Many of us in the fundraising world often talk about the idea of “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?
To explore this, let’s look at a powerful example of a partnership with Robert and Sheila Challey, whose journey from donor to champion was built over a carefully curated, multi-year relationship. This story offers insights into key principles and strategies for taking donor relationships from the transactional to the transformational.
A Moment to Remember: The Power of the Ask
The culmination of this journey was a pivotal moment: a major ask. Supported by years of relationship-building, active engagement, and shared vision, the team asked the Challeys to consider a game-changing investment—$10 million—to help launch a landmark project at North Dakota State University. The result? A resounding “Yes!”
But the success of this ask wasn’t just about the dollar amount. It was the result of intentional and thoughtful engagement, proving that meaningful partnerships are built through consistency, shared purpose, and mutual respect.
Here’s a breakdown of the approach that brought the Challeys to this decision and how you can apply similar steps in your own fundraising strategy.
Six Key Elements for “Going Big” in Fundraising
- Building the Foundation: Making a Personal Connection
The journey began with a simple introduction. The team established common ground by listening to Bob Challey’s personal story, learning about his connection to North Dakota State University (NDSU), and his values. By taking the time to understand his interests and vision, they built a foundation of trust and respect.
This initial connection isn’t about making an ask—it’s about truly listening and uncovering what motivates your donor. When you show genuine interest in their life experiences, they feel valued as partners rather than just contributors.
- Engagement Beyond the Transactional: First Steps Towards Partnership
After the first conversation, the team invited Bob to support a smaller initiative. His initial $100,000 commitment addressed an existing need at NDSU, showing him a clear impact right from the start. This step created an entry point for Bob to engage with the organization and experience the direct results of his support.
Moving beyond a transactional relationship and offering initial opportunities for engagement help donors see the tangible outcomes of their contributions, creating a foundation for more meaningful involvement.
- Effective Stewardship: Strengthening the Bond
Throughout the following year, the team focused on consistent and personalized stewardship. They held three in-person meetings, had numerous phone calls, and sent regular updates to keep the Challeys engaged and informed. These interactions weren’t just about maintaining contact—they were about continually deepening the relationship.
Stewardship at this level builds trust, reinforces the impact of the donor’s contributions, and transforms them from casual supporters to deeply invested partners.
- Growing Involvement: Engaging the Whole Family and Expanding Circles
As the relationship grew, the Challeys began attending events together, even bringing family members along. This progression symbolized their increasing commitment and trust. Bob also began introducing his business and social network to the organization, expanding the circle of support.
When donors bring family and friends into the fold, it’s a sign that they see your mission as a part of their legacy. This broader engagement often leads to long-term partnerships that extend beyond individual contributions.
- Creating a Big Vision: Proposing a Transformational Project
By year two, the team proposed a bold vision to the Challeys—a new $50 million institute at NDSU that would bring faculty together to address critical issues in economics, global peace, and prosperity. This was no small project; it was the largest human capital investment in the school’s history.
When proposing a large-scale initiative, ensure it aligns with your donor’s interests and values. A project of this scale isn’t just an investment—it’s a legacy. The vision must be compelling, clear, and directly connected to the donor’s goals.
- The Final Ask: Turning Vision into Commitment
The ask itself was the culmination of months of preparation, strategy, and careful planning. The team conducted a “dress rehearsal” for the solicitation call, honing their message and ensuring that all key players were aligned. They emphasized that the Challeys’ leadership could serve as a catalyst, inspiring others to join in support of this landmark project.
The ask wasn’t just about money; it was about making the Challeys feel that their support would truly be transformative. This approach resonated deeply with them, leading to their enthusiastic “Yes!”
Takeaways for Fundraisers: Building Your Own Transformational Partnerships
- Focus on Relationships First: Before making any ask, prioritize building a genuine connection. Take the time to understand your donor’s values, motivations, and long-term goals.
- 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.
- Engage Consistently: Keep donors connected and informed with regular updates, meetings, and opportunities to participate. This reinforces their importance to the organization and fosters a sense of ownership.
- 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.
- 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 their personal values. Transformational gifts are rooted in shared purpose and aligned goals.
- Be Strategic and Prepared: A major ask should be the result of careful planning and alignment among key stakeholders. 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 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, where donors don’t just contribute—they become champions for your cause, working alongside you to make a transformative difference.
