1. Jason Haigh
The Business of Providing

2. Providing Our organisations are in the business of providing $
80 / 20 principle (Vilfredo Pareto’s formula)
80% of the wealth controlled by 20% of the population
Can be applied generally to most segments and activities
Majority income from minority of our donors
Majority sponsorship from minority of our corporate relationships
Majority volunteering from minority of our volunteers

3. Segmenting our Supporters
Focus on particular segments

4. Where to put our efforts
Target our efforts on the “major” givers
$12M
$3M
2000
8000
10% = $300,000
Via 800 new donors
10% = $1,200,000
Via 200 new donors

5. Understanding our Supporters
Propensity to support our cause
Connection to us
Has the wealth
Inclination
Affinity
Capacity $

6. Qualified Supporters thankQ Affinity Scoring Research Inclination
Capacity $
thankQ
Segmentation
& Donor
Pyramid
thankQ Capacity
& Feasibility
Identification
Qualification
thankQ Prospecting
Module

7. Prospecting thankQ Moves Module thankQ Affinity Tracking thankQ
Cultivation
Solicitation
Acknowledge
& thanks
Stewardship
No, but still
interested
Increasing
engagement
(affinity)
Yes
Continued
involvement
Additional
interest
No interest
or potential
thankQ
Affinity
Tracking
thankQ
Communication
Automation

8. thankQ Prospecting Module
Workflow
Targetted giving
Feasibility – Capacity / Affinity scoring
History

9. thankQ Feasibility; Capacity & Affinity
Assists identification
Low Capacity
High Affinity
High Capacity High Affinity
Low / Unknown Capacity Low / Unknown Affinity
High Capacity Low Affinity
Annual Giving
Great volunteers
Wonderful surprises
Cultivate
Ready to solicit

10. thankQ Affinity Module
Identifies unknowns
Allows different approach
Positive circle of engagement

11. thankQ Affinity Band has 1500 people
For a given segment / band (e.g. $ $1,000)
Affinity identifies “more engaged people”
Cultivate in a different way…
Band has 1500 people
10% = 150 people with higher affinity
15 people go from $ 500 to $ 2,500
Total = $ 37,500

12. thankQ Automation
Automate Communications; s, sms and printed letters
Automated tracking; opens, clicks and sms replies
Constant contact and updates
Automate payment processing; pledges and payments
Automated triggers; e.g. call centre function for failed payments
Automated Communications builds Affinity

13. Why does it work? $12M $3M 2000 8000 10% = $300,000 Via 800 new donors
thankQ has ALL the information
Completely accessible / No silos
thankQ business rules can target ANYTHING
thankQ automation does work we would not have done previously
thankQ automation reduces cost & increases capability for stewardship
thankQ prospect tools; capacity, affinity, moves & donor pyramid facilitates improved cultivation
$12M
$3M
2000
8000
10% = $300,000
Via 800 new donors
10% = $1,200,000
Via 200 new donors