Major Gifts

Bequest programs are a fundamental building block of any planned giving program and for good reasons: They are simple to establish; they represent the largest segment of planned gifts (over 65 percent by some estimates); and they do not change the donor’s life one iota...

Have you ever wondered why you’re not getting larger individual donations or funder awards? It is perplexing isn't it?  You did your research and you knew that the donor/funder made larger gifts, but they haven’t made them to your agency! This is frustrating. You wonder, "Was it how we asked? What happened?"...

It was the late 1980s. I was a guest in the home of a Fortune 500 executive in Vail, Colo. It was a cavernous house where, on several occasions, I got lost trying to navigate my way back to the guest quarters. I was invited to this couple’s house to brainstorm new ways they could help the organization they loved attract more donors. They had come to know and trust me because of my work with the organization...

Today, I want to get positive and practical, and talk about the anatomy of a great major gift job description. You may find these suggestions simple—and that’s fine. One thing for sure, they are not simplistic; a good job description is complex and serious, but that does not mean it needs to be long and detailed...

Do you wish you knew the secrets of building stronger relationships with people who might give large gifts to your organization? Do you feel a bit intimidated by people who have lots of money? Do you feel as though you can’t be the real you with donors, because your relationship with them is based on wanting their money? Chances are good that if you weren’t in the fundraising business, you’d never meet or speak with people like your major donors...

Do you ever come home after a party and realize that no one at the party ever asked you anything about yourself? Do you find that this is a reoccurring situation? I don’t know about you, but I find that most people I come in contact with are just not very curious...

You’re focused on inspiring donors to give today, right?  It’s not surprising. It’s how we’re wired as fundraisers. Our organizations are tackling urgent needs, and we’re held accountable to make those budget numbers!...

Most major gift officer job descriptions have everything in them, but the kitchen sink. And besides being really irritating, it actually hurts the MGO and what the organization is trying to do in major gifts...

At Veritus, we have worked with many major gift officers who, when we ask how it’s going with meeting and deepening their relationships with donors, we get a response like this: “Well, I haven’t been having much donor contact. I’m just not finished with all my planning for my caseload, and I have to get my goals done. And I really need to get more understanding of our programs... then I’ll be able to visit and get to know my donors.”...

We all talk about the need for relationship in major gifts. And we all know that relationship is the key to success—servicing the desires and dreams of the donor in an ethical, sincere and caring way is what will cause a generous financial response...