Five Tips for Maximizing Grants

How to Maximize Grant FundingTransparency in Turbulent TimesHeather Burton, Sage

Your Partner in Dialogue • Product Marketing Director w/Sage • Board, BookSpring Past president, held officer roles for 4+ yrs; development chair • 10+ years working for/with nonprofits in fundraising United Way, Hospice, Social Service Agencies • Charity Channel Chapter Author “All A-Board” • Favorite food: Pizza (unfortunately)Heather Burton • Twitter handle: @heathermburton 2

Who I work for…3rd largest ERP solution provider to businesses worldwide The Sage Group, plc. (London: SGE.L) 6.2 Million Customers Worldwide Over 32,000 Unique Not-For-Profit Customers in North America 3

2 5 Tips to Trends inGrant Funding Maximize Funding 4

MACRO-TRENDS IN GRANTFUNDING 5

Market Trends: PESTLE* Framework – What is it? Core Drivers Description Political Key political policies; examples include the stimulus package, trade policy, international relations, etc., Economic Overall economic outlook; examples include access to credit, unemployment, interest rates, consumer spending, etc., Social Changes in cultural values and population demographics; examples include aging population, consumer preferences, etc., Technological Advances in and adoption of technology; examples include mobility, Software as a Service, etc., Legal/Legislative Current or impending legislation; examples include regulations, certifications, tax code changes, etc., Environmental Potential environmental legislative changes; examples include carbon emissions credits, green purchasing requirements, etc., 6*PESTLE = Political, Economic, Social, Technological, Legal, Environmental

External Market Shifts (PESTLE) Core Driver Factor Impact Notes Political Prove efficiency & Deficit; Budget cuts; in- Reduced dollars; uncertainty in transparency ; fund fighting; Campaign season government funding, diversification Economic Instability; mixed jobs report; Prove efficiency & Funding uncertainty, Demand for gov budget & debt issues transparency ; fund services high impact diversification Social Occupy Wall Street: Look for consolidation of Audit trails, accountability, social/cultural/economic demands based on transparency and transparency movement and accountability Technology Consortium of businesses & “Connect-to-Compete” for Be aware our continuous npo’s offer internet $10/mo + consumers evolution in tech savvy! Micro PC’s for $250Legal / Legislative Potential decrease in individual This will continue to be Charitable Tax reform, Head giving; under performing head common, and we need to Start Regulation starts lose grants be proactive Environment Solyndra Scanda; Energy Shady lending leading to Concerns about transparency, Department, Political further budget crisis; integrity and accountability favoritism accusations putting funding in risk 7

Two Sides of the Grant World Grantor Grantee Corporate Foundation Nonprofit Community Foundation University/Research Family Foundation Government Agency Government Agency Grant-writing Consultant 8

Grant Giving Market Number of Orgs/Agencies Government 75,000 Foundations 90,000 Independent Foundation Agencies Corporate Foundation Operational Foundation Community Foundation Government agencies grant over $350(B)* annually* to non-profits, for-profits, and other Government Agencies/Programs Foundations grant over $45(B) annually* to non-profits and government programs Non-government grant funding grew 31%* from 2000 thru 2010 after inflation 9*2008 Nonprofit Almanac , 2008 Idealware Pub, 2010 Foundation Center

Good News:Rise of Private Grants 10

Interesting Stats: Nonprofits Approx 2,400,000 grants are given each year Average grant award is $143,000 ~17% of revenue from government grants Private grants make up ~23% of revenue Remaining revenue from operations and fundraising Grant funding is only awarded 35% of the time! (on avg.) 11*2008 Nonprofit Almanac , 2008 Idealware Pub, 2010 Foundation Center

Grant Receiving Market Number of Grants by Non profit Type Science Social Science Unspecified 1% 0% 0% International Arts Religious 2% Public Affairs 4% 14% 13% Human Services Education 25% 24% Healthcare 11% Environmental 6% 12*2008 Nonprofit Almanac , 2008 Idealware Pub, 2010 Foundation Center

Macro-Trend Summary Demand is greater than grant funding available Nonprofits looking to diversify, but grants will remain critical source of funding Transparent, accountable, high- “impact” organizations will be awarded funds This will be relevant to both government and private sector grants 13

Challenge for Nonprofits Funding: keep or get more Do a better job managing the grant pipeline Develop better performance measures Increase grant renewal rates Resources: do more with less Reduce difficulty/time required for grant compliance Gain efficiencies in our processes Fill the gap between development and financial staff 14

“Grantees face increasedcompetition to win grantsand increasingly strive to provide grantors withadditional financial accountability.” Camille Atkins, CFO, The Arc of Texas 15

5 WAYS TO MAXIMIZE GRANTFUNDING 16

Holistic Approach Grant Writer / Development Director Program Mgr Finance Dir. Please help me Please help me Please help me write better track the funding provide up to date proposals so that that we do receive financial information we can become so that I can to the grant writer more efficient at efficiently manage and balances to the applying for funding our goals and project and program and therefore measure our project managers so that expand our and program they can succeed at programs. success. managing our mission. 17

First Impressions:The Grant Applications • Many people who apply for grants don’t follow directions • Many applications contain typos • Many lack the thoroughness of program budgeting and success measure definition • Many organizations don’t thank, nor steward, grantors appropriately! Why are you surprised when you don’t win the grant? 18

#1: Strong Grant Applications • How it fits for • Return on community and Investment agency • Sustainable • Partnerships funding plan Strategy Budget If youcan’t do itwell, don’tdo it at all Success Progress Measures • Define and • Communication track plan • Show impact • Milestones 19

#2: Grants Must be Strategic!• Top-level, strategic “Correctly aligning funders priority with full agency with your organization’s goals engagement can result in stronger engagement, greater renewals, and more• Prioritize research and opportunities for long-term target funders funding…Your organization’s senior leadership team should• Scorecards build have quantifiable metrics for measuring and reporting on accountability and top- grant funding.” of-mind focus Camille Atkins, CFO, The Arc of Texas 20

This is a competition… Know your “opponents” Know your referee Know the ring Know the audience 21

#3: Choose wisely • Long-term, engaged, and aligned grantor partnerships It takes just as • Fewer funders, greatermuch effort when investments, for longer periods ofapplying and winning a time$5,000 grant as • Create unique ways to share in thea $50,000 one mutual success Be patient, it takes time 22

What do you believe is the #1 methodused in “grant management” today? – Excel – Home-grown Access Databases – Mix of fundraising systems and accounting systems – Paper calendar with outlook reminders – Software specifically for grant management – Stone tablets 23

I know you lovespreadsheets, but… Time-suck when it comes to tracking grant applications and deadlines, various budget scenarios, fund allocations to actuals, and performance tracking Manual nature takes away from opportunity to research new grants, manage existing awards, and develop stronger grantor relationships 25

#4: Manage Grant Pipeline 26

How does it help?“Grant Intelligence” Streamline how you apply for grants, track and receive funds, budget, and report success measures Automate your grant application process Improve collaboration on grants Be more responsive to grantors Immediate visibility into program performance and success Ensure steady supply of grants in each stage of the grant lifecycle – application, distribution, and renewal 27

What to look for inGrant Management Programs Collaboration Tools Relationship Pipeline Tracking Management Centralized Monitoring Collaboration Financial Budgeting Integration Outcome Reporting 28

Science and an Art The Science Continuously measure, monitor, adjust, report The Art Relationship building, engaging beyond the award 29

#5: Once Won,Focus on Renewals • Grantors want to know that you achieve or exceeded your initial goals for the funds they provided – Continually measure, monitor, and report on the success measures established in the planning and grant application phase. – Make sure your management team is actively involved in reviewing results, as well as collaboratively and dynamically planning program changes and strategies to ensure you meet your goals. – Also, include budget tracking in your reporting to the grantor so they will have confidence in your stewardship of their funds. 30

#5: Once Won,Focus on Renewals • Show the impact your programs are having within the community. – Include pictures to help connect the funders to your organization and its mission. – Take the initiative to build genuine communication by providing additional information, reporting and results of your programs. – Regularly contact your funders for reasons that don’t involve asking for funds. This will ensure that both parties understand the perspective, goals and expectation of each other and will lead to a deeper and more permanent funding relationship. 31

Numbers are for the head,Stories are for the heart,Without hitting bothYour funder will depart! 32

The Recap: 5 Tips 1. Create strong grant applications and subsequent communications 2. Incorporate as a strategic imperative of the organization 3. Build strategic partnerships with grantors 4. Manage the grant pipeline 5. Focus on renewals 33

A Couple Resources www.grantprofessionals.org Federal Grant Opportunities http://new.fundbook.org/about Private Grant Sector, and Trends http://foundationcenter.org/ 34

Gift from The Foundation Center FREE Whitepaper! www.foundationcenter.org/whitepapers 35

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THANK YOU! 37

Five Tips for Maximizing Grants

by Sage Nonprofit Solutions on Dec 13, 2011

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Five Tips for Maximizing Grants — Presentation Transcript