Building a business model and value proposition to get your fundraising working - properly!

The strategy canvas approach is one of a new class of strategy tools that enable fundraisers to actually look at how their work integrates various elements: as new/existing supporters, value propositions, suppliers, income streams etc. It is useful for developing new offerings and testing viability and improving a diminishing income stream, etc. The model is widely used in commercial settings, and =mc will show how it has been used in large and small organisations including British Red Cross; UDEM University Monterrey, Mexico; and UNICEF.

Participants will work in small groups on a detailed case study as well as apply the framework to their own work. They will create a value proposition – avoiding the outdated ‘product’ approach. We will also look at how fundraisers can apply this model to social enterprise.

This masterclass will help participants to:

  • Understand how the strategy canvas approach works
  • Identify key elements in your canvas: income, suppliers, customers, channels, etc
  • Understand how each element connects and how to adjust to improve income
  • Create a detailed and engaging value proposition
  • Analyse why a current business model is not working and fix it
  • Identify possible risks to income in the future and how to manage them

Learning outcomes

  • Understand the difference between a strategy and a business model
  • Build a business model for a new approach at a team or organisation level
  • Understand how to run a session in your organisation or team

Who should attend: Directors of fundraising; department or function leaders – corporate, individual etc.; team leaders; consultants

Session style: Before the session we will send out a questionnaire to establish levels of understanding and focus of interest. We will shape the session using these. The session will cater to a range of learning approaches and learning styles by including case studies, practical exercises, personal application, questionnaires, Q&A sessions, small group discussion, and action planning.


Bernard Ross
Director, =mc consulting
Thomas Kurmann
VP Resource Development, Oxfam America