The Role of PFOs and relationships with Charities

Presented by

Johanna Wright – Managing Director

Anne Bailey – Client Relations Consultant

Sharing the Caring

Agenda

• Overview of marketplace.• StC background.• Benefits to charities.• What makes a good promotion?• Hints on the processes involved.• Interaction with benefits providers.• Summary.

Overview of Marketplace

• The StC Business model.

• Association of Payroll Giving Organisations.

• Single Agreement list.

APGO Members

The market

• It is a competitive market.• Charity clients – the basket.• PFOs are invited to pitch by many large

corporates.• Business Development.• The importance of client relations.

STC background

• 22 years of experience.• Ownership and relationships with agencies.• Longstanding relationships with many

charities.• Experienced fundraisers giving nationwide

coverage including N.I.

Benefits to charities of working with a PFO

• Cost efficient fundraising resource.• Average “life” of a payroll giving donor 7-8

years.• Tax benefit included in the gift – no extra

admin to reclaim this.• It’s in the PFO’s interest to ensure donors

come to fruition.• PFOs have years of experience of dealing

with the associated PGAs.

Who we work with• StC has long standing fruitful relationships

with big name household brands such as Tesco, Lloyds, Marks & Spencer and Sainsbury’s; some for more than 15 years.

• Experience of promoting charities of the year – leading the ask with this info.

• Keeping our customers happy and loyal.• Always working as hard for our charities

as for our corporate clients, making Payroll Giving a win-win.

What makes a good promotion?• Good planning prior to booking.• Walkabouts – desk to desk.• High traffic areas – restaurants, foyers.• Intranet and newsletter articles, well

publicised internally without overkill!• Follow up campaigns, online giving.• Strong internal support and permission to

visit. Internal support can range from Director’s email to matching gifts.

• Charity support, giveaways, incentives.

Can we promote to clients with flex benefits?

• Yes – but there can be challenges.• Have to charge a daily rate where unable

to sign up donors (i.e. when our presence is for “information only”).

• Small window to promote (some providers allow only one week for any amendments).

Selling the product

• Strong selling points – all PFOs have their own USP and approach.

• Keeping good client relations – reporting, sharing feedback.

• Don’t be afraid to pitch against the competitors.

Summary• Long established schemes are still

producing new donors; nearly 4,000 between 3 of our longest standing corporate clients last year.

• This means the potential is there with companies who have the scheme and those yet to introduce it.

Questions

• Please feel free to ask any questions.