IG Page - Spring 2019

The six month immersion package that builds your skill, confidence and momentum to build a truly valuable individual giving programme

Individual Giving Mastery Programme 

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For many years I’ve been inspired by Craig’s Fundraising Detective blogs, and now we’re excited to share this powerful new Mastery Programme we co-deliver using the Bright Spot formula. We’ve taken everything that has made our Major Gift and Corporate Programmes so successful – the dynamic, fun learning environment, the expert one-to-one coaching, the books and blogs, the video bundles and monthly webinars, and we’ve blended it with Craig’s fabulous strategies to create this powerful, confidence-building resource to lift your individual giving skills and results. 

About Craig

Craig is a successful fundraiser and consultant with a passion for individual giving and creating great supporter experiences. He is the co-author of Donors for Life: A Practitioner's Guide to Relationship Fundraising that was published to critical acclaim in 2017 and is behind the popular Fundraising Detective blog.  

He has spent more than 17 years in fundraising working out how to delight donors and increase income. He is a well respected fundraising expert and was a project lead in the Commission on the Donor Experience and is a fellow at Rogare, the fundraising thinktank.  

Over the last year he has moved into consultancy, where he has quickly established himself as a person to help solve fundraising problems. Current clients include Breast Cancer Care, CARE International, Doctors of the World, Equality Now and a number of other smaller organisations.  

"In developing individual giving at high achieving organisations, including Amnesty International and Sue Ryder over the last 17 years there are common mistakes and pitfalls that I've learned to overcome. Most fundraisers usually work incredibly hard, but certain problems crop up again and again. When these happen, consistent financial results become very hard to achieve. And yet, it's tantalising to me that with the right strategies and support, even the biggest barriers to success in individual giving fundraising can absolutely be solved."  

There are several reasons the Bright Spot Mastery Programmes have sold out every year for the last five years, but the most important of all is that they are designed to lift your confidence, to help you make practical progress, rather than merely share information.  

If you want to move beyond those one-off, tick-box training / conference sessions, because you really need to lift your Individual Giving game by actually implementing the strategies and building your momentum, this programme is for you. 

- Craig Linton and Rob Woods  

Do you answer yes to any of the following?

  • Lots of your time is spent looking after small projects which demand attention but raise relatively little income. 
  • You use the same segmentation, the same mailing cycle and the same supporter journey year after year. You never have the time to review your whole programme and concentrate on improvements that will boost your ROI.  
  • Some of your colleagues believe they're experts in individual giving fundraising, just because they have marketing experience, and so criticise your approach / distract you from acting in the strategic way you would like.  
  • You manage a team of fundraisers and struggle to help your team act strategically.
  • You're the only person in your charity responsible for raising individual giving fundraising income. It's hard to take consistent action when you don't have someone to reassure you to keep doing strategic things.  
  • Some of your colleagues don't understand how individual giving fundraising works, for instance the need to provide project information and emotional stories to use to inspire supporters.  
  • Individual giving is just one of your responsibilities, and so it's rare that you have much time to make a difference in this area. 
  • You have little or no time to spend on making improvements to your individual giving programmes, and so you lose the chance to generate a far greater return on your time.  

'Craig gave us a level of structure and insight for our end of year appeal that gave us some of the best results we've seen in years. Our e-mail open and click through rates went through the roof and we quadrupled our income for the appeal. Craig always goes above and beyond bringing his experience and wisdom into everything he does.'  

Emma Thompson, Director of Marketing and Communications, Equality Now  

What kind of results can you expect?

Increased confidence and skill to positively improve your supporter experience and raise more money from individuals 

Clarity on what strategy is right for your charity, the best channels, and how to use them effectively

Greater skill and confidence to influence your colleagues to help your charity build genuinely strategic partnerships

A sense of progress and forward momentum 

Who will benefit from the Individual Giving Mastery Programme? 

This programme will help any individual giving fundraiser. It is also immensely powerful for the managers of individual giving fundraisers, as it helps you to better manage, coach and train your team in these Individual Giving strategies.  

People who do this course increase their skill level, confidence and momentum with individual giving. Here are some of the specific strategies you will learn. 

  • The secrets of the welcome journey that achieved 0% attrition after six months and secured second gifts from over 50% of new cash donors. 
  • The technique that dramatically improves your RESULTS FOCUS and helps you make progress with your top 5 individual giving priorities.  
  • The three step Bright Spot formula that increases the power of your copy writing (as well as reducing the writing time you need).
  • The RESPOND method to assess your fundraising creative and ensure you get the results you are looking for. Learn about the train ad that secured a million pound gift and why it was rubbish. 
  • More than TWENTY strategies and techniques used by world class fundraising organisations to boost their individual giving, including one that secured a £10,000 gift in the post.  
  • The Magic Formula for influencing about your cause and the Four Keys to Appeals that Persuade. 
  • Eight rarely used techniques for improving your newsletters that Sue Ryder used to treble their newsletter income. 
  • How to feel bolder, take a lot more action and build MOMENTUM 
  • FOUR keys that help you grow your RESILIENCE, in spite of internal politics, distractions and rejections.  

Ready to Join?

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'Craig has working with us at Doctors of the World for the past 12 months. He has shared his extensive knowledge of supporter retention tactics and developed an email journey for our existing supporters and launched our inhouse direct mail activity. The results have been great, out performing our agency test. If you want to know about individual giving, Craig knows his stuff!'  

Ellen Waters, Doctors of the World 

What investment is required?

Only £1,897 (+VAT)
Only £1,000 (+vat) Click Here To Find Out More

The Individual Giving Mastery Programme will run form 5th June 2019 for six months.  

Session dates: 5th June 2019 16th July 2019 1st October 2019 14th November 2019

What are you waiting for?

“My guarantee. We’re so certain you will find the Individual Giving Mastery Programme invaluable, that if you’re not delighted at the end of Day 1, we will not only give you a full refund, we will also make a gift of £750 to your charity.” – Craig Linton and Rob Woods

What if you’re interested… but still something’s holding you / your manager back? 

Maybe because one of you has heard Rob or Craig speak at a conference, you already know that just one hour of his content made a difference; or even if you haven’t met eith of them you are sufficiently moved by how many people report clear progress after working with them… …and yet there still may be some problems getting in the way of giving the mastery programme a try. The following answers might help: 

 ‘My charity has only a handful of individual supporters. Will this Programme help me?’ 

This Programme is not right for everyone. If you’re not sure, you can apply for a FREE half hour coaching session (which normally costs £95), and not only will we help you solve current challenges you face, we’ll also help you work out whether your charity is right (ie in a position to make the most of) this Programme. 

‘I’m an experienced fundraiser who manages other people who do individual giving fundraising. Will this programme help me?’ 

Whenever we run this Programme, some of the places are taken by front line fundraisers and some are taken by managers / leaders. If you manage other people, you will find that not only do the training sessions help you refine the fundraising techniques, but you will also be able to go back to your team and teach / coach them in how to do more of the things that raise more money. 

‘I want to come, but my manager isn’t sure we should take the risk’  

I have been running these Programmes for four years, and I am so sure you’ll be delighted with the value you get from it, if you’re not delighted by the end of Day 1, I’ll give you a full refund and also write a cheque to your charity of £500. All of the risk is on me.  

‘I’d love to join this Programme, but my charity has hardly any budget’ 

It is possible to pay in instalments if that helps you stretch your budget. If your charity is concerned about its finances, then all the more reason to invest in helping its fundraisers succeed. And from the first moments you will find this Programme is designed to repay the investment you make by helping you do practical things that build momentum to help you increase your individual giving income. For instance, a key focus is helping you deliver a better supporter experience. This will boost average gifts and lifetime value and will pay back the investment in the course many times over. If your budget is tiny, but you’ve heard Rob speak before and so you know that his strategies will absolutely help you make fundraising progress, then another option at a more affordable price is the Bright Spot Members Club, which gives you access to online training films, downloads and monthly webinars with Rob.  

‘I’ve never had coaching before, how does this work?’  

The three telephone coaching sessions are an immensely powerful part of the Programme. Your coach will not only have excellent experience and skill in individual giving fundraising, they are also very skillful at helping to build your confidence. This is vital because fundraising does not happen in a vacuum and there are all manner of issues which can get in the way of you succeeding at, and enjoying your job. Your coach will help you find ways to keep making forward progress, which not only builds your confidence and resilience, it also helps you get results.  

‘This sounds really helpful, but we don’t have any budget’ 

Over the last four years of running mastery programmes, there have been many participants who have decided to pay for their place out of their own money, because their charity has no budget, and they’re determined to attend anyway. Everyone who has done this has found it to be an invaluable investment, because not only does the programme help you enjoy the increase your confidence and progress in your job, but also, when you get better at your job and improve your results, it becomes easier to command a higher salary. If your charity has hardly any budget, but you’ve heard Rob speak before and so you know that his strategies will help you make fundraising progress, then another option at a more affordable price is the Bright Spot Members Club, which gives you access to online training films, downloads and monthly webinars with Rob. 

'What I love about Rob’s courses is they’re 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 from the Major Gifts Mastery Programme.'  

Paul McKenzie, Head of Major Giving, Battersea Dogs and Cats  

Join the waiting list for the Individual Giving Mastery Programme