Chapter 33: Co-creating Major Gifts

Transformational gifts are the result of deliberate and personalized work by a fundraiser deepening the relationship between a benefactor, a nonprofit and an important and compelling idea worthy of investment. Excellent major gift work allows organizations and benefactors to enter a partnership, adding meaning to the benefactor’s life while attracting gifts of significance for organizational priorities. Fundraisers’ social skills, such as an empathic mindset, are critical assets in managing the relationship with the benefactor, and fuel an inquiry driven process that reveals the interests and values of the donor as well as areas of philanthropic interest. This process is part of a larger cycle, which aids long-term relationship development and management, from identification of the potential benefactor, through thoughtful engagement, solicitation, stewardship of gifts, and renewal of the relationship. Major gift programs have a high return on investment but need to be managed thoughtfully with a benefactor-centric, relationship-based, and inquiry-driven approach backed by data. Discretion and the best interest of the donor and organization are paramount, and careful data management, evaluation of fundraiser activity, and resource allocation are important considerations.