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.
Tuesday, February 9, 2010
Friday, January 15, 2010
Haiti Relief Efforts
The devastation in Haiti has touched people around the world and once again, brought together all types of groups and organizations to help their fellow man. As someone who has first-hand experience bringing disaster relief to those in need and raising money to provide ongoing support, the intense fundraising efforts and overwhelming need for relief are incredibly personal.
As Savvy readers, you too, are involved in efforts, whether directly or indirectly, to help people in need—every day. I hope you will find your own way to support the relief efforts in Haiti during the coming days, weeks, and months. I will continue to add ‘Haiti Relief’ links for reputable organizations, to my blog for reference today and in the future.
Please visit the American Red Cross and the ICRC (International Committee of the Red Cross) to learn more about their international relief efforts and Yele Haiti to learn how you can help organizations that are bringing lifesaving aid to the country. Both organizations are doing a phenomenal job of building collaborative partnerships and getting immediate help to the Haitian people.
How to Make a Donation via Text Message:
SMS text "HAITI" to 90999 to donate $10 to the American Red Cross IRF
SMS text "YELE" to 501501 to donate $5 to Yele Haiti's Earthquake Relief Fund
Blessings and love…
Photos: Courtesy of The Associated Press
Proposal Rejection: "We Wish You Luck...
A letter from a funder with the words: "We regret to inform you..." OR "We had many worthy requests, but did not have the funds to help everyone..." OR "We wish you luck in your future fundraising endeavors...", can feel like a knife in the heart. There is no worse feeling for a grant writer than working long hours with program managers to write a compelling case with solid measureables and then have it rejected in a five-line letter. Ouch.
It hurts and it's a rough scratch across your ego, but it doesn't spell complete disaster when you have a rejection letter fall on your desk. Well, it shouldn't spell D-I-S-A-S-T-E-R, if you have a plan for action. If the funder does have likeminded interests, don't give up and don't let them forget about you.
1. Have an upbeat, grateful and well-written thank you letter ready for your rejections. There is nothing more gracious than for a denied grant seeker to say "thank you".
2. Put the funder on your calendar for the following year.
3. If you have a relationship with the funder, ask for the chance to further discuss your denial whether via phone or email. Program officers WANT to find good organizations to partner with, but don't always have the time to learn about them in a meaningful way.
4. Share your feedback with your own program managers and leadership. A quick update through email or in a staff meeting can be appropriate. Don't let program managers feel like their hard work on the grant (on top of their "real" job) wasn't worth it---keep them motivated to try again!
5. Invite your funder for a site visit. This can be informal through an event or a regular tour that you already offer. However, rolling out a little red carpet for a private visit might be a better fit for funders who need one-on-one time. Know what makes your funder happy!
The bottom line is that there is no need to tuck your tail between your legs if you have a good funding fit. We are working in a challenging and ever-changing landscape of grantmaking. Being creative with your stewardship shouldn't be overlooked.
Try incorporating this type of action plan into your 2010 grant process and see what results you get! If you keep up with your relationship-building when times are tough, you'll be better prepared when the economy turns around!
~Cheers!
It hurts and it's a rough scratch across your ego, but it doesn't spell complete disaster when you have a rejection letter fall on your desk. Well, it shouldn't spell D-I-S-A-S-T-E-R, if you have a plan for action. If the funder does have likeminded interests, don't give up and don't let them forget about you.
1. Have an upbeat, grateful and well-written thank you letter ready for your rejections. There is nothing more gracious than for a denied grant seeker to say "thank you".
2. Put the funder on your calendar for the following year.
3. If you have a relationship with the funder, ask for the chance to further discuss your denial whether via phone or email. Program officers WANT to find good organizations to partner with, but don't always have the time to learn about them in a meaningful way.
4. Share your feedback with your own program managers and leadership. A quick update through email or in a staff meeting can be appropriate. Don't let program managers feel like their hard work on the grant (on top of their "real" job) wasn't worth it---keep them motivated to try again!
5. Invite your funder for a site visit. This can be informal through an event or a regular tour that you already offer. However, rolling out a little red carpet for a private visit might be a better fit for funders who need one-on-one time. Know what makes your funder happy!
The bottom line is that there is no need to tuck your tail between your legs if you have a good funding fit. We are working in a challenging and ever-changing landscape of grantmaking. Being creative with your stewardship shouldn't be overlooked.
Try incorporating this type of action plan into your 2010 grant process and see what results you get! If you keep up with your relationship-building when times are tough, you'll be better prepared when the economy turns around!
~Cheers!
Monday, January 11, 2010
Pardon Our Dust!
Grant Savvy is cleaning house to make our blog content bigger and better. Please be patient while we take the week to create Grant Savvy 2.0!
~Cheers!
~Cheers!
Wednesday, January 6, 2010
Be SMART for 2010 Grant Success!
Near the end of last year I shared ways to get organized for 2010 and start the year off on the right foot. I think it's a good time to share my go-to mental organizer. When I get overwhelmed (some months this happens a lot), I try to stay SMART!
When I'm writing several proposals at once or taking on a variety of topics within a short time frame, my brain can short-circuit. If I stay SMART, I've noticed that my proposal are sharper, cleaner and require less editing. Here is how it works!
Specific means that you can pinpoint and describe exactly what you are trying to achieve. Be clear, concise and crisp. If you can't explain it, your funder won't understand it.
Measureable means that your objectives can be measured to show your impact in the community or with your intended audience.
Attainable means that what you want to achieve can realistically happen. If you shoot for the moon, make sure you can make it there. It should be a goal that is reasonable to assume you can achieve.
Realistic means that you can afford to make it to the moon. All of the factors that make something realistic to achieve should be considered (i.e. cost, personnel, facilities, etc.).
Time-Specific means that you will make it to the moon when you say you will. You should always talk about the time frame for your proposed project. If you aren't planning for timely implementation then your funder won't be interested.
Sometimes I use the SMART process before I write because it helps me create a solid outline. Other times, when I am writing in a flurry, I use it in the review process as a checklist.
For more information about the SMART process, check out Grant Proposal Makeover: Transform Your Request from No to Yes by Cheryl A. Clarke and Susan P. Fox.
How do your proposals look under a SMART lens?
~Cheers!
When I'm writing several proposals at once or taking on a variety of topics within a short time frame, my brain can short-circuit. If I stay SMART, I've noticed that my proposal are sharper, cleaner and require less editing. Here is how it works!
Specific means that you can pinpoint and describe exactly what you are trying to achieve. Be clear, concise and crisp. If you can't explain it, your funder won't understand it.
Measureable means that your objectives can be measured to show your impact in the community or with your intended audience.
Attainable means that what you want to achieve can realistically happen. If you shoot for the moon, make sure you can make it there. It should be a goal that is reasonable to assume you can achieve.
Realistic means that you can afford to make it to the moon. All of the factors that make something realistic to achieve should be considered (i.e. cost, personnel, facilities, etc.).
Time-Specific means that you will make it to the moon when you say you will. You should always talk about the time frame for your proposed project. If you aren't planning for timely implementation then your funder won't be interested.
Sometimes I use the SMART process before I write because it helps me create a solid outline. Other times, when I am writing in a flurry, I use it in the review process as a checklist.
For more information about the SMART process, check out Grant Proposal Makeover: Transform Your Request from No to Yes by Cheryl A. Clarke and Susan P. Fox.
How do your proposals look under a SMART lens?
~Cheers!
Tuesday, January 5, 2010
Happy New Year & A Grant Savvy Thanks!
Happy New Year to all Grant Savvy readers!
Before I begin the 2010 Grant Savvy blog, I wanted to send many thanks to the Grant Savvy readers. This blog began as an experiment and a way to keep my ideas moving outside of my head. It is now something that is part of my daily work (expect during the month of December---ugh!) and my writing process.
I am humbled and energized by the people who I have met because of Grant Savvy. I have found great comfort and motivation in the work of the "underground grant writing world" and can honestly share how much fun it has brought to my ever-evolving professional career.
My biggest thanks to Melanie Negrin at For Grantwriters Only for being such an awesome inspiration and leader of a remarkable online grant writers social network. Please support her and utilize all of her priceless resources. Thanks, Melanie!
Thank you all for 'being Savvy'. I look forward to learning and sharing during 2010!
Grant Savvy is back and ready to roll!
Before I begin the 2010 Grant Savvy blog, I wanted to send many thanks to the Grant Savvy readers. This blog began as an experiment and a way to keep my ideas moving outside of my head. It is now something that is part of my daily work (expect during the month of December---ugh!) and my writing process.
I am humbled and energized by the people who I have met because of Grant Savvy. I have found great comfort and motivation in the work of the "underground grant writing world" and can honestly share how much fun it has brought to my ever-evolving professional career.
My biggest thanks to Melanie Negrin at For Grantwriters Only for being such an awesome inspiration and leader of a remarkable online grant writers social network. Please support her and utilize all of her priceless resources. Thanks, Melanie!
Thank you all for 'being Savvy'. I look forward to learning and sharing during 2010!
Grant Savvy is back and ready to roll!
Tuesday, December 8, 2009
Keys for Successful Grant Research
Planning for 2010 requires researching new funders to add to your submission list. Listed below are 10 elements of grant research that will guide you towards maintaining a strong research process. These are also useful parameters for overall donor research.
1. Identify prospects including your own donors. Research their background and history and find appropriate ways to approach them.
2. Resources are available and need to be read under the fundraising lens. Press releases, annual reports, directories, internet searches, files and fundraising databases are some examples.
3. Manage and update your information on a regular basis. You want to be able to identify links between donors, organizations and giving history.
4. Database. You should a have a solid, reliable database that can be used for research and analysis of giving and soliciting. It can be a spreadsheet to begin...anything that captures your data.
5. Find prospects through your own "6 Degrees of Separation". Each donor can open up new avenues and ways to turn prospects into donors
6. New prospects can be found through your research to find new groups or funders who are aligned with your organization's interests.
7. Match prospect interests with your own and your work. Do not force the fit. Do your research.
8. Personal intelligence gathering and experience to confirm your research, find out new details, names and other bits of information, but beware of GOSSIP! Don't assume anything.
9. Approach strategies define preliminary approach plans, revise your angles for asking and always look for the best 'ask' based upon your research.
10. Supporting donor development by growing relationships and through support of your own donors. This includes capturing information about how they like to be approached, how to keep them informed and how you can improve the relationship in the future.
~Cheers!
1. Identify prospects including your own donors. Research their background and history and find appropriate ways to approach them.
2. Resources are available and need to be read under the fundraising lens. Press releases, annual reports, directories, internet searches, files and fundraising databases are some examples.
3. Manage and update your information on a regular basis. You want to be able to identify links between donors, organizations and giving history.
4. Database. You should a have a solid, reliable database that can be used for research and analysis of giving and soliciting. It can be a spreadsheet to begin...anything that captures your data.
5. Find prospects through your own "6 Degrees of Separation". Each donor can open up new avenues and ways to turn prospects into donors
6. New prospects can be found through your research to find new groups or funders who are aligned with your organization's interests.
7. Match prospect interests with your own and your work. Do not force the fit. Do your research.
8. Personal intelligence gathering and experience to confirm your research, find out new details, names and other bits of information, but beware of GOSSIP! Don't assume anything.
9. Approach strategies define preliminary approach plans, revise your angles for asking and always look for the best 'ask' based upon your research.
10. Supporting donor development by growing relationships and through support of your own donors. This includes capturing information about how they like to be approached, how to keep them informed and how you can improve the relationship in the future.
Adapted from: "Prospecting Strategies for Online Research" JMG Solutions, Inc.
~Cheers!
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