Federal Way workshop teaches nonprofits how to make a 'gift approach' for major donations

A fundraising workshop in Federal Way taught local nonprofit leaders, volunteers and small-business owners how to plan and deliver a face-to-face "gift approach" designed to win major gifts, planned gifts and sponsorships.

The session, led by Linda K. Briggs, founder of the Briggs Group, and Angela (navigator and grant writer), emphasized three organizing principles — passion, preparation and practice — and gave attendees a repeatable talking-point structure for one-on-one donor meetings.

Briggs told the group the most effective gift approaches start with gratitude and move through a brief status update, a clear request and a deliberate pause so the prospect can respond. "Do not use the word script," she said, adding that the conversation should feel natural even when the team follows prepared talking points. Briggs urged fundraisers to make a specific dollar request rather than using vague language: "We don't say whatever you wanna give, we'd just be happy to get it. We never say that." She later summarized the method's record: "I've literally raised 1,000,000 of dollars with these 3 elements."

The workshop covered three donor motivations Briggs said research consistently shows fundraisers should address: that donors want to feel appreciated, to see that their behavior makes a measurable difference, and to belong to a community of supporters. Briggs described a standard sequence for a gift-approach meeting: double appreciation (from two people on the approach team when possible), a short overview of current status and campaign, a specific request (for example, $10,000 or a multi-year pledge), a quiet pause — "Be quiet" — to let the donor consider the ask, recognition promises, written leave-behind materials and a scheduled follow-up date.

Briggs and Angela illustrated the method using a Habitat for Humanity-style capital campaign example. They described how a $10,000 leadership gift could be framed as "$2,000 per year for five years," and how corporate partners or credit unions sometimes make multi-year commitments (Briggs cited Harborstone Credit Union as an example of a donor that gives $5,000 a year as part of a longer pledge). The presenters also advised practical meeting choices: avoid noisy restaurants or places with frequent interruptions, and prefer a private office, a home or a controlled Zoom call.

Attendees supplied local context and questions. Jean Burbage, vice president of Arts Foundation Federal Way, Jerry (volunteer procurement, Federal Way Symphony), Mimi (organizer, Federal Way Pride), Calvin (cofounder, Rhema Healthcare), Sharon (cofounder, Rhema Healthcare), Laurie (executive director, Audiobook Ministries), Jacqueline Tiaka (community health worker/entrepreneur), John (president, Society of Saint Vincent de Paul conference), Stacy (board member, Society of Saint Vincent de Paul) and others described past fundraising experience and gaps they hoped to close with one-on-one asks. A new small-restaurant owner, who identified the business as BIBIM Express in Center Plaza, offered a potential partnership idea — donating a share of sales or catering for events — and was encouraged by the group and Briggs as a legitimate local revenue strategy.

Workshop instructors stressed due diligence and prospect research before an approach. Briggs described three characteristics to seek in potential donors: affinity for the cause, capacity to give, and a relationship (direct or indirect) linking the prospect to the asker. She recommended conservative, evidence-based ask amounts when a donor's giving history is unknown, and urged volunteers and staff to rehearse their parts as a two-person team before meeting prospects.

Practical follow-up steps were a recurring point. Briggs instructed fundraisers to end each meeting by confirming a specific date to follow up: "Would it be okay, Jerry, if I check back with you in about two weeks?" She said that scheduling a return contact compresses indefinite delays and improves conversion.

The class included methods for donor recognition (naming levels, small handcrafted gifts or VIP invitations) and guidance on pledging and payment schedules that can increase overall contributions without asking for a single large lump sum. Angela highlighted that the same approach adapts to in-person meetings and to Zoom calls; United Way examples cited by the presenters showed successful outcomes when the protocol was followed on video.

Briggs and Angela announced a final session on November 7 focused on moves management and tracking donor cultivation. Participants were invited to report back on any fundraising progress after practicing the techniques.

For local nonprofit boards, arts groups and small-business owners trying to convert community goodwill into sustainable support, the presenters said, the combination of clear preparation, a specific dollar ask and prompt follow-up makes the difference between a one-time mailing and a cultivated major gift relationship.