Going Big: Taking Donor Relationships from the Transactional to the Transformational
Many of us in the fundraising world often talk about “Going Big.” But what does that actually look like in practice? How do we go beyond the typical donor relationship and build partnerships that can create transformative impact for our organizations? It involves intentional and thoughtful engagement—building meaningful partnerships through consistency, shared purpose, and mutual respect. Here are six key elements for “Going Big” in fundraising. Focus on Relationships First: The initial connection isn’t about making an ask. It’s about truly listening and discovering your donors’ values, motivations, and long-term goals. When you show genuine interest in their life experiences, they feel valued as partners rather than just as contributors. Offer Clear, Tangible Impact: Demonstrate the immediate effects of their contributions through smaller, focused initiatives. This allows donors to see the difference they’re making and builds a foundation for larger commitments. It begins to move donors beyond a transactional relationship and takes the first steps toward partnership. Engage Consistently: Keep donors connected and informed with regular updates, meetings, and opportunities to participate. This reinforces their importance to the organization, fosters a sense of ownership, and deepens the relationship. Involve the Donor’s Network: When a donor brings family or friends to events, or introduces their network to your cause, you’re reaching a new level of engagement. Encourage this involvement—it often leads to expanded support and lasting relationships that extend beyond individual contributions. Dream Big—Together: When you have a trusted, long-term donor, don’t be afraid to present a bold vision that reflects both your organization’s mission and the donor’s personal values. Transformational gifts are rooted in shared purpose and aligned goals. Such gifts aren’t just an investment—they’re a legacy. Be Strategic and Prepared: A major ask should be the result of careful planning and alignment among key stakeholders. The ask is not just about money. Show the donor that you value their leadership and that their gift will be instrumental in achieving an extraordinary impact. Ready to Go Big? Transformational gifts are not merely the result of a single meeting or a one-time ask. They are built on a foundation of genuine partnership, thoughtful stewardship, and a bold, shared vision. By focusing on your donor’s aspirations and inviting them to co-create a legacy, you can turn ambitious dreams into achievable reality. Are you prepared to cultivate these kinds of relationships? Going big starts with going deep—listening to donors, understanding their values, and creating opportunities for them to achieve meaningful change. Through this approach, your organization can unlock the potential for truly impactful partnerships. In these partnerships, donors don’t just contribute—they become champions for your cause, working alongside you to make a transformative difference.
Could 8- and 9-Figure Gifts Be in Your Organization’s Future?
For many nonprofits, securing 8- or 9-figure gifts might seem like a distant goal—something reserved for massive institutions with long-established networks. But what if this wasn’t out of reach? What if, by cultivating genuine partnerships with donors, you could unlock extraordinary levels of support and accomplish ambitious goals that change the trajectory of your organization? By engaging with donors in a meaningful, personalized way, nonprofits have the opportunity to establish strong, lasting relationships that could lead to truly transformational gifts. The Power of a Partnership-Driven Approach Taking the time to cultivate genuine partnerships can elevate fundraising from a transactional experience to a journey of shared purpose. By engaging donors deeply, understanding their motivations, and co-creating a plan that aligns with their vision, you can lay the groundwork for transformational gifts that benefit your organization and community in profound ways. These high-level partnerships offer benefits beyond financial support—they bring invaluable insights, connections, and passion into your organization’s work. When donors feel truly invested in your mission and see the impact they can make, their involvement becomes much more than a gift; it becomes a legacy. Ready to Elevate Your Fundraising? By focusing on a partnership-first approach, you can turn your donor relationships into powerful alliances for change. These transformational gifts are not just possible—they’re within reach for organizations that are willing to listen, engage, and co-create with supporters. When donors feel like integral members of your mission, you unlock a world of potential that goes far beyond traditional fundraising. With this approach, you can build a future where your donors are not just contributors, but champions for your cause, working alongside you to make an extraordinary difference.
Key Steps for your Capital Campaign: Creating Your Case for Support
Once critical component of creating an effective Capital Campaign, is developing a compelling Case for Support. Here is a step-by-step approach drawn from insights shared by Jerry Linzy, Executive Partner Emeritus of Jerold Panas, Linzy & Partners. A Case for Support is more than a simple project description. It’s a compelling narrative that explains why your mission matters, how you’ll address pressing needs, and why now is the time for action. To build one, you must: Define Your Mission and Objectives: Establish a clear, forward-looking vision that explains why your work is essential. Document the societal challenges your organization addresses and articulate the unique value you bring. Outline Program Benefits: Show how your programs benefit your community and constituents. Connect with potential donors by framing the campaign as a way for them to be part of a larger, impactful movement. Detail Project Elements: Objectives and Scope: Specify what you aim to achieve and the program’s reach. Expected Results: Describe the tangible outcomes you anticipate. Professional Staffing Needs: Note any staffing expansions needed to support the project. Timetable and Financials: Include a timeline and the financial information needed to reach your goals. Build Credibility with Evidence of Success: Share your organization’s track record. Highlight past achievements, community impact, and any recognition that underscores your reliability and capability. Present Financial Needs with Transparency: Offer a macro view of your financial requirements and break down specific needs. Connect these financial goals to specific program elements and tie them to donor recognition opportunities. Campaign Overview and Timetable: Provide an overarching timeline for the campaign, including suggested pledge timing, to give donors a clear picture of the campaign’s roadmap. As you write your Case for Support, you’ll also want to be sure to write in the right way. Focus on Community Impact, Not Institutional Needs: Keep the emphasis on how your work benefits others, addressing donors’ desire to make a difference. Write to Inspire, Not Just Inform: Fundraising writing should inspire and motivate, conveying urgency and excitement. Emphasize Donor Value: Show donors they’re crucial to the campaign’s success. People give to people and causes they believe in, not just institutions. Do all this right and you’ll take a huge step towards building your strongest case… and earning your most generous support from your donors.
Turning Fundraising into Meaningful Engagement: Moving Beyond the Transactional Ask
Fundraising often gets a bad reputation, sometimes viewed like a competitive sport or big-game hunt. We’ve all heard the stories—phrases like “Hit up Joe for the gala” or “Twist Sharon’s arm to support Frank’s campaign.” But this transactional approach to fundraising isn’t just off-putting; it’s corrosive, counter-productive, and ultimately ineffective. So, what does effective fundraising look like? How can we move beyond mere transactions to build authentic, lasting relationships with our supporters? The answer lies in true donor engagement. The Shift: From Transaction to Engagement A better approach to fundraising centers on meaningful engagement with donors. When we think of our supporters as partners instead of targets, we can build connections that not only benefit our organizations but also provide deep personal fulfillment to donors. Consider the Six Steps of Effective Donor Engagement, which offer a roadmap to help you build lasting, impactful relationships: Initial Solicitation – Transform the initial ask into an invitation to get involved. Gratitude – Show genuine thanks for each gift to strengthen the bond with your supporters. Stewardship – Develop an ongoing relationship that turns single contributions into sustained support. Donor Communications – Use two-way communication to engage donors in meaningful ways, such as through impactful newsletters and surveys. Donor Events – Design events that deepen the emotional connection and build community. Onsite Visits – Bring donors into your mission with personal, immersive experiences that can change their perspective. Preparing for the Major Gift Solicitation For many, the culmination of donor engagement is a major gift solicitation—a milestone that could define the legacy of your donor and transform your organization. But instead of a pressured transaction, let’s approach it as a partnership. Here’s how to turn your major gift solicitation into a truly collaborative and fulfilling experience: Empathy, Energy, Enthusiasm: As legendary fundraiser Jerry Panas advises, these qualities show donors that your cause matters to you personally. Present a compelling, urgent case that resonates emotionally with your donor. Understand Their Vision: Go beyond the project’s needs to understand what will be truly meaningful to the donor. What are their goals, passions, or lifelong dreams? How can this partnership help them achieve a purpose close to their heart? Involve Trusted Allies: Involve people your donor trusts, like friends or family, who can provide valuable insights or encourage support. This helps create a shared sense of purpose. Seek Feedback on the Case: Share your case statement with the donor ahead of time, inviting their feedback and integrating their ideas. This collaboration reinforces that their support isn’t just appreciated; it’s essential to your mission.
Turning Customer Service into a Brand: How Dino Cortopassi Made Stanislaus a Powerhouse
For many of us, customer service is an important, if standard, part of business. But for entrepreneur Dino Cortopassi, it became the very cornerstone of his brand’s success. What started as a simple approach to customer interaction grew into something extraordinary: a chance to turn regular customers into loyal, raving fans. Dino shared his insights through his book, Getting Ahead: A Family’s Journey from Italian Serfdom to American Success, and in my personal conversations with him. I hope you’ll find in them inspiration for your own work. Build a Customer-First Culture with Personalized Communication Dino’s company, Stanislaus, answer their 800-number with a real person during business hours—always. Whether it’s a junior employee or a department head, every call is answered by someone live. Dino knew that making customers feel heard was invaluable. It’s what set Stanislaus apart in a world filled with automated systems. Their approach? Every complaint or issue, no matter how minor, is treated as an opportunity, not a nuisance. So instead of defaulting to “It’s not our fault,” Stanislaus staff say: “Thank you for letting us know. We always strive for perfection.” This simple phrase keeps customers close, shows they are valued, and sets the tone for a lasting relationship. Every team member is trained to see complaints as a unique chance to gain a customer for life. Don’t Just Take Calls—Make Them! While doing a survey for a marketing campaign, Stanislaus discovered how much customers appreciated receiving a personal call. This feedback led to the formation of the “We Care” department, where each customer is called at least once a year simply to check in: “How’s business?” The department became a powerful symbol of Stanislaus’ genuine concern for its customers. Apply the Four Horsemen of Marketing Dino’s success with Stanislaus is a prime example of the power of Richard Viguerie’s Four Horsemen of Marketing: Position: Dino firmly established Stanislaus as “The Real Italian Tomato Company with the Polish Name.” He knew his market and created a clear, memorable place in his customers’ minds. Differentiation: Dino stood out with La Trattoria newsletter, Christmas gifts, presence at the Pizza Expo, and his brand’s engaging ads. Each touchpoint was unique, strengthening his connection with customers. Benefit: Dino’s USP was simple—quality. But it wasn’t just his product that made Stanislaus the best; it was his commitment to exceptional service and communication. Brand: Delivering benefits beyond the product solidified the brand. Stanislaus’ service, communication, and consistent values created a brand customers could trust. What Happens When Customers Trust You? They advocate for you. They become your marketers, sharing their positive experiences with others. Here’s what they are looking for: Authenticity: Ensure your communication is genuine. People connect with real, caring brands. Consistency: Like Stanislaus’ commitment to answering every call personally, stick to practices that make your audience feel valued. Customer-Centric Mindset: Treat every interaction as a chance to strengthen your brand. Imagine a world where your customers love not only your mission but also you and your team. When that happens, you’ve created the kind of brand that’s worth talking about.
#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 important, they can address the BIG problems in our society. How Do You Think About True Stewardship? If you view stewardship as merely reporting back to the donor on their gift’s impact, you’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, you continue engaging the donor, drawing on their time, talent, and vision. In other words, the relationship doesn’t end with the donation; instead, it matures as you work together toward the shared goal. Three Key Ways to Keep Your Donors 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’s how you can 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 the donor’s 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 Them Active, Hands-On Engagement I once 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 insight and expertise 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. The donor’s involvement fast-tracked the project’s success, ensuring it resonated within the community from day one. Why You Must Keep Experimenting 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 donors in specific milestones, inviting them to witness the impact firsthand, or helping them explore new avenues for influence within the project. Don’t be afraid to suggest opportunities for donor 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. Your Role as Partner—Increasing Donor 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 your job to help them fulfill that desire. Be bold. Encourage them to consider BIG solutions to the BIG problems. When you 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.
