Course overview

Great fundraising isn't just about strategy or skill. It's also about ethos: the shared values, beliefs, and spirit that shape how we think, feel, and act. Research shows fundraising culture is one of the most powerful drivers of success, yet it's often left to develop by accident rather than design.

In this transformative masterclass, Andrew Martin (The Fundraising Agency) and Dr Peter Coleman (The Benchmarking Project) blend insights from behavioural psychology and philosophy to help you define, describe, and cultivate a thriving fundraising ethos that fuels both performance and purpose.

Through guided reflection, collaborative discussion, and practical exercises, you'll uncover your own beliefs and biases about fundraising, reconnect with what makes your work meaningful, and explore the philosophical ‘virtues’, like generosity, curiosity, and intimacy, that sit at the heart of great fundraising. You'll gain both the science (evidence-based insights into human behaviour) and the soul (meaning, purpose, and values) needed to transform your fundraising culture.

Course aim

This program will enhance participants' ability to recognise, articulate, and actively shape the cultural foundations of their fundraising practice. You'll walk away with deeper awareness of the beliefs and biases influencing your work, a practical framework for defining your organisation's fundraising ethos, and concrete strategies to embed an intentional, thriving culture within your team. By reconnecting with the psychological and philosophical dimensions of fundraising, you'll gain the clarity and confidence to lead with purpose, inspire your colleagues, and create a work environment where both fundraisers and donors flourish. This isn't just about hitting targets: it's about building cultures that inspire generosity, connection, and joy.

What you’ll learn

• Assess the current state of their organisation's fundraising culture
• Recognise personal and organisational biases about fundraising and their impact on team performance and donor relationships
• Apply behavioural science principles (autonomy, competence, connection) to strengthen both fundraiser wellbeing and donor engagement
• Define their organisation's unique fundraising ethos using the language of virtue ethics (e.g., generosity, curiosity, intimacy)
• Develop practical action plans to translate philosophical values into everyday behaviours, language, and leadership practices
• Create accountability structures and follow-up mechanisms to sustain cultural change over time

Targeted skills

• Cultural awareness and diagnosis
• Reflective practice and self-awareness
• Values articulation and communication
• Behavioural psychology application
• Ethical leadership and virtue-based decision-making
• Change management and culture-building
• Team motivation and engagement
• Strategic thinking about organisational culture

Delivery

What the Session Won’t Cover

This session focuses on culture, values, and ethos rather than tactical fundraising techniques. We will not cover:

• Specific fundraising strategies, channels, or campaigns (e.g., major gifts, direct mail, digital fundraising)
• Technical skills such as copywriting, database management, or data analysis
• Donor segmentation or acquisition strategies
• Budget planning or financial management
• Legal compliance or regulatory frameworks
• Crisis management or reputation issues

This is about the "why" and "who we are" rather than the "how-to" of specific fundraising activities.

Who Should Attend This Course?

• Fundraising professionals at all levels who want to strengthen their team culture
• Fundraising leaders and managers responsible for shaping organisational culture and team performance
• CEOs and senior leaders who recognise culture as a strategic priority
• Fundraising teams looking to build shared values and common language
• Anyone feeling disconnected from the meaning and purpose of fundraising work
• Organisations experiencing cultural challenges, low morale, or misalignment between values and practice

Suitable for participants across all sectors (health, education, arts, social services, environment, international development, etc.).

Participant Level

Intermediate to Leadership

While the content is accessible to those newer to fundraising, it will resonate most deeply with those who have enough experience to reflect meaningfully on their practice and who have influence (formal or informal) over team culture.

Prerequisite Knowledge

None

Meet the facilitator

Andrew Martin’s bio (PDF)

Dr Peter Coleman’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 Fundraising Ethos: Science & Soul of Fundraising Organisational Culture is applicable for up to x 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

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 yourself effectively, influence others, and inspire fundraising success in your organisations.

This course supports emerging leaders as they 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.

Agenda:

Module 1: Building a Leadership Persona

·         What story are you telling yourself and what energy are you bringing to leadership?

·         Daily Leadership Practices

·         Building a Leadership network

·         The Venn diagram of management and leadership

·         Introduction to complexity

·         How to lead through complexity and uncertainty

 Module 2: Leadership Conversations

·         The 8 leadership conversations that build engagement and performance

·         Finding your teams ambition – That’s Why Moments

·         Building psychological bravery and trust

·         Consciously building culture

Module 3: Leadership Conversations (Continued)

·         Setting and holding standards

·         Conversations that build competence and commitment

·         Conversations that prepare the team for the future

·         Your ongoing leadership development

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.

26 August, 31 August & 7 September 2026

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

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

This dynamic course empowers fundraising professionals to build strategic, productive relationships with their boards. Through real-world case studies, expert insights, and interactive exercises, you will learn how to influence board engagement, inspire shared vision, and deliver fundraising outcomes that align with governance and mission. Ideal for those seeking to elevate board collaboration and drive transformational impact.

You will walk away with the confidence and tools to engage their board as strategic partners in fundraising. The course enhances leadership communication, strategic alignment, and influence skills - enabling fundraisers to navigate board dynamics, foster trust, and co-create fundraising success. It will make a tangible difference in how you lead, advocate, and deliver results in their organisations.

What you'll learn

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

• Identify and apply strategies to build trust and credibility with board members.
• Influence board engagement in fundraising through tailored communication and shared goals.
• Inspire board members to become active ambassadors and advocates.
• Deliver fundraising outcomes through effective board collaboration and alignment.
• Navigate common challenges in board relationships with confidence and professionalism.

Targeted skills

• Strategic influence
• Leadership communication
• Stakeholder engagement
• Governance alignment
• Conflict resolution
• Fundraising advocacy

Who is this course for?

Fundraising professionals, non-profit leaders, and development/philanthropy managers who work with or report to boards and want to strengthen board engagement in fundraising.

Delivery

2 x 3hr sessions via Zoom.

This course won’t explore

This course will not cover board governance structures in detail or legal compliance frameworks. It focuses on relationship-building and strategic influence rather than fiduciary responsibilities.

Participant level

Leadership.

Prerequisite knowledge

Participants should have experience working with boards or senior leadership teams and a foundational understanding of fundraising strategy.

Meet the facilitator

Read Gilbert Lorquet'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 Partnering with the Board: Influence, Inspire, Deliver 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:

Promoting ethical conduct in board relationships (Section 3.0)

Encouraging respectful and transparent communication with donors and stakeholders (Section 4.0)

Supporting compliance and integrity in fundraising leadership

Course overview

This practical course gives emerging fundraising leaders the confidence and tools to set clear goals, align teams, and deliver projects successfully. Through fundraising-specific case studies, interactive planning exercises, and peer collaboration, you will learn how to establish accountability, track milestones, problem-solve effectively, and lead teams to execute campaigns with impact.

To enhance your ability to manage fundraising initiatives by building practical skills in planning, problem-solving, decision-making, and collaborative leadership. You will leave with a structured approach to leading projects that deliver results and strengthen team effectiveness.

What you'll learn

• Set clear project goals and align teams to deliver outcomes.
• Apply decision-making frameworks to solve problems quickly and effectively.
• Establish accountability and track milestones throughout project delivery.
• Lead collaborative, cross-team groups to execute projects successfully.
• Confidently oversee the full project cycle from planning to completion.

Targeted skills

• Goal setting and alignment
• Problem-solving and decision-making
• Accountability and milestone tracking
• Project execution
• Cross-team collaboration

Who is this course for?

Fundraising managers, team leaders, or coordinators responsible for planning and delivering fundraising projects and campaigns.

Delivery

2 x 3hr sessions via Zoom.

This session won’t explore

Technical IT project methodologies (Agile, Scrum, software tools), the focus is people, leadership, and delivery in a fundraising context.

Participant level

Intermediate

Prerequisite knowledge

Basic knowledge of fundraising campaigns and operations.

Meet the facilitator

Read Trudy MacDonald'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 Project Management for Fundraisers 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 supports accountability and transparency (Section 2.0), ethical conduct in managing resources (Section 3.0), and effective collaboration with stakeholders (Section 6.0).

Course overview

Fundraising can be deeply rewarding, yet relentless targets, emotional stories, and constant deadlines place fundraisers and leaders at high risk of stress and burnout. This course equips you with practical strategies to safeguard your wellbeing, manage stress, and maintain sustainable performance. You will explore evidence-based tools from nervous system science, breathwork, and resilience psychology to regulate arousal, prevent burnout, and foster a high-functioning, innovative mindset. Through case studies, reflective exercises, and hands-on practice, you will leave with actionable techniques to maintain energy, focus, and clarity in their work, while protecting your personal wellbeing.

To help fundraisers and non-profit leaders navigate the pressures of your roles without sacrificing wellbeing; as well as leveraging performance from a stable foundation of wellbeing. You will gain the confidence, skills, and practical tools to regulate stress, prevent burnout, and create a resilient foundation for performance and innovation in your teams and yourself.

What you'll learn

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

1. Recognise the early signs of stress and burnout in themselves and their teams.
2. Apply practical nervous system regulation techniques to reduce stress and maintain performance.
3. Protect energy and focus under high-pressure deadlines and emotionally intense situations.
4. Build cognitive flexibility and emotional resilience to manage challenges with clarity and calm.
5. Integrate daily routines and rituals that support long-term wellbeing and sustainable professional impact.

Targeted skills

• Stress and arousal regulation
• Burnout prevention strategies
• Emotional self-awareness and resilience
• Cognitive flexibility and adaptive thinking
• Energy management for sustainable performance

Who is this course for?

Beginner to Leadership

Delivery

1 x 3hr session via Zoom.

This course won’t explore

This course is not a mental health therapy service and does not provide financial, investment, or sector-specific compliance advice beyond ethical fundraising standards.

Participant level

Suitable for professionals with some experience in fundraising who want to strengthen their capacity and creativity under pressure.

Meet the facilitator

Read Unna Goldsworthy'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 Thriving Under Pressure - Stress, Wellbeing, and Burnout Resilience 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:

Ethical Conduct: Honesty, transparency, integrity
Conduct Towards Donors: Respectful, empathetic interactions
Conduct Towards Beneficiaries: Protecting dignity and wellbeing
Conduct in Supplier Relationships: Fairness and accountability