, because so many charities are using F2F in the same areas. • Time - people are in such a rush nowadays… if your sign up process is long you could lose them. • For profit companies taking charity angles using F2F with free samples like the Dove Self Esteem Project Amy Pawluk EVP, New Business Development Your charity message © Daryl Upsall & & Associ Associatesates SL 38 38 HOW DO YOU CUT THROUGH – CLOSING DOORS? • D2D in Toronto, people just don't open their doors as often anymore • For mall and private site, it is becoming harder and harder to gain access either due to extremely high costs, or simply the private sites refuse to have fundraisers on site. • In addition many shopping centres, the tradition F2F venue of choice, are closing. Amy Pawluk EVP, New Business Development © Daryl Upsall & & Associ Associatesates SL 39 39 COST OF DOING BUSINESS – CAN WE AFFORD IT & WILL CHARITIES PAY? • New Minimum Wage - With two provinces introducing a new minimum wage in 2018, the cost of doing business is rising significantly. • Means our wage must rise as well to attract the quality of fundraiser that we are known for yet given less than 6 months notice by the government. • This is a major threat to both the financial health of our organization but also ensuring we are attracting strong fundraisers and able to complete our contracts. Allana Carson-Woodley Managing Director, Public Outreach © Daryl Upsall & & Associ Associatesates SL 40 40 PASSIVE ATTRITION AND NEED TO INVEST IN FUNDRAISERS NOT JUST VR Gift Processing • With 2-3% of all credit cards on file expiring each month, passive gift attrition continues to be a complicated and expensive problem for monthly donors.