Bangkok Fundraisers Forum

Making the most of your data
Fundraisers in Thailand Network
© Pareto Fundraising 2009

Introductions

Vilfredo and the Pareto Principle

Data

ENVIRONMENTAL

How much is given
Growth
Competition

TECHNICAL DATA
- used
STRATEGIC DATA
- informs
ANALYTICAL

Your Growth
Your donor

Behaviour

Used for targeting

PERSONAL

Transactions
Legacy status
Pet name

Environmental

The Big Picture
Overall Fundraising Strategy
Government
Consider
Corporate &Events
Consider
Associations, groups
Trusts & foundations
Individuals – Long term growth
Bequests / Legacies
Major Donors
Regular Giving
The Giving Constituency

Long Term Growth
Mail appeals
Donor care
Acquisition
Individuals – Long term growth
Regular Giving
Bequests
Individual giving is currently the ONLYlong term solution for growth
Major Donors
?
* We are always looking for the next!

Growth from Individuals

AUD$59m
AUD$28m

2008 charitable giving USA
Source and (c) Giving USA Foundation™

?

97%
70%
93%
70%

NakhonPathom

Analytical

Recency
Frequency
Value
Attrition
Second gift rate
Life time value

Personal

Connect with the donor
Have pet name
v
No pet name

For impact, not for fun
Knowing Bilbo increases upgrade rates by 43%!

It’s all about stories

Supporter Relationship Management

What do you
think about
these packs?

Irrelevant
without data!

Frank Samways:
A story from
The
Lost Dogs’ Home

Frank was always very interested and supportive of the wonderful work Graeme has done at the Home.
He thought Graeme did a wonderful job and the success of the Home was due to his hard work and passion for abandoned animals.
These were common themes in his notes sent with his donations.

Frank started as a cash donor around 1990 after purchasing some merchandise.
We then added him to our mailing list.

He responded to every appeal (five a year) we sent. Initially giving $60 but then consistently sending $250 after each mailing.
Each time Frank donated or wrote a note he received a handwritten note from Graeme.

Around 2003, we tried a new ask strategy and Frank regularly started donating $5,000 to our Winter and Christmas appeals.
He also became a Friend of PAWs donor (regular giving program) donating $250 per month.

In 2004, after hearing a news item in which Graeme and the Home had featured, Frank sent a donation of $10,000.
When we became tax deductable in 2006, Frank was very pleased as he was then able to give even larger donations.

$30,000
$50,000
We were pleased too!

Then, in 2007, we invited Frank in to talk about some of the capital projects we had planned at the Home.
Because Frank always refused to come inside the shelter – he found it ‘too upsetting’ - we took him over to the old house across the road to share our vision for one of our capital projects - a Training and Education centre.

After discussing various projects, including the new Veterinary Clinic, Frank sat back and asked…

“I suppose you want to know how much I am worth?”

Graeme was very surprised – he had no idea, and didn’t expect this at all!

Helping Graeme relax, he told us that his estate was worth four million dollars.
He went on to let us know that he planned on leaving half of his estate to the Home.

After recovering from the shock, Graeme remembered why he was there … and asked Frank for the gift he was going to ask for all along.

Frank wrote a cheque for $50,000 to
go toward our capital campaign

Just before he died, he gave another $50,000 towards the Sick and Injured Facility.
Tragedy struck in 2007. Frank was found outside his front door, just out of sight after falling and fracturing his hip.
Unable to move, he later died from the cold.

Franks estate is worth $9 million (250 million Baht).
We will receive almost 50%.
So far we have received $3.5 million

Frank Samwayswas perhaps The Lost Dogs’ Home’s number one supporter and certainly our most generous.
He made a significant impact on our ability to care for thousands of dogs and cats throughout his life time with his generous donations.

“Frank was a man who had charisma. He was able to make everyone he feel very special. It was the common theme that was communicated at his funeral.”
Dr. Graeme Smith

Thank you