Major Gifts

The subject of major gift prospecting always causes a bit of controversy anytime Jeff and I talk about it. I suppose that the reason so many pro-prospecting people get mad at us for taking a no-prospect stand is that they truly believe the illusion that “there is just someone out there that we don’t yet…

I talk a lot about ways to raise money and not have to ask for the gift. But, please, don’t get me wrong—there are times it’s important to make the ask. Asking for the gift is part or all of your work if you have the position of executive director; development director; major gifts, planned…

Richard and I believe that no matter what you do, there are people out there who will connect with your mission on an emotional level—even if you don’t think so. By accepting that, and by using emotion in how you talk about what you do, not only will you attract those new donors to your cause, but those you do have will become connected in a much deeper way and will give more.

Today’s question comes from Donna, who wrote: We’re considering hiring a major gift officer. How much should they be expected to raise in the first year? And when can we expect to see a return on our investment? I’m delighted you’re considering hiring a major gift officer. Hiring major gift officers and raising major gifts…

If you find yourself in the discussion of new money or “what have you done for me lately, major gift officer,” then, hopefully, the content of this post will be helpful to you. If nothing else, I hope it will serve as a reminder to seriously value the good donors who are currently in your care. They are good people who have made a commitment to you. They deserve your careful attention, respect and love. Let me explain...

My question to you is, are you really thankful for all of your donors? Do they know how much they are loved and appreciated? Do your donors feel cared for? Here are two true stories that show why the question is so important...

“Thanks for the lunch invitation. I appreciating you visiting with me,” the donor said. Before the gift officer could respond, the donor reached into his jacket pocket and pulled out a check for $3,000. “And before I forget, I wanted to make sure I gave this to you,” he said. The gift was larger than…

Earlier this year, my friend Vu Le suggested on his hilarious (yet pointed) blog, Nonprofit With Balls, that we need a nonprofit-themed reality TV show. He suggested titles like: "Dancing With Program Officers" "Hell’s Charity" "So You Think You Can Run a Nonprofit" "America’s Funniest Fundraising Videos" I think Vu was serious. And I had…

Fundraising is about people, not money. Not that well-meaning organizations don’t continue to make it about money—all the time. Because they do. This truth was on stellar display recently when The Wall Street Journal reported that Duke University had filed a lien on the estate of oil magnate and Duke alumnus, Aubrey McClendon, for the balance of unfulfilled pledges amounting to about $10 million....

Being a major gift fundraiser is one of the toughest careers you could choose. Being a successful one is even harder work. One barrier to being extraordinary in your job is a reluctant CEO or executive director. Conversely, Richard and I have seen amazing CEOs and executive directors who are just waiting on the development team to lead and manage them through the major gift waters, yet the director of development or the vice president of major gifts is not using them properly...