Course Unit Page


This teaching activity contributes to the achievement of the Sustainable Development Goals of the UN 2030 Agenda.

No poverty Reduced inequalities Partnerships for the goals

Academic Year 2022/2023

Learning outcomes

Upon course completion, the student:

- is able to discuss about the issues related to the economic sustainability of Third Sector organizations, fundraising principles, fundraising markets with particular reference to Italy and Europe.

- is able to discuss the concepts of strategic philanthropy and social impact

- is able to apply methods, tools, fundraising techniques in relation to the type of donor identified

- has the skills to promote fundraising strategies within organizational development processes


Course contents


A. Definition and evolution of the discipline

B. Approach to sustainability of nonprofit organizations and how they produce value today

C. Third sector reform and fundraising

D. Fundraising and the social impact dimension

E. Conditions to start a fundraising process: audit, objectives, strategies

F. Challenges of fundraising 2030: digital fundraising, subsidiarity platforms, social innovation

G. Key fundraising techniques in relation to the “markets”: individuals, companies, foundations.

H. Fundraising from individuals: objectives, instruments and future scenarios

I. Corporate Fundraising: the market trends between corporate social responsibility and new ways of partnership

J. Strategic philanthropy in Italy: banking, corporate and community foundations

K. The philanthropic action of international foundations in support of social innovation projects

L. Case studies


Mandatory readings:

Eugene R. Tempel, Timothy L. Seiler, and Eva E. Aldrich, Achieving Excellence in Fund Raising (3rd Edition)- Part I e II

P. Pierri, Filantropia, Attori, caratteristiche e prospettive in Italia, Editore AIPB, 2019

S. Castello, U. Swierczynska, Filantropia 2.0. Istruzioni per l'uso. Dalle buone intenzioni ai grandi risultati, Franco Angeli, 2021

Short paper di Paolo Venturi, [https://mk0wwwaicconitmky98w.kinstacdn.com/wp-content/uploads/2020/01/Short-paper-22.pdf], AICCON, 2020

Short paper di Paolo Venturi, [https://mk0wwwaicconitmky98w.kinstacdn.com/wp-content/uploads/2019/05/Short-Paper-19.pdf], AICCON, 2019

Teaching methods

Face-to-face lessons, practical exercises, classroom presentations and case studies discussions.

Assessment methods

The assessent consists of two parts:

1. An oral test which will focus on the content of course syllabus and the contented delivered in frontal lectures. During the assessment students will have to demonstrate that they have acquired a solid knowledge of the main dimensions of Fundraising and have acquired the skills to apply such knowledge to future application scenarios.

2. A a project work that will consist of a critical analysis of an organization's fundraising strategy identified by the student, which shall be presented by the student to the teacher.

Teaching tools

Slides and documents provided by the teacher

Office hours

See the website of Martina Bacigalupi