Course overview

This course is designed to help participants master the art of crafting compelling donor communications. This course will explore how to transform data and information into a powerful case for support, teaching practical techniques to articulate mission and impact. You will learn to cut through the noise and deliver messages that resonate emotionally, inspire trust and motivate action. The course blends foundational principles with interactive, hands-on exercises, delivering a framework for purposeful, donor-centric communication.

Course aim

This course aims to empower participants to become more effective communicators in the fundraising sector. This course will give participants the skills to confidently and concisely articulate their organisation's mission and impact, ensuring their message inspires action and secures support through clear and concise communication.

What you’ll learn

• Identify and remove unnecessary noise from your communication to deliver a clear message
• Structure compelling stories that connect with donors on an emotional level
• Understand different audience segments and how to deliver tailored messaging
• Consider how different channels change the way messages are structured
• Translate data and mission-based information into a persuasive case for support
• Craft powerful calls to action that motivate and guide donor engagement

Targeted skills

This course will allow you to:

1. Feel confident that your communications will deliver a compelling message
2. Understand how to weave storytelling into your fundraising language
3. Create a consistent narrative across multiple channels
4. Engage donors emotionally
5. Create strong call to actions for different audiences and channels

Participant level

Intermediate

Who is this course for?

Marketing and communications professionals who are directly responsible for grant writing, securing donations and communicating across multiple channels. This would benefit those staff who are responsible for using communication channels to build a relationship with donors and beneficiaries.

Prerequisite knowledge

This is not for entry level marketing and communications professionals - participants should have some knowledge of different marketing channels and the characteristics of these. You should also have experience in writing content for different platforms and different audiences.

This course won’t explore

• Overview of different channels - this course will talk about how to structure messages depending on the channel but will not outline the channel itself in detail.
• Development of automated customer journeys
• Trigger-based communications
• Brand or tone of voice development

Delivery

1 x 3hr session via Zoom

Format:

• 2-page case study with questions as pre-reading
• Break-out rooms/groups, group discussions, survey and case study review
• Workbook will be provided before the course to use during the course
• Follow-up template to be circulated after the course

Meet the facilitator

Read Rebecca Merryfull'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 Donor Communications that Cut Through 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:

Conduct towards donors:

A focus for this course is communicating clearly and with purpose. The focus on communicating clearly and concisely without resorting to exaggeration or misrepresentation, ensuring the message's simplicity comes from honesty, not from withholding information. This course focuses on treating donors with respect and appreciating the value that donors bring to for-profit organisations. Participants will look to empower donors with a clear understanding of their role in creating change, rather than pressuring them with guilt or urgency, ensuring that every call to action is respectful and honors the donor's choice.

Conduct towards beneficiaries:

This course is centred on a commitment to transparency and authenticity. This course is grounded in leveraging true stories of impact and genuine human need, rather than exploiting emotional vulnerabilities or using manipulative tactics. I focus on inspiring trust, demonstrating integrity and accountability, providing clear evidence of how funds are used and the real-world results they achieve. I will also focus on representing the stories of beneficiaries with dignity and respect.

Course overview

This may be the most important training you will ever participate in as a fundraiser. Understanding the discovery call – getting to know very high-net-worth individuals – is essential to generating transformational gifts for your charity. Research clearly indicates that major gifts methodologies are by far the most effective method of raising funds, but these gifts are not possible without the discovery call. While research also shows that discovery calls are often the most difficult tasks fundraisers face, it doesn’t have to be that way. This course will define the discovery call and introduce best practices to help charities get to know their largest potential givers. If you would like to dramatically increase your fundraising revenue most effectively, this is the course for you!

Gain valuable insights from a U.S. based expert, bringing local and international perspectives and real-world experience to enrich your learning

This course covers the following:

• A step-by-step process through which a discovery call can be conducted.
• Open forum discussion on a case study and pre-course survey.
• Review methods to prioritise prospects and determine the next steps following the discovery call.

What you'll learn

By the end of the course, you will:

• Understand what a discovery call is and what it is not.
• Take away recommended step-by-step procedures for conducting the successful discovery call.
• Grasp the best methods for initial outreach to set up a meeting with a potential major donor.
• Understand ways to prioritise major donor prospects – in other words, who to see first.

Targeted skills

• Relationship building through written communication, phone/virtual calls and personal meetings.
• Relaxing/being comfortable when starting new relationships.

Who is this course for?

All fundraisers will benefit. However, those who find time in their schedules for one-on-one meetings with prospects will gain the most.

While all audiences will benefit, the entry and intermediate levels may find the most useful. This is because entry/intermediate level fundraisers are typically called upon to do the “heavy lifting” in the discovery call process.

Participants would benefit from understanding the difference between an annual/sustaining gift and a large/major gift.

Delivery

1 x 3hr session via Zoom

This course won't explore

• More well-known fundraising methods, including direct mail, face-to-face, events, etc. – we will focus on building personal relationships with our largest potential givers.
• While the session will touch on the topic (prioritising which prospective donors to see), the workshop is not intended as a training on prospect research

Meet the facilitator

Read John Greenhoe'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 Mastering the Discovery Call: Opening the Door to Your Largest Gifts is applicable for up to 3 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

Plan and run a structured donor campaign that fits your organisation's size and capacity.

This course is for your organisation if:

• We don't know how to grow our donor income.
• We rely too much on grants and events.
• We don't know how to move donors from one off to regular giving.
• We don't have a clear fundraising strategy.
• We don't know where to start with philanthropy.

Many small and emerging charities rely heavily on grants, events, or one off appeals to generate income. This practical course will show you how to take a more strategic approach to individual giving by building a donor campaign that grows stronger supporter relationships and creates more sustainable income over time.

Across two interactive online sessions, you'll learn how to plan a donor campaign that suits your organisation's size, capacity, and goals. You'll explore how different donor groups engage with your organisation, how to communicate with them effectively, and how to encourage ongoing support.

You'll leave with practical tools, templates and a campaign planning framework that you can adapt and start using straight away.

Course aim

By the end of the course, you will have:

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

What you’ll learn

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

• Plan a structured individual giving campaign.
• Identify and engage different donor groups, from first time donors to regular, mid value, major and bequest supporters.
• Develop communications that match each stage of the donor journey.
• Use practical templates and campaign resources to support your fundraising.
• Build a realistic campaign plan that fits your organisation's 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 - intermediate level.

Who is this course for?

Many small not for profits under $1M turnover already run fundraising activities such as events, raffles, grants, or appeals. This course focuses on building a structured donor campaign for individual giving and philanthropy, so you can grow a reliable base of supporter income over time.

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 (Friday and Monday)

• 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)

Hear from the facilitator: Hear more about what you’ll learn direct from the course facilitator, Fleur Allen MFIA CFRE from Philanthropy Australia. 

🎥 Watch the video here

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

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

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

Building on the foundations of donor journey mapping, this advanced program takes a deeper dive into designing, testing, and optimising donor journeys for long-term fundraising success. Through an interactive, face-to-face workshop, participants will work on their own donor journeys—focusing on acquisition or retention/engagement strategies—and collaborate with peers to refine and validate their approaches. A dedicated session on audience segmentation and donor insights ensures participants build journeys grounded in data and donor understanding.

Level up your donor journey mapping in this advanced face-to-face workshop. Gain skills in segmentation and donor insights, work on your own acquisition or retention journey, and collaborate with peers to create strategies you can apply immediately.

Course aim

Equip fundraisers and marketers with advanced tools to refine and enhance donor journeys. Participants will gain the confidence to assess their current approaches, identify gaps, and design more impactful, data-informed journeys that improve donor retention and campaign outcomes.

What you’ll learn

• Analyse and critique existing donor journeys to identify opportunities for improvement.
• Apply audience segmentation techniques and donor insights to inform journey design.
• Map donor experiences across multiple touchpoints with a focus on acquisition or retention/engagement.
• Integrate multi-channel strategies into donor journeys.
• Test, evaluate, and refine donor journeys using peer feedback and performance metrics.
• Translate donor insights into actionable strategies for fundraising and marketing campaigns.

Targeted skills

1. Audience segmentation
2. Donor insights
3. Journey mapping
4. Turning ideas into actions

Participant level

Intermediate–Advanced

Who is this course for?

Fundraising and marketing managers, donor engagement specialists, and fundraisers responsible for donor acquisition, retention, or campaign strategy who already understand the basics of donor journey mapping.

Prerequisite knowledge

Foundational understanding of donor journey mapping (e.g. completion of the introductory FIA Donor Journey Mapping course or equivalent experience).

This session won’t explore

Step-by-step configuration in specific CRMs or marketing automation platforms (platform-specific build and technical setup).

Delivery

In-person. 8-hour (full-day).  Sydney venue to be advised.

Meet the facilitator

Read Mike Zeederberg'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

FIA Code

Full participation in Donor Journey Mapping 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.

Course overview

Bringing together the principles of customer journeys, learn the theory behind donor journeys and how they can be used to drive great fundraising outcomes. You will create your own bespoke journey for your donors and participate in the hands-on construction of a donor journey, working in groups to create an assumptive donor journey map in class.

The course is designed to provide insights and value to beginners and more seasoned practitioners, starting with the basics of what customer journeys are and why we use them and then progressing rapidly to hands-on workshops where participants apply the knowledge immediately against scenarios. Where participants have already existing journeys, we often discuss those and provide insights on how those can be improved and evolved to the next level.

There is also Enhanced Donor Journey Mapping, in person, Sydney being offered.  Find out more here.

What you’ll learn

• Why donor journeys have become so important
• Why you need to develop them for your donors
• How to run a customer journey for your donors
• Techniques for understanding your donors and creating the journeys
• How journeys can be used to determine marketing, digital and fundraising strategy

Who is this course for?

• Fundraising and marketing managers
• Fundraising event organisers
• Gifts in Wills donor managers
• Fundraisers responsible for donor engagement, retention and acquisition

If you are a more experienced marketer or a UX professional, this course is also for you. There are generally a number of key insights you get through the course, and it helps validate your current knowledge and round out what is often on-the-job experience. 

Delivery

2 x 4hr sessions via Zoom.

This course won't explore

Whilst the course will discuss the implementation of communications frameworks into marketing systems based on a detailed understanding of the donor journey, it does not explicitly go through the implementation of marketing automations and engagement sequences at granular level within a CRM given the wide variance of technology capabilities and platforms utilised by fundraisers.

Meet the facilitator

Read Mike Zeederberg'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 Donor Journey Mapping 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 Conduct towards Donors by considering scenarios where this conduct may be challenged and discuss how to navigate any challenges in ethical and appropriate ways.

Course Overview

In this session Dr Cassandra Chapman will introduce you to some of her latest research on the psychology of giving and evidence-based practices for fundraising, including:

• Charitable Triad Theory: How donors, beneficiaries, and fundraisers all influence donations
• Donor motivations: Which motivations are most important for giving (to different causes)
• Identity and giving: How identities and social norms influence people’s charity preferences
• Localised prosociality: How donors collate their charity portfolios around geographic concerns
• Rage donations: Giving as a form of collective action
• The Champion Effect: How fundraisers drive success in peer-to-peer campaigns

There will be an extended Q&A about donor psychology and how you can apply it in your fundraising strategy and campaigns.

Delivery

1 x 3hr session via Zoom.

Meet the facilitator

Read Dr Cassandra Chapman'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 Donor psychology: Evidence-based insights to improve your fundraising is applicable for up to 3.0 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

Learn the latest insights from the science of philanthropy and fundraising. Complementing Donor Psychology 101, and covering new and emerging topics, this course will introduce participants to new insights from donor psychology and fundraising research. 

Topics covered will include: 

• Incentives for charitable giving (e.g., matches, rebates, thank you gifts, recognition): Which offers should work and which may backfire 

• Social norms and how they can be leveraged in fundraising appeals 

• Emotional appeals: When making donors feel either positive emotions (e.g., joy, pride, gratitude) or negative emotions (e.g., sadness, guilt, anger) can promote giving 

The half-way workshop will be interactive. After introducing the latest research on each topic there will be time for group reflection and discussion. Time will also be left at the end for general Q&A.

Course aim

The course aims to introduce key insights from the latest research on fundraising and donor psychology. Participants will leave with a broader range of ideas to help develop their fundraising strategy and creative.

What you’ll learn

• Understand what social norms are and how they can be used in fundraising
• Select from an inventory of potential incentive offers that could be deployed in fundraising appeals
• Consider the use of emotion (whether positive or negative) in fundraising appeals and the common impacts on donor generosity
• Identify images that are most likely to be perceived as promoting perceptions of beneficiary need and strength and know the likely fundraising outcomes of using each

Targeted skills

1. Donor Psychology
2. Strategy
3. Creative development

Participant level

Intermediate

Who is this course for?

The course should be of value to all fundraisers at any point in their career and across most sectors. However, it will be especially relevant to those working in individual giving.

Prerequisite knowledge

None. Donor Psychology 101 is complementary and is not a pre-requisite for attending this course.

This session won’t explore

Topics other than the ones listed.

Delivery

1 x 3hr session via Zoom.

Meet the facilitator

Dr Cassandra Chapman’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

FIA Code

FIA Code 4. Conduct towards donors. 

All content is presented in a way that is reflective of these ethical practices, especially conduct toward both donors and beneficiaries. Some content (e.g., on emotional appeals, face-to-face fundraising) engage directly with these topics.

Course overview

This course equips fundraising professionals with the tools to confidently attract, secure, and sustain meaningful corporate partnerships. Participants will learn how to identify and engage the right partners, negotiate and manage contracts effectively, and apply best-practice relationship management techniques that drive long-term impact. The course also explores critical decision-making skills, knowing when to say yes or no, and defines the qualities that make a partnership truly successful. By the end, you will walk away with a clear framework for building mutually beneficial relationships that deliver value for both parties.

Course aim

• Enhance knowledge of strategic philanthropy trends and best practices for partnerships, enabling you to make informed decisions
• Develop practical skills in prospecting, partner engagement, storytelling, negotiation, and contract management that can be applied immediately
• Build confidence to approach, pitch, and manage relationships with current and prospective partners.
• Strengthen decision-making by applying clear frameworks to evaluate opportunities and determine when to say yes or no.
• Walk away with a refined organisational value proposition, an ideal partner profile and a personal action plan tailored to their role.
• Make a tangible difference by fostering stronger, more aligned partnerships that increase impact and reduce risk in day-to-day fundraising work.

What you'll learn

• Attract the right partners by positioning their organisation’s unique value and aligning with a partner’s goals.
• Engage partners effectively through storytelling, co-design, and impact-driven conversations.
• Apply relationship management techniques that build trust, deepen engagement, and strengthen long-term collaboration.
• Negotiate and manage contracts with confidence, ensuring clarity, accountability, and mutual benefit.
• Evaluate partnership opportunities and make informed decisions about when to say yes or walk away.
• Define what makes a great partner and use this as a guiding framework in all engagement.

Targeted skills

• Problem-solving for attracting and retaining partnerships
• Active listening, communication and storytelling
• Planning for engagement and negotiation

Who is this course for?

Corporate partnerships professionals with a new or established corporate partnerships program. This course is designed for anyone managing a new or established corporate program, especially those with limited support, such as small teams or no in-house partnership colleagues.

Delivery

2 x 3hr sessions via Zoom.

This course won’t explore

• Organisation specific consulting or deep dives into organisation specific programs.
• In depth prospecting or qualifying processes.
• In depth pitching or proposal templates.

Participant level

 Intermediate

Prerequisite knowledge

Although the principals in this program can be applied to many different relationships in an organisation, ideally participants would come with some experience in corporate partnerships (at least 1 year) and the start of a new corporate partnerships program or an established program.

Meet the facilitator

Read Georgina McKenzie'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 Building Powerful Partnerships - Strategic Philanthropy and Relationship Management in Fundraising 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:

Acting openly, honestly and with transparency: clearly communicating the purpose, delivery and outcomes for participants, providing pre and post work, designing the program in consultation with other Orange Sky colleagues to ensure holistic best practice is represented Protecting dignity and privacy: For both participants and corporate partnerships highlighted in the course content, all interactions are grounded in respect and choice. Personal stories and images are only shared with full, informed consent. Complying with all legal obligations: ensuring contract or MoU agreement advice is based on anecdotal learnings and is clearly not formal legal advice or guidance of any kind. All participants will be recommended to seek external counsel to ensure clauses and inclusions are correctly represented.

Course Overview

Today’s hypercompetitive market for charitable giving is more challenging than ever. Facing the daunting obstacle of information overload, how can charities stand out? Only through the creation of a compelling case for support that can be easily understood and communicated.

The case for support is the vital first step in motivating donors to give. Yet too many charities miss the mark when they put forward conflicting and confusing messages about their important work. Many do not take the time to properly and succinctly communicate their mission and fail to clearly show how financial support will support that mission.

In this interactive short course, John Greenhoe will show attendees how to create a great case to serve as a solid base for all fundraising. When completed, the case will explain, in a simple and compelling fashion, what you do, why it is critically important, and how donors can help NOW. Don’t miss this opportunity to cut through the noise and foster unprecedented levels of giving!

What you'll learn

• Understand and be able to assemble a comprehensive fundraising case for support.
• Create “case statements” drawn from the overall case for support to fund specific projects.
• You should be able to use the case for support for various purposes, including website copy, multichannel appeals, and personal solicitations.

Targeted skills

• Writing for the fundraising audience.
• Creating multipurpose messaging that can be used in print, digital and “live” in-person presentations.

Key topics

• Provide an overview of the essential elements of the case for support.
• Overview of how the case for support is created – who must provide input, research needed, etc.
• There will be an “Assignment” at the end of the first session for participants to create a “mini case” for discussion during the second day.
• Presentation of the production of case statements for individual/project-based fundraising efforts.

Who should attend this course?

Anyone involved in fundraising, including frontline and support personnel. Most suited to entry and intermediate-level participants.

This course won't explore

Specific fundraising methods (how to write a fundraising letter, conduct a personal solicitation, etc.)

Delivery

2 x 3hr sessions via Zoom.

Prerequisite

Understanding how the charitable sector operates and core information about the mission of the charities participants work for.

Meet the facilitator

Read John Greenhoe'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 Creating the Compelling Case for Support is applicable for up to 5.5 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

Course overview

Supporter Care teams often speak to more supporters than anyone else in an organisation, yet their role is frequently positioned as reactive or administrative.

This course reframes Supporter Care and relationship roles as strategic drivers of retention, trust and long-term value. It explores what supporters expect, what truly delights them, and how everyday conversations can strengthen loyalty. Drawing on Australian charity case studies and frontline experience, participants will learn how to design proactive engagement moments, improve conversations, and better articulate the measurable value of Supporter Care or Relationship Management actions internally. The session blends strategic thinking with practical application and is suitable for anyone responsible for supporter relationships.

Course aim

To equip charity professionals with the mindset, tools and strategic lens to elevate Supporter Care and relationship management from reactive service to proactive, measurable supporter engagement.

What you’ll learn

• Understand how Supporter Care contributes strategically to retention and supporter experience.
• Identify opportunities to move from reactive service to proactive engagement.
• Apply practical techniques to improve conversations and increase engagement.
• Develop simple ways to track and demonstrate the value of Supporter Care actions.

Targeted skills

1. Proactive stewardship design
2. Storytelling within frontline interactions
3. Internal influence and value articulation
4. Cross-team collaboration
5. Outcome tracking and performance framing

Participant level

Intermediate

Who is this course for?

• Supporter Care and Donor Services teams
• Relationship managers
• Supporter Experience leads
• Fundraising managers wanting to elevate frontline engagement
• Organisations looking to reset how relationship-building responsibility is shared across teams

We strongly encourage organisations to send two participants – one from Supporter Care and one from fundraising. Supporter Care teams hear directly from supporters every day, while fundraising teams design the strategies that shape those relationships. When both roles attend together, it creates powerful opportunities to connect frontline insight with fundraising strategy. In previous sessions, this approach helped teams break down internal silos and identify new ways to collaborate across programs.

Prerequisite knowledge

They should have had a conversation with a supporter before.

This session won’t explore

• Detailed CRM training
• Full marketing automation and journey design
• How to make an ask training (e.g. for Majors)
• Technical telemarketing compliance frameworks

Delivery

Online. 3-hour preference.

• PowerPoint presentation and case studies
• Sector examples
• Live reflection questions
• Breakout discussions
• Worksheets and action planning templates
• Optional dashboard examples for tracking Supporter Care impact

Where possible, a charity partner will join to share lived experience and implementation insights.

Meet the facilitator

Megan Maya's bio.

Kate Thorpe's bio.

Guidelines for enrolment

1. Bring one example of a good and bad supporter interaction.
2. TBC – could provide pre course survey to understand course participants and ensure we are tailoring content.
3. For questions about enrolment, contact training@fia.org.au.

CFRE

CFRE points pending confirmation.

FIA Code

FIA Code of Conduct Integration

• Conduct towards Donors

Course Overview

CRM systems are more than databases—they are the backbone of a successful fundraising strategy. This course provides fundraisers with the skills to align CRM capabilities with organisational strategy, harness donor data for segmentation and journeys, and use insights to drive decisions. Delivered in two half-day online sessions, it balances strategy and execution: from designing data-driven journeys and automations, to choosing, integrating, and managing CRM platforms.

The program equips fundraisers with both strategic understanding and practical tools to unlock the value of CRM systems and donor data. Participants will gain confidence in aligning CRM with fundraising goals, applying segmentation frameworks, designing automated journeys, and making evidence-based decisions through dashboards and reports.

What you'll learn

• Align CRM capabilities with organisational fundraising strategy.
• Apply segmentation frameworks and donor insights to shape campaign design.
• Conceptualise automation flows that enhance acquisition and retention journeys.
• Evaluate CRM platform options using structured selection criteria.
• Map integrations between CRM and Finance, Marketing, and other systems.
• Plan and manage a CRM migration, including data cleansing and change management.
• Establish ongoing data governance practices.
• Interpret dashboards and reports to translate data into fundraising actions.

Targeted skills

CRM strategy; Donor segmentation; Journey mapping; Data-driven decision making; Data governance; Platform evaluation

Participant level

Intermediate–Advanced

Who is this course for?

Fundraising and marketing managers, donor engagement specialists, database managers, and fundraisers responsible for strategy, donor acquisition, or retention who want to make better use of CRM and data insights.

Prerequisite knowledge

Basic familiarity with donor data and CRM use in fundraising (not necessarily advanced technical knowledge).

This course won’t explore

This course will not provide hands-on training in specific CRM platforms or system configurations. Platform-specific technical setup is out of scope.

Delivery

2 x 4hr sessions via Zoom,

Meet the facilitator

Read Mike Zeederberg'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 Fundraising Success with CRM and Data Insights 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.

Course overview

This full-day, practical course guides fundraisers from strategy to operation, equipping them with the knowledge and hands-on skills to deliver effective donor stewardship.

You will learn core principles, evidence-based best practice, and examine real-world, on-the-job examples, then actively translate these into stewardship frameworks and operational plans using actionable tools. All tools and plans are tailored to participants’ organisations, considering capacity and current fundraising operations.

You will also gain a foundational understanding of designing and building positive donor experiences. You will leave with ready-to-use templates, tools, and a 90-day plan you can implement immediately.

To enhance your ability to build strong, enduring relationships with donors through a practical, strategy-to-operations approach, gaining confidence in applying stewardship principles, understanding donor experiences, developing tools, and operationalising plans tailored to their organisation, leaving you with a toolkit of templates, tools, workflows, and a 90-day plan ready for immediate implementation.

What you'll learn 

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

• Understand core donor stewardship principles and their role in building lasting donor relationships.
• Apply stewardship principles to develop strategic approaches that strengthen donor engagement and retention.
• Operationalise these strategies using practical tools and frameworks tailored to their organisation’s capacity and operations.
• Create and implement donor touchpoints and stewardship workflows using workshop tools to deliver experiences that build loyalty and drive long-term engagement.
• Create a focused, actionable 90-day stewardship plan using workshop tools that can be implemented immediately.

Targeted skills

• Donor stewardship strategy and application
• Operational planning and workflow design
• Donor experience mapping and touchpoint development
• Practical use of stewardship tools and templates
• Action planning for donor engagement and retention

Who is this course for?

Entry to intermediate fundraisers, donor relations officers, and communications or marketing staff who want to strengthen donor retention, loyalty, and engagement. Ideal for those seeking to translate stewardship principles into actionable strategies and operational plans.

Delivery

2 x 3hr sessions via Zoom.

This course won’t explore

You will focus on applying stewardship principles and designing donor experiences. The following topics are out of scope:

• Full donor journeys
• Comprehensive major gifts strategies
• Detailed data strategies
• Detailed operational donor care

Participant level

Entry to Intermediate

Prerequisite knowledge

Participants should have a basic understanding of fundraising concepts and some practical experience with donor engagement. No advanced technical knowledge is required, as the workshop builds from principles to practical application.

Meet the facilitator

Read Leanne Rayner'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 Practical Donor Stewardship: From Principles to Action 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 aligns with the FIA Code of Conduct by embedding ethical, donor-centred practices throughout. Participants will explore compliance, ethical decision-making, and transparent communication to build trust with donors, ensure beneficiary-focused outcomes, and manage supplier relationships responsibly. The course equips fundraisers to apply these principles in practice, fostering integrity, accountability, and sustainable donor engagement

Course overview

This course takes you through the full lifecycle of grants, from finding the right opportunities, to writing compelling applications, to managing acquittals and reporting with confidence. Combining real-world case studies, practical tools, and insider strategies, the program equips fundraisers to secure funding more efficiently and manage grants to strengthen long-term relationships with funders.

You will leave with the skills and confidence to strategically identify grant opportunities, craft competitive applications. The course is designed to give fundraisers and nonprofit staff tangible tools to streamline the grant process and achieve stronger results without burning out.

What you'll learn

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

• Develop a targeted grants prospecting approach that aligns with organisational strategy.
• Break down funder guidelines and evaluation criteria to write more competitive applications.
• Structure budgets and supporting evidence to strengthen applications.
• Implement systems for managing grant deadlines, compliance, and reporting.
• Use acquittals and reporting to build trust and long-term funder relationships.

Targeted skills

• Strategic prospecting and funder research
• Grant writing and application development
• Budgeting for grants
• Stakeholder management
• Reporting and compliance

Who is this course for?

Fundraising managers, nonprofit leaders, program managers, and anyone responsible for identifying, writing, or reporting on grants.

Delivery

2 x 3hr sessions via Zoom.

This course won’t explore

• Technical budget design
• Legal advice

Participant Level

Suitable for anyone at any level looking for more guidance on grants. It will gently introduce entry level and bring everyone up to the same level of understanding..

Meet the facilitator

Read Caitlin Boucher'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 Winning Grants: From Prospecting to Reporting 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 integrates the FIA Code of Conduct by highlighting compliance (2.0), ethical grant writing practices (3.0), responsible stewardship of donor funds (4.0), and respectful reporting to beneficiaries and stakeholders (5.0).