Major Donor Fundraising Planning & Strategy (Management Level) (19 & 20-Nov-19)

Major Donor Fundraising Planning & Strategy (Management Level) (19 & 20-Nov-19)

Date: Tuesday 19th to Wednesday 20th Nov 2019

Time: Day 1:
09:30 – Registration and coffee
10:00 – Course start
16:30 – Course end

Day 2:
09:30 – Registration and coffee
10:00 – Course start
16:30 – Course end

Town/City: Westminster

Location: London

Venue: IoF Office

Directions / Address

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As a major donor manager it's up to you to steer strategy, deliver against your plan and work with a range of key stakeholders across your organisation to identify and successfully steward major donors helping you to make a significant difference to your organisation. Over these two intensive days you will cover the key principles of successful major donor fundraising including: the qualities of a major donor, the cultivation cycle, prospect research principles, moves management, asking techniques, and stewardship which when applied will help you improve your results.

Who should attend?

This course is aimed at those who have been working in Major Donor fundraising for 2 years plus. The course includes content related to people management and therefore learners should either be new managers or aspiring to a managerial role within the major donor field. Learners should also be confident that they will be able to demonstrate their skills and knowledge covered at practitioner level

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

  • Define between a major donor strategy and plan
  • Develop major donor fundraising objectives
  • Formulate and assess acquisition and retention rates
  • Identify where weaknesses lie in your major donor fundraising
  • Calculate the return on investment and life time value of your major donor fundraising
  • Improve major donor fundraising techniques in your organisation
  • Develop a stewardship programme
  • Gain support from other internal teams
  • Recognise and act on trends in major donor giving
  • Develop policy guidelines for major donor fundraising


What will be covered during the course?

  • How to assess your current situation regarding major donor income, including evaluating the strength of your database, team and resources.
  • Steps you can take to improve performance and manage difficult situations.
  • How you can keep your organisation on top of the latest internal and external trends.


Frances K


“This training was really above expectations. I got so many interesting tools and tips to practice with! The mix of intelligent models, and applying them to making a strategy plan for your own organisation was fabulous. Great trainer and so helpful doing this with the other participants. I loved it. I can’t wait to implement these in my job! It was really worth coming from The Netherlands!”

Frances, Relationship Manager (Major Donors and Legacies), CliniClowns



About your Trainer:

Kim van Niekerk: Kim inspires and develops people who raise income for charities into great fundraisers. Recognised as one of the leading educators in fundraising and a respected coach, trainer and speaker, Kim has spent 11 years working across the social enterprise, charity and corporate sectors.

Kim is currently a lecturer for the Institute of Fundraising’s Diploma, a Fellow of the Royal Society for the encouragement of Arts, Manufactures and Commerce and an Associate for Open Innovation experts, 100% Open. She is also completing the International Advanced Diploma in Fundraising Leadership.

Before becoming a coach, Kim was a founding Director of the FSI, a Foundation building the capacity of small charities by delivering free expert fundraising and communications training. In its start up three years Kim worked with over 400 non-profit organisations across the UK. Prior to The FSI, Kim was fundraising with the UK’s largest businesses, high net worth individuals and Foundations as a Campaign Manager for the NSPCC’s FULL STOP Campaign. In three years Kim was promoted twice to co-ordinate lead gifts and major events in the UK and Russia and raise over £16 million for the protection of children.

Kim has trained, mentored and coached over 800 fundraisers from every shape, size and sector of the non-profit world.


£330 IoF Individual members,

£390 Non-Individual Members

If you require an invoice please ensure you book your place a minimum of 2 weeks before the start date of your course.

IoF Academy One and Two Day Open Course Booking Terms and Conditions.

Further details and contact information

IoF Academy
Telephone: 020 7840 1020

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