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.

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.

Acknowledgments.

Preface.

Introduction.

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.

12. Conclusion.

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.

Glossary.

Bibliography.

The Authors.

Index.