Strategic Fundraising and Resource Mobilization Training Course

Duration 10 days 19 modules · 65 contact hours
Level Advanced Certificate on completion
Who attends Heads of Fundraising, Resource Mobilization Managers and others
Fee from USD 2,200 KSh 190,000 for Kenyan organisations
Where 52 cities + online See dates by city
Next start 9 Nov 2026 Course code SD-NM-047

Before you join: Participants should have at least two years of experience in NGO, humanitarian, development or social-impact work and familiarity with programme planning, budgets or donor reporting.

Dates & prices

Two start dates a month in every city, and live online on weekdays or weekends. Fees are per participant; classroom fees include tuition, materials, lunch and refreshments, and the certificate.

Suggest a date or city

Showing the next six months. Later dates, other cities and private deliveries for your team are available on request.

Course overview

NGOs and humanitarian agencies face a persistent funding problem: programme demand, donor requirements and delivery costs often rise faster than unrestricted income and reliable multi-year commitments. Fundraising teams must compete for limited grants while protecting mission priorities, recovering appropriate costs and avoiding a pipeline built on poorly aligned opportunities. Senior staff also need to convert programme evidence, financial data and stakeholder relationships into credible donor propositions.

This advanced course develops the planning, relationship management and bid-development skills required to build a disciplined resource mobilization function. Participants assess funding dependency, segment donor markets, define income targets and build a resource mobilization strategy linked to organisational priorities. They develop theories of change, cases for support, donor intelligence profiles, partnership propositions, concept notes, logical frameworks, budgets and compliance plans. The course covers institutional donors, foundations, corporate partnerships, individual giving and pooled funds, with attention to ethical fundraising, due diligence and grant-management responsibilities.

Teaching combines short technical briefings with realistic cases from development, humanitarian response and social-impact programmes. Participants work with their own organisational priorities where possible, testing assumptions through peer review, donor simulations and structured planning sessions. They leave with a practical resource mobilization strategy and an associated funding package that can be adapted for immediate use with priority donors. The 10-day instructor-led course is available in classrooms in more than 50 cities or live online. Each training day runs from 08:30 to 16:30 and provides approximately 6.5 contact hours. Participants receive a certificate of completion.

The course suits experienced NGO managers, programme leaders and fundraising staff who already contribute to donor engagement, proposal development or grant delivery and now need stronger strategic responsibility.

What you will be able to do

  • Develop a resource mobilization strategy using funding dependency analysis and income targets
  • Segment donor markets and prioritize prospects through structured donor intelligence
  • Construct a theory of change and logical framework for fundable programme propositions
  • Write a donor-focused case for support, concept note and value proposition
  • Prepare compliant grant budgets using full-cost recovery and cost-allocation methods
  • Manage institutional donor bids through go/no-go criteria, bid plans and quality reviews
  • Design corporate partnership and individual giving propositions with ethical safeguards
  • Present a complete resource mobilization strategy and donor funding package

Benefits of attending

For you

  • Produce stronger donor propositions grounded in programme evidence and financial logic
  • Lead bid decisions using explicit opportunity, risk and capacity criteria
  • Discuss cost recovery and donor restrictions confidently with finance colleagues
  • Build credible relationships with institutional, corporate and foundation donors
  • Present a board-ready funding strategy with clear targets and accountabilities

For your organisation

  • Reduced reliance on a narrow group of donors and short-term grants
  • Higher-quality submissions with clearer results, budgets and donor fit
  • Earlier identification of unfundable opportunities and bid delivery risks
  • Better recovery of programme support costs through consistent pricing
  • Stronger coordination between programmes, finance, grants and fundraising teams

Course modules

19 modules over 10 days

Participants can diagnose funding strengths and define strategic resource mobilization priorities.

  • Resource mobilization strategy aligned with mission, mandate, risk appetite and growth targets
  • Funding dependency analysis using concentration ratios, restricted income and renewal exposure
  • Income ambition translated into annual targets, assumptions and accountabilities
  • Resource mobilization diagnostic covering people, processes, systems and governance
  • Portfolio balance between institutional, corporate, foundation and individual income
  • Decision rights for bid approval, pricing exceptions and donor cultivation

Participants can segment funding markets and identify priority donor categories.

  • Donor mapping by thematic priorities, geography, grant size and funding modality
  • PESTLE analysis of political, economic and regulatory influences on donor funding
  • Institutional donor categories: bilaterals, multilaterals, pooled funds and development banks
  • Foundation profiles assessed through mission alignment, decision cycles and grant history
  • Corporate donor segments distinguished by business interests, geography and partnership objectives
  • Donor segmentation matrix ranking accessibility, strategic fit, value and competition

Participants can create a balanced funding portfolio with measurable income priorities.

  • Portfolio targets allocated by donor type, programme theme and funding horizon
  • Scenario planning for grant losses, delayed decisions and unrestricted-income shortfalls
  • Revenue risk register covering concentration, conditionality, timing and currency exposure
  • Multi-year funding pathways linking cultivation, proposal submission, award and renewal
  • Restricted and unrestricted income trade-offs assessed against organisational strategic choices
  • Board reporting indicators for pipeline value, conversion rate and donor concentration

Participants can frame programme logic that meets donor expectations for credible results.

  • Theory of Change linking context, actors, interventions, outcomes and assumptions
  • Problem-tree analysis separating root causes, consequences and affected stakeholder groups
  • Stakeholder analysis using influence-interest mapping and participation priorities
  • Causal pathways tested against evidence, feasibility, safeguarding and political constraints
  • Outcome statements written as observable changes in behaviour, systems or conditions
  • Assumptions and risks differentiated within a programme logic model

Participants can develop persuasive cases for support tied to donor interests and evidence.

  • Case for support structured around need, response, evidence, results and investment
  • Beneficiary insights translated into respectful narratives without exploitative storytelling
  • Value proposition matching organisational capability to donor priorities and decision criteria
  • Evidence hierarchy distinguishing evaluation findings, administrative data, research and testimony
  • Message house connecting core proposition, proof points and audience-specific messages
  • Calls to action tailored for grant makers, corporate partners and individual donors

Participants can create actionable donor intelligence profiles and prospect priorities.

  • Prospect research plan defining information needs, sources, ownership and update cycles
  • Donor intelligence profiles covering strategy, budget, relationships, decisions and preferences
  • Public grant databases, annual reports and procurement portals used ethically
  • Relationship mapping identifies connectors, decision-makers, influencers and potential conflicts
  • Capacity and affinity ratings applied through a documented prospect scoring model
  • Research findings converted into cultivation hypotheses and next-contact actions

Participants can assess donor suitability while protecting organisational integrity and beneficiaries.

  • Donor due diligence matrix covering reputation, source of funds and sanctions
  • Conflict-of-interest declarations reviewed before cultivation, negotiation and award acceptance
  • Ethical screening criteria addressing human rights, environmental harm and political exposure
  • Anti-money-laundering checks matched to organisational policy and donor risk level
  • Gift acceptance policy clauses for restricted funds, naming rights and reputational risk
  • Data protection obligations applied to supporter records, consent and communications

Participants can plan donor engagement before a funding opportunity is published.

  • Donor decision journeys mapped from strategy setting through award and renewal
  • Capture plan identifies relationships, intelligence gaps, positioning actions and milestones
  • Pre-solicitation engagement distinguishes permitted dialogue from improper influence
  • Concept conversations prepared through donor questions, evidence briefs and listening plans
  • Go/no-go criteria assess eligibility, strategic fit, capacity, probability and cost
  • Account plans assign relationship owners, contact frequency and escalation routes

Participants can structure concise donor submissions around requirements, logic and evidence.

  • Compliance matrix converts donor instructions into owners, evidence and deadlines
  • Concept note structure connects problem analysis, solution, delivery model and costs
  • Win themes articulate distinctive capability, credibility and benefits for intended populations
  • Proposal storyboard sequences sections, evaluator questions, evidence and required annexes
  • Requirements traceability links every donor criterion to proposal content and proof
  • Executive summaries written for decision-makers using concise evidence and investment rationale

Participants can produce measurable results frameworks that support credible donor proposals.

  • Logical Framework Approach aligns goal, outcomes, outputs, activities and assumptions
  • SMART indicators specify measure, population, direction, timeframe and data source
  • Indicator reference sheets define calculation, disaggregation, frequency and responsibility
  • Baseline, target and milestone choices tested for feasibility and attribution
  • Means of verification assessed for quality, cost, access and safeguarding
  • OECD DAC evaluation criteria integrated into learning and accountability plans

Participants can prepare donor budgets that reflect delivery requirements and cost-recovery needs.

  • Work breakdown structure converts activities into people, inputs and cost drivers
  • Activity-based budgeting links unit costs, quantities, timing and responsible teams
  • Full-cost recovery separates direct costs, indirect costs and shared support expenses
  • Cost-allocation methods applied to finance, management, premises and information technology
  • Budget narrative explains assumptions, procurement choices, efficiency and value for money
  • Foreign-exchange and inflation contingencies assessed within donor rules and contract terms

Participants can manage a disciplined bid process from opportunity assessment to submission.

  • Bid plan establishes roles, workstreams, decision gates, deadlines and dependencies
  • RACI matrix clarifies proposal responsibilities across programmes, finance and partnerships
  • Proposal calendar protects time for drafting, review, revision and approval
  • Red-team review tests evaluator perspective, compliance, evidence and competitive positioning
  • Pink-team review strengthens early solution design, structure and win themes
  • Submission checklist verifies attachments, signatures, portal access and version control

Participants can design corporate partnerships that create credible value for both parties.

  • Corporate partnership proposition connects social outcomes with legitimate business interests
  • Shared value analysis identifies intersections between company assets and programme needs
  • Partnership models compare cash grants, in-kind support, expertise and employee giving
  • Sponsorship inventory values recognition opportunities without compromising organisational independence
  • Partner due diligence addresses brand risk, labour practices and environmental claims
  • Memoranda of understanding define contributions, governance, communications and exit conditions

Participants can cultivate foundation and major-donor relationships through tailored propositions.

  • Foundation cultivation plans align research, introductions, conversations and proposal timing
  • Major-donor journeys distinguish identification, qualification, solicitation, stewardship and renewal
  • Donor motivation analysis considers personal values, legacy, recognition and lived experience
  • Giving menus offer defined investment options, outcomes, costs and reporting commitments
  • Restricted-gift negotiations protect delivery feasibility, beneficiary dignity and organisational priorities
  • Stewardship plans schedule acknowledgement, progress updates, site visits and renewal discussions

Participants can plan ethical individual-giving campaigns with measurable supporter journeys.

  • Supporter journey maps acquisition, onboarding, engagement, conversion and retention stages
  • Donation page design reduces friction through clear propositions and payment choices
  • Email fundraising sequences use segmentation, testing, consent and measurable calls-to-action
  • Monthly giving models calculate retention, average gift, attrition and lifetime value
  • Campaign dashboards track conversion rate, cost per donor and net income
  • Ethical storytelling protocols protect consent, dignity, privacy and beneficiary agency

Participants can connect fundraising commitments with effective award management and renewal planning.

  • Grant handover checklist transfers proposal commitments, budget assumptions and donor conditions
  • Donor compliance calendar schedules reports, amendments, audits and payment milestones
  • Variance analysis explains budget deviations, forecast changes and corrective actions
  • Change-control process manages scope shifts, extensions, reallocations and donor approvals
  • Results reporting combines indicator data, narrative evidence, learning and beneficiary feedback
  • Renewal strategy begins with performance evidence, relationship mapping and future priorities

Participants can establish operating controls for a visible and accountable funding pipeline.

  • CRM data model defines accounts, contacts, opportunities, activities and relationship history
  • Pipeline stages distinguish prospecting, qualification, cultivation, solicitation and stewardship
  • Probability-weighted forecasting estimates realistic income timing and conversion assumptions
  • Fundraising dashboard tracks pipeline coverage, win rate, donor retention and cost
  • Data-quality rules govern mandatory fields, ownership, deduplication and update frequency
  • Monthly pipeline reviews challenge assumptions, unblock actions and reallocate effort

Participants can lead cross-functional resource mobilization with clear governance and accountability.

  • Fundraising operating model defines teams, roles, services and decision interfaces
  • Cross-functional planning aligns programme design, finance, communications and grants management
  • Board engagement plan assigns ambassadorial roles, prospect introductions and oversight duties
  • Fundraising policies cover delegation, ethical acceptance, data use and approval thresholds
  • Team capacity plan identifies skill gaps, workloads, recruitment and specialist support
  • Performance conversations use targets, quality measures, learning needs and accountabilities

Participants can build, review and present a complete resource mobilization strategy and donor funding package.

  • Funding diagnostic synthesised into strategic choices, portfolio targets and risk controls
  • Priority donor segments selected using fit, value, accessibility and timing criteria
  • Theory of Change and case for support integrated into proposition materials
  • Donor engagement plan sequences research, cultivation, solicitation, stewardship and renewal
  • Bid package combines concept note, logical framework, budget and compliance matrix
  • Peer review panel tests strategic coherence, donor fit, cost realism and presentation
  • Executive presentation communicates investment rationale, implementation readiness and next actions

Exercises and examples are adapted to each cohort's sectors and roles.

What you take back to work

  1. Resource mobilization strategy template
  2. Donor segmentation and prospect-scoring model
  3. Donor intelligence profile template
  4. Case for support and concept-note template
  5. Logical framework and indicator reference-sheet pack
  6. Bid plan, compliance matrix and submission checklist

Who should attend

  • Heads of Fundraising — responsible for income strategy, donor portfolios and team performance
  • Resource Mobilization Managers — building pipelines, partnerships and winning proposals
  • Programme Directors — translating programme priorities into fundable donor propositions
  • Business Development Managers — coordinating bids, donor research and capture planning
  • Grants Managers — linking proposal commitments with compliant award delivery
  • Country Directors — making funding choices that protect mission and financial sustainability

Skills and tools covered

Donor portfolio strategyProposal developmentGrant budgetingDonor relationship managementPartnership negotiationFunding pipeline management

Tools and standards

Theory of Change, Logical Framework Approach, SMART criteria, OECD DAC evaluation criteria

How the course runs

Training methodology

Facilitators combine focused briefings with donor cases, funding-pipeline analysis, proposal critique and small-group planning. Participants examine grant calls, donor profiles, theories of change, budgets and partnership scenarios drawn from development and humanitarian work. Simulated donor meetings and bid-review panels develop judgement under realistic constraints. Individual application planning allows participants to adapt course methods to a live programme, priority donor or organisational funding challenge. Feedback is structured around donor fit, evidence, financial credibility, compliance and relationship strategy.

Requirements and prerequisites

Participants should have at least two years of experience in NGO, humanitarian, development or social-impact work and familiarity with programme planning, budgets or donor reporting. They should understand their organisation’s mission, current programmes and principal funding sources. Experience writing proposals is helpful but not essential; the course develops proposal architecture from first principles before moving to advanced bid management. No finance qualification, marketing degree or prior specialist fundraising certification is required. Participants should be ready to work with realistic funding data and receive structured feedback on written materials.

A typical training day

08:30 – 10:30First session
10:30 – 10:45Refreshment break
10:45 – 12:30Second session
12:30 – 13:30Lunch and networking
13:30 – 15:00Third session
15:00 – 15:15Refreshment break
15:15 – 16:30Workshop and daily review

Live online deliveries follow the same structure in East Africa Time, with shorter screen blocks and longer breaks.

What the fee includes

  • Instruction by a practitioner facilitator
  • Full course workbook and materials
  • Exercise files, templates and case studies
  • Refreshments and lunch on classroom deliveries
  • Certificate of completion
  • Post-course application plan

Frequently asked questions

Participants should have practical NGO, humanitarian, development or social-impact experience and familiarity with programmes, budgets or donor reporting. Prior proposal-writing experience is useful but not required.

Bring a current organisational strategy, programme brief, donor call, budget or funding challenge if these can be shared appropriately. Participants may use anonymised materials where organisational confidentiality applies.

It is designed for experienced fundraising, programme, grants and country-management staff with responsibility for income growth or donor engagement. It is particularly useful for teams moving from reactive proposal writing to planned donor development.

Proposal writing is one part of the course, but the focus begins earlier with funding strategy, donor selection, relationship planning and opportunity qualification. It also continues beyond submission into grant management, stewardship and renewal.

Participants build materials around a live organisational priority where possible, including a donor strategy, proposition and bid components. These can be reviewed internally and adapted for priority funding opportunities after the course.

The first part establishes strategy, donor intelligence, programme logic and proposition design. The later part covers budgets, bid management, donor channels, grant stewardship, operating systems and a final capstone presentation.

Questions about this course?

Ask about dates, fees, group bookings or running it for your team. Our training team replies by email.

Ask on WhatsApp info@skillsetdevelopment.com

Related courses in NGO Management