If you’ve been in the nonprofit trenches as long as I have—nearly three decades—you know that economic and political uncertainty isn’t new, but it always brings fresh challenges. I recently read in The Chronicle of Philanthropy (by Ben Gose) that online donations have dropped sharply since President Trump’s latest tariff announcements. This year, President Trump’s tariffs and the resulting stock market volatility have sent a chill through online giving. As major gift officers, development directors, executive directors, and board members, you’re likely asking: Should we pull back on fundraising appeals, or is now the time to double down?

After nearly three decades in major and planned giving, I’ve learned that our work has always been built on three pillars: trust, timing, and tailored conversations. Relationships are the heart of what we do. But today, artificial intelligence (AI) is giving us new tools to deepen those relationships—by helping us uncover hidden prospects, personalize stewardship, and make data-driven decisions that move high-value donors from interest to investment, all without losing the human connection that matters most.

If there’s one truth I’ve learned in nearly three decades working in major gifts, it’s this: nothing moves the needle for a nonprofit quite like a well-executed major gift ask. As Jerold Panas famously said, “If you get the visit, you’re 85% on your way to getting the gift.” That single meeting—securing it, preparing for it, and making the ask—remains the most pivotal moment in our work. Whether you’re a development director, executive director, or board member, mastering this process is essential to your organization’s growth and impact.

As someone who has dedicated nearly three decades to major gift fundraising, I can tell you that the landscape of donor engagement and stewardship has evolved tremendously. One of the most transformative shifts I've witnessed—and embraced—is the move toward a data-driven moves management process. If you’re a major gift officer, development director, executive director, or board member in the nonprofit sector, this approach is not just a buzzword; it’s an essential strategy for building deeper, more fruitful donor relationships and sustaining your organization’s mission.

As much as we honor the past, we know the world of major gift fundraising is changing. Donor expectations are evolving, technology is racing ahead, and the challenges we face are more complex than ever. That’s why, as of January 13, 2025, my company, Fundraising Transformed, has acquired the Institute for Charitable Giving, also lovingly known as ICG. And together, we’ve launched the "Modern" Institute for Charitable Giving (ModernICG). It’s a dream come true for me. And I believe, a turning point for our sector. This isn’t just a name change or a rebrand — it’s a bold leap forward for our sector, and I believe it’s exactly what we need right now.

After nearly three decades in the world of major gifts, I can say with certainty: the way we steward our major donors is the single most important factor in achieving lasting fundraising success. Whether you’re a major gift officer, development director, executive director, or board member, your role in donor stewardship directly impacts your organization’s ability to retain and grow its most significant supporters.

After nearly 30 years in this field, I’ve seen firsthand how the right major donor strategy can propel an organization’s mission to new heights. But I’ve also seen the common pitfalls that can stall even the most passionate teams. In this edition of Scaling Major Gifts, I want to share the most persistent challenges major gift officers face when implementing a major donor strategy—and, more importantly, the practical solutions I’ve found to move past them. Whether you’re building your program from scratch or looking to take your results to the next level, these insights are for you.

Struggling to invite grateful patients and families to share their stories without crossing sensitive boundaries? In this week’s edition of Scaling Major Gifts, I’m drawing on nearly 30 years of experience to unpack the real challenges (and big opportunities) of authentic storytelling in healthcare fundraising. I share practical strategies, a real-world success story, and actionable tips you can use right away to create safe, meaningful pathways for patients and families to get involved. 

In this week’s Scaling Major Gifts newsletter, I sharing practical strategies, real-world examples, and actionable tips to help you engage next-gen donors effectively. Whether you’re a major gift officer, development director, or nonprofit leader, this is your roadmap to building authentic relationships with the changemakers of the future. 

Feeling stuck when it comes to cultivating your top donors? In this week's edition of my Scaling Major Gifts newsletter, I share real-world strategies (and a few lessons learned the hard way) to help you build personalized cultivation plans that actually move relationships forward.

In my nearly 30 years working in nonprofit development, one truth has remained constant: stewardship is the lifeblood of donor relationships. As major gift officers, development directors, executive directors, and board members, you know how critical it is to not only secure major gifts but also nurture the relationships behind them. In this edition of Scaling Major Gifts, I want to share insights on how you can weave stewardship touchpoints into your annual strategy to deepen donor connections and drive long-term support.

Over nearly three decades in nonprofit fundraising, I’ve seen countless innovations reshape how we engage donors. But few have been as transformative as artificial intelligence (AI). AI isn’t just a buzzword—it’s a transformative tool that empowers fundraisers to personalize communication at scale, anticipate donor needs, and optimize outreach in ways we couldn’t have imagined even a decade ago. In this edition of Scaling Major Gifts, I’ll share how AI can enhance your moves management strategies at every stage, helping you build stronger donor relationships and elevate your major gift efforts.

In my nearly 30 years of experience in nonprofit fundraising, I’ve seen one recurring challenge: engaging board members in major gift fundraising. Whether you’re a major gift officer, development director, executive director, or board member, you’ve likely encountered hesitation or outright reluctance when it comes to asking for large donations. In this edition, I want to share insights on overcoming those fears and transforming your board into confident ambassadors for your cause.

In my nearly three decades as a major gifts consultant, I've seen firsthand how critical leadership is in driving successful fundraising efforts. Whether you're an executive director, development director, or board member, your role in cultivating a high-performing major gifts team cannot be overstated. Today, I want to share some insights I've gained over the years and offer practical advice for nurturing a team that consistently secures those game-changing donations.

As a seasoned major gift expert with nearly 30 years in the field, I've witnessed firsthand the transformative power of challenge gifts in capital campaigns. These dynamic tools have an unparalleled ability to ignite donor enthusiasm and drive fundraising success. Let's explore how you can harness the power of challenge gifts to elevate your capital campaign to new heights.

Have you ever wondered how some nonprofits seem to achieve their most ambitious goals with ease while others struggle to stay afloat? What’s their secret? In many cases, it’s a well-executed major gift program. Major gifts are the cornerstone of sustainable fundraising, yet starting a program can feel overwhelming, especially if your organization has never ventured into this territory before. But here’s the good news: you don’t have to do it alone. I’ll walk you through the essential steps to launch a successful major gift program that can elevate your nonprofit from surviving to thriving. By the end of this edition of Scaling Major Gifts, you’ll not only feel inspired but equipped with actionable strategies to get started today. 

As I approach my third decade in the world of fundraising, I'm continually amazed by the evolving landscape of major gift cultivation. The digital revolution has transformed how we connect with donors, and it's crucial that we adapt our strategies accordingly. Today, I want to share some insights on integrating digital approaches into your annual plan for major gift cultivation.

I've seen firsthand how a robust major gifts pipeline can make or break a capital campaign. Whether you're a seasoned development director or a board member new to fundraising, the ability to cultivate and secure major gifts is crucial for your organization's growth and impact.

As I reflect on my nearly three decades in the nonprofit sector, one truth stands out: a thriving major gifts program is the lifeblood of sustainable fundraising. Yet, I've seen countless organizations struggle to fully engage their boards in this critical area. Today, I want to share some hard-earned wisdom on creating a board-driven major gifts culture that can transform your fundraising efforts.

In this edition of Scaling Major Gifts, we're diving into a topic that's close to my heart: how to identify and qualify potential major gift prospects. I'm sharing some tried-and-true strategies that have served me well over the years.