Every fundraiser has had that moment: a long-time donor shows renewed interest, maybe even hints at doing more. You sense potential. But turning that flicker into a six-figure gift? That’s where things usually fall apart or fall into place, seemingly by luck.
But what if it didn’t have to be luck?
At Optimize Consulting, we believe major donor upgrades can be systematic, not serendipitous. Recently, we helped one client, The Atlas Society, move beyond the “right place, right time” mindset and instead close a transformational six-figure gift using a focused strategy, strong presentation, and intentional follow-up.
Let’s break it down.
When The Atlas Society came to us, they’d just had a promising conversation with a loyal donor. The energy was there. The donor was receptive. But they weren’t sure what to do next — or how bold to be with the ask.
That’s a common scenario. Many organizations get stuck here. They either under-ask, wait too long, or skip a proper proposal entirely.
Instead, we worked with them to craft a compelling pitch tailored to the donor’s values and interests. We pinpointed a specific program that aligned with the donor’s passions. We even recommended the exact amount to ask for -- and yes, that’s the amount they gave.
It wasn’t magic. It was a process.
Here’s what’s often missing from major gift conversations:
A strategic match between donor and mission
A well-designed, emotionally intelligent proposal
Follow-up that’s not just timely, but strategic
Most nonprofits know their donors are capable of giving more. What they lack is the infrastructure to make it easy for donors to say yes.
When we brought structure to The Atlas Society’s donor upgrade efforts, the results didn’t stop with one gift. Our approach helped re-engage a lapsed donor who hadn’t given in six years — he came back with a $25,000 gift. Two more donors doubled their gala gifts year-over-year.
The difference? We didn’t wait for lightning to strike. We built the weather system.
Another key lesson from this case? Presentation changes perception.
A visually polished proposal backed by a strong narrative reframes your request. It shows intentionality. It shows impact. It makes your donor feel like the hero of a moment that matters.
We don’t just help clients build decks — we help them build donor confidence. And when your donor believes their gift is both meaningful and well-stewarded, saying “yes” becomes easier.
If you’ve ever wished you could “level up” a donor but weren’t sure how to make the leap, you’re not alone.
The truth is, most donor upgrades are hiding in plain sight. But they only come to life when you approach them with the right strategy, the right message, and the right timing.
In this case study, you’ll see exactly how we did it — and how you can start doing it too.