Lilly Family School of Philanthropy held another edition of the Principles & Techniques of Fundraising course in February. Guilherme Sylos, Prospection Director at IDIS, traveled to Indiana, USA, to participate in this intensive one-week training. The course provided participants with a comprehensive overview of fundraising strategies, combining theoretical fundamentals with practical tools to strengthen philanthropic initiatives.

“The program deepened my understanding of fundraising as a strategic matter, reinforcing the importance of donor engagement and impact-driven philanthropy. The knowledge acquired will be essential for strengthening partnerships and expanding the social impact agenda,” said Guilherme Sylos.

Members of the February class

Although the training was centered on the American context, it addressed common and essential topics for organizations worldwide. Subjects such as donor behavior and decision-making, the science behind fundraising, how and when to make major gift requests, and the importance of long-term relationships were covered throughout the course.

During the sessions, key insights were shared on the distinction between pure fundraising and the creation of trust-based relationships, not just with the organization but also with the donor. Building a strong relationship can take months or even years before fundraising efforts yield more significant results.

TRAINING HIGHLIGHTS

Two key points were emphasized repeatedly by different speakers: Planning and Relationship/Trust Building. Asking for a donation or any other type of financial support should only happen after thorough research and strategic planning regarding the donor, whether they are a corporation, a high-net-worth individual, or a foundation.

Once research and planning are complete, a relationship of trust must be built. Through this connection, the fundraiser can also ‘leverage’ with the donor to open new doors. In fundraising strategies, these stakeholders are crucial, as they are already familiar with the organization and can validate its work.

This trend is reflected in the growing concept of Trust-Based Philanthropy, which emphasizes the importance of mutual trust between investors and social organizations, as well as listening to the people and communities impacted. Establishing this trust is also crucial for organizations to secure substantial support.

Another topic discussed in the debates was the new U.S. government and how its actions might impact American and global philanthropy. According to the speakers, there is a sense of uncertainty, yet also optimism. The more hopeful perspective is that foundations and philanthropic families will be moved to increase their international donations, which could benefit Brazil.