Bright Spot Fundraising

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

Blog


What prompts consumers and donors to buy / give?

On August 24, 2016 / Uncategorized


 ‘People do not buy products and services’ suggests business coach Anthony Robbins, ‘they buy feelings and identities’.    One company that has achieved huge growth through applying this idea is Apple. As part of their 1997 Think Different campaign, they created the famous advert Crazy Ones, which shows footage of successful, creative rebels like The […]


Read More

If you build it they (are more likely to) come

On August 3, 2016 / Uncategorized


This time last year one of my coaching clients asked for help with The Million Pound Challenge. Ie ‘if a donor wanted to donate a million pounds tomorrow, what would we spend it on?’   If you’re thinking that this would be a good problem to have, I agree, but nevertheless for most charities it […]


Read More

Fundraising resilience – you can increase it

On July 27, 2016 / Uncategorized


Occasionally when fundraisers ask for advice in how to secure more major gifts or very valuable partnerships, I have the impression they are looking for one big move. When we’re not experiencing the results we want, it is tempting to believe there is one powerful step that would take us to where we want to […]


Read More

Four well-meaning (dangerous) myths about major gift fundraising

On June 29, 2016 / Uncategorized


Having trained thousands of fundraisers to improved results over the last 12 years, I have found a handful of well-meaning myths that hurt any hard-working fundraiser’s ability to raise money. Have any of these Toxic Whoppers seeped in under your radar? Harmful Myth 4. ‘Our cause is too hard to raise major gifts for…’ How […]


Read More

The tiny shift that helps you increase Major Gifts

On June 22, 2016 / Uncategorized


During a recent two day fundraising project for a charity in Peterborough, I met two taxi drivers. On the Tuesday the driver who took me to the charity’s venue was friendly and drove perfectly well. But when I made the same journey the next day, though less chatty, the driver was more successful because he […]


Read More

How to secure more meetings with wealthy donors – two lessons from Muhammad Ali

On June 14, 2016 / Uncategorized


On 15th November, 1962, the young, little-known boxer Cassius Clay stated with certainty that he would beat (Archie) ‘Moore in four’. The same day he also predicted he would become world champion by beating Sonny Liston via knock out in eight rounds.   There are several things that a curious fundraising professional can learn from […]


Read More

Leicester’s amazing success – 3 ways you too can defy the odds

On May 16, 2016 / Uncategorized


In winning the UK’s football Premiership for the first time in 132 years, Leicester City FC pulled off one of the greatest upsets in sporting history. They started as relegation-likely, 5000 to 1 outsiders, and made the ultimate come-back to see off their more famous and wealthy rivals and produce a fairy-tale ending.   Whether […]


Read More

The key to building donor relationships every single time

On May 9, 2016 / Uncategorized


In the past I have written about the immense power that fundraisers achieve when they seek to understand the psychology of influence. When we want to help someone connect to a cause they care about, there is no better place to start than the work of Dr Robert Cialdini, and for example how to make […]


Read More

The power of enthusiasm – 3 ways to strengthen it

On May 3, 2016 / Uncategorized


‘So how are you?’   It was Monday morning and I was hastily preparing flip charts as the group of arrived behind me and I heard the familiar question. As one of the fundraisers I was about to train responded, I found my attention drawn to the unusual conviction of her reply.   ‘I feel […]


Read More
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