Live webinar · Thursday 3 December 2026
How to build a major donor portfolio that works
Building a Major Donor Portfolio That Works
Of the 201 UK charities that completed our Major Donor Scorecard, only 24% have a prioritised list of potential major donors, and 52% have no list at all. A portfolio puts every donor and prospect in one place and shows where each relationship stands. In this one-hour webinar I show you how to build one and use it to plan your work, then how to review it so you know which relationships to invest in and when to let a donor go.
When: 12 noon to 1pm UK time · Where: online, Microsoft Teams · Includes: live Q&A and the recording
Your portfolio, from first build to review
The session follows the life of a portfolio. We build one together, then look at how to run it week to week and how to review it.
1
Build it
What goes in your portfolio?
Every donor and prospect in one place, with the stage each relationship has reached and the next action against each name. We build one together during the session.
2
Use it
How does it shape your week?
Your portfolio becomes your workplan. It shows who to contact next, tracks progress through each stage, and shows gaps in future income before they cause a problem.
3
Review it
Who stays in your portfolio?
A regular review shows whether your portfolio is balanced, when to invest more in a relationship and when to bless and release a donor. The decision draws on your prospect research, your conversations with the donor and their 3 Cs scores.
What a balanced portfolio looks like
Donors at every stage of the relationship, and new prospects coming in to replace those who move on. It also lets you show progress to your managers before the income arrives.
Identify › Qualify › Approach › Cultivate › Ask › Thank › Steward
What you will learn
How to build a portfolio that holds all your donors and prospects in one place, with a practical build during the session
What a balanced portfolio looks like, and what to do if yours is not balanced
How to use your portfolio as your workplan
How to track progress through each stage with KPIs, so you can show development before the income arrives
How to spot gaps in future income early, and what support you need from the rest of your organisation
What to do when prospects are not moving, and how to use your portfolio to set realistic expectations with your managers
Your portfolio should show progress long before the income arrives.
What the session is built around
You leave able to restructure your own portfolio and build a workplan around it. There is time for your questions at the end, and every attendee receives the recording to watch again.
Who is this webinar for?
Major donor fundraisers at any stage, whether you are building your first portfolio or making better use of one you already have. It also suits managers who want a more structured way to review their team's portfolios and set expectations.
If you came to the 3 Cs webinar on 30 September, this session uses the same scores to decide who stays in your portfolio.
Your trainer: Beth Upton
Founder and CEO, Money Tree Fundraising
Beth has worked in fundraising since 2002. She started in corporate fundraising at Macmillan Cancer Support, then moved to smaller charities to be closer to the cause, becoming Campaign Manager for the Marlowe Theatre rebuild and later Director of Fundraising at Vision Aid Overseas.
She founded Money Tree Fundraising in 2010. Since 2018 the team has worked with more than 130 charities on major donor, legacy and trust fundraising. Beth holds the Certificate in Philanthropic Psychology (with merit) from the Institute for Sustainable Philanthropy and is an ILM Level 7 qualified coach.
The details
Date: Thursday 3 December 2026
Time: 12 noon to 1pm UK time (GMT)
Length: 60 minutes, including Q&A
Where: Online on Microsoft Teams. We email your joining link on the day.
Recording: Included for every attendee
Price: £30 plus VAT (£36 in total)
Book your place
Questions
Will I get a recording?
Yes. Every attendee receives the recording to watch again.
What time is the webinar?
12 noon to 1pm UK time.
How do I join?
The webinar runs on Microsoft Teams. We email your joining link on the day of the event.
Do I need to come to the earlier webinars?
No. This session stands on its own. If you came to the 3 Cs webinar, it uses the same scores.
Do I need my own portfolio?
No. We build one together during the session. If you have a donor list or spreadsheet, bring it and you can start restructuring it straight away.
Book your place for 3 December
One hour, live on Teams, with the recording afterwards. £30 plus VAT, booked online.