7 Steps New Major Gifts Fundraisers Should Take

“I was in sales for 15 years, and I just got hired to be a nonprofit major gifts fundraiser. What should I do to learn how to do this work?”

“I was a development director for 10 years in a very small shop, and now I’ve moved on to become a major gifts officer at a larger organization. What is your advice on what to focus on first?”

I get these types of questions all the time. I believe that, over the next 10 years, major gifts fundraising will grow rapidly and become more sophisticated and donor-centered, as nonprofits realize it will be the strategy they need to expand and grow their programs.

But it also presents challenges — because the demand for good major gifts fundraisers will be high, and the hiring pool will be less experienced.

This will put pressure on you to get up to speed rapidly on how to do major gifts properly — both if you are new to nonprofits, or if you’re in the sector but not in major gifts and believe major gifts is something you want to pursue.

Here are some things to think about if you are new to major gifts fundraising:

1. Learn as Much as You Can About the Profession

Read books, blogs, white papers, and talk to other major gift officers and managers who have been in this work for a while. Understand trends in the nonprofit space. There is a ton of good information out there that is free. Go find it.

2. Discover Everything You Can About Your Organization

I have known way too many major gifts fundraisers who don’t know all that their organization does. They don’t have a grasp on all the projects and programs the nonprofit runs. This is a problem because how can you eventually match a donor’s passions and interests with your organization’s programs if you don’t know how to speak intelligently about them? You can’t. As a major gifts fundraiser, you have to know your donor and you have to know your programs.

3. Talk to Donors

If you’re new to the organization, start reaching out to donors immediately. You don’t have to know everything yet about your organization to start introducing yourself to donors. You aren’t asking them for anything other than their time to tell you why they’re passionate about your organization’s mission. I don’t get it when I hear from a new major gifts officer who has been on the job for five months and has yet to meet with a donor. That tells me fundraiser isn’t going to make it. Remember, it’s about knowing donors and the program.

4. Have a Structure

From the very beginning, please understand that without a proper structure you’ll have a very difficult time succeeding as a major gifts officer. I cannot stress this enough — you will wither and die on the vine without a structure. It’s everything.

5. Find a Good Manager

If you’re new to major gifts, you need a manager who will keep you accountable and focused on your revenue goals with your donors. I know it may sound harsh, but I want to tell you now. You may think you can do this work on your own, but that is foolish thinking. I have worked with some great major gifts officers over the years, and they accept and welcome solid management of their work.

6. Find a Mentor

This is someone who is (usually) not your manager, but it could be. Find someone who is a veteran in this work and who you respect. Reach out and ask if this person would mentor you. Now you have someone who you can freely ask any question, seek out advice and hear stories about their mistakes.

7. Befriend Your Colleagues

It could be easy as a major gifts fundraiser to be out on your own. But to provide outstanding donor experiences, you also have to have solid relationships with your colleagues, especially those in finance and programs. Really, in all areas you’ll need to form strong relationships with colleagues because they’re going to help you with your portfolio. You’ll need solid reports on impact, stories from the field and solid numbers for proposals. You’ll make it so much easier on yourself if you have good relationships with the people within the organization who provide that information. Plus, you’ll naturally be building a culture of philanthropy by including them in work with your donors.

When you’re new to the profession — or new to an organization — it can seem overwhelming. But if you prepare well and have a solid understanding of what you need to succeed first, it will be much easier to transition into this new position. Use these seven ideas to start the right way!