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Page 1: How to handle the toughest major donor …...glimpse of how you could handle difficult conversations with your major donors and achieve the results you want. Middle & Major Donors

Page 2: How to handle the toughest major donor …...glimpse of how you could handle difficult conversations with your major donors and achieve the results you want. Middle & Major Donors

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

Page 3: How to handle the toughest major donor …...glimpse of how you could handle difficult conversations with your major donors and achieve the results you want. Middle & Major Donors

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.

Page 4: How to handle the toughest major donor …...glimpse of how you could handle difficult conversations with your major donors and achieve the results you want. Middle & Major Donors

Middle & Major Donors Track

We assume…

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

Page 5: How to handle the toughest major donor …...glimpse of how you could handle difficult conversations with your major donors and achieve the results you want. Middle & Major Donors

• Behind budget• On budget• Ahead of budget

Page 6: How to handle the toughest major donor …...glimpse of how you could handle difficult conversations with your major donors and achieve the results you want. Middle & Major Donors

Dealing with Donor Objections

Page 7: How to handle the toughest major donor …...glimpse of how you could handle difficult conversations with your major donors and achieve the results you want. Middle & Major Donors

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

Page 8: How to handle the toughest major donor …...glimpse of how you could handle difficult conversations with your major donors and achieve the results you want. Middle & Major Donors

2. Same gift every year

Page 9: How to handle the toughest major donor …...glimpse of how you could handle difficult conversations with your major donors and achieve the results you want. Middle & Major Donors

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

Page 10: How to handle the toughest major donor …...glimpse of how you could handle difficult conversations with your major donors and achieve the results you want. Middle & Major Donors

Middle & Major Donors Track

3. Reaching Out (often) Sucks

Page 11: How to handle the toughest major donor …...glimpse of how you could handle difficult conversations with your major donors and achieve the results you want. Middle & Major Donors

• 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!

Page 12: How to handle the toughest major donor …...glimpse of how you could handle difficult conversations with your major donors and achieve the results you want. Middle & Major Donors

Page 13: How to handle the toughest major donor …...glimpse of how you could handle difficult conversations with your major donors and achieve the results you want. Middle & Major Donors

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

Page 14: How to handle the toughest major donor …...glimpse of how you could handle difficult conversations with your major donors and achieve the results you want. Middle & Major Donors

5. Who’s who in the room?

Page 15: How to handle the toughest major donor …...glimpse of how you could handle difficult conversations with your major donors and achieve the results you want. Middle & Major Donors

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

Page 16: How to handle the toughest major donor …...glimpse of how you could handle difficult conversations with your major donors and achieve the results you want. Middle & Major Donors

Page 17: How to handle the toughest major donor …...glimpse of how you could handle difficult conversations with your major donors and achieve the results you want. Middle & Major Donors

Have the toughest conversations outside of the ‘ask’ moment

Page 18: How to handle the toughest major donor …...glimpse of how you could handle difficult conversations with your major donors and achieve the results you want. Middle & Major Donors

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!

Page 19: How to handle the toughest major donor …...glimpse of how you could handle difficult conversations with your major donors and achieve the results you want. Middle & Major Donors

Q & A

Page 20: How to handle the toughest major donor …...glimpse of how you could handle difficult conversations with your major donors and achieve the results you want. Middle & Major Donors

Middle & Major Donors Track

Sponsored by

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