NSPCC trains its fund‐raisers to ask for more : Course improves skills of major‐gift team

Purpose – This paper aims to describe a three‐day training program developed to improve the confidence and performance of major‐gift fund‐raisers at the NSPCC, a UK children's charity. Design/methodology/approach – The paper explains the reasons for the course, the form it takes and the results it has achieved. Findings – The paper reveals that more than £550 has been raised for every £1 invested in the program. Practical implications – The paper shows that, on average, each fund‐raiser undertook 46 percent more meetings than in the period before the course. Major‐gift fund‐raisers made 45 percent more requests for gifts, and this activity generated a 29 percent increase in gifts made. Social implications – The paper highlights an effective way for charities to increase the amount they receive in donations. Originality/value – The paper explodes the myth that fund‐raising skills are untrainable and that people simply have to learn the hard way.