Introduction to
Major Donor Fundraising

Who Should Take This Workshop?

This workshop is designed to help executive directors, development directors, board members and volunteers RAISE MORE MONEY for the causes they champion as well as view fundraising with confidence and a sense of fulfillment. At the end of nine weeks, they will be able to

  • Identify, qualify, cultivate, solicit and steward major donors.
  • Create clear, concise, compelling messages.
  • Develop a campaign plan and formulate donor strategies.
  • Prepare for donor questions, concerns and objections.
  • Make “THE ASK” in face-to-face meetings.

Real-world training and results: Bring your project to class

This workshop assumes each participant is working on a fund-development project that requires asking individual donors for contributions during a face-to-face meeting. These projects may be as small as raising money for playground equipment or as large as a multi-million dollar capital campaign. If you do not have a project, you can join forces with another participant.

The more the merrier: Getting the most out of the workshop

The more participants from the same non-profit who attend the workshop together, the more effective this training will be for that organization. To encourage two or three people from each organization, we offer a discount to additional participants from the same non-profit (see below). The ideal complement of participants is the executive director, the development director and the chair of the fund-development committee. A team of two or more board members will find it easier to communicate their newfound fundraising expertise if they present a united front. A development director will get buy-in more quickly if she formulates her campaign strategy in conjunction with a board member.

What, Where, and How Much?

The workshop consists of five 6 1/2 hour sessions – once a week for 5 weeks in a retreat-like setting in Portola Valley, CA. Enrollment is limited to 6 non-profits represented by up to 12 participants. Kathleen offers hands-on, project-based instruction. Participants often work in pairs or small groups.

In addition to covering the basics of creating a major-donor program, the group discusses questions directly related to each nonprofit’s current fund development issues or needs. Each nonprofit has the opportunity to present one vital question, problem or quandary to the group, who bring their combined experience and wisdom to brainstorming and offering timely solutions to immediate issues.

Will There be Homework?

Each week there is homework that supports you in creating drafts of the important aspects of the campaign you are working on such as your case statement, donor gift charts, campaign plan and donor strategies. While you are not required to do the homework, those who write or revise the materials that support your major gifts campaign will gain more from the class and benefit from feedback from the instructor and other participants.


The Introduction to Major-Donor Fund Development Workshop is $1500 per person. To reserve a place in the workshop, tuition is due at the time of enrollment. Tuition for additional participants from the same non-profit is $1300. (a 20% discount)