Stuck in the Middle With You: Donor, Planner, Business Officer

Artful negotiation doesn’t apply only to the closing of a great gift. Sometimes negotiating a complex, blended or even standard gift with internal partners can be an equal challenge. This webinar explores the important aspects of the gift process from the lens of the person making the gift, the person closing the gift, and the partner on the inside tasked with counting the gift. How can effective communication and greater transparency promote a deeper understanding of the perspective each partner brings? What are the special considerations necessary to make certain there are no surprises along the way for the donor or the organization/institution? How do elements such as changes in the tax code and gift counting policies impact the planning and gift process? And how can the receipting, counting and recognition processes create a gift that feels like a remarkable win for all parties involved? Attendees will gain a deeper understanding of the key concerns important to each partner, and helpful tips to “bridge the GAAP” between the donor and the business office. Learn how a better understanding and artful negotiation can turn adversaries into advocates, better supporting your organizational/ institutional goals and creating a more rewarding work environment.

Learning Objectives

• Gain a deeper understanding the potential gift, receipting and recognition issues from the perspective of all three partners, from the person making the gift to the person counting it on the nonprofit’s side.
• Develop a better understanding of “the language of giving” from the partner constituencies, including who should be at the table for various aspects of the gift discussions and considerations, and how to break the language barriers through good processes.
• Acquire helpful tips for negotiating and securing a gift that all parties can celebrate as a win for your institution/organization.

Presented by:

Christopher Kelly
DIRECTOR OF MAJOR AND PLANNED GIVING, SCHOOLCRAFT COLLEGE FOUNDATION

Melanie Norton
FOUNDER AND LEAD CONSULTANT, NORTON PHILANTHROPIC COUNSEL