This document outlines a 7-step process for building relationships with organizations to obtain funding: 1. Research potential organizational prospects and narrow the list to those whose giving policies match your organization's needs. 2. Make initial contact with prospects through letters, calls, or invitations to get involved. 3. Define a funding request that matches the organization's objectives and develop a case statement and proposal. 4. Make a solicitation to the key decision-maker in the appropriate format. 5. Follow up after soliciting to ensure all information has been received. 6. Report back to funders on how the money was used in a timely, honest, and thorough manner.

1. Forming Relationships with Organizations
Building relationships with organizations is very similar to building relationships with individuals. It
can be characterized as a 7-step process, as follows:
Step 1: Research.
• Identify organizational prospects.
• Be thorough, but don't let research become an obstacle to personal contact and cultivation
of an organizational source.
• Get specific information for each identified prospect
- Use electronic, on-line databases to gather information.
Use references in the form of printed guides for information on foundations.
• Narrow your prospects to sources whose giving policies match your organization's needs.
• Develop a funding source ranking sheet (and rank your prospects).
For more information on prospect research, see Hot Topic Prospect Research (coming soon)
Step 2: Inquire/ approach/ involve.
May take many forms, depending on the source:
• A letter of inquiry to a foundation or corporate giving office.
• A personal call to the local church or service club. After this initial approach, determine an
appropriate and effective way to involve/cultivate the source (e.g., invite a foundation
program officer for a site visit, etc.).
• An invitation to the local club president to join your board (e.g., involvement).
Step 3: Develop request.
• Define a project or other funding opportunity that most effectively matches the
organization's funding objectives and policies with your mission and needs.
• Develop the case statement. Remember: what you might state in your case statement to a
corporation could be different for government entities, etc.
• Write a proposal based on the case statement.
• Before writing a grant proposal, write a letter of inquiry to the grant source whether or not it
is required. It can save time if the project and the funder are not a good fit. Include an
outline / summary of the proposed project so the organization can respond appropriately.
• Determine the timing of the request.
Step 4: Solicit.
• If possible, find out who the decision-maker is.
• Make "the ask" in the way most appropriate for the source: a proposal, personal call, etc.

2. • The goal is to motivate individuals from the foundation (or other entity) to invest in your
organization, rather than just make a donation.
• Consider whether meeting with the funding organization's board members is appropriate,
possible, and/or expected of applicants.
• Depending on the links to your organization, refer them back to the case statement and the
overall organizational case.
Step 5: Follow through.
• Follow up on your solicitation to make sure all is in order.
• Offer more information or a personal visit, if necessary.
• After the gift is received, keep the organizational source appropriately involved in your
organization.
Step 6: Report.
• Some organizational sources of support will have reporting procedures; others will leave it
open.
• Whatever the policy, report to the funder in an honest, thorough, and timely way.
Step 7: Repeat.
• Never let this cultivation/reporting/regular contact process stop with an organizational
source of support.
• Look for the next step in every step you take; plan ahead.
• Build relationships, not episodes. Avoid slipping into an "us vs. them" mentality.
Approaching an organization for funding should be viewed as a potential partnership or
team working together for a common goal.
• Use tailored approaches for unique audiences.