Course Curriculum

  • 1

    Lesson 1: Introduction

    • Introduction to Taking Donors Seriously

    • People are the Biggest Givers

    • BONUS: Finding New Donors

    • Lesson 1 Assignment

  • 2

    Lesson 2: Taking Donors Seriously

    • The Six Key Principles of TDS

    • The Taking Donors Seriously Framework

    • Lesson 2 Assignment

    • Coaching Call Preparation

  • 3

    Lesson 3: The Case, Part 1

    • Strategic Plan and the Case for Support

    • The Case: Theme and Need

    • Lesson 3 Assignment

    • Sample Case Statements

  • 4

    Lesson 4: The Case, Part 2

    • The Case: Mission and Lifetime Value

    • The Case: Programs and Accomplishments

    • Lesson 4 Assignment

  • 5

    Lesson 5: The Case, Part 3

    • The Case: Vision and Financial Need

    • The Case: Gift Plan and Profile of Leadership

    • Gift Plan Calculator/Template

    • Lesson 5 Assignment

    • Coaching Call Preparation

  • 6

    Lesson 6: Leadership and the TDS Team

    • Defining Leadership

    • Forming Your TDS Team

    • Lesson 6 Assignment

    • Coaching Call Preparation

  • 7

    Lesson 7: Identifying Prospects

    • Identifying Prospects

    • WindShield2020 Overview #1

    • Windshield2020 Overview #2

    • Windshield2020 Overview #3

    • Lesson 7 Assignment

  • 8

    Lesson 8: Prioritizing Prospects

    • Prioritizing Prospects

    • Lesson 8 Assignment

  • 9

    Lesson 9: Managing Prospects, Strategy

    • Managing Prospects

    • A Few Do a Lot...

    • Donor Strategies

    • Lesson 9 Assignment

    • Coaching Call Preparation

  • 10

    Lesson 10: The Plan

    • The Plan

    • Creating Your Plan

    • Lesson 10 Assignment

    • Annual Plan Template

  • 11

    Lesson 11: Asking

    • Developing your Core Strategy

    • Asking, Part 1

    • Asking, Part 2

    • Three Ways to Ask for a Gift

    • Lesson 11 Assignment

    • Coaching Call Preparation

  • 12

    Lesson 12: Wrap-Up

    • Asking: A Case Study

    • Conclusion

    • Lesson 12 Assignment

    • Coaching Call Preparation

About the instructor

CEO, The FOCUS Group

Brad Layland

The FOCUS Group is a consultancy that helps nonprofits more effectively raise the funds that are critical to their missions. Its CEO, Brad Layland, had a distinguished career at Young Life from 1992-2009, serving in various roles within the organization including Field Development Director, Gift Planning Associate, and ultimately the Director of Development. His expertise includes providing fundraising counsel to nonprofit organizations, including workshops, marketing and major donor strategies, planned gift marketing and capital campaign counsel. Brad is highly experienced in The FOCUS Groups’s training program, Taking Donors Seriously®.A 1994 graduate of the University of Florida in Gainesville, Brad earned a B.A. degree in Communications Studies, and completed his M.A. in Theology from Fuller Seminary in Pasadena, CA in 2004.