The Governance & Management

of Fundraising: Responding to

Charity reform

Professor Stephen Lee, Cass Business School

Fundraising Hits Rock Bottom?

The Death of Olive Cook 2015

So…What About Fundraising

Regulation & Standards?• NCVO Report Into Malpractice in Fundraising 1986

• Charity Acts 1992, 1993, 2006 & 2011

• EC Data Protection Directive,1995, effective 1998

• Information Commissioner DM & PECR Guidance 2004

• Self regulation imposed FRSB, IOF, PRFA 2007- 2015

• Hodgson Review of 2006 Act 2012

• PWC Report on Self Regulation of Fundraising 2014

• Dispatches Programme Summer 2014

• Olive Cook May 2015

• Daily Mail, Telegraph and others…. Summer 2015

• Etherington Review Autumn 2015

• Revised Self Regulatory Structure – demise of FRSB, PFRA & IOF control of

code of practice. Fundraising Regulator created. FPS Reset Red Button?

• PACAC Select Committee Report, January 2016

• Charities(Protection & Social Investment) Act 2016

• Revised IFC Guidance on Direct Marketing 2016

• EC General Data Protection Regulation April 2016, effective May 2018

Consent: The State We’re In!

Refining Back To Basics

Private

Public

Efficient

Expensive

Acquisition

Development

Committed

Major

Fundraising Strategy

& Tactical Choices

Personal solicitation

Direct mail

Advertising

Face to face solicitation

Public collections

Telephone fundraising

Lotteries & competitions

Sponsored events

Challenge events

Internet fundraising

New media fundraising

Special events/ dinners

Trading

Legacies

Major gift fundraising

Personal solicitation

Peer to peer solicitation

Charity of the year

Company Foundations

Payroll giving

Employee giving

Customer giving schemes

Sponsorship

Special events/dinners

Joint promotions

Cause related marketing

Challenge events

Foundations

Central/Local Government

QUANGO’s

Individual Fundraising Institutional Fundraising

Community Fundraising

Methodologies

• cash appeals

• jumble sales

• charity balls

• lotteries

• dinner, lunch, etc.

• events

• fireworks

• exhibitions

• sponsored walks

• fetes

• public collections

• quiz night

• competitions

• Unsolicited donations

• Fact to face

• Advertising

• PR

• Direct mail

• Internet

• New media

• Telephone

• Tax efficient giving

• Committed giving schemes

• Social networking/membership

• Major gifts

• Legacies

Acquisition

Personal solicitation

* Public collections

* Face to face solicitation

* Local groups

Events

* Special events/ dinners

* Sponsored events

* Challenge events

* Community events

Direct marketing

* Off the page

* Direct mail

* Telephone*DRTV/Radio

* Text fundraising

Internet fundraising* Digital*New media*Social networkingAdvertising

Lotteries & competitions

Trading

* Retail shops

* Catalogues

* Social enterprises

Employee Fundraising

Retention

Receptions

Local Groups

Annual Events

Direct marketing

* Welcome packs

* Mailing cycle

* Annual Fund

* Upgrade campaigns

Membership

Retail events

Internet communities

Social networks

Development

Receptions

Annual Events

Warm direct marketing

Telephone upgrades

Text campaigns

Special campaigns

Special interest groups

Membership grades

Loyalty schemes

Committed Giving schemes

Stewardship schemes

Committed Giving

Major donor development

One – Off campaigns

Capital campaigns

Stewardship Schemes

Legacy campaigns

Development Board

Individual Donor Development

10

A Successful Fundraising

Strategy?

• Efficiency performance linked to strategy

• Effectiveness quality of outcomes linked to strategy

• Appropriateness conformity to appropriate ethical practice in

achieving strategy

Does Size Matter?

Playing On A Level

Playing Field!

Poor Communication

Lack of leadership:

A Sense of Purpose or Direction

Practical Guidance: Greater Clarity

Above All Else

Mission & Values – Good governance, effective management

Rights & Duties – The place and role of fundraising

Culture – From values to resonant behaviours

Competence – Fundraising & fundraising management

Compliance - Consistent application of good practice