Major Gifts Officer of Non-Profit Persona

Role of The Major Gifts Officer

Job Title(s): Major Gifts Officer, Senior Development Officer, Philanthropy Officer
Department: Development/Fundraising
Reporting Structure: Reports to the Director of Development or Chief Development Officer
Responsibilities:

• Identifying, cultivating, and soliciting major gift prospects.
• Building and maintaining relationships with high-net-worth individuals and key stakeholders.
• Developing and implementing strategies for major gift fundraising campaigns.
• Collaborating with board members and leadership to engage potential donors.
• Preparing and delivering compelling presentations and proposals to potential major donors.
• Tracking and reporting on major gift fundraising progress and outcomes.
• Participating in networking events and community outreach to enhance donor engagement.

Key Performance Indicators:

• Number of major gifts secured annually.
• Total dollar amount raised from major gifts.
• Donor retention rates for major gift donors.
• Number of new major gift prospects identified and engaged.
• Success rate of proposals submitted to potential major donors.

Additional Persona Notes: Focuses on building long-term relationships with major donors and requires strong communication skills and a deep understanding of the organization’s mission and impact. Proficiency in donor management software and CRM tools is essential for tracking interactions and managing donor relationships.

Goals of A Major Gifts Officer

Primary Goals:

• Secure major gifts from high-net-worth individuals to support the organization’s mission.
• Build and maintain strong relationships with current and prospective major donors.
• Develop and implement strategic fundraising initiatives and campaigns.

Secondary Goals:

• Enhance donor engagement through personalized communication and recognition.
• Collaborate with other departments to align fundraising efforts with organizational goals.
• Expand the organization’s donor base by identifying and cultivating new prospects.

Success Metrics:

• Achieve a 25% increase in major gifts year-over-year.
• Maintain a donor retention rate of 85% or higher for major donors.
• Complete a minimum of 50 donor visits or meetings per year.
• Increase the average size of major gifts by 15% over the fiscal year.
• Track and report on donor engagement metrics, aiming for a 30% increase in donor interactions.

Primary Challenges:

• Identifying and qualifying potential major gift donors.
• Building and maintaining relationships with high-net-worth individuals.
• Creating compelling case statements that resonate with potential donors.

Secondary Challenges:

• Managing donor expectations and delivering on promises made.
• Coordinating with other departments to align fundraising goals.
• Staying updated on philanthropic trends and donor interests.

Pain Points:

• Time constraints in developing personalized outreach strategies.
• Difficulty in tracking donor engagement and history effectively.
• Pressure to meet fundraising targets in a competitive environment.

Primary Motivations:

• Securing significant funding to support the organization’s mission.
• Building long-term relationships with high-net-worth donors.
• Creating impactful programs that address community needs.

Secondary Motivations:

• Enhancing the organization’s visibility and reputation in the community.
• Fostering a culture of philanthropy among stakeholders.
• Achieving personal and professional satisfaction through successful fundraising.

Drivers:

• Passion for the non-profit’s cause and its impact on society.
• Desire to connect donors with meaningful projects and outcomes.
• Commitment to transparency and accountability in fundraising efforts.

Primary Objections:

• Donor fatigue and reluctance to give larger amounts.
• Concerns about the non-profit’s financial transparency and accountability.
• Competition from other organizations for donor attention and funds.

Secondary Objections:

• Skepticism regarding the impact of their donation on the organization’s mission.
• Uncertainty about the non-profit’s long-term sustainability and growth.
• Challenges in demonstrating the effectiveness of fundraising strategies.

Concerns:

• Building and maintaining trust with high-net-worth individuals.
• Developing personalized and meaningful engagement strategies for major donors.
• Ensuring that donor expectations for recognition and impact are met.

Preferred Communication Channels:

• Email for official communications and follow-ups with donors.
• Phone calls for personal outreach and relationship building.
• In-person meetings for major donor engagement and discussions.
• Video conferencing for remote meetings and presentations.
• Social media platforms for networking and sharing updates.

Information Sources:

• Non-profit industry reports and publications.
• Fundraising strategy blogs and websites.
• Webinars and online courses focused on major gifts fundraising.
• Networking events and conferences related to philanthropy.
• Donor management and CRM software resources.

Influencers:

• Established philanthropists and major donors.
• Non-profit sector thought leaders and consultants.
• Board members with extensive networks.
• Successful peers in the non-profit fundraising community.
• Media outlets covering philanthropic trends and stories.

Key Messages:

• Transform lives through impactful philanthropy.
• Foster lasting relationships with donors to maximize their impact.
• Champion our mission by connecting donors to meaningful opportunities.
• Every major gift fuels our capacity to serve the community.
• Join us in creating sustainable change and leaving a legacy.

Tone:

• Empathetic and compassionate.
• Motivational and engaging.
• Professional and respectful.

Style:

• Persuasive and heartfelt.
• Personalized and relatable.
• Clear and actionable.

Online Sources:

• Nonprofit Quarterly
• Chronicle of Philanthropy
• Classy

Offline Sources:

• Fundraising events and galas.
• Networking meetings with other non-profit professionals.
• Workshops and conferences focused on major gifts and philanthropy.

Industry Sources:

• Association of Fundraising Professionals (AFP)
• Council for Advancement and Support of Education (CASE)
• National Philanthropic Trust (NPT)