Bright Spot Fundraising

Tried and tested fundraising techniques
that help you raise more money.

Blog


Income growth of £1 million – Andy’s strategic shift

On June 5, 2017 / Uncategorized


For almost three years I’ve had the good fortune to provide a monthly one-hour coaching session to Andy, the head of events fundraising at a medium-sized UK charity. One thing I really admire about him is that however busy, he is always determined to find a way to improve the way he and his team […]


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Finding the treasure – three beliefs of very persuasive fundraisers

On May 23, 2017 / Uncategorized


If your job includes talking to donors / supporters, there is a major problem which is likely to harm your ability to positively influence them. Assuming that you have a clear desire to first understand and appreciate the donor’s point of view, before you go into very much detail about your charity’s work, the second […]


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The Power of Priming – What to do if your hard work is still not getting results

On May 16, 2017 / Uncategorized


Many fundraisers I know are working hard but still not getting the results they want. Effort is clearly important, but there is another less obvious tactic you can also apply to increase your chances of success.   One powerful strategy is to deliberately engage your sub-conscious mind in achieving your results, through a technique called […]


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The £50,000 gift that doubled – 3 tips you can use

On May 8, 2017 / Uncategorized


For more than 16 years I’ve enjoyed interviewing very successful fundraisers to see what any of us can learn from how they get their results. I recently enjoyed the chance to catch up with the irrepressible Stu Thomson, who is Youth Service Director of Knight’s Youth Centre (KYC) in South London. I have worked with […]


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Resilient language – the second key to increased fundraising grit

On April 24, 2017 / Uncategorized


‘No, I’m telling you I’ve looked everywhere…the whole train is packed. I’m telling you, soon as winter comes, everything turns to shit…’   I could not help but overhear the woman’s forlorn conversation into her mobile as I got off my train in Stafford last October.   It’s true that the train was busy and […]


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Personal Presence – 3 ways to improve your pitching skills

On April 18, 2017 / Uncategorized


This spring, when two different corporate fundraising teams asked for my help with million-pound pitches, there were two ways I helped them succeed – strategy and performance. I explain one crucial element of pitch design / strategy, in my recent blog, the power of future pacing.   As for performance skills, I also helped both […]


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The secret behind both successful million-pound pitches

On April 10, 2017 / Uncategorized


This spring I had the good fortune to help two different charities to prepare for, and win, their multi-million pound pitches. Both teams did brilliantly, and in both cases a key tactic we used was what I call ‘future pacing’.   As I explain in the Corporate Mastery Programme when you future pace, you show […]


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How to inspire a change in culture – two essential ingredients

On December 20, 2016 / Uncategorized


‘You need to develop that sense of shared consciousness…so we all know what the picture is, what we’re striving collectively to do and we’ve got permission to get on and do it.’   Joe Jenkins, Director of Fundraising and Supporter Engagement, The Children’s Society and formerly Friends of the Earth One of the findings that […]


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The psychology of confidently asking for a HUGE gift

On November 29, 2016 / Uncategorized


For over a decade I have been interviewing fundraisers who consistently achieve extraordinary results – I’ve found this is the most reliable way of discovering techniques that actually work rather than just sound like a good idea.   One of my favourite interviews was with Victoria Stephenson, Head of Philanthropy at UNICEF UK. To give […]


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The world is now so different – two ways to lead teams to match this new reality

On November 23, 2016 / Uncategorized


Blog Updated 26th May 2017   On the evening of 18 March 2014, long after most people had gone home, someone in the social media team at CRUK spotted a number of people posting selfies to raise cancer awareness using the hashtag #NoMakeUpSelfie. Not only did she notice the trend, but she felt empowered to react […]


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Client Testimonials 
‘What I love about the Major Gifts Mastery Programme is it’s so practical. I’ve seen loads of monetary value come from what we learned, including a gift of £200,000 from a trust that came about because of the learnings in the course. If you want to raise more money, I’d urge you to do the Programme.’

Paul McKenzie, Head of Major Giving and Corporate Partnerships, Battersea Dogs and Cats Home

Rob's outstanding pitch training helped me secure a partnership worth £380,000 over three years. One of the crucial things he helped me do was to better understand the psychology of who I needed to convince, and use this to craft my influencing strategies, structure and stories to help them say YES. If you need to win more partnerships, I would absolutely recommend you get on Rob's training.

Karen Arkell, Senior Officer, Corporate Partnerships, Teach First

'We recently had a pitch we just had to win. I'm absolutely clear that what we learned from Rob helped us get the deal, which is a partnership that's going to raise £1 million. Rob is better at helping you influence your donor to get the gift than anyone I've met.

Ben Swart, Head of Corporate New Business, NSPCC

Rob's exceptional training has taken our programme to the next level. One example was a colleague re-connecting with a lapsed donor on the phone, resulting in a £100k+ gift; his first in four years. I would absolutely recommend Rob's training programme as an invaluable investment for any fundraising team.

Victoria Stephenson, Head of Major Donors, UNICEF UK

Following the course, Major Gift Fundraisers at the NSPCC increased gift income by 29%

Citation by UK Skills National Training Award

We're currently involved in our largest ever Campaign, with a target of £500 million, so we've invested in the best training available. Rob's courses have been an essential part of our annual King's Knowledge learning programme for the last five years, because he continues to help us get outstanding results.

Gemma Peters, Director of Development, King's College London

I’ve found the Corporate Partnerships Mastery Programme hugely helpful already. It’s helped me in so many ways, but as an example, I applied one of Rob’s pitching techniques and it completely wowed the panel, and has resulted in a partnership worth over £100,000.

Kieran Cornwall, Senior Strategic Partnerships Manager, Cystic Fibrosis Trust

I was on the pitch team to win a partnership worth £1,000,000. I was determined to pitch to the best of my ability. Rob helped me present with confidence, persuasiveness and enthusiasm, enabling me to connect with the pitch panel – and we won the partnership.

Kirsty Lawson, Corporate Account Team Manager, (Head of) at Alzheimer’s Society

Rob showed my corporate fundraising team lots of excellent new business strategies. The techniques made a made a MASSIVE difference to our financial results, including helping to win a partnership worth £2 million

Jess Coombs, Head of Corporate Fundraising, Teenage Cancer Trust and formerly at Action for Children