July 15 – 20, 2018
Madison, WI

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Elements of Major Gifts
Track Three


This course is a comprehensive journey through the world of major gifts, from concept to the practical application of knowledge for cultivation and solicitation strategies. Students will have the opportunity for one-on-one consulting time with faculty and will leave with individual action plans to implement immediately.  All students will work on a capstone project to be presented on the final day of class

Who Should Attend

This track is designed for anyone beginning their career in health care philanthropy, or just venturing into major gifts after having worked in other fundraising capacities or careers.  In addition, anyone who has been in the major gifts arena for a year or two and wishes to gain more confidence, this class is designed for you. 

What Will Be Covered

  Introduction to Major Gifts

  • Defining the term, "major gift"
  • Exploring the difference between transactional and transformative giving  
  • What it takes to be a successful major gifts officer

  Donor Motivations and Clinician Engagement 

  • Understanding the role gratitude plays a motivating factor
  • How to build a prospect pipeline
  • How to build a network of philanthropy champions
  • Physician and clinician engagement 

  C-Suite and Volunteer Engagement

  • Working successfully with executive and volunteer leaders
  • Volunteer leadership roles and responsibilities

  Setting Priorities and Portfolio Management​

  • Classroom activities will include reviewing prospect lists, pipelines and metrics

  Putting Theory into Practice 

  • Identifying and qualifying major gift prospects
  • Getting the appointment and bringing prospects to the table
  • Aligning prospects to compelling investment opportunities
  • ​Making the case for support
  • Inviting prospects to make a philanthropic investment (i.e. Making the Ask)
  • Negotiation and closing the gift


  • Donor recognition
  • Personalized Stewardship

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