Major Gifts Fundraiser

SummaryPart two of Clark’s practical “Lessons Learned” series—from an old slide deck that still packs a punch. We cover why mission must lead your conversations, how to cultivate until the “yes” is likely, the art of listening (and how to measure it), why the case must be bigger than your organization, and the simple discipline of getting in the living room, not just the inbox.What You’ll LearnLead with mission, not programs: Define the problem you exist to solve; then show how your programs are the vehicle.Money isn’t the problem: Relational deficit > budget deficit. Build the relationship that makes the gift obvious.Change lives, not line items: Donors give to impact. Your job is to articulate how lives change uniquely through you.Listen like a pro: Aim to speak far less than you listen; measure it after each meeting to improve.Don’t be flippant with the ask: Cultivate and ask—don’t “just ask.” Ask when a “yes” is likely.Emotion moves big gifts: Logic opens the door; emotion carries the gift over the thr