The Power of Virtual Connection
Scaling Major Gifts. Strategies, action steps, and ideas for scaling major gifts by Tammy Zonker, Major Gift Expert & Keynote Speaker.
What if the most impactful major gift fundraising seminar you attend this year happens right from your living room? Imagine genuine connections, inspiration, and real results, not only preserved, but amplified by the power of a virtual experience. Today, I’m excited to share stories, strategies, and insights that prove exactly that.
Welcome to this edition of Scaling Major Gifts. Here, we get real about major gifts, deeper donor relationships, and changing the world, one intentional action at a time.
This edition is special. We just wrapped our very first all-virtual Excellence in Major Gift Fundraising Seminar, formerly brought to you by the Institute for Charitable Giving, now proudly hosted by the Modern Institute for Charitable Giving. For three energizing days, passionate major gift fundraisers and brilliant faculty members gathered, virtually, united by one mission: to advance major gifts programs in nonprofits of every kind.
The Shift: What Really Changed?
But before I dive into today’s stories, let me ask you:
Have you ever felt that rush, the moment when you suddenly realize, “Wait, this is different. And it’s working way better than I imagined.”
That’s exactly what seminar participants told us. Stay with me as I pull back the curtain and show you why, and how, you can spark transformation in your fundraising, no matter the format.
Let’s rewind. Nearly 35 years ago, Jerold Panas and William Sturtevant established what became the gold standard for major gift fundraising training, the Institute for Charitable Giving. Fast-forward to today, and their legacy runs even deeper and further under our new banner, the Modern Institute for Charitable Giving, following our acquisition in January 2025.
But this was more than just a name change. It was a call to innovate, a blend of time-tested wisdom and innovative, modern strategies. This seminar brought together organizations from higher education, social services, healthcare, advocacy, conservation, foundations, and faith-based groups, all facing the day-to-day challenges of major gift fundraising.
Pain Points Facing Major Gift Fundraisers
In my experience, the journey is rarely a straight line. Common challenges pop up all the time:
Relationship Building: Creating authentic, lasting connections in a changing donor landscape
Team Engagement: Motivating board members and staff who may be new to major gift work
Strategy Fatigue: Adapting to shifting priorities, budget limitations, and evolving donor expectations
Momentum Loss: Bridging the energy gap when campaigns lose steam
Virtual Skepticism: Wondering if online conversations can truly connect us
If you’re skeptical about virtual events, trust me, you’re not alone. I wondered the same: Would we lose the spark, the serendipity of hallway conversations? Would everything feel transactional instead of transformational?
Stories of Innovation and Success
But something wonderful happened. Attendee after attendee described a vibrant energy, real engagement, and stronger connections. As one participant said, “The online format exceeded my expectations.” Another shared, “I had more meaningful conversations during the ‘park benching’ moments, one-on-one in virtual meetings, than I ever did in a crowded conference room.”
Think about your last meaningful connection. Was it in a packed ballroom, or was it in a quiet conversation? “Park bench moments” can happen anywhere, with the right intention and openness. Virtual tools, when wielded with care, invite exactly those connections.
We’re seeing a surge in online learning and professional development for a reason. Organizations are shifting to virtual and hybrid formats not just out of necessity, but because accessibility and flexibility grow participation, especially for nonprofits with limited travel budgets or geographically diverse teams.
Practical Strategies that Deliver Results
The Modern Institute faculty? Phenomenal. They brought years of practical wisdom and the kind of vulnerability and storytelling that inspires change.
Let me share just a few highlights:
The Art of the Ask Role Play: In my own session, I teamed up with Mallory Erickson’s Practivated to lead participants through an AI-powered, interactive rehearsal. Participants practiced “the ask” in real time and the feedback was outstanding:
“I LOVED the role-playing experience with Practivated!”
“Wonderful job integrating Coach Tivy from Practivated!”
Because here’s the truth: Fundraising isn’t a script, it’s improvisation. Every conversation is different, but rehearsing and role-playing give you the confidence and skills to handle whatever comes your way.
Doug Dillon’s Capital Campaign Wisdom: Doug led us through how to raise the final 20% of a $20 million campaign. That last hill can feel daunting, but Doug broke it down into manageable steps: pacing, team support, and focus on the prize. One participant said, “Doug Dillon’s advice will help us reach the finish line!”
Session Standouts:
Cherian’s Precision Philanthropy brought new insights and engaging delivery.
Dr. Russell James inspired AHA moments on starting conversations about planned giving.
Ashley Nall's Grateful Families, Individuals, and Supporters session had a big impact on participants. One participant said, "She had a plan and shared it. It's something we could replicate. I wish we had twice as much time with her."
Other AHA mentions: “Maia McGill's presentation when she talked about barrier language.” “Jeff Spitko’s round table.” “Coach Tivy was an AHA moment. Wonderful job integrating that.“ My park bench session with Tammy Zonker.” And Jeff Spitko’s “case for support” drew consistent praise.
But time and again, our favorite comment was, “Everyone was fantastic and delivered invaluable information!” That’s the standard we strive for.
These aren’t just compliments. They’re proof that practical, actionable advice connects and empowers.
Actionable Takeaways
Here’s what I urge you to try, no matter your organization’s size or focus:
Create intentional spaces for conversation, virtual or in-person. Deeper connection leads to better results.
Engage your board and staff in fundraising education. One approach that works well: role-plays and sharing real success stories to demystify the ask.
Think of your donor relationships like a classic car. Stewardship never goes out of style, but modern techniques: multi-channel outreach, creative engagement, better data make the drive smoother.
Leverage virtual events for accessibility. I’ve seen organizations double their participation when barriers like travel are removed.
Use real data. Track your engagement, listen for feedback, and pivot when needed. Organizations that focus on stewardship see up to 60% higher donor retention (Giving USA).
Encouragement & Next Steps
If you’re facing hurdles in major gifts, you’re not alone. The sector is transforming, but our purpose endures: building authentic relationships and delivering real impact. My own journey has taught me that innovation and community can turn obstacles into breakthroughs.
As we close, I’m thrilled to invite you to our next three-day virtual “Excellence in Major Gift Fundraising Seminar” on January 27–29. Mark your calendar, rally your development team, and reserve your spot at modernicg.com.
The opportunity to transform your major gift fundraising starts here.
Keep scaling,
Tammy Zonker
Author, Major Gift Expert, Keynote Speaker
President, Fundraising Transformed
President, Modern Institute for Charitable Giving
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