Major Gifts Intensive 2021

Master the art, science and joy of major gift fundraising.

Implement major gift fundraising by the numbers.

Gain the structure, skills and systems to secure major and principal gifts for your cause.

Close more transformational gifts with the powerful art of conversational asking.

Applications for the 2021 Major Gifts Intensive are currently closed. Please inquire below if you would like to be put on the Early Bird list for our 2022 Intensive.

A systematic, proven major gifts training and coaching program to expand your team’s success.

Develop a long-term productive major gift program that will deliver measurable results for years.

Let Us Know You’re Interested

Welcome to the 2021 Major Gifts Intensive

with Gail Perry and Dr. Kathryn Gamble

A course that gives you a clear plan to move ahead.

We created this course to bring you:

A clear structure based in data.

To bring discipline to the fundraising process.

Asking and closing techniques for major and principal gifts.

Get to the gift conversation more quickly.

Learn forthright direct conversation skills with donors.

To discover the latent capacity of your donors.

A winning mindset.

Stay energized with encouragement and vision, direct from Gail Perry Group leaders.

What will I learn?

2021’s Curriculum is more advanced and faster-paced. Here is a snapshot of what you will take away:

Module 1

The Science of Major Gift Fundraising

Webinar #1: Positioning Your Institution for Success: Your Mindset, Team, Culture

Attitude counts: Creating the million dollar mindset
Major gift fundraising: what it is and what it is not
The skills that successful major gift fundraisers need
The role of discipline in major gift success
Emotional intelligence and fundraising success
Organizing and mobilizing your major gift team
How institutional culture can make or break your MG program
Five must-have elements of a successful major gift program

Webinar #2: Creating and Refining Your Major Gift Plan

Crafting a lead donor strategy in the 2021 environment
Elements of the Major Gift Plan
Shaping donor offers – What are you raising money for?
Analytics: managing your data for results
Creating structure and accountability to measure your progress
Establishing the right metrics to lead you to success
Creating a predictable model for major gifts
Estimating the value and timing of your prospect portfolio
Major gift officer performance in real time, making midcourse corrections

Webinar #3: The Art of Discovery: Prospect Research & Field Research

Adding discipline to the discovery process
The role of prospect research: Looking for the high net worth donor
Net worth vs philanthropic track record
Field research and how it completes the discovery process
Advanced discovery and qualification skills all fundraisers need to know
Qualifying donors over the phone
Creating your priority prospect list
Power discovery questions that reveal your donor’s passions, interests and hot buttons

Module 2

The Art of Major Gift Fundraising

Webinar #4: Managing the Donor Relationship: Designing Strategies that Yield Major Gifts

Sales vs relationship
The donor relationship strategy
Tracking the correct data points on a donor
Advanced prospect management skills to optimize relationships with the right people
The Advice Visit
Creative ways to get the appointment
Fundamentals of skillful conversations
How to tell if your prospect is ready to give early in the game

Webinar #5: Build Deeper Relationships that Lead to Transformational Gifts

Skillful conversation strategies
Tools for cultivating relationships with donors
Mastering the soft skills for major gift fundraising
The role of deeper listening with a prospect
Mastering the zoom visit: virtual etiquette
Having rich conversations with donors that everyone enjoys
Power conversations that always move your donor forward
Never assume: asking your donor the tough questions

Module 3

Closing Major & Principal Gifts

Webinar #6: Preparing Your Donor For a Transformational Gift

Mindset: overcoming anxiety
Presenting your case
Shaping an exciting opportunity
Why people will give when you ask
Dealing with high net worth individuals
Reading the donor’s signals and cues
Testing for the right dollar amount
The questions that lead your donor to offer a gift without an ask

Webinar #7 : Conversation-Based Asking and Closing Techniques

The gift conversation
Five approaches for a transformational ask
Breaking down the steps of a formal ask visit
Step-by-step permission-based asking
Bringing up the topic of a gift
Putting the request directly on the table
The Oblique Ask
Advanced asking techniques

“One of my best “happy ending” stories involves a donor with whom I spent two years repairing a hurt relationship with. She came back with a gift nearly 80% above her previous large gift two and a half years earlier— and revealed she had left us in her will for a $2.5 million bequest gift. All of this was due to careful stewardship of her and good conversation starters taken from Gail Perry Group’s Major Gifts Coaching course.”

Julie Nestingen, Director of Development, Seva Foundation

“What sets Gail and her team apart from their competition is that they get right to the point and get the participants doing the work and applying the principles quickly. Plus, they are a fun and caring group of people!”

Brenda Riehl, Director of Development, Lancaster Health Center

“Gail and Kathryn were so supportive, informative and inspiring, and that was really one of the components in our success. I am delighted to report that we just passed the $1.2 million mark in what we have raised so far to purchase and renovate a building that is adjacent to our campus. How exciting to see the tools and strategies we learned from Gail and Kathryn be turned into a project that will allow us to continue our mission.”

Jennifer King CFRE Director of Advancement, Penn Foundation

“I’m absolutely thrilled with the results, we raised $120,000 in new major gifts and increased gifts from our major donors.”

Brenda Campbell, Secure Futures in Milwaukee, WI

Is this course for us?

This course is for you and your team if want to:

Improve and expand major and principal gift programs to realize significant revenue
Think about a capital campaign, or look to capitalize on changing trends in fundraising
Receive expert guidance and support to hone your program and ensure its success
Learn the best practice building blocks of a smart, stable major gifts initiative
Unlock transformative fundraising success – for the long run
Raise ever-larger gifts to fund your institution’s work

The major gifts methodology we’ll share with you is universally applicable, no matter the size or type of your nonprofit.

What will we get with this investment?

The Major Gifts Intensive 2021 is an advanced, faster-paced course. With your investment your team will receive:
- Seven advanced live webinars with plenty of time for direct Q&A
- Three private 45-minute coaching sessions for your team with a major gift expert
- Three group coaching sessions on specific topics
- Monthly assignments to move you forward and keep you accountable to success
- Supporting materials and videos to enhance your knowledge and skillsets
- Email access to your coaches at any time
- Orientation and wrap-up sessions
- CFRE credit for all course hours
- Complimentary access to our exclusive INSIDERS monthly webinars and resources through July
BONUS SESSIONS

Bonus live webinar #1:

What Board Members Need to Know about Major Gift Fundraising

Bonus live webinar #2:

From the Field: Mastering the Art of Discovery Calls

Bonus live webinar #3:

Capital Campaigns: Using the Major Gifts Intensive to Launch a Campaign

What will my team and I need To commit to?

In order to be successful, you and your team must stay motivated and dedicated. We ask that you and your team commit to:

Attending the seven core instructional webinars and three group coaching sessions
Setting aside at least four days a month (1 day a week) for planning and donor visits
Personally making discovery and cultivation visits to prospective donors
Making a financial investment in the course
Bringing board members to the optional presentation designed for them

What’s our investment?

Get ready to transform your institution’s major gift fundraising fortunes and lead your team to success!

Your team’s investment of $5,900 allows up to 4 registrants from your organization to gain new skills via this 5-month course. Learning alongside your team members will bring consistency to your major gift strategy and build a strong and successful major gift program.

If you would like to register more than 4 people, we can structure a group rate for your team. Reach out to find out more!

Payment plans of $1,180/month are also available.

For any questions about the course please don’t hesitate to contact katie@gailperry.com.

Submit Your Interest Now

Discover how our coaching
has empowered fundraisers to thrive.

Julie Nestingen, Director of Development, Seva Foundation

Brenda Riehl, Director of Development, Lancaster Health Center

Jennifer King CFRE Director of Advancement, Penn Foundation

“I’m absolutely thrilled with the results, we raised $120,000 in new major gifts and increased gifts from our major donors.”

Brenda Campbell, Secure Futures in Milwaukee, WI

“The webinars were an extremely valuable educational tool. Thank you for helping us bring our fundraising to a new level.”

Cari Karns, Director, Memorial Hospital Foundation in Colorado

Frequently asked questions.

When does the program begin?

The program will begin on March 2 with an orientation. Here is the full calendar.

One registration includes up to four team members. What if I have five members who want to participate?

If you have more than four people, please contact us for custom pricing.

What if we want additional private coaching sessions for our team?

We would enjoy working more closely with your team to ensure success. Please contact us for custom coaching pricing.

How long are the webinars?

Each webinar is designed to last 60 minutes, with an additional 15 minutes for open Q&A.

Will I get to meet the other participants?

Definitely! You will be assigned to a smaller group for the group coaching sessions and we will use breakout rooms so you can get to know your peers better.

For any questions about the course please don’t hesitate to contact katie@gailperry.com.

Schedule a Call with Us

Major Gifts Intensive Coaching Clients 2015-20

4KIDS of South Florida
Achievement Centers for Children & Families
ACTION AGAINST HUNGER USA
Adirondack Health Foundation
Alpha Sigma Tau Foundation
American Kidney Fund
American Rivers
Australian Himalayan Foundation
BANANAS
Baptist Children’s Homes of NC
Beaches Emergency Assistance Ministry, Inc. (BEAM)
Blue Deer Center
Big Brothers Big Sisters of the Central Piedmont
Big Brothers Big Sisters of Metro Atlanta
Calvert Marine Museum
Campbell County Healthcare Foundation
CARE House of Oakland County
CASA Child Advocates of Montgomery County
Catholic Social Services
CHI St. Alexius Health Williston Foundation
Chicago Commons
Children’s Advocacy Center for Denton County
Christian Library International
Citizen Advocacy Center
City Rescue Mission
Congo Initiative
Cornerstone Community Housing
Crocker Art Museum
Cross International
Crossroads School, Inc.
De Benneville Pines, Inc.
Eagle’s Nest Foundation
East Carolina University (ECU Foundation)
Eyes Ears Nose and Paws
Families Together
Farmer Foodshare
For Kids’ Sake
Friends of Bonobos/Lola ya Bonobo
Fuller Center for Housing > International- *Americus*
Gathering Waters: Wisconsin’s Alliance for Land Trusts
Georgia Organics
Global Autism Project
Global Fund for Children
GrieveWell

Habitat for Humanity of Bucks County
Halachic Organ Donor Society
Harlem RBI
Hawaii Children’s Action Network
Hema-Quebec Foundation
Henry Ford Health System
Historic Columbus
HODS
Home Sweet Home Ministries, Inc.
Hospice Giving Foundation
Idaho Youth Ranch
Indiana 4-H Foundation at Purdue University
International House
Jhamtse International
Johnston Community College Foundation, Inc.
Kehillah Jewish Education Fund
Koman Kansas City
Kuumbwa Jazz
La Clinica Del Pueblo
Ladies Union Benevolent Association dba Noyes Home for Children and Meadowview
Lomakatsi Restoration Project
Los Angeles Conservancy
Loudoun Therapeutic Riding
Maine Maritime Museum
Make A Difference – Wisconsin
Maximum Accessible Housing of Ohio
McDaniel College
Medicine Hat & District Health Foundation
Methodist Senior Services
Misericordia University
Mount Paran Christian School
Muttville Senior Dog Rescue
Nassau County Council on Aging
National Children’s Advocacy Center
National Council of Jewish Women of Australia
National Trust for Canada
Nashville Public Library Foundation
NC Arboretum
NC Study Center
NCJWA
Next Step Ministries
North Carolina Outward Bound School

Oakland Symphony
Outlook Nebraska
Ovarian Cancer Canada
Peace Education Project
Penn Foundation
Prevent Blindness Wisconsin
ProKids
Rally Foundation for Childhood Cancer Research
Randolph County Partnership for Children
Red Door Family Shelter
Restore NYC
San Diego Center for Children
Seva Foundation
Sight Center of NW PA
Smoky Hills Public Television
Snow City Arts
Sojourner Family Peace Center
SouthEast Lancaster Health Services
St. Francis Center
St. Joan Antida High School
St. Timothy’s School
Teddy Bear Cancer Foundation
The Cowles Center for Dance & the Performing Arts
The Dressage Foundation
The Emily Program Foundation
The Fuller Center for Housing
The International School
The Kilgoris Project
The Mental Health Association of Westchester
The University of Montana Western Foundation
The Women’s Center of Tarrant County
Three Rivers Land Trust
Tree House Humane Society
UCHealth Memorial Hospital Foundation
University of Pittsburgh at Greensburg
Unlock Ministries
USO of NC
Valley Conservation Council, Inc.
WARM
Warren Easton Sr High School Foundation Inc
Washington State University
WaterAid America
WhidbeyHealth Foundation
YMCA of Northwest North Carolina
Youth Homes