Major Gift Officer Development
The Collaborative Approach
to Major Gift Work
A field guide series for gift officers and their teams — built around the Collaborative Donor Relationships Framework and The Five Paths to Leadership®.
Start here
Begin with Resource 1 — a short video and sorting activity that frames the case for a relational approach to donor work.
This overview page is publicly viewable, but each resource below is exclusive to Academic Impressions members. You’ll be prompted to sign in or join when you click through to a resource.
1
Phase 1
Reframe
Why the traditional fundraising cycle is leaving MGOs and donors behind — and what a different approach looks like.
Resource 1Start here
The Case for a Different Approach
Video · Reflection · Sorting activity
Names the structural problem with transactional fundraising and introduces the premise that this work should be joyful.
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Resource 2
Introducing the Collaborative Donor Relationships Framework
Interactive explainer · Scenario · Matching activity
The five-phase framework through a scenario. Serves as a reference you return to throughout the series.
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2
Phase 2
Know Yourself
Understanding your own leadership style as the foundation for authentic donor work. You can’t read a donor without reading yourself first.
Resource 3
Why Self-Awareness Is a Major Gift Skill
One-pager · Video · Reflection prompts
The bridge between the CDRF and The Five Paths to Leadership®. Introduces the Sage as your operating center.
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Resource 4
Taking and Interpreting Your Five Paths Assessment
Score entry · Personalized interpretation
Enter your scores and get a personalized interpretation — including how each path shows up in donor conversations and under stress.
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Resource 5
Reading Your Donor Through the Five Paths Lens
Branching scenario · Path portraits
Practice reading a donor’s dominant path and choosing the right engagement strategy. Includes portraits for all four paths.
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3
Phase 3
Practice the Framework
One resource per CDRF phase — each with a practical field tool you can apply to a real donor in your portfolio right now.
Resource 6
Awareness — Being Seen Before Being Solicited
Click-through · Status check tool
Assess what you know and don’t know about a donor before any giving conversation.
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Resource 7
Interest — Unlocking Values to Find Shared Ground
Field guide · Facilitation guide
Facilitate a values conversation using the values discovery process and open-ended questions.
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Resource 8
Connection — Bringing Values to Life Through the Institution
Scenario · Action tool
Connect donor values to institutional initiatives and identify the right internal partnerships.
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Resource 9
Partnership — Telling the Story That Brings the Donor In
Storytelling builder
Construct a compelling story that positions the donor as a hero in the institution’s mission.
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Resource 10
Investment — Keeping the Donor in the Story After the Gift
Planning tool · One-pager
Design a post-gift engagement plan that extends the partnership rather than defaulting to transactional stewardship.
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S
Synthesis
Work the Portfolio
Bring it all together across your full donor portfolio, and connect the whole series back to your own work. The tools that turn the framework into a daily practice.
Resource 11
Working the Framework Across Your Portfolio
Portfolio reflection tool · CDRF Status Check
Apply the CDRF Status Check across multiple donors and identify the highest-leverage next action for each one. The tool you’ll return to most.
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Resource 12
Connecting This to Your Work
Capstone reflection
Ties the whole series together and helps you connect it back to your own portfolio and next steps.
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