Winning grants (2)


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Winning grants (2)

  1. 1. Robin L. Cabral, CFRE Raising Serious Money Through GrantsDEVELOPMENT CONSULTING SOLUTIONS D e v e l o p m e n t C o u n s e l
  2. 2. A little about me… Director of development for the Northeast Community of the Sisters of Mercy. Principal of part-time, Development Consulting Solutions. Certified Fund Raising Executive (CFRE). 18 years of fund development experience: Progressive social change agency (2), women’s center (4), YMCA (2), outpatient Children’s Rehabilitation Center (7), and Sisters of Mercy (3)
  3. 3. A little bout you… Share with your partner:  A little bit about yourself  What you hope to accomplish by attending this class  What you are seeking funding for?
  4. 4. Before you even begin!
  5. 5. Partner sharingShare with your partner (and head start on your homework!): What is your organization’s mission and vision statements? What is it that your organization does? What are you major programs? What are your future goals? And what makes it unique? What other funding sources do you have to support your program? Have you received past grants and if so in what amounts?
  6. 6. Who are you? Before you even begin you should already know:  Who you are.  What your niche is.  What kind of service you provides and how are you unique.  What you need in terms of financial support for your programs and services. Overall organizational case and maybe individual case statements for different entities:  Corporations/businesses.  Foundations.  Government entities. Market segmentation: who is most likely to support you! Do you have the financial systems in place to monitor the use of funds?
  7. 7. Where to start With your organization!  Mission/case statement  Long-range plan? Goals?  Others sources of funding?  Programs and projects?  Uniqueness?  Cost-efficient?  Regulations compliance?
  8. 8. A little perspective! Corporations : 4-6% of all giving in the U.S. Foundations: 7-10% of all giving in the U.S. Individuals: 79-81% of all giving in the U.S.
  9. 9. Three questions about support!What do you think are: The types and forms of grant/foundation support? What are the possible motivations for support? What strategies are most effective?
  10. 10. Corporations and businesses Types of support:  Corporate foundation.  Direct corporate giving (case directly out of profits).  Executive discretionary funds (personal connections).  In-kind gifts of company products or equipment.  Subsidiary or individual plant budget (local giving).  Marketing budgets (cause-related support or for events).  Research and development budgets (business interests). Motivations:  Good corporate citizenship.  Enlightened self-interest.  Individual leadership initiative.  Location.  Quid-pro-quo interests.  Of interest to corporate/business employees.  Tax advantages.
  11. 11. Obtaining corporate support Research the business. Identify their motivations. Make your case for support. Involve key employees. Write a proposal.
  12. 12. Trends in corporate giving Smaller, one-time grants. Competitive applications. Want something in return for their investment. Specific problem area in society: poverty, illiteracy, etc. Areas most often funded: education, health and human services, and environmental issues.
  13. 13. Foundations! Types:  Independent foundations (known as family foundations, general purpose foundations, special purpose foundations, or private non-operating foundations.)  Company-sponsored/corporate foundation (contributions of a profit-making business organization with close ties with the donor company.)  Community foundations (build permanent, named funds established by separate donors.)  “Operating” foundations (privately supported or funded, actively conduct charitable programs or activities rather than distribute funds.) Motivations:  Community support (broad).  Sociopolitical concerns.  Historical roles (philanthropic interests of founders).  Seed money for new projects.
  14. 14. Obtaining foundation support! Research the foundation. Analyze foundation guidelines. Make personal contacts. Write a letter of inquiry. Write a proposal.
  15. 15. The government! Types:  Direct support (grants and purchase of service contracts).  Indirect support (tax exemptions, reduced mailing rates, etc.)  Federal and state governments provide the greatest amount of funding. Motivations:  Promote public policy.  Address a pressing social problem.
  16. 16. Strategies for support! Design a program that conforms to requirements of funding agency or better yet match your interest to theirs. Enlist local counsel and support for your work (advocate). Meet with legislative staff who support the program. Complete and submit the required application in a timely and thorough fashion. Report in a timely and thorough fashion.
  17. 17. A little more insider information!
  18. 18. Government RFP’s Bidders conference. Letter of intent. Request for proposals issued. Competition for dollars high. Highly specific and targeted. Education, research, etc. Eligibility, interest compatibility, feasible, flexible, implementation, competitive. Need a DUNS # (Data Universal Numbering System Number) - The DUNS number is a unique nine character identification number provided by the commercial company Dun & Bradstreet (D&B).
  19. 19. More on government RFP’s Direct grants (apply directly to the federal government.) “Flow-through” or “pass through” grants (federal grant is made to an organization or state that then uses some or all of the money to make sub grants to other organizations.) Appropriations from legislature. Difficult to find out about. Notify agencies that they already have a relationship with. Federal sources even more difficult. Competitive (compete with other grant applicants for limited pool) or formula (disbursed by state agency to applicant based on a formula). - the BEST resource!
  20. 20. Private foundations Many, many out there. Foundation Center – Billions in assets. Categories: general purpose, special purpose, corporate or company foundations, family foundations, and community foundations.
  21. 21. Professional Associations Many small groups. Awards for scholarships and fellowships, research projects, or travel. Examples of these organizations include churches, Junior Leagues, and civic organizations such as Rotary and Kiwanis.
  22. 22. Researching foundations!
  23. 23. Partner sharingShare with your partner: What is the importance of research to the foundation/grant process? Why should we do research before we begin? What kinds of things should we be looking for as we do our research?
  24. 24. Why research? At least 50% of successful foundation solicitation is research. Research is undertaken by few. Vast numbers of nonprofits, stiff competition. Match between funder and mission/program. Foundations list broad funding areas.
  25. 25. Before you begin An eagle eye, a detective’s nose, and the patience of a saint! Patterns and similarities of grantees. Unearth a familiar name. Snoop out not readily available information. Cross-check sources. Record, record, record!
  26. 26. Record keeping Properly managed recordkeeping system. Document, document, document! Staff turnover. Share information. Grid system, rolling calendar, individual files. Database such as Raisers Edge ($10,000), Giftworks ($849) and others.
  27. 27. Importance of research Be thorough, but not an obstacle. Get specific information on each prospect.  Online databases.  Foundation Center at  Great classes as well…Foundation Fundraising or Proposal Writing Narrow your prospects to sources whose giving policies match your needs. Develop a funding source ranking sheet.
  28. 28. Research your potential funder Profile.  Funders interest areas.  Types and sizes awarded grants.  Geographical preference.  Organizational preference.  Application guidelines.  Relationship with funder.  Evaluates proposals.
  29. 29. Evaluation form Standardized form for data collection. Foundation annual report. Correspondence with foundation. Consult several different sources. Ranking (interest, geography, support).
  30. 30. Resources Local library (Foundation Center Cooperating Collections Network). Published foundation directory. Online and subscription directories. Anything published by foundation. Form 990 – Federal tax return. Guidestar and Foundation Center. Periodicals and newsletters (Chronicle of Philanthropy)
  31. 31. Homework AssignmentQuestions and Answers
  32. 32. More than a good proposal!
  33. 33. Debrief homework!
  34. 34. Elements of a good relationship Trust. Communication. Shared values. Honesty. Respect.
  35. 35. Six rules of engagement Know the landscape. Know who you are dealing with. Know their considerations. Know what they value. Know how to give it to them. Minimize the risk.
  36. 36. Know the grant making landscape Mega foundations (specialists, staff are influential) Competitive (Generalists, boards are more involved in decisions) Family (the donor, the buck stops there) The institutional paradox.  Entrepreneurial mission.  Risk-adverse board. Managing competing priorities.
  37. 37. Know what they value Product  Data.  Deliverables.  A plan that is likely to work. People  Leadership.  Trust.  Accountability and responsibility. Protocol  Respect for the rules.
  38. 38. Know how to give it to them Learn the culture of the grant maker  Analog or digital.  Old school or new school.  Traditional or cutting edge. Learn the personality of your contact(s)  How they process information.  How they interact with others. Never, ever underestimate the value of the gatekeeper. Respect the process.
  39. 39. Minimize risk Risk to the grant maker.  Failure of the project.  Misuse of the funds. Risk to you.  Unreal expectations.  Mission drift.
  40. 40. Seven best practices Build an information network to help you understand your funders. Look beyond the numbers and learn who the grant maker is. Don’t see. Help the grant maker to buy. Err on the side of professional rather than personal. Know the difference between persistence and pestering. Communicate early and often when the going gets tough. Respect the ground rules.
  41. 41. Writing winning proposals
  42. 42. Your proposal is only one part Each year $10 - $20 billion. Process (planning, research, personal contact, and follow- up). Not just about grant writing!
  43. 43. Present yourself credible and capable Trust – credible organization with strong leadership. Merit or value of your project or proposal. Mission, people you serve, uniqueness, management/leadership, fiscal, and results.
  44. 44. Speak to the funders goals Not just about you! “What will funder gain by funding me?” Think of it as a TEAM approach.
  45. 45. Call before writing Call them first! Letter of inquiry. Determine level of match. Obtain more information. Is there interest? Describe project. Personal visit?!?
  46. 46. If you get an appointment Unique opportunity. Who attends? Research, preparation and plan. Role play!
  47. 47. Style and content Brief, concise, and compelling! You match! Address needs! Experience and capability! Best approach! No duplication! Collaboration!
  48. 48. Blend logic and emotion Facts with life and passion! Examples, anecdotes, stories. Relationships – connect!  Write to a person.  Human side.  No jargon.  Confidence.  Concise.  Integrity.  Feasible and realistic.
  49. 49. Write! Components:*  Cover letter.  Cover page.  Table of contents.  Abstract, executive summary.  Purpose of request.  Statement of need.  Project description.  Objectives or major goals (behavioral, performance, product, process, research)  Methods or who the project will be conducted.  Staffing and administration.  Evaluation.  Organizational information.  Closing.  Budget.  Appendices (tax id, financial statements, board list, annual report, letters of support). Packaging.
  50. 50. Follow-up 6 months plus. Write, call, or visit! Any further info call. Review time – call!
  51. 51. Did you get it? Thank you (letter and/or call). Can you publicize? Recognition different for each source. Reporting. Maintain ongoing relationship with funder. Encourage site visits.
  52. 52. You didn’t get it! Thank you. Call why? Keep lines of communication open.
  53. 53. And yet another perspective! Time of grant writing? Foundations and corporations historically contribute very small amounts compared to individuals. Necessity for a diversified and integrated fund development plan…
  54. 54. Where do you go from here? Small group exercise:  Determine what your next steps should be?  Identify at least five simple steps that you can take when you go back to your organization.  What are you going to start implementing?  How can you incorporate this information into your organization? Share your next step action step with the larger group!
  55. 55. Questions and Answers Evaluation