Gifts Fundraising and Donor Solicitation
by Bernard Ross
If you know where you stand,
and can read the signs, you
Ask for a big gift.
Ask with little notice.
Ask when the odds are against you.
Bernard Ross trains fundraisers how to
ask for money when there's a limited opportunity to ask! His
recent successes include:
- coaching the President of Brazil’s wife
to ask for $5 million during a formal lunch
- helping public television
specialists in the US to secure $4 million in foundation funds
while working a buffet
- coaching a Scottish lawyer to ask JK Rowling
for £1 million
- coaching an Advancement VP in the US to ask for $100 million
for the university's capital campaign
Whether your goal is $10,000 or $10 million, the effective techniques
are the same.
This intensive seminar will give veteran fundraisers
practical techniques to improve their ability to win over
donors, sponsors, and board members/volunteers to their point of
All purchases include FREE both the PowerPoint
handout and a PDF preview of 3 chapters from Bernard Ross’ next
book, The Power of Influence (Wiley and Sons, 2008),
on which this seminar draws.
The session will share leading edge insights from the fields
of psychology and neurology --finding out how individuals
process information, form judgements and make decisions to support
you or not. It will also share real life case studies where these
techniques have worked.
Who Should Attend: Staff, Board Members and Volunteers
-- anyone who might face a big ask or who one day might be the
person to make that ask. Gather a group of people and have a training
Special Note: Bernard speaks with what is, to
American ears, a pronounced accent. If you have challenges understanding
people with British accents, you may also wish to purchase a recording
of the seminar.
Topics covered will include:
- the 4 key principles of influence
- setting achievable outcomes
- interpersonal skills in building rapport
- adapting your language style using NLP
- handling objections - the 9 Nos
- reframing your case to make it more attractive
You Will Get:
- a clear sense of how to be influential in 1-on-1
and small group settings
- the ability to win over individuals and groups to your ideas
- an understanding of how individuals process information and make
"I have been in major gift fundraising for 25 years and this is one of the
most informative presentations I have ever experienced. It is what most of
us take years to learn intuitively."
Kay Redington, National MS Society, North Florida Chapter
"The speaker was most knowledgeable and
had a wonderful way of conveying critical information."
Kimberly Hambrick, Edvantia
"A well delivered presentation. The content was excellent and the delivery
was equally entertaining and engaging--just an excellent, endearing presenter"
Michelle A. Redding, Catholic Charities of the Diocese of St. Cloud
"I was affirmed as a fundraiser that my BA and MA in psychology helps me in
a myriad of ways. It also affirmed how important rapport is with any donors
and it spoke to my strengths."
Susan Fink, American Refugee Committee
"Got me thinking in a new direction. Learning to match speaking styles and
blink rate will be interesting"
Rob Wagner, Westmont College
[Most helpful was the] "importance of focusing on the other person's mood,
body language, voice and tailoring my behaviors to his/hers. Also the reminder
that 'no' frequently
doesn't mean 'go away.'"
Anne Kelly, U. S. Fund for UNICEF
"Our office liked the information about how to gather information regarding
a person's NLP and how to pitch to those individual ways of learning."
Lisa Pieper, University of Wisconsin-Milwaukee
Bernard Ross is increasingly well know in American fundraising. He
is Director of the Management Centre in London, Europe’s
leading consultancy and training organization working solely for
value driven organizations.
For over 20 years, in 30 countries and on every continent,
he has helped nonprofit organizations transform
their performance. Bernard's customers include most of the major
UK charities and many leading INGOs – ranging
from Oxfam to UNICEF and WHO to Save the Children.
Bernard's areas of expertise are strategic thinking, change leadership
and organisational transformation. He specialises in developing
strategic capacity with senior teams and boards. He also acts as
a personal coach to a number of CEOs of large NGOs and INGOs.
More . . .