The Foundation Center Training Program




     How to Approach a
   Foundation: From Initial
  Contact to Getting Funded
...
The Foundation Center Training Program




  Which Foundations Will You
  Approach?
  Prepare your prospect list
  • Look ...
The Foundation Center Training Program




  The Introductory Phone Call

  Goals
  • To introduce your organization and p...
The Foundation Center Training Program




  While Your Proposal is Pending

  The Follow-Up Phone Call
  •   Make sure th...
The Foundation Center Training Program




  While Your Proposal is Pending:
  Site Visits, continued
  Planning
  • Locat...
The Foundation Center Training Program




  Result: When the Answer is Yes

  • Promptly send a thank-you letter
  • Clar...
The Foundation Center Training Program




  For More Information

  • Resource list is available at
    http://foundation...
How to Approach a Foundation

 Sample Record from
 Foundation Directory Online
          The William G. Gilmore Foundation...
How to Approach a Foundation

Introductory phone call
Sample Text

“I’m Jane Doe from the Local Children’s Agency. Because...
How to Approach a Foundation

What a Foundation Wants to Know
About Your Organization and Your Project
Guidelines for Meet...
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How to Approach a Foundation- Presentation Packet

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How to Approach a Foundation- Presentation Packet

  1. 1. The Foundation Center Training Program How to Approach a Foundation: From Initial Contact to Getting Funded Did you sign in and take a handout packet? Please turn off your cell phones! What You Will Learn Today How to initiate and build relationships with foundations • Key stages in the process - What happens when • Tips for effective communication Key Stages Before submission While pending After the decision © The Foundation Center 1
  2. 2. The Foundation Center Training Program Which Foundations Will You Approach? Prepare your prospect list • Look for the match • Prioritize your prospects and funding needs • Collect information on prior contacts The Initial Approach • Telephone call? • Letter? • Online application? • Full proposal? • E-mail? Follow the funder’s guidelines The Initial Approach, continued Tips on the initial approach • If appropriate, utilize intermediaries – Someone who could facilitate an introduction • Call first to “check the fit” – How do you know whom to call? © The Foundation Center 2
  3. 3. The Foundation Center Training Program The Introductory Phone Call Goals • To introduce your organization and project • To make the connection to the funder’s philanthropic interests • Get the funder’s reaction to your project • To secure a meeting, if possible Who should make the approach? The Introductory Phone Call, continued Prepare “talking points” • Organization information • Project description – Outcomes – Who will benefit? – Budget – Leadership • Why you are approaching this funder Possible Results of Your Initial Approach • Invitation to a meeting • Invitation to submit a request – Reference recent contacts • Not a good time for the foundation • Not a good match for the foundation © The Foundation Center 3
  4. 4. The Foundation Center Training Program While Your Proposal is Pending The Follow-Up Phone Call • Make sure they received your proposal • Check on the foundation’s review process • Offer to answer questions • Request a meeting Tips: Review the file before calling Respect the funder’s time—keep it brief! While Your Proposal is Pending, continued When to communicate • If you have important information to share: – Leadership changes – Updated financial information – Additional supporters While Your Proposal is Pending: Site Visits Funder’s purpose for the site visit • To build their knowledge of your organization and project • To see evidence of the strength of your program and effectiveness of your operations • To become acquainted with your leaders © The Foundation Center 4
  5. 5. The Foundation Center Training Program While Your Proposal is Pending: Site Visits, continued Planning • Location and time • Prepare the agenda – First ask the foundation what they want to see – Think how you can best showcase your work While Your Proposal is Pending: Site Visits, continued Tips for the site visit • Listen • Be clear about next steps • Send a thank-you letter • Send follow-up materials if requested Result: When the Answer is No • Express appreciation for consideration • Find out why • Explore the possibility of future funding • Keep the funder informed of your work, if appropriate © The Foundation Center 5
  6. 6. The Foundation Center Training Program Result: When the Answer is Yes • Promptly send a thank-you letter • Clarify expectations • Nurture the philanthropic partnership by demonstrating: – Effectiveness – Reliability – Responsiveness Result: When the Answer is Yes, continued Be a responsive grantee! • Submit all required reports on time • If appropriate, send progress reports and/or program highlights • Invite to key events (e.g. graduation ceremonies) • Communicate both good and not-so-good news Recap • Check each funder’s guidelines for preferred approach • Making an initial “check the fit” phone call may be a good first step • The site visit is a valuable opportunity to demonstrate your organization’s capacity • Effectiveness, reliability and responsiveness are cornerstones in your relationship with a funder © The Foundation Center 6
  7. 7. The Foundation Center Training Program For More Information • Resource list is available at http://foundationcenter.org/course_ materials/free_training/ How to Approach a Foundation: From Initial Contact to Getting Funded Please fill out the evaluation form. Thank you for coming! © The Foundation Center 7
  8. 8. How to Approach a Foundation Sample Record from Foundation Directory Online The William G. Gilmore Foundation 120 Montgomery St., Ste. 1401 San Francisco, CA 94104-4317 Telephone: (415) 546-1400 Contact: Faye Wilson, Exec. Dir. Fax: (415) 391-8732 Type of Grantmaker: Independent foundation IRS Exemption Status: 501(c)(3) EIN: 946079493 990-PF: 2007 2006 2005 2004 2003 2002 2001 Donor(s): William G. Gilmore‡; Mrs. William G. Gilmore‡. Background: Incorporated in 1953 in CA. Limitations: Giving primarily in the San Francisco Bay Area, CA; some funding also in Pueblo, CO and Portland, OR. No grants to individuals. Purpose and Activities: Giving primarily for the arts, health, and children, youth, and social services. Fields of Interest: Subjects: Boys & girls clubs; Boy scouts; Children/youth, services; Foundations (community); Foundations (private grantmaking); Health organizations, association; Hospitals (general); Human services; Museums (art); Performing arts; YM/YWCAs & YM/YWHAs. Geographic Focus: California; Colorado; Oregon. Types of Support: Annual campaigns; Building/renovation; Capital campaigns; Continuing support; Emergency funds; Equipment; General/operating support; Scholarship funds. Publications: Application guidelines. Application Information: Application form not required. Applicants should submit the following: 1. Descriptive literature about organization Initial approach: Letter or request Copies of proposal: 1 Board meeting date(s): June and Dec. Deadline(s): Contact foundation for current deadlines Officers and Trustees: Robert C. Harris,* President; C.L. Emerson,* Vice President and Treasurer; Faye C. Wilson, Executive Director; Thomas B. Boklund; V. Neil Fulton. Number of Staff: 1 part-time support. Financial Data: Year ended 12/31/07: Assets: $29,322,727 (market value); Expenditures: $1,761,432; Total giving: $1,411,000; Qualifying distributions: $1,631,315; Giving activities include: $1,411,000 for 142 grants (high: $50,000; low: $500). Additional Location Information: County: San Francisco; Metropolitan area: San Francisco-Oakland-Fremont, CA; Congressional district: California District 8. Selected Grants: The following grants were reported in 2006: $50,000 to Queen of the Valley Hospital Foundation, Napa, CA, payable over 1 year. $50,000 to San Francisco Conservatory of Music, San Francisco, CA, payable over 1 year. $50,000 to YMCA of Pueblo, Pueblo, CO, payable over 1 year. $35,000 to Project Open Hand, San Francisco, CA, payable over 1 year. $25,000 to Boy Scouts of America, San Diego, CA, payable over 1 year. $25,000 to Oregon Public Broadcasting, Portland, OR, payable over 1 year. $10,000 to Hearing and Speech Institute, Portland, OR, payable over 1 year. $5,000 to K T S C-TV, Pueblo, CO, payable over 1 year. $5,000 to Oakland Public Library, Oakland, CA, payable over 1 year. $5,000 to Pueblo Child Advocacy Center, Pueblo, CO, payable over 1 year. © The Foundation Center 8
  9. 9. How to Approach a Foundation Introductory phone call Sample Text “I’m Jane Doe from the Local Children’s Agency. Because of your interest in children’s health, I wanted to let you know about a new project we’re developing that will provide low-cost immunizations to 5,000 children in our public schools next year. Would it be possible for us to meet so I could tell you more about it?” Write Your Own _____________________________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________ © The Foundation Center 9
  10. 10. How to Approach a Foundation What a Foundation Wants to Know About Your Organization and Your Project Guidelines for Meetings with Grantees from the Frances L. and Edwin L. Cummings Fund ◆ Is the Executive Director an effective leader with a capable and well-trained staff? ◆ Does the organization have a proven track record in general? Specifically as to this program? ◆ Does this organization have the capability of expanding to meet the community's increasing needs? ◆ Is this organization offering innovative programs or is it replicating other's efforts? ◆ What is the overall present financial situation of this organization? ◆ Is the Board of Directors an "active" or a "paper" Board? ◆ Does the Board financially support the organization commensurate with their means? ◆ Do they also solicit support from their personal/business contacts? ◆ Does the organization have a written long range plan and mission statement developed with the full participation of the Board? 10

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