Bright Spot Fundraising

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Training Courses and Coaching

 

Major Gift Mastery Programme – The six month immersion package that drives up results

Influencing donors and supporters – One day influencing master-class that helps you get more YESes when you meet your donors

Transform your Results – One day workshop that helps you apply the Psychology, Time Choices and Skills Development that drive individual success in fundraising

Writing to Influence – One day workshop to help you write more persuasively and finish your writing tasks far quickly

Win that Pitch – One day workshop in the art and science of winning corporate fundraising partnerships

Presenting to Influence – One or two day workshop to help you win over any audience

The Myers Briggs Type Indicator for Team Performance – Team day to improve team performance through increased awareness of self and others

Networking Skills – Workshop to help you feel more confident and skilful when meeting people you don’t know

Coaching with Rob – One to one coaching packages to help you improve your results

Conference Plenary Sessions and Consultancy –

Course information pages

Major Gift Mastery Programme – The six month immersion package that drives up results

However good a one day course is, within a few weeks you can forget some of the distinctions you made and momentum to keep taking the right actions is often hard to maintain.

The key to raising more money consistently is MOMENTUM. The best way to keep momentum is to stay in the learning environment for several months, so that this new, more strategic and focussed way of working becomes your habit.

The six month Mastery Programme is a blend of training courses, results coaching and other learning resources that help you keep learning and keep taking action, so that you raise more money.

The programme includes:

  • Four x full training days, split over 6 months
  • Three x one hour coaching sessions with one of Rob’s associate Results Coaches to help you solve your unique challenges and take more action
  • Access to the Major Gift Mastery on-line members learning space
  • The World Class Fundraiser’s Edge CDs – normal price £19.97
  • Copy of the Keys to Successful Fundraising DVD (normal price £97)

Rob’s training helped our team raise more money and hit our target of £1.25 million, which is why I would recommend his major gift master-classes to anyone. One strategy alone caused me to act differently and generated a new gift worth £62,000. One of my team who had been struggling before the course, is now performing as one of the stars, thanks to what she learned. If you get a chance, do this training because IT WORKS.

Tom Hall, Director of Philanthropy, SCOPE, winners of the IOF Award for Best Use of Major Gift Fundraising, 2013.

My guarantee. I’m so certain you will find the Major Gifts Mastery Programme invaluable, that if you’re not delighted at the end of Day 1, I will give you a full refund. And you can keep World Class Fundraiser’s Edge CD, as my gift’.

Rob Woods

If you’d like to raise more money in 2014, book your Mastery test drive with Rob today – email katie@virtuallydoesit.com to book your free half hour coaching session.

The many strategies you will learn include:

  • The strategies Rob taught the NSPCC that helped them increase Major Gift income by 29%.
  • The Skills, Time Choices and Psychology used by the world class performers in this field.
  • Rob’s Magic Formula for finding your most persuasive messages
  • The little known tactic that helps you focus on the most lucrative activities. (One gift it generated at Scope was worth £62,000).
  • The 5 master steps to Getting More Meetings with Wealthy People.
  • The 3 mistakes people most often make when they ask for money, and how to avoid them.
  • The Number One secret to greater confidence and results on the telephone
  • The AURA Gold system for handling objections;
  • Rob’s system for getting dramatically better results from events and networking
  • The technique Rob taught Great Ormond Street Hospital which has transformed the way they solve ‘stuck’ donor relationships.
  • Tried and tested strategies that help you feel bolder, take more action and build MOMENTUM.

Influencing donors and supporters – One day influencing master-class that helps you get more YESes when you meet your donors

For any fundraiser who sometimes meets supporters or donors as part of their job, deciding to improve your skills of influencing for face to face situations is essential. When you get better at confidently influencing donors, your job becomes less stressful and you raise more money.

This course includes:

  • Story strategy – rocket fuel for influencing donors (and three little-known techniques guaranteed to improve your skill in using them).
  • How and when to be brief so that you build trust
  • The magic formula for finding more detailed content that is persuasive to your audiences
  • The power of intention, how to create rapport, trust and how to ask for money / support
  • Putting it all together confidently – the overall structure of influencing and ask meetings

Transform your Results – One day workshop that helps you apply the Psychology, Time Choices and Skills Development that drive individual success in fundraising

Through interviewing fundraisers whose results are truly world class, Rob has spent 10 years researching what it is that the highest achievers do, that any of us could learn. This results workshop is the result of this research and will help any relationship fundraiser who is committed to improving their results:

  • The three areas where the highest achieving fundraisers place their focus
  • The key to confidence in fundraising, and the technique guaranteed to strengthen yours
  • Tried and tested strategies to help you make more time for the most lucrative actions every day
  • Telephone skills, including the most important thing that will cause more powerful or wealthy donors / supporters to agree to meet you
  • Rob’s system for working out your next best move for any donor relationship that seems to be stuck

Writing to Influence – One day workshop to help you write more persuasively and finish your writing tasks far more quickly

Most fundraisers sit down and start writing their document without really understanding the techniques that are a) most likely to persuade the reader and that b) save them hours and hours of wasted effort. Following this session you will never approach writing in the same way again.

It includes:

  • Understanding what will help your donor say YES when they read your document
  • Tone of voice – how to make sure your writing is more readable, irrespective of topic
  • Creating a first impression that will get your document read
  • Using structure to influence your reader’s decision
  • The golden thread principle – how to keep your document concise but persuasive

Win that Pitch – One day workshop in the art and science of winning corporate fundraising partnerships
Based on research into the techniques used by some of the highest achieving corporate new business fundraisers of the last five years, this workshop reveals strategies to help you win more corporate partnerships.

It includes:

  • The three things that consistent pitch winners do differently compared to everyone who comes a close second
  • How to use structure and focus to increase influence
  • The not-obvious techniques for using evidence to increase credibility
  • The secret to confidence when pitching.

Presenting to Influence – One or two day workshop to help you win over any audience

Whether improving your effectiveness by influencing your colleagues, or increasing a group of supporters’ willingness to give or fundraise generously, presentation skills massively impact the funds you will raise.

This master-class will help you improve your skill in influencing groups when you present. It includes:

  • Why the first 30 seconds is vital – and an easy system to make sure you take advantage
  • The reason 95% of presentations fail to generate results (ie gifts or new actions taken) and the technique to design presentations with generating results in mind.
  • The contrast principle and how it must inform the presentation structure
  • How to increase your influencing power through small shifts in your voice and body language
  • How to feel dramatically more confident every time

The Myers Briggs Type Indicator – Team day to improve team performance through increased awareness of self and others
Understanding and Adapting Communication Styles through the Myers Briggs Type Indicator – one day workshop for fundraisers

Objectives:

  • Improve understanding and communication within and across teams
  • Understand your supporters / donors better so you can adapt your communication to improve results

Everyone will fill out the MBTI questionnaire in advance of the session. These will be collected and returned to the trainer in advance of the course for scoring.

Key topics

  • Complete the Myers Briggs Type Indicator – understand your reported personality type
  • Through activities and discussions, understand your own communication styles on the four pairs of preferences: Extraversion / Intraversion; Sensing / Intuition; Thinking / Feeling; Judging / Perceiving/
  • Realise how different your preferences can be from others and the impact of this on how can improve your tolerance and flexibility with others and teamwork
  • Explore how this tool can help you in future and what changes you will make to apply lessons.

Networking Skills – Workshop to help you feel more confident and skilful when meeting people you don’t know.

The skill of talking to and building helpful relationships with people you don’t initially know is massively valuable to your fundraising results and to building your career.

This workshop will help you:

  • Develop a simple networking strategy that instantly improves your results
  • Understand how to approach groups… and how to move on without getting stuck
  • Learn and use techniques for managing nerves and boosting confidence
  • Understand which beliefs will help you get what you want
  • Know what to say at the start, middle and end of conversations that will help you get what you want

Coaching with Rob – One to one coaching packages to help you improve your results
High achievers in every field – eg business, sport, the arts – understand that great and consistent results are far more likely with the support of a coach.

These one to one sessions delivered over the phone with Rob will help you transform your fundraising and career results many ways, including:

  • Getting crystal clear on what results you want
  • Understanding what might be holding you back
  • Brainstorming ideas for ways to make progress
  • Helping you make use of things that motivate you to take action
  • Creating the small, achievable steps that will help you build momentum

There are two coaching packages:

  • One day, ie 5 x one hour coaching sessions in one day (ie for five individuals), which can be face to face in your office.
  • Individual, one hour phone coaching sessions (minimum of 2 sessions).

Conference Plenary Sessions

Plenary sessions – A useful tactic for a fundraising director is to hold a department or charity-wide away day or conference. Done wrong, they can be a wasted opportunity and leave staff bored or de-motivated.

Done well, these large group sessions can make a positive step change in the morale and the delivery of a fundraising strategy by your front line people.

Rob has delivered inspiring and practical sessions to conference groups of 20 – 300 people. Some of the conference sessions he has delivered include: Every Child, Red Cross and Red Crescent, Greenpeace, NSPCC, RSPCA.

Consultancy and conference design – Rob can help you plan the best possible department day to ensure the overall design (ie the structure and format of the rest of the day) delivers the change in behaviour following the department day that you desire.


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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