Fundraising with Major Donors in Europe

1

1. Introduction
2

2. Am I Ready?
- Chapter Two Introduction
- Personality, and the Seven Faces of Philanthropy
- Chapter Two Personality and 7 Faces
- You are the Best Major Donor Fundraiser in Europe - your personal quiz
- Useful stuff for building relationships: with a donor, with your organization, with yourself.
- How to keep your cool at all times: a podcast about relationship management and yoga
- Niels Kattenberg (Rabobank)and Elsbeth about skills and characteristics of a major donor fundraiser.
- Useful Stuff - Reading about philanthropy in Europe
- What Next?
3

3. Are We Ready?
- Chapter three introduction
- The Check Your Organisation Quiz!
- What do you Need?
- Leadership
- Time, people, dedication - self test
- A Budget for Major Donor Fundraising
- Stakeholders - who are they?
- Useful Stuff #3: Benchmark
- What Next?
4

4. Who are the Major Donors in Europe?
- Chapter Four Introduction - who are the major donors in Europe
- Major donors in Europe – segments, motivation, trends
- Case Study: Elsbeth talks about two philanthropists
- Case Study: Chris talks about two philanthropists
- Market segments: donors, advisors, intermediaries.
- Understanding Venture Philanthropy - edited extract from Chris' book
- Guus Loomans: Philanthropy and private banking
- Useful Stuff #4 - Find the Trends
- What Next?
5

5. Find Your Philanthropist
- Introduction
- Prospect Research - The Process
- What to Look for, Step One
- What to Look for, Step Two
- What to Look for, Step Three
- What to Look for, Step Four
- Interview with Bertrand Michels, on Prospect Research at MSF Switzerland
- Case Study - How your Board can help you find prospects
- Nicola Williams, on privacy, GDPR and prospect research
- Prospect Research and GDPR
- Useful Stuff - The Foundations of Europe
- Sources for Prospect Research in Europe
- Profiles - Download these examples
- What Next?
6

6. Build your Value Proposition
- Build your Value Proposition - Introduction
- Your Theory of Change
- The Value Proposition - background
- The Product Value Chain
- Developing a Value Proposition
- Useful Stuff - Examples of Value Propositions
- What Next?
7

7. Line up Leadership
- Introduction to Chapter 7
- Leaders, and Major Donor Fundraising in Europe
- Relationships and power: the major donor fundraiser and the structure of the organisation
- Power and relationships: two examples and four lessons.
- Barbara de Colombe: Leadership in major donor fundraising
- Retaining major donor fundraisers, and how to keep you happy
- Leadership and the Rose of Leary
- Useful stuff: books on power and leadership.
- What Next?
8

8. Let's Get Talking
- Introduction to Chapter 8
- Positive Conversations
- Quiz: Real-Life Situations with Prospects
- Those First Meetings
- Learn how to make contact with Madame LaRiche....
- Evaluating contacts; the methods we saw in Chapter 5.
- Moves Management: an example
- Useful Stuff #8: The meal as a metaphor.
- What Next?
9

9. Action!
- Introduction to Chapter 9, Action Plan
- Build Your Action Plan
- My Major Donor Action Plan

Fundraising with Major Donors, in Europe

Who are the major donors and philanthropists in Europe? How can we develop a major donor programme? Experienced fundraisers Chris Carnie and Elsbeth Takkenberg give you the tools, techniques and tips you need to build a successful campaign.

Course curriculum

1. Introduction

2. Am I Ready?

3. Are We Ready?

4. Who are the Major Donors in Europe?

5. Find Your Philanthropist

6. Build your Value Proposition

7. Line up Leadership

8. Let's Get Talking

9. Action!