Using Stories in Grants to Demonstrate Needs

One of the most compelling ways to share your organization’s success or need for funding is to put a face to your program. Collecting stories, quotes and photos throughout the year will make the proposal process much easier. When your grant writer has creative tools at their disposal, the more powerful your proposal can become.

• Do you currently collect photos of program participants (with consent)?

• Do you have system for tracking feedback or comments (an important part of the evaluation process)?

• Do you save press-clippings that are relevant to your program needs or success?

• Do you get updates from program managers on a regular basis?

Incorporating a participant experience throughout your proposal can draw the readers into your story and help them relate to your needs. Effective storytelling is one important layer in establishing relevance to what you do. Consider a few techniques to make this work:

• Use a main character who can be present during the entire proposal. An example being a small child who enters a hospital via an emergency department for care, but cannot pay for services. Throughout the proposal, you will highlight the needs of this child/family and how they relate to the program(s) you are trying to fund. Their journey will be representative of your larger population. Personalizing their journey adds a dynamic outside of statistics and raw data.

• Incorporate quotes, testimonials, and anecdotes from program participants and managers. What does the doctor in the emergency department have to say about the importance of helping a child who cannot pay for services? What does the child’s family have to say? What does this mean for them?

Proactively think about finding opportunities to bring a human element to your proposal. It makes it easier to read and much more enjoyable to write. Remember, the majority of grant reviewers aren’t an expert on your program and you need to relate in terms they can understand. People relate to people.

One final point: don’t make up stories and/or quotes in order to sell your program. Not only is this just plain wrong, it’s unethical. Don’t do it. Work with program managers, program participants, and your communications department to gather materials throughout the year that will help you. I guarantee it will make your proposal stronger and more meaningful.

What’s a great way to get started? Dust off a declined proposal that you want to make better and incorporate a bit of storytelling. Then share the proposal internally (staff, volunteers, board members) and see what kind of response you get. You’ll see what I mean…

Find Harmony in Your Relationship with Foundations & Funders

Building a solid relationship with a grant funder is like courting. You introduce yourself, you small-talk about common interest and if you have more to talk about, you schedule a time to meet for coffee (or a site-visit).

You want to choose a partner who will complement your work and help you succeed in reaching your goals. You want your partner to value what you have to offer and see the potential in your growth. You also want to be able to give something equally as meaningful to support your partner. You are submitting an ‘application for investment’ to someone who has the means to support your project or program. Why should they choose you?

So, how does this Dr. Phil nonsense fit in the world of nonprofit grant writing? Like this: Under-appreciating the value of a good relationship with your funder is a mistake that many nonprofits make in the haste to submit a proposal. The veil of the corporate giving process or the confusing connections of trustee advisors can make the grants process seem less personal, but it is not.

• Be confident in what strengths you bring to the table and be aware of your organization’s weak points.

• Don’t jump into an ask during your first meeting.

• Build trust and interest in the work you do.

• Create personal connections to the program officers who will support you. Stay connected.

• Ask questions that will help you learn more from your funder.

• Always thank them for their time. Always.

• Seek the advice of Major Gift Officers (MGOs) who operate in a highly personal donor environment.

You will learn the boundaries that are naturally created in relationships with some funders. Certain program officers don’t appreciate being inundated by emails, phone calls or annuals reports and they will tell you not to communicate with them until they reach out to you. That’s okay. Other funders appreciate updates, email check-ins, and phone calls to say thank you on a regular basis. That’s great!

Managing grants is more than keeping track of deadlines. It involves managing a team of partners with different wants, needs and values. The personal relationship, on any level, will become increasingly relevant as funders are becoming concerned about appropriate use of grant dollars during tight economic times. The bottom line: be transparent, be open and be willing learn. It’s about people first and programs second.