2. Not all Major Donors are on the Sunday Times Rich List

3. Fundraising Research Manager The Stroke Association Miredale@stroke.org.uk Mathew Iredale

4. “This year there were 500 people or families in the rich list worth over £100 million. I reckon…that there are at least another 500 worth £100 million who are missing.” Philip Beresford, April 2005

5. There may be some 2000 people or families not in the rich list who are worth over £25 million. By extrapolation:

6. Genuine Affinity Donors Beneficiaries

7. Donor Database “Most development officers don’t realize the value of the information in their databases.” Peter Wylie, Fundraising Consultant

8. Donor Database Data Screening Companies

9. Brakeley Chapel & York Charity Consultants Factary FR & C Ltd Heist Milestone Research Prospecting for Gold NFP Resourcing

10. Donor Database Past Major Donors High Value Donors Titled Donors Job Titles Private Banking Data Screening Companies

11. Private Banking Adam & Co. –£70,000 income or £250,000 in investable assets. Coutts & Co. –£500,000 in investable assets (or £1m in fixed assets) HSBC Private Bank –£1m in investable assets.

12. Donor Database Data Screening Companies Past Major Donors High Value Donors Titled Donors Job Titles Private Banking Tax Exiles

13. Tax Havens Andorra, Anguilla, Antigua and Barbuda, Austria, Bahamas, Barbados, Belize, Bermuda, British Virgin Islands, Campione d'Italia, Canada, Cayman Islands, Cook Islands, Cyprus, Delaware, Dominica, Gibraltar, Grenada, Guernsey, Hong Kong, Ireland, Isle of Man, Jersey, Liberia, Liechtenstein, Luxembourg, Madeira, Malaysia, Malta, Marshall Islands, Mauritius, Monaco, Montserrat, Nauru, Nevis, Netherlands, Netherlands Antilles, Niue, Panama, Puerto Rico, St. Kitts and Nevis, St. Lucia, St. Vincent and The Grenadines, Samoa, Sark, Seychelles, Singapore, Switzerland, Turks & Caicos, United Kingdom, U.S. Virgin Islands, Vanuatu, Western Samoa.

14. Montserrat

15. Donor Database Data Screening Companies Past Major Donors High Value Donors Titled Donors Job Titles Private Banking Tax Exiles Property

16. Eurodirect’s Millionaire Neighbourhood Report

17. CACI’s Wealth of the Nation 2005

18. OurProperty.co.uk

20. Donor Database Data Screening Companies Past Major Donors High Value Donors Titled Donors Job Titles Private Banking Tax Exiles Property Data Mining & Predictive Modelling

21. What is Data Mining? “The science of extracting useful information from large data sets or databases.” –David Hand, Heikki Mannila & Padhraic Smyth, Principles of Data Mining “Non-trivial extraction of implicit, previously unknown and potentially useful information from data” – Vipin Kumar, Michael Steinbach, Pang-Ning Tan, Introduction to Data Mining

22. What’s in a name? 1.William versus Bill 2.Robert versus Bob 3.Richard versus Dick 4.Edward versus Ed 5.Kenneth versus Ken 6.Michael versus Mike 7.Ronald versus Ron 8.Thomas versus Tom 9.Donald versus Don 10.John versus Jack 11.James versus Jim 12.Raymond versus Ray

23. More than you may think…

24. Markers Name Age Home phone number Business phone number Marital status Email Spouse/family details

25. FieldScore 1Score 0 First nameFormalinformal Age>50<50 Home phoneListedNot listed Business phoneListedNot listed Marital statusMarriedSingle or not listed EmailListedNot listed Spouse/familyListedNot listed Marks out of 7…

26. Major Donor Specific Largest donation >£100, score 1 <£100, score 0 PostcodeNW3, EH4, EH10, etc. Score 5 AL5, SW6, KT22, etcScore 4 G77, B91, KT10, etcScore 3 and so on

27. Genuine Affinity Donors Beneficiaries

28. What services does your organisation offer? How are your services offered? Where are your services offered? Who your services are offered to - beneficiaries.

29. TSA Beneficiaries Individual stroke sufferers Their family and friends Individuals at risk of stroke (and their families) Doctors, nurses, paramedics & specialists Research Institutions (universities & hospitals) The government Readers of Stroke News Readers of The Stroke Association website

31. Time for a break…

32. Genuine Affinity Realise the value of your database Good research takes time Know all your beneficiaries

33. The End!