How to Manage an Outsourced Fundraising Program

Course Overview

Acquiring donors via face-to-face fundraising (F2F) is an expensive undertaking for any charity. When it is well managed, the potential rewards make the investment more than worthwhile; however, there are many pitfalls along the way, and there is no instruction manual on how to avoid them.

In this course you will discover the principles and tactics of managing an outsourced fundraising program; learn the ‘agency investment strategy which includes the tools to calculate how your budget matches your organisation’s donor acquisition and retention aspirations; how to create and follow simple strategies, and how to communicate those strategies to your senior management and the board. You will discuss the merits of tactics such as front loading, back loading and multiple suppliers, and how to ensure you have a choice of suppliers to choose from as well as contracts that are fit for purpose.

Who is this course for?

  • Fundraisers with at least 6 months – 18 month’s experience
  • Charity staff who manage or support their charity’s F2F channel with at least 6 months – 18 month’s experience
  • Fundraising managers considering starting or re-starting a F2F program
Table of prices. The course is $490 for members and $590 for non-members.


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FIA Code
This course relates to the following aspects of the FIA Code of Conduct:

  • FIA Code 4 Conduct towards Donors by considering how elements of the FIA Code points 4.1 through to 4.12 apply to donor acquisition and donor care.
  • FIA Code 6 Conduct in Supplier Relationships by considering FIA Code points 6.1, 6.2 and 6.3 and relevant elements in the Members Supply Chain.

Full participation in How to Manage an Outsourced Fundraising Program is applicable for up to 7.5 continuing education points in Category 1.B – Education of the CFRE International application for initial certification and/or recertification.

Mark Anscombe
Senior Manager Donor Acquisition
World Wide Fund for Nature Australia (WWF)

Mark Anscombe has been managing face-to-face fundraising and donor acquisition at WWF for the last 6+ years where he is responsible for the full end to end donor acquisition program. Having managed the recruitment of over 50,000 regular givers, he has a series of unique perspectives on what he calls “fundraiser-centric” approaches, whereby the fundraiser’s connection and development is the focus of attention. He delivers donor acquisition courses nationwide for the development and delivery of long-term donor retention strategies as well as all aspects of fundraising compliance in line with each states regulatory framework. In addition to working for WWF he also co-chairs the F2F User Group.

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