Starting situation

A large charity in the social sector wanted to optimise and increase the commitment and income potential of its numerous DD members.
 

Concept

An upgrading telephone campaign was planned in order to achieve its targets. Sponsors were to be contacted 12 months after joining. Rolling implementation of the campaign, ideally just before the individual donor’s next DD date.
 

Measures

• Selection of data and analysis of the potential. 
• Establish the upgrade rhythms. 
• Advice with choosing topics and developing the interview guideline. 
• Ongoing execution of the campaign. 
• Data adjustments. 
• Advice with, preparation and execution of the follow-ups. 
• Processing of DDs. 
• Preparation of weekly evaluations.

Results

• 2009: 2'970 sponsors were contacted. 
•  Success rate: 30%. 
• Average upgrade amount: CHF 76.-. 
• Breakeven: instant.

Starting situation

A trade association in Switzerland wanted to acquire new members. The association had the address details and contact permission of people who worked in the field in question.
 

Concept

Telephone campaign and follow-up measures
 

Measures

• Definition of product offer. 
• Advice with choosing topics. 
• Preparation of the interview guideline. 
• Telephone numbers added to addresses. 
• Ongoing execution of the campaign. 
• Data adjustments. 
• Advice with, preparation and execution of the follow-ups. 
•  Dispatch BESR. 
• Preparation of weekly evaluations.

Results

• Just under 3'000 records; accessibility 67%. 
• Agreement rate: 27%. 
•  Average amount per agreement CHF 400. 
• Instant breakeven.

Starting situation

A major Swiss foundation wanted to reactivate inactive members who had not responded to mailings or reminders for at least 12 months.
 

Concept

Carry out a telephone campaign with pre-call letter and follow-up. Executed in various tranches and segments as an aid to evaluation and to facilitate the planning of follow-on campaigns.
 

Measures

• Advice and development support with developing the interview guideline. 
• Preparation of weekly evaluations. 
• Script development (individual optimisation based on data pool and data inventory). 
• Advice with, preparation and execution of the follow-up. 
• Letter, data modifications, feedback, complaints, clarifications etc. and handling of payments, part payments, outstanding items and refunds.

Results

• Over 27'000 phone calls within 6 months. 
• The campaign reached over 70% of people. 
• The actual reactivation level was over 25%. 
• The average amount paid was approx. CHF 60.
•  The campaign reached breakeven shortly after the end of the campaign.

Starting situation

An organisation had countless inactive DD sponsors and wanted to use this potential to increase income.
 

Concept

To contact these donors by phone.
 

Measures

• Precise analysis of the reasons for inactivity. 
• Segmentation. 
• Script development with individual optimisation based on data pool and data inventory. 
• Advice with, preparation and execution of the follow-up. 
•  Letters, data modifications, feedback, complaints etc. Handling of payments, part payments, open items and returns. 
• Preparation of weekly evaluations.

Results

• 10% success in DD reactivations. 
• Costs per member are lower than those for acquiring a new member.