Masterclass
In 2024, we are thrilled to welcome the globally renowned fundraiser Bernard Ross to deliver our Masterclass program.
Our biennial Masterclass brings international expertise to the Australian sector providing arts professionals access to the leading fundraising knowledge in the form of an intensive workshop, developing your next fundraising campaign.
Image: Martin Reisch Source: Unsplash
The Donor Decision: designing your next campaign using decision science.
Join Bernard Ross (UK) of =mc consulting for our nationwide Masterclass as he demonstrates how decision science can be your best tool when developing your next fundraising campaign.
What is Decision Science? Decision Science draws on Nobel Prize winning thinking that combines the latest thinking in neuroscience and the psychology of philanthropy to transform fundraising results.
Why is it useful? The proven techniques you’ll learn will increase your private income. They’ll enable you to make simple but profound changes to the way you present your fundraising propositions – across channels, online, in person, though DM and across supporter clusters, regular donors, HNW individuals, legacy prospects, corporates and foundations.
Who else is using it? This approach is used extensively by every major consumer focused business from Amazon to Zappos to persuade customers to buy. Major INGOs like UNICEF, Human Rights Watch and Greenpeace use it to engage supporters in ‘difficult’ causes. And it’s increasingly being used by arts, cultural, and heritage organisations globally, from Royal Opera House (UK), to Outdoors Folk Museum (Estonia), to persuade audiences and other philanthropic partners to donate more, and often.
About the Masterclass:
In an intensive, inspiring, and engaging day you’ll discover tools and frameworks that explain:
- Why we need to make our fundraising asks simpler, quicker and easier to understand.
- Why asking prospects about their motivation and intentions doesn’t work.
- How to find out how your donors actually make decisions.
- How to reduce the barriers to supporter engagement.
- Why framing, anchoring, norming, defaults, progress and reciprocity are your best friends.
As well as high level input from Bernard Ross you’ll also enjoy:
- Small group and individual exercises.
- Case studies showing impact and results.
- The chance to apply the ideas to your own work.
You’ll learn how to:
- Develop supporter personas that give insights to their real motivations.
- Identify the psychological, physical, and cultural barriers stopping audiences donating.
- Frame your work in a salient and memorable way.
- Build longer term and more powerful relationships with your supporter clusters.
- Create ‘decision architectures’, including supporter journeys, to engage and inspire.
Who is it for:
Fundraising professionals, executives and CEOs within small, medium and major arts and cultural organisations who are ready to:
- move beyond existing ‘best practice’ to deliver outstanding results.
- apply innovative techniques in a creative way.
- give supporters the chance to give more.
This masterclass is not suitable for beginners or organisations without a fundraising plan to build on, or those with little knowledge of philanthropy. To learn the basic tenets of arts fundraising, you may wish to attend one of our Fundamentals of Arts Fundraising Workshops.
So that we can tailor the masterclass to attendees, once registered, you’ll be asked to complete a brief pre-event survey about your level of fundraising expertise and what you’d like to achieve.
The masterclass will include group discussions and individual exercises. You’ll gain insights from examples drawn from around the world; and you will walk away with the know-how to develop your institution’s capacity for embracing new opportunities, and an actionable plan to attract strategic philanthropy.
If you have any questions regarding the Masterclass with Bernard Ross please contact the Private Investment Capability Team on cpa.programs@creative.gov.au, 03 9616 0321.
Masterclass dates
Schedule:
Brisbane | Monday 4 March 2024 | Register Now
Sydney | Wednesday 6 March 2024 | Sold Out
Melbourne | Friday 8 March 2024 | Register Now
Perth | Monday 11 March 2024 | Register Now
Adelaide | Wednesday 13 March 2024 | Register Now
Time: 9am – 4pm
Cost: $175 pp + GST
About the presenter:
Bernard Ross is Director of =mc consulting, a management consultancy working worldwide for ethical organisations. He also leads the National Arts Fundraising School UK and the decision science team within =mc consulting.
He is an internationally regarded expert on strategy, major donors, and pro-social use of behavioural science. He has written, co-written or edited nine award winning books on fundraising and social change – a number of them with Clare Segal.
Breakthrough Thinking won best non-profit book in the USA. Global Fundraising was the first fundraising book to be published in China by Shanghai University Press. And with Omar Mahmoud of UNICEF International, he wrote the key books on social change and decision science Change for Good and Change for Better. His latest book with Clare Segal is Making the Ask – the artful science of solicitation, applying behavioural science to major donor giving.
His cultural customers range from Tate Gallery, UK to Vienna State Ballet, Austria and MEF Museum, Argentina. Recent projects include devising the strategy for the Southbank Centre, Europe’s largest arts organisation and raising £50M for Paisley Museum.
About =mc consulting
Ross has advised many of the world’s leading INGOs on fundraising including UNICEF, UNHCR, IFRC, ICRC and MSF. In recent years, he has raised money for Europe’s largest scientific experiment, in Geneva, to organise supplies for the biggest refugee camp in Cox’s Bazaar, for a museum to house the world’s largest dinosaur in Argentina, and to save the last 800 great apes in Rwanda.