Making the Ask: The artful science of high-value fundraising

If you’re a fundraiser or social entrepreneur keen to secure large gift for any kind of social cause you need to be able to ask the right people for the right money in the right way. But how do you do that? In this ground-breaking book, global experts Bernard Ross and Clare Segal share their approach - used by major fundraising organisations from UNHCR in the Middle East to MSF in the US and from UK’s Oxford University to MEF Museum in Argentina – which has been used to secure gifts up to $110m in a single ask. Whether you’re an experienced fundraiser looking for new ideas, a newbie keen to get to the right approach fast, or a board member anxious to help out, you’ll find the answers you’re looking for inside. The book also has a special social bonus - every copy you buy will result in a donation to the WHO foundation to pay for a Covid 19 vaccine in a developing nation. “One reasonably useful book = one life-saving vaccine.”

Table of Contents:
Acknowledgements Usual thanks Dedication Preface Background on how the model was developed Several examples anecdotes where the approach has worked Some of the science background and name check Introduction/overview This section outlines the key organising principle/model- the 5Ps and how they are interconnected: Passion: how to get yourself, and your donor, into the right mindset to seek and secure support Proposal: how to shape and organise a complex story into one that is salient and simple Preparation: all the key issues you need to consider before you make the call, type the email, prepare the proposal Persuasion: how to handle the interaction with a prospect- a range of psychological techniques to manage the conversation Persistence: you rarely succeed in your first approach- this element explores how to deal with challenges Chapter 1: Passion Creating a personal anchor for you and the supporter: getting yourself into a success mindset and your prospects into a [philanthropic mindset Understanding hygiene and motivation factors; understanding Hertzberg-inspired safety and motivation factors Creating your Personal Brand: establishing how you want to come across in the situation- behaviors, appearance, style Chapter 2: Proposal: Organising complex messages: the =mc story framework using key psychological drivers: +/- outcomes and future/present Creating Powerful Propositions: how to chunk your overall need into propositions related to the needs and interests of a prospect Mr Ockham’s Shaving kit: how to ensure you have made your proposition super simple- a key to success Chapter 3: Preparation You can’t always get what you want: dividing up the outcome you want into a LIM-it: Like, Intend and Must. (A range of acceptable outcomes.) Taking the prospect on a journey- how to shape the steps for the prospect towards a positive outcome beyond a successful gift Think Feel Do: at every step you should consider three ?: what info do I want the prospect to know, how do I want them to feel, what do I want them to do? Chapter 4: Persuasion Building rapport: how to build engagement with people who are not like you- the importance of mirror neurons How do people think they decide v how do people actually decide?: System 1 vs system 2 including key unconscious biases VAK: the importance of adapting your language and communication style to match that of the prospect Chapter 5: Persistence The 9 Nos: when ‘no’ doesn’t really mean ‘No, but means ‘ask me a better question... ‘and the importance of Killer Questions Be Resourceful: techniques to recover form challenges call on your Mental Mentors, or adopt a new Perceptual position Learn from the Past: the importance of after action review- answering the three key learning questions Glossary: explanation of key terms and phrases commonly used Further Reading: related books and resources to explore About the Authors: some background info and credibility building The book will offer access to a range of complementary bonus material. This will be accessible on-line How to be an effective Volunteer Board Fundraiser Some specific hints on how to improve the effectiveness of volunteer fundraisers Writing a Case for Support A more detailed explanation of the =mc Case for Support Structure Developing a supporter journey How to move a prospect along the stages of the 5P model