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.

Schedule

Developing Major Gifts is offered in-person in multiple cities or online.

In-person Schedule

The in-person class is three days in length.

• Day 1: 8:30 a.m.–5 p.m.
• Day 2: 8:30 a.m.–5 p.m.
• Day 3: 8:30 a.m.–5 p.m.

Online Schedule

The online course is six weeks in length.

Each week you'll have a course module to complete. Each module consists of:

• readings from a PDF study guide
• viewing a pre-recorded narrated presentation
• completing a 10-question quiz where you must score a 7 or higher
• engaging in forum discussions with others
• and submitting assignments.

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