How to Get the Most from Your Major Gifts Investment

You want to raise more money.
You want your donors to stay with you for years.
And you want to see a bigger return on the investment you’re making in major gifts.

Let’s talk about how you make that happen.

It’s not just about “How much did we raise?”

That question alone won’t help you grow.
It won’t tell you what’s working.
And it won’t help you coach your team to better results.

Ask better questions:

• How many discovery visits did we make this month
• How many donors moved forward in the cultivation process
• How many proposals are out — and at what levels
• How long does it take to move from first visit to the gift conversation

When you track the right things, you’ll see progress faster.

Training and coaching are game-changers

Too many MGOs are hired because they “know people.”
But liking people isn’t the job.
The job is to qualify, cultivate, and close.

Training builds skill.
Coaching builds confidence.
And together they shorten the path to a gift.

This is where your return on investment shows up.

Your role as CEO or leader matters

Sometimes, a donor is just one call away from a commitment.
And that call needs to come from you.

Five minutes on the phone can unlock a six-figure gift.
That’s leadership in action.

Campaigns and major gifts go hand in hand

You can have major gifts without a campaign.
But you cannot have a campaign without major gifts.

If a campaign is even a whisper in your future, now is the time to strengthen your program.
Build the relationships.
Give your MGOs the tools and support they need.

Donor loyalty is your true ROI

A strong major gifts program creates a circle of partners who love your mission.
They’ll give again.
They’ll give bigger.
They’ll answer the phone when you need them.

That kind of loyalty is worth everything.

Try this starting now

1. Tighten your portfolio. Drop the names that won’t engage. Prioritize donors who are most likely to give soon.
2. Book discovery visits. Aim for 10 a week.
3. Track real progress. Conversations, proposals, and movement forward.
4. Engage your CEO. Add donor reassurance calls to their calendar.
5. Coach for the close. Practice opening the gift conversation and making the ask.

Bottom line

When you ask the right questions, train your people, and step into donor relationships yourself, you’ll see the return you’ve been looking for.

And if you’re ready for a proven roadmap with live support, join us in the Major Gifts Officer Bootcamp. You’ll get three months of hands-on training and coaching to help you open, advance, and close transformational gifts — the kind your mission deserves.

Learn more here: Major Gifts Officer Bootcamp

This is part of our Major Gift Officer Pain Points series. Tell us your top challenge. We’re here to help you turn it into an opportunity.