Presentations from The Ideas Lab conference available now!

Our 2013 Insight SIG annual conference saw a magnificent line-up of speakers, from practitioner case studies from Cancer Research UK, RSPB, UNICEF UK and The British Red Cross, to leading edge thinking from Decode author Phil Barden, Lucy Gower and nfpSynergy founder Joe Saxton.  The Guardian’s digital team galvanised the audience to create compelling data visualisations, while The Cabinet Office showed how behavioural insights can improve results. 

Our own SIG primary research – kindly conducted by fast.MAP – showed that insight is increasingly making a difference to fundraising success. So we can be proud the group is effective in sharing best practice, training and inspiring a wide audience.

The conference was supported by CACI and run by our committee of volunteers.  I thank them all for their contribution to making this event such a success. Buzzing with new ideas and lots to talk about, our drinks reception was a great opportunity for networking and making new friends.

All in all, a very enjoyable and highly valued event – one leading figure said it was “the best IOF conference ever attended”.

Janet Snedden, chair Insight SIG

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1. 13 terrifying trends that are changing the face of charities

Joe Saxton, Founder nfpSynergy
The charity sector is changing around us. Remorselessly. Relentlessly. While we sleep. And at weekends too. And yet most charities go on behaving as if tomorrow is just another day. This session will look at 13 key trends from socio-economics and demographics, from technology, from fundraising, from governance, from management and from the kitchen. How should charities respond? What will the winners and losers look like in this brave new world.

2. You can’t do good innovation without Insight

Lucy Gower, Innovation Director Clayton Burnett
The critical role of insight in supporting innovation and practical techniques to generate ideas from your insight to transform your business.

3a. How CACI and RSPB used segmentation to deliver a supporter-focused communication programme

Anton Ivankiv, Marketing Planner RSPB & Richard Tomlinson, Director of Analysis CACI
The RSPB recognises that in order to achieve ambitious growth targets, it will need to work in the future with a wider range of people and engage new audiences, beyond the traditional profile of their supporters. This presentation will describe how RSPB and CACI worked in partnership to further develop their audience segmentation, and provide actionable and rich insight to identify new target groups, develop advertising and a new communication strategy.

3b. Developing a digital dashboard

Dan Prebble, Digital Analyst UNICEF UK
Insight in Fundraising 2013 Award winner UNICEF UK will be talking about the development process of their digital dashboard. The talk will focus on what UNICEF UK learned whilst developing the dashboard.
Judges comments: “This is a brilliant dashboard that is truly useful, tailored to the organisation, and which provides management information to keep digital front of mind at the charity. This is a great example of a success story that enables fundraisers to look at data in real time for meaningful information, with great potential for insight.”

4b Real-time targeted campaign evaluation

Dr Sean Perkins, Supporter Insight Manager RSPB & Gavin Ellison, Research Director Public services and NfP YouGov

The RSPB recently launched its first major TV advertising campaign for many years: ‘Giving Nature a Home’. It was important to evaluate and communicate the effectiveness of the campaign quickly and accurately, to help assess its effectiveness and plan future waves. Working with YouGov’s ADMARC approach we could check what people felt about the advert against their TV viewing habits, matched with our media plan data. The results demonstrated shifts in deep lying brand characteristics such as alignment with the cause and allowed us to measure effectiveness by type of advert and media planning choices.   Examining this insight alongside campaign response and a daily dashboard of brand receptions helped identify the key drivers of campaign success.

5. Insight-led Innovation at Cancer Research UK- A Case Study

Jenny Lindsay, Head of Insight Cancer Research UK
Dryathlon® 2013 was a huge success: thousands of supporters amassed over £4million in income – and this was just a pilot. But where did all begin? This session will reveal the key insights that helped to shape this successful fundraising campaign, demonstrating the value of a truly insight-led innovation process.

6a Macmillan love Insight. pdf

Clara Avery, Head of Research & Insight Macmillan Cancer SupportMacmillan

A look at how we radically changed our approach to creating and using insight at Macmillan in order to drive fundraising performance, featuring a review of our structure and recent case studies to illustrate how things are working today.

6b. Data Visualisation using Tableau

Jonathan Moxham, Database Marketing Manager & Sophie Reynolds, Senior Data Analyst British Red Cross
This talk will outline the five top tips that the British Red Cross refer to when approaching and delivering visual analysis using tableau or other visual analysis tools. Come along to find out how you might be able to improve both what you deliver as well as the steps involved in getting there.

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7a Data, Story, Chart, Design, How to tell effective visual stories

Adam Frost, Data Visualisation Manager and Tobias Sturt, Head of Creative The Guardian’s Digital Agency

Data visualisation has the ability to turn an uninspiring spreadsheet into a beautiful infographic, interactive or animation. But what’s involved? And what does good data visualisation look like? The Guardian Digital Agency will share some of their experiences in creating compelling visual stories for a wide range of audiences.

7b. An intelligent approach to acquisition

Ben Carter, Head of Charity Development Response One
Response One, winners of the Insight in Fundraising 2013 “Supplier of the year Award” for their entry with Battersea Dogs and Cats Home, will be sharing some of their innovative approaches to planning which places data and insight at the heart of decision-making.

8. Rethink the rules of mail and new opportunities for fundraisers

Jonathan Harman, Managing Director Market Reach
Jonathan Harman is Managing Director of MarketReach, Royal Mail’s business that helps Mail users and their agencies to get better results from their use of Mail. He will present some recent research findings about how mail and email can be planned together for optimal results, outline the research MarketReach will publish in the coming months and discuss the new opportunities for fundraisers that could be enabled by barcoded mail.

9. What we can learn from decision science and applications for charities

Phil Barden, author of “Decoded. The science behind why we buy.”
Consumers don’t think how they feel. They don’t say what they think and they don’t do what they say” mused David Ogilvy several decades ago. Science knows more about behaviour than the marketing and advertising industries have ever used. Advances in ‘decision science’, the combination of neuroscience, behavioural economics, cognitive and social psychology can help to unlock the motivators of behaviour and how to make our initiatives more efficient and effective.

10. Pre Conference Survey 2013 results

David Cole, Managing Director fast.MAP

Many thanks to fast.MAP for conducting the pre conference survey

 Thanks again to our headline sponsor


CACI help organisations drive more business value, by delivering an Integrated Customer Experience.  Our capabilities include consumer insight and analysis, digital campaigning, website design and build, technology integration, hosted and managed database services.   We work with more than 300 consumer-facing businesses, delivering customer and insight-led solutions that improve consumer engagement and commercial value – with data and digital at the heart of everything we do.

Networking Events – Presentations


Demystfying digital, media and social analytics

Presentations from our March 2013 networking event available  here: 2013-03_IoF_Insight_SamBertieV4

A topline look into the world of digital and media analysis, focusing on exploring the current landscape, including topics from simple Google Analytics through to more in-depth cross channel analysis such as paid, owned and earned analysis.

Bertie Bosrédon

Digital & Social Media expert Bertie has over 15 years experience in digital communications and has worked in the not-for-profit sector for 11 years. He set up the British Heart Foundation first online team and fundraising strategy, working on national campaigns before joining Breast Cancer Care, where he implemented innovative online services tools and an influential social media strategy.  Bertie helps organisations develop their digital presence, find the right tool and tactics to connect with their audience, increase income and engagement, and measure impact.

Sam Watts

Head of Marketing Analytics, Metametrics, Sam has over 8 years of media analysis experience, covering all channels both on and offline. In recent years Sam has concentrated on digital analysis, including both social and cookie based analysis. Sam has recently joined Metametrics, having previously been UK head of data and analysis at Starcom MediaVest Group, where he also led the global development of attribution modelling for SMG.

February 2013

Data Analytics – Powerful Insight into your Donors’ Giving Potential

Presentations available here:

PART1 MARCELLE – Insight in Fundraising 170213

PART2 STUART – IoF Insight SiG Data Analytics & Donor Potential

What are the smartest Individual Giving teams doing in the area of Mid and High-Value donor fundraising to make their data work harder and bring in significant net gains to the business?

Stuart McCoy – Data Strategy Consultant, DM Insight

Stuart has twelve years experience of data-led fundraising, gained at over thirty NfPs and agencies.  After seven enjoyable years as Help the Aged dedicated fundraising analyst, he set up DM Insight, a data strategy and analysis service specialising in the charity and not-for-profit sectors.

 Marcelle Jansen – WealthEngine

A data specialist, Marcelle worked in the Financial Industry for over 20 years commercialising financial information and applications ranging from historical and forecast data to portfolio risk models and corporate governance research.  She started with WealthEngine in October 2009 and manages WealthEngine’s UK office. 

Based in London, she provides client support to UK clients, providing solutions for sophisticated prospect research and analytics and supporting clients on WealthEngine’s tools to better reach their fundraising goals.

 April 2012

‘How to get ahead in analytics’ featured guest speakers Jonathan Moxham from British Red Cross and Damion Deansfrom Haigh Recruitment with lots of useful hints and tips on  how you can make the most of career opportunities in this sector and what experience and skills you need to move on.

Presentations from British Red Cross and Haigh Recruitment

2011 Insight in Fundraising Conference presentations

Following the conference on 29/11/2011, the presentations are now available here.

Are You Measuring Lifetime Value Accurately?

Networking event: Measuring lifetime value, Tuesday 27th September, Devonshire Arms, Piccadilly, Central London.

Getting a truly accurate measure of life time value is a goal for many analysts but of course it isn’t easy.  Modeling behaviour into the future and the differing nature of recruitment channels make it tricky to create meaningful comparisons.

How can an analyst address these issues and serve up the robust numbers needed to base decisions on?

John Whitehead (Supporter Planning and Insight Manager at WaterAid) and Nigel Magson (Data Consultant) will share their views and experience.

Just as importantly, there will be plenty of time for attendees to discuss this topic and indeed any other during the evening, helped by the informal venue, light snacks and a drink or two.

Please book ahead as numbers are limited to 40 at the Devonshire Arms,Denman Street, two minutes fromPiccadilly Circustube (same venue as our last event in June)

Tickets cost just £5 and can be booked here

Any queries please contact Liz Cook on

(0782 5757209)


About the speakers

John Whitehead is Supporter Planning and Insight Manager at WaterAid.  He has worked in the charity sector for over 15 years, having previously worked for both the National Trust and John Grooms (now Livability).

Before that he worked in commercial marketing and advertising, including time at Air Miles, Evans Hunt Scott, CACI and Saatchi & Saatchi.  He is a Founding Member and Fellow of the Institute of Direct Marketing and a Member of the Institute of Fundraising.   And he likes finding stories in numbers…

Nigel Magson has spent over 20 years in the data services industry. Along the way he’s become a Fellow of both the Institute of Direct Marketing and the Chartered Institute of Marketing. Because of his special interest in not-for-profit marketing, in 2006 he co-founded the Insight special interest group as part of the Institute of Fundraising, aiming to raise standards for analysts working within the Charities sector.

Before he set up Tangible Data in 1996, he spent 10 years working for British Gas, where he managed the development of marketing databases used for direct marketing, business planning and modelling.

Insight in Fundraising – CHASE 2010

February 2010 from CHASE 2010 on the use of insight within fundraising.

What is it and why is it essential?

by Nigel Magson, SIG Chairman

Case Study: Understanding donor performance to drive fundraising strategy

Simon Turner, Domain

Domain’s Donor Performance Index explained

Using Domain’s DPI strategically at Open Doors charity

Analysing and reviewing individual fundraising projects or campaigns is invaluable. That is the critical start point in building knowledge about how to go about achieving the objectives of the organisation. But, what is the cumulative effect? What happens to your donors over time and just how do you go about looking at the strategic perspective? How to you know what the strategic gaps and opportunities within the programme are? Part of the answer comes from examining donor’s performance over time. That means taking at donor centric view and tracking their giving patterns over time.

This sounds good in theory, but what exactly is the theory, how does it work, and how does the end result look?  In this session, we look at Domain’s Donor Performance Index as a tool for achieving the above goals, and we look at a live example of how this work was applied to charity Open Doors and what this delivered for the organisation.”

Evolution of the Supporter Journey at Age Concern and Help the Aged

Plenary by Michelle de Souza at Insight 2009

Insight 2009 Plenary: Supporter Journey

By Michelle De Souza, Age Concern/Help the Aged

Can you hold seemingly incompatible data sets of those who have given you a donation, purchased a financial product or benefited from a charitable service in the database and successfully identify synergies and capitalise on them? Having demonstrated over the last 4 years that it is possible, this session discusses how the newly merged charity, Age Concern and Help the Aged, will take this strategy forward.

Case study: Amnesty Supporter Monitor


Amnesty case study at Insight 2009

By Ben Smith, Amnesty International and Jon Kelly. Wood for Trees

How many charity fundraisers can tell you how many active supporters they have, how many supporters have lapsed in the last year or how many new supporters they have gained in the last month? Surprisingly few.

These crucial numbers are often hidden within unwieldy database systems and clouded by complicated or vague business rules which determine this information.  Over the last year Wood for Trees have worked with Amnesty in tying down these key definitions and presenting the results in a clear and concise manner, available to the whole fundraising team at the click of a button. The result is SuM (Supporter Monitor Report) – a user friendly, Excel based results dashboard.

Goodbye Excel Spreadsheets!

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Insight 2009 presentation on new data visualisation techniques

By Huw Davis, The Huw Davis Partnership

In this session, Huw explores best practice in visualising data, including how the value of a supporter’s social network can be viewed.  Dashboarding applications are recommended for performance reporting whilst segmentation is brought to life through creative treatment.

Harnessing the Power of a Volatile Media World

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Presentation at Insight 2009 Conference

By Huw Davis, The Huw DavisPartnership

Understanding the effect of multi channel media on donations and donor engagement is critical in today’s marketing world. How you do this will be explained within this talk. Bringing it to life with specific examples of cost saving strategies that use both on and offline media.