FREE WEBINAR
Instagram vs. Reality: What Really Works in Mid and Major Gifts
Thursday, May 14, 2026 at 2pm ET, 11am PT
Everyone’s sharing perfect metrics and big wins. But what actually works?
Join Kara and Lisa for a candid conversation about what it really takes to build mid and major gift programs that raise money and build real relationships.
There’s no one-size-fits-all formula. What worked somewhere else won’t magically work for you — and it shouldn’t. We’ll show you how to take proven ideas and adapt them to fit your organization, your donors, and your goals.
We’ll cover:
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You’ve heard the industry standards. 150 major gifts. Anything from 500-1,200 midlevel. But those benchmarks weren’t written with your organization’s reality in mind.
We’ll unpack what a healthy portfolio depends on, including:
How organizational size, revenue goals, and role scope may require adjusting caseload expectations
How high-value portfolios ($1M+ cumulative value) impact caseload size
How split roles (management duties, corporate or foundation work) should affect load
Why mid-year flexibility is healthy as portfolios grow
The goal is a portfolio you can actually manage well, not just one that looks standard on paper.
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Every organization wants a clean line between segments. The challenge is that donors don’t live in clean lines.
We’ll challenge:
The idea that one giving threshold works for every organization
The “magic number” thresholds and why smaller shops can start lower to grow strategically
How giving bands can unintentionally trap donors
The “unconnected high-level donor” problem — when gift size does not equal relationship readiness
Your segments should be guided by strategy, not restricted by it.
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Last gift amounts tell you something. They just don’t tell you everything. Whether a donor is mid or major level may not be as cut-and-dry as giving level.
We’ll explore:
The difference between giving level and relationship readiness
How movement between caseloads should be based on relationship readiness, not just dollar amount
When holding a donor longer is strategic, and when movement matters
How portfolio transitions can be intentional instead of reactive
Portfolio strategy is about connection potential, not just revenue history.
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Formal introductions are considered best practice. But best practice only works when it fits the situation.
We’ll cover:
When a structured introduction builds confidence
How to adjust if there’s a risk an intro will feel unnecessary or transactional
How staff changes affect donor experience
An alternative approach: weaving the introduction naturally into other communication pieces
The aim is continuity of relationship, not just completion of process.
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Every organization has its measures of success. Counting visits is simple. Measuring progress is harder.
We’ll reframe how performance tracking can better reflect real donor engagement:
What activity metrics are actually trying to measure
Which metrics we recommend to our clients – mid and major are different
A view into what a good metrics dashboard looks like
How communication preferences change what “contact” means
Ways to set goals that reflect donor behavior, not just tradition
How measurement can reinforce strategy
Metrics should help fundraisers focus, not just report.
PRESENTED BY:
Kara Ansotegui
Co-Founder
Kara is a lifelong believer that fundraising should feel joyful, not stressful. She specializes in building and scaling mid-level fundraising teams, and previously led a team at American Cancer Society to raise nearly $9 M on a $7.6 M goal, using strategic leadership, collaboration, and a donor-first mindset. At FourPoints Collective, she’s committed to empowering fundraisers at every level to approach their work with confidence, clarity, and heart.
Lisa Robertson
Co-Founder
Lisa stepped into fundraising and stayed because it blends her passions for teaching, clear communication, and helping others succeed. Before co-founding FourPoints Collective, she guided nonprofit teams to build effective fundraising programs—most recently as Interim Director of Development for organizations raising $5 M and $25 M. At FourPoints, she focuses on meeting people where they are, using data wisely, telling powerful stories, and building programs that bring joy, deepen impact, and drive results.
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