Book a presentation for your conference or event
Why not book a presentation drawing on the ideas in The Influential Fundraiser for your conference or event ? We can offer:
- Plenaries: 45-90 minutes
- Interactive workshops: from 90 minutes to 2 days
We can craft an individual session to meet your needs. To book a session contact:
Moi Tu,
Practice Manager, =mc
+44 207 978 1516
m.tu@managementcentre.co.uk
We also have standard sessions available and these include:
Magic, Mindreading and Money – the influential fundraiser live!
What does the latest scientific thinking tell us about how donors think and make decisions? And what can we learn from skilful mindreaders and others who seem to perform magic in front of our eyes? And if you could use this knowledge with donors, board members and colleagues would it make you a fabulous one-to-one fundraiser- confident to handle the most challenging situations?
This session is based on research and case studies from Bernard Ross and Clare Segal’s new book The Influential Fundraiser, published by Wiley in December 2008. The book explores how you can ethically use techniques from psychology, neuroscience, magic and even stage mindreading to discover how others think- and so influence them to commit to and support your cause. You’ll discover that most of the ‘tried and tested’ techniques you’ve learned are based on old-fashioned behaviourist thinking – and that you have the potential to be a fantastic and impressive champion for your cause.
The presentation involves impressive examples of the use of psychology in action.
Among the topics covered:
- The 5Ps of fundraising persuasion
- Nine donor NOs and how to handle them
- Building instant rapport with difficult donors
- Influencing your Board
- Four decision making strategies for donors
- Changing language to change minds
- Understanding donor body language
Emotionally Intelligent Fundraising: how to improve your results by developing EI
EI is one of the hottest topics in management and communications. And research by Daniel Goleman and colleagues has shown that emotionally intelligent individuals are more likely to succeed professionally and personally. So how can you and your organization take advantage of the techniques and technologies offered by EI to become more successful in your fundraising?
This session will explore how fundraisers can help themselves, their organizations, and more specifically their fundraising teams, develop their EI and become more effective. We will explore how to improve emotionally intelligent responses in a range of areas- from donor care to staff management and from copy writing to donor meetings.
The session will be practical and enjoyable. It includes access to =mc’s Emotional Intelligence Analysis instrument – designed to help you understand and adapt your current style and approach.
The session will cover:
- what is emotional intelligence (EI)?
- 5 key skills for EI
- The benefits of EI to you
- Developing your own EI
- promoting EI internally with colleagues
- promoting team learning of EI
- using EI with donors to create engagement
Unlocking your Brain’s Potential - how to use multiple intelligences in fundraising
If relationship fundraising was the breakthrough of the 20th century then the breakthrough of the 21st Century should be multiple intelligent fundraising- using what we know about the brain’s ‘software’ to achieve results. This session will explore how to use your brain more effectively to unlock your potential- and how to use the Gardner’s well-established multiple intelligence model.
The session will provide a number of key approaches and tools including emotional intelligence to help you understand how to engage donors fully in a range of fundraising and non-fundraising situations.
Participants will spend some time exploring examples of multiple intelligent fundraising and identifying ways to use these techniques and technologies in their own organization. They will use examples from cases as far apart as Mexico and Ethiopia, including the $25M University campaign, based on multiple intelligences.
The session will cover:
- the two cortex brain - using both sides
- using your own brain effectively
- what are the seven key intelligences?
- applying the multiple intelligences to fundraising
- targeting fundraising messages to donors - impacting on them
- how to identify which intelligence to use
Wrong! wrong! wrong! - why everything you think is right about cases is wrong- and the right way to do it
Case statements sit at the centre of many fundraising efforts. And experienced fundraisers should be good at crafting them. They can then be useful in appeals, in proposals, and in rallying donors.
This challenging and provocative session, however, argues that most case statements are written using an outdated and inappropriate formula that actually doesn’t work most of the time.
Based on real cases from =mc’s national and international work with customers, it will demonstrate how to create powerful and effective cases using techniques drawn from marketing, from psychology and from advertising.
The session will cover:
- the structure of an effective case
- old and new cases
- the psychology of case writing
- how do cases really work?
- generating emotional and rational commitment
- marketing a case - internally and externally
Sticky Ideas
Find out how to make your fundraising messages powerful and passionate. Hear Bernard Ross explore the ideas in the Heath Brothers’ book Sticky Ideas. Ross takes the SUCCESS formula and gives it his own unique twist - making all the ideas and principles relevant to a non-profit setting. Find out how a brick became the most powerful fundraisng message in South America and how you can learn from Picasso in your fundraising.
In this interactive and lively session Ross will explore what makes urban myths so powerful and why they have such resonance - as well as showing how to craft a simple but truthful story from a complex reality.
The session will cover:
- What is ‘stickiness’ and why is it important?
- how to make a complex message simple
- The Curse of Knowledge and how to overcome it
- Storytelling for knowledge management
- Using the SUCCESS formula for stickiness
- The importance of gaps and mystery
- Engaging donors through stickiness
