How to handle the toughest major donor …...glimpse of how you could handle difficult conversations...

How to handle the toughest major donor conversations and achieve the results you want

Penny Tribe, Acting Executive Director, Office of Advancement, Western Sydney UniversityMark Quigley, Director, Social Venture Consultants

Middle & Major Donors Track

Sponsored by

Middle & Major Donors Track

Session Objective

Using 5 examples we’ll give you a glimpse of how you could handle difficult conversations with your major donors and achieve the results you want.

Middle & Major Donors Track

We assume…

That before you have any type of conversation with a major donor, you’ve prepared!

• Behind budget• On budget• Ahead of budget

1.

Dealing with Donor Objections

• Is it the organisation?• Is it the project?• Is it the timing?• Is it the gift amount?

2. Same gift every year

• Program / Service / Org costs more• Gender pitch• Ok ‘Boomer’• (me)volution

Middle & Major Donors Track

3. Reaching Out (often) Sucks

• Ask permission to engage• You have a problem (e.g. Wait list)• Say something “special” (e.g. CEO)• Do you still want a relationship?• Hail Mary!

4.

• Asking the right questions• How to gain trust• Listen and be flexible• Can we meet again?

5. Who’s who in the room?

• Donors don’t give to fundraisers• Prepare with your colleagues• Have the right ‘champion’ in the room

Have the toughest conversations outside of the ‘ask’ moment

Middle & Major Donors Track

Session Takeaways

1. Know where you are2. Deal with donor objections

when they occur 3. Tough talk should happen

outside ‘ask cycle’4. Listen and be flexible5. Prepare!

Q & A

Middle & Major Donors Track

Sponsored by