You might need to shake up your staff’s way of thinking.

By Betty Ann Copley Harris

But the burden to cultivate large gifts rests squarely on the shoulders of your staff.

Just imagine the intensity of work, staff time and costs required to raise $5 million, relying solely on small gifts from thousands of donors through direct mail, telemarketing and special-event appeals.

One organization we’re working with does just that, and while it recognizes the need to invest in major-gifts and planned-giving initiatives, it is struggling with the shift to get there.