Product Description

How to apply the latest developments in psychology and neurology for better fundraising and influencing skills

Leading fundraising expert Bernard Ross offers an alternative yet effective model for asking and influencing potential donors and peers, using the latest techniques developed in the neural and psychological sciences. He shows individuals how to make a compelling ask to mid– and high–value donors, win board members over to a new campaign strategy, convince reluctant colleagues to commit to their ideas, and confidently handle the objections of a skeptical venture philanthropist.

Bernard Ross and Clare Segal (London, UK) are Directors of the Management Centre, the United Kingdom′s largest nonprofit management consultancy and training organization.

Product Details

• Amazon Sales Rank: #58947 in Books
• Published on: 2008-12-30
• Original language: English
• Number of items: 1
• Binding: Hardcover
• 320 pages

From the Inside Flap

The Influential Fundraiser

With the explosion of uninspired e–mail solicitations, dull fundraising dinners, and cookie–cutter direct mail campaigns, donors are demanding a new, personalized approach when being asked for money.

Drawing on the authors′ practical experience and the most current psychological and neurological research, The Influential Fundraiser offers a wealth of approaches that will help fundraisers make significant and successful creative "asks" for money from donors . . . in person. Written by Bernard Ross and Clare Segal—two leading experts in the field of international nonprofit fundraising—the book offers step–by–step guidance for gaining confidence and learning the necessary skills and techniques fundraisers must have to build successful relationships and raise substantial amounts of money.

Written in a accessible, engaging style, The Influential Fundraiser will help you to be both highly effective and very flexible. The 5 P model outlined in the book—Passion, Proposal, Preparation, Persuasion, and Persistence—will help fundraisers and volunteers learn invaluable skills needed for fundraising success including how to:

• Meet specific donor challenges

• Shape ideas into effective, memorable messages

• Decide what can be gained from a particular situation

• Build rapport with "difficult" or "different" people

• Handle a "no" response

• Create an impact with large groups

• Learn from failure

The Influential Fundraiser is international in scope and includes helpful suggestions for dealing with a wide range of cultural and diversity issues.

In addition, the book explores the importance of influence more generally and offers techniques for persuading your board to invest in your ideas, engage a powerful advocate to speak for your cause, and motivate teammates when their confidence is low.

With this toolbox of different approaches, any nonprofit professional can be transformed into an influential fundraiser.

From the Back Cover

Praise for The Influential Fundraiser

"The Influential Fundraiser is dazzling! This is the most original piece of work I′ve seen in the field of fundraising in years—yet it′s down–to–earth, wonderfully readable, and eminently practical. If you′re involved in fundraising, whether major gifts, legacies, direct mail, telefundraising, or just about any other specialty, do yourself a favor: buy this book! If you follow Bernard Ross′ and Clare Segal′s advice, you′ll be sure to raise more money."
—Mal Warwick, author and president, Mal Warwick and Associates

"How curious are you? Curious enough to dive into the most recent work of Ross and Segal as they apply their vast insights and intuition into developing professional fundraisers? Packed with common sense, intellectual rigor, and practical steps, The Influential Fundraiser explores the psychology of twenty–first century philanthropy and provides key tools for the fundraiser to succeed in this challenging charitable environment."
—Sue–Anne Wallace, CEO, Fundraising Institute Australia

"Ross and Segal bring fresh perspectives and a host of new ideas to the fundraiser–donor relationship, and The Influential Fundraiser itself is an easy and fascinating read that will be useful on many levels. They have pioneered a new approach in fundraising that will be used for decades to come."
—Paulette V. Maehara, CFRE; CAE; president and CEO, Association of Fundraising Professionals

"Fundraisers at every level will find Ross′ and Segal′s ideas on how to improve the ways they talk to—and win over—high–value donors both exciting and stimulating."
—Lindsay Boswell, CEO, Institute of Fundraising UK

About the Author

Bernard Ross is co–director of The Management Centre (=mc), an internationally based management consultancy working exclusively with charities and other not–for–profit organizations.

Clare Segal is co–founder and co–director of The Management Centre. She has played a leading role in building =mc to become a leading player in the consultancy and training world.

Customer Reviews

A must read for any fundraiser
The Influential Fundraiser by Bernard Ross and Clare Segal is a must read for breakthrough fundraisers everywhere. As a Director of Fundraising with over 17 years fundraising experience in the voluntary sector it reminded me of what I tend to do often without thinking, but not always brilliantly. Why do people give when there's not much in it for them, and how do we make them give when it's all we want them to do? In a few hundred pages Bernard and Clare remind us what it's all about to be a brilliant fundraiser. Great fundraisers can read this book and be even better. Good fundraisers will start to understand what makes great fundraisers. In recent years there has been an awful tendency to place donors in pots and buckets and pretend they're all the same. This book reminds us we're all different yet we share similarities and understanding our donors at this time when resources can only be tighter and harder to find, has got to mean that knowing, understanding and loving your donors will be the only game in town. I enjoyed this read immensely. All too often fundraising books are like DIY books (how to fix your car in 5 minutes) full of technical and how-to stuff. They rarely make you think which is all well and good but if you've been there, done that, what more do you have to learn. This was a book that I learned lots from. It set me thinking and it will keep me thinking and I'm sure it will make me better at what I do. Read it, enjoy it, it's worth buying it. I only wish Bernard and Clare had told me alone and kept it a secret from the rest of you!

Mark Astarita Director Fundraising British Red Cross

The Influential Fundraiser - Ross & Segal
This is one of the best books on influence I've read. It goes way beyond sales and fundraising techniques - it's about the whole package that, conciously or unconsciously, affects your chances of closing the big deal.

Without bypasssing the esentials, such as making sure you've got a water-tight and compelling case , the authors really make you think about the effect you personally have on donors. Unlike other books on influence which degenerate into psychobabble, Ross and Segal manage to ground their arguments in the real world and in real language.

I particularly liked the chapters on building self confidence and developing rapport with potential donors, reminding you of role model behaviours and suggesting practical actions for making that emotional link with your target. Whilst not always having the energy, willpower or time in real life to practice all the exercises, it has just about enough practical tips and gidances to make appplications realistic and manageable.

Subtle reasons for failure are at times painfully rehearsed but in and engaging and reassuring way. - we've all been there, believing we have the deal in the bag, only to be left deflated and esometimes even humiliated.But this book offers a toolkit for at least making sure the 9th 'No' is a rare experience (see chapter 11).

There's no doubt this book will be of most use to major donor and corporate fundraisers, but it could teach CEOs a thing or two about a leader's influence.

Pure genuis
A truly inspirational book offering a systematic way to deal with donors and practical ideas for overcoming the ever increasing challenges of fundraising. It's packed with useful insights from psychology which I just can't wait to try out. I already feel more confident as a fundraiser. Superbly written. Pure genius.