Case Study: Major Donor Cultivation

Engaging for Impact: a New Approach to Major Donor Cultivation

Orbis International

Orbis is an international nonprofit that believes in a world where everyone can access the eye care they need to lead a productive life and thrive. A staggering 90% of all vision loss is treatable or preventable. And nine out of ten people with vision loss live in low- and middle-income countries where the burden of loss of vision falls hardest on women and girls.  That’s why Orbis is working to build strong eye care systems that cover the full range of eye care services in the communities that need it most, putting vision loss treatment and prevention within reach.  

“Partnering with Multiply Strategies has had a massive impact on our Major Donor program. Their expertise helped us build a structured, strategic approach to prospecting, ensuring we’re not just identifying potential donors but truly engaging them in our mission. Thanks to their insights and guidance, we now have a clear roadmap for growth and a stronger foundation for long-term philanthropic success.”

Sam Wisel, Associate Director of Major Gifts, Orbis

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The Challenge

Kasia Biezychudek – Vice President, Philanthropy – recognized that building a strong Major Donor program required a clear growth strategy. To achieve this, Orbis partnered with Multiply Strategies to assess the program’s overall health and provide targeted recommendations to grow Orbis’s Major Donor portfolio.

Orbis had an established Major Donor program and deep relationships with key Major Donors, but needed support engaging the full pool of Major Donors and developing a pipeline to recruit new donors into the Major Portfolio. The assessment revealed significant opportunities for growth, with a critical need for a structured prospecting process to identify and cultivate new major donors.

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The Solution

Working with Sam Wisel – Associate Director of Major Gifts, Multiply Strategies worked to unlock existing opportunities within the Orbis donor file while also identifying new avenues for growth. This collaboration focused on:

• Moves management oversight to enhance donor engagement
• A comprehensive review of mass communication touchpoints to ensure alignment with donor cultivation goals
• A streamlined communications plan tailored to major donor engagement
• New prospecting initiatives leveraging Orbis’s existing database
• Defined processes and protocols for pipeline management across donor segments

With the Orbis goals at the forefront, Multiply Strategies designed a  Major Donor Prospecting Initiative, incorporating best practices to enhance the donor journey, optimize engagement, and create a clear pathway to higher-value giving.

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The Road Map

A key finding from the assessment was the absence of a structured prospecting program dedicated to cultivating potential major donors. To address this gap, Multiply Strategies developed a Major Donor Prospecting Initiative with the following key deliverables:

• Prospecting Strategy Session to align objectives and tactics
• Prospecting Journey Touchpoint Map to guide engagement at every stage
• Custom content developed to support the Major Donor team’s outreach efforts
• A donor survey designed to inform and enhance prospecting efforts
• Seamless CRM integration to track and manage donor interactions

Through this initiative, Orbis now has a clear, strategic approach to identifying and nurturing future major donors, ensuring long-term growth and sustainability.

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The Multiply Effect

By implementing the Major Donor Prospecting Initiative, Orbis has transformed its approach to major donor engagement, setting the stage for sustainable growth. With a structured prospecting process in place, the organization can now proactively identify, cultivate, and steward high-potential donors, ensuring a steady pipeline of future major gifts. The refined communication strategy and enhanced pipeline management have led to more meaningful donor relationships, increased engagement, and higher conversion rates. As a result, Orbis is now better positioned to secure the long-term philanthropic support needed to advance its mission and expand its impact worldwide.