Major Gifts

There are many ways to prospect for potential major donors. But to really uncover opportunity, there is no substitute for being out in the field.

It is very important to have a clear handle on what your caseload value currently is and if that number is meeting the expectations of management. If you're a manager reading this, please take the time to have a discussion with your good MGO and arrive at a mutually acceptable number for his or her caseload. It will build confidence and help the MGO focus on taking care of donors, which is exactly what you want.

Life is full of reciprocity. Be someone whom people know by knowing them, and for those of us in the nonprofit and fundraising arena, be sure that you are known by your board, top donors, potential major donors and colleagues!

We believe that managers actually need to manage their major-gifts officers. Sadly, the state of management in the nonprofit sector is sorely lacking. It's just very rare to come across a good manager who really knows how to develop people.

You may not be able to substantially change the course or leadership culture of the organization you work for. But you can change the style, tone and content of your relationship to your caseload donors.

It can be awful doing the work, even having actual meetings with major donors, and still not have the fundraising results you expect. Here are three tweaks I find help my coaching clients get back on track to reaching their fundraising goals.

You have no choice other than to report back to donors — not if you want to grow and not if you want to make your donors happy.

Major-gifts and planned-gifts officers constantly seek ways to engage with prospects and donors. Every technique is used on a daily basis to identify, rate and screen prospects.

One question could be the most important question you will ever ask. Do you ask it — or know what it is?

Remember, everyone wants the donors on your caseload. What are you going to do to stand out?