Course Overview

Understanding the key motivators of prospective major donors is critical to the success of charitable organisations. Unfortunately, what potential benefactors tell us may be different than their actual behavior. So, what are we to do?

In “Inside the Major Donor Mind,” John Greenhoe, MA, CFRE, will provide an overview of how our largest benefactors often think and offer appropriate steps to serve their needs. Through behavioural psychology analysis, the use of best practices and examples from the real world, participants will take away techniques that will help unlock transformational gift opportunities.

What you'll learn

By the end of the session, you will:

• Be able to ask questions that uncover donor motivations.
• Be able to “listen critically” during donor conversations in order to predict the donor’s future behaviour.
• Be able to form donor-specific strategies that serve the personal needs of benefactors.
• Be able to help donors find their true philanthropic purpose through patience, curiosity and flexibility.

This course covers the following

• Introduction to the Donor Mindset
• Understanding and Implementing Donor-Centric Strategies
• Application and Implementation of Plans Based on Donor Behaviour Analysis
• The course will employ sample donor personas and utilise participant role playing to provide tangible experiences that can be translated into the daily work of fundraisers.

Targeted skills

“Soft” skills in relationship building, including donor focused listening.
Mastery of question asking to provide clues into a donor’s true motivations.
Ability to form strategies, through behaviour analysis, that increase the odds of securing transformational gifts.

Who is this course for?

The course provides benefits for all fundraisers. However, fundraisers of varying levels of involvement in current major gift work will likely gain the most benefit. The course aims to provide valid and feasible takeaways that can positively improve relations and outcomes with current and prospective major donors. Most attendees will find it helpful to have a basic understanding of the major-gift fundraising process before taking the course.

This course won’t cover

Specific fundraising techniques including the conducting of discovery calls and “how to” face to face solicitation methods. A basic understanding of the major gift fundraising process is a suggested pre-requisite for attendees.

Delivery

1 x 3hr session via Zoom.

Meet the facilitator

Read John Greehoe's bio (PDF).

Guidelines for enrollment

Make sure you have a login for the FIA Learning Hub. Click "Sign In" or "Forgot Password" if needed.

You can enrol a staff member if they already have a login.

If you require assistance, please email training@fia.org.au.

CFRE

Full participation in Inside the Major Donor Mind is applicable for up to 1.5 continuing education points in Category 1.B – Education of the CFRE International application for initial certification and/or recertification.

FIA Code

This course relates to the following aspects of the FIA Code of Conduct:

FIA Code 4.10 and 4.11 Conduct towards Donors.

Course overview

In a data-driven fundraising landscape, the ability to measure, interpret, and communicate campaign results is vital. This course equips you with practical tools and proven frameworks to evaluate campaign performance, transform data into meaningful insights, and report impact with clarity and confidence. Through real-world case studies and expert-led discussions, you will learn how to move beyond vanity metrics to uncover what truly drives success and informs better decision-making.

This course is designed to build your confidence and capability in campaign measurement and reporting. By the end of the course, you will walk away with the skills to design meaningful KPIs, analyse campaign data effectively, and present results that resonate with stakeholders. The practical techniques gained will empower fundraisers to make evidence-based decisions, improve ROI, and demonstrate accountability and impact in your day-to-day role.

What you'll learn

• Define clear and relevant KPIs to measure fundraising and marketing campaign success.
• Analyse and interpret campaign data to extract actionable insights.
• Differentiate between outputs, outcomes, and impact in reporting.
• Create clear, compelling, and stakeholder-focused campaign reports.
• Apply learnings from real case studies to improve future campaign performance.

Targeted skills 

• Data analysis and interpretation
• KPI setting and performance measurement
• Insight generation and storytelling with data
• Reporting and stakeholder communication
• Continuous improvement planning

Who is this course for?

Fundraising, marketing, and communications professionals who plan, deliver, or report on campaigns. Particularly relevant for those looking to strengthen evidence-based decision-making and demonstrate impact to boards, donors, and senior leadership.

Delivery

1 x 3hr session via Zoom.

This course won’t explore

This session will not provide in-depth technical training on database management, CRM configuration, or advanced statistical modelling.

Participant level

Intermediate

Prerequisite knowledge

Basic familiarity with campaign planning and reporting.
No advanced data analysis experience required.

Meet the facilitator

Read Sarah Isted's bio (PDF).

Guidelines for enrolment

Make sure you have a login for the FIA Learning Hub. Click "Sign In" or "Forgot Password" if needed.

You can enrol a staff member if they already have a login.

If you require assistance, please email training@fia.org.au.

CFRE

Full participation in Measuring Campaign Success and Reporting Insights is applicable for up to 1.50 continuing education points in Category 1. B – Education of the CFRE International application for initial certification and/or recertification.

Course Overview

Designed for aspiring leaders in fundraising, this program builds the skills, confidence, and mindset needed to step into leadership roles. You will explore how to lead themselves, influence others, and inspire fundraising success in your organisations.

This course helps emerging leaders transition from technical fundraising roles to leadership positions by developing practical skills in communication, team-building, and strategic influence.

What you'll learn

By the end of the course, you will be able to:

• Recognise the mindset shift required when moving into leadership.
• Build trust and psychological safety within their teams.
• Communicate with influence across diverse stakeholders.
• Apply adaptive leadership strategies in complex fundraising contexts.

Targeted skills

Leadership, communication, coaching, stakeholder management, adaptive thinking.

Who is this course for?

Fundraising managers, team leaders, and Fundraisers preparing to move into team leadership or management roles.

Delivery

3 x 5hr sessions via Zoom.

This course won’t explore

Technical fundraising training (e.g. writing appeals, CRM systems).

Participant level

Entry to Intermediate

Meet the facilitator

Read Rod Matthews's bio (PDF).

Guidelines for enrollment

Make sure you have a login for the FIA Learning Hub. Click "Sign In" or "Forgot Password" if needed.

You can enrol a staff member if they already have a login.

If you require assistance, please email training@fia.org.au.

CFRE

Full participation in Step Up: Fundraising Leadership Development is applicable for up to 4.5 continuing education points in Category 1. B – Education of the CFRE International application for initial certification and/or recertification.

FIA Code

This course relates to the following aspects of the FIA Code of Conduct:

Course overview

Peer-to-peer fundraising is evolving rapidly, and this course shows how to stay ahead. Across a full day, you will explore the essentials of designing engaging campaigns that apply modern user experience (UX) principles, from optimised sign-up flows through to donor and fundraiser personalisation. Real-world examples and practical exercises will demonstrate how to connect advertising, content, email, SMS, and data analytics to maximise campaign outcomes. Attendees will leave equipped with the knowledge and confidence to deliver peer-to-peer campaigns that set the standard for 2026 and beyond.

Course aim

The aim of this course is to provide fundraisers with a practical, end-to-end understanding of how to plan, execute, and optimise peer-to-peer campaigns. You will walk away knowing how to create seamless, supporter-focused journeys that drive sign-ups, boost fundraiser activation, and increase overall fundraising results.

What you’ll learn

• Design peer-to-peer campaigns using modern UX practices that enhance donor and fundraiser engagement
• Build optimised sign-up flows and post-sign-up experiences that quickly activate fundraisers
• Apply best practices for campaign communications across EDMs, SMS, and content
• Implement analytics and reporting strategies to monitor, adjust, and evaluate campaign performance
• Integrate personalisation and data-driven approaches into campaign design and marketing channels

Targeted skills

1. Campaign UX and journey design
2. Web development basics for fundraising
3. Email and SMS marketing
4. Campaign content creation
5. Database integration and management
6. Google Analytics and performance reporting

Participant level

Intermediate

Who is this course for?

Fundraisers, campaign managers, and digital specialists in charities and non-profits who oversee or support peer-to-peer campaigns. This includes those running event-based, DIY, or evergreen peer-to-peer programs who want to take their campaigns to the next level using modern UX practices.

Prerequisite knowledge

Participants should have a basic understanding of digital fundraising or peer-to-peer campaigns, but no advanced technical expertise is required.

This course won’t explore

• Step-by-step technical coding tutorials
• In-depth platform-specific training
• Offline or traditional fundraising campaign management

Delivery

2 × 3‑hour sessions via Zoom.

• Virtual classroom with trainer-led presentations
• Interactive breakout activities and peer-to-peer case studies
• Hands-on exploration of sign-up journeys and analytics tools (e.g., Google Analytics)

Meet the facilitator

Read James Stinson’s bio (PDF)

Guidelines for enrolment

1. Make sure you have a login for the FIA Learning Hub. Click “Sign In” or “Forgot Password” if needed.
2. You can enrol a staff member if they already have a login.
3. If you require assistance, please email training@fia.org.au .

CFRE

Full participation in Designing High-Impact Peer-to-Peer Fundraising Campaigns is applicable for up to 2.25 continuing education points in Category 1.B – Education of the CFRE International application for initial certification and/or recertification.

FIA Code

This course relates to the following aspects of the FIA Code of Conduct:

• 2.0 Compliance – Embeds legal/regulatory frameworks, compliance tools, and risk awareness into ecosystem design.
• 3.0 Ethical Conduct – Promotes honesty, transparency, and integrity in messaging and platform design.
• 4.0 Conduct Towards Donors – Models respectful, clear, and donor-focused campaign strategies and data privacy.
• 5.0 Conduct Towards Beneficiaries – Encourages dignified representation and ethical storytelling in all campaign materials.
• 6.0 Conduct in Supplier Relationships – Teaches best practices in forming ethical and fair contracts and supplier partnerships.

Course overview

This two-part online course (2 x 3hr sessions) is designed for not-for-profits with a turnover under $1 million who are ready to grow their supporter base and develop sustainable income streams through philanthropic support.

Launching your first donor campaign can feel daunting, but it is also one of the most effective ways to secure new funding while strengthening relationships with your community. Such a campaign not only raises immediate funds but also helps you understand different levels of donor engagement, from grassroots givers to potential major donors and legacy supporters.

Across the two sessions, you’ll explore:

• Why a donor campaign can create a reliable base of support for your organisation.
• How to recognise and engage different donor segments, from general donors through to regular givers, mid-level, major, and legacy donors.
• Sample resources that highlight the differences in communication and engagement across donor groups.
• Suggested campaign approaches depending on your focus, whether that’s a grassroots appeal, encouraging regular givers, or starting to build major donor relationships.

Course aim

By the end of the course, you will have:

• A practical framework to design and deliver your first donor campaign.
• Examples of campaign materials to guide your own communications.
• The confidence to choose the right campaign focus for your organisation’s goals and capacity.

What you’ll learn

• A practical framework to design and deliver your first donor campaign.
• Examples of campaign materials to guide your own communications.
• The confidence to choose the right campaign focus for your organisation’s goals and capacity.

Targeted skills

• Foundations for Growth – developing the skills to establish a sustainable income that can fund dedicated fundraising roles and future campaigns.
• Philanthropic Mindset – building confidence in approaching fundraising as a relationship-based, long-term practice.
• Practical Planning – using frameworks and sample tools to map out a campaign approach (grassroots, regular givers, or major donors).
• Communication Strategy – learning how messaging differs across donor segments and how to create multi-wave communications.
• Donor Segmentation – recognising different levels of donor engagement (general, regular, mid-value, major, legacy) and why each matters.
• Campaign Design – understanding how to structure a donor campaign that is achievable and aligned with organisational capacity.

Participant level

Entry level into establishing your organisation's donor campaign

Who is this course for?

This course is designed for board members, CEOs, and executives of small not-for-profit organisations (with turnover under $1M) who are ready to establish their first donor campaign. It is especially valuable for organisations that do not yet have dedicated fundraising staff but want to build the skills, confidence, and framework to start growing sustainable philanthropic income.

Prerequisite knowledge

No prior fundraising experience is required. This course is designed for small not-for-profits taking their first steps into donor campaigns.

It is helpful, but not essential, for participants to have:

• A general understanding of their organisation’s mission, programs, and impact.
• Basic awareness of how their organisation currently engages supporters (e.g., newsletters, events, social media).
• Access to organisational information, such as supporter lists or communication examples.

This course won’t explore

To make sure expectations are clear, please note this course does not include:

• Development of bespoke campaign copy or materials for your organisation.
• One-to-one coaching or customised strategy design.
• Detailed tailoring of donor communications beyond the provided examples.
• Training in corporate sponsorship, grant writing, or event-based fundraising (this course focuses specifically on individual giving campaigns).

The course provides a framework, sample tools, and examples that you can adapt for your own organisation.

Delivery

2 x 3hr sessions via Zoom

• A practical workbook to guide your learning and campaign planning.
• Sample campaign materials – including letters, social posts, and communication examples.
• A stewardship matrix to help you map donor engagement.
• Case studies to illustrate different campaign approaches.
• Access to templates and resources you can adapt for your organisation.
• Two live, interactive online sessions with group discussions, breakout rooms, and real-time Q&A.

Meet the facilitator

Read Fleur Allen's bio. (PDF)

Guidelines for enrolment

1. Make sure you have a login for the FIA Learning Hub. Click "Sign In" or "Forgot Password" if needed.
2. You can enrol a staff member if they already have a login.
3. If you require assistance, please email training@fia.org.au.

CFRE

Full participation in Your First Campaign: Building a Foundation for Philanthropy is applicable for up to 2.25 continuing education points in Category 1. B – Education of the CFRE International application for initial certification and/or recertification.

FIA Code

This course relates to the following aspects of the FIA Code of Conduct:

• Compliance (Section 2.0): All campaign frameworks and tools shared in this course align with legal and regulatory requirements for fundraising in Australia.
• Ethical Conduct (Section 3.0): The course emphasises transparency, honesty, and integrity in donor communications, avoiding misleading or coercive practices.
• Conduct Towards Donors (Section 4.0): Practical examples demonstrate how to respect donor intent, safeguard privacy, and build trust through stewardship.
• Conduct Towards Beneficiaries (Section 5.0): Case studies highlight the importance of representing beneficiaries with dignity, avoiding exploitation in fundraising appeals.
• Conduct in Supplier Relationships (Section 6.0): Participants are reminded to ensure fair, transparent, and professional dealings with external suppliers such as printers, mail houses, or digital providers.

By embedding these principles throughout, the course equips participants not only with practical fundraising skills but also with a values-led approach that fosters trust, integrity, and long-term donor relationships.

Course overview

This course aims to enhance your knowledge, skills, confidence, and decision-making abilities in any Gifts in Wills role. By providing you with practical tools and strategies, you will be empowered to grow and optimise your Gifts in Wills fundraising activities.

By the end of this course, you will be equipped to advocate for and implement Gifts in Wills strategies within their teams, understand the nuances of integrating legacy giving into various donor engagement channels, and possess the tools to foster a culture that values and promotes Gifts in Wills.

What you'll learn

• Communication Mastery: Learn to grow your Gifts in Wills program through various channels, including direct mail, tele-fundraising, events and digital platforms.
• Collaborative Engagement and integration: Discover methods to engage your board, staff, teams and volunteers and how to integrate your program with the Major and Middle donor programs.
• Brand Alignment and donor-centricity: Ensure all Gifts in Wills messaging aligns with core organisational values and resonates with supporters.
• Real-World Case Studies
• Expert Insights: Gain knowledge from seasoned professionals in Gifts in Wills fundraising and non-profit strategy.
• Interactive Workshops: Participate in hands-on sessions to develop tailored Gifts in Wills strategies for your team, including developing tele-fundraising scripts, practical tools for digital advertising campaigns, and tips for running events and webinars tailored to your Gifts in Wills audience.

Targeted skills

This course will build the following key skills:

• Strategic Planning: Developing comprehensive GIW strategies.
• Communication: Crafting and delivering compelling messages for various channels
• Stakeholder Engagement: Engaging board, Philanthropy teams, staff, volunteers, and activists.
• Brand Alignment and Donor circle: Ensuring consistency in messaging and values
• Digital Marketing: Utilising digital platforms for GIW marketing
• Event Planning: Organising events and webinars tailored to GIW audiences
• Estate management: Essential steps and main guidelines
• Coming up with a value proposition for your program

Who is this course for?

Fundraising professionals seeking to enhance your Gifts in Wills strategies, from Coordinator to Director.

Delivery

3 x 5hr sessions via Zoom 

This course won’t explore

• Legal or financial advice regarding the drafting of wills.
• Specific tax implications of Gifts in Wills.
• Specific estate planning processes.
• Estate management

Participant level

This course is suitable for individuals at the Intermediate level with foundational knowledge of fundraising principles.

Prerequisite knowledge

Participants should have:

• A basic understanding of fundraising principles and practices.
• Familiarity with their organisation's mission and donor base.
• Access to organisational data relevant to Gifts in Wills initiatives.

Meet the facilitator

Read Alexis Escavy's bio (PDF).

Guidelines for enrolment

1. Make sure you have a login for the FIA Learning Hub. Click "Sign In" or "Forgot Password" if needed.
2. You can enrol a staff member if they already have a login.
3. If you require assistance, please email training@fia.org.au.

CFRE

Full participation in Gifts in Wills Fundraising – From A to Z is applicable for up to 4.5 continuing education points in Category 1. B – Education of the CFRE International application for initial certification and/or recertification.

FIA Code

This course relates to the following aspects of the FIA Code of Conduct:

• Compliance: Ensuring adherence to all relevant laws and regulations in fundraising activities.
• Ethical Conduct: Acting with honesty, integrity, and respect in all fundraising endeavours.
• Conduct Towards Donors: Treating donors with dignity, ensuring transparency and accountability in all interactions.
• Conduct Towards Beneficiaries: Ensuring that funds raised are used appropriately and effectively for the intended purposes.
• Conduct in Supplier Relationships: Engaging with suppliers in a professional and ethical manner.

Course overview

One Year Before Your Capital Campaign breaks down the 12 months before you start your campaign. In this course you'll learn what to do when you're 12 months, 9 months, 6 months and 3 months out from launching your capital campaign. And if you're already out of time, there’s also "In Case of Capital Campaign Emergency” section which you hopefully don't need but there if you do. Don't miss this chance to learn how to give your future capital campaign every chance to succeed.

This course takes a simple calendar approach, breaking down the year before your capital campaign feasibility study into 4 easy to follow sections: 12 months out, 9 months out, 6 months out and 3 months out. It will guide individuals regardless of their experience with capital campaigns on what steps to take and when, to ensure success. 

It covers establishing initial activity for prospect research, gathering evidence, the campaign narrative and financial narrative, strategy and leadership, and how to gain both project and financial momentum in the lead up to a capital campaign.

Capital campaigns are often milestone moments in the life of any organisation. The complexities involved in preparing for a campaign can sometimes lead Boards, CEOs, and Directors of Fundraising to delay action, overlook key steps, or unintentionally deprioritise the planning phase.

What you'll learn

You will take away the importance of advanced planning as a significant contributing factor to capital campaign success. The presentation will deliver a framework of how to approach the 12 months prior to a capital campaign while also taking into consideration annual fundraising programs. Particular emphasis will be placed on the implications around being at, ahead or behind their annual goals and how this relates to capital campaign success. 

Focus will be drawn to the practical and tactical: addressing and ensure you have visibility of common issues in advance of launching a capital campaign such as organisational readiness, governance, project related issues, financial narrative and of course early engagement of philanthropic donors and government representatives and much more! Fundraisers from the smallest non-profit to largest will leave with new knowledge, ideas and opportunities and the ability to apply them immediately. The result will be projects and organisations, and campaigns better positioned for capital campaign success.

Targeted Skills:

• Strategic Planning
• Case for Support Development
• Government Engagement
• Managing Up/Down + Across
• Project Management
• Building Consensus
• Face to Face major donor engagement
• Financial Narrative

Who is this course for?

Not for Profit Fundraising Leaders, CEO’s and Board Members

Delivery

2 x 3hr sessions via Zoom.

This course won’t explore

The workshop will not cover some aspects of capital campaign planning, specifically financial modelling, client or service modelling and in the case of building works, items related such as use of architects, quantity surveyors and the like.

Participant Level

Advanced/Leadership

Prerequisite Knowledge

It would be helpful if participants had a cursory understanding of capital campaigns before the workshop.

Meet the facilitator

Read Mark Quigley's bio (PDF).

Guidelines for enrolment

Make sure you have a login for the FIA Learning Hub. Click "Sign In" or "Forgot Password" if needed.

You can enrol a staff member if they already have a login.

If you require assistance, please email training@fia.org.au.

CFRE

Full participation in One Year Before Your Capital Campaign: A 12-month step by step guide to planning for success is applicable for up to 2.25 continuing education points in Category 1. B – Education of the CFRE International application for initial certification and/or recertification.

FIA Code

This course relates to the following aspects of the FIA Code of Conduct:

Professional Conduct (Section 2)

2.1 Competence: The course builds professional knowledge and skills around capital campaign readiness, supporting fundraisers to perform their roles to a high professional standard.

2.4 Accountability: Preparing properly for a capital campaign demonstrates accountability to donors, boards, and beneficiaries by ensuring the organisation can deliver on its promises.

Course overview

Fundraising Essentials provides the basic knowledge and practical tools to help you get started as a fundraiser. The course covers key principles in ethical practice, reasons and vehicles for giving, core fundraising models to understand the donor journey and how to build a case for support, bringing theory to life with best-practice fundraising techniques so you can hit the ground running and make an impact in your fundraising role.

What you’ll learn

• how the Australian and New Zealand fundraising sectors work
• key regulations that impact fundraisers and not-for-profits
• motivations for donor generosity and charitable giving
• various fundraising channels, trends and methodologies
• the role of quality data and people to acquire and retain donors

Topics

• Scope and Rules of Fundraising: an overview of the scope of fundraising, the types of fundraising, and key regulations to be aware of.
• Donor Motives and Fundraising Strategy: basic information about why donors give and key elements to consider when fundraising and defining a case for support.
• Donor Acquisition and Development: key information on acquiring donors associated with various fundraising channels and with key methods and frameworks for donor development and stewardship.
• Major Gifts and Gifts in Wills: the importance of major gifts program as an extension of donor development and tips on how to operate a Gifts in Wills program
• Data and Resources: key issues associated with managing data in marketing and privacy along with some tips on how to recruit and manage volunteers.

Who is this for?

• people who are new to the fundraising sector with little or no knowledge of fundraising techniques and practice
• people already working in the not-for-profit sector but who are new to a fundraising role
• people who may be looking to enter the charity and not-for-profit sector in a fundraising role
• fundraisers in volunteer roles with little or no knowledge of fundraising practice

Delivery

2 x 4 hr sessions via Zoom

Meet the facilitator

Read Gilbert Lorquet's bio (PDF)

Read Alan White's bio (PDF)

Guidelines for enrolment

Note: The FIA website provides access to both the Member Portal and the Learning Hub. These have separate logins — your username and password may be different for each.

New Staff Member

Please ask your organisation’s nominated contact to add you to the Member Portal or email members@fia.org.au. Your details will sync within two hours.

To Access the Learning Hub

Once you've been added to the Member Portal, click “Reset Password / New Staff Login” to activate your Learning Hub access.

If you require assistance, please email training@fia.org.au.

CFRE

Full participation in Fundraising Essentials is applicable for up to 7.5 continuing education points in Category 1. B – Education of the CFRE International application for initial certification and/or recertification.

FIA Code

This course relates to the following aspects of the FIA Code of Conduct:

FIA Code 4.0 Conduct towards Donors, 3.0 Ethical conduct, 6.0 Conduct in Supplier relationships.

Course overview

What Women Want

Household demographics are changing, as are women’s roles in society and within households. Shifting marital dynamics, including more women breadwinners and women influencing household financial decisions to a greater extent, have implications for charitable giving. How will these changes affect giving in the future?

Females have been slowly and quietly changing the face of philanthropy. They are humble in their giving and are making a big impact collectively. But what do we know about how they are influencing their household giving and should we be changing our best practice fundraising methods. Stewardship models are out of date and need to pivot to appeal to our female prospects and donors.

Australian women donors are generous, strategic and want to see positive and lasting changes in their communities.

In this course, we will challenge assumptions; discuss attitudes towards money; address risk in philanthropy; and the motivators for women’s giving. But most importantly, we will look into changing organisational behaviours.

Research has uncovered that men’s and women’s motivations for giving and patterns of giving differ. What works for men in philanthropy may not work for women. Although marketers have long realised that they need to appeal differently to men and women, the nonprofit community is only now beginning to recognise the need to reach men and women donors according to each gender’s preferences.

What you'll learn

By the end of the course, you will be able to:

• Recognise and investigate the role women played in history of your own organisation
• Examine research, case studies and transformative results of breaking giving assumptions
• Understand how the modern women’s movement is just beginning to influence philanthropic potential
• Recognise how certain demographics and psychographics influence women
• Understand attitudes and behaviours that keep women from engaging in giving
• Apply techniques to navigate barriers in giving
• Recognise how women give differently than men
• Recognise barriers within your own organisation
• Recognise behaviours inconsistent with best practice
• Consider and define how changes in working with female donors will impact your own organisation
• Create a plan of action and key steps

Targeted skills

By the end of this course, you will:

• Strengthen your listening and analytical skills to better understand donor motivations.
• Refine your approach to developing effective donor strategies and engagement plans.
• Learn what to look for when engaging women donors across different age groups.
• Take a more holistic approach to donor cultivation and stewardship.
• Gain deeper insights into their donor community to help increase giving and long-term support.

Who is this course for?

Relationship Managers; Bequest Managers; Major Gift specialists

Delivery

1 x 6hr session via Zoom.

This session won’t explore

The session won’t deep dive into men’s giving.

Participant level

All levels would benefit from this course.

Meet the facilitator

Read Kimberly Downes's bio (PDF).

Guidelines for enrolment

1. Make sure you have a login for the FIA Learning Hub. Click "Sign In" or "Forgot Password" if needed.
2. You can enrol a staff member if they already have a login.
3. If you require assistance, please email training@fia.org.au.

CFRE

Full participation in Engaging Women as Donors – What every organisation needs to know is applicable for up to 2.25 continuing education points in Category 1. B – Education of the CFRE International application for initial certification and/or recertification.

FIA Code

By taking this course participants will gain better methods to understand who is making the decisions regarding a donation and what information they need. The participant will be able to direct communications to that person whilst not excluding their partner or family members. They will build relationships with donors based on the donors' needs and desires and not that of the organisations. They will understand how women from different generations view money and how with the older generation things might need to be explained in more detail or family members brought into the conversation. Participants will understand and see the benefits for philanthropy in acknowledging all parties in receipts and correspondence. In gaining knowledge about what women require from an organisation, participants will learn the questions to ask therefore deepening the relationship between the donor and the organisation.

Course overview

Fundraising Essentials provides the basic knowledge and practical tools to help you get started as a fundraiser. The course covers key principles in ethical practice, reasons and vehicles for giving, core fundraising models to understand the donor journey, and how to build a case for support. This course will bring theory to life with best-practice fundraising techniques so you can hit the ground running and make an impact in your fundraising role.

This course can be delivered in three ways to suit your preferred learning mode and availability.

• e-Learning is accessible over three months via our Learning Hub for strong independent learners who like a longer timeframe. The course is approximately 12 hours of study.
• Online—Facilitated is the one–day option via Zoom, led by a facilitator, for those wanting to complete it in a shorter timeframe.
• In-class is a one day in-person option, for those who learn best in a classroom environment, This option is available at a venue in Sydney, Melbourne, Brisbane or Perth.

What you’ll learn

• how the Australian and New Zealand fundraising sectors work
• key regulations that impact fundraisers and not-for-profits
• motivations for donor generosity and charitable giving
• various fundraising channels, trends and methodologies
• the role of quality data and people to acquire and retain donors

Who is this course for?

• people who are new to the fundraising sector with little or no knowledge of fundraising techniques and practice
• people already working in the not-for-profit sector but who are new to a fundraising role
• people who may be looking to enter the charity and not-for-profit sector in a fundraising role
• fundraisers in volunteer roles with little or no knowledge of fundraising practice

Topics

Module 1: Scope and Rules of Fundraising: This module provides students with an overview of the scope of fundraising, the types of fundraising, and key regulations to be aware of.

Module 2: Donor Motives and Fundraising Strategy: This module provides students with basic information about why donors give and key elements to consider when fundraising and defining a case for support.

Module 3: Donor Acquisition and Development: This module provides students with key information on acquiring donors associated with various fundraising channels and with key methods and frameworks for donor development and stewardship.

Module 4: Major Gifts and Gifts in Wills: This module provides students with the importance of major gifts program as an extension of donor development and tips on how to operate a Gifts in Wills program

Module 5: Data and Resources: This module provides students with the key issues associated with managing data in marketing and privacy along with some tips on how to recruit and manage volunteers.

Delivery

In-class is 1 x 8hr session hosted at a venue in Sydney, Melbourne, Brisbane and Perth
On-line is 2 x 4hr sessions via Zoom

Meet the Tutors

Click on each name to read the Tutor bios:

• Gilbert Lorquet - Sydney
• Alan White - Melbourne
• Luke Tobelmann - Brisbane
• Ellaine Hislop - Perth

Guidelines for enrollment

Note: The FIA website provides access to both the Member Portal and the Learning Hub. These have separate logins — your username and password may be different for each.

New Staff Member

Please ask your organisation’s nominated contact to add you to the Member Portal or email members@fia.org.au. Your details will sync within two hours.

To Access the Learning Hub

Once you've been added to the Member Portal, click “Reset Password / New Staff Login” to activate your Learning Hub access.

If you require assistance, please email training@fia.org.au.

CFRE

Full participation in Fundraising Essentials is applicable for up to 7.5 continuing education points in Category 1. B – Education of the CFRE International application for initial certification and/or recertification.

FIA Code

This course relates to the following aspects of the FIA Code of Conduct:

FIA Code 4.0 Conduct towards Donors, 3.0 Ethical conduct, 6.0 Conduct in Supplier relationships.

Course overview

This highly practical, one-day workshop empowers fundraisers to use ChatGPT to design donor-first, data-led campaigns. You'll learn how to extract insights from supporter behaviour, plan smarter campaigns, and create communications that reflect what donors truly care about.

With real examples, hands-on prompting, and expert guidance, you’ll walk away with tools and templates you can use immediately.

Participants will leave with a team-ready conversation guide to help advocate for responsible, values-led AI in their organisation.

What you’ll learn

• Overlay supporter feedback with RFV and transactional donor data to identify insight-driven campaign opportunities
• Use ChatGPT to design segmented donor journeys and campaign plans that reflect donor behaviours and motivations
• Create emotionally resonant messaging using simulated donor empathy and feedback analysis
• Apply AI ethically and intentionally, with an understanding of risks, limitations, and values-based communication
• Confidently advocate for AI investment as a capacity-building tool within their organisation

Participants should use their own ChatGPT accounts during the session and will leave with saved prompts, completed campaign plan, and messaging templates stored in their own chat history for ongoing use and adaptation.

Targeted skills

1. Using AI to extract insight from donor data
2. Designing a campaign plan, segmentation and testing using ChatGPT
3. Rewriting messaging across multiple supporter touchpoints
4. Analysing feedback to generate supporter-informed content
5. Discussing failure scenarios and ethical decision-making using a real case study
6. 10x Visioning Exercise: exploring transformational AI applications

Participant level

All curious and committed fundraisers are welcome

Who is this course for?

Junior to Senior level fundraisers, campaign and digital leads, and donor engagement professionals. This course is ideal for professionals responsible for campaign planning and execution, content development, donor journeys or fundraising performance. Understanding of most common fundraising programs and campaigns is essential (you’d need to know what RG, P2P, RFV or an Appeal Letter, mean)

Prerequisite knowledge

No previous knowledge of Chat-GPT is required, but access to a paid account for data protection is encouraged. You will need access to Miro for this course.

Delivery

1 x 6hr session online via Zoom.

• You will need Miro.  This can be a free account.
• You will need Zoom
• You will need a paid Chat GPT account to attend this course

Meet the facilitator

Click here to read Maisa Lopes Gomes' bio.

Guidelines for enrolment

1. Note: The FIA website provides access to both the Member Portal and the Learning Hub. These have separate logins — your username and password may be different for each.
2. New Staff Member: Please ask your organisation’s nominated contact to add you to the Member Portal or email members@fia.org.au. Your details will sync within two hours.
3. To Access the Learning Hub: Once you've been added to the Member Portal, click “Reset Password / New Staff Login” to activate your Learning Hub access.

If you require assistance, please email training@fia.org.au.

CFRE

Full participation in Chat-GPT for Fundraisers is applicable for up to 2.5 continuing education points in Category 1.B – Education of the CFRE International application for initial certification and/or recertification.

FIA Code

This course relates to the following aspects of the FIA Code of Conduct:

• FIA Code 4 Conduct towards Donors
• Principle: “Treat donors and beneficiaries with respect and dignity.”
• Activity: Review and rewrite an appeal using ChatGPT to test for emotional tone, dignity, and plain language — discuss ethical considerations in small groups.

Course overview

This interactive workshop is a mix of information sharing and practical hands-on activities that takes participants through the fundamentals of a mid-value donor program. It includes why we need to focus on mid-donors, industry benchmarks and the key steps to a successful program. It also features examples and case studies of programs where mid-value donors have been successfully leveraged via mid-value donor clubs, ‘loosely’ tied funds and matched asks.

More Strategic will share their research outcomes on what makes these donors different from standard donors and what motivates them.

What you'll learn

• A clear understanding of the importance of mid-value donors within your fundraising portfolio
• Practical steps for creating a successful mid-value program – including how to define, measure, and steward your mid-value donors
• In-depth insight into how mid-value donors differ from other segments in term of who they are, what they care about and what they need
• Inspiration from other organisations and the initiatives they are testing to great effect
• A self-evaluation to help identify the key areas you need to focus on to enable strategic growth in this space

Who is this course for?

Intermediate to advanced fundraisers ready to move into a new and relatively immature donor market and who want to understand how to set up and drive a best practice program.

Delivery

1 x 7hr session via Zoom.

Meet the facilitator

Read Ruth Wicks's bio (PDF)

Guidelines for enrollment

Make sure you have a login for the FIA Learning Hub. Click "Sign In" or "Forgot Password" if needed.

You can enrol a staff member if they already have a login.

If you require assistance, please email training@fia.org.au.

CFRE

Full participation in Mid-Value Donors – the cream in the Oreo biscuit is applicable for up to 7 continuing education points in Category 1. B – Education of the CFRE International application for initial certification and/or recertification.

FIA Code

This course relates to the following aspects of the FIA Code of Conduct:

FIA Code 3.0 Ethical conduct.

Course overview

Christmas is a great time of year to reach out to your community of supporters and invite them to give. But the best appeals don’t just rely on the season of goodwill. They consider who the right people to target will be, what channels they should use to reach them, and alongside when they will contact them - they plan carefully what the right messaging will be.

This course will step you through the creation of a plan for your Christmas 2026 appeal.

Don’t let compromises inhibit the potential of your next Christmas appeal. Get started on your festive plans early and ensure you can beat all your past records.

In this step-by-step session you will create a plan for your Christmas appeal. By following tips and techniques developed over 20+ years of creating Christmas appeals, you will walk away with:

• A practical plan for who to target
• A comms plan including channels and timings
• A clear idea for the topic of your appeal and how it will influence the appeal proposition
• Ideas for how to creatively engage the appeal audience

What you'll learn

In this session, you will learn

• How Australian charities choose the best donors to target
• Why donors give and how this should shape your approach
• The fundamental communication touchpoints of an appeal
• How to get ahead of the game and ensure your appeal is a success

Key topics

• Audience segmentation and targeting
• Donor motivations and needs
• Storytelling and creativity in appeals
• Strategies and tactics to improve response rates and average gifts

Who is this course for?

Employees with charities, fundraising team members, major gifts managers, Gift in Wills program Managers etc.

Delivery

2 x 3hr sessions via Zoom

Meet the facilitator

Click here to read Dan Geaves' bio.

Guidelines for enrolment

1. Make sure you have a login for the FIA Learning Hub. Click "Sign In" or "Forgot Password" if needed.
2. You can enrol a staff member if they already have a login.
3. If you require assistance, please email training@fia.org.au.

CFRE

Full participation in Get Ready for Christmas is applicable for up to 2.75 continuing education points in Category 1.B – Education of the CFRE International application for initial certification and/or recertification.

FIA Code

This course relates to the following aspects of the FIA Code of Conduct:

FIA Code 4.0 Conduct towards Donors by informing professional marketers and communicators in the NFP sector about their obligations when writing with the intention to achieve a particular outcome. FIA Code 5.0 Conduct towards Beneficiaries by considering what is acceptable, ethical, and effective copywriting.

Course overview

This course equips emerging fundraising leaders with the confidence and tools to coach, motivate, and develop high-performing teams. Through practical models, real-world case studies, and peer discussions, participants will learn how to foster a positive team culture, provide effective feedback, and support the growth of staff and volunteers.

To strengthen your leadership capability by developing practical coaching and team development skills. You will walk away with strategies to inspire engagement, deliver constructive feedback, and design development plans that drive both team and individual performance.

What you'll learn

• Use coaching frameworks in everyday leadership.
• Deliver constructive and motivating feedback.
• Foster a positive and engaged team culture.
• Develop tailored plans to support staff and volunteer growth.

Targeted skills

• People management & coaching
• Feedback delivery
• Team motivation
• Staff development

Who is this course for?

New or aspiring fundraising managers, team leaders, or coordinators in the for-purpose sector.

Delivery

2 x 3hr sessions via Zoom.

This course won’t explore

Technical fundraising campaign tactics; financial management.

Participant level

Intermediate

Prerequisite knowledge

Participants should have a foundational understanding of fundraising and some experience working in a team or project leadership capacity.

Meet the facilitator

Read Trudy MacDonald's bio (PDF).

Guidelines for enrolment

1. Make sure you have a login for the FIA Learning Hub. Click "Sign In" or "Forgot Password" if needed.
2. You can enrol a staff member if they already have a login.
3. If you require assistance, please email training@fia.org.au.

CFRE

Full participation in Coaching and Developing Fundraising Teams is applicable for up to 2.25 continuing education points in Category 1. B – Education of the CFRE International application for initial certification and/or recertification.

FIA Code

This course relates to the following aspects of the FIA Code of Conduct:

The course reinforces ethical conduct (Section 3.0), positive team culture aligned with integrity (Section 2.0), and respect towards staff and volunteers (Section 5.0).

Course overview

This high-impact leadership course is designed exclusively for CEOs and executive leaders who are ready to elevate your organisation’s fundraising performance. Through strategic insights, peer exchange, and real-world case studies, you will explore how to lead a culture of philanthropy, empower fundraising teams, and engage boards and stakeholders to drive sustainable growth. This course is a must for leaders who want to champion fundraising from the top.

The course equips CEOs with the knowledge, confidence, and strategic tools to lead fundraising success. You will gain clarity on your role in shaping fundraising culture, aligning organisational strategy with philanthropic goals, and building high-performing partnerships with fundraisers, boards, and donors. You will leave with a roadmap to embed fundraising leadership into your executive practice.

What you'll learn

By the end of this course, you will be able to:

• Define the CEO’s role in driving a culture of philanthropy.
• Align fundraising strategy with organisational mission and vision.
• Build trust and collaboration with fundraising teams and boards.
• Champion donor-centric leadership and ethical fundraising practices.
• Lead through influence, storytelling, and strategic engagement.

Targeted skills

• Strategic leadership
• Organisational alignment
• Stakeholder engagement
• Culture building
• Donor advocacy
• Ethical governance

Who is this course for?

Chief Executive Officers, Executive Directors, and senior leaders responsible for organisational strategy and fundraising outcomes.

Delivery

1 x 6hr session via Zoom.

This session won’t explore

This course will not cover technical fundraising tactics or operational campaign management. It focuses on executive leadership and strategic alignment.

Participant level

Leadership

Prerequisite knowledge

Participants should be in a CEO or equivalent executive leadership role with oversight of fundraising strategy or teams.

Meet the facilitator

Read Gilbert Lorquet's bio (PDF).

Guidelines for enrollment

Make sure you have a login for the FIA Learning Hub. Click "Sign In" or "Forgot Password" if needed.

You can enrol a staff member if they already have a login.

If you require assistance, please email training@fia.org.au.

CFRE

Full participation in Leading for Fundraising Success (CEO Level) is applicable for up to 2.25 continuing education points in Category 1. B – Education of the CFRE International application for initial certification and/or recertification.

FIA Code

This course relates to the following aspects of the FIA Code of Conduct:

Supporting donor trust and transparency (Section 4.0)
Encouraging alignment between fundraising and organisational mission (Section 2.0).

Course overview

The Certificate in Professional Fundraising is an excellent opportunity to advance your fundraising career. This comprehensive program covers key aspects of fundraising and is designed for new and early-career fundraisers seeking to build a strong foundation in the field.

Download the Course Brochure for details.

Course structure

• To earn the Certificate in Professional Fundraising, you’ll need to complete 3 core modules and 3 elective modules.
• All modules—core and elective—can be purchased individually or as part of the full Certificate program
• You can choose to complete the 3 core modules in either the eLearning or Blended Learning format

The 3 core modules are:

Module 1 - Fundraising Environment;

Module 2 - Building a Fundraising Program

Module 3 - Understanding your Donors

The electives are available in eLearning format only.

Delivery

Each core module is delivered as 1 x 6hr session via Zoom.

The course is available in two formats, both of which include tutor support. Continue reading for details on the Blended Learning (Zoom + eLearning) option, or click here for information about the Self-Paced eLearning format.

Here are the upcoming Zoom sessions for the 3 core modules | 10:30am – 4:30pm AEST

Module 1 - Fundraising Environment: Friday, 26 September

Module 2 - Building a Fundraising Program: Friday, 17 October

Module 3 - Understanding your Donors: Friday, 28 November

Terms & Conditions

Please review the Terms & Conditions carefully before enrolling in this course.

Textbook

The required textbook for this course is Achieving Excellence in Fundraising (5th Edition). This textbook is a highly regarded resource in the fundraising sector. It is also one of the recommended reading options for those pursuing CFRE (Certified Fund Raising Executive) certification.

You can purchase the book from any bookshop; however, FIA members can enjoy a 25% discount through Wiley.

To access the discount

1. Visit Wiley’s website.
2. Enter the code FIA25 at checkout when purchasing your eBook or print copy.

Meet the tutors

Click here to read the tutor bios:

• Ellaine Hislop
• Maisa Lopes Gomes
• Heiko Plange-Korndoerfer

Guidelines for enrolment

Note: The FIA website provides access to both the Member Portal and the Learning Hub. These have separate logins — your username and password may be different for each.

New Staff Member

Please ask your organisation’s nominated contact to add you to the Member Portal or email members@fia.org.au. Your details will sync within two hours.

To Access the Learning Hub

Once you've been added to the Member Portal, click “Reset Password / New Staff Login” to activate your Learning Hub access.

If you require assistance, please email training@fia.org.au.

CFRE

Completion of the full Certificate will align with 60 CFRE points. If you are completing a standalone module, the CFRE points are 3.25 per module.

FIA Code

This course relates to the following aspects of the FIA Code of Conduct:

FIA Code 2.0 Compliance, 3.0 Ethical conduct, 4.0 Conduct towards Donors, 5.0 Conduct towards Beneficiaries and 6.0 Conduct in Supplier relationships.

Course overview

Fundraisers interact with a diverse range of people, including those experiencing vulnerability due to various personal, financial, or social circumstances. Ethical fundraising practices require sensitivity, awareness, and adherence to best practices that ensure donors in vulnerable circumstances are treated with dignity and respect.

Familiarise yourself with factors that contribute to vulnerability, recognise potential vulnerability and learn a range of best-practice approaches to responding to a donor experiencing vulnerability. Explore ways to manage vulnerability so that you can raise and manage a donor’s gift ethically and transparently.

This course explores the practical skills needed to recognise, respond to, and comply with ethical standards when engaging with individuals in vulnerable circumstances. By aligning with the FIA Code and best-practice guidelines, fundraisers will be empowered to conduct their work transparently and ethically, fostering public trust and ensuring sustainable donor relationships.

You will be provided with a learner guide to help you understand the key learning concepts, take notes, and answer questions to understand, respond to, and manage vulnerability effectively.

What you'll learn

• Understand the concept of vulnerability and what constitutes vulnerable circumstances
• Identify key drivers of vulnerability and assess their impact on fundraising interactions
• Recognise verbal and non-verbal cues that may indicate a donor is in a vulnerable circumstance
• Apply the FIA Code and relevant practice notes to fundraising scenarios
• Demonstrate appropriate responses to ensure ethical engagement with donors in vulnerable circumstances
• Develop and implement best-practice organisational strategies to support ethical fundraising

Delivery

1 x 2 hr session via Zoom.

Meet the facilitators

Read Heiko Plange-Korndoerfer's bio (PDF).

Read Ellaine Hislop's bio (PDF).

Guidelines for enrolment

1. Make sure you have a login for the FIA Learning Hub. Click "Sign In" or "Forgot Password" if needed.
2. You can enrol a staff member if they already have a login.
3. If you require assistance, please email training@fia.org.au.

CFRE

Full participation in Managing Vulnerability is applicable for up to 2.0 continuing education points in Category 1. B – Education of the CFRE International application for initial certification and/or recertification.

FIA Code

This course relates to the following aspects of the FIA Code of Conduct:

FIA Code 3.0 Ethical conduct.

Course overview

Improve your writing skills and connect with your audience on a personal level. This course for new copywriters teaches you how prepare compelling communications to engage, inspire and motivate your donors.

Learn to craft copy specifically for breakthrough fundraising in this interactive, supportive workshop delivered online over two half days.

What you'll learn

• The techniques and mechanics of writing effectively
• How to write clearly and concisely with a specific audience in mind
• How to craft letters, emails, headlines and a ‘call to action’
• How to produce compelling copy for fundraising campaigns

Who is this course for?

• Anyone in fundraising who would like to improve their writing techniques to engage with donors and volunteers
• People already working in the not-for-profit sector but are new to copywriting for fundraising
• People who are new to the fundraising sector with little or no knowledge of copywriting techniques

Delivery

2 x 4hr sessions via Zoom.

Meet the facilitator

Read Natalie Khoo's bio (PDF).

Guidelines for enrolment

Note: The FIA website provides access to both the Member Portal and the Learning Hub. These have separate logins — your username and password may be different for each.

New Staff Member

Please ask your organisation’s nominated contact to add you to the Member Portal or email members@fia.org.au. Your details will sync within two hours.

To Access the Learning Hub

Once you've been added to the Member Portal, click “Reset Password / New Staff Login” to activate your Learning Hub access.

If you require assistance, please email training@fia.org.au.

CFRE

Full participation in Copywriting Essentials is applicable for up to 7 continuing education points in Category 1.B – Education of the CFRE International application for initial certification and/or recertification.

FIA Code

This course relates to the following aspects of the FIA Code of Conduct:

FIA Code 4.0 Conduct towards donors by informing professional marketers and communicators in the NFP sector about their obligations when writing with the intention to achieve a particular outcome. FIA Code 5.0 Conduct towards Beneficiaries by considering what is acceptable, ethical, and effective copywriting.