The 3 Must-Have Skills Every Major Gift Officer Needs to Succeed

What does it really take to succeed as a Major Gift Officer today?

We’re not talking about just getting meetings on the calendar or sending out a polished deck. 

We mean being the kind of fundraiser who consistently inspires donors to go big –  to make transformational gifts that truly change the future of your organization.

That’s the conversation Kathryn Gamble and I had recently on LinkedIn Live. And it was lively! We agreed that the top skills MGOs need today are not what most people assume.

Here’s what we see separating the MGOs who struggle from those who are breaking through and securing transformational gifts.”

Skill #1: Deep Listening – The One That Separates Good MGOs from Great Ones

Here’s the truth: the best MGOs aren’t the ones with the flashiest proposals or the busiest calendars. 

Instead, they’re the ones who know how to listen deeply and guide authentic conversations with donors.

If you’re talking more than half the time in a donor meeting, you’re probably shooting yourself in the foot. 

The hard reality is that donors don’t want a pitch. What they do want is to be heard.

When you ask open questions: “What excites you most about this work?” or “What impact feels most meaningful to you right now?” – you shift the focus to the donor’s passions. 

Great MGOs tune into a donor’s values and what they actually want to accomplish in the world through their philanthropy. Good MGOs focus on the donor’s agenda – not their own.

That shift creates trust. And trust is the door-opener to larger gifts.

Your role is that of a facilitator more than a salesperson. Watch your donor’s body language. 

Listen for their emotion. Be patient enough to let donors talk through what matters most to them.

When you listen this way, you’ll uncover the timing, passions, and interests that unlock transformational gifts. 

And that’s when fundraising starts to feel joyful – both for you and for the donor!

Skill #2: Develop a High Net Worth Mindset

This one’s huge. Too often, fundraisers shy away from wealthy donors because they might feel intimidated. 

It’s natural – sitting across the table from someone with significant resources can feel daunting.

But here’s the thing: high-net-worth donors are just people. They don’t want to be “pitched.” 

Instead, they expect to be taken seriously. They want meaningful, visionary conversations about the impact their philanthropy can have.

That means you need to step confidently into the role of “philanthropic advisor.” You’re not begging. You’re not “hoping for a gift.” You’re helping them fulfill their vision for change.

A high net worth mindset looks like this:

• You walk into the room confident and at ease.
• You know your cause is worthy of significant investment.
• You ask thoughtful questions, like: “Who else should be part of this conversation?” or “Would you like me to connect with your financial advisor?”
• You’re ready to talk about impact at the level your donor is capable of giving.

When you bring that energy, donors rise to meet you. They can sense your confidence. And suddenly, you’re not a supplicant. You’re a partner.

This shift is liberating for Major Gifts Officers. 

You don’t have to know everything about finance or tax law – that’s what advisors are for. 

What you do need is the mindset that says: “This donor can create something extraordinary, and I’m here to help them do it.”

That’s what makes donors lean in and say, “Tell me more.”

Skill #3: Patience for the Long Game – What It Really Takes to Bring in Principal Gifts

Let’s be honest: transformational gifts don’t happen overnight. They rarely happen in a single meeting. And they almost never happen if you push too fast.

Closing a seven-figure gift is about long-term, slow cultivation, careful strategy, and trust built step by step.

That’s why patience is one of the most underrated skills for MGOs. You can’t rush a donor and expect the best outcome. 

If you do, you’ll either end up with a small, token gift – or worse, you’ll spook the donor and lose the relationship altogether..

Patience doesn’t mean passivity. Rather, it looks like having a clear plan. It means staying focused and persistent without pushing too soon. 

At the right moments, it means bringing in your CEO or a board member to build credibility. And over time, it means creating experiences that keep deepening the donor’s connection.

The best MGOs know it’s a process, not a pitch.

And when you approach the relationship this way, you’re much more likely to land that transformational commitment. Because the donor feels valued at every step.

Why These Skills Really Matter

You and your team are not just raising money for the sake of it. You’re raising money to fuel your mission – to change lives, to expand your programs, to secure your organization’s future.

That’s why these skills matter so much. They’re not abstract. They’re practical, human, and doable. And, you can learn them!

• Deep listening builds trust.
• A high net worth mindset creates confidence.
• Patience for the long game secures transformational gifts.

Put them together, and suddenly you’re not just chasing metrics or counting visits. 

You’re building real donor relationships that lead to major and principal gifts – the kind of gifts that truly move your mission forward.

Bottom Line for Major Gift Officers

If you want to thrive as an MGO in 2025, focus here:

1. Build authentic, trust-based relationships through deep listening.
2. Step confidently into your role as a philanthropic partner with a high net worth mindset.
3. Nurture patience for the long game, knowing that transformational gifts unfold over time.

These are the skills that separate average MGOs from great ones.

And when you master them, you’ll find that fundraising doesn’t drain you. It energizes you. 

Because you’ll be working in alignment with your donors, building something bigger than both of you.

Ready to Build These Skills in Your Own Work?

This is exactly why we created the Major Gifts Officer Bootcamp.

It’s a live, multi-week training where you’ll get practical tools, real-world strategies, and the confidence you need to raise transformational gifts. 

You’ll learn and practice the very skills we’ve talked about here – deep listening, high net worth mindset, and patience for the long game – with support and coaching every step of the way.

If you’re ready to make 2025 the year you and your team thrive in major gifts, the Bootcamp is for you.

We’ve got just a couple of spots left, and I’d love to see you inside.

Reserve Your Spot in the Major Gifts Officer Bootcamp

This is your moment. Step into these skills, raise the gifts your mission really needs, and enjoy the success you deserve as a Major Gift Officer.