#14 And If the Gift Is Made, How Do I Steward This Gift Over the Long Term?
Mega Gifts are game-changers. They aren’t just substantial financial contributions; they are defining commitments, often among the most consequential decisions a donor will make in their life. These gifts carry weight across every aspect of a donor’s legacy—alongside family, faith, career, and alma mater. Mega Gifts have a unique leverage, inspiring others to follow and spurring widespread impact. And most importantly, they can address the BIG problems in our society. The Power of True Stewardship Let’s talk about true stewardship. If we view stewardship as merely reporting back to the donor on their gift’s impact, we’re missing out on a much deeper partnership. Stewardship of a Mega Gift extends beyond simple updates; it’s about continuing the collaborative journey. This means that even after the gift is made, we continue engaging the donor, drawing on their time, talent, and vision. The relationship doesn’t end with the donation; instead, it matures as you work together toward the shared goal. How to Keep Donors Substantively Involved The journey of a Mega Gift doesn’t conclude with the donation itself. Donors who make these gifts want to stay engaged in the outcome, to be involved in solving the problem they’re passionate about. Here are key ways to ensure their engagement remains substantial and meaningful: Build on Their Knowledge and Expertise Use what you’ve learned during the co-creation process to identify how their expertise can continue benefiting the project. This could mean involving them in program strategy, leveraging their experience in relevant areas, or inviting them to advise on execution. Offer Active, Hands-On Engagement For instance, I recently worked with a donor who had a passion for education and a background in marketing and innovation. After he made a gift 100x his usual donation, we actively involved him in developing the program. His expertise in innovation elevated the programming significantly, making it stronger and more impactful, while also giving him a personal stake in its success. Leverage Their Network and Influence In another case, a donor passionate about advancing economic opportunity for Latinos in his community provided more than financial support; he used his connections to introduce us to local leaders and guide us on key issues. His involvement fast-tracked the project’s success, ensuring it resonated within the community from day one. Experiment and Press Forward Stewarding a Mega Gift means finding diverse ways to keep donors connected to the program’s progress. Experiment with different forms of engagement, whether it’s involving them in specific milestones, inviting them to witness the impact firsthand, or even helping them explore new avenues for influence within the project. Don’t be afraid to suggest opportunities for their involvement, even if some ideas result in a “No.” If you’re never getting a “No,” you might not be offering them enough ways to find joy and fulfillment in their contribution. The joy of seeing their gift in action and the satisfaction of working alongside others to achieve shared goals are priceless aspects of this relationship. The Urgency of Making an Impact Today, more than ever, philanthropists feel a pressing need to address society’s growing challenges. They want to make a BIG impact—and as partners, it’s our job to help them fulfill that desire. Be bold. Encourage them to consider BIG solutions to the BIG problems. When we do this well, it’s a true win-win, paving the way for transformative outcomes and creating lasting, meaningful partnerships. In the end, stewarding a Mega Gift is about keeping that spirit of partnership alive, helping donors continue to see their legacy in action, and staying brave enough to suggest powerful solutions for the world’s greatest needs.
#5 How Do I Create “Journeys” for Individual Donors Who Might Consider a Mega Gift?
The concept of a “donor journey” represents the complete path an organization and a donor travel together. In the context of Mega Gifts, this journey begins with your current relationship and continues through to the moment the donor decides to say “Yes” to your proposal. But make no mistake: this journey requires time, trust, and a shared commitment to tackling big problems. Why a Journey Matters for Mega Gift Success Mega Gifts aren’t transactions; they’re partnerships. They come to life through co-creation between your organization and the donor. When working on something monumental, it’s crucial to invest the necessary time to build a shared vision, define the objectives, develop a strategy, and create a concrete plan. Each step takes you closer to a collective vision, one that’s meaningful to both the donor and your organization. What a Donor Journey Entails The journey itself is built on three essential steps: Assess the Current Relationship with Your Donor Partner Start with an honest, detailed look at where things stand with your donor. Use the frameworks you’ve already established to identify the level of trust, engagement, and alignment in values. This is the foundation upon which everything else is built. Define the End State Next, set a clear goal. Think big—what problem do you aim to solve? What resources will it take, and what type of gift might the donor be willing to consider? This vision is the destination you and your donor will work toward together. Map Out the Journey with Targeted Activities Between the initial assessment and the end state lies a sequence of intentional “moves.” These activities—whether meetings, collaborative planning sessions, or site visits—are all designed to deepen engagement and make the journey enjoyable, insightful, and rewarding for the donor. The Journey Timeline In my experience, reaching the end state with a donor usually takes about a year. Sometimes it’s a bit shorter, sometimes a bit longer, but in all cases, the journey is one of patience and integrity. Mega Gifts require a high degree of confidence and commitment, and it’s our job to ensure the donor feels assured that their contribution will be used thoughtfully and effectively. How to Apply This Approach Right Now For those ready to start designing donor journeys, here’s an exercise to begin with your top three donor prospects: Create a “Current State Assessment” For each donor, write a qualitative assessment of your current relationship. This doesn’t need to be polished or perfect; rather, it should capture essential insights. Address the following questions to clarify the donor’s priorities and relationship with your organization: What urgent societal issues concern the donor most? Which problems would they be most passionate about addressing? If they could solve just one problem in their lifetime, what would it be? What does the donor think your organization does well and should do more of? What does the donor think your organization should improve or cut back on? Is their engagement and support on an upward or downward trend, and why? Envision the End State with a Mock Press Release Imagine the donor has agreed to the Mega Gift proposal, and draft a mock press release announcing it. This exercise helps you articulate the impact of the gift in concrete terms and visualize the end of the journey with this donor. Describe the problem addressed, the gift’s potential impact, and how it elevates both the organization and the donor’s legacy. By thoughtfully crafting these journeys, we’re not just facilitating donations; we’re creating meaningful, enduring partnerships that amplify the donor’s impact in the world. That’s what makes the donor journey so powerful—and so worthwhile.
#4 How Do I Prioritize Donor Prospects Who Might Be Open to a Mega Gift?
How Do I Prioritize Donor Prospects Who Might Be Open to a Mega Gift? The best prospects for a Mega Gift are the people who get excited about solving BIG problems. It’s that straightforward. We don’t need to overcomplicate the process by creating endless criteria and checklists. Instead, let’s keep it simple: start with the donors who have a genuine desire to make a massive, transformational impact. Now, you might wonder, How do I identify and narrow down my top five or top ten prospects? Conventional wisdom often suggests looking at the basics: Donors with a history of generous giving Those who are deeply engaged with your programs Individuals who trust your leadership These are definitely valuable indicators, and they help. But from my experience, there’s an even more telling sign: donors who actively seek to GO BIG and are drawn to solving major societal challenges. This is the mindset of most serious philanthropists—those who have built their lives and careers by thinking big and achieving big. Now, in their philanthropic journey, they are looking for opportunities to bring that same vision to tackle the world’s biggest problems. How Do You Know Who Wants to GO BIG? To truly qualify and prioritize potential Mega Gift donors, the best approach is straightforward: ask them. Listen carefully to their responses, and build a relationship centered on partnership and mutual goals. Serious philanthropists are not just looking to give; they’re looking to engage in meaningful change. They want to know that their contribution will be used thoughtfully to address pressing issues. And to make that connection, it’s essential to ask insightful, open-ended questions that help you understand their motivations. Here are some questions I recommend to initiate these meaningful conversations: “What do you see as the most pressing problems facing our society today?” This question goes straight to the heart of their philanthropic passions. Their answer will give you a clear view of what matters most to them and can help you connect those issues to your organization’s mission. “What concerns you most for the future?” Understanding a donor’s long-term worries can reveal where they hope to make an impact, helping you position your organization as a potential solution to these concerns. “Which problems do you believe our organization is most qualified to help solve?” Here, you’re asking the donor to actively consider your organization as a vehicle for their goals. It’s a question that allows them to see your organization as an extension of their own aspirations. “Which of these problems would you like to be a part of solving?” This question gets personal. By inviting them to join in the solution, you’re positioning them as a true partner in the work, not just a funder. It’s a powerful step in building a lasting relationship. “If there was one thing (only one!) you’d like to try to address in your lifetime, what would it be?” This focused question brings out their core passion, allowing you to align your programs and opportunities with what truly motivates them. “How would you like to engage with us this year?” This practical question shows that you’re thinking about a dynamic, ongoing relationship, one that allows the donor to participate as much as they want to, now and into the future. Building a Genuine Win-Win Partnership The goal of these questions isn’t just to learn about the donor but to engage them as part of your team. By facilitating an honest exchange, you’re creating an environment where they feel valued, understood, and aligned with your mission. This approach goes beyond just funding; it becomes a true partnership. Finally, as you have these conversations, remember to take detailed notes and follow up on their ideas, concerns, and goals. By showing that you value their input and are committed to keeping them involved, you lay the foundation for a deep, impactful relationship. And in doing so, you create a pathway for them to join you in achieving something big.
#3 How Can I Collaborate with the Rest of My Organization to Develop or Enhance Programs That Could Attract Mega Gifts?
We all know that there’s strength in numbers. As the old African proverb goes, “If you want to go fast, go alone. If you want to go far, go together.” In the world of major gift fundraising, this couldn’t be more true. It’s easy, even tempting, for us fundraisers to fly solo on big asks. After all, we know our donor partners inside and out. Working alone allows for quick pivots, fast decision-making, and immediate progress. But the reality is, without collaborating with others in the organization, we miss out on essential perspectives that can make our proposal stronger, more compelling, and better suited to the donor’s vision. Knowledge isn’t centralized—it’s scattered across every team in our organizations. Whether it’s the finance team, operations, or program staff, each of these teams brings years of specialized experience. By working together, we can tap into this wealth of knowledge and build investment opportunities for donors that are robust, impactful, and aligned with our organization’s unique strengths and needs. So, what happens when we don’t collaborate? Quite simply, we risk leaving significant value on the table. We miss out on realizing the full potential of what the donor hopes to achieve, and we miss out on the chance to develop a truly compelling, game-changing ask. Going it alone often results in smaller ideas and less credible solutions, potentially leaving the donor feeling underwhelmed and disengaged. And that’s not just a missed opportunity for the moment—it can also hinder long-term donor relationships and the potential for future Mega Gifts. Steps to Effective Collaboration How can we ensure this collaboration happens and, more importantly, happens well? Here are a few steps I’ve found useful: Seek Perspectives Ask your colleagues how they would improve a program or tackle a major initiative if resources were no issue. Frame your questions to gather insights without burdening them with additional work or assignments. Think about it—how many people do you know who don’t enjoy sharing their thoughts on what could be improved? You’ll get valuable input without making them feel like it’s just another task. Envision Big Possibilities Ask colleagues what they would do if funding were unlimited. What’s their vision for making the program not only effective but truly transformative? Who else in the organization might have ideas on making your programs more impactful? Continue expanding your circle of input until you have a well-rounded view. Engage a Shared Vision As input flows in, you’re not just building a program; you’re building a shared vision. When your colleagues contribute to shaping the direction of a program, they’re more likely to be invested in its success. This kind of buy-in is crucial for long-term impact and helps make programs more attractive to supporters. Once you’ve gathered perspectives from across your organization, it’s time to refine a vision, set objectives, and lay out a concrete plan. With this solid foundation, you’re ready to approach a prospective donor with a compelling, well-rounded proposal. An Example in Action: The Phoenix Let’s look at an inspiring example. The Phoenix, founded by Scott Strode, is a phenomenal organization working to change the way America addresses addiction. When we at Stand Together began collaborating with them, they were already impactful, serving 18,000 people in seven locations. But by pulling together their team’s deep knowledge and experience, we built a strategy that transformed the organization’s reach. The Phoenix team had detailed insights into starting and running local chapters, and they were able to develop distinct strategies for different communities, from Atlanta to San Diego. This collaboration led to exponential growth—from serving 18,000 people to reaching 280,000 across all 50 states. And their trajectory doesn’t stop there; they’re on a path to reach one million people in the next few years. Imagine the story you can share with a prospective donor. “For one of the greatest crises of our time, we believe we have a solution—a solution that could grow fiftyfold within a decade.” By bringing the entire organization into this vision, The Phoenix has not only expanded its reach but created a compelling, society-wide impact story that donors want to support. The Power of Collective Impact When we work together, the potential is limitless. Collaborating across functions allows us to create programs that not only meet immediate needs but also inspire transformative change. And that’s what draws in Mega Gifts. When you can show a donor how they’re helping address one of society’s greatest challenges with a credible, sustainable, and impactful plan, you’re not just asking for support—you’re inviting them to be part of something monumental. With the right collaboration, the sky truly is the limit on the support we can raise and the lives we can change.
#2 How Do I Evaluate if My Organization Has Programs That Could Attract Mega Gifts?
That’s a BIG question—and it’s critical. In my view, the most essential part of securing a Mega Gift is initiating the Mega Gift discussion itself. And the reality is, if you don’t have the right programs or projects that naturally attract these types of transformative gifts, then you’ll never get the chance to start that conversation. But how do you know if your organization has what it takes to draw in Mega Gifts? It comes down to positioning. Ask yourself: What’s the unique gap in the marketplace that only our organization can fill? What is the defining value or purpose that makes our programs stand out? Without this clarity, you’re missing the foundation that attracts major, mission-driven donors. A good friend and reader, Clay Purdy, once raised a valuable question: How do I position my organization for Mega Gift success? To answer that, I always turn to Richard Viguerie’s Four Horsemen of Marketing. It’s a quick but powerful read, packed with insights on standing out in a crowded field. It’s so impactful, in fact, that I revisit it every few months as a checklist to keep my efforts sharp. Whether it’s creating a unique niche or becoming what Viguerie calls a “Purple Cow,” this approach can elevate your organization to Mega Gift readiness. When assessing your organization’s potential to attract Mega Gifts, here are some guiding questions that have proven invaluable: Do you have projects where your most generous supporters could envision giving 10x more than they currently do? Sometimes, a program’s vision just needs to expand. Look for opportunities within existing projects where increased funding could turn a good program into a great one, making it even more appealing to high-capacity donors. Could you initiate new projects that align with your organization’s strengths, with the potential to attract gifts that require a significant financial commitment? High-level donors often seek groundbreaking, ambitious projects that align with their passions. They like to be in on the ground floor, to have a say in planning, and to see their input directly impact outcomes. Designing a program that leverages their expertise, in addition to their funds, can make all the difference. Reflect on your recent conversations with donors. Are you addressing their “why”? Consider the last few discussions you’ve had with key donors. Have you explored the big problems they’re passionate about solving, why they care so deeply, and if they see your organization as uniquely capable of tackling those issues? If they see you as the perfect partner, you’re positioning yourself well for that next-level commitment. Now, how do you determine if your organization truly has the differentiation, benefits, and brand strength to deliver on those big promises? If you haven’t already, get your hands on Four Horsemen of Marketing. Read it once, and then read it again. The insights are key to understanding how to position your organization as the go-to entity for the transformative solutions donors are seeking. Remember, Mega Gifts don’t happen because of chance—they happen because you’ve created the right environment, mission, and program positioning to welcome them.
What is the Definition of a Mega Gift?
The short answer is simple: a Mega Gift is a gift that is both consequential and transformational—for the donor and the organization alike. Yes, you’ve probably heard that before. Perhaps a dozen times, or maybe a hundred. But when it comes to Mega Gifts, we as fundraisers need to take that definition a step or two—or even five—further. These aren’t just large donations; they are pivotal commitments that mark a defining moment in the donor’s relationship with the organization and, indeed, in their own lives. In my view, a Mega Gift isn’t just about the amount given. It’s about the gift’s purpose, impact, and the personal journey it entails for the donor. For me, a true Mega Gift has five essential elements: Addressing a Big Problem with a Credible Solution A Mega Gift should be aimed at tackling a significant issue, one that the organization has a viable plan to address. This isn’t about solving every problem but focusing on a specific, impactful area where the donor can see their gift making a tangible difference. A Co-Created Path to Change The commitment to a Mega Gift is a collaborative effort between the donor and the organization. It reflects a thoughtful, deliberate process where both parties work together to create a strategy that will advance the solution. It’s an exercise in partnership, aligning the donor’s vision with the organization’s mission. An Ask That Provokes Thought and Consideration The scale of the financial ask—and the additional call for the donor’s time and talent—should make the donor ‘stop and think.’ Typically, this means it’s on the scale of 10x anything they’ve done before. This kind of reflection shows that it’s not just another donation; it’s a deeply meaningful commitment. Pride and a Long-Term Bond A true Mega Gift is one that the donor will feel immense pride in. It’s not only a gift to the organization but a defining piece of their legacy. This pride further strengthens the bond between the organization and the donor, ensuring a lasting, impactful relationship. Inspiration for Others Finally, a Mega Gift is a beacon of inspiration. It sets a precedent and encourages other donors to envision the impact they, too, can have. It signals to the wider community that big goals are achievable, and it challenges others to step up. If we, as fundraisers, can confidently say “YES!” to each of these points after a gift commitment, then we know a Mega Gift has occurred. Mega Gifts are about more than eye-popping numbers. While the financial contribution is significant, it’s the addition of the donor’s time and talent that makes it transformative. Without that element of personal engagement, the donor may not experience the full impact of their gift. And if they don’t, we might have left untapped potential on the table. In every Mega Gift, there’s a unique story—a story of partnership, impact, and legacy. That’s what makes these gifts so special, and that’s what makes our work as fundraisers so fulfilling.
