Benefit Auction Summit 2019

Donor Psychology with Penelope Burk

Donor-Centered in Changing Times
…how to help not-for-profit clients build meaningful relationships with their donors and raise much more money


Auctioneers can take an average event and turn it into a record-breaking fundraiser…but that is just the beginning. Having earned clients’ trust by delivering profitable fundraising events, auctioneers are in the perfect position to help staff and volunteers become donor-centered.

In this thought-provoking and interactive session, author, researcher and fundraising expert, Penelope Burk, returns to the National Auctioneers Benefit Summit with up-to-date information on what donors want from the not-for-profits they support. According to Penelope’s latest research, one in three donors said they could have given even more last year and, for young donors, an amazing 57% said they left money on the table.

In Donor-Centered in Changing Times, Penelope connects her research findings to her breakthrough fundraising philosophy — Donor-Centered Fundraising. She unfolds an evidence-based argument for understanding what donors want from their philanthropic relationships today, what that means for your clients’ bottom line, and how any not-for-profit can apply a Donor-Centered Fundraising approach in an ever-evolving environment. Most important, Penelope offers advice to auctioneers about how they can advocate for Donor-Centered Fundraising and, in so doing, add strength and value to their client relationships.



Penelope Burk
Joining us for a second year with new insights, Penelope Burk is a leading fundraising innovator with over forty years of experience in the not-for-profit sector. The author of four books, the annual Burk Donor Survey, the popular BurksBlog, and more than fifty seminars, training programs and plays, Penelope is responsible for shining a light on the problem of donor attrition and offering the fundraising industry an evidence-based formula for keeping donors giving longer and more generously. Penelope is a sought-after keynote speaker, consultant and trainer and the founder of Cygnus Applied Research, Inc., an international firm that helps not-for-profits raise more money by transforming their fundraising to be Donor-Centered.








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