Major gift officers should be evaluated based on the number of meaningful connections they create with donors. A meaningful connection moves the relationship forward toward a gift.
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Don’t assume your board members will automatically give major gifts. Treat them like all of your major donors and you will see tremendous generosity and commitment to your mission.
“…This donor has a ton of money, and I thought I would be much further along by now.” The question we ask in these situations is “how are you setting your expectations?”…”
Great MGOs are humble, confident, kind, openhearted, accepting of structure and counsel, and they hold the organizations they work for in high regard. “The Gunslinger” is a different breed entirely.
The relationship between a fundraiser and a donor starts with the fundraiser – you must get your own attitude right if you want a productive relationship with others.
Organizations that keep their major gift officers – all of them, and I mean ALL of them – have a clear set of boundaries and a structure that the MGOs are asked to work within.
I asked a great major gift officer to tell me what a typical day looks like, so I could share it with you, to give you an idea of how an extraordinary MGO goes about her day.
Major gifts work is all about staying focused on the plan and working it. Let me say it clearly: no discipline, no growth.
There are very few reasons for failure in the major gift business. MGOs either aren’t right for the job, the nonprofit fails to support her properly, OR the right MGO is doing the job in the WRONG way.
