EUConsult Information Service
2006 January
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Member Profiles
Henk Smit
Name: HENK SMIT
Position: Chairman
Company: THE FUNDRAISING COMPANY
e-mail: h.a.smit(at)merlijnholding.com
Web: www.fundraisingcompany.nl
FACT FILE | |
Main business areas: Telephone Fundraising | Date business started: 1995 |
Number of consultancy staff: 27 | Countries of operation: Netherlands, Germany, Spain, Italy |
THE BUSINESS
What range of clients do you serve?
We basically serve a wide range of clients that are NPOs or membership organisations which have a database of either members or donors, excluding racist and fascist organisations.
How has your business evolved since it was started?
Rather a lot – we have gone from being a living room operation to an international company with call centres in four countries.
Where will your consultancy be in a few years time?
We aim to continue this growth in the field and in addition to develop some additional associated services, such as face to face fundraising and database management for non-profit organisations.
Which opportunities and threats do you see for your work in the sector and for the development of NPOs?
Our main business, telephone fundraising, is only just being discovered by the sector, so there is a lot of opportunity for growth in mainland Europe for a good specialist in this area.
Something that I would say is a threat is that we see more and more clients just buying in on the basis of the price and not on the basis of results. If that is part of their criteria they can do much better business in regular telemarketing than with us. However, we are completely dedicated to getting the best return on investment for our clients' euros. Organisations should think carefully about this, although they don't always do so.
Can you recommend any sources of information that you find useful in your business:
As an international person, I find the various national fundraising magazines very informative. For example, the UK's Professional Fundraising, the Dutch Vakblad Fondsenwerving and the German newsletter Fundraising Aktuell.
EUCONSULT MEMBERSHIP
Why did you join EUConsult?
Firstly, it was the fact that I would be able to communicate and make contact with a number of international consultancy colleagues without clients being present. And secondly, I was attracted by the opportunities for the exchange of experience and information.
With which other EUConsult members have you found the opportunity to cooperate on projects?
I have been working together with DixonRaines in the UK and Daryl Upsall Consulting International in Spain. Among other things, we have invented a method of generating new donors via the internet and telephone. We started in Spain and have also been able to develop this in the UK and the Netherlands.
BACKGROUND INFO
Where and what did you study?
First I studied at the Free University in Amsterdam for a bachelor's degree in political science. I then continued with a master's degree in philosophy at the University of Amsterdam.
How did you first get involved in NPO consultancy?
I was a Board member for a non-profit organisation that had a fundraising arm. They knew that I was working in marketing and asked me to write a marketing plan. In those early days, I advised them to go into legacy marketing and as a result they are still making a lot of money based on that plan. After that I started working in non-profit consultancy and after a period of 5 years decided to set up my own business.
What interests you most about staying in the field?
It is one of the most dynamic sectors there is. Especially fundraising is developing rapidly in every country in Europe and therefore becoming more and more important. The sector is also becoming more important where the state is less able or willing to offer particular services. It is very exciting working in a sector where such a lot is happening.
What do you do to relax and forget your consultancy work? I like to read – especially historical biographies and political philosophy.
