This document provides an overview of the grantsmanship process, including understanding philanthropy, identifying funding partners, writing proposals, and following up after submitting proposals. It discusses researching different types of funders like foundations, corporations, and government grants. Key parts of a proposal are identified as the executive summary, organization information, statement of need, project description, budget, and appendix. Important tips for writing, packaging, and submitting proposals are also provided.

1. Grantsmanship 101 Andrea Snyder Grants Collection Enoch Pratt Free Library (410)396-5320 [email_address]

2. Objectives World of Philanthropy What you need to have in place before you seek a grant Identifying funding partners Approaching the foundation/funder Writing the proposal Submitting the proposal: Wrap-up

3. Grants Collection

4. Introductions

5. Understanding the World of Philanthropy http://flickr.com/photos/creativelychallenged/2348635312/

6. Why do we give? http://flickr.com/photos/wallyg/1751478133/

7. What is Philanthropy? The effort or inclination to increase the well-being of humankind, as by charitable aid or donations. Love of humankind in general. Something, such as an activity or institution, intended to promote human welfare.

9. Source: Nonprofit Almanac 2008 National Center for Charitable Statistics, the Urban Institute Other Income 2.9% Fees for Services and Goods 70.3% Private Contributions 12.3% Sources of Revenue for Reporting Public Charities Government Grants 9.0% Investment Income 5.4%

10. Individuals $229.03 Corporations $15.69 Foundations $38.52 Bequests $23.15 Total Giving: $306.39 billion 74.8% 5.1% 12.6% 7.6% Private Contributions by Source ($ in billions) Source: Giving USA 2008, Giving USA Foundation, researched and written by the Center On Philanthropy at Indiana University

11. Economic Crisis Info Foundation Center: http://foundationcenter.org/focus/economy/ Maryland Info: http://mdnonprofithelp.ning.com/ National Council of Nonprofits: http://www.councilofnonprofits.org

12. Questions

13. Before You Seek a Grant

14. What You Need To Have In Place 501(c)(3) status Active board Effective bylaws Strong mission statement

15. What Funders Look For Relevant, high-quality programs that meet a real need in the community Board commitment Staff capacity A strong organizational and financial infrastructure

16. What You Will Need About Your Organization List of board members Biographies and resumes of key people IRS 501(c)(3) letter of determination Organizational budget for current year Last 2 audited financial statements By-laws History of organization, including news clippings, anecdotal stories

17. What You Will Need to Know About Your Community Community Demographics Community Needs Partners Competitors Press clippings, anecdotes Published reports, newsletters, and other materials of local nonprofits Any other community files

18. Questions

19. The Process of Grantseeking Finding Funding Partners http://www.flickr.com/photos/mayaevening/138372058/

20. Questions to Ask Why do I need funding and what kind do I need? How much do I need? When do I need the funds?

21. Finding Funding Partners Look for the match! Who funds in my area of interest? Who funds in my geographic region? Who will provide the type of support I need? Who has funded organizations like mine? Who has given amounts in the range I need?

22. Questions

23. Researching Potential Donors

24. Government http://flickr.com/photos/strike1/2433164427/

25. Research Sources Federal (U.S.) government www.grants.gov Recovery.gov State (Maryland) government Governor’s Grants Office Maryland Red Book Recovery.maryland.gov

26. Questions http://flickr.com/photos/lwr/12364944/

27. Business http://flickr.com/photos/pbo31/2403049863

28. Why do businesses’ give? http://flickr.com/photos/jalex_photo/397581862/

29. Targeting Businesses Reference USA database National Directory of Corporate Giving D & B Regional Business Directory Maryland Business Directory D & B Minority-Owned Business Directory

30. Research Sources Hoovers http://www.hoovers.com/free/ Websites of Corporate Grantmakers http://fdncenter.org/funders/grantmaker/gws_corp/corp1.html Internet Prospector http://www.internet-prospector.org/company.html

31. Foundations http://flickr.com/photos/wonderlane/2362777515/

32. What Is a Private Foundation? Nongovernmental, nonprofit organization Has its own funds or endowment Managed by its own trustees or directors Established to aid educational, social, religious, scientific, or other charitable activities through the making of grants Part 2: The World of Grantmakers

33. Types of Private Foundations Independent Company-sponsored Operating ~ 5% payout requirement ~ Must disclose total giving and grants through Form 990-PF Part 2: The World of Grantmakers

34. Other Types of Grantmakers Direct Corporate Giving Programs Research through sponsoring companies Grantmaking Public Charities Disclose activities through Form 990 Includes: Community foundations Population or issue-oriented funds Company-sponsored Part 2: The World of Grantmakers

35. Resources for Researching Grantmakers Print Directories Foundation Directory Online Online Resources

36. Resources on Specific Funders Grantmaker Web sites Grantmaker documents Annual reports Newsletters Guidelines/brochures IRS filings (Form 990-PF) News articles

37. RECAP What is a grant? Credible Nonprofit Finding the Match Finding funders

38. RECAP

39. Approaching the Foundation

40. Which Foundations Will You Approach? Prepare Your Prospect List There are no shortcuts! Do your homework to find a match Prioritize your prospects and funding needs

41. The Initial Approach Letter Full Proposal E-Mail Intermediaries Telephone Call

42. Preparation for Meetings and Phone Calls Assemble Information Project information Case statement Financial documents

43. Preparation for Meetings and Phone Calls Prepare Talking Points Organization information Project description Outcomes Who will benefit Leadership Involved Resources Needed Costs

44. Preparation for Meetings and Phone Calls Who Should Make the Approach? Executive director? Project director? Development staff? Board member?

45. Preparation for Meetings and Phone Calls Request for Multiple Projects? Amount of the Request? Funding Part of a Project? Disclose Requests to Multiple Funders?

46. Introductory Phone Call Goals To introduce your organization and project To make the connection to the foundation’s philanthropic interests To secure a meeting, if possible

47. Plan the Meeting How Much Time is Allotted? Who Should Attend? Where Should the Meeting be Held? What Should You Bring?

48. Conduct the Meeting Goals To build the funder’s knowledge of your organization and project To strengthen the funder’s confidence in the competence of your organization’s leadership Listen!

49. Tips for the Meeting Beware Mission Drift!

50. After the Meeting Write Up Meeting Notes Send Thank You Letter

51. The Follow-Up Phone Call Review the File Prior to the Call Ask All the Key Questions Respect the Grantmaker’s Time

52. The Site Visit Goals To demonstrate the strength of your program To demonstrate the effectiveness of your operations To enable the funder to become acquainted with your leaders

53. The Site Visit (cont’d) Prepare the Agenda Determine Who Will Participate Showcase Your Project Follow Up with a Thank You Letter

54. ProposalWriting Basics

55. Writing the proposal Submitting the proposal: What happens next?

56. Information Gathering Project concept and its place in your organization Project timetable Outcomes Budget needs

57. Writing the Proposal Before you begin to write Writing tips Contents of a proposal Packaging

58. Organize Your Prospects Verify all deadlines Create a spreadsheet or chart: Donor name Deadline Project Amount to be requested Be optimistic: Leave a column for grant amount and date received Gather contact information

59. Remember: What is the purpose of a proposal? To convince the funder there is a challenge in the community your organization has a program in place to meet the challenge your organization has the ability to successfully implement the solution

60. Writing tips Give yourself ample time – always plan on sending out a proposal at least 2-3 weeks before deadline Start with an outline Keep your narrative clear and simple Know (and use) Foundation “buzz words” Revise and edit Enlist the help of a colleague to proof before sending

61. Five basic principles The proposal should be neat, clean, and easy to read Write your proposal in English Make it brief Be positive Avoid unsupported assumptions From: Program Planning and Writing by Norton Kiritz. Los Angeles: The Grantsmanship Center, 1980.

62. Questions

63. Proposal contents Title page and table of contents Executive summary Organization information Statement of need Project description Conclusion Budget Appendix and supporting materials

64. Executive summary Include The problem The solution Funding requirements Your organization’s expertise

65. Organization Information Mission and history Programs and expertise Board and key staff

66. Statement of need Include Problems and issues that the project addresses Supporting facts Whether the project can be replicated, or has already been implemented Whether you will collaborate with other groups Repeat the ask

67. Project description Include Goals Broad, general statement of what your project will accomplish Objectives S pecific M easureable A chievable R ealistic T ime-Bound

68. Project Description Strategies/Description of Activities Replicatiblity Staffing/Administration Collaboration

69. Project description, cont. Evaluation How you will measure outcomes How you will analyze processes Sustainability Is the project finite? Is the project self-sufficient? Is the project attractive to other funders?

70. Budget Include Expenses Personnel Supplies Overhead Income Fees for service Budget narrative Notes for unusual items or expenses

71. Conclusion Summarize: What you will accomplish Who will benefit Why it’s important Repeat the Ask Thank the funder!

72. Appendix and supporting materials List of Board members and key staff IRS 501 (c) 3 letter of determination Financial documents Other, relevant documents that help make your case

73. Questions

74. Packaging your proposal Cover letter Brief summary of the request Request for funding Proposal Package contents Offer to meet and/or answer questions

75. Packaging Your Proposal cont’d Include a title page and table of contents Neatness does count Follow funder’s guidelines

76. Proposal Submission Follow the funders guidelines Initial contact Telephone call? Letter of Inquiry? Full proposal? Common Grant Application? Funder’s own application form?

77. Always follow the funder’s guidelines

78. Questions

79. Submitting Your Proposal What’s NEXT? After the proposal The results

80. What’s Next? The best time to start thinking about your next request to a funder is right after you put your proposal in the mail!

81. Think about: How can I update my files so I have all the information I need next time? Are there other funders who might be good prospects for this project? What would make the process simpler in the future?

82. Follow up with Foundations Cultivating relationships after you submit the proposal Telephone conversations and appointments Board contact Keep them informed

83. If the answer is yes … Write a thank-you letter IMMEDIATELY! Maintain the relationship: Remember, this is a partnership Involve the funder throughout the life of the project

84. If the answer is no … Don’t take it personally Try to find out why Ask about possibilities for future funding If possible, try again Move on - seek out other prospects

85. Questions

86. Recap Approaching the Foundation Proposal sections Submitting the package Follow-up

87. Where else can I go? Foundation Center www.fdncenter.org Maryland Nonprofits www.marylandnonprofits.org Grants Collection http://www.prattlibrary.org/locations/grants/index.aspx

88. Please Fill Out the Evaluation! THANKS 

89. Andrea Snyder Grants Collection Enoch Pratt Free Library/State Library Resource Center (410)396-5320 [email_address]