Why Your Major Gifts Program Is Falling Short — and How to Fix It

Major gifts are the lifeblood of nonprofit fundraising, but for many organizations, securing them feels more like a game of chance than a strategic, reliable process.

If you're feeling frustrated by inconsistent major gifts results, you’re not alone. Nearly 60% of nonprofits do not have a major gift strategy, and 75% cite lack of investment as the primary reason they don’t pursue major gifts more aggressively.

That’s exactly why we created the Major Gifts Accelerator — a structured, intensive program designed to help nonprofits build the discipline, strategy, and support systems they need to raise major gifts in a predictable and consistent way.

But before we dive into the details of the solution, let’s take a step back and talk about what’s really holding so many organizations back. In my experience working with nonprofits across sectors, the problem isn’t a lack of prospects. It’s a discipline and accountability gap—and it’s quietly eroding major gifts pipelines everywhere.

The Real Problem: A Discipline and Accountability Gap

As I wrote in a recent Forbes article, nonprofits often start the year with good intentions: ambitious goals, strong donor lists, and motivated teams. But without a structured system to keep major gifts efforts front and center, urgent daily demands take over and donor cultivation slips through the cracks.

Over time, the consequences add up:

• Weeks or months without donor contact due to competing operational demands
  
• Chasing high-wealth prospects who have little or no connection to your mission
  
• Loss of donor relationships when a key fundraiser leaves the organization

With turnover in nonprofits averaging 18 months, this impact is even greater. Without a team-based, institution-wide approach to major gifts, organizations risk losing critical donor relationships, and thus revenue, with every staff transition.

The result? Unpredictable fundraising outcomes, missed opportunities, and mission momentum stalled by a lack of resources.

Why the Discipline Gap Is So Dangerous

Discipline isn’t glamorous. It’s not flashy. But it’s the bedrock of successful major gifts programs. Organizations that thrive build discipline into their culture by:

• Conducting regular major gifts strategy meetings
  
  
• Creating actionable, personalized engagement plans for top donors
  
  
• Holding teams accountable for consistent outreach and follow-up
  
  
• Building multi-person relationships with donors beyond just one fundraiser

I’ve seen over and over how nonprofits with formal, consistent major gifts processes are able to secure gifts more consistently and predictably from major donors than those with ad-hoc approaches.

Without discipline and accountability, even the most passionate teams struggle to turn major gifts potential into actual results.

The Cure: Introducing the Major Gifts Accelerator

At Philanthropy Innovators, we saw how many organizations struggled with discipline, focus, and sustainable major gifts pipelines, and we created the Major Gifts Accelerator to fix exactly that.



The Major Gifts Accelerator isn’t a course, a seminar, or a set of webinars. It’s a 6-12 month intensive coaching and strategy program designed to help nonprofits build lasting major gifts success through structure, discipline, and expert support.

Here’s how it works:

1. Strategic Assessment

We start with the proprietary MOST™ Philanthropy Model to evaluate your organization's strengths, gaps, and opportunities. Then we use this information and work with you to identify the top 10 to 20 donors that are most likely to give to your organization.

2. Customized Major Donor Strategies

Next, we conduct a retreat with your team to co-create tailored strategies for these targeted donors, focusing on both philanthropic capacity and emotional connection.

3. Group Coaching and Accountability Sprints

Every six weeks, your team participates in expert-led coaching sessions to:

• Identify solutions for your real-world challenges
  
• Review and adjust strategies based on what you have learned through recent donor interactions
  
• Keep the team focused, aligned, and accountable

You’ll leave each session with a clear, actionable plan and deadlines — not a theoretical to-do list.

4. Ongoing Expert Support

Between coaching sessions, your team has real-time access to Karen Cochran, CFRE, for donor strategy refinement and meeting debriefs.

The result? A repeatable, sustainable system for major gifts that outlives staff turnover and transforms your fundraising future.

How the Major Gifts Accelerator Pays for Itself

One of the biggest concerns nonprofits have is whether investing in a major gifts program will truly deliver results.

Here’s the truth: One well-cultivated major gift can more than cover the investment.

In many cases, organizations participating in the Major Gifts Accelerator secure:

• Multiple major gifts that unlock programmatic expansion and fuel their mission
  
• One to two mid-sized gifts that immediately recoup the cost of participation
  
• Increased donor retention and larger repeat gifts by building deeper, lasting relationships

In our experience, nonprofits that invest in structured major gifts programs see donor retention rates increase dramatically, creating long-term, reliable revenue to propel their missions forward.

Major gifts fundraising isn’t about chasing short-term wins. It’s about building a pipeline that powers your mission for years to come.

Ready to Unlock Your Major Gifts Potential?

Are you tired of struggling to prioritize major gifts amid competing demands? Is your organization ready to build a sustainable, structured system that creates consistent revenue for years to come?

Our Major Gifts Accelerator is the way to do it. 

Request a free consultation today to learn more.

Let’s close the discipline gap and open the door to your mission's long-term success.