Creating the Compelling Case for Support 

Course Overview

Today’s hypercompetitive market for charitable giving is more challenging than ever. Facing the daunting obstacle of information overload, how can charities stand out? Only through the creation of a compelling case for support that can be easily understood and simply communicated.

The case for support is the vital first step in motivating donors to give. Yet too many charities miss the mark when they put forward conflicting and confusing messages about their important work. So many do not take time to properly and succinctly communicate their mission, and additionally fail to clearly show how financial support will support that mission.

In this interactive short course, John Greenhoe will show attendees how to create a great case to serve as a solid base for all fundraising. When completed the case will explain, in simple and compelling fashion, what you do, why it is critically important, and how donors can help NOW. Don’t miss this opportunity to cut through the noise and foster unprecedented levels of giving!

Learning Outcomes  

By the end of the session, you will: 

Understand and be able to assemble a comprehensive fundraising case for support.

Create “case statements” that are drawn from the overall case for support to fund specific projects.

Be able to use the case for support for a variety purposes, including website copy, multichannel appeals and personal solicitations.

Key Topics:

Overview of the essential elements of the case for support.

Overview of how the case for support is created – who must provide input, research needed, etc.

“Assignment” at end of first session for participants to create a “mini case” for discussion during second day.

Presentation of the production of case statements for individual/project based fundraising efforts.

What the session won’t cover:

Specific fundraising methods (how to write a fundraising letter, conduct a personal solicitation, etc.)


An understanding how of the charitable sector operates, as well as knowing core information about the mission of the charities participants work for.

Targeted Skills:

Writing for the fundraising audience.

Creating multipurpose messaging that can be used in print, digital and “live” in person presentations.

Who should attend this course: 

Anyone involved in fundraising including frontline and support personnel. Most suited to entry and intermediate level participants.

Below, you will find instructions for the FIA Learning Hub & course information for 2024.

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

8 & 10 May 2024

9:00am – 12:00pm AEST

Online – Facilitated

Member $520
Non member $675

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.

Full participation in Creating the Compelling Case for Support is applicable for up to 5.5 continuing education points in Category 1.B – Education of the CFRE International application for initial certification and/or recertification.

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

FIA Code 4.0 Conduct towards Donors

John Greenhoe CFRE

John Greenhoe, CFRE, has trained thousands on numerous fundraising topics and techniques , leading sessions throughout North and South America, Europe and Africa. As a fundraiser, he has secured more the $700M USD in gifts during his 30 year career in the charitable sector.

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. A former public relations director and journalists, John has also written dozens of effective cases for support for a variety of organizations across the charitable sector.

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 currently teaches in the Philanthropy and Development graduate program at his alma mater, Saint Mary’s (Minnesota, USA) University.


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