- 46 min run time.
Session Recording from the 2017 AFP International Conference.
Worth .75 CFRE CE Credits.
Speaker Anne Melvin, J.D.
Description: 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 canít 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 they will be prepared the next time a prospectís objections threaten to derail cultivation toward a major or annual gift.