Making the Ask Masterclass

Schedule

Thu Feb 20 2025 at 09:30 am to 05:00 pm

UTC+00:00

Location

French Institute of Scotland | Edinburgh, SC

Advertisement
Join this masterclass with Bernard Ross to learn how to make the 'ask' with confidence and gain the skills for successful solicitation.
About this Event

All fundraisers need to make solicitations - Asks - in person, in writing, on the phone or even on Zoom to major donors, to corporations, and to foundations. The experience is high risk but with the potential for high pay off - if you manage the process effectively. Learn the secrets to solicitation success in this masterclass.

This interactive and intensive in-person Masterclass will introduce you to a systematic 5 step process that has helped theatres, opera companies, art galleries, museums and more to secure significant funds in single gifts. It has also helped Edinburgh Zoo to up individual giving from £20K to £1.3M, Paisley Museum to secure £50M for a rebuild, and MEF dinosaur museum in Argentina to meet its $5M target.

You’ll find out about the five key systematic steps that will structure your prospect engagement:

  • Passion - creating the correct emotional state
  • Proposition - shaping your idea to make it easy to understand
  • Preparation - getting ready to meet an individual and anticipating challenges
  • Persuasion - adjusting to another’s communications and decision preferences
  • Persistence - handling challenges and objections

Within these five steps are 20 innovative tools drawn from psychology and neuroscience that will enable you to win people over to your cause in high payoff one to situations. These tools will enable you to move way beyond old-fashioned mechanistic Moves Management.

Specifically, you’ll learn:

  • How to get yourself and your prospect into the ideal mindset for a gift
  • Becoming a philanthropic pharmacist- stimulating a donor’s altruism addiction
  • Shaping your case for support using four key frameworks
  • Building rapport with challenging prospects
  • Pricing your philanthropic propositions effectively
  • Responding to the 9 Nos that donors share

How you’ll learn

The Masterclass will involve a range of learning opportunities:

  • Engaging input
  • Case studies
  • Small group exercises
  • Individual exercises
  • Question time

The session is based on the #1 Amazon best-selling book Making the Ask by Bernard Ross and Clare Segal.

What will you learn?

The session will help participants to:

  • build confidence and capacity in asking major donors for substantial support.
  • understand the key elements and tools to use in a successful solicitation.
  • practice these skills – listening, understanding, handling objections, and building rapport.

Who is it for?

Fundraising professionals, marketing executives and CEOs within small, medium and major arts and cultural organisations. Anyone who’s ready to move beyond existing ‘best practice’ and explore leading edge approaches will benefit.



“These insights have helped the whole organisation make a great leap forward in everything from fundraising to visitor engagement.”

Zak Mensah, Co-CEO Birmingham Museums

Advertisement

Where is it happening?

French Institute of Scotland, West Parliament Square, Edinburgh, United Kingdom

Event Location & Nearby Stays:

Tickets

GBP 174.00 to GBP 264.00

Culture & Business Scotland

Host or Publisher Culture & Business Scotland

It's more fun with friends. Share with friends

Discover More Events in Edinburgh

Wed Feb 19 2025 at 07:00 pm Eighteenth Century Music In Edinburgh

Augustine United Church

OutGeek Women in Tech - Prague Team Ticket
Thu Feb 20 2025 at 06:00 pm OutGeek Women in Tech - Prague Team Ticket

Host this event in your HQ!

ART
Mozart Oboe Concerto
Thu Feb 20 2025 at 08:30 pm Mozart Oboe Concerto

The Queen's Hall, Edinburgh

CONCERTS ENTERTAINMENT
The Jersey Notes: Frankie Valli & The Four Seasons - Edinburgh
Fri Feb 21 2025 at 07:00 pm The Jersey Notes: Frankie Valli & The Four Seasons - Edinburgh

La Belle Angele

Pete Wylie \/ The Mighty Wah! \/ The Voodoo Rooms \/ Edinburgh \/ 21.02.25
Fri Feb 21 2025 at 07:00 pm Pete Wylie / The Mighty Wah! / The Voodoo Rooms / Edinburgh / 21.02.25

The Voodoo Rooms - Bar, Restaurant & Function Rooms in Edinburgh

Malaysian Supper Night (February 2025)
Fri Feb 21 2025 at 07:00 pm Malaysian Supper Night (February 2025)

Coffee Saints

FOOD-DRINKS
2 Tone & Beyond @ The Liquid Room - Edinburgh
Sat Feb 22 2025 at 09:30 am 2 Tone & Beyond @ The Liquid Room - Edinburgh

Liquid Rooms

ENTERTAINMENT LIVE-MUSIC
Edinburgh: 3 Hour Scottish Food, Wine & Whisky Tasting Tour
Sat Apr 30 2022 at 02:45 pm Edinburgh: 3 Hour Scottish Food, Wine & Whisky Tasting Tour

Hawksmoor Edinburgh

WINE-TASTING FOOD-DRINKS
Film Photography Workshop - Edinburgh
Fri Jan 27 2023 at 01:00 pm Film Photography Workshop - Edinburgh

Edinburgh

ENTERTAINMENT WORKSHOPS
Queer Yoga Edinburgh @ Salisbury Centre
Fri Feb 10 2023 at 10:00 am Queer Yoga Edinburgh @ Salisbury Centre

Salisbury Centre

HEALTH-WELLNESS WORKSHOPS
Black History Walking Tour of Edinburgh
Sat Jul 29 2023 at 09:00 am Black History Walking Tour of Edinburgh

Melville Monument

BLACK-HISTORY-MONTH ART
Last Minute Date Idea: Explore the most romantic spots in Edinburgh
Fri Aug 11 2023 at 03:00 pm Last Minute Date Idea: Explore the most romantic spots in Edinburgh

The Dean Bridge

TRIPS-ADVENTURES VALENTINES-DAY
Evening Lectures
Mon Oct 02 2023 at 07:00 pm Evening Lectures

The Royal Scots Club Edinburgh

ART FESTIVALS
Ash Pryce - Paranormal Illusionist: Ghosts of the Banshee
Sat Jan 06 2024 at 09:00 pm Ash Pryce - Paranormal Illusionist: Ghosts of the Banshee

The Banshee Labyrinth

MAGIC-SHOW ART
Stand Up Horror
Sat Jan 06 2024 at 10:30 pm Stand Up Horror

The Banshee Labyrinth

ART THEATRE
Let's Draw Something Fun
Sun Jan 28 2024 at 02:00 pm Let's Draw Something Fun

Modern Standard Coffee

ART FINE-ARTS
Introduction to Transmission Meditation - Edinburgh Workshops 2024
Sun Feb 11 2024 at 08:00 pm Introduction to Transmission Meditation - Edinburgh Workshops 2024

The Salisbury Centre

HEALTH-WELLNESS MEDITATION
Joyful Writing with SHRUB
Thu Feb 29 2024 at 02:00 pm Joyful Writing with SHRUB

Zero Waste Hub (by SHRUB Coop)

ART LITERARY-ART
Open Mic
Thu Mar 28 2024 at 08:30 pm Open Mic

Eden Locke

OPEN-MIC PERFORMANCES
Panoramas: the World in 360\u00b0 - extended until 2 November by popular demand
Fri May 03 2024 at 10:00 am Panoramas: the World in 360° - extended until 2 November by popular demand

Exhibition Gallery

EXHIBITIONS ART

What's Happening Next in Edinburgh?

Discover Edinburgh Events