Created By: Stephen K. OrrPublished: October 4, 2022Updated: August 21, 2024 As I have written before, philanthropy is a financial investment. That is, the nonprofit world doesn’t revolve in a vacuum. It reflects what’s generally going on in the world around us, and organizations shouldn’t be afraid to let their fundraising follow the contours of finance. Keeping these axioms in mind, we shouldn’t be surprised when we see so many institutions—especially universities and hospitals—launching billion-dollar campaigns. We’ve been watching this trend at Orr Group, and at last count, we found more than 30 billion-dollar campaigns in the higher education sector alone. Here are a few recommendations for nonprofits considering such a bold undertaking. 1. The concentration of wealth creates opportunities. Nonprofits should lean into the fact that there are more billionaires today than ever before, and almost all of them are making charitable gifts. They are also using charity to reduce income and estate taxes. They view philanthropy through an investment lens, and when they write a big check, they want to see a big impact. This expectation is compelling organizations to think more ambitiously and strategically. There is a strong desire to effect long-term shifts in the health, wealth, or well-being of entire populations. Rescuing a species and reversing climate disasters are on top of many donors’ lists. Is your case for support sufficiently ambitious and attractive? >>> One Goal, Many Benefits: How To Maximize The Impact Of Your Campaign Beyond Fundraising 2. Put it in writing. The central document of a billion-dollar campaign (give or take a few hundred million) is the case statement, which paints a vivid picture of the transformation made possible by a mega-gift. It isn’t just a retread of your reason for existence. It’s an aspirational, inspirational manifesto, a prospectus with just enough detail to show how funds will be allocated but also enough flexibility to accommodate the perspectives of the board champions who will be twisting the arms of their personal and professional networks. The case for support drives conversations with donors throughout the all-important quiet phase of a campaign. During this period, the executive team collaborates with board leadership to sketch a bold vision. It should encompass people and programs as well as brick and mortar. You might decide this is the time to launch an endowment. While commonly associated with educational institutions, endowments can be created for any mission-driven organization seeking long-term sustainability. >>> Read a case study of our collaboration with the Arthritis Foundation 3. Start quietly. Billion-dollar campaigns are newsworthy, but they don’t start with a press conference or a light touch like a tweet. Not every ambitious plan works out, and after testing your case statement with key donors, you might decide to remain in a “readiness period” while your senior staff, advisors, and board develop what it takes to see a campaign through. Make sure you have a majority of the total amount committed before you go public with the campaign. The conversations you have during the quiet phase are intended to build partnerships and alliances around key initiatives that require funding. When Orr Group works with a client, we assemble a pyramid of support to visualize the philanthropic composition necessary to realize a vision. Billion-dollar campaigns require lead gifts in the 8- and 9-figure range. These gifts normally take months, even years to close. Work the top of the pyramid successfully, and the rest will fall into place. Planned giving is an essential component of these large-scale campaigns, and in our judgment should be embraced enthusiastically by the organization. 4. Staff these complex transactions. As new “financially engineered” opportunities emerge, the makeup of a large development office should also shift. Planned giving officers used to be an afterthought, but now they play an increasingly central role in building philanthropic “deals” that might include instruments such as life insurance policies and charitable remainder trusts. Ramping up a campaign, your organization may want to reinforce or even grow your planned giving departments, making sure every team member has the expertise necessary to ensure a smooth working relationship between your organization, the donor’s financial advisors, and/or family estate attorneys. >>> Has Planned Giving Made It Into Your Nonprofit Organization’s 2022 Development Strategy? 5. Bigger campaigns take more time. We’re seeing longer horizons for bigger deals. A campaign used to run for two or three years; today’s large-scale campaigns may take 7-10 years to execute successfully. We recommend comprehensive campaigns, which include annual giving and major gifts with multi-year commitments as well as planned gifts. Longer campaigns are larger campaigns—and those gaudy numbers (the kind with nine zeroes at the end) might motivate donors and board members to recognize the scope of your ambitions and to respond with more support than ever. Have a unique vision for change that needs a unique plan to make it a reality? Get in touch with Orr Group today to understand how we can launch your organization toward new horizons through a campaign. Contact Us Steve Orr is the Co-Founder and Managing Partner of Orr Group. Steve draws from his investment banking and finance background to bring a problem-solving approach, a focus on metrics, and an outcomes-driven perspective to the nonprofit sector.
Capital Campaigns: A Strategic Guide for Nonprofits Published Date 2026 Capital Campaigns: A Strategic Guide for Nonprofits Created By: Campbell Lake Published March 12, 2026 Most nonprofit development teams spend the majority of their time sustaining annual fundraising programs. But when an organization is ready to expand its impact, like launching a new initiative, investing in infrastructure, or strengthening long-term financial sustainability, traditional fundraising strategies may not be enough. This is where capital campaigns come in. A capital campaign is a focused, multi-year fundraising effort designed to secure transformational investments in your organization’s future. For many nonprofits, it represents a pivotal moment: a chance to align leadership, donors, and community stakeholders around a shared vision for growth. And though they require more preparation and dedication than the average fundraiser, the return on investment is promising, with studies showing that 94% of capital campaigns are considered a success. At Orr Group, we view campaigns not simply as fundraising initiatives, but as strategic organizational milestones. Campaigns bring together vision, leadership, and philanthropy to help nonprofits achieve what once seemed out of reach. In this guide, we’ll walk through the fundamentals of capital campaigns and share best practices to help your nonprofit prepare for and launch a successful effort. Table of Contents: Capital Campaigns FAQ How to Start a Capital Campaign Other Capital Campaign Best Practices Capital Campaigns in Action Capital Campaigns FAQ What is a capital campaign? A capital campaign is a targeted fundraising initiative designed to raise a significant amount of funding within a defined timeframe for a specific purpose. Unlike annual fundraising, which supports ongoing operations, capital campaigns typically focus on transformational investments, such as: Constructing or renovating facilities Expanding programs or geographic reach Building or growing an endowment Investing in technology or organizational infrastructure Capital campaigns are typically among the largest fundraising initiatives an organization will undertake. They often run alongside—but separately from—annual fundraising programs and require coordinated leadership, strategy, and donor engagement. A successful campaign begins with a clear vision and a compelling case for support that inspires donors to invest in the organization’s long-term impact. Why host a capital campaign? Capital campaigns are massive undertakings that yield significant rewards. By organizing a capital campaign, your nonprofit can earn these benefits: Enhance internal operations. Running a campaign requires rigorous data hygiene, upgraded CRM systems, and modernized prospect research. These requirements leave your internal systems much stronger than before. Elevate donor relationships. The campaign process provides a unique opportunity to engage your top supporters in deep, vision-level conversations. It shifts them from being passive donors to active investors, permanently elevating their dedication to your organization and giving capacity. Fund transformational growth. When your organization's mission and ambitions outgrow its current infrastructure, a campaign provides the concentrated injection of capital needed to scale your impact. Boost community visibility. The eventual "Public Phase" of the campaign acts as a massive marketing event. It raises your organization's profile, attracts new grassroots supporters, and validates your leadership. Ensure long-term sustainability. In addition to the influx of funds, capital campaigns aimed at financial projects, like endowment building, create resources that can reduce short-term fundraising overhead and add long-term stability. How are capital campaigns different from other fundraising efforts? While many fundraising initiatives share common elements, capital campaigns differ in several important ways. Scale and ambition Capital campaigns are typically the largest fundraising effort a nonprofit will pursue. Campaign goals often represent several times an organization’s annual fundraising total and require strategic planning and leadership alignment. Major-gift focus Campaign fundraising is heavily driven by major gifts. In many campaigns, 65–80% of the total goal is secured before the public launch, through leadership gifts from board members, major donors, and close supporters. Organizational transformation Beyond raising funds, campaigns often strengthen an organization’s internal capacity. Campaign preparation frequently includes refining strategy, improving fundraising infrastructure, and deepening relationships with key stakeholders. For many nonprofits, a campaign becomes a catalyst for institutional growth and long-term sustainability, not just a fundraising milestone. Who is involved in a capital campaign? A successful campaign is a collective effort that involves leadership across the organization and community. Board of Directors Board members play a critical leadership role—contributing personally, opening doors to new donors, and advocating for the campaign’s vision. Executive Leadership Senior leaders help articulate the case for support and cultivate relationships with top donors and partners. Development Staff Fundraising staff manage donor outreach, track campaign progress, and coordinate day-to-day campaign activities. Volunteer Steering Committee Campaign steering committees often include influential community members, philanthropists, and advocates who can expand the campaign’s reach. These volunteers help identify prospective donors, open doors for fundraising conversations, and champion the campaign publicly. Capital Campaign Consultants Many nonprofits also work with experienced capital campaign consultants who provide strategic guidance throughout the campaign. Consultants can conduct feasibility studies, support campaign planning, advise leadership volunteers, and help organizations maintain momentum as the campaign progresses. How long does a capital campaign take? Most nonprofit capital campaigns take three to five years from early planning through completion. Campaigns typically unfold in several phases: Feasibility Phase: Organizations assess readiness for the campaign and evaluate donor potential through research and stakeholder interviews. Planning Phase: Leadership develops the campaign structure, timeline, case for support, and volunteer leadership strategy. Quiet Phase: The organization secures the majority of the campaign goal from top prospects, including board members and major donors. Campaign Kickoff: The campaign is publicly announced, often through a launch event or major communication effort. Public Phase: The organization broadens outreach to the wider community to complete the fundraising goal. How much money do capital campaigns raise? A capital campaign’s scope depends on an organization’s mission, strategic priorities, and fundraising capacity. As a general rule, many nonprofits pursue campaign goals that represent three to ten times their annual fundraising total. Campaigns may range from several million dollars to hundreds of millions, depending on the scale of the initiative. Regardless of size, successful campaigns are grounded in a clear strategic vision and a thoughtful fundraising plan. How to Start a Capital Campaign Planning a capital campaign requires a more rigorous approach than most annual fundraising initiatives. Because campaigns typically span multiple years and involve large gifts, organizations must invest time in strategic preparation. If you’re exploring how to start a capital campaign, the following steps can help guide the process. 1. Conduct an Internal Assessment and Feasibility Study Before launching a campaign, organizations should first evaluate their readiness. This internal assessment may include questions such as: Does the organization have a clear strategic vision for the campaign? Are board members prepared to actively support fundraising? Does the development team have the capacity to manage a campaign? Is there sufficient donor interest to support the proposed goal? To answer these questions, many nonprofits conduct a campaign feasibility study, which includes confidential interviews with key donors, stakeholders, and community leaders. These conversations help determine whether the campaign goal is realistic and identify potential leadership donors. The feasibility phase often shapes the campaign’s strategy and helps build early momentum. 2. Set a Realistic Campaign Goal and Budget Once readiness has been assessed, the next step is establishing a campaign goal. A strong campaign goal should balance aspiration and feasibility. It should reflect the organization’s long-term vision while remaining grounded in donor capacity and fundraising strategy. At this stage, organizations should also develop a comprehensive campaign budget that includes: Costs associated with the initiative being funded Campaign staffing and operational expenses Technology or data infrastructure improvements Communications and engagement activities Professional services such as campaign counsel Because campaigns often span several years, planning should also account for potential changes in costs and timelines. 3. Develop a Strategic Gift Range Chart A gift range chart is one of the most important tools in campaign planning. Rather than treating the fundraising goal as a single number, the gift range chart breaks the goal into a series of gifts at different levels. This helps organizations determine how many donors are needed at each giving level. For example, a $5 million campaign might include: One leadership gift of $1 million Several gifts between $250,000 and $500,000 A larger number of mid-level gifts Community-level gifts that broaden participation Because major gifts drive campaign success, developing a realistic gift range chart is essential to building a viable fundraising strategy. 4. Create a Compelling Case for Support Every successful campaign begins with a strong case for support. Your case should clearly communicate: The challenge or opportunity your organization is addressing Why the organization is uniquely positioned to lead this work The impact donor support will make possible Why the campaign is needed now The most compelling cases combine strategic vision with human impact, helping donors see how their philanthropic investment will drive meaningful change. 5. Engage Existing Donors Early Capital campaigns typically begin by engaging an organization’s closest supporters. Board members, longtime donors, and committed stakeholders often become the campaign’s first investors. Their participation helps demonstrate confidence in the campaign and encourages others to join. This early fundraising stage—known as the quiet phase—is critical to building credibility and momentum. During this period, organizations: Secure leadership gifts Refine campaign messaging Strengthen donor relationships Build a foundation for the public phase Other Capital Campaign Best Practices Once a campaign is underway, maintaining momentum and strengthening donor relationships become the top priorities. The following practices can help nonprofits maximize the impact of their campaign. Consider Working With Capital Campaign Consultants Because campaigns are complex, many nonprofits partner with experienced capital campaign consultants to provide clarity and guidance. Consultants can support organizations by: Conducting feasibility studies Developing campaign strategies and timelines Advising board members and campaign volunteers Supporting major gift fundraising efforts Providing accountability throughout the campaign process Working with an experienced partner can help ensure that the campaign is carefully planned and strategically executed. Accept Multiple Types of Gifts While cash contributions remain common, many donors prefer to support campaigns through other philanthropic vehicles. Campaign gifts may include: Stock or securities Donor-advised fund contributions Planned gifts or bequests Real estate or in-kind donations Organizations should maintain clear gift acceptance policies to ensure these contributions are handled appropriately. Leverage Technology to Scale Bandwidth Campaign fundraising relies heavily on data and donor insights. Modern fundraising tools, like AI and automation, can support key relationship-building activities by: Identifying potential major donors Tracking donor engagement Segmenting communication efforts Monitoring fundraising progress When used effectively, technology allows development teams to spend more time making meaningful asks with donors. Maintain Consistent Campaign Communication Because capital campaigns span several years, regular communication is essential to sustaining enthusiasm. Organizations should provide periodic updates to donors, volunteers, and staff that highlight: Campaign progress toward the goal Key milestones and achievements Stories illustrating the campaign’s impact These communications reinforce the campaign’s vision and keep supporters engaged. Create Opportunities for Donor Engagement Capital campaigns offer meaningful opportunities for donors to connect more deeply with an organization’s mission. Examples include: Campaign launch events Project tours or behind-the-scenes experiences Volunteer leadership rolesDonor recognition opportunities These experiences help donors see the impact of their investment and strengthen long-term relationships. Recognize and Steward Campaign Donors For many supporters, a capital campaign gift represents one of their most significant philanthropic investments. Thoughtful stewardship helps ensure donors feel appreciated and connected to the campaign’s impact. Recognition strategies may include: Naming opportunities for facilities or programs Donor walls or recognition displays Special appreciation events Public acknowledgement in campaign materials Strong stewardship ensures donors remain engaged well beyond the campaign itself. How to Choose a Capital Campaign Consultant Selecting the right partner can significantly influence the success of your campaign. When evaluating capital campaign consultants, nonprofits should consider several factors. Relevant Experience Look for consultants with a strong track record of leading campaigns for organizations similar in size, mission, or sector. Strategic Partnership Approach The most effective consultants go beyond providing technical advice. They work closely with leadership teams to strengthen strategy and build long-term fundraising capacity. Communication and Leadership Skills Campaigns involve many stakeholders. Consultants should be able to work effectively with boards, staff, volunteers, and donors while providing clear guidance throughout the process. Data-Driven Strategy Successful campaigns rely on strong donor analysis and fundraising metrics. Experienced consultants use data to guide decision-making and refine campaign strategy. Long-Term Organizational Impact Beyond reaching a fundraising goal, the best campaigns strengthen an organization’s fundraising infrastructure and donor relationships for years to come. Through Orr Group’s campaign services, we have helped nonprofits across the sector raise billions to date. We offer a unique approach to capital campaign consulting by: Using an embedded partnership model. From day one, Orr Group steps in to serve as an embedded member of your team. We provide the execution power needed to both manage daily operations and maintain momentum from launch to close. Building custom strategies. Our team builds highly customized strategies tailored specifically to your nonprofit’s distinct culture, assets, and growth potential. Applying a business mindset. We leverage decades of corporate-sector expertise to treat your capital campaign like a high-growth business expansion. Our team replaces guesswork with data-driven roadmaps that break down ambitious goals into attainable next steps. Offering interim campaign leadership. We can seamlessly fill staffing gaps by embedding our senior professionals as interim executives or major gift officers. This ensures your donor cultivation and solicitations never stall, even during internal transitions. Check out one of our capital campaign success stories: Capital Campaigns In Action: Illinois Tech Let’s take a look at a real capital campaign in action. Challenge Illinois Tech, the preeminent technology-focused university in the Chicago area, was experiencing a historical period of growth, raising $250 million in its initial capital campaign stage. However, the development team wanted to keep the momentum going while ramping up its efforts to raise up to $500 million more, which meant the team needed extra hands on deck. Solution Illinois Tech enlisted the help of Orr Group to finish its capital campaign strong. Our approach included conducting stakeholder interviews, wealth screening, and donor data analysis. Ultimately, we recommended raising the campaign goal to an unprecedented $1 billion. To achieve this ambitious benchmark, we developed a comprehensive plan for the next phase of the campaign that catalyzed endowment growth. Planned gifts were the main source of revenue for these efforts; we’ve expanded legacy giving by administering Illinois Tech's planned giving program. Impact With Orr Group’s support, Illinois Tech has: Constructed five proposals, securing over $15 million in blended and cash gifts. Realized $1.1 million in planned giving revenue. Identified a planned giving pipeline sitting at $208 million+. Vetted over 500 planned giving prospects. Trained 15 major gifts officers and advancement staff members on planned giving vehicles. All of these efforts have contributed to strong performance and progress in the second phase of the ongoing capital campaign. Ultimately, a capital campaign is about more than raising funds. When thoughtfully planned and executed, campaigns can strengthen leadership engagement, deepen donor relationships, and position nonprofits for long-term growth and impact. Want to learn more about fundraising? Check out our guides: Strategic Fundraising: Mastering the Life Cycles of Different Gift Types for Nonprofit Success. Every campaign has unique aspects that influence its life cycle. Understand the nuances in this guide. Why Now Is The Best Time In History To Launch A Campaign. Strike while the iron is hot and achieve campaign results with this guide! How To Attract Support For Your Campaign: Make The Case. Fundraising campaigns are built on strong cases for support. Appeal to donors with these key tips. Campbell Lake drives Orr Group’s marketing and communications efforts as a member of the Growth Team. She plays a key role in expanding the company’s brand presence by creating content, managing social media accounts, preparing marketing materials, planning events, and more.
Why Philanthropy is Now an Executive Imperative for Healthcare Fundraising Published Date 2026 Why Philanthropy is Now an Executive Imperative for Healthcare As healthcare margins tighten, philanthropy is becoming a strategic imperative—fueling innovation, resilience, and long-term financial sustainability for health systems.
Fundraising Strategies for Nonprofits and How to Get Started Fundraising,Strategy Published Date 2026 Fundraising Strategies for Nonprofits and How to Get Started Effective nonprofit fundraising takes more than creating a donation page and calling it a day! Learn how to execute savvy fundraising strategies for nonprofits.