Fundraising is the lifeblood of nonprofit organizations, and at its core are key pillars like grants, events, corporate sponsorships, and—perhaps most importantly—individual donors. While all donors play a vital role, major donors often carry the financial weight that makes big-picture goals possible.
These individuals can make transformative gifts, but earning their support requires more than a compelling mission—it takes intentional effort to find them, build trust, and nurture lasting relationships. That’s where a major gifts officer comes in, bridging your nonprofit’s vision and the philanthropic champions who can make it a reality.
What is a Major Gifts Officer?
A major gifts officer (MGO) is a fundraising professional responsible for identifying, cultivating, soliciting, and stewarding donors capable of making significant financial contributions to a nonprofit organization.
Their primary responsibility is to build and maintain meaningful, long-term relationships with these donors, aligning their philanthropic goals with the organization's mission and needs. Major gifts officers play a crucial role in securing the major gifts that drive impactful initiatives, ensuring the nonprofit can achieve its most ambitious objectives.
What Does a Major Gifts Officer Do?
A major gifts officer has different roles and responsibilities when interacting with the organization versus with major donors.
Roles and responsibilities within Non-Profit
Here are the primary roles of a major gifts officer within their organization:
- Identify Potential Donors: Research and create a pipeline of individuals with the capacity and inclination to make major gifts.
- Develop Fundraising Strategies: Collaborate with leadership and development teams to craft tailored approaches for major gift solicitation.
- Meet Revenue Goals: Secure major gifts to support organizational priorities and contribute to annual fundraising targets.
- Maintain Records: Track donor interactions and gift activities in a CRM or donor management system.
- Support Leadership: Prepare executives and board members for donor meetings and solicitations.
Roles and responsibilities with Major Donors
Here are the primary roles of a major gifts officer when interacting with major donors:
- Cultivate Relationships: Engage donors through personal communication, events, and one-on-one meetings to build trust and rapport.
- Tailor Giving Opportunities: Align the donor’s philanthropic interests with specific programs or initiatives that resonate with their values.
- Solicit Gifts: Present funding opportunities and ask for significant contributions in a respectful, strategic manner.
- Provide Stewardship: Ensure donors feel valued by offering regular updates, impact reports, and personalized thank-yous.
- Act as a Liaison: Serve as the donor’s primary point of contact, facilitating their ongoing involvement with the organization.
Major Gifts Officer Vs Director of Development
Many nonprofits conflate the roles of major gifts officer and director of development, but they are distinct positions with different focuses. A director of development oversees the organization’s entire fundraising strategy, managing teams, campaigns, and various funding streams such as grants, events, and corporate sponsorships.
In contrast, a major gifts officer has a more specialized focus, dedicating their time exclusively to identifying, cultivating, and stewarding high-capacity individual donors. While development involves casting a wide net to secure diverse funding sources, major gifts require a deeply personalized approach, often involving fewer donors but generating significant financial impact. By focusing on high-touch relationship building, a major gifts officer ensures major donors feel uniquely valued, whereas the director of development ensures the overall fundraising ecosystem thrives.
How Major Gifts Officers Plan Strategies
Major gifts officers approach their work with thoughtful, strategic planning to build meaningful relationships and secure transformative contributions. They start by conducting in-depth donor research, using tools like wealth screening and donor analytics to identify individuals with both the capacity and interest to give. Once prospects are identified, major gifts officers craft tailored cultivation plans, taking into account the donor’s philanthropic priorities, communication preferences, and personal connections to the nonprofit’s mission.
A typical strategy includes setting engagement goals, such as hosting one-on-one meetings, inviting donors to exclusive events, or sharing impact stories. Major gifts officers also collaborate with leadership and program teams to align donor interests with specific funding opportunities, ensuring proposals feel personal and compelling.
Additionally, they plan for stewardship by outlining how they will thank donors and keep them informed of their impact, reinforcing the value of their contributions. This strategic, donor-centered approach ensures long-term relationships that sustain major giving efforts.
Major Gift Fundraising Cycle
The four different stages of the fundraising cycle are as follows:
Identification
- Research and pinpoint prospective donors who have the capacity and inclination to make significant gifts.
- Use tools like wealth screenings, donor databases (like Donor inSight), and networking to build a prospect list.
- Evaluate prospects’ past giving history and philanthropic interests.
Cultivation
- Build meaningful relationships with potential donors through personalized engagement.
- Arrange meetings, site visits, or events to deepen their connection to the nonprofit’s mission.
- Share stories of impact and offer updates on programs relevant to the donor’s interests.
Solicitation
- Strategically present a compelling case for support, tailored to the donor’s values and priorities.
- Work collaboratively with leadership or board members when making the ask.
- Clearly outline how the donor’s gift will create a tangible impact.
Stewardship
- Show gratitude through personalized thank-you notes, calls, or recognition in donor reports.
- Keep the donor informed about the outcomes of their contributions with regular updates.
- Continue nurturing the relationship to encourage future giving and long-term involvement.
Major Gift Types
Major gifts come in various forms, each offering unique opportunities for donors to make a significant impact while aligning their contributions with personal values. These gifts can go beyond simple monetary donations and include other resources or planned giving options. Here are some common types of major gifts:
- Cash Contributions: Direct financial gifts, often the most straightforward and immediate form of support.
- Stock or Securities: Donating appreciated assets, offering tax benefits to the donor and substantial value to the nonprofit.
- Planned Gifts: Contributions arranged for the future, such as bequests in wills, charitable trusts, or life insurance policies.
- Endowment Gifts: Funds designed to provide lasting support, with only the interest or earnings used for ongoing programs.
- In-Kind Donations: Non-monetary gifts like real estate, artwork, or valuable items that can be used or sold by the organization.
These various types allow donors to give in ways that best suit their financial situations and philanthropic goals while offering nonprofits diverse avenues of support.
Build Your Perfect Leadership Team With DickersonBakker
Major gifts officers are an essential component of any nonprofit’s fundraising team. Their specialized focus on cultivating relationships with high-capacity donors sets them apart from general fundraising roles, enabling nonprofits to fully leverage the power of their funding pillars. By securing transformative gifts, major gifts officers drive impactful initiatives that help organizations achieve their mission.
Building a strong leadership team, including a skilled major gifts officer, is crucial for nonprofits aiming to thrive in today’s competitive fundraising landscape. At DickersonBakker, we specialize in providing talent solutions to help you find and develop the right leaders for your organization. With our expertise, you can confidently build a team that maximizes your fundraising potential and ensures long-term success.
