SUPPLIER TEAM OF THE YEAR

Joint Winner

RFDS Victoria (RFDSV) has benefited from a long-standing relationship with Robejohn (RJ) who create, manage and execute campaigns providing an end-to-end service that delivers results. Their team is passionate about donor behaviour enabling them to deliver a strong retention and acquisition strategy supported by outstanding creative execution.

Fundraising highlights and impacts include:

• A successful direct mail program delivering industry-leading retention rates and gross revenue of $14M since 2012.

• Acquisition of more than 18,000 new donors since 2012, with impressive second gift rates and innovative stewardship products.

• A revamp of key communications to be more donor-centric and increasing revenue by 20% per annum.

• Mid and Major giving strategy and Gift in Will innovation to move from RFM based segmentation-based to a donor values-based strategy.

• Their strong direct mail campaigns became the main pipeline for the major giving and bequest programs which generated a further $35M for the period.

Robejohn also played a pivotal role in the advancement of RFDSV more broadly including providing support to new fundraisers nervously taking on the campaigns and appeals portfolio. They stewarded RFDSV through a transformational proposition development program involving Board and all staff, inspiring the Board to invest in fundraising which ultimately doubled revenue in five years. Their hard work, passion for the cause and consistent results ensure RFDSV can continue to serve rural and remote Australians.

Supplier Team Of The Year

JOINT WINNER ntegrity

Nominated by: The Salvation Army

The Salvation Army have partnered with ntegrity agency over the past three years to digitally transform their fundraising. They sought a partner who understood the unique aspects of digital fundraising.

At The Salvation Army, digital (inclusive of paid digital advertising, organic and email) was seen as a fulfilment channel for direct mail and print acquisition activity and it didn’t have its own strategy. Ntegrity developed a holistic campaign review of the Red Shield Appeal (RSA) in 2019 with recommendations to improve processes and fundraising outcomes, given it’s their biggest fundraising campaign.

Ntegrity helped to identify a huge gap in the use of digital, especially email and paid digital advertising and developed a comprehensive strategy to pivot the campaign to digital. They smashed the overall targets despite national lockdowns.

This result was not a once-off “COVID result.” Ntegrity have helped deliver continual digital fundraising growth since. The Red Shield Appeal and Christmas appeals in 2021 were even more successful than in 2020. New fundraising products such as “Crisis Partners” regular giving enabled The Salvation Army to diversify and build sustainable revenue streams. Today the digital fundraising program has grown by 303%, from $6.4M in 2019 to $19.4M in 2022 from digital channels. Digital is now the dominant new donor acquisition channel. Ntegrity also brought the leadership onboard with the digital transformation and built collaboration across teams overall.