Indian NGO Fundraising “Bright Spots” Report: Lifting Up What Works in Raising Money from Individuals in India

This report is Part II of a research project by UC Berkeley Director of Philanthropy and Fulbright Scholar Morry Rao Hermón, in collaboration with Samhita Social Ventures and the Collective Good Foundation, to help fill a gap in the knowledge base about what nonprofits are doing, and what is working, in the individual donor fundraising space in India.

In Part I, we conducted an in-depth survey of Samhita GoodCSR’s extensive network of over 4,000 NGOs from across India’s social sector about their funding sources, resource development methods, and donor engagement strategies. The findings from that 40-question assessment tool were shared in the “Indian Giving Benchmarking Report: Results of Indian NGO Survey on Fundraising from Individuals” (Samhita Social Ventures December 2019). As the first biennial ‘benchmarking’ study, we hope that Indian nonprofits will use this comprehensive data set as a practical tool for comparing their performance against the averages in the field.

In this new report, we lift up examples of fundraising “bright spots” — organizations that are having unparalleled success raising money from India’s burgeoning middle class.  We selected three nonprofits to profile including:

  1. Light of Life Trust
  2. SNEHA
  3. Teach for India

These case studies provide a roadmap that other Indian nonprofits can follow in their own resource mobilization efforts. Through a series of ‘system’ interviews, we unpacked the reasons behind their success, drawing out Ten Guiding Principles shared by the ‘bright spots’. This top ten list can be boiled down into five core competencies that Indian NGOs should keep in mind when building a base of life-long donors:

  1. Be unapologetic about asking for money

     2.  Focus on your outcomes and the money will follow

     3.   Find ways to engage your donors in the mission

     4.   Invest in professional fundraising staff

     5.   Foster a “Culture of Philanthropy” within your organization

At the end of this 30-page report we provide practical tips on how NGOs can go about adopting these principles in their own organizations so that they can diversify their revenues, grow their programs, and sustain their operations over time.

A note to our readers:

We are looking for other stories of success in the individual fundraising arena, so if you know of examples worth lifting up we would love to hear about them!  We are especially interested in identifying fundraising ‘bright spots’ that represent smaller nonprofits, and those in rural areas (including remote regions of India). Please email me your thoughts about this or other topics at morryhermon@berkeley.edu. Happy to answer any questions about my research, what we are learning, and support you on your journey!

Creating a Truly “Social” Stock Exchange

India is gearing up to set up a Social Stock Exchange (SSE) on the recommendation of India’s Finance Minister in 2019. After the initial suggestions by the Working Group in 2020, a new Technical Committee constituted by SEBI is expected to release more granular recommendations soon. SSEs are still in a nascent stage of development, having come into existence less than two decades ago. Only three out of seven SSEs are still active across the globe.

At this critical inflection point, the International Centre for Not-For-Profit Law (ICNL) and Samhita Social Ventures have undertaken an extensive research study to review seven SSEs (in Brazil, Portugal, South Africa, Jamaica, the UK, Singapore and Canada) to provide the most comprehensive analysis so far and offer suggestions for India’s SSE.

This report also analyses the recommendations of the first Working Group in relation to setting up India’s SSE.

No real cause for concern, says Noshir Dadrawala of CAP on the Finance Minister’s statement on CSR Consultants

While responding to a query in Parliament, Nirmala Sitharaman, Union Minister of Finance and Corporate Affairs stated that there is no provision of Corporate Social Responsibility (CSR) consultant in Section 135 of the Companies (CSR Policy) Act, 2014.

As the statement unnerved companies, firms and practitioners, Noshir Dadrawala of the ‘Centre for Advancement of Philanthropy’ compiled a detailed response that explains and interprets the FM’s statement, pointing out that there is no real cause for concern.

Overview:

  • From the inception of the law, neither Section 135 of the Indian Companies Act nor the Rules had any specific provision for “CSR Consultants”
  • “CSR consultants” cannot be considered as CSR “implementing agencies” nor can “CSR consultants” carry out CSR Activities as implementing agencies
  • The FM has said that CSR is a Board driven process and the Board of the company is empowered to plan, decide, execute and monitor the CSR activities of the company based on the recommendation of its CSR Committee
  • If a company decides to undertake CSR on its own, it may engage the professional services of an expert “CSR consultant” or “consulting agency” to help the company decide, execute and monitor the chosen CSR activities of the company based on the recommendation of its CSR Committee
  • The expenses directly incurred by the company (including paying professional fees to an agency specializing in a certain discipline), for the designing, implementation, monitoring, and evaluation of a particular CSR project or programme would not fall under “administrative overheads” and neither would the cap of five per cent be applicable. The fees would be treated as professional fees for expert services rendered by the agency.

CSR Journal | No provision of CSR consultant in Companies Act, Nirmala Sitharaman confirms in Parliament

Reimagining philanthropy: From control to agency

More often than not, in our discussions about systemic change, we overlook discussions about our personal contributions in those changes. We expect civil society organisations and political leaders to dare greatly, but usually ignore the role of funders in collaboration, risk-taking, and trust building. 

At Samhita, we have always believed that “big bets” require collaboration between samaj, sarkar, and bazar. To enable these daring transformations, funders must choose courage over comfort and embrace the power of collective strength.

Gautam John of Nilekani Philanthropies makes a case to take philanthropy from control based funding to agency based funding in his article for India Development Review.

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Indian Giving Benchmarking Report

The Indian Giving Benchmarking Report is an in-depth survey of Samhita GoodCSR’s network of 2,800 nonprofit organizations about their funding sources, resource development methods, donor engagement strategies, and efforts to build a base of life-long donors. 

This report is part one of a two-part research project by UC Berkeley Director of Philanthropy and Fulbright Scholar Morry Rao Hermón, in collaboration with the Collective Good Foundation, to help fill a gap in the knowledge base about what NGOs are doing, and what is working, in the individual donor fundraising space in India.  

As a ‘benchmarking’ study, we hope that organizations will use this comprehensive data set as a practical tool for comparing their performance against the averages in the field. 

In Part II of our research, we lift up examples of three fundraising “bright spots” — exemplary organizations with proven success raising money from India’s middle class.

India Inc buckles up to mitigate the impact of the COVID-19 pandemic

“Whether to safeguard their workers or help strengthen the country’s COVID-19 response, companies across India are stepping up to strategically utilize their resources to address the here-and-now but also shoring up for the future in ways that are beneficial to both business and society.”

Samhita’s CEO & Founder, Priya Naik and Visiting Scientist at The Banyan Academy of Leadership in Mental Health, Dr. Nachiket Mor, illustrate the virtuous cycle of mutual benefit that can be created between business and society, especially in times of such crisis when the chasms between the haves and have-nots are wide.

Align your employees with a broader purpose

“Employees are agitating for decisions and behaviours that they can be proud to stand behind and gravitating toward companies that have a clear, unequivocal, and positive impact on the world. Organizations turning a blind eye will face inevitable blowback”.

Read McKinsey & Company’s insightful article ‘Purpose: Shifting from how to why’’ to know how companies can begin addressing this ‘purpose gap’ and take ownership of their entire business ecosystem.

The importance of NGO Governance

Ragini Menon, Consultant and Anushree Parekh, Advisor at Samhita Social Ventures ask, “Would we prefer to fly on an airline that had the lowest maintenance cost? Or go to the hospital with the oldest, depreciated equipment?” A survey conducted in 2017 revealed that 70% of 250+ NGOs do not possess the funds to recruit skilled staff, and 40% claimed that they could not attract senior leaders due to limited resources.

Deep contrast to this is the fact that philanthropic giving in India has seen a 15% increase from INR 40,000 crore in 2014 to INR 90,000 crore in 2019. There exists a tradition of majorly providing funding to NGOs for projects, This report unravels why it is absolutely critical for the giving ecosystem to strategically invest in the training, research and organizational development of the talent of NGO partners with the end goal of increasing the overall capacity of outreach, quality, and durability of impact achieved.

To learn about how to assess an NGO partner, beyond material factors such as responsible governance, financial sustainability, and legal compliance and common societal misperceptions of NGOs, give our article a read.

Enabling Stakeholders to Take Purposeful Action for Large-Scale Social Impact

“Beyond CSR, we believe in companies integrating social responsibility into their business practices. We have developed the Responsible Corporate Citizenship Continuum (RCCC) to articulate the role of the private sector in society and to provide companies with a framework to conceive human rights and social and environmental responsibility in their business practices as well as CSR.”

Priya Naik, Founder and CEO, Samhita Social Ventures is interviewed by CSR Mandate where she shares Samhita’s strategies and learnings over the last 10 years while collaborating with a variety of stakeholder such as companies, social enterprises, NGOs, governments, multilaterals and donors. Samhita has curated a number of collaborative platforms to address challenges such as gender inequality, water and sanitation and sustainable livelihoods, with each contributing stakeholder honing their core competencies to collectively create significant impact. In response to COVID, Samhita set up the India Protectors Alliance (IPA) to provide support and equipment to India’s frontline health care and sanitation workers, and REVIVE to pave the path for sustainable recovery of jobs and livelihoods by providing financial and technical assistance.

Solutions for a Pandemic

We can’t have everything. Firing up the economy is a priority, but so is controlling the spread of the disease. Businesses have challenges and need to be rescued, but not at the cost of our workers. Indian corporates are posed with an enormous opportunity to intervene. Corporates today stand at a crucial juncture and have a chance to serve the supply chain, implored businesses, the last producers and aid them in collectivisation, help them with technology, enhanced productivity trainings and more.

While navigating the Covid-19 pandemic and its impact on the economy, industry and society, Samhita Social Ventures and IDFC Institute co-hosted  ‘Leaders with Purpose’ — a webinar series aimed at exploring how Samaj, Sarkar and Bazaar can come together at this unprecedented time and reimagine solutions to benefit both business and the socio-economically vulnerable.

Speakers:

Prof. Esther Duflo, Nobel Laureate, MIT Professor and Director, J-PAL

Sanjiv Mehta, Chairman & Managing Director, Hindustan Unilever Ltd

Nisaba GodrejChairperson Godrej Consumer Products

Dr. Rukmini BanerjiCEO, Pratham

Renana JhabvalaNational Co-ordinator, SEWA

Dr. Esther Duflo said, in our first webinar,  that it is essential for government, business, and NGO stakeholders to focus on cash transfers to economically vulnerable populations to avoid entering into a “society-wide poverty trap” in India. Dr. Duflo said “this is something business should be keenly interested in and very much behind it, not just because it’s the right thing to do morally, but also because I think it is the most responsible thing to do economically…self-interested business should be very much lobbying for this cash transfer.”

“We have – both Abhijit Banerjee and I – really insisted on the need for the government to act quickly and swiftly to prevent a lot of people who are not ultra-poor but merely poor, or maybe not even poor…to avoid those people to completely collapse back in a situation where it would be much harder to get out,” Dr. Duflo said of her own and fellow Nobel laureate’s views. “That in a sense is something that would affect them personally – an individual poverty trap – but can also create society-wide poverty traps.”

Ms. Renana Jhabvala reiterated Ms. Duflo’s recommendation of DBTs (Direct Benefit Transfers) as an effective way to promote wellbeing and resilience in low-income communities, and remarked on the importance of strengthening the systems through which the funds can be accessed. SEWA’s research has shown that the poorest really benefit from regular cash transfers, not very large, that come at regular intervals, and can transform lives completely. Largest experiment in MP showed this – bottom 25% really benefited. “We went back 5 years after 1 year of cash transfers, and we found the effects were still lingering, and they were still as well of due to that one year… This has come out so clearly in this crisis – if we’d had a way to transfer a certain minimum to every person who needed it, or below a certain income level, it would make a huge huge difference in their lives.”

In lieu of the crisis, Ms. Jhabvala made an extra plea on the need of a real coordination among corporates, NGOs, and government to usher into larger benefit of the society. Other cohorts of vulnerability, the elderly, widows, single mother who can not access support all need to be identified.  “In just a few days, we reached 70,000 people because of this coordination, and if it can continue, it could make a huge difference.”

The webinar session saw all panelists collectively stressing the importance of effective multi-stakeholder collaboration and cooperation to ensure last-mile service delivery to those most at risk. Ms. Nisaba Godrej and Mr. Sanjiv Mehta remarked on the importance of business leaders considering the safety and security of workers in manufacturing and distribution networks, and working in tandem with NGOs to identify and deliver support to the most vulnerable communities.

Mr. Mehta of HUL, encouraged Indian companies and iterated HUL’s  inclusion of its networks in their circle of influence and responsibility. The safety measures implemented in HUL’s factories, have been rolled out to their entire supply chains. It also goes beyond manufacturing – HUL distributes to households, to 95% of the households across society. Mr. Mehta laid emphasis on the need to train even retailers, and highlighted HUL’s. Suraksha programme which gives them guidance on how to operate safely.

Dr. Duflo commented on the opportunity the pandemic has presented to rethink and transform India’s education system, and the importance of not rushing back to pick up curriculum where it was left off. Dr. Rukmini Banerji echoed this, saying “there should be no rush…into the curriculum; we need to spend this time to really build our foundations again…most Indian children needed this building of the basic reading, basic arithmetic – and let’s take our time to do that.” She also stressed that though schools have been closed, children have been learning a lot about how to manage crises and scarcity by watching their families and communities’ reactions to the COVID-19 pandemic, and that adults should “need to spend time in learning from children what they have learned so that we can then build on that.”

The key takeaways of the webinar are available over here.

The full recording of the webinar is available at http://bit.ly/LeadersWithPurpose

For more information, please contact csr[at]samhita.org