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20NTC Session Proposal

The Right Fit: Vendor-Client Relationships from Marketing to Sales to Success

Submitted by: Ash Shepherd NTEN Member badge |


Vendors, are you accidentally alienating potential clients, or not representing yourself in the best light? Nonprofit professionals, are you presenting as a bad or difficult client? This session is an attempt to surface some bad habits we may have fallen into and to have an opportunity to observe ourselves through the mirror of our external partners. Vendors and Nonprofit professionals, you’re invited to an open, honest, and constructive conversation about how to connect better, how to make the sales and RFP process healthier, and how to align communications, expectations and service delivery.

Learning Outcomes

  • How your organization is perceived on the first impression by potential clients or vendors based
  • How internal decision-making at nonprofit organizations
  • Common pitfalls in technology projects that drive vendors batty


Isaac Shalev


Sage70, Inc.

Known to his clients as “The Data Therapist,” Isaac helps nonprofit organizations with technical expertise, human sensitivity, and quiet confidence. Isaac has over a decade of experience leading non-profit organizations, offering strategic consulting, and guiding organizations to greater achievement and greater wisdom.

Sage70’s clients include foundations, state agencies, higher education, and nonprofit organizations. If you’re ready to make data and technology work for you, Sage70 is your partner.

Leigh Kessler

VP, Marketing


Leigh Kessler is VP of Marketing and Communications at donor management software platform CharityEngine and a frequent speaker on branding, fundraising, data and technology. He is a former nationally touring headline comedian and has appeared on numerous TV shows including VH1’s “Best Week Ever”, CNN’s “Showbiz Tonight”, Discovery Channel & Sirius Radio. Over the past 15 years, he has overseen and informed research and branding strategies for some of the most well known brands in America.

John Coogan


Folded Flag Foundation / Vegas Golden Knights Foundation

John Coogan has served in the non-profit & technology sectors for over twenty years and offers experience and expertise in strategic fundraising planning, fundraising infrastructure management, donor operations management, and program services management.

Throughout his non-profit career, Mr. Coogan has been involved in the successful solicitation of millions of dollars in charitable gifts from individuals, corporations and foundations; and in the design and deployment of critical fundraising and program delivery systems for a variety of charitable organizations.

Mr. Coogan is highly committed to veterans and military families, having served in the past as Executive Director for Children of Fallen Patriots Foundation and as Director of Technology & Fundraising Infrastructure for Wounded Warrior Project. He currently serves as President of The Folded Flag Foundation, which focuses on enabling surviving military families for success after loss, using education as the cornerstone. He also serves as President of the Vegas Golden Knights Foundation, which is committed to supporting local Las Vegas charities and philanthropic efforts across five pillars – Education, Health & Wellness, Hunger & Homelessness, Military & First Responders and Youth Development & Sports.

Mr. Coogan holds a bachelor’s degree in Computer Science from the United States Military Academy at West Point and a master’s degree in Business Administration and Information Systems Management from the University of Texas’ McCombs School of Business. He recently completed the Executive Program for Non-Profit Leaders at Stanford University.

Prior to his work in the non-profit sector, Mr. Coogan served in various technical leadership roles with Pricewaterhouse Coopers and VERITAS Software Corporation, among other organizations.

Matt Thompson

Vice President, Sales


Matt is the VP of Sales at EveryAction, working with EveryAction’s prospective and current clients to connect them with the right tools to grow their fundraising, organizing, and advocacy programs. Matt has been an active member of the DC Nonprofit and Progressive Political Community for over 13 years. Prior to joining EveryAction, Matt spent 7 years at Blue State Digital, where he built and led their business development team, as well as 3 years as Managing Director of Global Sales at





March 13, 2019


3:15pm – 4:30pm



CFRE Credits

NFR - 1.25

Collaborative Notes

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Session Evaluation

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