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

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

2 x 4hr session via Zoom or

In-class is 1 x 7.5hr session hosted at a venue in Sydney

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

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

This interactive course provides a comprehensive roadmap through the major gifts fundraising process, from identifying and qualifying prospects to stewarding lasting donor relationships. Participants will learn practical strategies grounded in real-world experience and supported by examples from across the fundraising sector. With a blend of tested frameworks, stories from frontline practice, and FIA case studies, the course equips fundraisers to confidently engage donors and secure transformative gifts.

Delivered across two sessions — the first laying the foundations of major gift readiness, and the second focusing on practice, strategy, and application through role-plays, case studies, and action planning — the course balances structured learning with hands-on application. Content will highlight the Australian fundraising landscape, while drawing useful comparisons with North American and global practice.

The program enhances participants’ knowledge, skills, and confidence in major gift fundraising by combining a structured review of the process with practical, real-world application. Attendees will leave with actionable tools, insights into donor psychology, and proven techniques they can immediately apply in their day-to-day work. By the end of the course, participants will feel better prepared to initiate donor relationships, manage cultivation conversations, overcome challenges and deliver major gift outcomes that support their organisation’s mission.

What you'll learn

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

• Map and explain the end-to-end major gifts process, from prospect discovery to stewardship.
• Apply real-world strategies and techniques to identify, qualify, and prioritize major gift prospects.
• Use case studies to analyze donor interactions and adapt approaches for different fundraising scenarios.
• Confidently plan and conduct discussions with donors, including solicitation meetings, that build trust and advance relationships.
• Integrate ethical and donor-centered practices consistent with the FIA Code of Conduct.
• Create a tailored action plan to strengthen their organisation’s major gifts program.

Targeted skills

Donor research and qualification
Discovery and solicitation conversations
Donor stewardship and relationship management
Case study analysis and application
Ethical decision-making in fundraising
Presentation and interpersonal communication skills

Who is this course for?

Fundraisers working in charities, NGOs, educational institutions, healthcare, arts, or community organisations who are responsible for or aspiring to manage donor relationships and secure major gifts.

This course won’t explore

Detailed technical aspects of planned giving or bequest fundraising.
Corporate sponsorship or grant-seeking processes.
Fundraising database/CRM technical training.

Participant level

Intermediate

Prerequisite knowledge

Basic knowledge of fundraising principles (e.g., annual giving, donor stewardship). Some experience in donor-facing roles preferred but not required.

Delivery

2 x 3hr sessions via Zoom.

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 Major Gifts That Matter: Practical Tips from Real World 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 relates to the following aspects of the FIA Code of Conduct:

Reinforcing ethical conduct in donor communications (Section 3.0).
Emphasising respectful donor engagement and stewardship (Section 4.0).
Encouraging practices that strengthen trust with beneficiaries and the wider community (Sections 5.0 & 6.0).