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 upate 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.

5. Find prospects through your own “6 degrees of separation”. Each new donor opens 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!

There are plenty of freelance grantwriters in most communities who write proposals for a fee. (Most experienced writers will not work on commission, however.) There are both good and bad reasons to hire a freelancer:

Good Reasons to Hire a Freelance Grant Writer:
1. To write a good, basic proposal — the “mother proposal” — that your group can then adapt to suit different circumstances. After a year or so, however, you should be able to write this on your own.

2. To search grantmaker directories and databases and identify likely funding sources. Again, your organization should soon develop these skills internally.

3. Because you have five proposals due in one week.

Bad Reasons to Hire a Freelance Grant Writer:
1. Because your group wants grant money but neither your volunteers nor your staff want to “dirty their hands” by asking for money. Seeking money is a core activity for most nonprofits. Learn to live with it.

2. Because a freelance fund raiser promises he can get you a lot of money through his “connections.” Particularly with major funders, projects are generally funded because of their worth, not due to connections.

3. Because your organization has never tried to raise money before and suddenly wants a large amount of money for a big capital project. Alas, big money tends to go to groups with a long track record and solid funding base. There are exceptions, but don’t count on being one of them.

If you decide to hire a freelance grantwriter, be sure to look at some writing samples. And ask for the names and phone numbers of past clients who work in your field.

~Cheers!

First of all, there is a purpose and strategy to submitting an LOI. It is not just about following a funder’s rules. As an organization, it gives you a chance to throw out your ideas and get some feedback without writing a lengthy proposal. As the funder, you get to screen the ideas that do or do not fit your guidelines and invite full proposals from groups that are the best match. It really is a win-win process for everyone.

Secondly, as an organization you’ll usually receive a response within 4-6 weeks, not 4-6 months as with some proposals. My own grant calendars have a lot of LOI submissions during the 1st and 2nd quarters off the year. This gives us time to hear back from the funder and respond by the 3rd or early 4th quarter.

Be Concise. Be Concise. Be Concise.
The greatest challenge in creating an LOI is filling 2-3 pages with ten pages of ideas. Being a skilled writer is imperative to a winning LOI. You must be concise and clear throughout the entire letter. You must also state your need and make it compelling. You are trying to get an invitation to the “big dance” and it’s your job to convince the funder you’ll be a great partner.

Below are a few tips to keep your LOI on track:

· Be concise and clear.
· Include a condensed, yet compelling needs statement.
· Include your ask amount in first paragraph.
· Avoid using overly relaxed grammar. (This is a legitimate request for support, not a status update on Facebook.)
· Eliminate “fluff”.
· Make sure to include your mission statement or a description of those you serve.
· Don’t assume your funder already knows about your organization.
· Use an active voice: “With your support, we will install sixteen new wheelchair ramps…”.
· Talk about the funder’s impact, answer the “So what?”.
· Be concise and clear.

The key to communicating your ideas in a compelling way is to have a vision that you can describe as an “elevator speech”. Your ideas need to be easy to understand and relevant, no matter who is listening.

Finally….remember that “letter” is not a loose term. It really is a letter. It really is signed by your ED. It really is submitted on letterhead. It should not be more than 3 pages and if it is too long, no one will read it. You must still follow the funder’s guidelines.

Favorite link for LOI tips: GrantProposal.com

~Cheers!

During this busy time, I am also creating 2010 grant plans for my clients. This year was no cake-walk and we worked hard to secure the funding that we did (let’s hope a few more awards come through before 12/31/09). As I plan for next year it is my responsibility to take into account the external factors that affected our grant efforts…the economy, program cuts, fewer donors, changing collaborative relationships. My brainstorming reminded me of the August 2009 article from the Philanthropy Journal about the less-than-stellar fundraising outlook.

According to the Philanthropy Journal article:

• More than half of fundraisers say their organizations raised more money in 2008 than in 2007, while about four in 10 raised less.
• Virtually all fundraising channels, with the exception of Internet, email and direct mail, are at their lowest success levels since the Philanthropic Giving Index was launched.

With such a “gloomy” outlook, what can we do to plan for a successful 2010?

We’d like to think that sending out more grant proposals increases our chances enough to make the extra effort worth it. This isn’t always the case. You cannot change the economy, the new focus of your most loyal foundation or your organization’s new strategic direction. You can improve your own work, internally and externally.

The first step in preparing your grant operations for 2010 is to start small and simple. Step away from your narratives and budget summaries. You know you can write a fabulous proposal. Instead, focus on the core of your grant operation. How does your machine work?

• Organize your grant office and make your 501(c)(3) letters, annual reports, board lists, letters of endorsement, budgets and program brochures easily accessible. You’ll be surprised at how much time and energy this saves you. Don’t underestimate it!
• Run a report on what was funded and what wasn’t. If you have the luxury of working with a research team, ask them to help you run some reports. If not, a simple report in Excel can show what was asked, expected and funded, etc. This will give you a better understanding of your grant program and explain your outcomes to stakeholders outside of the development office (board members, CEO, program directors).
• Interview program managers, directors, clients, etc. about their needs for 2010. Don’t give feedback yet, but engage in a thoughtful conversation about their needs and wants (usually different). Don’t assume you know what they want for 2010. Diagnose before you prescribe!
• Prospect! You should be doing this all year, but make a dedicated effort towards adding new prospects to your portfolio. Be ready with their guidelines and due dates. Do your research before 2010 and you’ll be able to move faster when new projects hit your plate.

Don’t be discouraged by the “gloomy outlook”. Planning for success, not failure, puts you one step ahead of the rest!

Grant Savvy will be doing a lot of planning and organizing during the next eight weeks. Look for more tips and strategies coming soon!

Joanne Fritz has worked in the nonprofit world for most of her 30-year career beginning with teaching at the secondary, college, and university levels. She has also held senior management positions at two national nonprofits and two universities. Fritz has served on numerous nonprofit boards and was chosen to participate in leadership programs in two cities. Learn more about Joanne and her About.com Guide to Nonprofits

Be sure to visit the Nonprofit Blog Carnival and start following these great fundraising experts!

Thanks to Joanne for including Grant Savvy on the list!

~Cheers!

I understand that we are grant writers and not grantmakers, but this book will give you perspective from the other side of the table. It is our job to constantly seek understanding about the direction of the funder and how our project will fit into their overall goals. How does our request fit into their grantmaking strategy? How can we offer a good fit for everyone?

There are many times when we wonder, “What is the funder really thinking?”. It is good practice to explore trends in grantmaking strategies and community development to better understanding how your organization is just one piece of a much larger pie.

Alicia Epstein Korten is the chief executive officer of ReNual, a strategic-planning consulting firm who can undoubtedly provide great insight about grant makers and their motivating for supporting some and not others.

Editorial Review of Change Philanthropy:

This groundbreaking book shows how to increase funding for social justice philanthropy. Social justice philanthropy provides direct services to alleviate suffering and works to transform the systems and institutions that cause that suffering. Written in an engaging, easy-to-read style, Change Philanthropy offers an insider’s view what works and what doesn’t work when developing grantmaking strategies in support of social change. It gives clear guidance showcases foundations of all types and sizes including Liberty Hill Foundation, Charles Stewart Mott Foundation, Needmor Fund, Jacobs Family Foundation, Discount Foundation, Global Fund for Women, Schott Foundation, Ford Foundation, and the Open Society Institute. The book also includes a wealth of illustrative examples and contains practical suggestions and tips that can be applied immediately to support any social justice agenda.

· Offers a guide for increasing funds for social justice programs
· and suggestions for foundations on which programs to fund
· Gives step-by-step advice for developing a successful grantmaking strategy
· Includes a wealth of examples from leading foundations
· Sponsored by The Center for Community Change

~Cheers!

What are the basic steps to grantwriting?
1. Determine that you have a need.

2. Suggest a solution through planning, research, and experience.

3. Determine whether the grantmakers’ goals will help you achieve your objectives, while matching your purposes.

4. Target your proposal to grantmakers appropriate to your field.

5. Present your proposal.

What are the components of a grant proposal?
1. Every grantmaker has different guidelines, priorities, deadlines and timetables for their organizations. Some accept a Common Application Form (CAF), a single proposal accepted by a number of grantmakers to help grantseekers save time and streamline the grant application process.

2. Always follow the exact specifications of the grantmakers in their grant applications, Requests for Proposals (RFPs) and guidelines.

3. Present your full proposal neatly, professionally, and in an organized package.

4. Type and single-space all proposals.

5. Write, organize and present your proposal in the order listed in the application and guidelines.

6. Only include the information and materials specifically requested by the grantmaker.

7. The proposal is judged on content and presentation, not weight.

8. Unless required, do not include an index or table of contents, or bind the proposal, and be sure to sign it and submit the number of copies requested by the grantmaker.

How do I find someone to submit my grant proposal to?
Research is the key to finding a compatible grantmaker. While there may be many grantmakers that match your organization’s interests, locating the handful that will be most swayed by your proposal is important. Various methods of locating grantmakers include:

1. Web searches. Many organizations have websites devoted to their philanthropic interests. Find one that coincides with your goals.

2. Philanthropic publications. Many publications and periodicals publish reports of grants coming from different organizations.

3. News reports. Often an organization or individual will publicize their grant program for specific purposes. This is often useful for locating grantmakers in the local area.

4. Direct contact. It is beneficial to specifically tailor your grant request to the organization you are submitting it to. Knowing the details of the organization’s philosophy and mission is an invaluable tool to beginning a grant relationship.

Find more information by visiting AFP Online’s Resource Center!

~Cheers!

“When writing the goals and objectives section of a foundation grant proposal, grant seekers are like sci-fi writers. They envision the future. Of course, there is one critical difference: whereas sci-fi writers generally present fantasy, grant seekers discuss what is realistic and feasible.

Readers appreciate a story that has a believable, satisfying resolution. Program officers and others reviewing grant proposals do too. The validity of your request for grant funding hinges on whether the resolution of the conflict rings true. If it doesn’t, no matter how well the story is written or told, it falls flat and short of the mark.”

Want to know how to be a hero? Click here.

Thanks, Cheryl A. Clarke!

~Cheers!

This one is being added to the Savvy library immediately! What a wonderful find by one of our Savvy authors Cheryl A. Clarke and Susan P. Fox. Cheryl Clarke is the author of Storytelling for Grantseekers.

Here is an excerpt fromt the AFP website: “Nine out of ten grant proposals are rejected. Grant Proposal Makeover shows how to transform lackluster proposals into excellent ones-that have the potential to be funded. This book stands out from other traditional grantwriting books because it illustrates common flaws and problems in proposals and shows exactly how to fix them. It also includes helpful tips and quotes from foundation program officers and funding community insiders taken from an international survey of foundation professionals.”

I’ll be sure to share my insights after I read this great find!

~Cheers!