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.