THE BLACK FUNDRAISERS’ THE BLACK FUNDRAISERS’ NETWORKNETWORK

THE BLACK POUND:THE BLACK POUND:Major Donors in the Black Major Donors in the Black

CommunityCommunity

PresentersPresenters Midé AkerewusiMidé Akerewusi Head of High Value AppealsHead of High Value Appeals ScopeScope

Glen FendleyGlen Fendley Fundraising ConsultantFundraising Consultant GF ConsultingGF Consulting

Ground Breaking StuffGround Breaking Stuff Growing Interest in BME Philanthropy Growing Interest in BME Philanthropy

Over Last 3 yearsOver Last 3 years

Diversity In Fundraising SIG Diversity In Fundraising SIG

MD Code of Practice – Silent on DiversityMD Code of Practice – Silent on Diversity

USA Taking Black $ SeriouslyUSA Taking Black $ Seriously

Black Fundraisers’ NetworkBlack Fundraisers’ Network

So What Do We Have?So What Do We Have? Lack of ResearchLack of Research Lack of Leading Lights Lack of Leading Lights Lack of Examples or Case StudiesLack of Examples or Case Studies Lack of Black Wealth Register Lack of Black Wealth Register Lots of Prejudices & AssumptionsLots of Prejudices & Assumptions Lots of Fear and PhobiasLots of Fear and Phobias Lots of Other Fish in the SeaLots of Other Fish in the Sea

Some Questions Some Questions What is the Black £ ?What is the Black £ ? Who do they give to?Who do they give to? How do Black People Give?How do Black People Give? Why do Black People Give?Why do Black People Give? Why is Black Giving Important?Why is Black Giving Important? Who Cares anyway?Who Cares anyway?

The PoundsThe Pounds

PinkPink GreyGrey BrownBrown ‘‘Curry’Curry’ DisabledDisabled Black?Black?

BME or Black?BME or Black?

““Anybody of African heritage; Anybody of African heritage; including Africans, African-Americans, including Africans, African-Americans, African-Caribbean and African South African-Caribbean and African South Americans and those who identify Americans and those who identify with the Black experience but may be with the Black experience but may be of dual heritage” of dual heritage”

Delroy Constantine-Simms, Exeter UniversityDelroy Constantine-Simms, Exeter University

Black Wealth in the UKBlack Wealth in the UK Emperor Septimius Emperor Septimius

Severus Severus

First Black UK SovereignFirst Black UK Sovereign

From Leptis Magna From Leptis Magna

Reconstructed Hadrian's Reconstructed Hadrian's Wall in AD 197Wall in AD 197

The Rise of Black WealthThe Rise of Black Wealth

Equiano – One of Equiano – One of 40,000 Black People 40,000 Black People in UK in 18in UK in 18thth Century Century

Estate Worth £950 Estate Worth £950 (£100K) in 1797(£100K) in 1797

Sarah Forbes Sarah Forbes Bonetta Bonetta

God Daughter of God Daughter of Queen VictoriaQueen Victoria

And Then…And Then…

??

Black People in the UK Black People in the UK TodayToday

UK Population 60MUK Population 60M

1.2M Africans and African Caribbean in UK1.2M Africans and African Caribbean in UK

70% of Black people live in London70% of Black people live in London 70% of Black People are Christians70% of Black People are Christians

Form 60% of Church Attendees in LondonForm 60% of Church Attendees in London

32 Billion Reasons32 Billion Reasons Black & Asian Spending Power £32bn Black & Asian Spending Power £32bn

The UK Black Hair Care Market £46.5m in 2004The UK Black Hair Care Market £46.5m in 2004

Black Women Spend Six Times More on Their HairBlack Women Spend Six Times More on Their Hair

Over 90% of Business Experts Think Ethnic Minority Consumers Over 90% of Business Experts Think Ethnic Minority Consumers Should be Targeted Should be Targeted

Ethnic Food Sales are Rising 14% a Year in EuropeEthnic Food Sales are Rising 14% a Year in Europe

Marketers need to understand the ‘Black Market’ to benefit from Marketers need to understand the ‘Black Market’ to benefit from the Black Poundthe Black Pound

Today’s Minority = Tomorrow’s MainstreamToday’s Minority = Tomorrow’s Mainstream

Some Quotes…Some Quotes…

““It is part of human nature to ask, to give and It is part of human nature to ask, to give and to receive”to receive”

““Black people do give – but they give Black people do give – but they give differently” differently”

““Black philanthropy is alive and growing”Black philanthropy is alive and growing”Midé Midé

AkerewusiAkerewusi

What is a Major Donor?What is a Major Donor?

““A major donor is an individual or family with the potential to A major donor is an individual or family with the potential to

make or procure a gift which would have a significant impact on themake or procure a gift which would have a significant impact on the

work being conducted, who is approached and/or cultivated using work being conducted, who is approached and/or cultivated using

personal relationship development fundraising techniques for the personal relationship development fundraising techniques for the

mutual benefit of the organisation and the donor. The gift may be of mutual benefit of the organisation and the donor. The gift may be of

capital, revenue, time or influence.”capital, revenue, time or influence.”The Institute of FundraisingThe Institute of Fundraising

The Major Gifts The Major Gifts ProcessProcess

11999 vs. 2005999 vs. 2005

Large major fundraising campaign prospect list in Large major fundraising campaign prospect list in 19991999 87% white entrepreneurs or aristocracy87% white entrepreneurs or aristocracy 6% Asian rich6% Asian rich 2% European wealthy2% European wealthy 4.5% United States4.5% United States 0.5% other0.5% other

Large major fundraising campaign prospect list in 2005Large major fundraising campaign prospect list in 2005 73% white entrepreneurs or aristocracy73% white entrepreneurs or aristocracy 17% Asian rich17% Asian rich 5% United States5% United States 4% European wealthy4% European wealthy 0.5% Black British0.5% Black British 0.5% other0.5% other

Strategic Infrastructure

InternalReadiness

Case for

Support

Project & Funding

Knowledge

Project Champions

Un

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M

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Giv

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Prospect Research

Qualify & Develop “Donor Plans”

Engagement & Cultivation

Invite Prospect to “Invest”

Stewardship of Gift

Un

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Sh

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sSnapshot of Successful Major Gifts Fundraising

GF Consulting ©

Identify

Research

Involve

Engage

The Ask

Recognition

Stewardship

The Seven Stagesin Major DonorDevelopment

GF Consulting ©

Major Gifts Fundraising CycleMajor Gifts Fundraising Cycle

Point of Entry

Introduce others

Ask

Follow up call

““Raising More Money”Raising More Money”

ModelModel

GF Consulting ©

Strategic InfrastructureStrategic Infrastructure

“Case for Support” transformational outcomes / explains why you are the best positioned

to achieve this vision

Project funding requirements and packaging Packaged / tailored / range of gift levels

Internal Readiness Shared commitment/ clear roles / time and resource

Project Champions / Leadership Committed group of volunteers / fundraising capacity / access /

advocates

GF Consulting ©

CapacityConcern

Connection

Donor Motivation - Uncovering Shared Values

•Religious•Identity•Pride•Network•Give something back

Empathy

Emotional

GF Consulting ©

Black Philanthropy in the Black Philanthropy in the UKUK

Can This Be?Can This Be?

"The list of young British money-"The list of young British money-makersmakers

silently shouts the truth - that in spite silently shouts the truth - that in spite ofof

the warmer climate of race relations the warmer climate of race relations in in

Britain, we [Black people, excluding Britain, we [Black people, excluding Asians] are not making it." Asians] are not making it."

TREVOR PHILIPSTREVOR PHILIPS

The African Caribbean Awareness The African Caribbean Awareness ProjectProject

Traditional Methods of Traditional Methods of Black GivingBlack Giving

Patronage – African & Caribbean SocietiesPatronage – African & Caribbean Societies

‘‘Spray & Pray’Spray & Pray’

Zakat 2.5% Cash, Gold and Silver Zakat 2.5% Cash, Gold and Silver

CharityCharity

Tithes - 10% of What You HaveTithes - 10% of What You Have

RemittanceRemittance

Baroness Scotland – Baroness Scotland – Access to WealthAccess to Wealth

Influential, charming, popular peerInfluential, charming, popular peer Cultivated and engaged her via privileged Cultivated and engaged her via privileged

consultation and obtaining her adviceconsultation and obtaining her advice She offered to write to Lord SainsburyShe offered to write to Lord Sainsbury Lord Sainsbury project visit and engagementLord Sainsbury project visit and engagement Significant financial support six months later Significant financial support six months later

GF Consulting ©

The Lawyer – Major DonorThe Lawyer – Major Donor

Researched charity’s database of regular donorsResearched charity’s database of regular donors Identified member of a black lawyer network in Identified member of a black lawyer network in

the Citythe City Invited him and other potentially affluent black Invited him and other potentially affluent black

individuals to a privileged briefing receptionindividuals to a privileged briefing reception Inspirational project visit with transformational Inspirational project visit with transformational

vision vision Motivated to host a dinner with his networks Motivated to host a dinner with his networks He also personally gives £22,500 per year and He also personally gives £22,500 per year and

gives pro-bono legal advicegives pro-bono legal advice

GF Consulting ©

The Ex-footballer – The Ex-footballer – Project ChampionProject Champion

Made him a patron for the letterheadMade him a patron for the letterhead Research revealed that he gives significantly to Research revealed that he gives significantly to

his churchhis church Engaged him in work / met beneficiaries of the Engaged him in work / met beneficiaries of the

charitycharity Highlighted funding difficultiesHighlighted funding difficulties Motivated to reduce reliance on statutory Motivated to reduce reliance on statutory

funding etc.funding etc.– Personally covered core costs for three years, Personally covered core costs for three years, – regularly provides auction memorabilia, regularly provides auction memorabilia, – gives access to his networks and gives access to his networks and – is an effective “call to action” speaker at fundraisersis an effective “call to action” speaker at fundraisers

GF Consulting ©

Baroness Young - AdvocacyBaroness Young - Advocacy

Passionate white middle class charity Passionate white middle class charity committed to social justice in Nigeriacommitted to social justice in Nigeria

Needed credible black advocatesNeeded credible black advocates Baroness Young engaged in work and scaleBaroness Young engaged in work and scale Agreed to host three events including major Agreed to host three events including major

reception at House of Lordsreception at House of Lords Her personal invites = Her personal invites = 100% attendance100% attendance Clearly attracted influential people to eventsClearly attracted influential people to events

GF Consulting ©

It’s More Blessed to Give It’s More Blessed to Give Than to ReceiveThan to Receive

Black church membership grown by 18% compared Black church membership grown by 18% compared with a 5% drop for churches nationally. with a 5% drop for churches nationally.

35% of Pentecostal Church Members are Black35% of Pentecostal Church Members are Black

Black Church Case Study Black Church Case Study – 9,000 Congregation9,000 Congregation– £7.4 million Annual Income£7.4 million Annual Income– £25m in Assets £25m in Assets – £6.5 million Raised in Tithes & Commerce £6.5 million Raised in Tithes & Commerce – £22 million 10,000-seater church Capital Project.£22 million 10,000-seater church Capital Project.

Unreported PhilanthropyUnreported Philanthropy

““Remittances constitute a transfer from relativelyRemittances constitute a transfer from relatively

richer to relatively poorer and often female-headedricher to relatively poorer and often female-headed

households…to a great extent, migration andhouseholds…to a great extent, migration and

remittances are part of a livelihood and povertyremittances are part of a livelihood and poverty

reduction strategy of the individual migrant and reduction strategy of the individual migrant and their families.”their families.”

Migrant Remittances & Microfinance in Africa – Cerstin Sander 2003Migrant Remittances & Microfinance in Africa – Cerstin Sander 2003

The Remittance MarketThe Remittance Market

Total Remittances to Developing World £80BNTotal Remittances to Developing World £80BN International Aid to Developing World £40BNInternational Aid to Developing World £40BN Total remittance Sub-Saharan Africa is £2.5BNTotal remittance Sub-Saharan Africa is £2.5BN Very Attractive Exchange RatesVery Attractive Exchange Rates High Volume Destinations - Nigeria and GhanaHigh Volume Destinations - Nigeria and Ghana Average Ghanaian Annual Remittance £650 and Average Ghanaian Annual Remittance £650 and

£9,000£9,000

Top Remittance Companies Top Remittance Companies

MoneyGram (4,000), Western Union (2,688), Other MoneyGram (4,000), Western Union (2,688), Other (14,000)(14,000)

Charitable Uses For Charitable Uses For RemittanceRemittance

ConsumptionConsumption School FeesSchool Fees Medical ExpensesMedical Expenses Land Purchase & DevelopmentLand Purchase & Development LivestockLivestock BuildingBuilding InvestmentsInvestments

The Usual Suspects

Hidden WealthHidden Wealth

The SectorsThe Sectors

SportSport MediaMedia Peers and PoliticiansPeers and Politicians BusinessBusiness MusicMusic Film, TV & TheatreFilm, TV & Theatre CateringCatering LegalLegal

Some Black Networks Some Black Networks Black EnterpriseBlack Enterprise The VoiceThe Voice Choice FMChoice FM 1990 - Trust Black Information Link1990 - Trust Black Information Link Black Professional NetworkBlack Professional Network Commission for Racial EqualityCommission for Racial Equality The Mayor’s OfficeThe Mayor’s Office

Black Policemen’s FederationBlack Policemen’s Federation Society for Black LawyersSociety for Black Lawyers Black BusinessBlack Business Black Professional NetworkBlack Professional Network The Scarman TrustThe Scarman Trust The Black Fundraisers’ NetworkThe Black Fundraisers’ Network

So What Does It All Mean?So What Does It All Mean? It’s still early daysIt’s still early days An emerging source of income An emerging source of income Black people becoming wealthy, famous, Black people becoming wealthy, famous,

influential and powerfulinfluential and powerful Some of that wealth (probably a greater Some of that wealth (probably a greater

proportion will be spent on philanthropy)proportion will be spent on philanthropy) Black people more in tune to giving as is Black people more in tune to giving as is

fundamental to their culturefundamental to their culture Black Voluntary sector needs to think Black Voluntary sector needs to think

about how it will tap wealthabout how it will tap wealth

What We NeedWhat We Need More Insight into the Black PoundMore Insight into the Black Pound

Clearer Understanding of the varied Ways Black Clearer Understanding of the varied Ways Black People GivePeople Give

More publicity for Black Major DonorsMore publicity for Black Major Donors

More Research into Mainstream Giving to Black More Research into Mainstream Giving to Black CharitiesCharities

More Research Into Black People Giving to More Research Into Black People Giving to MainstreamMainstream

The Black Fundraisers’ The Black Fundraisers’ NetworkNetwork

ContactContact

www.bfn.org.ukwww.bfn.org.uk

Email: lara@bfn.org.ukEmail: lara@bfn.org.uk