Fundraising & Marketing: Building Nonprofit Capacity

Understanding the Principles of Fundraising

Funders and donors are growing savvier and more sophisticated in the way they make giving choices. Hence, the need for nonprofit organizations to understand the changing ‘donor market’ and their stakeholders has become more imperative than ever. It is also crucial to continuously go back to the basics and revisit organizational fundraising strategy and culture to ensure that the organization is on the right track for continued growth.

In this program, you will learn from faculty and practitioner experts on topics related to strategies for growing fundraising capacity, fundraising cultures and infrastructures required for achieving fundraising goals and simply why people give. This program will also bring in a funder’s perspective to have a healthy discussion on what techniques work to attract funders for a mutually sustainable relationship.

Center for Nonprofit Management

Grow your fundraising and marketing efforts to create an innovative strategy


Approved By CFRE


Full participation in Kellogg Nonprofit Executive Education’s Fundraising & Marketing: Building Nonprofit Capacity Program entitles you to 21 points in Category 1.B—Education of the CFRE International application for initial certification and/or recertification.

Note: Participants who wish to apply for continuing education points on their CFRE application for initial certification and/or recertification should call the Kellogg Nonprofit Executive Education at or 847.491.3415 to request a tracking form.

Who Should Attend

  • All nonprofit leaders, board members and nonprofit managers
  • Public sector and government leaders who work with community programs
  • Career switchers or for-profit leaders who intend on joining a nonprofit team or Board

Key Benefits

  • Learn about and understand the basic principles of fund generating techniques.
  • Identify and assess your organization's fundraising practices and culture
  • Rethink the engagement strategies with the funder and donor base and the role which targeted marketing plays in it

Program Content

Foundations of Target Marketing For Fundraising

  • Explore how to effectively market to stakeholders by building a vibrant value proposition and mission
  • Gain an understanding of what drives stakeholder behavior and the tactics organizational leaders can use to build their stakeholder base
  • Understand key concepts including targeting and segmenting based on your organization’s value proposition as well as communication and channel strategies to reach those stakeholders
  • Discuss how to position yourself to enhance the value of giving for potential donors

Fundraising Infrastructure - Evaluating Capacity

  • Discuss the current fundraising trends and how they align with and impact your fundraising goals
  • Understand the significance of measurable results, communicating with the community, strong programs and strategic goals geared toward a robust fundraising strategy
  • Learn to evaluate your fundraising strategy for its alignment with the mission and to create an organizational culture where it does not operate as an isolated function
  • Conduct an accurate assessment of your resources and partnerships and your capacity to build on them

Fund Development & Diversification

  • Learn the basic framework of an effective fund development plan
  • Explore the internal culture of the organization and how to gain buy-in from staff for the fund development processes
  • Assess the return on investment of current and proposed fund development activities
  • Better understand your current revenue streams and explore alternative sources including earned income, private philanthropy, social entrepreneurship and others


Megan Kashner - Academic Director; Clinical Assistant Professor & Director of Social Impact, Kellogg Public-Private Interface; Founder and CEO, Benevolent

Liz Livingston Howard - Academic Director; Clinical Professor of Management; Director of Nonprofit Executive Education

Naini Serohi - Academic Director; Program Administrator Senior, Center for Nonprofit Management, Kellogg School of Management

Tony Banout - VP of Institutional Advancement, Interfaith Youth Core

Brayden King - Max McGraw Chair in Management and the Environment; Professor of Management & Organizations; Chair of Management & Organizations Department

Lindsay Marciniak - Senior VP, CCS Fundraising, Chicago

Tasha Seitz - Adjunct Lecturer of Global Initiatives in Management; Chief Investment Officer, Impact Engine; Chairman of the Board, Spark Ventures

Fees & Accommodations


Nonprofit Management Programs are held at Northwestern University's Chicago Campus.

Wieboldt Hall
340 East Superior Street
Chicago, IL 60611

Chicago Campus Parking Map - Please Note: the Huron Superior Parking A lot and the Erie Ontario Parking C & D lots are available to the public and should be used when attending programs at Wieboldt Hall.

Application Deadline

The deadline for registration is 10:00 am one business day prior to the program start date.

Scholarship Assistance

Up to 50% scholarships are available for all of our nonprofit executive education programs for those working in nonprofit organizations. All applications are initially submitted at the full list price. Each is reviewed by our registrar and any scholarships granted will be reflected in the amount applied to your invoice or charged to your credit card.


Participants are responsible for booking their hotel accommodations during their stay in Chicago.

Download Recommended Hotel List

Cancellation Policy:

Participants must notify the Program Manager five business days in advance of the program start date if they are unable to attend. Otherwise, participants will be charged 20% of the stated program fees.

When canceling a program registration, participants may choose to rollover their payment to a future program or receive a refund. Participants are allowed three rollovers, after the third rollover, participants forfeit the money paid to the Center for Nonprofit Management.

*Refund or rollover must be requested at the time of the program cancellation. Once a program payment has been rolled over, a monetary refund is no longer an option. The participant must continue with the rollover process.

Personal Consultation

Please email or call us if you would like a personal consultation for Nonprofit Programs

Upcoming Sessions

September 11-13, 2017

Start: September 11 at 8:30 AM

End: September 13 at 5:00 PM

LOCATION: Chicago campus


April 18-20, 2018

Start: April 18 at 8:30 AM

End: April 20 at 5:00 PM

LOCATION: Chicago campus


Kellogg School of Management

James L. Allen Center
2169 Campus Drive, Evanston, IL 60208