Mastering the Discovery Call: Opening the Door to Your Largest Gifts 

Course Overview

This may be the most important training you will ever participate in as a fundraiser. Understanding the discovery call – basically, getting to know very high-net-worth individuals – is essential to generating transformational gifts for your charity. Research clearly indicates that major gifts methodologies are by far the most effective method of raising funds, but these gifts are not possible without the discovery call. While research also shows that discovery calls are often the most difficult tasks fundraisers face, it doesn’t have to be that way. This short course will define the discovery call and introduce best practices to help charities get to know their very largest potential givers. If you would like to dramatically increase your fundraising revenue in the most effective way possible, this is the course for you! 

This session covers the following:

  1. Step by step process through which a discovery call can be conducted. 
  2. Open forum discussion on case study and precourse survey. 
  3. Review of methods to prioritize prospects, and to determine next steps following the discovery call. 

Who is this course for?

All fundraisers will benefit. However, those who find can time in their schedules for one on one meetings with prospect will gain the most use. 

While all audiences will benefit, the entry and intermediate level may find most useful. This is because entry/intermediate level fundraisers are typically called upon to do the “heavy lifting” in the discovery call process. 

It would be beneficial if participants understood the difference between an annual/sustaining gift and a large/major gift.

Learning Outcomes

By the end of the session you will: 

  1. Understand what a discovery call is, and what it is not. 
  1. Take away recommended step-by-step procedures for conducting the successful discovery call. 
  1. Grasp the best methods for initial outreach to set up a meeting with a potential major donor. 
  1. Understand ways to prioritize major donor prospects – in other words, who to see first. 

What the session won’t cover

More well-known fundraising methods, including direct mail, face-to-face, events etc. – we will focus on building personal relationships with our largest potential givers. 

Targeted skills 

  1. Relationship building through written communication, phone/virtual calls and personal meetings. 
  1. Relaxing/being comfortable in starting new relationships. 

Before registering anyone for the course, you must ask the person to set up a Log In or Sign Up in the FIA Learning Hub. Instructions are below.

Need more help?

Video Instruction: How to register for a course via the FIA Learning Hub

27 August 2024
9.00am – 12.00pm AEST
Online – Facilitated

Member $195
Non member $270

Before registering anyone for the course, you must ask the person to set up a Log In or Sign Up in the FIA Learning Hub. Instructions are above.

FIA Code
This course relates to key aspects of the FIA Code of Conduct. 3. Ethical Conduct.

Full participation in Mastering the Discovery Call is applicable for up to TBA continuing education points in Category 1.B – Education of the CFRE International application for initial certification and/or recertification.

Meet the presenter

John Greenhoe CFRE

John Greenhoe, CFRE, has trained thousands on numerous fundraising topics and techniques, leading sessions throughout North and South America, Europe, Africa and the South Pacific. As a fundraiser, he has secured more than $700M USD in gifts during his 30-year career in the charitable sector. He currently assists numerous nonprofits globally through his consultancy, The Confident Fundraiser

John’s book, Opening the Door to Major Gifts, is a former bestseller. The book delivers practical and proven methods for starting relationships with potential major gift benefactors. 

John has received numerous honors as a conference and webinar presenter and has also taught fundraising at three universities. He holds the Certified Fundraising Executive credential and currently teaches in the Philanthropy and Development graduate program at his alma mater, Saint Mary’s (Minnesota, USA) University. 

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