With thousands of donors on our files, we must be selective about who we should engage more deeply with the intention of securing a major gift.

The first step is about narrowing the field of possibilities and beginning to build viable and qualified portfolios for your gift officers, board and CEO. One place to start is to think first about your program goals and how many prospects you will need in order to achieve your goals. Several factors are important to consider: How many prospects you’ll need to reach your goals. Below is an example gift pyramid for a $4 million…

Be careful about building portfolios based upon whom volunteers might recommend you “talk” to. If your first list of donors contains more of these types of folks who aren’t already supporting your station in some way, you’ll spend years cultivating before you realize any progress.