Start raising more 5 and 6-figure donations in 2020
Get a clear, step-by-step system to land the major gifts you need for your mission
(without feeling intimidated, overwhelmed or stretched too thin)
You’re ready to stop working reactively, putting out fires and rushing from crisis to crisis, and chasing after the latest FSO (Fundraising Shiny Object).
You know it’s time to get focused on what’s going to get the biggest bang for your fundraising buck, and raise the kind of money you need to achieve transformational change through your organization’s crucial work.
You’ve likely also heard that individual major gifts represents a huge opportunity for growing your fundraising - the largest source of charitable giving came from individuals at $292 billion, or 68% of total giving (Source: Giving USA 2019)
If you’re a fundraiser, Executive Director or non-profit leader looking to consistently grow sustainable revenue for your cause, you probably already know that you need a successful major giving program.
Here’s what you might not know
Even if you’re already experiencing some success with your fundraising, having a step by step system to raise more major gifts can:
Create consistent, reliable revenue growth
A successful major gifts program can bring you the predictable and sustainable revenue you need to confidently set and meet your fundraising goals every year. You’ll also have more growth opportunities so you can scale your programs and services, and touch more lives through your important work.
Significantly boost your return on investment
Chances are your board and your boss are keeping a close eye on how much it costs to raise a dollar in your fundraising program. Fancy galas and golf tournaments can cost upwards of 50 cents to raise a dollar - compared to 5 to 10 cents a dollar for major gifts.
Recession-proof your fundraising
If you’ve ever had to raise money through an economic downturn, you learn quickly how important it is to have a healthy diversification of fundraising revenue. When you focus on building truly meaningful relationships with major donors, they’ll be the supporters who’ll stand by your side through thick and thin, when times get tough.
Open doors to truly transformational gifts
If you’re just diving into major giving, you probably won’t be landing multi-million dollar donations right away. But sometimes magic can happen when you start taking consistent, strategic action - when you really commit to raising 5 and 6-figure gifts for your cause, it’s not unusual for 7-figure gifts to follow.
Even though the reasons to raise more major gifts are clear, the path to doing it successfully is anything but.
If you’re like most fundraisers, you’ve tried to start landing bigger gifts, but got stuck before you got any real momentum.
You want to focus on the right things to grow a sustainable and successful fundraising program - but you’re being pulled in a million different directions, and feel stretched too thin to take on one more thing in your already jam-packed day.
Perhaps you don’t know where to even start looking for major gifts. Who should we be talking to in the first place? Or you’ve made a courageous commitment to get in front of more big donors - yet you feel like you’re spending all your time chasing people, unable to get them to say yes to a meeting.
And some days, the intimidating prospect of working with wealthy folks makes you feel so far out of your depth, it’s hard to even pick up the phone in the first place.
Here’s why most charities aren’t successful at major gifts
Without a step-by-step process or system to follow, most organizations will continue getting pulled off track, chasing the latest unproven fundraising tactic instead of focusing on a path that will bring them lasting security and sustainable growth.
And luckily for you, there are very few organizations out there doing major gift fundraising really effectively.
Chances are, your competition is leaving a huge amount of money on the table because they aren’t following a proven process to raise more 5 and 6-figure donations
Which means this is a golden opportunity for you to get focused, take action, and start landing those big gifts you deserve - and raise the money you need to really start moving the needle for your mission.
The 4 myths that are killing your major gift fundraising
You’re too small for big gifts
A lot of fundraisers feel like major gifts are the exclusive domain of large organizations with huge teams, a staff of major gift specialists, and seemingly bottomless resources.
But the reality is, small and mid-sized shops are perfectly positioned to raise more 5 or 6-figure gifts, and have some significant advantages over big shops.
Many large charities don’t start counting a gift as major until it’s well past the $100,000 mark. This means you have an incredible opportunity to build powerful relationships with generous donors who aren’t even on the radar for a lot of big shops.
You need to have everything perfect before you get started
Fundraising and nonprofit leadership tends to attract a lot of Type A personalities (myself included!).
I’m not surprised – there’s something about all the planning, organizing, project managing and analyzing that appeals to us.
While Type A tendencies can keep many elements of our fundraising growing and moving forward, they can have a significant downside - like striving for impossible perfection.
Do you find yourself hesitating too often, waiting for perfect conditions before taking action to move towards your major gift goals?
Often, when we feel we aren’t ready, or we don’t have all the facts, we’re actually getting in our own way, and sabotaging our chances of success.
Implementing effective major gift strategies, techniques and tactics is so important. But the truth is, your mindset can be the one thing that can make or break your success.
Perfect is the enemy of good fundraising. Getting started and taking imperfect action is always going to move you closer to hitting your goals.
You don’t have enough time for major gifts
You already know major giving isn’t a quick fix - it’s a serious commitment to the future success for your fundraising.
Your organization has limited resources, and as a fundraiser, you have hundreds of competing priorities on your time.
If you’ve read this far, you’ve probably already decided building your major gift program is a top priority for 2020, and the decade ahead.
There’s an opportunity cost involved every time you make a choice in how you spend your time. And chances are, you could be moving some low value tasks off your plate to carve out some space in your calendar to start taking action to raise more 5 and 6-figure gifts for your mission.
Your time is a limited resource – say yes to spending it where it really counts!
You need to raise awareness first - then the money will naturally follow
I’ve seen organizations waste a lot of time and money on this persistent myth (a favourite of many boards!).
While these campaigns may have raised awareness, they didn’t raise a dime.
When you prioritize using a proven approach to growing major gifts, you’ll be raising awareness about your cause in a way that has real impact - by having meaningful conversations to uncover what truly matters to each of your donors.
Here’s the truth about fundraising in 2020 (and beyond)
All signs are pointing to fundraising getting harder in the coming decade.
Recent headlines are saying that fundraising is down, donations are down, and donor retention is down.
You could let this news get to you - but I think your crucial work to change the world for the better is far too important to give in to Chicken Little Syndrome!
The reality is, the sky isn’t falling - individuals still make up the vast majority of philanthropic giving, contributing $292 billion, or 68% of total giving.
But this does mean that it’s going to be more important than ever to make sure you’re using a proven approach to hit your fundraising goals, and create the consistent, reliable revenue growth you need to grow your programs and services.
Chances are, you already have most of the ingredients you need for major gift success - you just need a clear plan to help you take your fundraising to the next level.
That’s why I’m so excited to be introducing...
Major Gift Master Plan
The powerful step-by-step system you need to raise more 5 and 6-figure donations
I’ve taken everything I’ve learned from more than 20 years of successful fundraising, and broken it down into this a clear, comprehensive program that teaches the effective implementation of a plan to raise more 5, 6 and even 7-figure gifts.
As a veteran of campaigns ranging from $5M to $200M across the arts, education, health and human services sectors, I’ve seen first hand what works, and what doesn’t - this means I teach a proven, road tested approach to growing major gifts at your organization (even if you’re a smaller shop).
You’ll learn the high level strategies behind successful major gift fundraising - but more importantly, you’ll also have it broken down into a step by step execution guide that leaves nothing out, and takes nothing for granted.
Major Gift Master Plan is the only program of it’s kind that:
Combines high level strategy and practical tactics into a powerful step-by-step system that can be implemented in small, mid-sized and large shops.
Helps shift your mindset and develop your confidence so you can take immediate action on growing your major gifts - even if you feel like conditions are less than perfect.
Is being taught LIVE every week, so we can tackle all your burning questions, address your specific challenges, and celebrate your successes in real time over the course of the program.
Gives you LIFETIME ACCESS to the program - not only do you get all the value packed into Major Gift Master Plan today, but you’ll continue to benefit as I add new content, templates and resources in the future.
So if you’re ready to raise more 5 and 6 figure donations without feeling intimidated, overwhelmed, or stretched too thin, here’s how we’ll get you there.
Mastering Major Gift Mindset
Implementing the effective strategies, techniques and tactics you’ll learn in this program is so important - but your mindset is the one thing that can make or break your fundraising success.
That’s why we’re starting by looking at mindset, so you’ll have a clear framework to use to recognize the difference between tackling an external challenge to our major gift success - and when you need to overcome the internal barriers that are holding you back from taking action.
Identify the three types of limiting beliefs, and where they come from
Learn about the two mindsets that impact our fundraising results - and the daily behaviours you need to cultivate for sustained success
Recognize and address the most common fears that stop most fundraisers from moving forward on their major gifts.
Building Your Powerful Pipeline
Where do you start looking for more major gifts for your cause? This is the one area where so many fundraisers get stuck when they are building their major gift program.
In this module, you’ll learn about the big mistake many charities are making when it comes to building their pipeline - and I’ll break down exactly how to create a powerful pipeline so you are ready to take action with your prospects in Module 3.
Clearly define what qualifies as major giving for your organization (many organizations are leaving money on the table because they don’t have this right!)
Identify exactly where to find your hottest prospects by clearly mapping out your Circle of Community
Create and prioritize your list of top donors and prospects using the 3 C Process.
Connecting and Cultivating
Now that you’ve identified and prioritized your top prospects, you’re ready for my favourite part of the program - taking action to create a powerful connection directly with your next big donor!
With Major Gift Master Plan, there’s no need to reinvent the wheel - you can start implementing a proven approach to building relationships with your major gift prospects using the templates, speaking points and tried-and-tested tips included in Module 3.
Understand the key channels for connection and take stock of your potential engagement opportunities, so you never run out of ways to meaningfully reach out to your donors and prospects.
Create an action plan template so you know exactly what you need to do and when to move a prospect towards a greater investment in your mission and vision.
Set up an effective and repeatable process to contact and qualify donors for your major gift program using my ready-to-roll Qualification Kit, so you have samples, scripts and fill in the blank templates to get you started.
If you want to begin securing more 5, 6 or even 7 figure gifts, individual donors need to
be presented with aspirational giving opportunities that inspire a bigger investment.
Starting to develop a compelling case for support that outlines aspirational opportunities for
giving is one of the most important steps you will take to support your fundraising
growth. Ultimately, if you want a $1M individual major gift, you need to be presenting donors
with a million dollar vision!
Avoid the big mistakes most organizations make when building their case
Get a step by step process for creating an irresistible case for giving
Learn key strategies for raising more unrestricted gifts
Making Meetings Magic
Have you ever left a donor meeting thinking, “what just happened?”
You had a nice lunch, caught up on what the grandkids were up to, and gave them a little update on the program they support. And the next thing you know, you’re picking up the tab, and saying your goodbyes.
There’s nothing wrong with small talk, or program updates – done well, those can both be important elements in a donor meeting. But getting more strategic about how you use your time in donor meetings can help take your relationships to the next level.
Time with your donors is far too precious to waste - in this module, I’ll show you how to make the most out of every minute of your hard-won meeting with your next big donor.
Learn the behind-the-scenes secrets for having the most successful meetings with donors - as well as the common pitfalls to avoid
Get my meeting plan template so you can map out your time in advance, to make the most strategic use of your time with a potential major donor
Understand when, where and how to “make the ask” - and how to figure out when the donor is ready to make and waiting to make a commitment to your cause
Systems to Sustain Success
Last (but definitely not least!) I’ll be showing you how to maintain and effectively implement all the strategies and tactics you’ve acquired after officially graduating from Major Gift Master Plan.
With the right systems to sustain your success, taking daily action to grow your major gifts will become second nature - and if you remain consistent and persistent, you’ll see how more 5 and 6-figure gifts will follow!
Learn a simple Moves Management framework you can implement to ensure you keep working on strategically building your donor relationships, one day at a time - and making sure nothing important falls through the cracks
Understand the basic segmentation strategies you need for your data, so you can ensure you are continuing to build your powerful pipeline and spot any hidden gems in your donor base.
Measure what matters with my Key Performance Indicator (KPI) checklist - so you can monitor your progress on everything you’re learning in Major Gift Master Plan, and keep growing and improving.
Your no risk, money back guarantee
I’m fully confident that the value that Major Gift Master Plan offers will far outweigh the price of the program.
That’s why I offer a 90 day no risk refund policy to all my students.
If by June 2, 2020, you don’t feel you’ve received value from the program, you can email me personally at firstname.lastname@example.org - simply show me you’ve completed the course work, and I’ll give you your money back, no further questions asked.
Receive these limited time bonuses
A one-on-one coaching session
Get a private 30 minute coaching session to get personal support on your mindset setbacks, troubleshoot your plans, or work your toughest fundraising challenges.
Private Major Gift Master Plan Facebook Group
Become part of a community of like-minded fundraisers all working towards the same goal - keep one another accountable, trade feedback, and receive encouragement along the way.
Live weekly Q and A
Receive on-going support as you move through the program, and get all your most pressing questions answered with a live weekly Q and A session.
Here’s what you’re getting when you enroll in Major Gift Master Plan today
Major Gift Master Plan - $1997 value
One-on-one coaching call - $997 value
Private Facebook Group - $997 value
Live weekly Q and A - $497 value
Total value: $4,488
When you add it all up, that’s a total value of $4488
But because I’m so excited to welcome you into Major Gift Master Plan, I’m giving you the opportunity to enrol today for a special Founding Member price of just...
$597 USD or 3 payments of $199 USD
This program will start on March 4, and core content will be delivered over the course of eight weeks in six live sessions. Once lessons are delivered live, they will be uploaded into an online member portal so you can access them at your convenience. This program also includes two implementation weeks (week of March 12, and week of April 6) to give students time to complete their assignments and exercises.
What people are saying…
“Since working with Emma, we have an organized major gift program - my staff understands moves management, and we’re able to work on major gifts systematically, which produces better results in the long run. We’ve also identified over 75 prospects in our own database! I cannot recommend Emma highly enough for anyone looking for an expert fundraiser who more than delivers what she promises.”
Director of Development
“After working with Blue Sky Philanthropy last year, the results of our holiday appeal DOUBLED! Emma was able to provide great insight on how we could better engage with our donors - we’ve incorporated new strategies into our individual giving plan and we have a higher rate of returning donors because of the way we are interacting with them.”
“Emma was invaluable in guiding me, building my confidence and holding me accountable. I accomplish more in my day because I don’t ‘go down a rabbit hole.’ If you work with Emma, you’ll learn what that means!”
“Before we began working together, a Major Giving Program did not exist. Now we have a better understanding of our current and lapsed donor capacity, and have hired a Major Gift Director to begin building the foundation of our Major Gift Program.”
Director, Communications & Annual Giving
Major Gift Master Plan isn’t for everyone...
If you’re ready to take action on implementing a plan to raise more 5 and 6 figure donations, and are coachable and open to feedback, Major Gift Master Plan is perfect for you.
However, this program isn’t for everyone. Major Gifts Master Plan is NOT for you if…
You want a quick fix
Building a successful major gift program takes time. Major gifts are not a quick fix - closing a significant gift can take 18 months or more, so you need to commit for the long term to see true results.
Your organization is brand new to fundraising
If you’re a newly founded nonprofit, or are just starting a fundraising program and have no individual donors, I recommend you focus first on building your fundraising foundation basics before you dive into major gifts. Organizations that will get the best results with Major Gift Master Plan already have a base of individual donors supporting their work.
You want learn how to get big corporate gifts or foundation grants
This program is focused on individual major giving. While many individual donors may be business leaders, and have family foundations they grant through, I don’t teach about corporate fundraising or grant writing in Major Gift Master Plan.