July 16 – 21, 2017
Madison, WI

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Elements of Major Gifts
Track Three

This track has reached capacity.
Please contact meetings@ahp.org for more information about the wait list.

This course is a comprehensive journey through major gift development, 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 development plans of action to implement immediately. 

Who Should Attend

This track is designed for anyone beginning their development career, just entering major gifts work after having worked in other fundraising capacities, or entering health care philanthropy. In addition, anyone who may have had early success in major gifts and is looking for knowledge to increase effectiveness, this class is designed for you. If you have completed the Fundamentals of Resource Development and/or the Annual Giving tracks offered at the Madison Institute or similar course work, this course is the next step in your development expertise.

What Will Be Covered


  • What is a Major Gift? 
  • Creating a Growth Plan for your Major Gift Program 
  • Setting Revenue Goals and Evaluating Your Program 

  Create Your Case 

  • Importance and Elements of the Case Statement 
  • Creating an Integrated Marketing and Communications Plan 

  Effective Leadership

  • Role of the Foundation’s and Institutional/Health Care Organization 
  • Volunteer Leadership Roles and Responsibilities 

  Donor Cultivation System/Moves Management 

  • Engaging Clinicians in the Philanthropic Process 
  • Research Your Potential 
  • Prospect Qualification 
  • Managing Prospects

  Solicitation Techniques/Training 

  • Getting the Appointment 
  • Making the Ask 
  • Closing the Gift 


  • Donor Recognition
  • Renewal and Upgrading 
  • Personalized Stewardship

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