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Grantsmanship 101
 

 

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Grantsmanship 101 Grantsmanship 101 Presentation Transcript

  • Grantsmanship 101 Andrea Snyder Grants Collection Enoch Pratt Free Library (410)396-5320 [email_address]
  • Objectives
    • World of Philanthropy
    • What you need to have in place before you seek a grant
    • Identifying funding partners
    • Approaching the foundation/funder
    • Writing the proposal
    • Submitting the proposal:
    • Wrap-up
  • Grants Collection
  • Introductions
  • Understanding the World of Philanthropy http://flickr.com/photos/creativelychallenged/2348635312/
  • Why do we give? http://flickr.com/photos/wallyg/1751478133/
  • What is Philanthropy?
    • The effort or inclination to increase the well-being of humankind, as by charitable aid or donations.
    • Love of humankind in general.
    • Something, such as an activity or institution, intended to promote human welfare.
  •  
  • Source: Nonprofit Almanac 2008 National Center for Charitable Statistics, the Urban Institute Other Income 2.9% Fees for Services and Goods 70.3% Private Contributions 12.3% Sources of Revenue for Reporting Public Charities Government Grants 9.0% Investment Income 5.4%
  • Individuals $229.03 Corporations $15.69 Foundations $38.52 Bequests $23.15 Total Giving: $306.39 billion 74.8% 5.1% 12.6% 7.6% Private Contributions by Source ($ in billions) Source: Giving USA 2008, Giving USA Foundation, researched and written by the Center On Philanthropy at Indiana University
  • Economic Crisis Info
    • Foundation Center:
    • http://foundationcenter.org/focus/economy/
    • Maryland Info:
    • http://mdnonprofithelp.ning.com/
    • National Council of Nonprofits:
    • http://www.councilofnonprofits.org
  • Questions
  • Before You Seek a Grant
  • What You Need To Have In Place
    • 501(c)(3) status
    • Active board
    • Effective bylaws
    • Strong mission statement
  • What Funders Look For
    • Relevant, high-quality programs that meet a real need in the community
    • Board commitment
    • Staff capacity
    • A strong organizational and financial infrastructure
  • What You Will Need About Your Organization
    • List of board members
    • Biographies and resumes of key people
    • IRS 501(c)(3) letter of determination
    • Organizational budget for current year
    • Last 2 audited financial statements
    • By-laws
    • History of organization, including news clippings, anecdotal stories
  • What You Will Need to Know About Your Community
    • Community Demographics
    • Community Needs
    • Partners
    • Competitors
    • Press clippings, anecdotes
    • Published reports, newsletters, and other materials of local nonprofits
    • Any other community files
  • Questions
  • The Process of Grantseeking Finding Funding Partners http://www.flickr.com/photos/mayaevening/138372058/
  • Questions to Ask
    • Why do I need funding and what kind do I need?
    • How much do I need?
    • When do I need the funds?
  • Finding Funding Partners
    • Look for the match!
    • Who funds in my area of interest?
    • Who funds in my geographic region?
    • Who will provide the type of support I need?
    • Who has funded organizations like mine?
    • Who has given amounts in the range I need?
  • Questions
  • Researching Potential Donors
  • Government http://flickr.com/photos/strike1/2433164427/
  • Research Sources
    • Federal (U.S.) government
      • www.grants.gov
      • Recovery.gov
    • State (Maryland) government
      • Governor’s Grants Office
      • Maryland Red Book
      • Recovery.maryland.gov
  • Questions http://flickr.com/photos/lwr/12364944/
  • Business http://flickr.com/photos/pbo31/2403049863
  • Why do businesses’ give? http://flickr.com/photos/jalex_photo/397581862/
  • Targeting Businesses
    • Reference USA database
    • National Directory of Corporate Giving
    • D & B Regional Business Directory
    • Maryland Business Directory
    • D & B Minority-Owned Business Directory
  • Research Sources
    • Hoovers
    • http://www.hoovers.com/free/
    • Websites of Corporate Grantmakers
    • http://fdncenter.org/funders/grantmaker/gws_corp/corp1.html
    • Internet Prospector
    • http://www.internet-prospector.org/company.html
  • Foundations http://flickr.com/photos/wonderlane/2362777515/
  • What Is a Private Foundation?
    • Nongovernmental, nonprofit organization
    • Has its own funds or endowment
    • Managed by its own trustees or directors
    • Established to aid educational, social, religious, scientific, or other charitable activities through the making of grants
    Part 2: The World of Grantmakers
  • Types of Private Foundations
    • Independent
    • Company-sponsored
    • Operating
    • ~ 5% payout requirement
    • ~ Must disclose total giving and grants through Form 990-PF
    Part 2: The World of Grantmakers
  • Other Types of Grantmakers
    • Direct Corporate Giving Programs
      • Research through sponsoring companies
    • Grantmaking Public Charities
      • Disclose activities through Form 990
      • Includes:
        • Community foundations
        • Population or issue-oriented funds
        • Company-sponsored
    Part 2: The World of Grantmakers
  • Resources for Researching Grantmakers
    • Print Directories
    • Foundation Directory Online
    • Online Resources
  • Resources on Specific Funders
    • Grantmaker Web sites
    • Grantmaker documents
      • Annual reports
      • Newsletters
      • Guidelines/brochures
    • IRS filings (Form 990-PF)
    • News articles
  • RECAP
    • What is a grant?
    • Credible Nonprofit
    • Finding the Match
    • Finding funders
  • RECAP
  • Approaching the Foundation
  • Which Foundations Will You Approach?
    • Prepare Your Prospect List
      • There are no shortcuts!
      • Do your homework to find a match
      • Prioritize your prospects and funding needs
  • The Initial Approach
    • Letter
    • Full Proposal
    • E-Mail
    • Intermediaries
    • Telephone Call
  • Preparation for Meetings and Phone Calls
    • Assemble Information
      • Project information
      • Case statement
      • Financial documents
  • Preparation for Meetings and Phone Calls
    • Prepare Talking Points
      • Organization information
      • Project description
        • Outcomes
        • Who will benefit
      • Leadership Involved
      • Resources Needed
        • Costs
  • Preparation for Meetings and Phone Calls
    • Who Should Make the Approach?
      • Executive director?
      • Project director?
      • Development staff?
      • Board member?
  • Preparation for Meetings and Phone Calls
    • Request for Multiple Projects?
    • Amount of the Request?
    • Funding Part of a Project?
    • Disclose Requests to Multiple Funders?
  • Introductory Phone Call
    • Goals
      • To introduce your organization and project
      • To make the connection to the foundation’s philanthropic interests
      • To secure a meeting, if possible
  • Plan the Meeting
    • How Much Time is Allotted?
    • Who Should Attend?
    • Where Should the Meeting be Held?
    • What Should You Bring?
  • Conduct the Meeting
    • Goals
      • To build the funder’s knowledge of your organization and project
      • To strengthen the funder’s confidence in the competence of your organization’s leadership
    • Listen!
  • Tips for the Meeting
    • Beware Mission Drift!
  • After the Meeting
    • Write Up Meeting Notes
    • Send Thank You Letter
  • The Follow-Up Phone Call
    • Review the File Prior to the Call
    • Ask All the Key Questions
    • Respect the Grantmaker’s Time
  • The Site Visit
    • Goals
      • To demonstrate the strength of your program
      • To demonstrate the effectiveness of your operations
      • To enable the funder to become acquainted with your leaders
  • The Site Visit (cont’d)
    • Prepare the Agenda
    • Determine Who Will Participate
    • Showcase Your Project
    • Follow Up with a Thank You Letter
  • ProposalWriting Basics
    • Writing the proposal
    • Submitting the proposal:
      • What happens next?
  • Information Gathering
    • Project concept and its place in your organization
    • Project timetable
    • Outcomes
    • Budget needs
  • Writing the Proposal
    • Before you begin to write
    • Writing tips
    • Contents of a proposal
    • Packaging
  • Organize Your Prospects
    • Verify all deadlines
    • Create a spreadsheet or chart:
      • Donor name
      • Deadline
      • Project
      • Amount to be requested
      • Be optimistic: Leave a column for grant amount and date received
    • Gather contact information
  • Remember: What is the purpose of a proposal?
    • To convince the funder
      • there is a challenge in the community
      • your organization has a program in place to meet the challenge
      • your organization has the ability to successfully implement the solution
  • Writing tips
    • Give yourself ample time – always plan on sending out a proposal at least 2-3 weeks before deadline
    • Start with an outline
    • Keep your narrative clear and simple
    • Know (and use) Foundation “buzz words”
    • Revise and edit
    • Enlist the help of a colleague to proof before sending
  • Five basic principles
    • The proposal should be neat, clean, and easy to read
    • Write your proposal in English
    • Make it brief
    • Be positive
    • Avoid unsupported assumptions
    From: Program Planning and Writing by Norton Kiritz. Los Angeles: The Grantsmanship Center, 1980.
  • Questions
  • Proposal contents
    • Title page and table of contents
    • Executive summary
    • Organization information
    • Statement of need
    • Project description
    • Conclusion
    • Budget
    • Appendix and supporting materials
  • Executive summary
    • Include
      • The problem
      • The solution
      • Funding requirements
      • Your organization’s expertise
  • Organization Information
    • Mission and history
    • Programs and expertise
    • Board and key staff
  • Statement of need
    • Include
      • Problems and issues that the project addresses
      • Supporting facts
      • Whether the project can be replicated, or has already been implemented
      • Whether you will collaborate with other groups
      • Repeat the ask
  • Project description
    • Include
      • Goals
        • Broad, general statement of what your project will accomplish
      • Objectives
        • S pecific
        • M easureable
        • A chievable
        • R ealistic
        • T ime-Bound
  • Project Description
    • Strategies/Description of Activities
    • Replicatiblity
    • Staffing/Administration
    • Collaboration
  • Project description, cont.
    • Evaluation
      • How you will measure outcomes
      • How you will analyze processes
    • Sustainability
      • Is the project finite?
      • Is the project self-sufficient?
      • Is the project attractive to other funders?
  • Budget
    • Include
      • Expenses
        • Personnel
        • Supplies
        • Overhead
      • Income
        • Fees for service
      • Budget narrative
        • Notes for unusual items or expenses
  • Conclusion
    • Summarize:
      • What you will accomplish
      • Who will benefit
      • Why it’s important
    • Repeat the Ask
    • Thank the funder!
  • Appendix and supporting materials
    • List of Board members and key staff
    • IRS 501 (c) 3 letter of determination
    • Financial documents
    • Other, relevant documents that help make your case
  • Questions
  • Packaging your proposal
    • Cover letter
      • Brief summary of the request
      • Request for funding
      • Proposal Package contents
      • Offer to meet and/or answer questions
  • Packaging Your Proposal cont’d
    • Include a title page and table of contents
    • Neatness does count
    • Follow funder’s guidelines
  • Proposal Submission
    • Follow the funders guidelines
    • Initial contact
      • Telephone call?
      • Letter of Inquiry?
      • Full proposal?
      • Common Grant Application?
      • Funder’s own application form?
    • Always follow
    • the funder’s guidelines
  • Questions
  • Submitting Your Proposal
    • What’s NEXT?
      • After the proposal
      • The results
  • What’s Next?
    • The best time to start thinking about your next request to a funder is right after you put your proposal in the mail!
    • Think about:
    • How can I update my files so I have all the information I need next time?
    • Are there other funders who might be good prospects for this project?
    • What would make the process simpler in the future?
  • Follow up with Foundations
    • Cultivating relationships after you submit the proposal
      • Telephone conversations and appointments
      • Board contact
      • Keep them informed
  • If the answer is yes …
    • Write a thank-you letter IMMEDIATELY!
    • Maintain the relationship: Remember, this is a partnership
    • Involve the funder throughout the life of the project
  • If the answer is no …
    • Don’t take it personally
    • Try to find out why
    • Ask about possibilities for future funding
    • If possible, try again
    • Move on - seek out other prospects
  • Questions
  • Recap
    • Approaching the Foundation
    • Proposal sections
    • Submitting the package
    • Follow-up
  • Where else can I go?
    • Foundation Center
    • www.fdncenter.org
    • Maryland Nonprofits
    • www.marylandnonprofits.org
    • Grants Collection
    • http://www.prattlibrary.org/locations/grants/index.aspx
    • Please Fill Out the Evaluation!
    • THANKS 
    • Andrea Snyder
    • Grants Collection
    • Enoch Pratt Free Library/State Library Resource Center
    • (410)396-5320
    • [email_address]