Occam study reveals hidden potential for donations

LONDON - Occam has conducted a study of 5m charity records, and found that 80% of 'committed givers' donate to just one charity, suggesting there is an untapped potential for cross-selling.

The NSPCC, Amnesty International and Oxfam were among the 24 charities which took part in the study. Occam expects these charities to take the bespoke data and use it to target marketing activities.

Factors taken into account include recruitment, retention and upsell to 'committed givers' -- individuals who regularly donate via a direct debit, standing order, credit card or GAYE (Give As You Earn).

Females emerged as most likely to set up a committed gift, but males on average give £10 more per year. Payroll and radio secure the least committed gifts but are responsible for the highest value donations, while direct mail and direct response television secure a higher volume of lower value gifts.

Other findings include the discovery that disability and children's charities are particularly successful at claiming gift aid, while overseas aid charities are effective at securing high value donations.

Scott Logie, managing director of Occam, said: "The results reveal that while charities are increasingly good at recruiting committed givers, there is room for improvement in terms of extracting maximum value from these donors.

"This study stands as the latest example of how focused analysis of a vast collection of shared data can provide the type of invaluable insight that can aid direct marketing activity."