Major Donor Fundraising Books
I’m often asked by fundraisers and charity leaders which major donor fundraising books they should read.
I haven’t (yet!) written one myself but am constantly reading and I’ve learnt just as much about major donor fundraising and philanthropy from “non-fundraising” books. Major donor fundraising links hugely to psychology, wellbeing, human decision making and relationships.
So, read on for the best major donor fundraising reads. IMHO they all manage to deliver the holy grail of being non-fiction and a great read! I’d love to know what you think!
Title: Atomic Habits
Author: James Clear
Why this book?
We know we should do certain things, but frustratingly, often, we don’t end up doing them—as fundraisers and in our wider lives. Whether that’s picking up the phone to donors, starting that proposal looming on our to-do list or going for that run when we feel too busy. This book is hugely insightful and filled with practical tips to overcome our natural human blocks and create systems that work for you. Ultimately, it’s a guide to embracing the growth mindset – reinforcing that if we have the systems in place to do anything enough times, we will learn and improve. It fits hugely with the philosophy of Summit Fundraising which is that you can learn and grow with each experience to develop major donor fundraising you can be proud of.
Who will get the most out of this?
Everyone interested in how they get the most out of their working day and achieve more in fundraising and beyond.
In 3 words
How to JDFI
Title: Decolonising Wealth
Author: Edgar Villaneuva
Why this book?
We can’t divorce philanthropy and major donor fundraising from centuries of oppression and colonial structures. What we can do is learn, gain different perspectives and challenge those structures and those within them. Edgar achieves all this and much more, centering genuine, authentic human relationships.
Who will get the most out of this?
Any fundraisers or leaders working with Foundations, grant-giving trusts, and individual major donors.
In 3 words
“Money as medicine”
Title: The Essential Fundraiser’s Handbook
Author: Lisa Greer
Why this book?
I first met philanthropist and author Lisa Greer at the pandemic’s start. We chatted virtually about needing more authentic, honest relationships between fundraisers and donors. This, her second book, shines a light on the practical ways fundraisers can do this: from connecting and building empathy quickly to having trustees confident in promoting the charity to the overlap between your donors volunteering and them giving financially.
Who will get the most out of this?
Anyone working with individual donors, particularly one-to-one in a major donor context.
In 3 words
Must-read, practical, relationship-based
Title: Infectious Generosity
Author: Chris Anderson
Why this book?
It is scientifically and psychologically proven that giving and kindness are good for us, for all humans. This psychology is woven into much of the consultancy work, training and 1-2-1 support that Summit provides to the sector. This book, by the Head of TED, considers generosity and giving in its broadest context, with many lessons to bring back to the world of charitable giving and fundraising. Although his views on effective altruism are extreme, it’s an incredibly hopeful and insightful read. And it should remind all charities that to raise more, you need to connect to so much more than the money.
Who will get the most out of this?
Anyone working in the non-profit sector – fundraisers, trustees, CEOs.
In 3 words
Inspiring, hopeful, warm
Title: Rapport. The Four Ways to Read People
Author: Emily Alison & Laurence Alison
Why this book?
The charities that have more, effective conversations with high-net-worth individuals raise more. But once you’ve arranged one, how do you make the most of it? This book has changed my approach to almost every interaction I have: with my children, partner and philanthropists. It will make you rethink how to build that rapport and trust which is so vital for transformational giving.
Who will get the most out of this?
Anyone meeting with high-net-worth individuals.
Manager and leaders.
Everyone who’s interested in building strong relationships in their life.
In 3 words…
Essential for life.
Title: Advising Philanthropists
Author: Emma Beeston and Beth Breeze
Why this book?
As a fundraiser you’re tasked with raising income for the one charity you work for. But how can you understand your major donor’s giving more broadly? What values and experiences motivates them? This book lifts the lid for the first time on philanthropy advising as a profession and is invaluable to fundraisers: to understand philanthropists better; to know how to respond when approach by a philanthropy advisor or if it’s of interest as a career path.
Who will get the most out of this?
Major donor fundraisers who might work with philanthropy advisors.
Those interested in philanthropy advising as a career path.
Anyone working directly with major donors.
In 3 words…
New technical insight.
Title: Four Thousand Weeks
Author: Oliver Burkeman
Why this book?
One of the challenges that comes up the most with the fundraisers I coach and train is lack of time. And there are plenty of tips around to be more productive, including my blog here! But what if we stopped trying to “control” time, if we stopped striving for the “perfect” work-life balance and instead took a different approach. Named after the number of weeks the average person will have on the planet, this book will give you fresh perspective on your relationship with time and with life.
Who will get the most out of this?
Anyone in charity and beyond who feels “too busy” and is striving for more balance.
In 3 words…
Perspective, refreshing, spiritual.
Title: Philanthropy Revolution
Author: Lisa Greer and Larissa Kostoff
Why this book?
What experiences do philanthropists have of charities? Written by businesswoman and philanthropist Lisa Greer, this is an honest account of the third sector’s practices when it comes to working with major donors – and in many cases it’s not good! Lisa gives her perspectives “from the other side” outlining how fundraisers can build better relationships with major donors and raise more.
Who will get the most out of this?
Charity leadership
Major donor fundraisers
In 3 words…
Honest, Insightful, authentic.
In case you need even more reading recommendations… these were on the Summit Summer reading list 2022 and 2021!
Title: In Defence of Philanthropy
Author: Beth Breeze
Why this book?
There is a narrative that the wealthiest people are the villains in our society. This can make many of us (myself included!) uncomfortable with major donor fundraising at times. But what would the impact be on society if we didn’t have philanthropists giving major gifts? This is a hugely readable defence of why major donor fundraising remains vital, despite its imperfections and why all rich people are not Jeff Bezos.
Who will get the most out of this?
Fundraisers, charity leaders, trustees and anyone who struggles to make sense of society’s inequalities in the context of philanthropy and major donor fundraising.
In three words…
Pride in fundraising
Title: Intrinsic (A manifesto to reignite our inner drive)
Author: Sharath Jeevan
Why this book?
You and your colleagues work for a great cause, and that’s motivation enough right? Not really, and you’ll know this if you’ve ever felt demotivated and disconnected from your role. In a sector where staff retention is generally poor and burnout is not uncommon, it’s worth reading how to uncover that deeper motivation and purpose – for yourself and your teams. There are perspectives from a variety of different sectors which are thought-provoking for charity fundraising.
Who will get the most out of this?
Managers and aspiring managers, fundraising leaders and charity leaders.
In three words…
Rediscovering your purpose.
Title: Philanthropy: from Aristotle to Zuckerberg
Author: Paul Vallely
Why this book?
Okay, so at over 800 pages long, this might be a reason not to read this book! However, it’s here despite it’s length because it’s fascinating. There are great chapters on giving throughout history, including different faiths which takes us away from the selective, white, Christian-centric view of giving. There are interviews with philanthropists at the end of every chapter which add invaluable perspectives. Take your time and enjoy!
Who will get the most out of this?
Lovers of history and/or philanthropy, anyone working directly with major donors.
In three words…
It’s worth it!
Title: Blink
Author: Malcolm Gladwell
Why this book?
As fundraisers our instincts are vital. If your manager insists you ask that donor for a gift to hit budget, you may know it’s not the right time for that supporter. But you may not be able to explain how you know! Blink uncovers how our brains work in those moments when we have that “gut feel” and “know” something, but don’t know why.
Who will get the most out of this?
Everyone!
In three words…
Trust your instincts.
Title: The Innovation Workout
Author: Lucy Gower
Why this book?
On the one hand major donor fundraising is simple – build great relationships. But that doesn’t mean we don’t need to constantly innovate and to surprise, delight and understand our major donors. Whether it’s your next donor event, or developing a giving club, this is a workbook style guide that you can easily dip in and out of. It’s practical tips are easy to follow and there will be something you’ll be impatient to try out for your own fundraising and projects.
Who will get the most out of this?
Anyone!
In three words…
Do things differently.
Title: The Righteous Mind
Author: Jonathan Haidt
Why this book?
In some meetings we click with donors straight away; it’s easiest to do this with those who share our outlook on the world. The challenge comes when someone’s views are vastly different to our own.
This book will help you understand where a donor or potential donor might be coming from, as well as colleagues. From there you can understand so much better how to move a relationship forward.
Who will get the most out of this?
Anyone meeting major donors.
Anyone who works in a team.
In three words…
Eye-opening, challenging, thought-provoking.
Title: Time to Think
Author: Nancy Kline
Why this book?
Large gifts don’t come quickly and we can’t afford to not take the time and space to understand our potential donors and listen to them! When we do have those valuable conversations with a potential donor, how can we make the most of the opportunity.
In three words…
Practical, Holistic, Listening
Who will get the most out of this?
If you feel lack of time is your main challenge
If you feel like you run on adrenalin and don’t have head space
If you want to learn to listen deeper and better
If you’re too busy to read this, you need it the most!
Louise Morris is the Founder of Summit Fundraising. She is a major donor fundraising specialist and has worked with over 200 charities helping them raise large gifts.