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,
| Location | Dates | Cost | Register |
|---|---|---|---|
| Washington, D.C. | June 09, 2025 - June 11, 2025 | $1,595.00 | Full. Please email tfrs@iu.edu to be added to a wait list. |
| Virtual (Live) | July 10, 2025 - August 14, 2025 | $1,595.00 | Register |
| Indianapolis (NCAA) | July 16, 2025 - July 18, 2025 | $1,595.00 | Register |
| Online (Asynchronous) | August 18, 2025 - September 28, 2025 | $1,645.00 | Register |
| Chicago | August 25, 2025 - August 27, 2025 | $1,595.00 | Register |
| San Diego | September 17, 2025 - September 19, 2025 | $1,595.00 | Register |
| Indianapolis (NCAA) | October 08, 2025 - October 10, 2025 | $1,595.00 | Register |
| Austin | October 27, 2025 - October 29, 2025 | $1,595.00 | Register |
| Atlanta | November 03, 2025 - November 05, 2025 | $1,595.00 | Register |
| Indianapolis (NCAA) | December 03, 2025 - December 05, 2025 | $1,595.00 | Register |
| Indianapolis (NCAA) | January 12, 2026 - January 14, 2026 | $1,595.00 | Registration opening soon |
| Online (Asynchronous) | February 09, 2026 - March 22, 2026 | $1,645.00 | Registration opening soon |
| Fort Lauderdale | February 16, 2026 - February 18, 2026 | $1,595.00 | Registration opening soon |
| Virtual (Live) | March 17, 2026 - April 21, 2026 | $1,595.00 | Registration opening soon |
| Indianapolis (NCAA) | March 25, 2026 - March 27, 2026 | $1,595.00 | Registration opening soon |
| Denver | May 04, 2026 - May 06, 2026 | $1,595.00 | Registration opening soon |
| Washington, D.C. | June 03, 2026 - June 05, 2026 | $1,595.00 | Registration 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.
| Time | Activity |
|---|---|
| 8:30 | Introductions and Expectations |
| 9:15 | What are Major Gifts? Philanthropic Landscape Types of major gifts 8 Step Major Gift Cycle Introduction Purpose and Mission Alignment for MGOs |
| 10:15 | Break |
| 10:30 | Creating 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 |
| 11:45 | Lunch |
| 1:00 | Define and Refine your Major Gift Case for Support |
| 2:00 | Ethics and Major Gifts |
| 3:00 | Break |
| 3:45 | DiSC and Fundraisers How DiSC applies to Major Gift Fundraisers |
| 4:45 | Day 1 Debrief |
| 5:00 | Adjourn |
| Time | Activity |
|---|---|
| 8:30 | Previous Day Review |
| 8:45 | Identifying & Qualifying Major Gift Donors From the Annual Fund Through existing MG Donors LAI/LIA Prospective Donor Research |
| 10:30 | Break |
| 10:45 | Activity: Identify Prospective Donors |
| 11:45 | Lunch |
| 1:00 | Develop Strategy DiSC for Donors Types of Donors DEI when it comes to strategy |
| 2:45 | Break |
| 3:00 | Cultivating Major Gift Donors Donor Motivations Inclusive Excellence & Major Gifts Types of Relationship Cultivation Exercise |
| 4:45 | Day 2 Debrief |
| 5:00 | Adjourn |
| Time | Activity |
|---|---|
| 8:30 | Previous Day Review |
| 8:45 | Preparing to Solicit/Negotiate the Gift Who to Bring with You? Gift Proposals Solicitation Planning |
| 10:15 | Break |
| 10:30 | Solicitation and Negotiation Solicitation Exercise Responding to Prospective Donors Solicitation Debrief |
| 11:45 | Lunch |
| 1:00 | Gift 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 |
| 2:00 | Budgeting and Metrics for Major Gifts How to evaluate your major gift program |
| 2:45 | Break |
| 3:00 | Action Planning |
| 3:45 | Expectations and Challenges Review 8-Step Major Gift Cycle Review |
| 4:30 | Course Wrap Up, Evaluations, Graduation |
| 5:00 | Adjourn |
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