Major Giving – developing the people and the program

Course Overview

This course aims to extend capacity and practical knowledge in the area of major giving for both the individual fundraiser and the manager of a major giving program. It will explore the various roles and identities of people such as the donor, the fundraiser, the program expert, the executive, and the volunteer leader. It will outline and assess the elements of successful major giving and how a program can impact and engage the whole of an organisation.

We will walk through the major giving journey from identifying, qualifying, cultivating, preparing the offer, making the ask, to thanking, reporting and sustaining the partnership. We will analyse the various approaches for measuring success for the donor, fundraiser and your organisation. The course will outline the traditional elements of a major giving program and guidelines on establishing and integrating an effective program in any organisation.

Learning Outcomes

By the end of the session you will:
• Be able to identify the key people and roles integral to delivering a successful major giving program
• Be able to effectively apply major giving methodologies and processes in your organisation
• Be able to identify the key skills and techniques needed to secure major gifts and how to build on your current strengths
• Be able to understand and measure major giving success for your role and your organisation
• Be able to source a range of relevant and current resources to support ongoing program and skills development

What you will learn

• The people and partnerships critical for a successful and healthy major giving program
• The value of an integrated major giving program
• Major giving concepts and methodologies such as the moves management, the pipeline, the case for support, the offer, reporting back and accountability.
• The key skills and strengths of a major gift officer
• The partnership of prospect development and major giving
• The fundamental systems and frameworks that support major giving success within an organisation
• Scenarios will be used to apply key learnings and identify opportunities and challenges

Who is this course for?

• Major Gift Managers and Fundraising Managers that have oversight for or want to establish a major gift programs
• CEOs who want to understand the role of Major Giving in their organisation

FIA Code
This course relates to the following aspects of the FIA Code of Conduct:

FIA Code 3 Ethical Conduct:

Developing healthy partnerships with donors –because of the long-term major giving process of cultivation and meeting with donors in the home or office connections can become quite intimate. A major gift officer also can become aware of key financial information and personal motivations.

  • There will be a focus on setting boundaries in the donor relationship and managing healthy major giving partnerships including appropriate processes and permissions for recording key personal information

FIA Code 4 Conduct towards Donors

Managing Donor expectations:

  • Ensuring a clear process including a current Gift Acceptance policy is in place and transparently followed – to ensure due diligence and in cases such as when the organisation is unable to accept a gift
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Full participation in Major Giving – developing the people and the propgram is applicable for up to 7.5 continuing education points in Category 1.B – Education of the CFRE International application for initial certification and/or recertification.


Following a career in education and the performing arts Leigh moved into the non-profit industry managing a large fundraising and public relations team in Singapore. Returning to Australia her skills have been developed across community fundraising, events, annual and emergency appeals, corporate partnerships, institutional giving, major gifts, endowment and capital campaigns. She has taken on roles of increasing responsibility and breadth across the healthcare, medical research, international development and community welfare. Leigh has managed and built fundraising teams in Australia, North America and Southeast Asia. Strong technical knowledge grounded in experience along with a well-developed coaching style supports her in her commitment to help others achieve their full potential. An effective communicator Leigh has spoken at major events, conferences and in the national media. Her leadership and governance skills have been developed in a variety of board and committee roles she is currently a Board Member of Act for Peace, a Certified Fundraising Executive (CFRE) and a Fellow of the Fundraising Institute of Australia (FIA)


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