1. 365 Days Towards Becoming a Successful Major Gift Officer
The First Year:
365 Days Towards Becoming a Successful Major Gift Officer
Lessons for Managers and MGOs Alike
Michael Russell Courtney Billing
University of Minnesota Foundation Minnesota Medical Foundation

2. Building a Successful MGO
The First Quarter
Building a Successful MGO

3. The Importance of Pre-Hire Planning
Opportunities and Pitfalls of Newcomers
Expectations for Success
Portfolio Building

4. Core Values For Success
Relationship-Oriented
External Focus
Consistency
Follow Through
Passionate
Integrity

5. On Boarding a New Gift Officer
Develop a comprehensive training schedule to introduce your new hire
Beyond “staff introductions” – think “curriculum”
Build a specific set of learning objectives

6. Building a successful MGO team (even if only of one)
MGO portfolio prospect assignments
Initiatives, regions, capacity
Set clear standards for contact reports and monthly goals (e.g., minimum 12 f2f visits)
Establish annual goals and performance metrics

7. The Second Quarter Diving in

8. Find A Teacher Mentoring Executive Team Interaction
Internal or external experienced fundraiser
Consider a donor mentor as well
Executive Team Interaction
Mission, vision, values, and future strategy
Board Introductions
Minimum of meeting one Board or Committee member

9. Getting to know your program(s)
Internal immersion
Tours and meetings with knowledgeable staff/program officers
Conversations re: vision and strategy with organization leadership
External Immersion
Dialogues with constituents and “alumni”
Minimum of one board member or established donor
COURTNEY

10. So Now You’re a Major Gift Officer…
The Third Quarter
So Now You’re a Major Gift Officer…

11. Finding Success in Fundraising
Two Primary Components to a Development Position:
External: Relationship Management
Internal: Prospect/Portfolio Management
The Hardest Parts of the Job:
Getting the Appointment
“Asking” for the Gift

12. Major Gift Donor Profile
Ability – to make a contribution of $25k, $50k, $100k+
Affinity – an interest in organization’s work
Accessibility - willing to meet and hear about organization / connection via board or other individual

13. Taking the Right Steps Prioritize your time and efforts Timing
Focus on your org’s likely MG donors (individuals vs. corporations/foundations)
Timing
Average time to MG = 18 months – 2 years
Donors in stewardship
Important part of 1st yr. portfolio, potential source of future gifts

14. Picking Up the Phone Keep it short and sweet Introduction
(If not a good time,…)
Purpose of call
Brief explanation of who you are, why you want to meet, and when you can meet
If Day Does Not Work…
Closing and confirmation

15. Hallmarks of Successful First Visits
Come prepared to ask meaningful questions
Goal of setting future prospect strategy
Be brief – you can ask to stay longer
Begin a dialogue, but listen more than you talk
Conclude with reasons for follow-up and timeline

16. The Fourth Quarter Plan the Work, Work the Plan

17. Organization and Workflow
Working with your Manager
Creating systems and routines
Documenting contacts and measuring results
Donor Strategies and Annual Work Plans

18. Networking and Professional Development
Professional and “Peer” Organizations
Non-Profit Boards and Civic Organizations
Connect with the Super Connectors
“Study Groups”
Development Conferences
Recommended reading

19. New Major Gift Officer Toolkit
Annual Plan Outline with Gift Pyramid
Suggested Performance Metrics for Development Staff
Templates:
Manager One-on-Ones
Contact Reports and Strategies Format
Communication ( s / Letters / Scripts)
First Visit Goal Sheet
Interview Questions

20. Thank you! Questions? Courtney Billing Michael Russell
Minnesota Medical Foundation University of Minnesota Foundation