Negotiating for Nonprofits

What happens when a nonprofit executive enters the world of tech sales? They learn exactly how the "sausage is made", and how much room there is to negotiate.

In this session, Marshall Weil will share the most impactful lessons from his shift into the tech sector and how those same tactics can be applied to your organization. This isn't just about redlining a contract; it’s about a mindset shift in how nonprofits view their own leverage.

Marshall will walk through:

• The "Vendor's Perspective": Understanding how sales reps are incentivized and how to use that to your advantage.
• Negotiation as Stewardship: Why fighting for better terms is actually an extension of your fiduciary duty to your donors.
• DIY Strategies: Practical ways to apply NGO Contracts’ proprietary approach to your own vendor relationships, contract renewals, and service agreements.

About Marshall:

Marshall Weil is the founder of NGO Contracts and a seasoned nonprofit fundraiser who spent years in the trenches of the social impact sector. After a successful tenure as a nonprofit executive and fundraiser, Marshall made a strategic pivot into the world of high-stakes tech sales. It was there that he realized a glaring disparity: the sophisticated negotiation tactics used by corporations are rarely utilized by the nonprofits they sell to.

Now, Marshall uses his "view from both sides" to empower mission-driven organizations. By blending his deep understanding of nonprofit constraints with the aggressive efficiency of the tech world, he helps organizations reclaim their budgets. Marshall’s mission is to translate corporate negotiation strategies into actionable tools that local leaders can use to protect their bottom line and maximize every dollar.