CSI_HiveWire_Crowdfunding_Guide 2015

CROWDFUNDING GUIDE
FOR NONPROFITS, CHARITIES AND
SOCIAL IMPACT PROJECTS

The development and publication of this guide was made possible through the generous support of the
Department of Employment and Social Development Canada (ESDC) of the Government of Canada.
Project prepared by
© 2015 HiveWire Inc. / Centre for Social Innovation
Authors
Asier Ania, HiveWire
Christopher Charlesworth, HiveWire
Editor
Barnabe Geis, Centre for Social Innovation
Design & Layout
Kate Ripley, Market By Design
Contact
info@hivewire.ca
info@socialinnovation.ca

Introduction
Crowdfunding is the pooling of small amounts of capital from a large number of people, using the Internet
and social media, to fund a project or business venture. As crowdfunding continues to grow rapidly in
Canada, it is clear that the charitable and nonprofit sectors are increasingly turning to this important tool.
We’ve organized this guide with a stepwise progression, so please feel free to follow the numbered
sections in sequential order as you move through your crowdfunding effort.
Lastly we’ve invited the participation of all Canadian charitable and nonprofit stakeholders in the
creation of this guide, and we appreciate the support of the many organizations that have made this
work possible. Thank you for taking the time to read this publication and best of luck with your future
crowdfunding endeavors.
March 2015

Table of contents
STEP 1: Learn The Basics About Crowdfunding
Crowdfunding 101
How does it work?
Crowdfunding Engagement:
Nonprofits & Charities
Why Crowdfunding?
Crowdfunding vs. Traditional Fundraising
Why People Back Your Campaign
Key Factors of Success
Should Your Organization Use
Crowdfunding
Step 2: Building Your Campaign
Anatomy of Crowdfunding Page
Creating a Great Crowdfunding Video
Video Strategies
Campaign Types: There are two
basic campaign types
Rewards
Types of Rewards
Reward Strategies
Metrics of Success
Step 3: Marketing Your Campaign
Marketing
Preparing Your Networks
Conducting Your Campaign
Optimizing Your Marketing
STEP 4: Executing Your Campaign
Campaign Logistics: Time Management
and Workflow
Campaign Roles
Step 5: Post campaign
Once the Campaign is Complete
Common Mistakes & Lessons Learned
Proven Best Practices
About
CSI / HiveWire / ESDC
Fact Sheet 1: Campaign Execution Checklist
Fact Sheet 2: Tools
Fact Sheet 3: Choosing a Crowdfunding
Platform
28
29
30
32
33
05
06
06
08
12
13
14
15
16
37
40
41
42
43
45
38
39
17
18
20
21
22
23
24
26
27
34
35
36

STEP 1:
Learn The Basics About Crowdfunding

6ESDC Crowdfunding Guide
Step 1: Learn The Basics About Crowdfunding
CROWDFUNDING 101 - CROWDFUNDING BASICS
Crowdfunding is fundamentally about creating and exchanging value. We encourage you to think critically
about what value you are creating, why people are interested in the work you are doing, and how you can
build opportunities for the crowd to participate in your efforts.
At its most basic level, crowdfunding is the aggregation of small amounts of money from a large group
of people via the internet in order to fund something (e.g. a business, a project, etc.).
HOW DOES IT WORK?
Crowdfunding typically involves three key players: the campaigner, who is looking to raise money for a
project or venture; the crowd of people who support the work; and a platform that hosts the campaign and
brings together the fundraiser and the crowd. The fundraiser will start a crowdfunding campaign by creating
a project page on a platform, and then ask the public to contribute funds to their effort.
The rise of social media sites such as Facebook and Twitter has made it much easier for fundraisers to find
people willing to contribute to their campaigns. The growth of crowdfunding, and the associated success of
many crowdfunding campaigns, is now heavily attributed to social media and networks.

Donation
Most often used for philanthropic or
sponsorship purposes, this approach allows
the crowd to support a particular cause or
effort without expectation of financial return.
This kind of crowdfunding is often driven by
personal desires or moral obligations, and
is currently the most common form of
crowdfunding. Example: Donate to the
United Way page.
Peer 2 Peer Fundraising
Allowing supporters to raise funds for your
campaign by publicly advocating and
sharing on your behalf. This can be an
excellent tool to leverage the network of
your most ardent supporters. An example
is the Heart & Stroke Foundation’s “Canvass
Online” page, where volunteers receive their
own personal fundraising webpage and
collect funds by contacting friends and
family in their network. Example: Alzheimer
Society of Canada Walk for Memories,
Sponsor a Walker.
Social Fundraising
The building of independent crowdfunding
campaigns by supporters that then directly
benefit charities and nonprofits. Example:
Erik ran over 140 Kms in support of the
Princess Margaret Hospital Foundation.
Rewards
The rewards model incorporates non- financial
rewards to further incentivise supporters to
contribute funds. These rewards typically
vary according to the amount donated, and
are often suited to creative projects (e.g. film
production or album recording). Example:
Fund What You Can campaign to stage a
community musical performance.
Debt / Lending and Equity Crowdfunding
Debt / Lending and Equity Crowdfunding
- As these types of crowdfunding, like the
Centre for Social Innovation’s Community Bond
(communitybond.ca), depend on securities
regulations, and involve the purchasing of
ownership or the placing of debt, they are
out of the scope of this guide.
While there are many types of
fundraising listed below that we’ll
be referring to under the name
crowdfunding, we’ll be excluding
debt/lending and equity based
crowdfunding - as they are out of
the scope of this publication.
1
Indiegogo (campaigns from 2008 - 2015)

CROWDFUNDING ENGAGEMENT: NONPROFITS & CHARITIES
Crowdfunding is a global phenomenon with exponential growth, and with participation across all sectors. In
particular, we wanted to gain insight into how nonprofits and charities are engaging in this area. We looked
at 26,586 nonprofit and charity crowdfunding campaigns, from one of the largest crowdfunding platforms1
.
Out of the 26k nonprofit and charity campaigns, Canadian nonprofit and charity campaigns comprise
approximately 6.5%, with a total of 1,722 campaigns.
Nonprofit and charitable crowdfunding
campaigns comprise 8% of the total pool of
crowdfunding campaigns
Nonprofit and charitable campaigns raised
over $91m in pledges, comprising nearly 17% of
the total pool of crowdfunding campaigns
Nonprofit Charity Other
8.1%
91.9%
16.8%
83.2%
The adoption of crowdfunding by nonprofits and charities has increased substantially over last 6 years. From 2013,
nonprofits & charities actually make up ~10% of the total.
69
163
500
2009
2010
2011
1,540
9,803
12,663
2012
2013
2014
1
Indiegogo (campaigns from 2008 - 2015)

Although nonprofits & charities are engaging in a wide array of categories, we can clearly see two
dominant categories: Community & Education. At the other end, and as expected, categories like
Technology, Gaming, Fashion, have very low participation rates.
Nonprofit/Charity Campaigns - Category Breakdown
Religion 2.2%
Dance 2.1%
Education 16.5%
Community 29%
Health 8%
Animals 5.4%
Theater 7.5%
Film 6.9%
Music 4.3%
Environment 3.8%
Art 3.1%
Sports 2.9%
Other 8.3%
Technology 1.4%
Politics 1.2%
Small Business 1.1%
Food 1.0%
Video/Web 0.9%
Writing 0.8%
Transmedia 0.5%
Gaming 0.4%
Photography 0.4%
Fashion 0.2%
Design 0.2%
Comic 0.1%

From the 1722 Canadian nonprofit & charity crowdfunding campaigns we looked at, we can see that there is
participation across the whole country.
Dollars raised per province/territory
22,905
1.2M
272,811
149,620 72,363
1.8M
544,594
42,190
114,771 151,623
26,877
3,395 37,030

Looking at just the successful campaigns, defined here as those campaigns that reached their funding target, we see
that the majority of campaigns (89%) raise less than $20k.
As the funding target of a nonprofit or charity campaign increases, the lower the success rate, and therefore fewer
campaigns are successful in achieving their goals. Raising more money is more challenging, which is why it’s important
to carefully plan and execute your crowdfunding campaign!
Success Rate of Nonprofit and Charitable campaigns2
1k - 9,999
64.1%
10k - 19,999
16.2%
Other
11.6%
< 1k
8.2%
20k - 99,999
10.6%
100k - 999,999
1%
< 1k
1k - 9,999
10k - 19,999
20k - 99,999
100k - 999,999
40.2%
25.8%
16%
8.6%
3.2%
GoalRange
Success Rate
2
Campaigns that raised 0$ were not included here as it was concluded that they did not represent a serious effort.

WHY CROWDFUNDING?
Crowdfunding brings with it many more benefits than just raising money. With effective planning and
strategy your organization can maximize the benefits of running a campaign. The benefits of crowdfunding
are listed below:
Leveraging crowdfunding can also help leverage a younger demographic (18-34) that lives online, uses social
media, and is familiar with making online payments.
Raise money
Usually the main goal, but not the only one.
Marketing and cause awareness
The very act of crowdfunding gets the word out
about the issues you are engaged with.
Market validation
It can provide validation for new initiatives allowing
the crowd to vote with their dollars in support of
your efforts. You could also leverage the crowd’s
support as key evidence when obtaining other types
of funds (i.e. grants).
Testing marketing channels and target audience
A great way to see if a specific project resonates
with a specific target audience.
Connect with new audiences
The buzz that you create can bring new relationships
that you can leverage going forward.
Understand your audience
Get to know more about the people that do (and
don’t) support you, the level of support from certain
target audiences, issues that resonate, what people
say about you via social media, etc.

CROWDFUNDING VS. TRADITIONAL FUNDRAISING
Although crowdfunding and traditional fundraising share many traits, there are specific and important
differences. Most of these differences add value, but some may add additional challenges. Some of
the important differences that crowdfunding brings are listed below:
Value exchange
Crowdfunding can incentivize organizations to
increase the amount of value that they are
creating for their donors. When there is more
value created, whether by surprising, delighting,
entertaining, or offering goods and services,
donors will often contribute additional funds.
Answering the donor’s question of “what’s in it for
me?” can help you think beyond the intangible
benefits of giving (or just the tax receipt).
Specific
As opposed to asking for support for a general
mission, crowdfunding best practice can involve a
more specific ask for a specific project. This gives
the project a measurable outcome that someone
can immediately relate to as having supported and
increases the ‘touchpoints’ of the campaign. The
‘touchpoints’ are those characteristics that increase
the spectrum of participation by allowing the
campaign to resonate with people in different ways.
For example: giving money to UNICEF is different
than giving money to rebuild a school for children
under 10 in a rural village in Ghana through a
campaign being led by a Canadian woman who
has her own, compelling story about her childhood
growing up in Africa.
Time-bound
Crowdfunding campaigns are of a specific, defined
length that allows for marketing, buzz, and momentum
to feed onto itself and peak appropriately. An end
date incentivizes participation by the crowd and
incentivizes the efforts of the campaigner.
It’s a sprint
Crowdfunding is not like managing a donate button
on your organization’s website. It’s an intense effort
that requires all hands on deck for a specific period
of time.
The Campaign lives on
The campaign usually continues to exist online even
after it ends, which might be scary to think about if
your campaign was unsuccessful. Crowdfunding is
open and transparent and this should be seen more
as an advantage than a disadvantage as the public
welcomes this kind of transparency.

Shared passion Solidarity Tax deduction Emotional connection
Participation Kindred Spirits Entertainment Enticing Rewards
WHY PEOPLE BACK YOUR CAMPAIGN
There are various reasons why people would back your crowdfunding campaign. Some of the reasons are
listed below, but the key point is to know your specific target audience and why they might back you.

Quality Idea and pitch
A crowdfunding campaign is only as good as the
idea seeking funding, which must create or be seen
to be creating value in some way. All successful
crowdfunding ideas hold some sort of merit.
Your pitch should be clear, compelling, and
memorable. If you are unable to communicate the
idea to others in a manner that is easy to understand
in less than 30 seconds, you may need to rethink
your presentation.
Marketing campaign
Without undertaking a concerted series of steps
to share, disseminate, and communicate, the crowd
will not learn about your campaign. It is important
to think carefully about how you will market
your campaign.
Strength of your network
Campaigns with a larger network are correlated
with greater success. Remember to think holistically
about the size of your network via your organization,
campaign team members, and partners. Also know
that even the most popular crowdfunding platforms
will generally bring you less than 10% of your total
number of backers, so the size and reach of your
own network is key!
Enticing Rewards
Most successful crowdfunding efforts address the
‘what’s in it for me?’ question for those that are
contributing funds to a campaign. Rewards may be
tangible or intangible, and are an opportunity to
create value for your donors.
Quality Idea & Pitch
Enticing Rewards
Strength of your network
Marketing Campaign
Key Factors
of success
Key Factors of Success

SHOULD YOUR ORGANIZATION USE CROWDFUNDING?
Crowdfunding is not for everyone, and it is important to carefully evaluate its suitability for your organization.
A realistic assessment of internal resources coupled with effective planning will yield the best results.
It is important to move through the following planning steps in sequential order:
Identify and review the objectives of
your organization. What are you trying
to accomplish?
What timelines are you bound to?
Determine what your available time
horizon is to focus on a new project.
What sort of capacity does your
organization have to support a
crowdfunding campaign? Will you be
able to bring sufficient human resources
to bear?
Communicate that you are considering
crowdfunding to your internal stake-
holders. What sort of feedback did
you receive? Is your organization
supportive and willing to invest
resources in the effort?

Anatomy of a Crowdfunding Page
A CLEAR AND ATTRACTIVE HEADLINE
AN EXPLANATORY SECOND HEADLINE
by Your Organization
128
Backers
$9,256
Raised of $21,000 goal
12
days to go
About Us
Our Contact info
Who we are
Team Image
Large Descriptive Text Blurb
Comments Tab Updates Tab
Reward 1
Description of reward
Reward 2
Reward 3
About Our Project
Descriptive Text
Our Story
Descriptive Text
Risks and Challenges
Descriptive Text
Back here Button
Infographic
Campaign Title
The title of your campaign should immediately
communicate what your project is about.
Choose a campaign title that is catchy, engaging
and concise. Your goal is to create a title that
draws people to investigate further. If available,
use a secondary headline that elaborates on
your title.
Video
The crowdfunding video is the most important
piece of content on your crowdfunding page.
Most crowdfunding platforms allow you to
select a custom still image for your video, so
ensure that it is relevant, attractive, and enticing
for the user to click.

Campaign Information
Create a campaign target that communicates
to the potential contributor that your raise is
reasonable. Be sure to consider what amount
of funds you need, what your costs are likely
to be, and how much you can likely raise. Also
ensure that you ‘move the needle’ as quickly as
possible by having your core backers donate
early on, as this creates momentum that will
influence others to contribute.
Descriptive Text
When scanning the web page, people’s gaze
will land on large prominent text before reading
the small print. Include a more full explanation
than your title and secondary headline, but
keep it concise.
Comments Tab and Updates Tab
Many crowdfunding platforms have tabbed
campaign pages where backers can leave
comments on the campaign, as well as an
updates section that allows the project to leave
specific updates on the progress of the project.
It is important to monitor and respond to
comments promptly, as well as provide updates
to ensure transparency and build on early
interest in your campaign.
Main Content Area
While campaign contributors often report
skipping reading the main copy of a campaign,
you should nonetheless include the details here.
This can help convince contributors that your
campaign is worthwhile by addressing questions
and concerns. This main project description
contains the bulk of information about you and
your project, and is often used to complement
an accompanying video.
There are several key things that need to be
highlighted in this section - what are you doing,
what your business model is, and why are
people coming to you (in other words, what
is your competitive advantage)? You can also
write in detail about your history, your plans,
the people involved, and the rewards that
contributors to your campaign will receive. It
is important to be as clear and transparent as
possible. It also helps to include quantitative
data such as how many people your project will
feed, or how many children you will help, etc.
This quantitative information will help to back
up the stories and the qualitative information.
Other items you should include are how
specifically the money will be spent and any
‘stretch’ goals (if you exceed your campaign
target) that you hope to reach.
About us
Be sure to include relevant summary
information about your team, organization,
and contact information. If you have a
homepage or project landing page, be sure
to include that here.
Images and Infographics
Enhance the appearance of your page and
avoid having a ‘wall of text’ by including
images and infographics. These graphics can
communicate essential information about your
rewards, goals, and campaign in an attractive
manner.
Rewards
Select reward levels that match with the
traditional donor amounts mentioned else-
where in the rewards section below. Ensure
that your rewards are attractive to your target
audience by testing them out before your
campaign begins, and don’t be afraid to add
or delete rewards in response to how your
campaign is progressing!

Brainstorming
Putting together a great video takes time and effort,
and a willingness to develop your concept through
testing and iteration. Ultimately you want to create
a clear video that quickly engages with the audience,
and is understandable enough that they know what
you are doing (and why) within the first minute.
Brainstorm several different approaches, and get
feedback from others, long before beginning to
physically create your video.
Storytelling
Remember that no matter what your crowdfunding
campaign is about, you are ultimately telling a story
to engage your audience and get them to give. Be
sure to build an engaging narrative that introduces
your concept and paints the picture of what your
final outcome will be. Be real, relatable, brief and be
authentic.
Things to Include
Rewards -
Weave your rewards into the narrative of your video
and explain how they are related to your campaign.
The Audience -
Focus on the participation of your viewers by
explaining how their contribution will make an
impact and why you need their help.
Call to Action -
Don’t forget to make ‘the ask’ at the end of the
video, inviting your viewers to contribute, share,
and become a part of your campaign.
Practical Steps
Sound Design -
Think of what sort of soundtrack you’ll include,
as music is a powerful medium for conveying
emotion and building interest.
Tools and Equipment -
Whether you’re using a professional camera
or your pocket camera phone, the goal is get
the most out of the equipment and tools that
are available to you. For editing there are
many tools available (see our list of helpful
tools on page 43 of this document). Don’t try
to get too fancy, use gimmicky features, or
include excessive graphics that don’t add to
your video. Do use steady (tripod based) shots
that are well composed, well lit, and capture
clear audio. Your goal is a professional video
that does not appear over produced.
Locations -
Choose locations to shoot your video that you’ll
be able to spend some time in, have natural
light, and are relevant to your story (if possible).
VIDEO
Almost all crowdfunding campaigns include a video in which you engage people more personally about your
story and project. Tell people who you are, what your project is about, what problem you are trying to solve,
and what you hope to achieve with their money. Above all, make sure to tell a good story.
CREATING A GREAT CROWDFUNDING VIDEO
Did you know?
Campaigns that include a video raise 114% more money
compared with those without a video3
!
Did you know?
The average length of a successful crowdfunding
campaign video is 3:04
3
https://go.indiegogo.com/blog/2011/12/indiegogo-insight-pitch-videos-power-contributions.html

VIDEO STRATEGIES
Keeping your video to a concise 2 to 4 minute length will increase your chances of holding the audience’s
attention. Although a good quality video will add to your campaign, contributors often prize authenticity
and creativity above high production values. With that being said, excellent sound quality is an extremely
important part of a successful video.
Video Essentials
• Incorporate all the most important content (such
as who, what, when, where, why and how) into
your video while assuming that people will not
read the campaign description before watching.
• Make sure to tell a compelling story that creates
an emotional connection with your target
audience.
• Be present! Include the real people that are
behind your project or campaign in the video (as
people have a tendency to fund people they
connect with).
• Testimonials are powerful - having your stake
holders and/or customers to speak for you
demonstrates credibility.
• Ask the viewers directly for their support.
• Make sure to say thank you!

CAMPAIGN TYPES:
THERE ARE TWO BASIC CAMPAIGN TYPES.
KEEP WHAT YOU RAISE
You keep the funds raised regardless of reaching
your target. Also called “Flexible Funding”.
Advantages
Every little bit counts and can make an impact. Safety
net in case you can’t reach your goal. The traditional
way nonprofits and charities fundraise.
Disadvantages
Lower success rates. Easy to choose unreasonable
targets. If you don’t reach your target you may be
charged an extra fee from the platform.
ALL OR NOTHING
You only get the funds if you reach your target by
your end date. Also called “Fixed Funding”.
Advantages
Demonstrates confidence. Suitable for projects that
require a minimum threshold of funds. Less risk for
backer. Higher success rates. More pressure for
campaigner to work hard. Target chosen is usually
more reasonable. Added incentive for backer to back
you.
Disadvantages
You don’t get any money for all the effort you put in,
if you don’t reach your target.
Did you know?
98.8% of nonprofits and charities
choose the Keep What You Raise
campaign type. This is slightly higher
than campaigns that are not by a
nonprofit or charity (95.3%). Although
being a very small minority, All or
Nothing campaigns usually have a two
times increase in success rates.

Rewards
Offering something in return for a financial backing is a good strategy for most crowdfunding campaigns
and is often a key factor of success. Crowdfunding can be seen as an exchange in value between the
campaigner and the crowd (the backers). The value received by the backer can be tangible like a book, or
can even be intangible as supporting a worthy entrepreneur or the campaign can simply make the backer
feel good about participating in the journey. We will explore this spectrum of value, review reward best
practices and strategies, and investigate how nonprofits and charities are engaging in this area by
diversifying the value they give back.
From the 26k nonprofit and charity campaigns we examined, the majority (84%) chose to offer rewards.
Compared to campaigns that did not offer rewards, campaigns that include rewards had a 22% increase in
success rate (success defined as reaching their target), had a 3.3 times increase in the average amount raised,
and a 2.8 times increase in the average number of backers. Having rewards may increase the scope of reasons
why people would back a campaign.
Campaigns that include rewards
22%
Increase in
Success Rate
3.3x
Increase of Average
Amount Raised
2.8x
Increase in Average
Number of Backers
Although 90% of all people give less than or equal to $100 when backing campaigns, do not be afraid to set
reward levels in the hundreds or thousands, since the chances of someone backing at a very high amount
increases if they are offered a high reward level. Our research has also uncovered the most popular reward
levels chosen for nonprofit and charity campaigns. The top four levels are: $25, $50, $100, and $10, but
remember that the value obtained for each backer is more than just the monetary level of the reward. For
example, someone giving just $1 can bring additional value. The backer may share that they backed on social
media or they could help champion the campaign in other ways. The number of backers counter goes up by
one which gradually can increase the credibility in the eyes of future potential backers. In addition, you have
a name and email of someone with which you can further build a relationship that might help you further
your cause.

TYPES OF REWARDS
These types of rewards are general categories and their purpose is to stimulate your own creativity.
Your goal is to make your rewards relevant to your campaign and entice your target audience to
support your campaign.
Things
An object that backer receives, or can pick, and can
look forward to getting it. An item that can increase
your brand awareness.
Examples: Discounted product, DVD, photograph,
prototype, t-shirt, bag, digital downloads, tax
receipt, etc.
Experiences
Something unique that someone normally wouldn’t
experience.
Examples: Dinner/lunch with the CEO, apprentice
for day, be a builder for a day, character named after
you, be an extra in movie, meet a VIP, etc.
Access
Give access to allow the backer to participate in
the journey.
Examples: Memberships, tickets to event (e.g. launch
party), Backstage pass, VIP access to conference,
advance screenings, see something before going
public, access to information, etc.
Recognition
Let people be recognized in public places.
Examples: social media shoutout, email thank you,
name in the credits, logo somewhere, etc.
Services
Leverages your teams or others expertise.
Examples: Workshop, training, dance lesson,
bike tune-up, one-on-one tutorial, advisory
phone call, etc.
Ways to Increase value
• Take a normal reward and spice it up Exclusivity
(autographed item, behind the scene video)
• Personalized (hand written postcard).
• Custom (artwork made with backer in mind).
• Participation (include backer ideas in project,
things that acknowledge participation).
• Unique (early prototype).
• Matching Funds (multiply the impact of every $1).

3
5
8
10
13
To investigate common reward trends, the top 200 most common nouns were extracted from the reward
descriptions of nonprofit and charity campaigns, and only from those rewards that were selected by at least
one backer, and only from campaigns that were successful (reached their target). It is important to note that
this word cloud represents common words and increased size of the word denotes increased frequency.
It should not be interpreted as being the best type of rewards for your particular campaign, since rewards
should be strategic, based on your specific campaign. Nevertheless, the word cloud provides an opportunity
to stimulate the scope of your creativity and explore what others have done.
Top 200 common reward words
Number of Reward Levels
The decision of how many reward levels to offer is
generally based on the specifics of your particular
campaign, what value you can give back, and what
reward strategies are being used. The median number
of reward levels for all the successful nonprofit and
charity campaigns is six7
. Looking a bit deeper we
uncovered a correlation where the number of
reward levels increases as the amount that is
raised by successful nonprofit and charity campaign
increases. The key takeaway here is to consider
offering more rewards for higher target amounts.
14
12
10
8
6
4
2
0
MedianNumberofRewardLevels
Amount Raised ($)
<1k
1k-9,999
10k-19,999
20k-99,999
100k-999,999
7
The median is the midpoint in the data, where there is an equal number of campaigns
above this value and and an equal number of campaigns below this value.

REWARD STRATEGIES
Here are a few strategies to keep in mind, when creating rewards.
8
This is in stark contrast to the decreasing altruistic percentages with increases
in raise amounts for campaigns that are not nonprofits or charities
Creativity
Use creativity to add value, it is your strongest ally.
Even an amusing reward title can go a long way.
Scarcity
Limit the number of rewards available for a
particular reward.
In-kind
Leverage goodwill of your organization by obtaining
in-kind products, services, experiences to offer as
rewards (good PR for donating company).
Dynamic
Change things that don’t work and iterate.
Add rewards during the campaign which is
great announceable and reason to communicate.
Backer Insight
Ask your backers why they did or did not chose
a particular reward and iterate.
Budget
Each reward may cost you money and time so be
sure to make a spreadsheet to plan well and not be
surprised at the end. In particular, be vigilant with
shipping costs and either include them in the ‘price’
of the reward or if the platform permits, have it
added in the backing process based on where the
backer is. Alternatively, you can also state additional
shipping costs for international shipments in the
reward description.
Bundles
Group various rewards together in one reward level
to further incentivize the backer.
Pictures
Add pictures of good rewards in the campaign
description to further entice a backer.
Value to Backer
Increases in value can increase the reward ‘price’.
Remember that the point of rewards is to incentivize
someone to give, so putting $100 for a t-shirt is not
necessarily further incentivizing someone, however
it may incentivize someone that only has around
$30 to give if the reward level was close to that. The
closer the reward level is to the value of what you
are giving back, the more chances of people backing.
Altruism
Acknowledge that a portion of money raised will be
from people that don’t choose any reward. These
people don’t want a $100 t-shirt, they just want to
give altruistically. The median of percent of money
that is altruistic is around 50% for nonprofits and
charities, and is fairly constant across the range of
amounts raised8
. This analysis shows us that the
amounts nonprofits and charities raise can be the
result of both altruistic behaviour and behaviour
that is incentivized by rewards.
Value from Backer
It’s more than the net money you get. You also get:
+1 on backer counter, potential social media shares,
relationship gained, etc.).

METRICS OF SUCCESS
The following are key metrics for successful nonprofit and charitable crowdfunding campaigns.
Key Variable
$42
16
20 Days
0
0
$209
183
60 Days
11
27
10th Percentile
10% of campaigns have a
value below this number
Median is the midpoint in the data, where
there is an equal number of campaigns
above this value and an equal number of
campaigns below this value
90th Percentile
90% of campaigns have a
value below this number
Median
$85
51
40
1
Average Backer
Contribution
Number of
Backers
Campaign
Length
Number of
Campaign Updates
Number of
Campaign Comments 6

Step 3:
Marketing Your Campaign

MARKETING
While having a campaign page is the first step on your road to success, your campaign needs a clear
voice communicated by you and your team. Marketing is one of the key success factors for a crowdfunding
campaign, and is often the most underestimated aspect. Marketing your campaign successfully takes
hard work from day 1 to the last day and you need to promote your campaign daily in order to be successful.
Not only do you have to spend a significant amount of time to prepare your campaign content but you need
to spend significant time in preparing and planning how you will promote your campaign before you go live.
In fact, you can even promote to your networks before you go live so that they’re ready and aware of your
plans when you launch.
PLANNING YOUR MARKETING CAMPAIGN
Why Plan?
Planning ahead of time ensures that the time period during which your campaign is live runs smoothly, and
allows you to use your campaigning time as efficiently as possible. Most importantly it allows you increase
your chances of achieving success.
Get Organized
Get organized by building spreadsheets that you can use to keep track of campaign finances, key relationships,
media contacts, etc. Also include a calendar and/or gantt chart so that you stay on track with all of the out-
reach efforts that will need to be done. This spreadsheet will be your central repository of campaign execution
information, and should be continually updated.

PREPARING YOUR NETWORKS
Gather
Your network can be your project’s best source of cost-free promotion. Take active steps to further build
your network, well before your actual campaign begins. Bring together all of the information about your
network into a single central spreadsheet based list (e.g. all email addresses, phone numbers, social media
contacts). By identifying existing organizations, networking groups, or online organizations, you can rapidly
build expand this central repository of networking information that will be a resource during your campaign.
Assess
Once you have aggregated this information then you should take some time to realistically assess the
strength of it. Categorize the contacts in your network based on what role you think they could play in your
campaign. Identify potential key individuals by generating a list of at least 10 influencers, journalists, bloggers,
and organizations that would support your campaign. Assign each contact a score based on this role and
sort your list to surface the strongest contacts that might be able to best help your campaign.
Build
Grow your network before you start your campaign. Build your social media presence, mailing lists, and
personal connections. Let friends and family know that your campaign is about to go live, and ask them to
support you early on (ideally within the first two or three days). This will give you some credibility when you
begin to market to your wider network, as people have more confidence in a campaign if they see others
have already backed it. The crowd vets the crowd and a successful start to a campaign can build important
momentum.
Engage
Maintaining good relationships with the people in your network is crucial. Begin to reach out to those mem-
bers of your network that will offer you the most support right away. Communicate with them by sharing
your activities and efforts, as well as asking them for advice. Talk about any new developments, growing
support, and media coverage you have generated while including new videos or pictures. People are far
more likely to support a campaign that is dynamic and has momentum than one that seems stale and stuck.
Communications Plan
A key part of a communication plan is a strong narrative woven throughout the list of activities. Answer the
who, what, where, when, why, how, as well as build a story. Understand how you would market the story
differently to each cluster of supporters in order to make your ask appealing. Decide on what you want to
say for different types of asks:
If people like what you’re doing ask them to share it with their followers and networks. Be polite,
open, and transparent at all times, and don’t spam people. If they tell you they’re not interested,
leave them alone and try other avenues.

Ask Definition Commitment
Please Visit/Check Out Asking someone to get informed Low
Please Share Asking someone to give their network access to the campaign. Low - Medium
Please Donate Asking someone to back the campaign (with a financial contribution). High
Please Champion Asking someone to commit and be a leader in the campaign. High
Please Volunteer Asking someone to contribute their time as part of the campaign. Medium - High
Reaching Out to Media
Journalists, bloggers, and TV producers can make a
huge difference in publicizing your campaign. Most
interested media contacts want to meet directly
with the founders of a campaign, so be ready to
field these requests by having someone available.
Make your story relevant by associating it with current
news topics, and use easily understood terms to
describe your project. Try not to include mentions
of other media sources that are covering your project.
Look for the contact information of media via social
media such as LinkedIn or Twitter, and follow-up
with them after your initial contact message. Your
goal is to find media contacts that have a sizable
audience that is relevant to your campaign.
Real World Events
Hosting or attending events is an easy way to gain
exposure, thereby creating an opportunity for you
to connect with others about your crowdfunding
campaign. The goal for your own event is to create
an opportunity to build your base of supporters,
gain contributions, and create a ‘shareable moment’
for social media exposure. Be sure to feature images
and video of your campaign, include social media
sharing links, and include a surprise that will delight
your audience. If possible have a photographer and
videographer capture the event, with the goal of
sharing these digital assets afterword to get people
interested in your campaign.
If people like what you’re doing ask them to share it with their followers and networks. Be polite, open, and
transparent at all times, and don’t spam people. If they tell you they’re not interested, leave them alone and
try other avenues.
Mobilize your closest allies such as friends, family and supports, and ask them to promote your campaign.
Giving them clear and well-defined tasks (such as talking to a specific person or group) is more effective
than simply requesting them to reach out to their networks.

CONDUCTING YOUR CAMPAIGN
Work in Advance
Ideally you will prepare the majority of the materials that you’ll need to conduct your marketing campaign
well in advance. These materials should include the development of your media kit, pre-written emails and
social media messages (e.g. tweets), and a targeted list of media resources that you will reach out to. Your
goal is to reduce your workload during your campaign in order to allow you to execute
with maximum efficiency.
Using Tools
On page 43 we list a series of tools that can help you to conduct your crowdfunding campaign. Most of the
tools revolve around identifying and securing outside help, improving your efficiency, and getting access to
additional information that can improve your awareness of your campaigns situation (i.e. metrics). The most
important takeaway with regard to tools is that you are aware that they are there and that they can lighten
your load. We encourage you to spend some time investigating and identifying tools that are right for you.
Coordinate Your Messaging
Aim to coordinate the timing of your press release, campaign launch, social media messaging, event(s), PR
efforts, and any media (e.g. interviews, articles, blog posts) to be released in close proximity to one another.
This is a particularly powerful technique to attract attention early on in your campaign, and ideally will lead
to the impression that you campaign is being talked about everywhere. The goal is to build buzz and attract
attention.

OPTIMIZING YOUR MARKETING
Market Segmentation
Recognize that the audience that you are trying to
connect with exists out in the real world and online.
Take some time to research carefully who they
are, where they interact, and what their tastes and
preferences are. This process is known as market
segmentation, and you can read more about it on
Wikipedia: http://en.wikipedia.org/wiki/Market_seg-
mentation
Social Media
Due to the trust involved in personalized
endorsements, social media can be more powerful
than most other types of promotional efforts! Build
a content bank where you can place all materials
related to your messaging and communications.
Use your spreadsheet to house each message’s title,
tagline, and text. Identify in advance where key
marketing messages will be directed, and to whom.
Measure social media impact and engagement using
the tools listed on page 44 of this guide.
Customer Service
Ensure that a team member is assigned to handle
email and campaign inquiries, as prompt follow-up
is key.
Testing
Testing is a valuable practice as it allows you to
see what works and what must be improved. We
encourage you to try out your ideas with potential
donors in advance of your campaign going live,
gather feedback, and iterate your ideas. For example
testing your video and rewards can allow you to
assess if you are creating value for your donors, or
if you need to do further work enhance your
campaign assets.

Step 4: Executing Your Campaign
Step 4
Executing Your Campaign

CAMPAIGN LOGISTICS: TIME MANAGEMENT AND WORKFLOW
Running a crowdfunding campaign is a significant undertaking, and you will have to manage your campaign
at all times.
Here are some key tips to manage your campaign most effectively:
Prepare your email and social media messages in advance of your campaign.

Build a calendar that maps the duration of the campaign, and input all action items that
will be taken.

Send your social media messages and emails when most people are likely to view them
online. For example sending emails at the beginning of the week is better than sending them
before (or during) the weekend.
Daily campaign execution checklist:
Listening
Check social media channels, google, email
accounts, and your campaign page to liste
to the online conversation about efforts.
Review
Examine your campaign strategy, timeline,
and upcoming campaign events.
Decide
Do you need to change or adapt your strategy
based on the above steps.
Execute
Continue to execute your planned campaign
steps. Send out additional emails and social
media messages.
Plan
Identify new opportunities or efforts that will
help you reach your goal.
See the “Campaign Execution Checklist” on page 42 that you can use as a quick reference guide
when working through your campaign.

CAMPAIGN ROLES
Campaign Manager
The campaign manager is the most important role
on any crowdfunding team, as they are responsible
for setting the overall strategy and direction of the
team. This individual should keep their finger on the
pulse of the campaign, and marshal any necessary
resources to keep the campaign on track.
Tasks:
• Selecting strategies and tactics.
• Assigning roles.
• Ensuring the overall performance of the campaign.
• Reporting to stakeholders.
Social Media Manager
For many larger campaigns managing social media
is a significant effort in and of itself.
Tasks:
• Selecting social media channels.
• Building up the campaign content bank.
• Listening! Hearing the conversation that is
occurring online and engaging with donors
and prospective campaign contributors.
Customer Service Lead
Providing a timely response can be the difference
between a donor and someone only visiting your
campaign page. Ensure that someone is standing by
to answer questions in a timely manner.
Tasks:
• Managing the campaign email inbox.
• Responding to campaign web page inquiries.
• Identifying campaign issues and communicating
them to the Campaign Manager.
Campaign Spokesperson
This individual is the public face of the campaign,
representing the project in any video and written
correspondence.
Tasks:
• Handle media interviews.
• Speak at real world events.
• Be the voice of the campaign.
Volunteers
Many campaigns are able to invite a group of
volunteers to assist with the myriad of miscellaneous
task. Volunteers can add bench strength to your
team or take on any of the roles listed below.
Tasks:
• Reward fulfillment
• Event creation
• Campaign feedback
• Miscellaneous
During Your Campaign
Throughout your campaign you should be prepared
to evaluate how successful your efforts have been.
Be prepared to be flexible, seek feedback, and test
which of your efforts are driving donors to contribute.
If your marketing appears not to be working then
don’t be afraid to change it!

Step 5
Post campaign

ONCE YOUR CAMPAIGN IS COMPLETE
THERE IS STILL WORK LEFT TO BE DONE!
Reward fulfilment
If you’ve included rewards in your campaign you
should get started right away in getting them out
the door.
Thank you messages
Remember to thank the donors to your campaign,
backers, supporters, and of course any volunteers.
Be sure to highlight how they have contributed to
your success!
Managing expectations
If you have any hiccups in reward fulfilment or
execution of your project, we encourage you to be
as transparent as possible. The crowd can be very
understanding when you are communicative.
Nurture new relationships
Those that have that backed your campaign
represent an important new connection that you
should foster, in the hope of turning them into
future: backers, partners, clients, champions,
volunteers, employees, sponsors, etc.

Step 5: Post Campaign
COMMON MISTAKES & LESSONS LEARNED
ASSOCIATED WITH CROWDFUNDING CAMPAIGNS
Below is a list of common mistakes that charities and nonprofits have made when executing crowdfunding
campaigns. We’ve paraphrased and anonymized the information.
• We underestimated the time commitment involved.
• We didn’t test our campaign adequately.
• No one wanted a t-shirt for $200.
• We didn’t realize how important having a video was.
• We didn’t conduct enough planning.
• We learned that pushing to launch our campaign in time for our event was not more important
than being ready to crowdfund.
•We didn’t factor in the time and costs (such as shipping) of the rewards properly.
•We didn’t notify our entire organization or stakeholders properly.
PROVEN BEST PRACTICES
• Start with a good idea.
• Have an attractive and visually interesting video.
• Keep your crowdfunding campaign to 45 days or less.
• Select the absolute minimum amount of funding you need to make your project viable.
• Leverage in-kind PR and rewards.
• Create a press kit with high resolution images, contact information, project descriptions
(of varying lengths), videos, logos etc.
• Conduct daily outreach via email and social media, while courting mainstream media attention.
• Plan in advance of your campaign specific activities to achieve your crowdfunding goal for each
week of your campaign.
• Build your tribe of supporters! Engage with your backers and allow them to co-create value with you.
Ask them why they backed you. Let them in through early access, beta’s, and special events, and anything
else that gives them a reason to care and champion your product.

Step 5: Post Campaign
About
HiveWire / CSI / ESDC

About HiveWire / CSI / ESDC
About The Centre for Social Innovation
The Centre for Social Innovation is a social enterprise with a
mission to catalyze social innovation. We believe that society
is facing unprecedented economic, environmental, social and
cultural challenges. We also believe that new innovations are the
key to turning these challenges into opportunities to improve
our communities and our planet.
We’re a coworking space, community, and launchpad for people
who are changing the world, with four locations in Toronto and a
location in New York City. We provide our members with the tools
they need to accelerate their success and amplify their impact.
Together, we’re building a movement of nonprofits, for-profits,
entrepreneurs, artists, and activists working across sectors to
create a better world. socialinnovation.org
About HiveWire
HiveWire is full service crowdfunding agency that engages in
crowdfunding platform development, conducts data analytics,
and offers crowdfunding consulting services. Since its founding
in 2012 HiveWire has facilitated the raising of over $700K, is a
national leader in crowdfunding data analytics, and has built two
successful crowdfunding platforms. Contact us at info@hivewire.ca
for assistance in meeting your crowdfunding goals.
About Employment and Social
Development Canada (ESDC)
Employment and Social Development Canada (ESDC) is the
department of the Government of Canada responsible for
developing, managing and delivering social programs and services.
ESDC’s mission is to build a stronger and more competitive
Canada, to support Canadians in making choices that help them
live productive and rewarding lives, and to improve Canadians’
quality of life.

Fact Sheet 1
CAMPAIGN EXECUTION CHECKLIST
Here is is a quick summary of the content shared above. Use it when planning and executing your campaign
to ensure you don’t miss any steps.
Step 1: Learn the basics about crowdfunding
• Crowdfunding 101.
• Why crowdfunding?
• Crowdfunding vs. traditional fundraising.
• Why people back your campaign.
• Key factors of success.
• Should your organization use crowdfunding?
Step 2: Build your campaign
• Understand the anatomy of a crowdfunding
page and elements are needed.
• Learn the steps to create an effective
crowdfunding video.
• Select your campaign type.
• Brainstorm the pitch, video content,
and rewards.
• Brainstorm a marketing plan and campaign
goals (including target raise amount).
• Choose a crowdfunding platform, or decide
to use your own website.
• Identify potential campaign team/support
members, and communicate to your board,
executive director, or governance entity.
Step 3: Marketing your campaign
• Gather, assess, and build your network.
• Develop a communication strategy.
• Conduct outreach to your network, and media.
• Plan your online or real world events.
• Test all facets of your campaign in advance
of going live.
Step 4: Execute your campaign
• Build your daily execution checklist.
• Ensure all roles are filled and team members
are active (e.g. campaign manager, social
media manager, etc.).
• Iterate your campaign! Pay attention to
what is working or not working by getting
feedback.
Step 5: Post campaign wrap-up
• Fulfill reward commitments to backers
(if applicable).
• Send out thank you messages to all backers
and campaign participants.
• Manage expectations by maintaining open
and transparent communication.
• Further develop the new relationships
you’ve gained.
• Celebrate!

Fact Sheet 2
Team/Task Management Tools
Asana Teamwork without email.
Basecamp Team based project management SAAS.
Doodle Easy scheduling doodle.com
Document Collaboration and Sharing Tools
Google Docs Real time collaborative document creation and editing. docs.google.com
Dropbox Embedded document sharing. dropbox.com
Hightail Share files and folders, including large files. hightail.com
Communication Tools
MailChimp Email marketing solution. mailchimp.com
Boomerang Adds scheduled email sending to gmail. boomeranggmail.com
Aggregating Tools
Google Forms Create and analyze forms for free. google.ca/forms/about
Rapportive Adds LinkedIn profiles (and information about contacts) to Gmail. rapportive.com
HelpAReporter Free publicity by connecting news sources with journalists. helpareporter.com
Search and Tracking Tools
Google image Search
Drag and drop images from successful campaigns to identify media sources.
images.google.com
Bit.ly Trackable custom short links. Click metrics. bit.ly
Goo.gl URL and click analytics and generation of shortcodes. goo.gl

Fact Sheet 2
Social Media Tools
Buffer Social Media message scheduling and sharing. bufferapp.com
Crowdbooster Social Media analytics. crowdbooster.com
Hootsuite Social Media Management Dashboard. hootsuite.com
Outsourcing
TaskRabbit Real world task outsourcing. taskrabbit.com
Zirtual U.S. based virtual assistants. zirtual.com
Elance Hire freelancers on demand. elance.com
Fiverr Hire freelancers (images, videos, marketing, etc). fiverr.co
Media Content Generation
YouTube Editor, Windows
Movie Maker, iMovie, Adobe
Premiere, Final Cut Pro.
For video editing and production.
FotoFlexer, Shutterstock,
istockphoto
For photos
Infogram, Visual.ly, Inforgr8 For infographics
Automation
Zapier, IFTTT Easy task automation
Tool Discovery
Producthunt.com Discovery engine for new tools.
techsoupcanada.ca Charities and Nonprofits receive free and discounted software.

Fact Sheet 3
CHOOSING A CROWDFUNDING PLATFORM
With over 77 Canadian crowdfunding portals, and greater than 1000 portals internationally there is a great
deal of choice to consider when creating your campaign.
Here are some key points to keep in mind when selecting a platform:
• The majority of funds will come from your own efforts. Unfortunately no crowdfunding platform can
guarantee supporters or success. Therefore it is very important that you assess the strength of your own
network and develop a strong marketing strategy.
• Look for features that matter to your organization (e.g. receipting, statistics). Understand the fees that
the platform charges, and when they will make funds available to you (and by what process).
• How easily can you customize your campaign page?
• Identify if the platform offers customer support or learning resources to help you succeed.
Did you know?
A full listing of crowdfunding service
providers is maintained by the National
Crowdfunding Association of Canada?
Visit ncfacanada.org and check out their
Canadian Crowdfunding Directory

Fact Sheet 3
POPULAR CROWDFUNDING PLATFORMS
FOR NONPROFITS AND CHARITIES
Selecting the right platform can often feel daunting, so we’ve created a list of platforms with some notes
to help you get started. Note that you should align the platform’s features with your campaign needs
(e.g. “I’d like to offer rewards to my supporters”).
A Sample of Canadian Crowdfunding Platforms
Non-Canadian Crowdfunding Platforms
Note: the above list is neither exhaustive nor complete, but represents a sample of crowdfunding platforms
that have been utilized or suggested by Canadian nonprofits and charities. Increasingly we are seeing orga-
nizations host crowdfunding campaigns on their own websites, which is also a viable option. Campaigns that
avoid a crowdfunding platform may be called ‘direct crowdfunding’, and can afford a few advantages to or-
ganizations willing to go through the challenge of setting up such a web page. Most notably, the campaign
page can be completely tailored the strategic objectives of the organization, match online branding entirely,
and provide access to full website visitor data and analytics.
Online platform to
support donations and
fundraising online.
canadahelps.org
Online platform to
help manage
charitable giving.
chimp.net
Formerly Artez Interactive.
Provides front-end
payment and donation
management products.
frontstream.com
Crowdfunding platform
that allows anyone to
raise money from any-
where in the world.
fundrazr.com
run by the Toronto
Fringe, a non-profit
arts organization.
fwyc.ca
Fundraising, volunteer,
and donor management
software for nonprofits.
giveeffect.com
that includes a perks
marketplace and charita-
ble receipting.
RaiseHope.org
causes.com
causevox.com
classy.org
crowdrise.com
firstgiving.com
fundly.com
Fundraise.com
globalgiving.org
indiegogo.com
kickstarter.com
pozible.com
rally.org
razoo.com
rockethub.com
startsomegood.com
useed.org
youcaring.com

Document Version: 1701 - D
An electronic version of the this document can be found at: http://bit.ly/ESDCstrategyguide
Created By:
www.socialinnovation.ca
720 Bathurst St,
Toronto, ON
M5S 2R4
info@socialinnovation.ca
www.hivewire.ca
215 Spadina Ave, Suite 400
Toronto, ON
M5T 2C7
info@hivewire.ca
A project of:
Employment and Social Development Canada ( ESDC)

CSI_HiveWire_Crowdfunding_Guide 2015

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