Bright Spot Fundraising

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

Category Archives: Uncategorized

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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Amanda’s shrewd advice for ASKING CONFIDENTLY

On October 26, 2016 / Uncategorized

‘Six years of doing street performance gives you asking balls of steel…’   This is one of many observations that Amanda Palmer shared in her fantastic plenary session at IFC this year.   Amanda is an artist and a musician rather than a professional fundraiser, but she is well-placed to advise fundraisers about asking for […]

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Handling objections and difficult questions – here’s The Key

On September 13, 2016 / Uncategorized

‘We like the work your charity does, but we don’t think we can give to you because… you are too small and local OR too big and not local enough OR we have a problem with your charity’s position on XYZ issue…’   Whatever organisation you work for, you have probably found there are a […]

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Three ways to help your teams unite

On August 30, 2016 / Uncategorized

 ‘Influencing donors and partners usually isn’t too tricky’ the fundraising director of one charity recently told me, ‘the hardest thing is getting everyone in the charity pulling in the same direction.’   Unfortunately, ‘working in silos’ is all too common. Psychologists shed some light on why it happens in organisations of all kinds through the […]

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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 […]

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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 […]

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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 […]

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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