Years from now don’t be surprised if The 11 Questions Every Donor Asks and the Answers All Donors Crave is singled out as a watershed book in the field of fundraising.
People might well point to Harvey McKinnon’s work and say, “That’s when the conversation with our donors changed – literally.” And they’d be right. In what it sets out to do, The 11 Questions is deceptively simple. The author wants merely to prepare you – whether you’re a board member, volunteer, or staff – for the questions you’ll inevitably face from prospective donors, whether spoken or not.
But of course, since a good measure of your fundraising success hinges on the answers you give, things aren’t quite as simple as they seem.
McKinnon has identified 11 core questions, ranging from “Why me?” to “Will my gift make a difference?” to “Will I have a say over how you use my gift?”
And, one thing is certain: McKinnon knows how to instruct. Rather than dryly tell you to “Do this” or “Do that,” the author punctuates his prose with dramatic real-life stories.
The 11 Questions Every Donor Asks and the Answers All Donors Crave registers high on the fundraising Richter Scale. And its impact on how we relate to donors will be felt from Houston to Winnipeg, from Baltimore to Vancouver.
When the dust settles and we’ve absorbed the essence of Harvey McKinnon’s book – we will begin anew, and in earnest, to approach our donors in a way that inspires their generosity and fortifies their commitment to the life-changing work we do.
Jerold Panas, author of Asking and Mega Gifts, calls The 11 Questions “A beautifully polished gem, with real-life stories that unerringly hit their mark.”
“Harvey McKinnon hits a homerun here. These penetrating questions are destined to increase your philanthropic impact. Make time to read The 11 Questions.”
William C. McGinley, Ph.D., CAE, President,
Chief Executive Officer,
Association for Healthcare Philanthropy
“Laced with anecdotes and stories, The 11 Questions is enjoyable and real. This is a must-buy book for schools and other organizations desperate to alleviate the anxiety their own volunteers fear when ‘making the ask.’”
Patrick F. Bassett, President,
National Association of Independent Schools
“Harvey McKinnon is an outstanding fundraiser. He’s also an exceptionally lucid writer. The 11 Questions combines both talents to offer the kind of distilled wisdom that will enlighten anyone called upon to raise funds.”
Bernard Ross, Director,
The Management Centre, London, UK
“Fortunately for all of us, Harvey McKinnon has identified the core questions and answers that will satisfy and inspire donors to give more money. Pay attention to this book and to your donors, and you’ll raise more money.”
Lynn Gran,
V.P., Philanthropy & Marketing,
The Nature Conservancy of Canada
“People often ask me which book they should read first to learn about fundraising. Now I’ve got an easy answer: Harvey McKinnon’s The 11 Questions Every Donor Asks. I can’t think of any other piece of writing in the fundraising field that packs so much insight into so few pages.”
Mal Warwick, Author,
Raising Thousand Dollar Gifts by Mail
“The 11 Questions contains straightforward, practical advice that ALL fundraisers should know. I have encountered these questions throughout my fundraising career and only wish I had Harvey’s insight earlier; it would have made certain situations a lot easier!”
Paulette V. Maehara, President and CEO,
Association of Fundraising Professionals (AFP)
“Ask the right questions and listen to and learn from your donors. Support for your cause will follow.”
Tim Seiler,
Director, The Fund Raising School,
The Center on Philanthropy at Indiana University
“The really crucial question is how quickly can you get a hold of this book and absorb its wisdom, so that you too will know what’s in your donors’ minds.”
Ken Burnett, Author
Relationship Fundraising and Friends for Life
“In the time it takes to enjoy a leisurely meal, you can feast on the expert and inspiring advice of The 11 Questions. Peppered with engaging stories and seasoned with Harvey’s light humor, this book will leave you fully satisfied!”
Rosemary Oliver,
Director of Development
Amnesty International, Canada
“The 11 Questions Every Donor Asks and the Answers All Donors Crave proves that you should never judge a book by its cover, or its title. Harvey McKinnon’s newest book may come across as yet another standard how-to book on fundraising. Instead, Mr. McKinnon’s casual, conversational writing style both engages the reader and successfully embroiders real life anecdotes (from experts in the field) to illustrate his points as he answers each question.
Throughout the book Mr. McKinnon, a fundraiser (and donor) for over 30 years, clearly presents his knowledge of the subject in a friendly, common sense way that everyone from the newest fundraiser to the most experienced will appreciate.
The book is broken down so each chapter asks and answers a question that “all donors crave.” Each question is relevant to the field, and Mr. McKinnon skillfully weaves in additional tips and solutions for fundraisers. For example he takes on the common issue of overhead costs while answering “How much do you want?” He offers a four-step solution to respond to the question starting with “know the numbers” and closing with “refocus the mission.”
In sum, 11 Questions is a wonderful read, both enjoyable and informative. No matter the extent of your expertise or time spent in the field you should pick up a copy. One hundred quick pages later you will have the answers to far more than 11 questions!”
Courtney Powers,
Future Leaders in Philanthropy
“An industry classic is born, I think. This book is unlike any other. It stuffs decades of “in the trenches” fundraising know-how into 100 chatty pages you can read in under an hour.
He knows how to raise money. And what he knows he shares in this book. Harvey's your gracious, amusing, enthralling host. But he's not alone. You'll meets lots of other fundraisers and hear their tales of triumph and misstep. Answering donors' questions well, especially the unspoken but predictable ones, is a secret -- maybe THE secret -- to success in fundraising.
This book, I expect, will prove both comforting for fundraising veterans and empowering for people new to the field. It takes a vast profession and reduces it to 11 key questions you repeatedly need to answer.”
Tom Ahern, author of The Mercifully
Brief Real World Guide to Raising
More Money With Newsletters
Than You Ever Thought Possible
