Let’s face it, fundraising is hard work. You’re juggling events, sending appeals, chasing year-end goals… and sometimes it still feels like you’re barely keeping up. 

But what if just a few relationships could change everything?

That’s what a major gifts program can do. It shifts your focus from chasing dollars to building deep, meaningful connections that bring stability, momentum, and long-term support to your mission. Major gifts aren’t just helpful. They’re game-changers. According to recent fundraising data, just 12% of donors are responsible for 88% of all charitable giving, meaning a small number of supporters can have an outsized impact on your entire budget. As Kindful explains, large donations are typically made by individuals with a strong connection to your cause and when nurtured well, they can provide the steady support needed to grow your mission with confidence.

So, how do you build a major gifts program that actually works? Here’s what you need to know.

Why a Major Gifts Program Matters (Even If You’re a Small Team)

You don’t need a huge budget or a fancy title to start a major gift program. What you do need is a relationship-first mindset and a little consistency.

Here’s how a strong program helps:

1. It creates stability

A few major gifts can anchor your whole fundraising year and give you breathing room to focus on the work that matters.

2. It opens doors for growth

Want to start a new program, expand your reach, or hire that much-needed staffer? Major gifts can help make that happen faster.

3. It builds community

Major donors often become your loudest cheerleaders. They invite others in, spread the word, and stick with you for the long haul.

And yes, you can start small. As MissionWired shares, even lean teams can build powerful giving programs when they focus on the right relationships.

Relationships First: Personalization Is Everything

Let’s be honest, nobody wants to feel like Donor #347 on a spreadsheet. Major donors want to feel seen, appreciated, and part of your story. The best way to make that happen is to keep it personal.

Try this:

• Call them by their name.
• Mention their past support. For example, “Your $5,000 gift last fall helped us serve 200 families…”
• Share updates that connect to their interests.
• Use their preferred way to connect. Maybe it’s an email, phone call, or coffee meeting.

Building Strong Major Donor Relationships

Asking for big gifts can feel uncomfortable but it’s really about trust, timing, and shared values. The goal is to guide donors from interest to investment through clear, intentional steps, what fundraisers call “moves management.”

Here’s a simple, effective roadmap:

1. Start with research

Use your donor data to spot strong prospects. Look for consistent givers, real estate owners, board members, and political donors. Wealth screening and CRM tools help.

2. Make it personal

Start with a  connection, not a pitch. Reach out personally: send a note, make a call, or meet for coffee. Ask what matters to them. Listen more than you talk.

3. Plan the journey

Map 3–5 meaningful touchpoints before the ask such as an impact story, a tour, or a small event. DonorDock notes this approach builds trust without pressure.

4. Ask with confidence

When the time’s right, be clear and direct. Share what you need and why. Confidence comes from preparation and alignment.

5. Show the impact

After the gift, follow up fast. Thank them personally. Share how their gift made a difference. 

As DonorDock says, thoughtful outreach turns donors into true partners, not ATMs.

Need help? The Major Donor Bundle includes templates, checklists, and tools to make the process easier and more effective.

Real Relationships, Real Impact

At the heart of every successful major gifts program is one thing: genuine connection.

When you treat donors as partners, bring them into your work, listen to what matters to them, and show the impact of their support, you build more than fundraising success.

You build trust. You build community.  And you move your mission forward.

A major gifts program doesn’t have to be complicated. It’s about consistency, clarity, and building the kind of relationships that last.

Let’s Build Something That Lasts 

Leading with connection and clarity makes your major gifts program more than a revenue stream. It becomes a relationship-driven engine for long-term impact.

We’re here to help you make that happen. Whether you’re just starting out or strengthening what you already have, we offer tools, strategies, and support designed for real nonprofit teams doing meaningful work.

Check out the Major Donor Bundle to get started and let’s talk about what’s possible. Contact us here!