Monday, April 14, 2014

"The Casement Quotient" vs. Working In Centra

Just back from the Fundraising Ireland conference and I'm trying to get everything clear in my head - you're probably the same.

One of the ideas that stood out was one I'd heard Denisa Casement mention before: her very own Casement Quotient. She asks what is the value of your fundraising team's time?

The Casement Quotient
Income ÷ Individual Hours = Team Value/hr

In her case, 4.5 fundraisers are bringing in €2.4m per year, which breaks down to about €1,100 per hour for the team. Each individual's time is worth about €240 an hour.

Now that's not a target, it's a value she puts on her team which allows her to be brutally careful about how they spend their time each day. She argues that it makes it easier to say No to low value ideas and really question whether the short- and long-term results are going to justify the time spent on them. And it helps answer the question outsource or not?

I like it because it's no longer looking at your fundraisers as a cost, but as income (which all good fundraisers already knew). If someone is worth €240 an hour rather than costing €15 an hour then does it change how you approach their happiness...and their training.

There's crossover with an idea I've been peddling lately when charities are looking at fundraising ideas, in particular events and social media: Would you raise more if you got a job in Centra?

In other words, would you raise more money for your charity by spending a day a week updating, engaging and cruising Facebook...or by working one day a week in Centra and donating your pay to the charity?

At your next event, look round at all of your volunteers and staff and ask yourself If these people were all stacking shelves for minimum wage right now (or working in a eye-wateringly high-paying job), and donating their pay, would I be raising more money?

But it would be a brave person that responds to a potential volunteer by asking them to go and get a job.

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