This document discusses fundraising and financial sustainability. It covers the competitive funding landscape for non-profits and different potential sources of income, including grants, donations, sponsorships, and fees. It provides tips for applying for small grants, such as being clear, concise, and proving organizational credibility. Key differences between grants, commissions, and commercial contracts are also outlined.

1. Fundraising and Financial
Sustainability
Kerry McDonald and John Feaver

2. THE FUNDING
LANDSCAPE
• Specialist, very competitive
• Large grants very difficult to secure
• Commissioning and contracting is out
there
• Difference between a grant, a
commission, and a commercial contract
• Lots of small grants or one big large
grant?
2

3. WHO DOES WHAT?
• Last bid you wrote or were involved in?
• - Funder
• - What for
• - How much
• - Successful/rejected
• How many bids a year do you write or
contribute significantly to?
3

4. VARIOUS INCOME
STREAMS
• Participants
• Grants (small and large)
• Charitable Trusts (grants for charities)
• Sponsorship (commercial)
• Corporate Social Responsibility (CSR)
• Philanthropy
• Internet generated giving
• Fundraising events
• Wills and legacies
4

5. Differences between a
Grant, Commission &
Commercial Contracts?
• Grant – result of successful application
with conditions
• Commission – requested or qualified to
apply – often in health sector
• Commercial – legal contract with clear
penalties – often in employment sector
5

6. Small grants
• STANDARD REQUIRMENTS
• Constitution (a good one!)
• Set of accounts (or income/expenditure
forecast)
• Copy of recent bank statement
• Independent referee

7. Small grants cont.
TIPS AND TACTICS
1) Prove it – any sort of proof that there is a need for
the new activity is better than just your word. Evidence
of a public meeting, a survey, waiting lists are all simple
but effective.
2) Don’t write it alone – even if you think you are JK
Rowling, your application will be much, much better if at
least three other people read it and comment on it. It
has to be clearly understood by everyone who might
read it.

8. Small grants cont.
TIPS AND TACTICS cont.
3) Always CLEAR and CONCISE – waffle is a disaster.
You have less than one minute to impress the officer or
Panel member reading your application.
•Give your project a clear and descriptive title. For
example, don’t call it a ‘Youth Project’, call it a ‘Youth
Mentoring Project’.
•Check to make sure you have told them clearly who
you are, what you do, what your project is, how much it
will cost, and why they should give you a grant.

9. Small grants cont.
TIPS AND TACTICS cont.
4) Show CREDIBILITY. Prove that your organisation is well run
• Have you got any quality assurance
awards (eg PQASSO)?
• Have you received grants before? Who from? When?
• Do people who run your organisation have
impressive qualifications (eg Solicitor, Accountant,
• Justice of Peace)?
5) Use BULLET POINTS – they are not classic English
grammar, but they are very effective at giving a clear,
concise, and professional message.

10. Small grants cont.

11. Small grants cont.
TIPS AND TACTICS cont.
8) Always mention SUSTAINABILITY. They want to
feel their money will have a lasting impact. Two good
points to bring up is that their grant will secure 1)
new partnerships (makes you stronger for the
future), and 2) new training, especially volunteers
(you are stronger because your people are more
competent).

12. Small grants cont.
TIPS AND TACTICS cont.
Write in their language!!
Question 5 – Awards for all- What activities will take place
if you receive a grant?
ANSWER A - Buy footballs, bibs, cones. Hire a pitch. Go on the
Man Utd tour. Do some cricket.
ANSWER B
•Attract 20 girls aged 11 to 15 for a new weekly football session
•Qualify 5 new Level 1 football coaches and 3 new Level 1 cricket
coaches, mainly from existing parents
•Qualify 20 young people as young sports leaders
•Organise Kwik cricket festival to attract new participants aged 8 to
12
•Provide information on youth lifestyle issues in partnership with
youth service

13. Small grants cont.
WHAT THEY WON’T FUND
• Current running costs
• Activity for an individual (or a family)
• Religious activities
• Political activities
• Profit making activities (profits given to directors or
management committee members)
• Statutory activities
• Money for further distribution (broker)
• Endowments
• Loans
• 2nd hand vehicles

14. Small grants cont.
• MAIN SOURCES OF SMALL GRANTS
• StreetGames sources of grants for doorstep sport >>