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Lilly Family School of Philanthropy

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  • Developing Major Gifts

Developing Major Gifts

Raise more money by receiving more major gifts. Consistent donors can become major donors when you effectively implement the Eight-Step Major Gifts Management Cycle. Identify and utilize your own communication strengths when meeting with donors to develop major gifts and increase your fundraising success.

Certificates: Fund Raising Management,

Course Dates
LocationDatesCostRegister
Washington, D.C.June 09, 2025 - June 11, 2025$1,595.00

Seats are limited!

Register
Virtual (Live)July 10, 2025 - August 14, 2025$1,595.00Register
Indianapolis (NCAA)July 16, 2025 - July 18, 2025$1,595.00Register
Online (Asynchronous)August 18, 2025 - September 28, 2025$1,645.00Register
ChicagoAugust 25, 2025 - August 27, 2025$1,595.00Register
San DiegoSeptember 15, 2025 - September 17, 2025$1,595.00Register
Indianapolis (NCAA)October 08, 2025 - October 10, 2025$1,595.00Register
AustinOctober 27, 2025 - October 29, 2025$1,595.00Register
AtlantaNovember 03, 2025 - November 05, 2025$1,595.00Register
Indianapolis (NCAA)December 03, 2025 - December 05, 2025$1,595.00Register
Indianapolis (NCAA)January 12, 2026 - January 14, 2026$1,595.00Registration opening soon
Online (Asynchronous)February 09, 2026 - March 22, 2026$1,645.00Registration opening soon
Fort LauderdaleFebruary 16, 2026 - February 18, 2026$1,595.00Registration opening soon
Virtual (Live)March 17, 2026 - April 21, 2026$1,595.00Registration opening soon
Indianapolis (NCAA)March 25, 2026 - March 27, 2026$1,595.00Registration opening soon
DenverMay 04, 2026 - May 06, 2026$1,595.00Registration opening soon
Washington, D.C.June 03, 2026 - June 05, 2026$1,595.00Registration opening soon

Course Details

Please review the attendance policy and cancellation/transfer policy before registering.

Schedule

The course is offered in the following three formats:

In-person

The in-person class is three days in length.

Day 1: 8:30 a.m.–5 p.m.
Day 2: 8:30 a.m.–5 p.m.
Day 3: 8:30 a.m.–5 p.m.

Day 1 Agenda
TimeActivity
8:30Introductions and Expectations
9:15What are Major Gifts?
Philanthropic Landscape
Types of major gifts
8 Step Major Gift Cycle Introduction
Purpose and Mission Alignment for MGOs
10:15Break
10:30Creating a Culture of Philanthropy within Major Gifts
Common Language
Role of the board, staff, and other donors in the process
Diversity on team
Exchange of Values
Organizational Readiness Assessment
11:45Lunch
1:00Define and Refine your Major Gift Case for Support
2:00Ethics and Major Gifts
3:00Break
3:45DiSC and Fundraisers
How DiSC applies to Major Gift Fundraisers
4:45Day 1 Debrief
5:00Adjourn
Day 2 Agenda
TimeActivity
8:30Previous Day Review
8:45Identifying & Qualifying Major Gift Donors
From the Annual Fund
Through existing MG Donors
LAI/LIA
Prospective Donor Research
10:30Break
10:45Activity: Identify Prospective Donors
11:45Lunch
1:00Develop Strategy
DiSC for Donors
Types of Donors
DEI when it comes to strategy
2:45Break
3:00Cultivating Major Gift Donors
Donor Motivations
Inclusive Excellence & Major Gifts
Types of Relationship
Cultivation Exercise
4:45Day 2 Debrief
5:00Adjourn
Day 3 Agenda
TimeActivity
8:30Previous Day Review
8:45Preparing to Solicit/Negotiate the Gift
Who to Bring with You?
Gift Proposals
Solicitation Planning
10:15Break
10:30Solicitation and Negotiation
Solicitation Exercise
Responding to Prospective Donors
Solicitation Debrief
11:45Lunch
1:00Gift Acceptance Policies, Recognition, and Stewardship
Importance of gift acceptance policies
Gift Receipt (within 48 hours)
Gift acknowledgement letter (timely basis)
Creating a thank you video
2:00Budgeting and Metrics for Major Gifts
How to evaluate your major gift program
2:45Break
3:00Action Planning
3:45Expectations and Challenges Review
8-Step Major Gift Cycle Review
4:30Course Wrap Up, Evaluations, Graduation
5:00Adjourn

Online (Asynchronous) Schedule
The asynchronous online course is six weeks in length.

Each week you’ll have a course module to complete. Each module consists of:

  • readings from a PDF study guide
  • viewing a pre-recorded narrated presentation
  • completing a 10-question quiz where you must score a 7 or higher
  • engaging in forum discussions with others
  • and submitting assignments.

More details about the online format and requirements may be viewed here.

Week 1: Introduction, Ethics and Readiness
Readings
Narrated Presentation
Quiz
Assignment: Ethics Case Study
Assignment: Organizational Assessment
Assignment: Discussing Your Work

Week 2: Donor Motivation, The Case and The Team
Readings
Narrated Presentation
Quiz
Assignment: Complete Your DiSC Profile
Assignment: Building a Fundraising Team
Assignment: Discussing Your Work

Week 3: DiSC and Personality Styles
Readings
Narrated Presentation
Quiz
Assignment: Dorothy Martin Case Study
Assignment: Discussing Your Work

Week 4: Major Gift Management Cycle Part I
Readings
Narrated Presentation
Quiz
Assignment: Identify a Prospect
Assignment: Discussing Your Work

Week 5: Major Gift Management Cycle Part II Solicitation
Readings
Narrated Presentation
Quiz
Assignment: Identify a Prospect, Part II
Assignment: Discussing Your Work

Week 6: Planning and Measurement
Readings
Narrated Presentation
Quiz
Assignment: Fundraising Goals
Optional Assignment: Long-Range Model
Assignment: Discussing Your Work

To be eligible for the Certificate of Achievement, all coursework must be completed and submitted no later than Sunday of week 6 at 11:59 p.m. ET. This is a firm deadline and late work will not be accepted.

Virtual (Live) Schedule
The live, virtual class is held over six sessions from 2 p.m. to 5 p.m. Eastern and hosted using the Zoom platform. More details about the virtual format and requirements may be viewed here.

The July 10-August 14, 2025 virtual class will be held on the following dates:

Thursday, July 10
Thursday, July 17
Thursday, July 24
Thursday, July 31
Thursday, August 7
Thursday, August 14

The March 17-April 21, 2026 virtual class will be held on the following dates:

Tuesday, March 17
Tuesday, March 24
Tuesday, March 31
Tuesday, April 7
Tuesday, April 14
Tuesday, April 21

Session 1
Introductions and Course Overview
Ethics Introduction
Organizational Readiness for Major Gifts

Session 2
The Case for Major Gifts
Major Gifts Team

Session 3
Major Gifts Engagement
Introduction to Interpersonal Communication Style

Session 4
Donor Motivations and Engagement
Ethics Case Study

Session 5
Development of Engagement Plan
Cultivation
Acknowledgement/Recognition, Stewardship, Renewal

Session 6
Solicitation and Negotiation
Success Measurement through Metrics
Guided work through the Major Gifts Plan
Graduation

Location

The location next to each course date indicates if the course is being held in-person (e.g. city name) or online.

For in-person classes, please click on the city name for further details and recommended hotel accommodations.

Registrants for in-person, online, and virtual dates will receive complete course logistical information upon registration.

CFRE Education Points

Full participation in many of The Fund Raising School’s courses fulfill education point requirements for Category 1.B-Education of the CFRE International application for initial certification and/or recertification.

Developing Major Gifts qualifies for 20.25 CFRE Education Points/Hours.

IMPORTANT REGISTRATION NOTE: Tuition payment is due before the class begins and may be paid by credit card or check. All cancellations and transfers are subject to an administrative fee of $275.

The Fund Raising School and its faculty assume a baseline knowledge of the concepts and terminology from “Principles & Techniques of Fundraising” in teaching this course.

You’ll learn how to

  • Use your mission to motivate volunteers
  • Develop an organizational vision for major gifts
  • Organize your major gift program
  • Provide and cultivate leadership for your major gifts program
  • Help volunteers overcome their resistance to asking for gifts
  • Respond to objections in your presentation
  • Define the roles of board and staff in major gift fundraising
  • Manage the eight-step major gifts process
  • Use current research to guide your approach
  • Forge leadership partnerships

What you’ll receive

  • Planning outlines
  • Vision statement outline
  • A comprehensive, easy-to-understand study guide with background reading
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