Oklahoma Electric Cooperative
University of Central Oklahoma Foundation
Oklahoma City University
William C. Craig Construction
Robyn Tower Consulting
Pivoting - The Secret to Successfully Handling Difficult Donor Conversations
Every gift officer faces tough cultivation situations. Perhaps the charity makes a misstep or faces a scandal. Maybe the prospect feels strongly negative about a key aspect of the institution. Sometimes there is simply an emotional issue the donor can't get past. All of these can bring a promising gift trajectory to a screaming halt. The successful officer has learned how to handle these tricky situations with grace (if not ease!) by pivoting and reframing the situation for the prospect. This session explores some of these tough situations, breaking down the secrets of effective pivoting into several easy-to-remember rules that can apply in most situations. We will also engage in two tough situation role-plays, allowing officers to explore using his or her newly-learned skills in real-life situations so officers will be prepared the next time a prospect’s objections threatens to derail cultivation toward a major or annual gift.
Storytelling as Fundraising Best Practice
We are hardwired to respond to stories, not statistics. Since giving comes from the heart, we need to learn to speak to the heart, and stop focusing so much on the head. Learn how to tell good stories by understanding the building blocks of good storytelling that will allow you to construct a compelling, suspenseful story about your charity so you can take these practices back to your shop. But be careful: once you experience the power of storytelling, you may have difficulty going back to the old way you used to cultivate prospects!
Anne Melvin has worked as both a volunteer and a professional in the field of development for over two decades, holding positions of increasing responsibility at various schools at Harvard University, including Harvard College, the Harvard School of Public Health, and Harvard’s central University Development Office. In eight different positions at Harvard, her experience has run the gamut of development’s major functions, having career stops in the annual fund, major gifts, stewardship, gift planning, and operations. For the past four years, Anne has directed the fundraiser training and overall development education program at Harvard’s central development office.
Anne is a member of AFP, the National Association of Charitable Gift Planners, and the NACGP Leadership Institute. She speaks regularly around the country to professional development organizations specializing in donor motivation, gift planning, gift solicitation, and other topics critical for successful frontline work. She trains non-profit development staff nationwide through her private practice, ATM Consulting. Among various volunteer activities, Anne serves on the board of the Wellesley Education Foundation, and fundraises for her alma mater. Prior to joining Harvard, Anne practiced real estate law in the Boston area. She is a cum laude graduate of Williams College and holds a J.D. from the Boston University School of Law.
Please contact Katherine Craig (Katherine@AnnasHouseFoundation.org) or Breana Aldrich (Breana@CanterburyOKC.com) with any questions about the event or if you’d like to learn more about sponsorship opportunities.
INVOICING: If you'd like to be invoiced for the event, please select your tickets and type INVOICE in the "Invoice Me or Discount Code" box at the bottom of this form. There is an "additional comments" box at the end of the registration form if you need to enter a purchase order number or more information.
GROUP DISCOUNT PRICING
Organizations that bring 3 or more attendees to the Workshop and Reception will receive a group discount on their registration. Any combination of AFP members or non-members qualify for the discount.