Presentation at Bangkok Fundraisers Forum, Sep 09. Where money comes from, and a cute case study.

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

2. Introductions © Pareto Fundraising 2009

3. © Pareto Fundraising 2009

4. Vilfredo and the Pareto Principle © Pareto Fundraising 2009

6. Data © Pareto Fundraising 2009

8. Growth

11. Legacy status

12. Pet name© Pareto Fundraising 2008

13. Environmental © Pareto Fundraising 2009

14. 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

15. 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!

16. Growth from Individuals

17. AUD$59m AUD$28m

18. 2008 charitable giving USA Source and (c) Giving USA Foundation™

19. © Pareto Fundraising 2009 ?

20. © Pareto Fundraising 2009 97% 70% 93% 70%

21. NakhonPathom © Pareto Fundraising 2009

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24. Analytical © Pareto Fundraising 2009

25. © Pareto Fundraising 2009 Recency Frequency Value Attrition Second gift rate Life time value

26. Personal © Pareto Fundraising 2009

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28. © Pareto Fundraising 2009

29. Connect with the donor © Pareto Fundraising 2009 Have pet name v No pet name

30. For impact, not for fun Knowing Bilbo increases upgrade rates by 43%! © Pareto Fundraising 2009

31. It’s all about stories © Pareto Fundraising 2009

32. Supporter Relationship Management © Pareto Fundraising 2009

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36. © Pareto Fundraising 2009

37. © Pareto Fundraising 2009 What do you think about these packs?

38. © Pareto Fundraising 2009 Irrelevant without data!

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41. © Pareto Fundraising 2009

42. © Pareto Fundraising 2009 Frank Samways: A story from The Lost Dogs’ Home

43. 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.

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

45. 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.

46. 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.

47. 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.

48. $30,000 $50,000 We were pleased too!

49. Then, in 2007, we invited Frank in to talk about some of the capital projects we had planned at the Home. © Pareto Fundraising 2009 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.

50. © Pareto Fundraising 2009 After discussing various projects, including the new Veterinary Clinic, Frank sat back and asked…

51. © Pareto Fundraising 2009 “I suppose you want to know how much I am worth?”

52. © Pareto Fundraising 2009 Graeme was very surprised – he had no idea, and didn’t expect this at all!

53. © Pareto Fundraising 2009 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.

54. © Pareto Fundraising 2009 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.

55. © Pareto Fundraising 2009 Frank wrote a cheque for $50,000 to go toward our capital campaign

56. Just before he died, he gave another $50,000 towards the Sick and Injured Facility. © Pareto Fundraising 2009 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.

57. Franks estate is worth $9 million (250 million Baht). © Pareto Fundraising 2009 We will receive almost 50%. So far we have received $3.5 million

58. Frank Samwayswas perhaps The Lost Dogs’ Home’s number one supporter and certainly our most generous. © Pareto Fundraising 2009 He made a significant impact on our ability to care for thousands of dogs and cats throughout his life time with his generous donations.

59. “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

60. Thank you