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
1. Influence What It Is and Why You Need It in Your Fundraising.
Part I Passion.
2. Focusing Your Passion Intelligently.
3. Understanding Donor Motivations.
Part II Proposal.
4. Making Your Case.
Part III Preparation.
5. Shaping Outcomes.
6. Building Self–Confidence The Inner Game of Influence.
Part IV Persuasion.
7. Building Rapport.
8. Speaking the Language of Influence.
9. Understanding Their Point of View Perceptual Positions.
Part V Persistence.
10. Helping Donors Say Yes .
11. Dealing with Objections.
Appendix A Accessing Eye Cues.
Appendix B Using Richer Language.
Appendix C Translating Your Case Matching Preferences in Proposals.
Appendix D Influencing in a Group.
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.