Doctors Without Borders

As part of ST’s long-running management of fundraising programs for Doctors Without Borders / Médecins Sans Frontières (MSF), we introduced an intermediate giving program that operated in tandem with their recurring donor campaigns but included: more personalization; campaign-style formats; longer letters with higher-end production; and customized gift matrices.

Targetting prospects for upgrading to intermediate giving was achieved through ongoing and rigorous data analysis, testing and application of direct response best practices. Over a 5-year period, ST created a variety of multi-channel campaigns focused on acquiring and retaining mid-level donors.

Our mid-level donor strategy provided a significant source of additional revenue, produced cost-effective ROI and primed these segments for major and planned giving.

• Net revenue in direct marketing increased by 57%
• 40% of mid-level donors were acquired and upgraded through direct marketing and telemarketing
• As of March 2018, these donors — who gave a cumulative amount of $500 to $5,000 annually – accounted for 30% of all revenue for MSF