About Donorcentricity Pty Ltd
Donorcentricity supports your vision to make the world a better place by helping you to achieve your fundraising and development goals.
We are a values driven fundraising and development agency and have enjoyed working with non-profit organisations across Australia to develop their fundraising capacity and increase philanthropic sources of income. Our focus is on major donors, corporate partners and trusts and foundations.
Our ‘donor-centric’ approach makes us an excellent cultural fit for any not-for-profit that wants to work with an agency to implement a fundraising approach that is evidence based; highly personalised and respectful of individual donors; knows how to approach philanthropists for support in a sensitive, friendly and effective manner; and is expert at expanding networks of supporters into the philanthropic community in a ‘natural’ and ‘non-intrusive’ fashion.
You can count on us to reliably and effectively work with you to review, plan and implement evidence-based fundraising programs; conduct community consultation studies with the philanthropic community and increase fundraising income by bringing a donor-centric focus to your fundraising and marketing mix.
Our team has the advantage of having gained practical experience from working in senior fundraising and marketing positions and as consultants for a broad range of organisations, including:
- The Australian Red Cross
- The Australian Scholarships Foundation
- The Royal Flying Doctor Service
- Glaucoma Australia
- The Perron Institute
- BirdLife Australia
- The Australasian Foundation for Plastic Surgery
- Macquarie University
- The University of Technology, Sydney
- Vision Australia
- UNICEF Australia
- Western Australian Museum Foundation
- The National Boer War Memorial Association.
Our values and principles:
- A donor focus and belief that philanthropy can help create a better world
- To always uphold the best interests of our customers and their beneficiaries
- Integrity at all levels
- Excellent, flexible services at affordable prices
- Efficient and outcomes oriented
- Strict expense control discipline.
We specialise in campaign planning and implementation; helping you to select the optimal fundraising model for your organisation; conducting feasibility studies and market research (member/donor satisfaction, donor retention and engagement surveys, etc); capital campaigns, major donor and bequest programs; corporate sponsorship; trusts & foundations; leadership development; special events and campaign materials (e.g. campaign videos, cases for support, etc). We can also coordinate with our associates to deliver a portfolio of additional services tailored to your needs (e.g. wealth-screening, profiling). And of course we are also more than happy to liaise with your own preferred suppliers.
Working definition of ‘donor-centric’: "An approach to fundraising whereby for-purpose organisations genuinely strive to understand their donors and meet their needs – usually, but not exclusively, through relational marketing approaches and the use of two-way communications – in order to maximise sustainable voluntary income."
Ian MacQuillin, Director, Rogare
The Advisory Board and Donorcentricity Team
The Advisory Board
Mr Bill Hovey, Chief Executive Officer, The Linchpin Group Australia (Chair)
Ms Caroline Trotman, CEO, WordFlow; Non-Executive Director, Redhill Education Ltd; Director, Donorcentricity Pty Ltd
Mark Williams, Managing Director
Mark has over 20 years senior management experience in development and consultancy roles for well-known not-for-profits and educational institutions.
Mark began his professional career in marketing, first in publishing and telecommunications and then moved into development and fundraising roles for universities and not-for-profits. He developed an understanding of the art and science of capital campaigns as a Campaign Director working for FMC on campaigns for The Royal Flying Doctor Service and Vision Australia. Mark has since built and directed many successful multi-million dollar fundraising and advancement programs.
Mark established Donorcentricity Pty Ltd in 2012. In 2013 he completed feasibility studies for a professional medical association as input to their strategic fundraising plan and a national association preparing for a capital campaign. In 2014 he worked with a number of organisations to develop their fundraising capacity; a medical research institute in WA; an educational institution in VIC; a vision related charity in NSW; a start-up charity in NSW; and he conducted a membership survey in NSW for Fundraising Institute Australia. In 2017 Donorcentricity Pty Ltd's clients are in multiple sectors and located across Australia, including clients with active capital campaigns.
As Director, Institutional Advancement with Macquarie University, Mark developed and implemented an integrated advancement strategy and a University-wide fundraising campaign portfolio which achieved over $8 million in 2010. In 2011, the bequest pipeline was built to exceed $12 million (including confirmed and intending bequests), and in 2010 the first multi-million dollar confirmed bequest was secured; He established an alumni relations strategy and program which saw a large increase in alumni actively engaged with the University; Secured two sponsored professorial chairs and successfully implemented the University's first annual appeal.
As Fundraising Manager (NSW) with the Australian Red Cross, Mark worked with national marketing to establish and develop a range of income generating programs with significant input to the development of major donor and bequest programs. Responsible for managing the NSW Fundraising Team to engage effectively with over 500 community groups involved in supporting the Red Cross Victorian Bushfire Appeal which generated over $320 million nationally.
As the Campaign Director for major capital campaigns, set up the framework and implemented the major phase of a $10 million campaign for the Royal Flying Doctor Service South Eastern Section and a $30 million campaign for Vision Australia.
As Cards & Products Manager for UNICEF Australia, developed and implemented a multimedia based marketing campaign for the corporate and consumer markets and had oversight of emergency appeals and regular giving (the 'Global Parent Program').
As Marketing Manager for the University of Technology Sydney (UTS), built and managed the University's corporate marketing function, developed the UTS brand and introduced a coordinated advertising and student recruitment program across the University.
He has a Masters of Business (Marketing) from the University of Technology Sydney, a Postgraduate Diploma (Marketing) from Charles Sturt University and a BA Honours Degree (Sociology) from Goldsmiths College, London University.
Peter Leunig, Executive Director
Peter has held senior fundraising and development positions in the education and not-for-profit sectors, including Head of Fundraising for St Vincents & Mater Health Sydney, the University of Western Australia and Macquarie University.
He is expert at reviewing the fundraising and development status of organisations and establishing the necessary infrastructure and visionary strategic direction for fundraising and development operations to succeed. Peter excels at building relationships with high profile volunteer supporters, patrons, ambassadors and ultra-high-net-worth individuals. He can transform an organisation’s capacity to achieve credibility and convey a compelling story so that it becomes an attractive proposition for philanthropic support.
Peter took a lead role in establishing two very successful advancement and development operations in Australian universities, the Office of Institutional Advancement at Macquarie University and the Office of Development and Alumni Relations at the University of Western Australia. He helped to establish the Macquarie University Foundation in 2009, and UWA’s Hackett Foundation in 1998, both of which have been integral to the ongoing success of their fundraising programs.
His recreational interests include sport and the arts, especially dance and music, and in particular he has a great love of the pipe organ, and its French and German repertoire through the Romantic and Modern period.
Peter has a Bachelor of Science (Pathology) and a Bachelor of Arts (Music) from the University of Western Australia.
Caroline Trotman, Director
Caroline brings over 25 years of marketing, business development, brand management and not-for-profit board experience to our team. As Deputy Vice-Chancellor International and development at Macquarie University, Caroline, Peter and Mark were instrumental in the establishment of Macquarie University's Office of Institutional Advancement. In its 40 year history the University had never taken any structured approach to fundraising, and from a standing start the office raised over $10 million in its first three years.
At Macquarie, Caroline was heavily involved in the establishment of the Macquarie Foundation, in development of projects and donor relationships, and in stewardship of our major supporters. She had overall responsibility for the University's community engagement program, including the Macquarie University Art Gallery; Domestic and international events (e.g. the Macquarie University Research Awards; University Open Day; Graduations, etc).
Caroline has held numerous senior marketing roles - as Global Director of Marketing for Accenture's Government business, she was instrumental in the growth of this US $1 Billion business unit, building relationships with leaders of government agencies across 22 countries. Other senior marketing roles included Director of Marketing at Bankers Trust, ATKearney and Deloitte. More recently she was Global Director of Business Development for Minter Ellison Lawyers.
In the not-for-profit sector, Caroline has held numerous board positions and made a significant contribution to the fundraising and branding efforts of Melanoma Institute Australia, the Pathways Foundation and AFS Australia.
Caroline has an MBA from Macquarie Graduate School of Management, a Graduate Diploma in Applied Finance from the Securities Institute and a Bachelor of Arts from the University of Canberra. She is a Fellow of the Securities Institute and a Member of the AICD.
Janine Bavin, Senior Campaign Director
Janine has worked at a senior level in corporate financial services marketing including eleven years at Westpac, four years with the Institute of Chartered Accountants and then five years as Head of Marketing at the Australian Stock Exchange, before running a capital campaign for the Royal Flying Doctor Service. She subsequently worked on various capital and major gift campaigns with a professional fundraising consultancy.
Janine is actively involved in overseeing and resourcing campaigns. With a strong background in research and project management, Janine focuses on using appropriate and innovative resources to achieve each client’s objectives.
Her experience encompasses feasibility studies, major gift programs and capital campaigns for medical research, education and the arts. Janine has been involved with a diverse range of not-for-profit organisations, both professionally and personally. Janine has a Diploma (degree equivalent) in Business Studies (Advertising) from RMIT University, Melbourne.
Chris Barry, Campaign Director
Chris is an accomplished leader with significant experience across the business and "for purpose" sectors in management, business development, fundraising, marketing, media and communications. He is extensively networked across the Canberra community and has a proven record of achievement, most recently working to ensure the ongoing sustainability of vital programs at Communities@Work, a broad-based social enterprise that provides a range of vital services to thousands of Canberrans from birth to senior years.
Chris implemented a strategy at Communities@Work to diversify income sources to include fundraising as well as creative and innovative activities, social ventures and mutually beneficial relationships. He developed workplace giving, seasonal campaigns, and regular giving programs raising over $1.1 million between August 2012 and December 2016; Developed a bequest pipeline of more than $600k; Directed a partnership with St Vincent de Paul Canberra/Goulburn to develop and run the Canberra Community Sleepout, a signature fundraising event that raised over $170k for homelessness services in the Canberra region, with 1,608 people sleeping out.
He developed the innovative “Best Dressed Store”, a social venture that produces profit that is used to purchase food and essential items for Communities@Work’s community pantries. From its launch in November 2014 until December 2016, this venture has raised over $200k. Chris also developed and implemented a partnership with four major shopping centres to install branded donation boxes that collect more than 15,000 donated food and essential items annually, and achieved $70k in sponsorship in the second year of the “Celebrate Gungahlin Festival” in 2016.
At the Australian Institute of Management, Australia’s leading management association, Chris managed the ACT region with over 1,100 members and 100 organisations across the business, not-for-profit and government sectors in Canberra. He drove 65% revenue growth (from $1.8m to $3m) during and following the GFC.
Chris has a Bachelor of Arts from the Australian National University, with majors in Sociology and English Literature. Chris’ postgraduate qualifications include Project Management.
David Goldstein, Director, Online Information Services and Grants
David is an expert at online information gathering and content creation. He also has in-depth experience working with trusts and foundations in his fundraising roles with Vision Australia and Epilepsy Action and 15 years’ experience working for a range of government, non-government and private sector organisations.
David has built his own successful international business providing news gathering and selected media coverage for niche industries. Most recently David has taken on a different role, joining Donorcentricity Pty Ltd to offer non-profits a unique blend of services including tailored online media monitoring, blog writing and grant application services.
David believes in developing donor-centric relationships with trusts and foundations and working with them to truly understand their mission and objectives. He also enjoys collaborating with the staff from grant-seeking organisations to fully appreciate their services and develop compelling funding proposals. This often starts with interviewing program delivery staff to find out about the services and benefits they provide and from there tailoring proposals to fit the guidelines of the trust or foundation.
David has a Bachelor of Arts (Sociology and Geography majors) and a Master of Arts (Sociology) from the University of NSW.
Sharen Page, Senior Project Manager
Sharen is an executive level project manager with 20 years experience in the not-for-profit and corporate sectors. She is a highly experienced manager with excellent communication, organisation and planning skills. Over the past decade Sharen has successfully managed and coordinated projects (e.g. major special events, campaign videos, etc) for highly regarded educational and government institutions, including: Macquarie University; Balance! Healthcare's GP Super Clinics; a National Women's Alliance in Australia; Leiner Health Products in California; and a private equity firm, North Castle Partners, in Connecticut.
Sharen has a Bachelor of Business Administration from National University's School of Business and Management, California, USA.
On Ki Chan, Office Administrator
On Ki has worked in administration and marketing roles for companies in Hong Kong and Australia. She has a Master of Medicine (Reproductive Health Sciences and Human Genetics) from Sydney University; a biomedical science degree from the University of Technology Sydney; and a diploma in business studies. On Ki is a passionate supporter of animal rights and environmentalism.