#4 Capital Campaign Readiness: Is Your Donor Prospect Pipeline Ready?  

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Picture this: You’re on the brink of launching a capital campaign, ready to propel your nonprofit to new heights. 

But wait… Are you really ready? Or are you about to blast off with a sputtering engine and a crew that’s still in training?

We’ve all seen it – the capital campaign that fizzles instead of soars to success. 

What’s the problem? Often, it’s not the cause or the campaign vision, but it’s really the lack of prospect pipeline readiness.

It’s time to face the hard truth: A successful campaign isn’t just about a wonderful vision or a major community need. 

It’s also about having primed and ready donors who are eager to invest in your vision.

So, how do you know if your donor pipeline is ready? Let’s run through this 7-point checklist together. 

It’s not about being perfect but about facing reality and strategizing for success.

1. The Major Gift Program: Is it Humming Along?

A capital campaign isn’t the time to start building your major gift program. Ideally you have a  well-oiled machine that can track prospects, and move them forward to a gift. 

• Signs of a healthy program: Dedicated staff who have time to do the work, assigned portfolios of prospects who are under cultivation, and a prospect management system that works for your team. 
• If you’re behind: Don’t panic.
  • Get expert help to set up a systematic program that can move donors towards major gifts. 
  • Check out our Major Gifts Intensive – it’s the best way to get a major gift program up and running prior to a capital campaign. 

2. Major and Principal Donor Relationships: How Strong are They? 

Major gifts are built on trust. Take a look at your past three years of major gifts and evaluate the strength of your current donor relationships. 

If you’re playing catch-up: 

• Ramp up relationship-building efforts now. 
• Reconnect with former major donors and ask them for advice and input on your plans.
• Help them feel like insiders who are closely connected to your mission.

3. Your Track Record: Lots of Major Gift Wins?

Your past major gift successes prove that you can attract big support. These past wins set the stage for future campaigns.

• Leverage those past major gift wins: Showcase them in your materials. They inspire confidence and help set the stage for more success.
• It’s a great time to get back in touch with past major donors and, as we mentioned above, bring them back into the fold now!

4. The Leadership Gift: The Cornerstone

That first lead gift in a campaign is crucial. It hopefully sets the bar high and inspires others to give generously. You’ll want to aim for 10-20% of your goal from that lead gift.

• Who can make the big lead gift?  Early on, you’ll want to Identify potential champions in your donor pool and cultivate those relationships. This should be one of your highest priorities. 
• Be ready to make the ask if the moment is right.
• No clear frontrunner for that lead gift yet? It’s time to double down on relationship-building. 

5. Your Donor Pool: Engaged or Just Along for the Ride?

Donors who are actively involved are much more likely to make a significant commitment.  Are your donors sufficiently engaged? 

• Signs of readiness: Consistent giving on an annual basis, active participation in events or your board, and a genuine passion for your mission.
• If major donor engagement is low: It’s time to get personal! Identify your highest and most likely prospects, go thank them yet again, rekindle the old friendship they had with your organization. 

6. 50 Top Major Gift Prospects: The Magic Number

This is your starting point, not the finish line. We promise you that donor quality will trump quantity. You always want to start with those closest to your organization. 

• But be realistic: Hope is not a strategy! 
• Build your campaign prospect pipeline on reality – on their giving history, financial capacity, and inclination. 
• If your list needs to be longer: Keep prospecting and make those discovery calls.
• Run some wealth screenings and ask other donors and board members to open doors to new relationships.

Bottom Line on Your Capital Campaign Donor Pipeline

This checklist is a great tool to help you and your team evaluate where you stand. 

Remember, a successful capital campaign is a marathon, not a sprint. 

With careful planning and preparation, you’ll be well on your way to smashing those huge fundraising goals!

Ready to take the next step?

• Schedule a consultation with our fundraising experts
• Read all our blog articles on capital campaign readiness

I hope you are enjoying our Capital Campaign Readiness blog series. You can find links to each of the blog posts below. You’ll get a thought-provoking discussion into the six essential factors that will make or break your campaign. Planning a Campaign? Add Power and Influence Is Your Board Ready to Lead Your Capital Campaign Is Your Nonprofit Ready to Launch a Capital Campaign? 6 Essential Checks Before You Do Are Your Volunteer Leaders Ready to Launch a Capital Campaign? The Volunteer Leadership Assessment Checklist