One of the biggest challenges for major gift fundraisers is getting “stuck” with a prospect. They’ve made the ask, but the donor isn’t moving forward—or worse, they’re unresponsive. When a gift stalls, it takes creativity and strategy to get it across the finish line.
One of the most effective ways to overcome this roadblock is through a Prospect Strategy Session—a collaborative brainstorming meeting designed to generate fresh ideas and new approaches for closing gifts. By bringing together multiple fundraisers, these sessions introduce diverse perspectives, innovative tactics, and renewed momentum.
Structuring an Effective Prospect Strategy Session
Who Should Be Involved?
- Experienced Fundraisers Familiar with Your Organization
These individuals understand the institution’s priorities and can suggest angles the primary fundraiser may not have considered. Their knowledge of university initiatives or programs can help tailor the ask in a more compelling way. - Fundraisers with a Track Record of Closing Gifts
Those who have successfully closed similar gifts can offer real-world insights and share proven strategies that have worked in the past.
How to Prepare
To maximize the session’s effectiveness, the fundraiser presenting the prospects should send an advance briefing to all participants. This should include:
- A list of 4–8 prospects they are struggling to move forward.
- A brief summary (one paragraph per prospect) outlining the donor’s background, giving capacity, and the potential gift opportunity.
Providing this information ahead of time allows participants to come prepared with thoughtful strategies and recommendations.
Meeting Format
- Overview (1–2 minutes per prospect) – The presenting fundraiser gives a concise summary of the donor, their engagement level, and the current roadblock.
- Brainstorming Discussion (10–15 minutes per prospect) – Participants collaborate to generate ideas, suggest alternative approaches, and offer potential next steps.
- Action Plan – Each prospect should have clear, actionable next steps for the fundraiser to implement.
Post-Session Follow-Up
The real value of a Prospect Strategy Session comes from execution. Fundraisers should leave with a set of specific action items for each prospect and follow up on the results. Did the new strategy work? What adjustments are needed? Keeping the group informed on progress fosters accountability and continuous learning.
Prospect Strategy Sessions are a powerful tool for unlocking major gifts that might otherwise remain stalled. The more perspectives and ideas you bring into the process, the higher the likelihood of success. By leveraging the collective experience of a fundraising team, you can increase your chances of securing transformative gifts for your organization.
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