Lilly Family School of Philanthropy

Available dates

Nov 18—19, 2019
2 days
Indianapolis, IN, USA
USD 1295
USD 647 per day
Jan 27—28, 2020
2 days
Indianapolis, Indiana, United States
USD 1295
USD 647 per day
Feb 3—28, 2020
USD 1345
+5 more options


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About the course

Successful fundraising is an ongoing process. As you continue to identify new donors, you also need to maintain good relations with current donors and encourage them to repeat and increase their giving. Learn and strengthen the fundraising skills that can sustain your organization including direct mail, online giving, major gifts and special events.



  • Introductions
  • Course Overview
  • Fundraising Fundamentals
    • Value and the Fundraising Environment
    • Fund Raising School Fundamentals
  • The Annual Fund
    • Definition and Role
    • Policies
    • Readiness
    • Board and Staff Responsibilities
    • Volunteerism
    • Case for Support
  • The Annual Fund, cont.
    • Constituents
    • Contributions (Giving USA)
    • Constituency Circle
    • High Net Worth Study
    • Tenants
    • General Trends
    • Success Stories
  • Data Driven Decisions
    • Historical Data Analysis
    • Development Inventory
    • Donor Analysis
    • Return on Investment
  • Adjourn


  • Assignment Review
  • Forecasting from Data
    • Trends
    • Growth Rate
    • SWOT
  • Forecasting from Data, continued
    • Gift Range Chart
    • Development Plan and Budget
    • External Resources
  • Strategies
    • Touch Point Analysis
    • Solicitation Strategies
    • Donor Recognition Strategies
  • Sustainability Management
    • Components of Annual Sustainability
    • Tools, Metrics, Timelines
    • Action Plan
  • Closing Activities
    • Summary, Q&A
    • Evaluations
    • Certificates
  • Adjourn



  • Readings
  • Narrated Presentation
  • Quiz
  • Assignment: Donor Focused Fundraising
  • Assignment: Your Philanthropy Environment
  • Assignment: Discussing Your Work


  • Readings
  • Narrated Presentation
  • Quiz
  • Assignment: Your Constituency Circle
  • Assignment: Summarize Your Case for Support
  • Assignment: Discussing Your Work


  • Readings
  • Narrated Presentation
  • Quiz
  • Assignment: Create a Gift Range Chart
  • Assignment: Discussing Your Work


  • Readings
  • Narrated Presentation
  • Quiz
  • Optional Assignment: The Annual Fund Plan
  • Assignment: Discussing Your Work

You’ll learn how to

  • Determine which strategies to use and when to use them
  • Manage your time effectively
  • Make a convincing case for support
  • Create gift range charts for planning
  • Get volunteers actively involved with your fundraising
  • Use the annual fund to support a total development program

You’ll also learn

  • How to put together an annual fund by using worksheets
  • How to assess the cost efficiency and effectiveness of your annual fund

What you’ll receive

  • An easy-to-use, comprehensive study guide to use for future reference
  • Checklists for organizing special events
  • Training exercises to use in your workplace
  • Planning tools for your direct mail program
  • Tips from annual fund specialists

Who should attend

Development officers, annual fund campaign staff, board members, volunteers, prospect researchers, program officers, department heads, and financial officers.

Participants must stay through the end of the class in order to receive Continuing Education Units and the Certificate of Completion. Travel arrangements and other appointments should be scheduled around class times. The course will adjourn at 5 p.m. on the last day.

Course reviews

Downloadable files