Major Gifts

“Last year more than one million quarter-inch drills were sold – not because people wanted quarter-inch drills, but because they wanted quarter-inch holes.” This often-quoted concept by Theodore Levitt sums up exactly what your focus should be as a major gift officer (MGO). Donors want to solve problems. They do not want to hear all the wonderful things about your organization or process...

In major gifts, there is nothing better than a good finance person to be your partner. If you have a good one, pour on the love. They need affirmation just like you do, and they do not get enough of it. If you have a bad one, try to win them over through education, information and appreciation...

If you can build trust, plus expand a personal relationship with a donor while also having the knowledge of their gift capacity and areas of interest, a possible layering can occur. In my context of layering, it is securing a major gift or pledge in one area while asking them for a second gift or pledge in another or same area...

Below is a perfect example from our colleague Diana Frazier on how she advised a MGO to use a news story to support a major gift ask.

Whether you are in social services or any of the scores of nonprofit causes that exist today, you can feel deeply about it.

Most decisions are driven by emotion, not logic. And that is how you need to approach your work in major gifts.

Several blogs ago, I explained why I object to using the word “prospect” when someone talks about a donor.

This past weekend, I read “It’s Not Just About the Donor” by Richard Perry and Jeff Schreifels.

The general operating rule we suggest in this situation is to serve the person whose interests and passions match those of yours.

There are two words in fundraising that cause my stomach to tighten every time I hear them: “prospect” and “annual.”