No Major Gifts Program? No Problem. Here's How to Start.

Does the idea of major gifts feel like something reserved for huge, hundred-year-old institutions with massive endowments? Let's bust that myth right now.

Starting a major gifts program is the single most powerful growth strategy your nonprofit can deploy. Think of it as launching a high-return venture within your organization. It requires a founder's mindset, a smart business plan, and the courage to make a strategic bet on relationship-based fundraising.

Whether you're a one-person development shop or just realizing the untapped potential in your database, this is your guide on how to start a major gifts program. Let’s build this thing from the ground up.

Making the Case for a Major Gifts Program to Your Board

Before you can launch, you need investors. Your board of directors are the venture capitalists for this new initiative. You aren't just asking for permission; you are delivering an investor pitch for a high-return opportunity that will secure the future of your mission.

Your "pitch deck" must be clear, compelling, and data-driven:

• Showcase the ROI: Explain that raising $100,000 through major gifts requires far fewer resources and builds deeper relationships than raising the same amount through a gala or a mass-market mailer. It's the most efficient form of fundraising, period.
• Reveal the Hidden Treasure: Analyze your own database. Show them, "We have 50 donors who have given consistently for 5+ years. We have 25 donors who have given over $1,000 cumulatively. There is massive, untapped potential right here."
• Present a Phased Vision: Don't promise millions overnight. Present a realistic 12-24 month vision for building a major donor program, starting with identifying prospects and building relationships, and leading to the first major gift asks.

Frame this as the strategic investment it is, and your board will see the undeniable logic.

Setting Realistic Goals and a Budget for Your New Program

Every successful startup needs a solid business plan. Hope is not a strategy. For a new program, especially for small nonprofit major gifts, your initial goals should be focused on activity, not just dollars.

• Year 1 Goals (Activity-Based):
• Identify and qualify 100 major gift prospects from your existing database.
• Conduct 50 face-to-face "discovery" meetings.
• Secure 10-15 major gifts of $1,000 or more.
• Your Budget (An Investment, Not an Expense):
• Time: The biggest initial investment is staff time (likely the Executive Director or Development Director).
• Tools: Modest budget for prospect research tools and CRM upgrades.
• Travel/Events: A small budget for coffee meetings and a few simple, high-touch stewardship events.

This becomes the foundation of your fundraising plan for a small nonprofit—a plan grounded in achievable actions that build momentum and lead to long-term success.

The First 90 Days: A Launch Plan for Success

The first three months are critical for gaining traction. This is your go-to-market strategy for starting major gifts from scratch. Your focus should be on discovery, qualification, and building internal systems.

• Month 1: The Discovery Phase
• Action: Run reports and identify your top 50-100 potential prospects (based on loyalty, cumulative giving, etc.).
• Action: Draft a powerful one-page case for support you can share with donors.
• Action: Create custom fields in your CRM to track prospects, moves, and relationships. Get organized!
• Month 2: The Outreach Phase
• Action: Begin making introductory calls. The script is simple: "Thank you so much for being a loyal supporter. I'd love to grab coffee to learn more about why you give and share some exciting updates." This is not an ask!
• Action: Engage your board members. Give them a short list of loyal donors to call and thank.
• Month 3: The Momentum Phase
• Action: Conduct your first round of face-to-face meetings. Your only goal is to listen and learn.
• Action: Qualify your prospects. Based on your meetings, decide who has the capacity and inclination to become a major donor.
• Action: Identify 3-5 prospects who seem ready for an ask in the next quarter.

When to Hire Your First Major Gift Officer

A founder can only wear so many hats for so long. As the program grows, you'll reach a point where a dedicated Major Gift Officer (MGO) is no longer a luxury—it's a necessity for growth.

Here are the milestones that tell you it's time to hire:

• Your Pipeline is Full: You have identified 100-150 qualified prospects who require consistent, personal cultivation.
• The ED is at Capacity: Your Executive Director is spending more than 25-30% of their time on major gifts and can no longer manage the pipeline effectively while running the organization.
• The ROI is Clear: You can realistically project that a new MGO will be able to raise 3-4 times their salary within 18-24 months.

An MGO isn't overhead. They are a dedicated revenue-generating engine that will take your building a major donor program to the next level.

Essential Tools and Resources for a Growing Program

Every modern startup needs a good "tech stack" to operate efficiently. You don't need to break the bank, but investing in a few key tools will pay for itself many times over.

• A Solid CRM: This is non-negotiable. Whether it's a nonprofit-specific platform like Bloomerang or a more general tool like Salesforce, you need a central source of truth to track relationships, actions, and gifts.
• Prospect Research Tools: Start with free resources like LinkedIn and Zillow. As you grow, consider investing in a subscription service like DonorSearch or WealthEngine to get deeper insights.
• Proposal & Stewardship Templates: Create simple, professional-looking templates for your gift proposals and stewardship reports. This saves time and ensures a consistent brand experience for your donors.

Learning how to start a major gifts program is a journey of strategic steps. Start today, build momentum, and you will unlock a level of funding—and mission impact—that you've only dreamed of.

Your Path to Major Gift Mastery

If you are ready to move from knowing the theory to executing a proven plan with confidence, the Major Gift Training Program was designed for you. It is a comprehensive, step-by-step system that gives you the tools, templates, and coaching you need to succeed.

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The Ultimate Guide to Major Gifts Program | The Major Gift Officer | Identifying and Qualifying Prospects | Cultivating Donor Relationships | The Art of the Major Gift Ask | Stewardship and Donor Retention | Building a Program from Scratch | The Role of Technology | Common Challenges | Case Studies