Kath Patrick

Kath Patrick helps non-profit leaders solve the problem of chronic under-investment in their work. Her clients learn how to turn the money and policy decisionmakers in their world into willing investors who are happy to pay for the full value of the results you create.

Kath’s journey as a lifelong advocate and nonprofit leader at the local, state and national level has taught her what works and what doesn’t to deeply engage decisionmakers and build powerful influence with them. In the process, she’s discovered that a lot of the things leaders were taught to do, really don’t work. She helps her clients let go of what’s not working, and build the skills they need to deeply engage decisionmakers and get them fully invested in the life-changing work you do.

Kath is also the host of The Nonprofit Power Podcast, where every week she explores the secrets to building powerful influence with the decisionmakers that matter.

Guest: Kath Patrick

This episode dives deep into how nonprofit leaders unintentionally “lose the deal” — not because of weak data or logic, but because of how they sound. Kath and Tracy unpack how tone, pace, vocal masks (Professional, Needing to Prove, Foreshadowing), and lack of emotional connection derail influence with decision-makers. It’s a conversation that bridges the Psychology of the Voice® with policy, power, and persuasion.

Kath reveals that the downfall isn’t poor programs — it’s miscommunication.

“Facts and data don’t engage… until the decision-maker understands why it matters.”

Tracy connects Kath’s experience to voice psychology — the way tone and subconscious habits sabotage outcomes:

Foreshadowing mask: expecting rejection before speaking.

Needing-to-Prove mask: over-explaining and overperforming to earn approval.

Professional mask: stripping away humanity to sound “credible,” which instead kills connection.

“They’re brilliant with donors — and they crumble in front of decision-makers, turning into a walking PowerPoint.”

Both emphasize that storytelling, emotion, and presence win the deal — not rapid-fire facts.

“If you don’t connect, why would they care at the level you do?”

Under pressure, even seasoned leaders revert to protective habits:

Speaking faster to “get it over with”

Reading the room reactively instead of adjusting intentionally

Trying to sound impressive instead of authentic

Kath’s antidote: practice surprising them in the first two seconds — “Say something unexpected. Ask a question. Anything but a generic intro.”

Tracy and Kath dismantle the myth that being “professional” means being robotic or emotionally flat.

“You’re not doing a keg stand on the conference table. You can be real and professional.”

Voice determines trust and investment. The sound of authority isn’t about volume or polish — it’s about connection.

Emotion is strategy. Decision-makers fund what they feel compelled by, not just what they understand.

Speed kills impact. Talking fast signals nerves and causes disconnection.

Authenticity converts. Bringing humanity into the room is what turns influence into partnership.

“Don’t take your 20-minute monologue and shove it into 10 minutes — surprise them in the first two seconds.”

“Facts and data don’t convince anyone; connection does.”

“Why would you try to sound more like AI when the only thing AI can’t do is make people feel?”

“Professional doesn’t mean perfect — it means present.”

“If they’re not listening, I don’t care how much data you give them — they won’t hear it.”