Transitioning Annual Donors to Major Donors

Recorded On: 03/13/2018


Regular annual fund donors are some of the best major gift prospects. But their annual support shouldn't end when they decide to make a major commitment. When the time is right to solicit someone for their first major gift, it's important to plan and collaborate across the entire organization. Doing so will ensure that your institution has a healthy pipeline of major donors and a reliable source of annual support for years to come.

Register now for your entire team to learn how to successfully transition annual donors to major donors.  

This recording is eligible for 1.25 points of CFRE credit.


  • Guidelines for understanding the distinct - and common - mechanics and goals of annual and major giving efforts
  • Methods for communicating internally about prospect cultivation and solicitation plans
  • Tips for talking with donors about their first major gift and making the case for their continued annual support
  • Strategies for stewarding donors for annual and major gifts simultaneously
  • Examples from other institutions, and more!

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Laura Tepper

Executive Director of Development, University of Pennsylvania Carey Law School

Laura Tepper is the Executive Director of Development at the University of Pennsylvania Carey Law School, where she oversees all annual, major, and planned giving efforts. Her 15-year career includes work in both annual giving and major gifts, and her expertise includes leadership gift strategy, volunteer management, reunion giving, direct appeals, and phonathons. She holds a B.A. in American Studies from Mount Holyoke College and a J.D. from Brooklyn Law School.


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