In fundraising, a donor parts with money when he or she perceives that the “price” being “paid” is worth what happens when the money is used. The donor is giving a sum of money for something, and it is right for him or her. This is a key concept that you, as a major gifts officer (MGO), should pay attention to when designing asks for your caseload donor. What is right for the donor as it relates the amount you propose to ask for?...
Richard Perry
“I don’t understand why the donor stopped giving,” the major gift officer (MGO) said. “They seemed so interested in what I had proposed last year. They gave and they have been silent ever since.” Stop and analyze each part of this statement...
“Last year more than one million quarter-inch drills were sold – not because people wanted quarter-inch drills, but because they wanted quarter-inch holes.” This often-quoted concept by Theodore Levitt sums up exactly what your focus should be as a major gift officer (MGO). Donors want to solve problems. They do not want to hear all the wonderful things about your organization or process...
In major gifts, there is nothing better than a good finance person to be your partner. If you have a good one, pour on the love. They need affirmation just like you do, and they do not get enough of it. If you have a bad one, try to win them over through education, information and appreciation...
One of the most difficult aspects of fundraising is getting enough program impact information to give to the donor. And the amazing thing is that most managers and leaders find more value in investing on the front end of fundraising than they do in putting resources into the back end (servicing donors after they give)...
Below is a perfect example from our colleague Diana Frazier on how she advised a MGO to use a news story to support a major gift ask.
Whether you are in social services or any of the scores of nonprofit causes that exist today, you can feel deeply about it.
Most decisions are driven by emotion, not logic. And that is how you need to approach your work in major gifts.
Several blogs ago, I explained why I object to using the word “prospect” when someone talks about a donor.
The general operating rule we suggest in this situation is to serve the person whose interests and passions match those of yours.
There are two words in fundraising that cause my stomach to tighten every time I hear them: “prospect” and “annual.”
There’s a lot of chatter about developing a culture of philanthropy. And quite a few people have pretty good ideas on how to do it.
Crediting for major gift pledges won’t work, which is why we suggest that you celebrate securing the pledge.
We believe a focus on helping donors fulfill their passions and interests through the organization is a far better approach.
We are often asked if corporations/businesses and foundations should be included in a major gift program.
