Major Gifts

The Director of Development is responsible for creating and sustaining a strong and dynamic pipeline of prospects capable of making significant contributions. This involves identifying new potential donors, evaluating their giving capacity and interest, and ensuring each prospect is properly qualified before entering the portfolio. A healthy pipeline ensures that the major gifts program has long-term sustainability and steady movement of donors through cultivation stages toward eventual solicitation.

Cultivation is at the heart of major gifts work, and the director plays the lead role in nurturing authentic, strategic relationships with high-value donors. This requires regular personal engagement, well-planned touchpoints, and deep listening to understand donor motivations. The goal is to build trust, align organizational priorities with donor interests, and prepare prospects for a meaningful philanthropic partnership.

The Director of Development oversees and often directly conducts the solicitation of major gifts. This includes developing tailored solicitation strategies, determining optimal timing, and coordinating or leading the actual ask—often in partnership with the Executive Director or board members. Successful solicitation requires preparation, confidence, and a clear understanding of donor readiness and organizational priorities. This task directly drives major gift revenue and long-term donor commitment.

Stewardship ensures that major donors feel appreciated, informed, and valued after making a gift. The director ensures every major donor receives personalized, timely recognition and sees the impact of their generosity. This includes impact reports, tailored updates, and thoughtful engagement that reinforces the donor's relationship with the organization. Strong stewardship increases donor loyalty and sets the stage for future major gifts.

Major gift fundraising often requires coordination with the Executive Director or board members, and the Director of Development leads this strategic collaboration. This involves advising leadership on donor strategies, preparing them for meetings, coordinating talking points, and ensuring roles are clear during cultivation and solicitation. Effective collaboration strengthens donor relationships and maximizes the impact of leadership's involvement.

Major donors expect individualized opportunities that connect their philanthropic goals to the organization's needs. The director designs customized giving pathways, gift proposals, and engagement plans that reflect donor interests and giving history. This strategic tailoring transforms general fundraising language into compelling, donor-specific opportunities that motivate significant, often multi-year commitments.

Accurate documentation is essential for effective strategy, continuity, and forecasting. The Director of Development records all donor interactions, updates prospect plans, and ensures that portfolio status and revenue projections are current. This enables informed decision-making, supports internal coordination, and ensures nothing falls through the cracks in the cultivation or solicitation process.

The director continually evaluates the major gifts program to ensure it remains effective, donor-centered, and aligned with industry best practices. This includes assessing donor behavior trends, reviewing program performance, and identifying strategic improvements such as portfolio adjustments or new stewardship approaches. The goal is continuous refinement that strengthens the program's long-term impact and revenue potential.

Major gift donors require tailored communication that reflects their interests, history, and importance to the organization. The director oversees the development of customized proposals, impact reports, briefings, and updates that speak directly to each donor's motivations. This high-touch communication is essential for cultivating trust, reinforcing value, and advancing donors along the major gifts pipeline.