Persuasive Pitches: Fundraising Skills for Non-Fundraisers

United Way fields an impressive team at donor presentations: Impact professionals with an in-depth knowledge of their communities and the data to back it up as well as highly-skilled RD professionals with extensive experience. These two sets of professionals have different backgrounds, speak different “languages,” and have very different approaches to telling the UW story. A common refrain in courses like this is "I’m not a salesman.” And that’s a great place to begin. Indeed, this entire approach pushes against the conventional wisdom of selling. Instead, it focuses on what every donor wants: increased trust. Therefore, impact pros will uncover how:

  • Less is more; too much information is worse than too little;
  • Understanding donor needs is more important than dumping lots of data;
  • Asking the right questions the right way is more important than throwing random “right” answers on the table;
  • Linking the benefits of giving to United Way to the needs of the donor is more important than touting the services of UW or member agencies;
  • Donor engagement is what matters, consequently…
  • Addressing the complex situations of donors over the long term is more important than getting a quick gift.


Join us for this dynamic experience that features highly interactive classroom discussions and videotaped role-plays based on customized cases that typify trust-building situations. Each participant in the program will have an opportunity to role-play both a presenter and a prospective donor during a series of videotaped sessions.

Dates and Locations
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Your Presenter

Greg Conderacci has been training and leading presentation teams for more than three decades. In addition to his extensive work with for-profit and non-profit organizations, he teaches marketing at the Johns Hopkins’ Bloomberg School of Public Health (ranked #1 by U.S. News & World Report). Not only does he work with teams to enhance their skills, he also helps them boost their productivity. He is the author of Getting UP! Supercharging Your Energy, which shares his high-energy strategies to accomplish more in less time, reduce stress and achieve work-life balance.

In the 2000s, he was Director of Marketing for Deutsche Bank Alex. Brown, responsible for marketing strategy, marketing materials creation and design, and sales force coaching and training. In the 1990s, Greg was Director of Marketing for Price Waterhouse’s information technology consulting practice in the Mid-Atlantic, Mid-Atlantic Vice President of Sales and Marketing for Prudential’s managed care operations, and Chief Marketing Officer for Alex. Brown (America’s Oldest Investment Bank). At Alex. Brown, he ran the most successful United Way Tocqueville campaign in the country.

In the 1980s, as Director of Community Services for Catholic Charities (a United Way Agency), he created and marketed several innovative programs for the poor of Maryland, including the state’s largest soup kitchen (it’s where the Pope eats when he comes to Baltimore). In the 1970s, as a reporter for The Wall Street Journal, Greg covered business in Detroit and also wrote economics out of Washington.

A magna cum laude graduate of Princeton University, he was Editor-in-Chief of The Daily Princetonian; he also holds a Masters in Public Policy from Harvard University. He is the proud father of two high-energy daughters.
Flex Credits
These programs are all FLEX CREDIT ELIGIBLE! Don't forget that your flex credits may expire on December 31, 2017! Click here to check your United Way's balance.