Over the years, JGA has often been asked to help nonprofit organizations move from a transactional fundraising model – focused heavily on direct mail and special events – to a long-term sustainability model. The latter approach is based on building donor relationships that encourage and create meaningful opportunities for philanthropic investment in an organization. A key to success in this relationship-building, major gifts-focused model is a formal prospect management approach.
How do you put in place such a system? What actions need to be taken to formalize an ongoing program of major gifts fundraising? The following are four fundamental steps in implementing a systematic approach to major gift development: