Welcome to the January 2017 issue of the Factary Phi Newsletter.
You are at a board meeting of your charity. Board member Jane mentions her friend Peter, and says he might be interested in making a donation. Peter, she says, is the owner of a large software company.
Peter, to be clear, is NOT A CURRENT DONOR. He has not opted in or opted out or opted for anything at your charity.
Back at the office you put Peter’s name into Google. It’s in your legitimate interests to do so, and Peter would expect you to do this.
Turns out that Peter’s business is based in Newcastle.
You are in London, so there is time and travel cost to consider if you are to visit him. You use Companies House to find out about Peter’s shareholding and the company’s profits. These figures help you estimate Peter’s gift capacity. Again, it’s legitimate for a charity to estimate the size of a potential donation before it decides to spend money on a visit to Newcastle.
At an invitation-only event on the 21st of February, the Information Commissioner’s staff will tell charities and the Fundraising Regulator whether or not they can do this search.
The future of philanthropy in the UK hangs on the ICO’s reply to this one question.
Can a prospect researcher do the search outlined above?
If the answer to the question is “No”, then high-value philanthropy in the UK will change dramatically.
It will no longer be possible to use public-domain information to identify or understand potential donors. Charities, universities, museums, hospitals and theatres will have to stop, immediately, all proactive forms of reaching out to new high-value supporters.
How will high-value philanthropists react? They will give less. When charities stop asking, people of wealth will stop giving, or give less and less often.This is not just an assertion – it is demonstrated by research. In “Richer Lives: why rich people give”, Theresa Lloyd and Beth Breeze report that 69% of rich donors give ‘If I am asked by someone I know and respect.’ Charities, from cancer research to the lifeboats, will have to adapt to a dramatic cut in their income.
Some philanthropists will respond by setting up their own foundations. We know from Factary’s New Trust Update that they are already doing this in some numbers. They will manage their own projects via these foundations, meaning less money for mainstream charities.
If the answer to the question is “No”, then the ICO is taking on not just the charity sector, but pretty much every business in the UK. Because every day hundreds of thousands of secretaries, assistants and marketing people do this exact search to check up on potential customers. Can that really be the ICO’s intent?
If the answer is “Yes”, then the ICO is affirming prospect research. We CAN continue to research, understand, and evaluate potential donors and, with permission, actual donors.
We will know the future of philanthropy in the UK on the 21st of February.
Chris Carnie is the author of “How Philanthropy is Changing in Europe”, published by Policy Press. He writes in a personal capacity.
Have I mentioned my new book? (It’s the vain author’s constant refrain.)
Yes, I know I have. But that was pre-publication. Now I have an actual copy in my hands, so that means that the orders have started shipping from Policy Press.
This is a book for practical people. It’s about how high-value philanthropy is evolving across Europe, so practical people in fundraising, in prospect research, in social investment, in policy making and in education will all find – I hope – useful information here.
If you are a major donor fundraiser interested in why your donors keep asking about impact, you’ll find an answer here.
If you are a private banker or wealth adviser who wants to understand why your clients keep on asking about foundations in France, you’ll find out why, here.
If you are a policy maker wondering whether to recommend further tax relief for donations, then you’ll find the arguments here.
If you are a prospect researcher, wondering where to look for potential supporters in Switzerland, you’ll find some answers here.
And if you are the director of an NGO, wondering what your strategic priorities should be, you’ll find some suggestions here.
The book includes case studies, detailed research, some how-to, and a bibliography of more than 300 sources and references in (count ’em, ladies and gentlemen) seven languages. Its focus is Europe, meaning that this is not about the UK + the Continent + Ireland – it’s about the Continent + Ireland, plus the UK.
I hope you find it useful.
Welcome to the November 2016 issue of the Factary Phi Newsletter.
It will take a researcher to wake up the fundraising community.
Because it is time to wake up your fundraising colleagues to a new reality in philanthropy. A reality that is working its way through many of your major donors, your trust donors, your finance sector and bank donors, and even your government grants programme.
This is not some insidious virus, although it could eventually cause the extinction of some organisations. Its effects are dramatic on the organisations and people it touches, showing then a new reality, new priorities and a new and different way of reaching their goals.
This is Venture Philanthropy and Social Impact Investment (VP/SI), the subject of last week’s EVPA conference in Paris. The conference confirmed the coming of age of VP/SI, with a mix of leading foundations, banks, philanthropists and a growing band of intermediaries working in the “financial ecosystem” around this mix of investment and philanthropy.
The banks and advisors are very excited by this new market. They like the mixture of social change and financial tools, and they are building teams to help their HNWI and UHNWI clients work in this area; I met a seven-person team from one French bank including account managers, due diligence staff and social investment experts.
Welcome to your newest competitors. They are well-resourced, hungry for new business, have loads of great customer relationship data, and have a dizzyingly good contact book.
Your HNWI and UHNWI donors and prospects, along with trusts and foundations that you work with, are being courted now, by the banks. If your fundraising colleagues are not aware of this trend then maybe it’s time for you to give them a wake-up call.
Doing that could be easier than you think.
One of the remarkable (at least in Europe) characteristics of this market is its transparency. I chaired a session on failures in philanthropic investments, and 50 people in the room ‘fessed up to one or other bad decision, and then shared the leanings from their failure.
For prospect researchers the new transparency means that there is an increasing volume of well-researched information on the sector.
Start with the EVPA website, where there are high-quality research reports, and a full list of members (Factary is an Associate Member). Then check the HNWl offerings of banks such as JP Morgan, Credit Suisse or Rabobank. Next take a look at foundations operating in this space. Esmée Fairbain Foundation or Impetus /PEF in the UK, Fondazione CRT and Fondazione Cariplo in Italy, Noaber in the Netherlands… The list is growing, and in Europe alone EVPA has 200 members. In Asia the growth is even faster and EVPA’s sister there, AVPN now has 300 members.
Then look at how organisations, many of them small social change non-profits, have taken up the challenge of working with these demanding but exciting investors. The EVPA website includes case studies and examples. Check out Factary’s reports on the sector.
And finally talk to your colleagues. Tell them that there is a significant new movement in high-value philanthropy. It’s a movement of people who want to invest, not give. Who want to participate, truly participate, in your work; these people do not want a packaged project on a gilt plate. Tell them that in the view of many VPs, traditional fundraising is a costly, inefficient way of winning funds. And tell them that this will take time but that it could transform your organisation and, more importantly, transform the lives of the people you work with.
But do, please, tell them. Because no-one else is. Amongst the 500 delegates at the EVPA conference I counted just three fundraisers. Three! In a hall full of philanthropists.
Your research could help your colleague to be number four. Do it, now.
Chris Carnie’s latest book – How Philanthropy is Changing in Europe – is to be published in January 2017 by Policy Press: pre-order your copy here!
Welcome to the October 2016 issue of the Factary Phi Newsletter.
Welcome to the September 2016 issue of the Factary Phi Newsletter.
Welcome to the August 2016 issue of the Factary Phi Newsletter.
Welcome to the July 2016 issue of the Factary Phi Newsletter.
Welcome to the June 2016 issue of the Factary Phi Newsletter.