Major Gifts Ramp-Up The Book Says, “Fundraising Is Noble!” is veteran fundraiser Chris Smith’s take on our industry’s newest inspiration. Here’s what Smith has to share about the book that’s challenging everything we believe about the raising of money.
I have been involved in fundraising for over thirty years and know enough to know that my craft can always be improved. Major Gifts Ramp Up by Joanne Oppelt and Jimmy LaRose provides readers just such an opportunity—to learn, grow, and improve their fundraising skills.
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Major Gifts Ramp Up details an eighteen-month program that can take a nonprofit, large or small, from casting about in the wilderness of galas, auctions, and mud runs to a commitment to major gift fundraising. (Imagine, never having to track down auction items again.) The big shops like hospitals and schools have known this for years. Major gifts fundraising is the only way to go.
This process is outlined in 13 distinct and easy to follow steps:
- Management Philosophy
- Major Gifts Fundraising
- Organizational Development
- Case for Support
- Advancement Calendar
- Prospect Identification
- Non-fundraising Awareness Event
- Prospect Cultivation
- Signature Ask Event
- Campaign Leadership
- Campaign Interviews
- Three-part Ask
- Campaign Success
Major Gifts Ramp-Up The Book Says, “Fundraising Is Noble!”
The Major Gifts Ramp Up model deploys two events—a Non-Fundraising Awareness Event at month six in the process and a Signature Ask Event (fundraiser) at month twelve. But the authors are clear. The events are a means to an end—providing an opportunity for the nonprofit to meet donors and develop relationships. In fact, it seems as if the events are simply excuses to get the CEO and Development Director to leave the office and start meeting face to face with donors.
Two emphases in the book stood out for me. The first confirmed my long-held belief, and the second greatly heartened me.
First, according to Oppelt and LaRose, non-profits must be led by a strong CEO, not a Board. The CEO is responsible for the direction and the success of the organization. The Board advises when necessary and holds the CEO responsible through a third-party audit. But the CEO must set the direction, call the shots, and boldly lead. A volunteer who gives up thirty hours a year in attending meetings and functions will never have the impact that a professional, well-paid, fully committed CEO has.
PURCHASE YOUR COPY OF MAJOR GIFTS RAMP-UP THE BOOK ON AMAZON
The authors are clear. The CEO’s major responsibility is to raise the necessary funds to scale the mission of the organization. Money is oxygen, and it is the CEO’s job to pump this precious commodity into the veins of the nonprofit. The Board should not be expected to raise funds. Full stop at this point. The Board should not be expected to fundraise. This quote brought a chuckle. “Requiring your Board members to fundraise is like teaching a pig to sing. You annoy the pig and get no notes.”
For some CEOs, the book may convince them they really do not want to be a CEO but are better suited as a program manager. The authors note, “Successful CEOs are engrossed in fundraising; they see it as a critical part of their jobs. You cannot hire a development officer to do fundraising while you do program. It doesn’t work.”
A college president understands their primary job is to raise money. CEOs of non-profits must understand this as well.
Second, I was greatly heartened by their emphasis on the personal relationship component in fundraising. Three quotes stood out for me.
“The key to fundraising success is not your ability to garner a donation. Rather, it is your ability to form and foster strong, trusting relationships with people who have the capacity to give large gifts.”
“In all our years of fundraising, we have never met a prospect who has been offended by being authentically thanked often.”
“Always approach prospective donors with their interests and needs in mind. Prospects are not ATMs being programmed to give you money. They are interested in furthering their philanthropic goals through your agency. Show them that you care about them as people. Honor them for who they are, not what they have to give.” “Prospects are not ATMs.” This phrase should be pondered and internalized. Is it possible that you and I are unsuccessful in major gift fundraising, not because we lack the requisite skills but because we do not care enough for our donors?
While all could benefit from the book, the target audience seems to be the small to mid-size nonprofit that depends primarily on grants and event-based fundraising. These organizations often lack the knowledge and skill that is required to conduct major gifts fundraising. This book shows the way.
A final word. Years ago, I had the privilege of meeting a legendary fundraiser in Texas. He had raised $1 billion for a well-known university over a forty-year career. He possessed character and competence (page 146) and he had an unabashed love for his school. This development professional treated everyone, including his donors, with respect, dignity, and concern. Beloved is the word everyone used to describe this man. In fact, the last building he raised money for they named in his honor.
Major Gifts Ramp Up reminded me that fundraising is a noble profession.
FIVE STARS!!!
PURCHASE YOUR COPY OF MAJOR GIFTS RAMP-UP THE BOOK ON AMAZON
Major Gifts Ramp-Up The Book Says, “Fundraising Is Noble!” was first posted at Development Systems International.
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ABOUT THE AUTHOR:
Chris Smith is a Major Gifts Ramp-Up Counselor with Development Systems International. Dr. Smith is a seasoned fundraising professional with over 20 years of experience in development and 40 years in ministry. He has led capital and comprehensive campaigns from Washington to Georgia, raising millions for churches and nonprofits.
