We get asked all the time whether or not a major donor should get fund appeal letters, email solicitations, etc.
Jeff Schreifels
Most nonprofits do not value major gifts and the work it takes to develop one-on-one relationships with donors. If they did, you would see everyone focusing on it.
At Veritus, we believe that creating strategic plans for every donor in your portfolio is critical. All 240 major gift officers who we directly work with all have a plan that will guide them toward achieving their revenue goals.
A gala is not major gift fundraising, nor does it really have anything to do with philanthropy. A gala is a way that nonprofits bring in cash—and in rare cases, enough net revenue to justify having one.
Several months ago, I was sitting around a conference table with a prospective client talking about the process we needed to take to create our donor impact portfolio. When complete, the donor impact portfolio is a list of all the nonprofit organization’s programs and projects...
When we talk to leaders, managers and major gift officers on why they believe they are not seeing growth, it’s apparent by their answers, which leads us to one major conclusion: There is no real relationship with the donor...
First, don’t put an unqualified donor into your portfolio. Put them in another category called a “To Be Qualified” list. This way, you and your manager will not put revenue goals or expectations on you or the donor...
How are you acquiring major donors? If you are concerned about your major gift pipeline, start reviewing how you are currently bringing in new donors and spend the time and energy it takes to start filling that pipeline. Years from now, you will reap that investment...
A couple of years ago, I was helping to manage a major gift officer at a mid-sized nonprofit. Mary (not her real name) was a veteran fundraiser who was struggling with making her revenue goals when I met her. Her manager was concerned...
When Richard and I are out talking to prospective clients, one of the questions they often ask us is, “For the clients you have worked with who were not successful, what was one of the contributing factors?” We love this question...
I think I’m changing my language on how a major gift officer’s approach with a donor who is difficult to engage should be. For years, both Richard and I have said you should be patient, yet persistent with a donor… eventually you will come together...
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17 years ago, I was working at one of the top direct-marketing fundraising agencies in the country. We had just landed a brand-new client, and I was in charge of leading the team to work on their account...
By far, the number one complaint that major gift officers tell us is that they find it very hard getting the donor to engage with them. Not to sound flippant, but… welcome to the world of being a major gift officer. There are so many facets of major gift fundraising that are difficult...
Being small is not an excuse for not having a major gift program. In fact, in many ways, Richard and I find that it’s an advantage. Being small means you know your programs deeply and, because you are working with just a small number of donors, you can really get to know them...
Do you know the one question to ask your major donor that, when answered, will unlock everything you want to know about that donor?...
