Handled properly, major gifts (or major gift givers) can play a major part in any nonprofit organization's mission. Not handled right, well ...

During the AFP International Conference on Fundraising, Debra Minton, president of Philanthropia Partners, discussed major gifts, a concept that actually can vary from one nonprofit to another and even change over time.

First, Minton discussed the definition of a major gift. Benchmarks are set by each organization, or they can be set by a campaign (for example, 10 to 25 times the annual amount). Regardless of the size of the organization or the gift, Minton said, a working definition is this: Major gifts are those that require personal interaction or cultivation to obtain. This means preparation, visits, follow-up and the involvement of executives, staff and volunteers in identifying major gift prospects, list review, identification of the appropriate action for relationships, identification of ways to draw the prospect closer or into the organization and informal research.

With all that, Minton outlined the current philosophical landscape, especially with major gifts in mind.

* Major gift prospects are ready to begin again.

* Stock giving is on the rise.

* Individuals, individuals, individuals.

* Opinions differ on the appropriate frequency of requests.

* Volunteering or engagement is another story.

* More than half of wealthy donors have a charitable provision in their will.

* Multi-channeling connections to organizations are important.

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