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Major and Principal Gifts

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Major and Principal Gifts

This course is part of Fundraising and Development Specialization

Instructor: Jason Wohlman

4,370 already enrolled

Included with

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5 modules

Gain insight into a topic and learn the fundamentals.

30 reviews

Beginner level

No prior experience required

2 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

5 modules

Gain insight into a topic and learn the fundamentals.

30 reviews

Beginner level

No prior experience required

2 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

Skills you'll gain

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

5 assignments¹

AI Graded see disclaimer

Taught in English

91%

of learners achieved a positive career outcome

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This course is part of the Fundraising and Development Specialization

When you enroll in this course, you'll also be enrolled in this Specialization.

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There are 5 modules in this course

This course will provide a comprehensive view of major and principal gift development work for students who seek to build upon their experiences gained in the introductory session. Participants will gain an understanding of the philosophy and strategies implemented in major gift development including prospect identification, how to initially engage a potential major gift donor, the process of cultivation and moves management, effective proposal writing, making a successful ask and on-going donor stewardship. Students will practice fundamental major gift development skills by developing their own prospect strategy, producing essential documents to support the process, and engaging in role playing activity to simulate interaction with prospects and donors.

Module details

In this module, you will be able to recall terminology used related to acquiring and managing Major and Principal Gift donations. You will be able to use guides to help develop and manage a Major Gifts Program. You will be able to identify eight elements of belief and confidence that indicate the likelihood of substantial giving. You will be able to recognize a prospective major gift donor and be better able to motivate their giving.

What's included

8 videos1 reading1 assignment2 discussion prompts

8 videosTotal 53 minutes

Major and Principal Gifts Course Introduction5 minutes
An Introduction to the Major and Principal Gift Process1 minute
History of Philanthropy (Part 1)7 minutes
History of Philanthropy (Part 2)7 minutes
Development of a Major Gifts Program (Part 1)8 minutes
Development of a Major Gifts Program (Part 2)9 minutes
Motivating the Major Gift Donor (Part 1)7 minutes
Motivating the Major Gift Donor (Part 2)10 minutes

1 readingTotal 10 minutes

A Note From UC Davis10 minutes

1 assignmentTotal 30 minutes

Module 130 minutes

2 discussion promptsTotal 30 minutes

Learning Goals15 minutes
Define a Major Donor15 minutes

In this module, you will be able to recognize the purpose and goals of prospect research and identify elements of prospect research. You will be able to examine how to determine a prospect's capacity for philanthropy. You will be able to research and identify potential prospects for your organization.

What's included

7 videos1 assignment1 peer review1 discussion prompt

7 videosTotal 70 minutes

An Introduction to Major and Principal Gift Prospect Identification and Management1 minute
Definition and Benefits of Prospect Research13 minutes
How Prospect Research Works (Part 1)9 minutes
How Prospect Research Works (Part 2)12 minutes
Determining Prospects' Giving Capacity14 minutes
Moves Management (Part 1)13 minutes
Moves Management (Part 2)9 minutes

1 assignmentTotal 30 minutes

Module 230 minutes

1 peer reviewTotal 60 minutes

Prospect Identification60 minutes

1 discussion promptTotal 15 minutes

Ethical Concerns15 minutes

In this module, you will be able to start the cultivation process and open the door with a prospective donor. You will be able to identify the objectives of an initial visit. You will be able to reflect on the donor's interests and building donor involvement.

What's included

7 videos1 assignment1 peer review1 discussion prompt

7 videosTotal 47 minutes

Introduction to Prospect Cultivation, Strategy Development and Getting the First Appointment1 minute
Opening the Door with Pre-Call Contacts (Part 1)10 minutes
Opening the Door with Pre-Call Contacts (Part 2)7 minutes
Objectives of an Initial Visit (Part 1)9 minutes
Objectives of an Initial Visit (Part 2)7 minutes
Donor Interest and Strategies (Part 1)6 minutes
Donor Interest and Strategies (Part 2)8 minutes

1 assignmentTotal 30 minutes

Module 330 minutes

1 peer reviewTotal 60 minutes

Engagement, Cultivation, & Solicitation Strategy60 minutes

1 discussion promptTotal 15 minutes

Opening the Door15 minutes

In this module, you will be able to write an effective proposal for major or principal gift development. You will be able to consider the structure of a successful solicitation strategy and practice making ‘the ask.’ You will be able to use closing techniques and negotiate with your prospective donor.

What's included

10 videos2 readings1 assignment1 peer review1 discussion prompt

10 videosTotal 86 minutes

Introduction to Writing the Proposal and Making the 'Ask'1 minute
Writing the Proposal - Part 111 minutes
Writing the Proposal - Part 25 minutes
Writing the Proposal - Part 311 minutes
Writing the Proposal - Part 412 minutes
The Structure of a Successful Solicitation Strategy (Part 1)10 minutes
The Structure of a Successful Solicitation Strategy (Part 2)7 minutes
Practice the Ask and Negotiation (Part 1)6 minutes
Practice the Ask and Negotiation (Part 2)11 minutes
Practice the Ask and Negotiation (Part 3)12 minutes

2 readingsTotal 48 minutes

Checklist for "The Ask"3 minutes
Suggested Activity: Role Play Exercise45 minutes

1 assignmentTotal 30 minutes

Module 430 minutes

1 peer reviewTotal 60 minutes

Major Gift Proposal60 minutes

1 discussion promptTotal 10 minutes

Writing Techniques10 minutes

In this module, you will be able to discuss what it means to close a gift so that it is official for your organization. You will be able to draft a gift agreement and ensure it complies with gift acceptance policies. You will be able to develop an appropriate stewardship strategy of your donor.

What's included

5 videos1 assignment1 peer review1 discussion prompt

5 videosTotal 36 minutes

Introduction to Structuring, Documenting, and Executing a Major Gift Through Stewardship1 minute
Structuring, Documenting, and Executing a Major Gift (Part 1)11 minutes
Structuring, Documenting, and Executing a Major Gift (Part 2)13 minutes
An Effective Stewardship Program10 minutes
Course Summary on Major and Principal Gifts2 minutes

1 assignmentTotal 30 minutes

Module 530 minutes

1 peer reviewTotal 120 minutes

Gift Agreement and Stewardship Plan120 minutes

1 discussion promptTotal 20 minutes

Stewardship Interactions20 minutes

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Instructor

Instructor ratings

(5 ratings)

Jason Wohlman

University of California, Davis

1 Course4,370 learners

Offered by

University of California, Davis

Learner reviews

5 stars
76.66%
4 stars
10%
3 stars
13.33%
2 stars
0%
1 star
0%

Showing 3 of 30

Reviewed on Jan 3, 2022

Very usefull course with many tips and specific skills taught.

Reviewed on Mar 19, 2026

The course gave a good overview of the process, the context of major gifts in the development portfolio and included assignments that provided practice at applying the information in the lectures.

Reviewed on Nov 2, 2025

Great course. The homework assignments for this module were in depth and great for the portfolio.

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