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).

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

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 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 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

How do we make the most of the time we have? Everyone has the same amount of time, but not everyone knows how to make it work better for them. In this interactive online course, learn practical strategies and fresh ways of thinking to manage your time effectively. Sam Shlansky will share his experience developed over 15 years in the non‑profit space, managing projects across urban and rural Asia and Australia. This includes over 5 years of experience as a fundraiser across various roles, including direct approach, grants, tenders, partnerships, memberships, and more. Invest the time to shift your thinking, update your approach, and unlock new levels of success in your fundraising.

Course aim

Everyone has the same number of hours in the day, but we don’t all have the same tools and mindset to make the most of this time. This time management course will equip you with the thinking and skills needed to do more good every day. You will learn what effective time management looks like, how to divide your tasks more strategically, and how to maximise your efforts (not multitask). This approach means more time to do the work that matters, plan for success, work more effectively with your donors, collaborate successfully, and achieve excellent funding outcomes.

What you’ll learn

• Develop new understandings of effective time management by challenging assumptions (e.g., “do until it’s done”) and adopting a mindful, experimental mindset.
• Recognise and let go of ineffective habits—such as multitasking and procrastination—and manage time through personal energy awareness and task alignment.
• Apply proven tools to divide time and tasks for greater clarity, focus, and alignment with priorities and goals.
• Strengthen planning using structured approaches (like the 4D Matrix and Ecocycle) to achieve more strategic outcomes within the same hours.
• Build sustainable habits through reflection, kindness, and continuous learning to make lasting improvements in time management.

Targeted skills

1. Time management — the primary focus to help participants use their time more effectively.
2. Collaboration — delegation and working with others to focus on the most important tasks.
3. Project management — managing the projects that make up your program of work.

Participant level

Entry level

Who is this course for?

Anyone working in fundraising roles in any organisation.

Prerequisite knowledge

Nothing is required other than a standard level of English comprehension and an understanding of your own challenges with time management.

This course won’t explore

• AI or automation and how to make bots do things for you.
• Management practices to get people to do things for you (aside from touching on delegation).
• Negotiation tactics to get out of doing things.

Delivery

2 × 3‑hour sessions via Zoom, including:

• Chat box for interactive activities like Chatterfall and questions.
• Live polls for pre, interim, and post‑session knowledge checks.
• Breakout rooms for discussions.

Meet the facilitator

Read Sam Shlansky’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 Same Hours Done Different: Time 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 aligns with the FIA Code of Conduct section Conduct Towards Donors (Section 4.0). Examples include:

• Ensuring prompt replies and compliance with donors’ refusals or requests by learning how to manage time to reply quickly.
• Providing donors’ required information—communications opt‑out, charity information, how details are collected, and more—through better organisation and planning.
• Supporting fundraisers to be courteous and well‑mannered (no intimidation, coercion, or other disallowed behaviours) because good time management improves mood and reduces pressure to perform.

Course overview

To connect and make a lasting impression, we must become better storytellers. We know a good story when we feel one. Through compelling narratives and shared values, these stories inspire trust and action.   Join this course and learn the science behind great stories and how to choose and tell your own with impact.

Impact Institute's Mark Jones and Paula Cowan will unpack the art and science of storytelling, providing a framework that participants can use to develop a story with purpose. Uncover your stories that establish credibility, showcase competence and cast forward with insights stakeholders find compelling.

The balance of teaching, coaching and practice modes helps participants build authentic Origin, Trial and Destiny stories and receive tailored feedback. The content draws on the BeliefonomicsTM storytelling principles and delivers practical and applicable story types for influential stakeholder engagement.

You’ll come away not only with a story bank but also a framework for taking your thought leadership up a notch.

What you'll learn

By the end of the session, you will:

• Recognise problems in brand communication
• Identify story types from the BeliefonomicsTM framework that are relevant to your brand and personal brand journey
• Apply storytelling structure and techniques to your brand and personal brand communication
• Develop a story bank for realistic scenarios

Targeted skills

• Stakeholder engagement
• Communication
• Listening

Who is this for?

Organisation Leaders and senior managers who seek to influence stakeholder decisions.

Delivery

1 x 3hr session via Zoom.

Meet the facilitators

Read Mark Jone's bio (PDF).

Paula Cowan's bio TBC.

This course won't explore

• Comprehensive brand strategy
• Copywriting skills

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 Storytelling for Impact is applicable for up to 1.50 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 by considering how elements of digital fundraising apply to fundraising.

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:

Compliance: Ethical donor engagement and legal standards 

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

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).