Philanthropic support is a vital source of revenue for U.S. higher education institutions, yet training of professional fundraisers is often "ad hoc" and incomplete. Informed by a pragmatic perspective on social science research, this mixed methods exploratory study assesses training needs of major gift officers (MGOs) using Clark and Estes' (2008) gap analysis framework, a systematic, analytical method that focuses on knowledge, motivation, and organizational factors to close gaps between actual and preferred human performance levels. The study captured expertise from experienced fundraisers who manage MGOs to define desired training outcomes and begin building a research-based framework for guiding fundraising training. The research questions guiding this study are: 1) what fundraising tasks, attitudes, and behaviors do managers of MGOs working in higher education identify as essential for MGOs to meet their performance goals? 2) How do managers help MGOs learn to perform essential tasks, attitudes, and behaviors? 3) What recommendations for knowledge, motivation, and organization can be made for managers to guide MGO learning and practice of fundraising? Utilizing a modified Delphi survey technique, the study engaged a panel of 77 fundraising managers in three survey rounds. Quantitative and qualitative analysis followed each round, and the results informed the design of the next survey. Through consensus, the panel defined 49 fundraising tasks, attitudes, and behaviors essential for success in major gifts fundraising, provided detailed information about current training methods, and revealed a lack of confidence in group training, the most frequently used approach. The results suggest an individualized, hands-on approach to fundraiser training guided by more experienced colleagues--i.e., an apprenticeship model--supported by an organizational culture that values learning and continuous improvement. [The dissertation citations contained here are published with the permission of ProQuest LLC. Further reproduction is prohibited without permission. Copies of dissertations may be obtained by Telephone (800) 1-800-521-0600. Web page: http://bibliotheek.ehb.be:2222/en-US/products/dissertations/individuals.shtml.]