Specialist knowledge for non-profits, made accessible

• Date: 22nd October 2026

• Time: 10:00am-11.15am UK

• Duration: 1 hr 15min (60min content + 15min Q&A)

• Format: Live Online

• Course Type: On The Pulse

• For: Researchers, Fundraisers, Directors - UK, US, International

Overview

What motivates philanthropists, how do they choose who to support, and what makes a proposal stand out? Join us for an inside look at philanthropy with Greg Watson and Elfreda Tealby-Watson of the Bagheera Trust.

Understanding a philanthropist is about more than identifying wealth or mapping connections. The most useful insights often come from understanding what drives someone's giving, how they make decisions, what they look for in a charity and what makes them want to build a relationship.

In this session, Greg and Elfreda will share their own philanthropic journey, from their careers and building a successful business experience through to establishing and developing the Bagheera Trust. We’ll explore what motivates their giving, how they identify organisations and partners, and what they have learned about the fundraising sector along the way.

What The Session Will Cover

• From business to philanthropy
  Greg and Elfreda will talk about their careers, building their successful business and the experiences that have shaped their approach to philanthropy. We’ll explore how their professional journey has influenced the way they think about organisations, opportunities and impact.

• Starting a philanthropic journey
  What prompted them to begin giving, and what led them to establish the Bagheera Trust? We’ll explore the thinking behind formalising their philanthropy and how their approach has developed over time.

• Purpose and philanthropic interests
  What is the Trust trying to achieve, and what causes and issues matter most to them? We’ll look at how philanthropic interests are formed, how they evolve and what sits behind the decisions about where to give.

• Finding the right partners
  How do Greg and Elfreda discover organisations they want to support, and what makes them decide to engage? We’ll explore the role of research, networks, recommendations and introductions, as well as what makes a proposal stand out. 

• How philanthropy is changing
  Have they noticed changes in the way charities approach major donors and trusts? We’ll explore how the fundraising landscape has evolved during their time as philanthropists, including the increasing use of network mapping and more sophisticated approaches to prospect research.

• What fundraisers should know
  We’ll finish with practical reflections for fundraising teams: what do philanthropists wish fundraisers understood better, and what can researchers and fundraisers do to build stronger, more thoughtful relationships?

Who it's for?

All fundraising professionals from prospect researchers, prospect development teams, fundraisers for individual giving and trusts and foundations teams.

Speakers

Greg Watson

Greg grew up in the Midlands and then Kent. He graduated in modern languages, spending a year teaching abroad as part of his course. He has been chief executive of three education businesses, the last of which provided online assessment tools for schools to use to help every student reach their potential. He is Vice-Chair of the National Youth Choir and a trustee of a multi-academy trust. His other two great passions are a noisy one (singing in a local choir) and a quiet one (super-cryptic crosswords).

Elfreda Tealby-Watson

Elfreda studied modern history at university, with a particular interest in UK & USA international relations. She has combined a part-time career in politics and community activism with her business interests in property. She has a long-standing commitment to supporting action for human rights and social justice. She has been trustee of several charities at a local level, and currently volunteers at a leading NHS hospital trust. Elfreda took a foundation diploma in Fine Art and Design and enjoys varied cultural activities.

Em Sequeira, Session Chair, PyroTalks CIC

Em has experience leading and establishing prospect research functions at major charitable organisations, including Guy’s and St Thomas’ Foundation and the University of York. She has grown pipelines across Individual, Corporate and Trust & Foundation fundraising, helping high-value fundraising teams build strong and sustainable prospect pipelines and increase income. Her experience also includes gift acceptance, due diligence, campaign planning and improving organisational processes, and she has spoken at both the RiF and CASE Development Services conferences. Outside of work, Em is a Trustee of the Brian Murtagh Charitable Trust, a RiF Conference volunteer and chapter contributor, and an avid sailor.

Recordings

Recordings available, though we encourage all participants to attend live as much as possible.

Tickets

• Duo or Flex-Team Tickets - you do not need to provide names at booking, an open link will be sent to share with your team

• Upon booking you will automatically receive two emails, a receipt of purchase & joining Instructions. Please do check spam folders. If you have booked for others, please share with them.

• Includes Handout + Access to Recording for up to 1 month.

• Concession tickets ideally for charities with 1m or less income, though any organisation with restricted training budget is welcome to select this option

• Courses are primarily for charities and not for profits, though please contact us for corporate ticket options.

• All funds raised go back into the CIC aims.

• Date: TBC 2027

• Time: 2.00pm-3.30pm UK / 9.00am-10.30pm EST

• Duration: 1hr 30min (60min content + 30min Q&A)

• Format: Live Online

• Course Type: Focus

• For: Researchers, Fundraisers, Directors - UK, US, International

Overview

Prospect research is all about following the evidence, but wealth doesn’t always leave a neat paper trail. From UK companies and trusts to offshore structures and tax havens, ownership can be complex, opaque and sometimes deliberately difficult to untangle.

This session gives you the practical knowledge to follow the money, spot the gaps and make confident sense of what the evidence is and isn’t telling you.

What The Session Will Cover

• Company Structure

  The real differences between a holding company, a group and a conglomerate, and between a subsidiary, a branch office and a representative office and why each one changes what's filed, where, and how much of it you'll ever see. We look at how a UK subsidiary can appear undervalued, where dividends to a parent disappear from view, and how to work around limited disclosure when the parent is incorporated overseas.

• The Tax Landscape

  Income, dividends, savings, corporation tax and capital gains across the UK, US and Australia, with the comparisons that matter: what £1m of income actually leaves you with in London, New York, Sydney, and elsewhere. Plus key tax dates and payment timings useful intelligence when you're advising on when to ask.

• Tax Havens

  Where offshore structures cluster, why, what the EU and OECD have been doing about it, and what the beneficial ownership transparency movement has opened up for researchers. Key jurisdictions will include Jersey, Guernsey, the Isle of Man, the British Virgin Islands, the Cayman Islands, Delaware and much more!

• Analysing International Companies

  Reading accounts prepared under different standards, the GAAP/IFRS divide, constant-currency revenue, and the checks that reveal quality or the absence of it. Including the red flags worth pausing on.

• Ask Strategy

  What are the signs that wealth may be held through offshore or tax-efficient structures? How can tax considerations influence the timing and size of a gift? And are there particular moments when an ask may be especially timely or advantageous?

Who’s It For?

Prospect researchers, prospect development teams, and fundraisers who work on international portfolios or increasingly find international elements in domestic ones. No accountancy background required; everything is explained from first principles and grounded in examples you'll recognise.

• Prospect Researchers - all experience levels

• Major Gift Fundraisers

• Heads or Directors of Philanthropy

• Any organisation engaged or aspiring to major gift fundraising

• Key principles are relevant internationally

Speakers

Jonathan Jeffery, Co Founder PyroTalks CIC

Jonathan is Co-Founder & Director of Pyro.Solutions & PyroTalks CIC and leads on data analytics and education.

Jonathan graduated in 2002 with a First Class Honours Degree in Business studies, specialising in finance, and holds a MSC in Banking and Finance with Distinction.

After graduating, Jonathan worked for a leading firm as a senior investment analyst, specialising in portfolio management and investment analysis, gaining a number of professional qualifications.

Jonathan then moved into higher education and lectured in company analysis, portfolio management and financial derivatives at Undergraduate, Postgraduate and MBA level. He was also appointed as Associate Dean for Education for The University of Sheffield Management School. He left this role in 2022 to focus on Pyro.Solutions and PyroTalks CIC.

Jonathan has also taught at some of the leading European Business schools, and was a visiting professor at EDHEC University between 2013-2019. He also continues to undertake risk management and treasury consultancy for a number of leading professional bodies and organisations.

Certificate

Certificate of Completion can be provided

Tickets

• Duo or Flex-Team Tickets - you do not need to provide names at booking, an open link will be sent to share with your team

• Upon booking you will automatically receive two emails, a receipt of purchase & joining Instructions. Please do check spam folders. If you have booked for others, please share with them.

• Includes Handout + Access to Recording for up to 1 month.

• Concession tickets available for any organisation with restricted training budget or with income less than 1m

• Courses are primarily for charities and not for profits, though please contact us for corporate ticket options.

• All funds raised go back into the CIC aims.

• Date: TBC 2026

• Time: 2.00pm-3.15pm UK / 9.00am-10.15pm ET

• Duration: 1 hr 15min (60min content + 15min Q&A)

• Format: Live Online

• Course Type: On The Pulse

• For: Researchers, Fundraisers, Directors - UK, US, International

On The Pulse

Welcome to the second session in our exciting new series On The Pulse by PyroTalks CIC. These are short sharp sessions intended to provide ‘hot off the press’ information and realtime intelligence on the markets as they move. The insights shared will help not for profit teams know when to act and which prospects should be prioritised, right now!‍

Overview

The Year Ahead Tax, bonuses, regulation and sector outlook and what they mean for your pipeline

Every year, prospect researchers are asked variations of the same question: who should we be talking to, and when? The answer usually depends less on the individual than on the calendar around them when the Budget lands, when bonuses are paid, when deferred shares vest, when a sector turns, when a business finally sells.

This session maps that calendar out for the year ahead, so you can plan against it rather than react to it.

What The Session Will Cover

• The Fiscal Calendar

  The dates that shape wealth and giving across the year: the Autumn Budget on 28 October, the run-up to 5 April, and the equivalent pinch points in the US and Australian tax years. We look at what typically moves in a Budget, what tends to be trailed in advance, and how announced-but-not-yet-implemented changes drive behaviour long before they take effect.

• Tax Changes & What They Do 

  Not a policy briefing, but a translation exercise: how a change to rates, thresholds, reliefs or allowances feeds through to disposable wealth, gift timing and the attractiveness of giving as a route. Where relief-driven giving becomes more or less appealing, and which prospect profiles are most exposed to whichever way the year goes. We will also explore the millionaire exodus in this context. 

• Bonus & Remuneration Season(s) 

  When the major banks, funds, professional services firms and corporates actually pay and the gap between a headline number and cash in hand. Deferred stock, multi-year vesting schedules, clawback provisions, carried interest and share option cycles all mean the year a prospect is reported to have had a good year is frequently not the year they can act on it. We work through how to read that properly.

• Regulatory & Reporting Change

  What's shifting in company reporting, disclosure and transparency, and what each change opens up or closes off for researchers. New filing requirements create new sources; relaxed ones create blind spots. Either way it changes what you can find.

• Sector Outlook

  Where the growth is expected, where the pressure is building, and where the picture is genuinely uncertain across the sectors most likely to appear in your portfolio. Crucially, we look at the lag: sector performance shows up in wealth indicators months or years after it shows up in the news, and knowing the delay is the difference between a well-timed approach and a badly judged one.

• Liquidity Events 

  The conditions that turn paper wealth into transferable wealth: flotations, acquisitions, private equity exits, property disposals. And what the current market suggests about how many of those we'll see this year.

• Turning It Into A Plan 

  We close on the practical part: how to translate all of the above into a prioritised pipeline, a rough timing map for the year, and a short list of prospects worth revisiting now because something around them has changed.

Who it's for?

Prospect researchers, prospect development teams, and fundraisers responsible for pipeline planning and prioritisation. Useful whether you're building a case for the year's strategy, sense-checking an existing pipeline, or simply want a clear view of what's coming and when. No specialist financial background required

• Prospect Researchers - all experience levels

• Major Gift Fundraisers

• Heads or Directors of Philanthropy

• Any organisation engaged or aspiring to major gift fundraising

• Key principles are relevant internationally

Speakers

Jonathan Jeffery, Co Founder PyroTalks CIC

Jonathan is Co-Founder & Director of Pyro.Solutions & PyroTalks CIC and leads on data analytics and education.

Jonathan graduated in 2002 with a First Class Honours Degree in Business studies, specialising in finance, and holds a MSC in Banking and Finance with Distinction.

After graduating, Jonathan worked for a leading firm as a senior investment analyst, specialising in portfolio management and investment analysis, gaining a number of professional qualifications.

Jonathan then moved into higher education and lectured in company analysis, portfolio management and financial derivatives at Undergraduate, Postgraduate and MBA level. He was also appointed as Associate Dean for Education for The University of Sheffield Management School. He left this role in 2022 to focus on Pyro.Solutions and PyroTalks CIC.

Jonathan has also taught at some of the leading European Business schools, and was a visiting professor at EDHEC University between 2013-2019. He also continues to undertake risk management and treasury consultancy for a number of leading professional bodies and organisations.

Recordings

Recordings available, though we encourage all participants to attend live as much as possible.

Tickets

• Duo or Flex-Team Tickets - you do not need to provide names at booking, an open link will be sent to share with your team

• Upon booking you will automatically receive two emails, a receipt of purchase & joining Instructions. Please do check spam folders. If you have booked for others, please share with them.

• Includes Handout + Access to Recording for up to 1 month.

• Concession tickets ideally for charities with 1m or less income, though any organisation with restricted training budget is welcome to select this option

• Courses are primarily for charities and not for profits, though please contact us for corporate ticket options.

• All funds raised go back into the CIC aims.

• Duration: 90 minutes

• Format: Live Online

• Course Type: Essentials

• For: Prospect Researchers, Fundraisers, Directors

Overview

Go from zero to hero in 90 minutes. This training course will provide you with a foundation and key terms to understand company accounts which you can use to enhance your fundraising and understanding of wealth.

Full course spec download here.

Key Learning

• Why LTD, PLC and LLP structures matter

• Understanding key financial statements and key reporting dates

• Understand the 5 key terms - profit, cash, depreciation, net assets and enterprise value

• Magic metrics; the not so secret secrets from an insider

• Company ownership – who owns what?

About the Speaker

Jon Jeffery is an experienced lecturer in Finance and is currently Director of Undergraduate studies at the internationally reputable Management School at The University of Sheffield. He has taught in the not for profit sector on Finance and so understands the needs of the sector. Having spent time as a senior investment analyst at a leading wealth management firm, he knows all aspects of the finance sector well. Jon is known for is sense of humour and accessible teaching style.

Full bio here

With thanks to Toby Savin for content advice.

Recording

Our sessions boast highly condensed and precise content. You will be sent a link, along with slides, where you will be able to watch the recording as many times as you like for up to 30 days. The recording can be watched individually or with your whole team.

• Date: Held, 30th June 2020

• Duration: c90 minutes

• Format: Live Online

• Course Type: Essentials

• For: Prospect researchers, Insight analysts

Overview

If you are wondering what a financial market is, who are the key players, the differences between a fund manager, hedge fund manager, a banker and where they hold their wealth – this is the course for you. This is a quick-fire introduction to the financial world that will give you the fundamental knowledge needed to undertake prospect research.

Full course spec download here

Key Learning

• The key players in financial markets

• Differences in company structure

• Key information held in company accounts

• Sources of wealth and tracking their performance

About the Speaker

Jon Jeffery is an experienced lecturer in Finance and is currently Director of Undergraduate studies at the internationally reputable Management School at The University of Sheffield. He has taught in the not for profit sector on Finance and so understands the needs of the sector. Having spent time as a senior investment analyst at a leading wealth management firm, he knows all aspects of the finance sector well. Jon is known for is sense of humour and accessible teaching style.

Full bio here

Recording

Our sessions boast highly condensed and precise content. You will be sent a link, along with slides, where you will be able to watch the recording as many times as you like for up to 30 days. The recording can be watched individually or with your whole team.

• Date: Held, 14th July 2020

• Time: 10am to 12:00pm

• Duration: 2 hrs

• Format: Live Online

• Course Type: Essentials

• For: Major Gift Fundraisers, Directors, Trustees

Overview

Major gift fundraisers network at the highest of levels in the business world. Understanding donors and prospects businesses is essential in building an authentic and considerate philanthropic relationship. This first of its kind course helps fundraisers understand the business world to better inform ask strategies, cases for support and relationship development. The course will provide the fundamentals you need to understand the key players, markets and assets within the financial world and their practical relevance to your major gift fundraising.

Full course spec download here.

Key Learning

• The key players in financial markets

• Differences in company structure

• Key information held in company accounts

• How your prospects get paid and accumulate wealth

Questions we’ll cover

• How does Director renumeration & shares holdings work?

• When is the “right time” to make an ask?

• What do all the job titles mean?

• How do you quickly assess if a company is doing well?

• What are the signs a company is about to be sold?

• What are the key dates & resources in the financial world?

• + more

About the Speaker

Jon Jeffery is an experienced lecturer in Finance and is currently Director of Undergraduate studies at the internationally reputable Management School at The University of Sheffield. He has taught in the not for profit sector on Finance and so understands the needs of the sector. Having spent time as a senior investment analyst at a leading wealth management firm, he knows all aspects of the finance sector well. Jon is known for is sense of humour and accessible teaching style.

Full bio here

With thanks to Toby Savin for content advice.

Recording

Our sessions boast highly condensed and precise content. You will be sent a link, along with slides, where you will be able to watch the recording as many times as you like for up to 30 days. The recording can be watched individually or with your whole team.

• Date: Held, 28th July 2020

• Time: 2pm to 3:30pm

• Duration: c90 minutes

• Format: Live Online

• Course Type: Focus

• For: Major Gift Fundraisers, Prospect Researchers, Directors, Trustees

Overview

As you develop your network, you will undoubtably contact and seek leads overseas. Therefore, it is important that you can analyse international companies and understand the different ways in which you can scrutinise information and reports. This course will help you understand the nuances, warnings signs and opportunities.

Full course spec download here

Key Learning

• The legal structure of multinational and overseas companies

• International markets analysis

• Analysing international companies

• Risks and challenges and how to overcome these

About the Speaker

Jon Jeffery is an experienced lecturer in Finance and is currently Director of Undergraduate studies at the internationally reputable Management School at The University of Sheffield. He has taught in the not for profit sector on Finance and so understands the needs of the sector. Having spent time as a senior investment analyst at a leading wealth management firm, he knows all aspects of the finance sector well. Jon is known for is sense of humour and accessible teaching style.

Full bio here

With thanks to Toby Savin for content advice.

Recording

Our sessions boast highly condensed and precise content. You will be sent a link, along with slides, where you will be able to watch the recording as many times as you like for up to 30 days. The recording can be watched individually or with your whole team.

• Recording Date: 28th & 29th October 2021

• Time: x2 half days - 2:00pm to 5:30pm GMT / 10:00am to 1:30pm EST

• Duration: 3.5 hours each

• Format: Recording

• Course Type: Focus

• For: Researchers, Fundraisers, Directors - US & UK

Overview

Spend two half days going deep into Director Remuneration, covering all the essentials to properly understand or upgrade your knowledge of salary, dividends, stock options, reward plans, and pay levels for senior roles.

Key Learning

• Overview of senior job roles and functions

• How Director and senior pay works

• Understand reward plans

• Understand stock options & ‘lock in periods’

• How to calculate dividends earned

• How to use CAGR (Compound Annual Growth Rate)

• Pay levels for senior roles & assess pay ‘liquidity’

• Key dates for senior income + ‘best time to ask’

• Locate this information in Company Accounts - US & UK

• Ask questions in live Q&A

Now includes new material:

1. How a Director extracts their wealth during an IPO

2. How a Director extracts their wealth if they are ‘bought out’ in a Merger & Acquisition

3. How a Director gets paid when they leave a senior position

Should I attend if I am a Masterclass Graduate?

The session will provide a deep dive into director remuneration, providing additional insights and depth to your understanding as well as discussing the latest trends. Whilst there may be some overlap on the fundamental knowledge this will be built upon. Therefore, the session is well suited to a Masterclass graduate.

About the Speaker

Jonathan Jeffery, Associate Dean of Education, Sheffield Management School, The University of Sheffield

Jon Jeffery is an experienced lecturer in Finance and is currently Director of Undergraduate studies at the internationally reputable Management School at The University of Sheffield. He has taught in the not for profit sector on Finance and so understands the needs of the sector. Having spent time as a senior investment analyst at a leading wealth management firm, he knows all aspects of the finance sector well. Jon is known for his sense of humour and accessible teaching style.

Full bio here

Tickets

Include Handouts + Access to Recording for up to 1 month. All funds raised go back into the CIC aims.

• Date: 16th Sept 2020

• Time: 3pm to 4:30pm BST

• Duration: 90 minutes

• Format: Live Online - Also available as part of our Masterclass

• Course Type: Focus

• For: Researchers, Fundraisers, Directors - US & UK

Overview

Navigating director remuneration can be a minefield. Are you struggling to understand the difference between a share incentive plan, directors bonus and a performance bonus? Do you need to estimate director remuneration or find out a good time to make an approach? If so this course will give you all the answers you need!

Full course spec download here

Key Learning

• Composition of director remuneration

• Sourcing and estimating director remuneration / wealth

• Key dates to look out for

• How to apply this knowledge to fundraising research and major gift asks

About the Speaker

Jon Jeffery is an experienced lecturer in Finance and is currently Director of Undergraduate studies at the internationally reputable Management School at The University of Sheffield. He has taught in the not for profit sector on Finance and so understands the needs of the sector. Having spent time as a senior investment analyst at a leading wealth management firm, he knows all aspects of the finance sector well. Jon is known for is sense of humour and accessible teaching style.

Full bio here

With thanks to Toby Savin for content advice.

Recording

Our sessions boast highly condensed and precise content. You will be sent a link, along with slides, where you will be able to watch the recording as many times as you like for up to 30 days. The recording can be watched individually or with your whole team.

• Date Recorded: 30th Sept 2020

• Duration: 100 minutes

• Format: Live Online

• Course Type: Focus

• For: Trust Fundraising, Prospect Managers, Fundraisers, Start up

Overview

This course covers techniques on how to research Trust & Foundations successfully, establishing both relevance and monetary value of their giving. It is also covers essential strategic tools to build a balanced Trust fundraising pipeline, including how to calculate potential income from a pool and, if needed, to build one yourself in excel. Whether you’re a beginner or advanced, this will have something for everyone!

This You Will Learn

• Trust & Foundation research techniques, tips & tricks

• Expert concepts for successful pipeline building and income projections

• Practical Excel knowledge for pipeline management

About the Speakers

Suzie Stephens

Suzie has been working in Prospect Development for over a decade and brings a wealth of experience and knowledge of the profession, working in both non-profit and consultancy environments. She has worked with a range of organisations including national charities, specialist non-profits, educational institutions and start-up organisations, supporting a plethora of causes. As well as running The Prospect Development Company since 2016, Suzie was Prospect Development Manager at Save the Children UK (2010-2020), leading its Prospect Development Team with responsibility for all aspects of prospect research, pipeline management and due diligence.

Full bio here.

Mike Sawkins

Mike is an experienced trust fundraiser who has helped charities both large and small to secure grants ranging from £100 to over £100,000.  He brings a unique perspective to the role, having obtained a PhD in Regenerative Medicine and spent several years in academia before bringing his grant writing and analytical skills into the voluntary sector. He also sits on the board of a grant-making trust, so he knows first-hand what funders are looking for in an application.

Full bio here.

Purchase

Comes with Slides, Recording + Excel template for Trust & Foundations pipeline valuation and tracking

• Date Recorded: 14th Oct 2020

• Duration: 90 minutes

• Format: Recording

• Course Type: Vision

• For: Researchers, Fundraisers, Directors – UK & US

Overview

High income earners often have similar assets to those in finance who are typically compensated through a bonus structure. The ways in which they earn impacts how they think about their money and ultimately their philanthropy. Explore the psychology of this and strategies we might employ toward these industries.

What You Will Learn

• Different compensation structures - Hedge Funds, Venture Capital, Private Equity & more

• General compensation packages for high earners - from consultants, entertainers, lawyers to physicians

• Start Ups – how their funding works

• Psychology of money – understand research into how people budget

• How to adapt ask and research strategies to income psychology

• Take home – impressive collection of data on compensation packages

About the Speaker

Amy is the managing director of prospect management at Harvard University's Office of Alumni Affairs and Development. In 2016, she created the first prospect management team for the Faculty of Arts and Sciences at Harvard. Prior to joining Harvard in 2003, she was the director of research at the YMCA of Greater New York in Manhattan.

Begg serves as a trustee and secretary for the University System of New Hampshire (USNH), which includes all of the public colleges and universities in the State of New Hampshire. As trustee she serves on the Executive Committee, Finance Committee on Investments, and the Governance Committee. She is a past president and board member of the New England Development Research Association (NEDRA). Previously, she served as a board member for the Plymouth State Alumni Association, including a term as chair of the association.

Purchase

Comes with Slides & Recording

• Date Recorded: 12th Nov 2020

• Duration: 90 minutes

• Format: Live Online

• Course Type: Focus

• For: Researchers, Fundraisers, Directors - US & UK

Overview

As fundraising intelligence professionals and fundraisers, we spend a lot of our time trying to build prospect pools of individual major donor prospects for our fundraising goals.

In doing this we tend to fall back on a range of factors, mixing intuition with old familiar concepts from prospect research or fundraising strategy, without necessarily knowing if either have a solid foundation. We may not be sure whether our fundraising goal or prospecting brief is realistic, or what kind of factors we might look out for when analysing the strength of our prospect pools.

This session looks out how we can use data to guide our expectations when going about identifying major donor prospects – focusing on individuals – and how this can give us a stronger and more confident voice in forming strategy.

This will be done by bringing together separate strands of data, spending time looking at wealth and income populations and at a survey of the profile of major donors; ending with reflections on the psychology of income (a subject covered in detail in Amy Begg’s Pyrotalk on 14 October 2020).

The session aims to be thought-provoking both for those who are newer to this work and for those with more experience. It will use UK data in its examples but the principles discussed apply regardless of geography.

Note: a version of this presentation was given at the CASE Development Services Conference held in Manchester in March 2020 met with exceptionally high reviews.

Key Learning

• Understand key theories behind prospect identification

• Understand drivers behind major giving

• Gain insight how income psychology effects giving

• Understand how to factor in intuition in you strategy

• Learn key data points to focus in on and refine

• Explore how to integrate all the above to advance your own identification strategies

About the Speaker

Charles Kingston, Head of Prospect Research, The University of Oxford

For over a decade Charles has led the team responsible for prospect research and due diligence for the University of Oxford’s fundraising activity. This has included the duration of its successful campaign which ended in 2019 with £3.3bn raised, the largest in UK history.

Charles has spent his career in research, information and knowledge management, previously within a ‘big four’ professional services firm; a leading business institute; and a global pharmaceutical business.

Purchase

Comes with Slides & Recording

• Date Recorded: 30th Nov 2020

• Duration: 2 hours - 90min content + 30min Q&A

• Format: Recording + Also available as part of our Masterclass

• Course Type: Focus

• For: Researchers, Fundraisers, Directors - US & UK

Overview

Who are the mysterious people that manage others wealth? What are their considerations? What is a private bank and how do they operate? What does a wealth manager and philanthropy advisor actually do? How can we access them and what can we learn?

Key Learning

• Know the differences between wealth and investment management

• Know how private banking differs to retail banking

• Who are the main private banks and what services do they offer

• Learn about wealth managers & philanthropy advisor roles - from the professionals themselves

• Learn what common challenges they solve for their clients

• Learn the best ways to access these professionals and what type of relationship can be built with them

• Learn how understanding these roles can expand giving options for our donors

About the Speakers

Anthony Donatelli, Executive Director, Head of Philanthropy Services UK, UBS Bank

In his 12 years at UBS, Anthony has worked across various capacities in New York, Sydney, and London, Anthony joined the Philanthropy Services UK in April 2015. The team covers the UBS UK Donor-Advised Foundation, the UBS Optimus Foundation UK, Impact Investing and Philanthropy Advisory for UK clients. Anthony has a MBA from Duke University

Bio here

Raj Shah, Owner, Blue Wealth Capital

Raj Shah is an independent financial planner and owner of Blue Wealth Capital, where he predominantly works with HNW business owners and retirees. Here he helps his clients to identify, achieve and maintain their desired lifestyle.

Raj has been Shortlisted for Financial Planner of the Year, listed as one of 42 under the age of 42 “Brightest and Best” businesses in Yorkshire, a Finalist for Excellence in Professional Services and a Finalist for Investment Adviser of the Year. He has also appeared on Channel 4 news, and as a Money Expert on BBC radio, as well as features for the Financial Times, Money Observer, The Sunday Times and The Independent.

Bio here

Jonathan Jeffery, Lecturer in Finance, The University of Sheffield

Jon Jeffery is an experienced lecturer in Finance and is currently Director of Undergraduate studies at the internationally reputable Management School at The University of Sheffield. He has taught in the not for profit sector on Finance and so understands the needs of the sector. Having spent time as a senior investment analyst at a leading wealth management firm, he knows all aspects of the finance sector well. Jon is known for is sense of humour and accessible teaching style.

Full bio here

With thanks to Toby Savin for content advice.

Note

For those on the Masterclass, this session is part of the programme, so you don’t need to do anything other than join as normal.

Purchase

Ticket comes with Slides & Recording

For those on the Masterclass, it can be found in the Masterclass Hub