Grant Writing and Treating Funders as Partners

"What donors really resent is being kept in the dark or being thought of as 'them' as in, 'How do we placate them?' Treat them as partners." ~Bruce W. Flessner, Bentz Whaley Flessner

As grant writers we have a remarkable opportunity to create a conduit for building relationships among likeminded groups. We know the right things to say and we know how to say them.

The importance of knowing your donors (or funders) before you make an ask of any kind cannot be overstated. In the case of foundation funding and corporate sponsorships, knowing your donors can make or break your deal. As I learned from Hank Rosso's, Achieving Excellence in Fund Raising, the time, efforts and patience required to earn a corporate gift or cause-related sponsorship is more than an individual gift. This is because you must know your donor and provide them with a distinct benefit for partnering with you.

Through experience, I created five quick checklist tips that have helped me prepare for my first meeting or ask. Each tip reminded me to stay partner-focused and I now use this same list when writing grant proposals.

1. Look for a partnership with your donor, not just a check. How can you keep them involved?
2. Can you see the clear link between the donor and the organization? Can you explain it?
3. Does the partner have an interest in the mission or project?
4. Does the partner have the ability to give at the expected level?
5. Do you have fair, clear policies that protect your organization and the donor? Can you explain them?

Corporate and foundation fundraising requires that you treat donors like partners. Building trusted, long term relationships will bring you the most success as a fundraiser and grant writer.

~Cheers!