Many nonprofits dream of finding the holy grail of major gift donations, yet not all can hire a full-time major gifts officer (MGO). So, what is the next step for organizations that don't have the ability to bring on a dedicated MGO? A common approach that many organizations take to jump-start major giving in their development programs is to hire a fractional MGO. Read on to learn what a fractional MGO is and what to look for in a fractional MGO service.  

What is at the core of a successful Major Gifts Officer?

Before we move into the pros and cons of a fractional MGO, we need to cover the actual responsibilities of an MGO. The foundation of an MGO's daily work goes beyond the simple tagline of winning major gifts and dining with the rich and famous. It involves a more intentional, even methodical effort that plants the seeds of a coming harvest in major donations.

MGOs are not just about action, they are about strategic planning and execution.

Working closely with the development team members and leadership, an MGO understands that the organization’s fundraising goals must be aligned with the MGO’s targets.

MGOs are all about research, research, and more research. 

Unlocking the potential of an existing donor database through wealth screening is just one of the steps in identifying major donors who may support your organization. In addition to finding potential major donors within your current donor list, you can also obtain profiles of major donors, build a network of influencers, and conduct ongoing research to attract donors who align with your organization's mission.

MGOs enjoy socializing but also stay intentional.

It's important to be able to engage in casual conversations, feel comfortable in different situations, and be willing to step out of your comfort zone. Even though someone who is very social may have many connections and enjoy social events and long conversations, it's crucial to stay focused on the main goal of success. This success isn't just about getting a big paycheck right away, but about working towards earning trust, building relationships, and attracting major supporters to an organization's mission.

MGO traits that are a game changer for successful fundraising.

Authenticity is a requirement. It is incredibly valuable to be transparent and genuinely interested in potential major donors and their personal goals for supporting causes. If a Major Gifts Officer lacks authenticity, donors and potential supporters will see through it. Donors can tell when an MGO is solely focused on getting a donation and has no personal interest in them.

Humility is often overlooked. Understanding that you don’t have all the answers is important in life, but it's even more crucial when you're a Major Gifts Officer. While some may think that projecting confidence is key to engaging major donors, it's important to recognize that donors want to contribute more than just money. These successful individuals have worked hard to be in a position to support causes close to their hearts, and they have a lot to offer to someone who is humble and open. They can even enhance the success of an MGO through their willingness to help.

Prudence, or practical wisdom, is necessary. As an MGO, it's important to be tactful and prudent when engaging with donors. Avoid asking for a large donation right away or sharing every detail of your mission in the first email. Patience and trust are key when building a major gifts accelerator program through a well-planned, methodical approach.

Persistence and staying the course matters. A common mistake for a Major Gift Officer is to believe that they have solved the world's problems when a major gift happens to come in. The same applies to the frequent rejections that will occur. MGOs must stay focused, continually cultivate relationships, and understand that major gifts are not won or lost in a single moment but over the long term.

What to Look for in a Fractional MGO Service

It can be difficult for nonprofit organizations to find, coach, resource, and afford a qualified Major Gifts Officer. The time and effort spent on hiring someone unknown can be expensive and, more importantly, result in missed opportunities for potential donations. To address this challenge, nonprofit fundraising firms offer the services of a part-time MGO to nonprofits.

By utilizing this service, an organization could have an MGO on its team without having to find, hire, train, coach, and resource that person to succeed. This Major Gifts Officer can spend critical “time on task”—consistently engaging, cultivating, and soliciting prospective and current donors and working with leadership in the process— to expand fundraising efforts.

While a fractional MGO service can jumpstart an organization’s major gifts program, it may all be for naught if there is no cultural alignment. The primary focus should be on making sure that there is alignment with the mission of your partner organization. 

Here are the key services a fractional MGO partner should provide:

Strategic planning: A fractional MGO should set clear goals, organize regular check-in calls, and carry out quarterly performance reports.

Donor cultivation: Your MGO partner should develop relationships with donors and solicit donor prospects through email, phone calls, and meetings.

Intimate collaboration: Encourage participation between your team and the fractional MGO's company to identify new major gift prospects. A fractional MGO should not work in isolation but as an experienced individual supported by a mission-aligned partner's network and resources.

Communication with leadership: A fractional MGO should work closely with your organization’s leadership and development teams to manage donor relationships.

Streamlining processes: Your fundraising partner should develop standardized management systems, create customized solicitation plans, and track results as directed by leadership.

Creating transparency: Fractional MGO's should ensure complete transparency, so that when the your organization’s major gift program is launched, records, processes, and strategies are available to maintain growth.

Internal preparation: Your partner should encourage a chosen development team member to shadow them, improving your organization's overall fundraising knowledge and preparing an internal employee for the next stage of major fundraising.

In conclusion, hiring a fractional Major Gifts Officer from a nonprofit consulting service may be the answer to your current nonprofit's needs. If your nonprofit is looking to develop its giving program but can't afford a full-time MGO, reach out to us here. We'd love to chat to see if we would be a good fit for you and your mission!