Developing Major Gifts

Raise more money by receiving more major gifts. Consistent donors can become major donors when you effectively implement the Eight-Step Major Gifts Management Cycle. Identify and utilize your own communication strengths when meeting with donors to develop major gifts and increase your fundraising success.

AGENDA

DAY ONE

• Introductions and Expectations
• Course Introduction
  • Annual Gift and Major Gift Differences
  • 8 steps overview and explanation
• Ethics Introduction
• Organizational Readiness for Major Gifts
  • Giving Predictors and Drivers
• The Case for Major Gifts
• Major Gifts Team
  • Leadership
  • Volunteers
• Adjourn

DAY TWO

• Major Gifts Engagement
  • Identification
  • Qualification
• Introduction to Interpersonal Communication Style
  • DiSC Personality Assessment
  • How DiSC applies to MG work
• Donor Motivations and Engagement
• Ethics Case Study
• Reflections
• Adjourn

DAY THREE

• Development of Engagement Plan
  • Gift Vehicles
  • Cultivation
• Acknowledgement/Recognition
  • Stewardship
  • Renewal
• Solicitation and Negotiation
  • Language of Solicitation
  • Solicitation Exercise
• Success Measurement through Metrics
• Guided work through the Major Gifts Plan
• Course Wrap-Up, Graduation
• Adjourn

ONLINE COURSE AGENDA

Week 1: Introduction, Ethics and Readiness

• Readings
• Narrated Presentation
• Quiz
• Assignment: Ethics Case Study
• Assignment: Organizational Assessment
• Assignment: Discussing Your Work

Week 2: Donor Motivation, The Case and The Team

• Readings
• Narrated Presentation
• Quiz
• Assignment: Complete Your DiSC Profile
• Assignment: Building a Fundraising Team
• Assignment: Discussing Your Work

Week 3: DiSC and Personality Styles

• Readings
• Narrated Presentation
• Quiz
• Assignment: Dorothy Martin Case Study
• Assignment: Discussing Your Work

Week 4: Major Gift Management Cycle Part I

• Readings
• Narrated Presentation
• Quiz
• Assignment: Identify a Prospect
• Assignment: Discussing Your Work

Week 5: Major Gift Management Cycle Part II Solicitation

• Readings
• Narrated Presentation
• Quiz
• Assignment: Identify a Prospect, Part II Assignment: Discussing Your Work

Week 6: Planning and Measurement

• Readings
• Narrated Presentation
• Quiz
• Assignment: Fundraising Goals
• Optional Assignment: Long-Range Planning Model
• Assignment: Discussing Your Work
• Assignment: Course Evaluation

### You’ll learn how to

• Use your mission to motivate volunteers
• Develop an organizational vision for major gifts
• Organize your major gift program
• Provide and cultivate leadership for your major gifts program
• Help volunteers overcome their resistance to asking for gifts
• Respond to objections in your presentation
• Define the roles of board and staff in major gift fundraising
• Manage the eight-step major gifts process
• Use current research to guide your approach
• Forge leadership partnerships

What you’ll receive

• Planning outlines
• Vision statement outline
• A comprehensive, easy-to-understand study guide with background reading