Skip to main content

Planning and Implementing Your Major Gifts Campaign

Planning and Implementing Your Major Gifts Campaign

Suzanne Irwin-Wells

ISBN: 978-0-787-95708-7

Dec 2001, Jossey-Bass

160 pages

Select type: Paperback

In Stock



Planning and Implementing Your Major Gifts Campaign is part of the Excellence in Fund Raising workbook series. This much-needed guide is designed to help fund raisers demystify the process of major gifts fund raising and conduct a major gifts campaign that will get results. Using an accessible workbook format, Suzanne Irwin-Wells, a well-respected fund raising expert, shows step by step how to identify prospects, select and train volunteers, increase the confidence of solicitors, and plan and implement an effective major gifts campaign. The book is filled with helpful worksheets, checklists, and real-life examples.

Buy Both and Save 25%!

This item: Planning and Implementing Your Major Gifts Campaign

Preparing Your Capital Campaign  (Paperback $46.00)

Original Price:$91.50

Purchased together:$68.63

save $22.87

Cannot be combined with any other offers.

The Excellence in Fund Raising Workbook Series Set, Set contains: Case Support; Capital Campaign; Special Events; Build Direct Mail; Major Gifts; Endowment

This item: Planning and Implementing Your Major Gifts Campaign

Developing Your Case for Support

(Paperback $38.95)

Building Your Direct Mail Program: Excellence in Fund Raising Workbook Series

(Paperback $32.00)

Planning Special Events

(Paperback $43.00)

Planning and Implementing Your Major Gifts Campaign

(Paperback $45.50)

Preparing Your Capital Campaign

(Paperback $46.00)

Building Your Endowment

(Paperback $40.00)

Original Price:$245.45

Purchased Together:$140.00

save $105.45

Figures, Exhibits, and Worksheets.


The Author.

1. Understanding Major Gifts.

Major Gifts and the Fund Raising Cycle.

The Donor Pyramid.

The Characteristics of Major Gifts.

Where Major Gifts Fit in an Integrated Development Plan.

Ongoing Major Gifts Efforts.

The Major Gifts Campaign.

Working Together to Solicit Major Gifts.

2. Preparing for Major Gifts.

Fostering a Philanthropic Attitude.

Developing a Case for Support.

Developing the Campaign Case.

Fulfilling the Role of Campaign Manager.

Assessing Your Organization's Database.

Planning Your Campaign Materials.

Checklist for Success.

3. Setting Goals.

Creating a Gift Chart.

Responding When the Total Is Less Than You Need.

Using the Gift Chart to Plan the Campaign.

4. Identifying, Qualifying, and Rating Potential Donors.

Understanding What Makes a Major Gifts Prospect.

Why You Can't Solicit Everyone for a Major Gift.

Determining How Much You Can Ask Prospects to Give.

Hiring a Research Firm or Consultant.

Keeping Track of Your Findings.

5. Budgeting for Your Campaign.

Understanding Why Budgeting Is Important.

The 1-2-3-4 of the Budgeting Process.

How Much Your Campaign Should Cost.

Figuring Out What Things Will Cost.

Drafting Your Budget.

Monitoring and Correcting Your Budget.

Paying for Expenses.

6. Identifying, Recruiting, and Training Volunteers.

Understanding the Importance of Volunteers.

Three Main Roles for Campaign Volunteers.

Finding and Recruiting Volunteers.

Training Volunteers.

The Only Thing Worse Than Training Volunteers Who Do Nothing.

Supporting Volunteers with Volunteer Kits.

Dealing With and Preventing Unproductive Volunteers.

7. Cultivating Relationships with Major Donors.

Defining Donor Cultivation.

Understanding the Cultivation Connection--Your Bridge to Success.

Who Cultivates Donor Relationships.

Common Objections to Cultivation.

The Hardest PartGetting Prospects to Attend.

8. Soliciting Major Gifts Prospects.

Assigning Prospects to Volunteer Solicitors.

Testing Prospect Readiness.

Finalizing Prospect Information.

Arranging Appointment Logistics.

Developing a Script.

Asking for a Specific Amount.

Overcoming Prospect Objections.

Getting Beyond Fear.

Increasing Your Comfort Level.

Reviewing What to Say During the Appointment.

9. Monitoring Your Campaign.

Holding Campaign Committee Meetings.

Managing Ongoing Reporting.

Evaluating the Campaign.

Jump-Starting a Stalled Campaign.

Taking Action When the Gifts Don't Come In.

Celebrating Your Success.

10. Staying on Track.

Understanding the Campaign Calendar.

Selecting What Goes into the Calendar.

Creating Your Campaign Calendar.

11. Providing Stewardship for Major Donors and Their Gifts.

Defining Stewardship.

Shouldering the Responsibility for Stewardship.

Useful Publications.

" a book that every development officer and board member should read." (, 2/19/03)