Two Things to Help Your Major Gift Officers Improve: A Coach and Video Replay

What do professional athletes and major gift officers have in common? Both can improve their performance by watching themselves on video. While video replay is already common in sports, it seems impossible in the private, one-on-one interactions where major gifts are solicited. But you can use video replay to train your fundraisers—and to improve your advancement shop’s overall performance.

Learning through video replays in sports

See solicitations through new eyes

Solicitations for major gifts tend to occur one-on-one and behind closed doors. Simulating these scenarios allows fundraisers to watch themselves at work. Plus, reviewing video allows them to assess their performance in a low-risk environment.

The impact of nonverbal communication

Focusing on verbal communication is easy. Recordings, scripting, and practice mean that fundraisers are often comfortable with the vocabulary needed to cultivate a donor. However, nonverbal communication could mean the difference between a principal gift and no gift at all.

Filming fundraisers at work allows development leaders and frontline fundraisers to notice nonverbal strengths and weaknesses, including gestures, facial expressions, and body language. Afterwards, fundraisers can continue to build on strengths, while improving their weaknesses.