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| Foreword | |
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| Preface | |
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| Acknowledgments | |
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| Introduction | |
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| What Do I Need to Know Before I Ask? | |
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| What Money Means to Yon and Why Ask? | |
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| What Does Money Mean to You? | |
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| Why Do You Hesitate to Ask? | |
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| Know the Person You Are Asking Before You Make the Ask | |
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| Every Organization Has Its Own Charm | |
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| People Like to Give Money | |
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| Focus on Positive Results, Not Negative Forces That Perceivably Get in the Way | |
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| Conclusion | |
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| Looking Ahead | |
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| Do You Have a Well-Thought-Out Plan of What You Want? | |
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| The Importance of a Well-Thought-Out Plan | |
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| Case Statement for Nonprofits | |
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| Business Plan for Businesses | |
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| The Script for Each Ask | |
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| Time Frame for the Ask | |
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| The Warm-Up | |
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| The Ask | |
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| The Compelling Case | |
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| Transitional Statements | |
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| The Ask Amount and Purpose | |
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| Examples of Specific Asks with Specific Amounts | |
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| Benefits of the Gift | |
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| Benefits of the Business Venture | |
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| Remaining Silent | |
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| The Anticipated Response | |
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| The Close and Follow-Up | |
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| Who Speaks and Who Listens | |
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| Fundraising Language | |
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| Three-Step Method Prior to Any Ask | |
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| Conclusion | |
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| Looking Ahead | |
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| How Do I Know Who to Ask and When to Ask? | |
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| Who Should Be Asked? | |
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| Every Person Must Be Treated Individually | |
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| Wealth Does Not Always Translate into Transferring Wealth | |
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| Research Can Help to Prioritize Who to Ask | |
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| Research-From a Distance | |
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| Research-Up Close | |
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| Prioritizing Your Top People to Ask | |
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| Asking Friends, Relatives, or Colleagues Does Mot Have to Be Stressful | |
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| When Should You Ask? | |
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| The Readiness Formula | |
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| Education | |
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| Involvement | |
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| Cultivation | |
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| Inclination | |
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| Assets | |
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| Having Some hut Not All of the Readiness Elements | |
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| Asking for Money in Hard Economic Times | |
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| Conclusion | |
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| Looking Ahead | |
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| Who Should Make the Ask and in What Setting? | |
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| Who Should Make the Ask? | |
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| A Charismatic and Confident Personality Goes a Long Way | |
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| Every Asker Must Give First | |
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| Every Asker Most Have the Time Before, During, and After the Ask to Follow Through | |
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| The Reward Is in the Ask | |
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| Four Eyes Are Better Than Two | |
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| Executive Leadership as Part of the Ask | |
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| Donors as Part of the Ask | |
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| What Is the Best Setting for the Ask? | |
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| Location | |
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| The Golf Course Ask | |
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| Positive and Professional Dress and Demeanor | |
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| Positive Body Language and Tone of Voice | |
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| Making the Call to Set the Meeting for the Ask | |
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| Paper or No Paper Before, During, or After the Ask | |
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| Conclusion | |
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| Looking Ahead | |
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| How Do I Make the Ask? | |
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| Asking for a Cause-Small and Large Charitable Gifts | |
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| Asking for a Small and Significant Charitable Gift | |
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| Asking for a Large and Transformational Charitable Gift | |
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| Troubleshooting Tips to Apply Prior to the Ask | |
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| Conclusion | |
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| Looking Ahead | |
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| Asking for Yourself | |
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| Asking for a Job-Related Cause | |
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| Asking for a Job | |
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| Asking for a New Job Title | |
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| Asking for a Raise | |
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| Asking for a Creative Project | |
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| Asking for a Business Venture | |
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| Conclusion | |
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| Looking Ahead | |
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| Handling the Responses to the Ask | |
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| Preparing for the Response | |
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| Addressing the Person's Response | |
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| Conclusion | |
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| Looking Ahead | |
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| Following Up with Each and Every Ask | |
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| Next Steps After Each Ask | |
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| Juggling Your Time to Do All the Follow-Up | |
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| Troubleshooting Tips for the Follow-Up | |
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| Conclusion | |
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| Looking Ahead | |
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| When the Answer Is "No" and When the Answer Is "Yes" | |
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| A "No" Answer | |
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| A "Yes" Answer | |
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| Conclusion | |
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| Looking Ahead | |
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| Pulling It All Together | |
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| 10 Things to Know About Any Ask | |
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| About the Author | |
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| Index | |