Meeting/Event Information

Cold Calling for Fundraising Professionals

February 23, 2021
4:00 PM - 5:30 PM

Zoom Meeting



Cold Calling for Fundraising Professionals

Why do some Fundraising Professionals get to new wealthy philanthropists…..first? How can you reach the philanthropists everyone wants to talk to and introduce your institution? Every organization has their top prospects they would love to reach, perhaps they aren't billionaires, but they are the people who can make those game-changing gifts! We ask Fundraisers to reach new major gift prospects. But often nobody realizes that getting a difficult or first appointment is a learned skill. In this 90 minute webinar, you will learn how to have "conversations with billionaires".

This is not a training that teaches theory or generalities but solid practice, methods, and techniques. This type of training is simply not offered elsewhere. We will go through the basics of the approach, attitude, scripting, voicemail, working with assistants, practice, and reaching difficult to reach prospects.


Armando Zumaya has been in fundraising for 34 years in a variety of roles that have given him a unique perspective on development offices, prospecting, and the role of prospect research/management. He is currently an active Chief Development Officer.  He has spent the bulk of his fundraising career as a Major Gift, Leadership Gifts, and Annual Fund Officer on two $1+ billion dollar campaigns at Cornell University and the University of California, Berkeley. He began his career in 1985 as a canvasser for SANE/FREEZE in Los Angeles and Ithaca N.Y. where he led door-to-door canvassers in the field for 5 years. He has served in the Vice President of Development, Director of Major Gifts and Chief Development Officer, Annual Fund and Leadership Gift roles.

He is well known for his work in teaching prospecting, solicitation, cold calling, major gifts techniques, and remote constituency fundraising. He has been a tireless advocate for improving the Prospect Researcher/Fundraiser relationship and creating a prospecting culture inside development teams.   He also speaks about the rise of Latino Major Giving in the US through his direct experience raising major gifts in the Latino community. He emphasizes the need for a new vision of Latino philanthropy throughout our nonprofit community.

He is a well-known and well-reviewed speaker. His session at the 2018 AFP International Conference was one of the few highlighted in the Chronicle of Philanthropy's coverage of that conference out of 116 sessions in their April 17th, 2018 issue.  Presented by 30-year veteran development officer and lecturer Armando Zumaya. He has lectured at APRA, AFP Chapters, AFP Hemispheric, APRA Chapters, BBCON, GIFT, AFP, The Foundation Center, Development Executives Roundtable, CARA, SAWA, MARC, Compass Point, Blackbaud, Forum on Fundraising and Academic Impressions. He has been featured in the Stanford Social Innovation Review, the Chronicle of Philanthropy, APRA Connections, the Grassroots Fundraising Journal, and other publications.

He has been widely published including the nationally acclaimed OpEd in the Chronicle of Philanthropy on March 24, 2014, entitled “Give Fundraising Researchers More Influence and More Credit”.He has also been published in the Grassroots Fundraising Journal, Currents (The Magazine of CASE) The Major Gifts Report Fundraising Compass, Bloomerang, Frost on Fundraising, and others.



$10.00 Webinar Registration

$25.00 Non-Member Webinar Registration