The donor pyramid exists in name only. Examination of gift charts for most organizations reveal broad support in the lower giving ranges which very quickly tapers significantly near the $1,000 gift level. This session will focus on understanding and nurturing prospective mid-level gift prospects, as well as methods for uncovering donors willing and capable of transitioning to major gift donors.

Learning Outcomes:

  1. The importance of donor retention to mid-level and major giving
  2. How to uncover prospects for mid-level and major giving
  3. How to create effective strategies for cultivating and soliciting gifts in excess of $1000
  4. How to motivate gift officers to spend more time developing donor relationships

Lawrence Henze, J.D.

Principal Consultant

Target Analytics, a Blackbaud Company

Lawrence Henze, managing director of Target Analytics, has extensive experience in fundraising, market research and the application of predictive modelling services to the nonprofit marketplace. The founder of Core Data Services, which Blackbaud acquired in 2001, he has also served as vice president of predictive modelling services at USA Group Noel Levitz and president of The Philanthropic Division of Econometrics, Inc. Mr. Henze has 15 years of experience in development, raising more than $125 million, primarily for higher education institutions. During his career, he has personally reviewed the giving histories of more than 30,000 planned givers across the country. He holds a BA in political science from Carroll College in Wisconsin, and an MA in public policy and administration and a law degree from the University of Wisconsin at Madison.