March Early Bird Offer Professional Development Guide 2023 EARLY BIRD SAVINGS Enrol by 10 March 2023 to receive 20% off the regular course fees
Foreword from the CEO
FIA is committed to supporting Members and the broader fundraising community through quality professional development and training. Our 2023 program has been developed based on Member and sector feedback and aims to meet the needs of our community in advancing best-practice fundraising.
The impacts of the pandemic have meant that many charities are now facing increases in demand for their services, so it is important for fundraisers to be innovative in how they raise funds to continue operating and helping their beneficiaries. Investing in skill development always has a positive return on investment for all stakeholders.
In 2023, FIA will continue to offer a range of online and in-class courses led by expert tutors with first-hand fundraising experience. We offer courses at all levels and delivery modes, from three-hour workshops to intensive two-day courses, as well as our Certificate and Diploma courses.
Our mentoring program will also return in 2023. If you are looking for a mentor to help you with your career goals, or you are interested in becoming a mentor yourself, please look out for applications in June 2023.
Whether you are a junior fundraiser, a mid-level professional or senior executive, FIA has a course to suit your needs. Our goal is to support your career growth and professional development as a fundraiser and leader.
Katherine Raskob CHIEF EXECUTIVE OFFICER
2 Fundraising Institute Australia
CEO Foreword 2
Suggested Education Pathways
Courses
4
FIA Code Course 5
Fundraising Essentials 6
Copywriting Essentials 7 Gifts in Wills Essentials 8 Managing Vulnerability 9 Certificate in Professional Fundraising 10 Diploma in Professional Fundraising 11
Donor Journey Mapping 12
Major Giving - Developing the people and the program 13 Copywriting for Impact 14
Digital Fundraising for Donor Retention 15 Navigating the Fundraising Regulatory Environment 16 Safeguarding Donor Privacy & Data 17 Attracting Major Gifts 18
Data-Driven Fundraising to Increase Impact 19
Accelerate Your Digital Fundraising Results 20
Mid-Value Donors – the cream in the Oreo biscuit 21
Sensitive Storytelling 22 Animation for NFPs 23
Donor Psychology – Evidence-based insights to improve your fundraising 24
Finding and Keeping Regular Givers 25 Strategic Planning for Fundraising 26
National Mentoring Program 27
Contents
3 Professional Development Guide 2023
Suggested Education Pathways
to Plan your Professional Education
New Fundraisers
FIA Code Fundraising Essentials Gift in Wills Essentials
FIA Code Fundraising Essentials Donor Journey Mapping Certificate in Professional Fundraising
FIA Code Fundraising Essentials Accelerate Your Digital Fundraising Results Certificate in Professional Fundraising
Specialist Fundraisers
FIA Code Attracting Major Gifts Major Giving Diploma in Professional Fundraising
FIA Code Copywriting Essentials Sensitive Storytelling Copywriting for Impact
FIA Code Accelerate Your Digital Fundraising Results Digital Fundraising for Donor Retention Donor Journey Mapping
FIA Code Data-Driven Fundraising to Increase Impact Safeguarding Donor Privacy & Data
Experienced Fundraisers
FIA Code Navigating the Fundraising Regulatory Environment
Safeguarding Donor Privacy and Data
FIA Code Certificate in Professional Fundraising Diploma in Professional Fundraising
FIA Code Diploma in Professional Fundraising Data-Driven Fundraising to Increase Impact
Navigating the Fundraising Regulatory Environment
Graduate Certificate in Applied Management (Torrens University)
4
Fundraising Institute Australia
FIA Code Course
ATTRACTS CFRE POINTS
As the peak body for professional fundraising, FIA offers the FIA Code course to raise standards of conduct and practice across the fundraising sector. The self-regulatory Code provides training in ethical conduct in fundraising, best-practice donor conduct, how to interact with beneficiaries (as well as donors in vulnerable circumstances) and how to manage supplier relationships. The FIA Code course provides a best practice framework that promotes transparency and accountability in fundraising and is mandatory for FIA Members. WHO IS THIS
COURSE
PRICING
FOR? • All Members of FIA • Individuals employed or volunteering in fundraising • Board members, executives and managers who have oversight of fundraising in their organisation • Individuals wishing to move into the fundraising sector DELIVERY Self-paced online DURATION 2 hours For more information, dates and to register CLICK HERE Not eligible for EarlyRateBird
Member $30 Non-member $55
5 Professional Development Guide 2023
Fundraising
ATTRACTS CFRE POINTS
Fundraising Essentials provides you with the basic knowledge and practical tools to help get you started as a fundraiser. The course covers key principles in ethical practice, reasons and vehicles for giving, core fundraising models to understand the donor journey and how to build a case for support. This course will bring theory to life with best practice fundraising techniques so you can hit the ground running and make an impact in your fundraising role.
WHO IS THIS COURSE FOR?
• People new to the sector with minimal knowledge of fundraising techniques • People working in the not-for-profit sector but new to a fundraising role
DELIVERY In-class or online (tutor-led or self-paced) DURATION Tutor-led: one-day workshop (in-person) or two half-day workshops (online) Self-paced: three-month online access For more information, dates and registration
PRICING Regular Early Bird (21 Dec – 10 Mar)
Tutor-led Member $395 $316 Non-Member $510 $408 Online
Member $250 $200
$350 $280
Member $395 $316
$510
Online
Self-paced
Non-Member
In class Tutor-led
Non-Member
$408
Essentials
CLICK HERE
6 Fundraising Institute Australia
Essentials Improve your writing skills and connect with your audience on a personal level. We will help you prepare compelling communications for engaging, inspiring and motivating your donors. This course will give you hands-on experience so you can craft copy specifically for breakthrough fundraising. WHO IS THIS COURSE FOR? • People who are new to the fundraising sector with little or no knowledge of copywriting techniques • Fundraisers wanting to improve their writing techniques to engage with donors and volunteers • Marketers in fundraising wanting to understand writing for fundraising DELIVERY Online Tutor-led DURATION 1 x full-day or 2 x half-days For more information, dates and registration CLICK HERE ATTRACTS CFRE POINTS PRICING Regular Early Bird (21 Dec – 10 Mar) Online Tutor-led Member $510 $408 Non-Member $665 $532 7 Professional Development Guide 2023
Copywriting
Gifts
FOR?
DELIVERY Online Self-paced DURATION Three months online access For more information, dates and registration CLICK HERE ATTRACTS CFRE POINTS PRICING Regular Early Bird (21 Dec – 10 Mar) Online Self-paced Member $250 $200 Non-Member $350 $280 8 Fundraising Institute Australia
in Wills Essentials Get equipped with the tools to get started on an effective gifts in Wills fundraising program that can provide your organisation with a long-term financial future. Learn how to develop a gift in Wills toolkit including a case for support and understand who to approach and how to approach them. This is a self-paced online course that will easily fit in with your fundraising schedule. WHO IS THIS COURSE
• Anyone new to or with limited experience of gifts in Wills fundraising • Anyone who wants to start a gifts in Wills program in their charitable organisation
Managing Vulnerability Managing vulnerability in the context of donors and supporters is a challenging area for most organisations but it has become increasingly critical that fundraisers understand the cues and clues of vulnerability so you can manage it and reduce risk to your organisation and to the entire fundraising sector. WHO IS THIS COURSE FOR? • All members of a fundraising team, executives, and board directors DELIVERY Online Tutor-led DURATION Two-hour workshop For more information, dates and registration CLICK HERE 9 Professional Development Guide 2023 ATTRACTS CFRE POINTS PRICING Regular Online Tutor-led Member $60 Non-Member $90 Not eligible for EarlyRateBird
in Professional Fundraising Learn the essential knowledge and skills needed to become a professional fundraiser. This course covers key aspects of fundraising, current sector trends, allows you to work on fundraising plans and develop skills that help you to maintain donor relationships. Learn from experienced fundraisers to become established at fundraising and your chosen channel. WHO IS THIS COURSE FOR? • Early-career fundraisers • Fundraisers wanting to consolidate their existing skills with formal training DELIVERY In-class or online (tutor-led or self-paced) DURATION Tutor-led: 3 x 2-day intensives plus online instruction Online self-paced with tutor-instructed forums: 6 months ATTAINMENT Successful completion of all assignments & online assessment tasks For more information, dates and registration CLICK HERE 10 Fundraising Institute Australia ATTRACTS CFRE POINTS PRICING Regular Early Bird (21 Dec – 10 Mar) All delivery modes Member $2,450 $1,960 Non-Member $3,250 $2,600
Certificate
Diploma in Professional Fundraising
ATTRACTS CFRE POINTS
An FIA Diploma in Professional Fundraising is a commitment to best practice and excellence in fundraising. This course will harness your passion for fundraising and help you develop your fundraising expertise through strategic thinking, creative approaches to fundraising and nurturing donor relationships. You will also develop advanced problem-solving and communication skills through practical, hands-on case studies, and activities with an organisational focus. This is a 12-month course with compulsory and elective modules that will give you a Diploma in Professional Fundraising and help you improve your prospects for career advancement.
WHO IS THIS COURSE FOR?
• Fundraisers with a minimum of three years’ fundraising experience • Career fundraisers keen to move in a new direction, progress their careers or enhance their professional standing
DELIVERY
CLICK
11 Professional Development Guide 2023
Online Self-paced (with tutor support) DURATION 12 months For more information, dates and registration
HERE
PRICING Regular Early Bird (21 Dec – 10 Mar)
Member $4,150 $3,320 Non-Member $5,140 $4,112
Online Self-paced
Mapping This
You will
your
and
construction
donor
class. WHO IS THIS COURSE FOR? • Managers working in fundraising, marketing and/or events • Fundraisers responsible for donor engagement, retention and acquisition • Gifts in Wills donor managers DELIVERY Online Tutor-led DURATION Two half-day interactive workshop For more information, dates and registration CLICK HERE 12 Fundraising Institute Australia ATTRACTS CFRE POINTS PRICING Regular Early Bird (21 Dec – 10 Mar) Online Tutor-led Member $510 $408 Non-Member $665 $532 UPDATED FOR 2023
Donor Journey
one-day course focuses on how fundraisers can develop donor journeys for their organisations. Bringing together the principles of customer journeys, you will cover the theory of customer/donor journeys and how they can be used to drive great fundraising outcomes.
create
own personal and custom journey for your donors
participate in a hands-on
of a donor journey, working in groups to create an assumptive
journey map in
Major Giving – developing the people and the program
Extend the capacity and practical knowledge in major giving for both fundraisers and managers. This course explores the roles of the donor, the fundraiser, the program expert, the executive and the volunteer leader. You’ll learn the major giving journey from identifying, qualifying, cultivating, preparing the offer, making the ask, to thanking, reporting and sustaining the partnership. We will analyse the various approaches for measuring success for the donor, the fundraiser and your organisation. The course will outline the traditional elements of a major giving program and guidelines on establishing and integrating an effective program in any organisation.
WHO IS THIS COURSE FOR?
Major Gift Managers and Fundraising Managers that have oversight for or want to establish a major gifts program
CEOs who want to understand the role of Major Giving in their organisation
•
•
DELIVERY Online Tutor-led DURATION Two half-day interactive workshops For more information, dates
registration CLICK HERE 13 Professional Development Guide 2023 PRICING Regular Early Bird (21 Dec – 10 Mar) Online Tutor-led Member $510 $408 Non-Member $665 $532 ATTRACTS
POINTS
and
CFRE
Copywriting for Impact
Take your copywriting craft to the next level with an emphasis on fundraising and other direct response campaigns. Learn how to write with clarity and emotion for the benefit of your readers and your mission. You will learn the real-world practicalities of writing copy to a deadline, for a specific audience and with the needs and complexities of your organisation in mind. The primary focus will be on direct response communication for appeals and activism campaigns.
DELIVERY Online Tutor-led DURATION Online | Tutor-led: two half-day interactive workshops For more information, dates
registration CLICK HERE 14 Fundraising Institute Australia ATTRACTS CFRE POINTS PRICING Regular Early Bird (21 Dec – 10 Mar) Online Tutor-led Member $510 $408 Non-Member $665 $532
WHO IS THIS COURSE FOR? • Anyone who writes copy and contributes to messaging for fundraising, campaigning or other supporter communications • Anyone who’d like to be more confident when briefing or assessing copy provided by other writers
and
segmentation
and
FOR? • Digital Fundraising professionals aiming to grow supporter loyalty • Senior managers and leaders who want to transform their organisations’ retention mind-set • Fundraising professionals with digital scope, management and senior management responsibilities DELIVERY Online Tutor-led DURATION One day interactive workshop For more information, dates and registration CLICK HERE PRICING Regular Early Bird (21 Dec – 10 Mar) Online Tutor-led Member $510 $408 Non-Member $665 $532 ATTRACTS CFRE POINTS 15 Professional Development Guide 2023
Digital Fundraising for Donor Retention Learn how digital engagement can be a pivotal driver of your connections with donors and know the structured tools to develop retention strategies from the first point of interaction. Workshop the synergies of data and digital, and how these assets can develop lasting engagement. Define KPIs to measure progress and ROI. Strategise content personalisation,
and donor-centricity for meaningful relationship building. Additionally, learn how to influence a retention-first culture in your organisation
plan a sustainable engagement business model to enable the expansion of the impact of their mission. WHO IS THIS COURSE
Navigating the Fundraising Regulatory Environment
This course enables fundraisers to understand the Australian regulatory environment for fundraising and how it differs from state to state and nationally. You will learn to differentiate between legal and ethical responsibilities to build best-practice fundraising programs and activities. This course also provides guidelines for developing an effective compliance program for your charity. The importance of proper data management and donor privacy is also covered. WHO IS THIS COURSE FOR? • Fundraisers and fundraising managers • Charity managers managing compliance requirements • Board directors and general managers who have oversight of fundraising • Voluntary fundraisers and fundraising managers looking after fundraising activities DELIVERY Online Tutor-led DURATION Two half-day interactive workshops. For more information, dates and registration CLICK HERE 16 Fundraising Institute Australia PRICING Regular Early Bird (21 Dec – 10 Mar) Online Tutor-led Member $510 $408 Non-Member $665 $532 ATTRACTS CFRE POINTS
Donor Privacy and Safety Learn about the role of data in your organisation and understand how regulation governs personal data that may be used. Through a combination of presentations, case studies and class discussions, we’ll explore how privacy relates to business risk in the donor journey. You will also learn how your organisation can anticipate and be adaptable for future change and how to identify and reduce risk. WHO IS THIS COURSE FOR? • Fundraisers handling donor data • Small charity managers • Fundraising, data or communications coordinators • Managers and heads of fundraising responsible for managing donor data DELIVERY Online Tutor-led DURATION Two half-day interactive workshops For more information, dates and registration CLICK HERE PRICING Regular Early Bird (21 Dec – 10 Mar) Online Tutor-led Member $510 $408 Non-Member $665 $532 ATTRACTS CFRE POINTS UPDATED FOR 2023 17 Professional Development Guide 2023
Safeguarding
Attracting Major Gifts
This
•
CEOs/Board Members
gifts •
DELIVERY Online Tutor-led DURATION
hours For more information, dates and registration CLICK HERE 18 Fundraising Institute Australia ATTRACTS CFRE POINTS PRICING Regular Early Bird (21 Dec – 10 Mar) Online Tutor-led Member $180 $144 Non-Member $250 $200
interactive workshop explores the key elements to running a successful major gifts program including identifying, recognising and connecting with major donors and valuable tools to help you with the ‘major gifts conversation’. It involves a series of practical exercises designed to show you how to tailor your major gifts approach specific to your organisation. It also covers how to apply the FIA Code in your work with major gift donors. WHO IS THIS COURSE FOR?
Small non-profit
looking to understand what is involved in attracting major
Fundraising Managers/University/Education Development Managers to add another skill to their skillset or hear about another approach to major gift fundraising
3
Data-Driven Fundraising to Increase Impact
course will help transform the way you use data in your fundraising. Data is the key driver of charitable organisations and if harnessed correctly, it can help deliver significant improvements in fundraising outcomes that grow your impact. It’s critical that fundraisers feel confident in analysing and using data in their roles so they can effectively report on their fundraising performance
IS
COURSE FOR? • Data coordinators/managers in fundraising organisations •
• Marketing
organisations DELIVERY Online Tutor-led DURATION 3 hours For more information, dates and registration CLICK HERE PRICING Regular Early Bird (21 Dec – 10 Mar) Online Tutor-led Member $180 $144 Non-Member $250 $200 ATTRACTS CFRE POINTS 19 Professional Development Guide 2023 NEW FOR 2023
This
and uncover insights that will inform their fundraising strategies and increase revenue for their cause. Learn the basics of data analytics and benchmarking to improve your reporting and deliver insights that inform your fundraising strategy. WHO
THIS
Fundraisers in direct marketing, appeal campaign management etc who work with data and report on project outcomes
professionals in fundraising
Accelerate Your Digital Fundraising Results This course will equip you with frameworks
you
delivery
digital campaign.
digital fundraising program
you
this course, presented by Digital Ninjas, will help you put in place the frameworks to start moving your digital fundraising activity towards scale. It
the
types of campaigns and channels and shows you
scaling
results,
and
campaign performance. WHO IS THIS COURSE FOR? • Fundraisers and marketers who are just getting started on developing a digital journey • Fundraisers new to digital fundraising and marketing DELIVERY Online Tutor-led DURATION Two half-day interactive workshops For more information, dates and registration CLICK HERE 20 Fundraising Institute Australia PRICING Regular Online Tutor-led Member $510 Non-Member $665 ATTRACTS CFRE POINTS NEW FOR 2023
to help
progress from idea to
of a performing
Whether you are looking to develop a
or if
have already started but are seeing lacklustre results, then
covers
different
how to start
the
measure
report
Mid-Value
the Cream in the Oreo Biscuit
This interactive full day workshop will be a mix of information sharing and practical hands-on activities that will take delegates through the fundamentals of a mid-value donor program. It will include why we need to focus on mid donors, industry benchmarks and the key steps to a successful program. It will feature examples and case studies of programs where mid value donors have been successfully leveraged via mid value donor clubs, ‘loosely’ tied funds and matched asks. More Strategic tutors will share their research outcomes on what makes these donors different from standard donors and what motivates them.
WHO
IS THIS COURSE FOR?
to advanced fundraisers who are ready to move into a new and relatively immature donor market and who want to understand how to set up and drive a best practice program
Donors
–
DELIVERY Online Tutor-led Workshop DURATION Full day For more information, dates and registration CLICK HERE PRICING Regular Online Tutor-led Member $510 Non-Member $665 ATTRACTS CFRE POINTS 21 Professional Development Guide 2023 NEW FOR 2023
• Intermediate
Sensitive
It has been said that fundraisers are, in essence, story tellers – they tell of the needs of people, animals and the environment so we understand how we can help meet these needs through giving. When someone offers to share their story with your organisation, it is a gift that needs to be treated with empathy, respect and gratitude. In this interactive workshop, video and animation agency, Laundry Lane, will discuss the why and how of a sensitive storytelling approach. Participants will learn how to tell compelling stories about sensitive topics in creative, memorable ways without compromising the dignity or privacy of your subjects. You’ll be shown how to apply a sensitivity lens to all areas of production and communication for both video and animation.
Storytelling
WHO IS THIS COURSE FOR? • Fundraisers developing direct marketing communications • Fundraisers and marketers working
fundraising developing stories for social media • Digital fundraisers preparing cases for support DELIVERY Online Tutor-led DURATION 3 hours For more information, dates and registration CLICK HERE 22 Fundraising Institute Australia PRICING Regular Early Bird (21 Dec – 10 Mar) Online Tutor-led Member $180 $144 Non-Member $250 $200 ATTRACTS CFRE POINTS NEW FOR 2023
in
Animation for NFPs
Laundry Lane is a creative collective of film makers, animators, editors, motion graphics experts, writers and producers all committed to making ‘video with heart’. In this new course they will share their knowledge and expertise in animated storytelling for the NFP industry. Topics include: • How animation can be best utilised for different communications & fundraising strategies • Practical understanding of the animation process • How animation can be the perfect medium for sensitive storytelling • Different styles and approaches WHO IS THIS COURSE FOR? • Marketing and communications people working in fundraising • Digital fundraisers and marketers DELIVERY Online Tutor-led DURATION 3 hours For more information, dates and registration CLICK HERE PRICING Regular Early Bird (21 Dec – 10 Mar) Online Tutor-led Member $180 $144 Non-Member $250 $200 ATTRACTS CFRE POINTS 23 Professional Development Guide 2023 NEW FOR 2023
Donor Psychology: Evidence-based insights to improve your fundraising Dr Cassandra Chapman will share some of her latest research on the psychology of giving and evidence-based practices for fundraising, including: • Donor motivations: Which motivations are most important for giving (to different causes) • Identity and giving: How identities and social norms influence people’s charity preferences • Pressure effects in fundraising: Long-term generosity is affected by the way donors are recruited • The Champion Effect: How fundraisers drive success in peer-to-peer campaigns WHO IS THIS COURSE FOR? • Anyone working in individual giving, regular giving or major gifts in acquisition and/or retention • Fundraising Direct Marketing Managers • Digital Fundraisers • Anyone wanting to engage more with non-profit and fundraising-specific research DELIVERY Online Tutor-led DURATION 3 hours For more information, dates and registration CLICK HERE PRICING Regular Early Bird (21 Dec – 10 Mar) Online Tutor-led Member $180 $144 Non-Member $250 $200 ATTRACTS CFRE POINTS 24 Professional Development Guide 2023 NEW FOR 2023
Finding and Keeping Regular Givers This masterclass will help you find more Regular Givers in 2023 and beyond. Finding and keeping donors requires a combination of data insights, donor psychology and creativity. In our three-hour masterclass we will be sharing our approach to regular giving and how it has helped over 35 charities create new, effective regular giving programs from Fred Hollows to World Vision and the University of Sydney. WHO IS THIS COURSE FOR? • General fundraisers • Regular Giving managers • Individual Giving managers DELIVERY Online Tutor-led DURATION 3 hours For more information, dates and registration CLICK HERE PRICING Regular Early Bird (21 Dec – 10 Mar) Online Tutor-led Member $180 $144 Non-Member $250 $200 ATTRACTS CFRE POINTS 25 Professional Development Guide 2023 NEW FOR 2023
Strategic Planning for Fundraising
This practical, hands-on masterclass will equip you to create an effective fundraising strategy. The session builds on valuable pre-work with interactive tools, group discussion, case studies, research findings and masses of experience to help you confidently craft the outline of your strategy. Working through a 6-step process it will show you how to influence donor behaviour and the enablers of success. The session draws on analysis of the drivers of fundraising success from surveys with over 700 fundraisers, more than 25 years of developing strategies for 100 organisations
acclaimed sessions run at IFC in Asia and Europe.
WHO IS THIS COURSE FOR? • Fundraisers
entry
intermediate level
Those
strategies
to leadership roles DELIVERY Online Tutor-led DURATION 10 hours across two days For more information, dates and registration CLICK HERE 26 Professional Development Guide 2023 ATTRACTS CFRE POINTS PRICING Regular Online Tutor-led Member $1,100 Non-Member $1,400 Not eligible for EarlyRateBird NEW FOR 2023
and
either at
or
•
new to the fundraising sector looking for valuable context and insights CEOs or Board members of organisations with emerging fundraising programs or
that need refreshing • Anyone with responsibility or interest in developing overall or program specific fundraising strategies • Ambitious fundraisers aiming to step up
FIA’s National Mentoring Program 2023-2024
ATTRACTS CFRE POINTS
FREE FOR ALL FIA MEMBERS
Participating in FIA’s National Mentoring Program is your opportunity to gain advice, offer support and improve your understanding of the non-profit sector. This program is a free benefit of your FIA membership.
During the eight-month program, we ask that mentors and mentees meet for a minimum of four 90-minute sessions which can be either face-to-face or online. Each partnership is unique and can be customised to suit the busy schedules and communication styles of your pairing.
FIA provides you with a toolkit of resources to help establish your partnership and to support you as either the mentor or mentee, as you work on professional goals together.
HOW IT WILL HELP YOUR CAREER
Research from Sun Microsystems showed that those who joined a professional program as mentors were six times more likely to get promoted, with retention rates at a high 69 per cent, compared to 49 per cent for people not involved in a mentoring program. These statistics are correlated to mentors being able to hone their interpersonal skills in listening, coaching, networking and providing constructive feedback. These skills are essential for readying professionals for leadership roles.
Applications will open in June 2023; the program starts in September.
For more details, please head to our website: www.fia.org.au or contact us at training@fia.org.au
For more information CLICK HERE
27 Fundraising Institute Australia
PO Box 642 Chatswood NSW 2057 P: 1300 889 670 W: www.fia.org.au ABN: 51 943 541 450 ACN: 088 146 801 FIA would like to thank and acknowledge the continued support of our national partners:
