Losing the Deal: How Voice Costs You Influence (and How to Get It Back) w/ Kath Patrick

Welcome to the show! Today, I've got Kath Patrick with me and you are going to be blown away how she sees the voice as the deal breaker with her clients and so much more!

 

Kath Patrick

https://www.nonprofitpowerpodcast www.linkedin.com/in/kathpatrick-strategicsense

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.

Episode Overview

Guest: Kath Patrick Host: Tracy Goodwin Theme: How voice, delivery, and human connection directly impact influence, funding, and results in the nonprofit and leadership space.

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.

Core Themes & Insights 1. The Real Reason Nonprofits Lose Funding

Kath reveals that the downfall isn’t poor programs — it’s miscommunication. Leaders assume decision-makers understand their world, when in reality, they don’t. The result: data dumps, jargon, and monotone delivery that fails to inspire action.

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

2. The Voice as the Hidden Dealbreaker

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.”

3. Connection Beats Data

Both emphasize that storytelling, emotion, and presence win the deal — not rapid-fire facts. Decision-makers engage once they feel the transformation and visualize the impact.

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

4. High Stakes = Old Habits

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.”

5. Authenticity as the New Professionalism

Tracy and Kath dismantle the myth that being “professional” means being robotic or emotionally flat. True influence comes from being fully human — voice, emotion, and all.

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

Key Takeaways

• 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.

Timestamped Structure Time Segment Highlights 00:00–02:00 Intro Tracy’s voice philosophy + Kath’s alignment with her work 02:00–08:00 Kath’s mission The problem of chronic underinvestment + how decision-makers create barriers 08:00–16:00 Decision-maker psychology Why rules and control exist; how to influence from empathy 16:00–24:00 Voice mistakes Foreshadowing, proving, and professionalism explained 24:00–30:00 High-stakes behavio