In this episode of Relational Capital, host Brian Gonzales sits down with Jacqueline Williams, Head of Philanthropy at the Leukemia Foundation in Australia, for a thoughtful look at what really happens when a high-net-worth donor goes quiet.
Brian and Jac take an honest walk through the psychology of donor behavior, exploring why silence often has nothing to do with disinterest and how a well-timed, sincere check-in can reopen a relationship more effectively than any formal outreach. Jac shares a candid story of writing a simple, vulnerable message to a donor after weeks of no reply and how that moment shifted the entire tone of the relationship.
Together, they break down the human side of donor engagement, from understanding emotional triggers and personal identity, to navigating relationship resets after staff changes, to reading the small cues that reveal what donors value most. Jac also discusses the importance of research, listening, and curiosity in building long term trust with affluent individuals who expect clarity, consistency, and meaningful connection.
Together, Brian and Jac discuss:
• Why donor silence is often misunderstood
• How a thoughtful check in can reset momentum
• The role of emotional intelligence in every interaction
• How listening reveals what donors truly care about
• Why acknowledgment and personalization matter more than timing
• How relationship transitions impact donor trust
• The value of understanding donor identity and motivation
• When to step into a donor’s world and why it matters
• How research and documentation strengthen long term engagement
Each week, Relational Capital explores how access, trust, and influence drive success at the highest levels and how you can apply those same principles in your own work.
🎧 Watch or listen on Spotify, Apple Podcasts, and YouTube → @RelationalCapitalPodcast
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