Competition for grants is increasing and requirements are evolving. What can you do to maximize your organization’s funding? Hint: transparent, accountable and results driven nonprofits will top funders lists for grant awards. This webinar will focus on the essential strategies for managing your grants pipeline, creating strong grant applications, increasing renewals, and building a sustainable grant management program. You will learn the right tools and best practices for successful grant management.

1. How to Maximize Grant Funding
Transparency in Turbulent Times
Heather Burton, Sage

2. 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
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3. 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
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4. 2
5 Tips to
Trends in
Grant Funding
Maximize
Funding
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5. MACRO-TRENDS IN GRANT
FUNDING
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6. 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.,
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*PESTLE = Political, Economic, Social, Technological, Legal, Environmental

7. 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 $250
Legal / 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
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8. Two Sides of the Grant World
Grantor Grantee
Corporate Foundation Nonprofit
Community Foundation University/Research
Family Foundation Government Agency
Government Agency Grant-writing Consultant
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9. 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
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*2008 Nonprofit Almanac , 2008 Idealware Pub, 2010 Foundation Center

10. Good News:
Rise of Private Grants
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11. 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.)
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*2008 Nonprofit Almanac , 2008 Idealware Pub, 2010 Foundation Center

12. 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%
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*2008 Nonprofit Almanac , 2008 Idealware Pub, 2010 Foundation Center

13. 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
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14. 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
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15. “Grantees face increased
competition to win grants
and increasingly strive to
provide grantors with
additional financial
accountability.”
Camille Atkins, CFO, The Arc of Texas
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16. 5 WAYS TO MAXIMIZE GRANT
FUNDING
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17. 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.
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18. 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?
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19. #1: Strong Grant Applications
• How it fits for • Return on
community and Investment
agency • Sustainable
• Partnerships funding plan
Strategy Budget
If you
can’t do it
well, don’t
do it at all
Success
Progress
Measures
• Define and • Communication
track plan
• Show impact • Milestones
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20. #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
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21. This is a competition…
Know your “opponents”
Know your referee
Know the ring
Know the audience
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22. #3: Choose wisely
• Long-term, engaged, and aligned
grantor partnerships
It takes just
as • Fewer funders, greater
much effort when investments, for longer periods of
applying and winning a time
$5,000 grant as • Create unique ways to share in the
a $50,000 one mutual success
Be patient, it takes time
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23. What do you believe is the #1 method
used 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
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25. I know you love
spreadsheets, 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
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26. #4: Manage Grant Pipeline
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27. 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
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28. What to look for in
Grant Management Programs
Collaboration
Tools
Relationship Pipeline
Tracking Management
Centralized
Monitoring
Collaboration Financial
Budgeting
Integration
Outcome
Reporting
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29. Science and an Art
The Science
Continuously measure, monitor, adjust, report
The Art
Relationship building, engaging beyond the award
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30. #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.
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31. #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.
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32. Numbers are for the head,
Stories are for the heart,
Without hitting both
Your funder will depart!
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33. 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
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34. A Couple Resources
www.grantprofessionals.org
Federal Grant Opportunities
http://new.fundbook.org/about
Private Grant Sector, and Trends
http://foundationcenter.org/
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35. Gift from The Foundation Center
FREE
Whitepaper!
www.foundationcenter.org/whitepapers
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• Participate in the community forums and visit our blog
http://www.SageWords.net.
• And more about Sage Grant Management:
http://www.sagegrantmanagement.com/
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37. THANK YOU!
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