“I was in sales for 15 years, and I just got hired to be a non-profit major gift fundraiser. What should I do to learn how to do this work?”
“I was a development director for 10 years in a very small shop, and now I’ve moved on to become an MGO at a larger organization. What is your advice on what to focus on first?”
Richard and I get these types of questions all the time. We believe that over the next 10 years, major gift fundraising will grow rapidly and become more sophisticated and donor-centered, as non-profits realize it will be the strategy they need to expand and grow their programs.
Obviously, we’re excited about that at Veritus, but it also presents challenges – because the demand for good major gift fundraisers will be high, and the hiring pool will be less experienced.
This will put pressure on you to get up to speed rapidly on how to do major gifts properly – both if you are new to non-profits, or if you’ve had another position within a non-profit and you believe major gifts is something you want to pursue.
Here are some things to think about if you are new to major gift fundraising:

1. Learn as much as you can about the profession. Read books, blogs, white papers, and talk to other major gift officers and managers who have been in this work for a while. Understand trends in the non-profit space. There is a ton of good information out there that is free. Go find it.
2. Learn everything you can about your organization. Richard and I have known way too many major gift fundraisers who don’t know all that their organization does. They don’t have a grasp of all the projects and programs the non-profit runs. This is a problem, because how can you eventually match a donor’s passions and interests with your organization’s programs if you don’t know how to speak intelligently about them? You can’t. As a major gift fundraiser, you have to know your donor, and you have to know your programs.
3. Talk to donors. If you’re new to the organization, start reaching out to donors immediately. You don’t have to know everything yet about your organization to start introducing yourself to donors. You aren’t asking them for anything other than their time to tell you why they’re passionate about your organization’s mission. I don’t get it when I hear from a new MGO after being on the job for 5 months that they have yet to meet with a donor. That tells me they aren’t going to make it. Remember, it’s about knowing donors and program.
4. Make sure you have a structure (or ask for a structure) when you start working as a major gift officer. From the very beginning, please understand that without a proper structure you’ll have a very difficult time succeeding as a major gift officer. You can find the proper structure here. Richard and I cannot stress this enough. You will wither and die on the vine without this structure. It’s everything.
5. You need a good manager. If you’re new to major gifts, you need a manager who will keep you accountable and focused on your revenue goals with your donors. You may think you can do this work on your own, but that is foolish thinking. I know that sounds harsh, but I want to tell it to you now. Veritus has worked with some great MGOs over the years, and they accept and welcome solid management of their work.
6. Find a mentor. This is someone who is (usually) not your manager, but it could be. Find someone who is a veteran in this work, whom you respect. Reach out to them and ask if they would mentor you. Now you have someone to whom you can freely ask any question. Get advice, and ask them to tell you stories of their mistakes.
7. Befriend your colleagues. It could be easy as a major gift fundraiser to be out on your own. But to provide outstanding donor experiences, you also have to have solid relationships with your colleagues… especially those in finance and in program. Really, in all areas. You’ll need to form strong relationships, because they’re going to help you with your portfolio. You’ll need solid reports on impact, stories from the field, and solid numbers for proposals. You’ll make it so much easier on yourself if you have good relationships with the people within the organization that provide that information. Plus, you’ll naturally be building a culture of philanthropy by including them in work with your donors.

When you’re new to the profession – or new to an organization – it can seem overwhelming. But if you prepare well and have a solid understanding of what you need to succeed first, it will be much easier to transition into this new position. Use the seven ideas above to start the right way! 
Jeff
PS — One way that many new major gift fundraisers have started their career is by taking our “Certification Course for Major Gift Fundraisers.” Find out more here!