Major Gift Development: Building a Solid Infrastructure

An effective Major Gifts Department must know its supporters and understand how well each one personally aligns with the mission of the organization. Otherwise, donors might be mismanaged, and giving estimates could be miscalculated.

That’s why we want to help you create clearly defined processes for organizing donors and developing relationships that will help your major gift officers determine how best to relate to each supporter and how much those supporters can be expected to give. 

Erik Rogers, Dunham+Company Chief Strategist of Major Gifts, teaches you how to build an effective infrastructure for gift development in this 3-session course. You’ll learn…

  • How to establish the right size for donor portfolios, depending on your staff and resources.
  • How to set up stage classifications that advance relationships with supporters.
  • How to use your knowledge of each donor to set reasonable giving goals.

This course includes:

Introduction (1 minute)

Your Major Gifts Department needs a defined process for categorizing donors and tracking their relationship with your organization. This will help you determine your current status with donors and estimate future gifts. Dunham+Company Chief Strategist of Major Gifts Erik Rogers uses this introductory session to shed light on three key areas of focus for strengthening your Major Gifts Department’s infrastructure.

Session 1: Establishing the Right Portfolio Size (7 minutes)

How many donors should a major gift officer’s portfolio contain? Well, that depends. In this first session, we examine factors that govern the four different types of portfolios: developing, developed, senior leadership, and CEO. You’ll discover that proper portfolio size depends entirely on your staff and resources.

Session 2: Developing Your Stage Classifications (9 minutes)

Who are the donors in your portfolio? Learn how to organize your major supporters into four progressive classifications that describe their relationship with, and dedication to, your organization. As donors move from one classification stage to another, you can track how they align with your organization and determine how you might best encourage giving.

Session 3: Clearly Defining Your Gift Goals (10 minutes) 

You’ve developed your donor portfolio, and you’ve classified your supporters – so how much can you expect each donor to give? In this session, Erik explains how to evaluate each supporter and estimate a reasonable amount they may give. This will help you create the most accurate gift goals possible for both you and your staff.

Conclusion (1 minute)

Erik concludes the course by reinforcing the importance of a major gift infrastructure and its benefits for your organization. He also recommends Dunham+Company CEO Rick Dunham’s course, If God Will Provide, Why Do We Have to Ask for Money?, which offers a theology of fundraising.

Purchase Major Gift Development: Building a Solid Infrastructure today – and start putting a process in place to advance your donor relationships and encourage greater giving!




J. Erik Rogers

Erik joined the Dunham+Company team in 2016, bringing with him more than 20 years of experience and a skillset that combines fundraising, marketing, advertising, and major gift development with high net-worth individuals. He works with our clients to help them develop and implement the right strategies for major gift development.


Major Gift Development: Building a Solid Infrastructure

$149.00 USD