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 short 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! 

This session covers the following:

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

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.

Learning Outcomes

By the end of the session, you will: 

1. Understand what a discovery call is and what it is not. 

2. Take away recommended step-by-step procedures for conducting the successful discovery call. 

3. Grasp the best methods for initial outreach to set up a meeting with a potential major donor. 

4. Understand ways to prioritize major donor prospects – in other words, who to see first. 

What the session won’t cover

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. 

Targeted skills 

1. Relationship building through written communication, phone/virtual calls and personal meetings. 

2. Relaxing/being comfortable when starting new relationships. 

Delivery

1 x half-day via Zoom

Meet the facilitator

Click here to John Greenhoe's bio.

Guidelines for enrollment

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 Mastering the Discovery Call: Opening the Door to Your Largest Gifts  is applicable for up to TBA 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.