1. Unlock Your Major Gifts Potential

2. Strategic Plan
Needs Analysis
Feasibility
Commitment

3. Keys to Major Gifts Success

4. Essential Need Defines a clear, strategic vision of the future
Confirms role and scope of private-sector funding to achieve the desired future
Addresses assessed needs of community and constituents
Aligns with donor values and priorities
Specifies new or improved benefits for constituencies
Drives fund-raising goals

5. Compelling Case
Describes the organizational uniqueness, competencies, and achievements
Outlines needs, opportunities, solutions, and vision for the future
Focuses Outward
market-driven
external perspective
based on impact not process
Focuses on Constituents
based on their goals and aspirations
empowers constituencies

6. Influential Leadership
Based on interest, involvement, influence, and affluence.
Enthusiastic about the mission, case for support, and the fundraising effort.
Able and willing to attract and inspire others (peers) to get involved.
Willing to speak, give, and ask.

7. Sufficient Prospects
Qualified individuals, corporations, foundations, organizations with a philosophical rationale for involvement and support.
Evaluated from a donor-centric perspective – matching the motivations and interests of the donor to the needs of the organization.
Aligned with fundraising goals and objectives based on affinity, propensity, and capacity.
Sequentially selected and matched with right and best solicitor(s)

8. Detailed Plan of Action
Clear beginning and end with timelines for each phase of the process
Specific, measurable, data-driven objectives.
Coordination of interdependent elements, divisions, and resources.
Management of time, people, and money.

9. Sound Management
Day-to-day management of campaign plan, processes, personnel (paid and volunteer), timelines, budgets.
Advise and guide CEO, Board, and volunteers at each step of the plan.
Oversee back-office development office processes, services, records, and reports.
Chief cheerleader, ethics enforcer, and traffic cop.

10. Organization-Wide Responsibility
BOARD(S)
CEO
DEVELOPMENT
FINANCE
TECHNOLOGY
MARKETING
PROGRAM
SUPPORT
STAFF

11. Keys to Effective Solicitation

12. Sequence and Timing Donor-Centric Identification Evaluation & Research
Interest & Involvement
Solicitation
Commitment
Acknowledgment
Recognition
Renewal
Donor-Centric

13. Essential Research Questions
Values
Why are they attracted to your mission?
WHY?
Interests
What do they want (or are likely) to support?
WHAT?
AMOUNT?
Capacity
How much are they able to give?
HOW?
Demographics
How are they likely to make their gift?
WHEN/WHERE?
Lifestyle
When and where should they be asked?
WHO?
Relationships
Who should be involved in asking?

14. Putting It All Together

15. Development Plan Fundraising Objectives and Goals
Fundraising Strategies and Structures
Case for Support
Marketing, PR, and Communications
Gift Tables
Prospect Identification, Research, and Evaluation
Prospect Relationship Management
Volunteer Enlistment and Training
Solicitation Methods and Materials
Donor Commitment Processes
Gift Tracking and Reporting Systems
Donor Acknowledgment and Recognition
Donor Stewardship and Renewal

16. Unlock Your Major Gifts Potential