Make-A-Wish is a charity that creates life-changing wishes for children with critical illnesses. Their mission is to grant the wish of every eligible child – a quest sparked by the belief that a wish is integral to a child’s treatment. Make-A-Wish has granted over 10,000 unforgettable wishes across Australia in its thirty-five years.

The Objective

The Sales Doctor has provided ongoing support to Make A Wish since 2020 to develop their team and evolve their thinking, skills and approach to align with current-day attitudes towards not-for-profit partnerships and donations.

The Challenge

As an organisation that receives no government funding, Make A Wish relies heavily on the funds raised through its partnerships, allowing them to continue to deliver its mission. 

The not-for-profit and corporate partnerships landscape is undergoing a massive shift in the perceptions and expectations of how corporate partnerships are approached, focusing more on what they will deliver for all parties.

Make A Wish needed to move away from traditional philanthropic-based relationships toward true impact-focused strategic alliances.

This transformation to more mutual value creation means new challenges in articulating, designing, and delivering on these far more sophisticated engagements.

The Process

To set the Make A Wish Business Partnerships team up to succeed, they needed to empower them with the tools and skillset necessary to take a more commercial approach to retain existing partnerships and acquire new ones.

Ingrid developed a Bespoke Workshop Program that extends the skills, tools and processes that enable the Make A Wish Partnerships Team to identify, win and grow corporate partners in a way that is aligned with the current landscape.

Their team have enhanced their skillsets, gaining better insights to deliver higher value opportunities and improve their presentation and negotiation skills.

The Outcome

Not only have our workshops been incredibly engaging and something the Make A Wish team looked forward to, but they have also seen a measurable impact from the skills they have been equipped with.

They have been able to:

  • Increase their conversion rate for new partner pitches from 20% to 80%
  • Retain their existing partners and identify growth opportunities
  • Deliver partnerships that create value for everyone involved
  • Increase gross funds raised from a previous record of $250k to a new high of $1.3m

What They Say

The workshops with Ingrid have enabled our team to have far more commercial conversations and provided them with a competitive edge.

With every new win we have we could not be more grateful for everything Ingrid has done for our team!”

Rhiahne Ralph, Head of Partnerships, Make A Wish