Summary
UNHCR, the UN’s refugee agency, has historically secured the bulk of the finance for its vital and complex work from institutions, governments and multi-laterals. But it has a goal to increase its funds from private sources: high-net-worth individuals, foundations and corporations.
=mc consulting has been supporting UNHCR in various ways for almost a decade working on overall strategy, helping with governance challenges, and even developing a Red Ocean, Blue Ocean programme. Recently one of the most significant areas they wanted support in was to help improve their income from HNWI in the Gulf – covering Saudi Arabia, Dubai, Kuwait, Qatar and Oman.
This case study explores how we were able to extend our partnership with UNHCR.
The training was unanimously agreed as an excellent couple of days, thank you very much. One of the best workshops I’ve attended.
The Challenge
There was already a significant team of around 30 people working to secure gifts in the six and seven figure range but they were keen to acquire new high-level skills, which would allow them to increase the number of gifts and their size.
Specifically they were looking for a development programme which would combine influencing skills, making the ask in person and through proposals, and relationship management.
How we helped
=mc consulting worked over several weeks to develop a sophisticated programme which could be delivered on site in Dubai with the team. Importantly the programme had to take account of the key issues relating to Muslim culture and philanthropy such as Zakat.
The program, based on the mix of modules had a number of elements including:
- Case studies designed to stretch the team and linked to the kind of agencies and individuals they could likely to approach
- Insight on how to break through the bureaucracy and layers surrounding very senior individuals to secure meetings
- An understanding of how individuals, corporations, and foundations were distinct but sometimes could be linked offering an opportunity for leverage across sources
- A structured process to engage and solicit individuals and agencies incorporating, as appropriate, elements of Muslim culture and thinking
These elements were combined in two days of intensive coaching and training in skills to include maintaining a positive mindset, preparing proposals, working effectively with the target individual, handling challenging conversations, closing the deal, and maintaining a long-term relationship.
The days had to also be suitable for high-level experienced individuals on the team, providing them with new insights and skills and also work for newer staff members keen to progress.
The Impact
The sessions were lively and interactive providing a mixture of challenge and insight. The programme has now formed the basis of a number of approaches.
Most importantly the team is on target to deliver US$300 million+ of income for the vital work with refugees.
Who else have we helped?
Among the international agencies we’ve helped to build up staff confidence and competence in dealing with major donors are International Federation of Red Cross and Red Crescent Societies, World Animal Protection, Greenpeace International, Compasion in World Farming, World Wide Fund for Nature International and the British Council.
In the UK we have helped UNICEF, British Heart Foundation, National Trust, CRUK, Princes Trust, Plan UK, British Red Cross, Macmillan, plus Glasgow, Edinburgh and Oxford Universities.
=mc consulting offers a high-level programme in Making the Ask designed specifically for individuals who have to work with high-level prospects.
Next Steps?
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Clare Segal, Director
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