Course Catalogue
Inside the Major Donor Mind
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.
Mastering the Discovery Call: Opening the Door to Your Largest Gifts
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.
90-day Donor Accelerator Program
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
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 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.
Mid-Value Donors – the cream in the Oreo biscuit
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
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.
Building Powerful Corporate Partnerships
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
- 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 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.Major Gifts
Course Overview
Step into the world of impact with our Major Gifts e-Learning module, grounded in Chapter 33 of Achieving Excellence in Fundraising 5th edition, titled, Co-creating Major Gifts. Backed by research and brimming with practical expertise, this interactive module shows you how to forge—and co-create—transformational gift partnerships.
What You’ll Experience
• Expert Perspectives on Video: Hear from seasoned major-gifts fundraisers and philanthropic strategists who’ve closed landmark commitments.
• Real-World Case Studies: Analyse breakthrough campaigns to uncover replicable success factors.
• Knowledge Management: sector reports and a White Paper.
You can take this eLearning module independently or as part of the full Certificate in Professional Fundraising. For more information about the certificate, click here. There are two (2) assessment tasks for this eLearning module. Both tasks need to be completed and graded as Completed-Passed in order to successfully complete the module.
What you’ll learn
- Explore insights into charitable giving patterns and trends
- Describe the major giving paradigm, including fundraisers’ roles and responsibilities
- Understand how to co-create the major giving experience with benefactors
Who is this course for?
- Entry-level fundraisers new to the profession
- Early-career fundraisers with 1-3 years of experience
- Fundraisers wanting to consolidate their existing skills with formal training
- It is suggested that students are working in fundraising roles or are connected to a charity that undertakes fundraising in order to complete assignments and gain the most out of the course
Duration
- You will have three months of access to this eLearning module, giving you plenty of time to explore and complete the content at your own pace
The course consists of approximately 10 hours of study:
- 4 hours of eLearning
- 3 hours of reading/ self-study
- 3 hours of assessment tasks
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
- Visit Wiley’s website.
- Enter the code FIA25 at checkout when purchasing your eBook or print copy.
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
If you are completing this module only, the CFRE points are 3.25. However, completion of the full Certificate will align with 60 CFRE points.
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 relationshipsMajor Gifts That Matter: Practical Tips from Real World Fundraisers
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).