Accueil > Fundraising & management of the cultural sector

KAFP 3735 - Fundraising & management of the cultural sector

Type d'enseignement : Lecture alone

Semester : Autumn 2018-2019

Number of hours : 24

Language of tuition : English


The are no pre-requisites for the course. However, students should have a sound cultural background and an interest in the financing of cultural organizations. Students are urged to read The Gift by Marcel Mauss, the 2018 World Cities Culture Finance Report, the first ever global comparative study to examine the financing of culture in world cities, The Philhantropy Outlook 2018 & 2019, and The Cycle : A Practical Approach to Managing Arts Organizations

Course Description

This course is designed for students who want to acquire the theoretical and practical fundamentals of fundraising in the cultural sector. It will provide students with the best practices and the most effective strategies and methods used in fundraising for cultural organizations. From understanding what a culture of philanthropy means to learning more about the motivations for giving of donors, students will become familiar with capital campaigns and endowments, annual giving programs, major gifts, corporate giving, fundraisers and special events, the role of stewardship, volunteers and board members. Since the recent economic downturn, cultural organizations across the world have faced deep cuts in public funding. Fundraising has become vital in order for them to compensate for this lost income, and to ensure a steady source of funding. This evolution along with other causes has reinforced the professionalization of fundraising turning it into a real profession with a set of techniques and skills (and even dedicated professional associations) that we will explore in this course. Through the study of fundraising, this course will also introduce the keys to a successful management of cultural organizations: defining an organization's mission and creating tailored programming that embodies that mission, developing relevant marketing campaigns, leveraging your board of trustees to grow the supporters and community, managing budget and expenses, and maximizing income through fundraising efforts.


  • LEFEVRE, Polly (Responsable des opérations - chargée de mission à Institut Montaigne)
  • PATRIER LEITUS, Jérémie (Chef de Projets)

Pedagogical format

Each class will start with a quick press review done by a group of students. Then, the class will be be composed of a one-hour lecture illustrated by case studies and followed by an additional hour of discussion with a guest speaker. Guest speakers include patrons of the arts/donors, directors of cultural organizations, professional fundraisers, and heads of foundations.

Course validation

- Press review and class participation (20%) - Group assignment : oral presentation of a case study in class (40%) - Final written assignment : fundraising group project/exercise (40%)


Before each class, students are required to read the assigned texts/documents.

Required reading

  • Sargeant (Adrian), Fundraising Principles and Practices, John Wiley & Sons Inc, 2017
  • Kaiser (Michael), The Cycle: A Practical Approach to Managing Arts Organizations, Brandeis, 2013

Additional required reading

  • Connolly (Sheila), Fundraising the Dead, Chivers (2011)
  • National Endowment for the Arts 2016 Annual Report
  • Blackbaud Charitable Giving Report 2016
  • Arts fundraising: a job not just for fundraisers
  • In Europe, the Arts ask for the alms
  • Financing the Arts and Culture in the European Union
  • What if Trump really does end money for the arts ?
  • The 14 most generous museum donations of 2016
  • How do you raise $3.47 Billion? Ask These Guys
  • Obama Foundation ramped up fundraising in 2016
  • Why France's big brands love a foundation ?
  • The Edmond de Rothschild Foundations