Books like The Fundraiser's Guide to Irresistible Communications — picked by fans

I ‘pick the brains’ of expert software developers to understand what makes them expert. I’ve spent decades studying how professional software developers reason and communicate about design and problem solving. Informed by the seminal books I’ve highlighted (among many others), my research is grounded in empirical studies of professionals in industry and draws on cognitive and social theory. Observing, talking to, and working with hundreds of professional software developers in organisations ranging from start-ups to the world’s major software companies has exposed actionable insights into the thinking that distinguishes high-performing teams.  

My first career was as a reporter on daily newspapers. As I got promoted to editing and eventually webmaster jobs, I needed to learn about design. Newspapers had been trying to figure out which designs attract the most readers for a century. The Poynter Institute, founded in 1975, began doing quantitative research as part of its journalism education mission. Seven years later, Gannett, a large newspaper publisher, introduced USA Today, based on the latest graphic and readability research. About the same time, Edward Tufte wrote his seminal book on graphic design (See recommendation #1). With the arrival of the web, companies like Google and Microsoft took the research to new levels. For example, Microsoft used readability research to create Verdana, a font designed to be legible with then-low resolution screens. Of course, the advertising and direct-mail industries had been conducting design research for decades to enhance sales. In short, you can’t pretend to be a competent designer, webmaster, or editor in this day and age without understanding quantitative readability research.

Drew Eric Whitman is known internationally as a dynamic consultant and trainer who smashes old advertising myths like a china-shop bull. Teaching the psychology behind the response for nearly four decades, he worked for the direct-marketing division of the largest ad agency in Philadelphia, was a senior copywriter for the country's leading direct-to-the-consumer insurance company, and was the associate copy chief for catalog giant Day-Timers. His work has been used by companies ranging from small retail shops to giant, multi-million dollar corporations. A popular keynote speaker at international affiliate marketing conferences, Drew’s intensive CA$HVERTISING Clinic teaches business people how to use consumer psychology to boost the effectiveness of their ads, brochures, sales letters, Websites, and more.

My first career was as a reporter on daily newspapers. As I got promoted to editing and eventually webmaster jobs, I needed to learn about design. Newspapers had been trying to figure out which designs attract the most readers for a century. The Poynter Institute, founded in 1975, began doing quantitative research as part of its journalism education mission. Seven years later, Gannett, a large newspaper publisher, introduced USA Today, based on the latest graphic and readability research. About the same time, Edward Tufte wrote his seminal book on graphic design (See recommendation #1). With the arrival of the web, companies like Google and Microsoft took the research to new levels. For example, Microsoft used readability research to create Verdana, a font designed to be legible with then-low resolution screens. Of course, the advertising and direct-mail industries had been conducting design research for decades to enhance sales. In short, you can’t pretend to be a competent designer, webmaster, or editor in this day and age without understanding quantitative readability research.

Re-inventing how people relate to good causes that change the world has been a lifetime obsession for me, and I’ve made it the focus of my career for nearly 50 years, writing at least eight books on the subject. Some time back, I wrote my book, below, a light, lively exploration of how simple storytelling skills help us to help others in all sorts of creative and enjoyable ways. Its objective was to enable aspiring innovative writers to focus on how best they can make positive differences in this troubled world by telling their stories with power, passion, and impact that will ensure they stick and endure. That’s my passion.

Conflict and disagreement have always interested me. I was a middle child, so I naturally fell into the role of peacemaker. But I also had strong opinions, and I always thought I knew the right answer. The pursuit of education, love, and a career brought me to rural Montana, an Asian metropolis, and everywhere in between. These experiences deepened my fascination regarding how people could have such different beliefs, and how we are to live together despite those differences. A PhD in Science and Technology Studies, supervised by a political scientist, sent me on the path to diagnosing what ails American democracy, and what the cure might be.

I worked for thirty years in what was one of the world's finest ad agencies, producing campaigns that were popular, famous, and effective. I found it fun, fascinating but also frustrating, because I gradually realised that what we did that worked had little to do with the theories we were taught to believe. I can see now that our campaigns had much more in common with the worlds of entertainment, popular culture, PR, and showmanship than the dry ‘official’ concepts of propositions and persuasion that seemed to rule our lives. These five books helped open my eyes to this broader perspective, and I hope they will open yours too.

There is a scene in the 1960 movie adaptation of The Time Traveler by HG Wells where the protagonist goes rapidly into the future as he watches a whole city spin into existence around him. That’s how I feel about my career. I started in 1994 and have watched UX grow into an incredible field! I’ve run my own business since 2008 focused exclusively on qualitative research consulting while also doing all sorts of exciting thought leadership activities – from writing to speaking to creating a number of courses on LinkedIn Learning – and I love to build my UX network too! I live in Silver Spring, Maryland.

We’ve had the privilege to be part of a profession that has developed beyond all recognition. Both of us worked in senior public relations roles and know how difficult leadership can be in this context. A desire to combine what we’d learned with the best research resulted in us becoming professors in a university business school. Our aim is to provide a bridge between practice and academia, an ambition that has led us to work with inspiring practitioners and researchers around the world. We’ve had a great time and as you’ll see from our ‘book picks’ we draw on many perspectives to inform our work as authors, educators, and researchers. 

After years of struggling to start my own business, I had a revelation that changed everything for me. The best marketers weren’t marketers—they were resourceful punks, propagandists, cult leaders, and other assorted riff-raff. I began to adopt their tactics, and I started having some success—first as a freelance copywriter and then as a marketing agency owner. Ever since, I’ve been obsessed by the weird psychology we fall into when we’re with other humans and how people can hack that psychology to make others do what they want.